An experimental examination of credible information disclosure, perception of fairness, and intention to do business in online multi-bilateral negotiations

Yu, Bo; Kersten, Gregory E.; Vahidov, Rustam

doi:10.1007/s12525-021-00473-4

Cited by 4 publications

(4 citation statements)

References 60 publications

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“…This is despite the clear economic incentive structure and the risk of potentially losing the chance to reach a good deal in a parallel negotiation by spending so much time. Nevertheless, we confirm that the revelation of trusted and accurate information, even if this does not occur via the negotiator themselves as in previous research (Citera et al 2005 ; Yu et al 2021 ) but through a third, independent party, increases fact-related honesty and reliability of negotiation conversations. We claim that those findings hold for peer-to-peer negotiations in typical high-value transactions like in the used car market (Paese et al 2003 ; Hofstede et al 2019 ) or for example also in the real estate market (Galinsky et al 2016 ).…”

Section: Discussionsupporting

confidence: 90%

“…This is different if the authenticated data is delivered directly during the negotiation by an intermediary or a platform trusted by both participants. The role of the authenticated data increases even further if the disclosed information is based on facts and is revealed appropriately, accurately, and is unbiased, so participants can trust and rely on it (Yu et al 2021 ). These characteristics enable the availability of more correct information with source credibility that increases information adoption, information usefulness, and information credibility (Ismagilova et al 2020 ), especially if available in a low-complex, predefined, and structured manner.…”

Section: Related Workmentioning

confidence: 99%

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Promoting Less Complex and More Honest Price Negotiations in the Online Used Car Market with Authenticated Data

et al. 2022

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Online peer-to-peer (P2P) sales of used and or high-value goods are gaining more and more relevance today. However, since potential buyers cannot physically examine the product quality during online sales, information asymmetries and consequently uncertainty and mistrust that already exist in offline sales are exacerbated in online markets. Authenticated data platforms have been proposed to solve these problems by providing authenticated data about the negotiation object, integrating it into text-based channels secured by IT. Yet, we know little about the dynamics of online negotiations today and the impact of the introduction of authenticated data on online negotiation behaviors. We address this research gap based on two experimental studies along with the example of online used car trade. We analyze users’ communicative and strategic actions in current P2P chat-based negotiations and examine how the introduction of authenticated data affects these behaviors using a conceptional model derived from literature. Our results show that authenticated data can promote less complex negotiation processes and more honest communication behavior between buyers and sellers. Further, the results indicate that chats with the availability of authenticated data can positively impact markets with information asymmetries. These insights provide valuable contributions for academics interested in the dynamics of online negotiations and the effects of authenticated data in text-based online negotiations. In addition, providers of trade platforms who aim to advance their P2P sales platforms benefit by achieving a competitive advantage and a higher number of customers.

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Section: Discussionsupporting

confidence: 90%

Section: Related Workmentioning

confidence: 99%

Promoting Less Complex and More Honest Price Negotiations in the Online Used Car Market with Authenticated Data

et al. 2022

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“…Titled "An experimental examination of credible information disclosure, perception of fairness, and intention to do business in online multi-bilateral negotiations" the authors Bo Yu, Gregory E. Kersten and Rustam Vahidov investigate the role of negotiations on the intention to do business. In their experiment of an inter-organizational procurement case they find that perceived fairness in the conduct of negotiations and the disclosure of best offer information is critical for repeated transactions within a business relationship (Yu et al, 2022).…”

Section: Articles Of Present Issuementioning

confidence: 99%

Electronic Markets on platform dualities

Alt

2022

Electron Markets

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“…Agndal et al (2017) found that about 60% of the 490 studies in their review, spanning 1995–2015, used students as respondents and about 60% of the studies were experimental simulations, with only about a third involving real managers. Current research focusing on business-to-business negotiations that involve multiple parties still tends to fall into this tradition of experimental role-plays, such as Geiger et al (2022) and Yu et al (2022). We provide an empirical example of how data on network relationships and negotiation behavior can be collected and analyzed in real-world business networks, and we undertake the uncommon task of providing an example of “alternative methodological approaches” that “may help the field develop in new directions” (Agndal et al , 2017, p. 495).…”

Section: Introductionmentioning

confidence: 99%

Structural networks and dyadic negotiations in tourism destination ecosystems

Ness

Aarstad

Haugland

2022

IJCHM

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Purpose This study aims to investigate how and to what extent structural network properties affect dyadic negotiation behavior in tourism destination ecosystems. Specifically, this study addresses negotiation behavior in terms of problem-solving and contending, because these two key strategies reflect the integrative and distributive aspects of dyadic interactions. Design/methodology/approach This study relies on network data and dyadic survey data from nine mountain tourism destinations in Southeastern Norway. The structural network properties the authors research are triadic closure – the extent to which a dyad has common ties to other actors – and structural equivalence – the similarities in networking patterns that capture firms’ competition for similar resources. In addition, the authors also study a possible effect of relationship duration on negotiation behavior. Findings Triadic closure and relationship duration have positive effects on problem-solving, and structural equivalence tends to decrease problem-solving, although the effect is inconsistent; none of these three independent variables was found to affect contending negotiation behavior. Research limitations/implications This study shows that a dyad’s structural network embeddedness has implications for negotiation behavior. Further research is encouraged to develop this theoretical perspective. Originality/value This study is a pioneering investigation of how structural network properties affect dyadic negotiation behavior in ongoing coproducing relationships in real-world destination ecosystems.

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An experimental examination of credible information disclosure, perception of fairness, and intention to do business in online multi-bilateral negotiations

Cited by 4 publications

References 60 publications

Promoting Less Complex and More Honest Price Negotiations in the Online Used Car Market with Authenticated Data

Promoting Less Complex and More Honest Price Negotiations in the Online Used Car Market with Authenticated Data

Electronic Markets on platform dualities

Structural networks and dyadic negotiations in tourism destination ecosystems

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