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The Effect of Time Pressure on e-Negotiation

by Lin, Huang-Chi

Abstract (Summary)
The popularity of global e-business and the rapid development of Web technologies have made e-negotiation an integral part of the daily lives of many managers in all types of business affairs. Moreover, the presence of severe competition has made making business processes both efficient and effective a necessity for enterprises to survive. This has made time pressure a crucial factor in e-negotiation, and hence it is important to understand how time pressure affects the both the process and outcome of e-negotiation. Most of the many studies on time pressure have considered face-to-face negotiations, and the findings therefore cannot be directly applied to the e-negotiation context because the degree of media richness has been shown to affect negotiations. The purpose of this study was to elucidate the effects of time pressure on e-negotiations from three aspects: negotiation strategy, process, and outcome. Though research results did not find the relationship between time pressure and negotiation strategy, we still found the significant negative relationship between time pressure and perceived control over the negotiation. Moreover, we also found that perceived control over the negotiation had significant positive influence on outcome satisfaction.
Bibliographical Information:

Advisor:Her-Sen Doong; Hsiang - Chu Lai; none; G. Klein; J. C. Wang

School:National Sun Yat-Sen University

School Location:China - Taiwan

Source Type:Master's Thesis

Keywords:e negotiation strategy process behavior outcome time pressure

ISBN:

Date of Publication:08/24/2006

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