Abstract
We investigate people’s attitudes towards the possible use of mobile negotiation support systems (nss) in different social contexts and the consequences for their design. For that purpose we developed an online survey based on existing models of technology acceptance. In the questionnaire we showed five filmed scenarios of nss use contexts. The data collected from 120 respondents, showed (a) that subjective norm is an important factor influencing the intention to use the system and (b) that the acceptance of nss depends on the use context. Therefore, we argue that nss should be designed not merely as tools being used in the actual negotiation but as social devices harnessing social networks to provide support in all negotiation phases.
This is a preview of subscription content, log in via an institution.
Buying options
Tax calculation will be finalised at checkout
Purchases are for personal use only
Learn about institutional subscriptionsPreview
Unable to display preview. Download preview PDF.
References
Ajzen, I.: The theory of planned behavior. Organzational Behavior and Human Decision Processes 50, 179–211 (1991)
Ajzen, I., Fishbein, M.: Understanding Attitudes and predicting Social Behavior. Prentice-Hall, Englewood Cliffs (1980)
Bui, T.: Evaluating negotiation support systems: A conceptualization. In: HICSS 1994. IEEE Computer Society Press, Los Alamitos (1994)
Carroll, J.M.: Making Use: Secenrio-based Design of Human-Computer Interactions. MIT Press, Cambridge (2000)
Davis, F.: Perceived usefulness, perceived ease of use, and user acceptance of information technology. MIS Quarterly 13(3), 319–339 (1989)
Essentials, H.B.S.: Negotiation. Harvard Business School Publishing Corporation, Boston (2003)
Hindriks, K., Jonker, C.: Creating human-machine synergy in negotiation support systems: Towards the pocket negotiator. In: HuCom 2008. ACM Press, New York (2008)
ITU: Itu internet reports: The portable internet, Tech. rep., ITU (2004), http://www.itu.int/portableinternet
Kersten, G.: Negotiation support systems and negotiating agents. In: Modles et Systmes Multi-Agents pour la Gestion de lEnvironement et des Territoire (1999)
Kersten, G., Lo, G.: Aspire: an integrated negotiation support system and software agents for ebusiness negotiation. International Journal of Internet and Enterprise Management 1(2), 293–315 (2003)
Kersten, G.E., Lai, H.: Negotiation support and e-negotiation systems: An overview. Group Decision and Negotiation 16, 553–586 (2007)
Ling, R.: “One can talk about common manners!”: the use of mobile telephones in inappropriate situations. in themes in mobile telephony. Tech. rep., COST 248 Home and Work group (1997)
Love, S., Perry, M.: Dealing with mobile conversations in public places: Some implications for the design of socially intrusive technologies. In: CHI 2004, pp. 1195–1198. ACM Press, New York (2004)
Mallat, N., Rossi, M., Tuunainen, V., Rni, A.: The impact of use context on mobile services acceptance: The case of mobile ticketing. Information Management 46, 190–195 (2009)
Palen, L., Salzman, M., Youngs, E.: Discovery and integration of mobile communications in everyday life. Personal Ubiquitous Computing 5(2), 109–122 (2001)
Parameswaran, M., Whinston, A.: Social computing: An overview. Communications of the Association for Information Systems 19, 762–780 (2007)
Pommeranz, A., Brinkman, W., Wiggers, P., Broekens, J., Jonker, C.: Towards design guidelines for negotiation support systems: An expert perspective using scenarios. In: ECCE 2009 (2009)
Rangaswamy, A., Shell, G.: Using computers to realize joint gains in negotiations: Towards an electronic bargaining table. Management Science 43(8), 1147–1163 (1997)
Schoop, M., Jertila, A., List, T.: Negoisst: a negotiation support system for electronic business-to-business negotiations in e-commerce. Data and Knowledge Engineering 47(3), 371–401 (2001)
Srivastava, L.: Mobile phones and the evolution of social behavior. Behaviour and Information Technology 24(2), 111–129 (2005)
Swaab, R., Postmes, T., Neijiens, P.: Negotiation support systems: Communication and information as antecedents of negotiation settlement. International Negotiation 9, 59–78 (2004)
Thomson, L.: The Heart and Mind of the Negotiator. Pearson, Prentice Hall (2005)
Vetschera, R., Kersten, G., Koeszegi, S.: User assessment of internet-based negotiation support systems: An exploratory study. Journal of Oganizational Computing and E-Commerce 16(2), 123–132 (2006)
Author information
Authors and Affiliations
Editor information
Editors and Affiliations
Rights and permissions
Copyright information
© 2010 Springer-Verlag Berlin Heidelberg
About this paper
Cite this paper
Pommeranz, A., Wiggers, P., Brinkman, WP., Jonker, C.M. (2010). Social Acceptance of Negotiation Support Systems. In: Leitner, G., Hitz, M., Holzinger, A. (eds) HCI in Work and Learning, Life and Leisure. USAB 2010. Lecture Notes in Computer Science, vol 6389. Springer, Berlin, Heidelberg. https://doi.org/10.1007/978-3-642-16607-5_4
Download citation
DOI: https://doi.org/10.1007/978-3-642-16607-5_4
Publisher Name: Springer, Berlin, Heidelberg
Print ISBN: 978-3-642-16606-8
Online ISBN: 978-3-642-16607-5
eBook Packages: Computer ScienceComputer Science (R0)