haku: @author Benbasat, I. / yhteensä: 17
viite: 14 / 17
| Tekijä: | Lim, L.-H. Benbasat, I. |
| Otsikko: | A theoretical perspective of negotiation support systems. |
| Lehti: | Journal of Management Information Systems
1992 : -93 WINTER, VOL. 9:3, p. 27-44 |
| Asiasana: | MODELS NEGOTIATION BARGAINING |
| Kieli: | eng |
| Tiivistelmä: | The paper provides an overview of the existing theories of negotiation. The need for computer-based negotiation support is pointed out and a theory of the effects of negotiation support systems is presented. The theory distinguishes between the effects of the decision support systems portion and the electronic communication channel. The decision support system portion improves the human information- processing capacity and effects can be best understood within the reference disciplines of game theory and economic theory. The authors claim that the electronic communication channel improves perceived commitment and its effects can be best understood within the context of social-psychological theories of negotiation. |
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