Trajectories for driving the diffusion of e-negotiation service providers in supply chains: an action research approach

Trajectories for driving the diffusion of e-negotiation service providers in supply chains: an action research approach

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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: ,
Keywords: e-commerce
Abstract:

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.

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