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The Effects of Photographic Images on Agent to Human Negotiations: The Case of the Sicilian Clan

  • Rustam VahidovEmail author
Conference paper
Part of the Lecture Notes in Business Information Processing book series (LNBIP, volume 315)

Abstract

Past studies in agent negotiations against humans have revealed important insights. The current study examines the effects of including a person’s photograph as a proxy for an agent in negotiations on the outcomes. To this end an experiment employing photos of a young person, a mature person, and an older individual to represent agents was conducted. The results revealed significant difference in terms of the agreement utilities achieved by the three groups of agents. Therefore, the choice of an image for representing a software agent plays an important role in determining the outcomes of human vs. agent negotiations.

Keywords

Software agents Electronic negotiations Experimental studies 

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Copyright information

© Springer International Publishing AG, part of Springer Nature 2018

Authors and Affiliations

  1. 1.Department of Supply Chain and Business Technology ManagementConcordia UniversityMontrealCanada

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