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An experimental examination of credible information disclosure, perception of fairness, and intention to do business in online multi-bilateral negotiations
Electronic Markets ( IF 6.017 ) Pub Date : 2021-05-27 , DOI: 10.1007/s12525-021-00473-4
Bo Yu , Gregory E. Kersten , Rustam Vahidov

Inter-firm negotiations are often non-discrete: they are not isolated exchange episodes, but part of an ongoing process of building strategic relationships between the firms. This view posits a challenge to the design and application of negotiation mechanisms in e-markets supporting business-to-business exchanges. The assessment of the mechanisms needs to include both the impacts within each discrete exchange episode and those shaping the future of the inter-firm relationships. We argue that strategies of information revelation implemented with negotiation mechanisms can influence participants’ fairness perceptions, which can further affect business relationships. The paper examines both substantive and subjective measures in an experiment involving two multi-bilateral negotiations with distinct information disclosure strategies. The results show that the revelation of the best offer affects participants’ perceived fairness which, in turn, positively influences intention to do business. The findings have implications for both the design and use of negotiation mechanisms where inter-firm relationships are concerned.



中文翻译:

对可靠的信息披露,对公平的感知以及在在线多边双边谈判中开展业务的意图的实验性检查

公司间谈判通常不是离散的:它们不是孤立的交换事件,而是公司之间建立战略关系的持续过程的一部分。这种观点对支持企业对企业交换的电子市场中协商机制的设计和应用提出了挑战。对这些机制的评估需要既包括每个离散交换事件中的影响,也包括塑造公司间关系的未来的影响。我们认为,通过协商机制实施的信息披露策略可以影响参与者的公平感,从而进一步影响业​​务关系。本文在涉及两个具有不同信息披露策略的多边双边谈判的实验中,考察了实质性和主观性措施。结果表明,最佳报价的披露会影响参与者的感知公平性,从而反过来对开展业务的意图产生积极影响。研究结果对涉及公司间关系的协商机制的设计和使用都具有影响。

更新日期:2021-05-27
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