So close yet no agreement: The effects of threats to self-esteem when using instant messaging and audio during seller‐buyer negotiations

So close yet no agreement: The effects of threats to self-esteem when using instant messaging and audio during seller‐buyer negotiations

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Article ID: iaor20141873
Volume: 57
Start Page Number: 115
End Page Number: 126
Publication Date: Jan 2014
Journal: Decision Support Systems
Authors: ,
Keywords: e-commerce, behaviour
Abstract:

  • We examine why some negotiations end without agreement even though the ending offers are very close.
  • We focus on how offers and comments are perceived as threats to self‐esteem.
  • We explore how the use of IM versus audio media can moderate these perceived threats.
  • We find that initial offers with large concessions can result in close offers but no agreement.
  • We also find that reciprocity violations and critical comments can result in close offers but no agreement.
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