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User Acceptance of Web-Based Negotiation Support Systems: The Role of Perceived Intention of the Negotiating Partner to Negotiate Online

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  • Ofir Turel

    (Mcmaster University)

  • Yufei Yuan

    (Mcmaster University)

Abstract

With the rapid growth of web-based services and global trade, there is some commercial potential for web-based Negotiation Support Services (WNSS). This market potential, however, is somewhat untapped. While previous studies had examined WNSS adoption by individual decision makers, this situation is not fully realistic, as the conformity of all negotiating partners is required for web-based negotiation to happen. Therefore, this study extends the technology acceptance model for the context of e-negotiation through the inclusion of perceptions regarding the intention of the negotiating partner to use WNSS (i.e., perceived intentions). An empirical investigation, based on phone interviews with potential users, supports the research model. The perceived intention of the negotiating partner to agree to use WNSS was found to have significant positive effect on individuals’ acceptance of WNSS and its antecedents. Adding this construct into WNSS acceptance theory advances our understanding of WNSS adoption and provides important insights for scholars and practitioners.

Suggested Citation

  • Ofir Turel & Yufei Yuan, 2007. "User Acceptance of Web-Based Negotiation Support Systems: The Role of Perceived Intention of the Negotiating Partner to Negotiate Online," Group Decision and Negotiation, Springer, vol. 16(5), pages 451-468, September.
    • Handle: RePEc:spr:grdene:v:16:y:2007:i:5:d:10.1007_s10726-006-9069-z
    DOI: 10.1007/s10726-006-9069-z
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    References listed on IDEAS

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    Cited by:

    1. Ofir Turel & Catherine E. Connelly, 2012. "Team Spirit: The Influence of Psychological Collectivism on the Usage of E-Collaboration Tools," Group Decision and Negotiation, Springer, vol. 21(5), pages 703-725, September.
    2. Ofir Turel & Yufei Yuan, 2008. "You can’t shake hands with clenched fists: potential effects of trust assessments on the adoption of e-negotiation services," Group Decision and Negotiation, Springer, vol. 17(2), pages 141-155, March.
    3. Ofir Turel, 2010. "Interdependence Issues in Analyzing Negotiation Data," Group Decision and Negotiation, Springer, vol. 19(2), pages 111-125, March.

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