Article ID: | iaor20081265 |
Country: | United States |
Volume: | 5 |
Issue: | 4 |
Start Page Number: | 125 |
End Page Number: | 149 |
Publication Date: | Oct 2006 |
Journal: | Journal of Internet Commerce |
Authors: | Yuan Yufei, Turel Ofir |
Keywords: | e-commerce |
The recent proliferation of online-based trade makes negotiations with service providers for global supply networks evermore challenging. The Internet is believed to be a viable means for enabling and facilitating these supply chain interactions. As such, commercial web-based services that support negotiation processes have emerged (i.e., e-negotiation services). Even though these services have promising benefits for supply chain participants, they have not been accepted by most business users. Current e-negotiation studies fail to capture the substantive reasons of this low acceptance as they typically ignore real-world aspects of commercial negotiations. As such, this study argues that an action research approach is a plausible means to study this issue, and to drive changes in the e-negotiations services market. Accordingly, a research plan is outlined with guidelines and recommendations for future action research projects.