Electronic negotiation support systems and their role in business communication [Elektronische Ressource] : an exploratory evaluation of auction use / Frank Köhne

Frank Köhne

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• Publié par: universitat_hohenheim
• Publié le: 01 janvier 2008
• Nombre de lectures: 56
• Langue: English
• Poids de l'ouvrage: 5 Mo

Extrait

Frank Köhne
Electronic Negotiation Support
Systems and Their Role in
Business Communication
An Exploratory Evaluation of Auction Use
Dissertational Thesis, accepted by the University of Hohenheim on 17 October 2007
Faculty of Business, Economics and Social Sciences, Dean Prof. Dr. Müller
Prof. Dr. Schoop, Chair of Information Systems I
Prof. Dr. Voeth, Chair of Marketing
Prof. Dr. Pfetsch, Chair of Communication Science and Media Politics
Electronic Negotiation Support Systems and Their Role in Business Communication
Köhne- 2 -

Thro ugh the u nplanned soc iocultural co n­
sequences of tech nological p rogress, the human
species has c hallenged itse lf [..].
Thi s challe nge can not be met w ith tech nology
alone. It is rather a qu estion of [..] discussion.
Jürgen Habermas (1970), Toward a Rati onal S ociety,
Beacon P ress, Boston, p. 6 1. - 3 -
C ontents
1. Introdu ction................................................................................................................................... 6
1.1 The Need for E-Negotia tion Field Resear ch ......................................................................................6
1.2 Resea rch Goals .................................................................................................................................10
1.3 Struc ture of the Thesis .....................................................................................................................11
2. A Revi ew of Electronic Ne gotiation Sup port Research ............................................................ 13
2.1 Subjec t of the Study – What is an Electronic Negotia tion? ...............................................................13
2.2 Relevant Pers pecti ves and Cons truc ts .............................................................................................15
2.2.1 Decision and Game Theory View16
Norma tive Negotia tion Analysi s...............................................................................................16
Desc riptive Negotia tion Analysis..............................................................................................17
Presc riptive Negotiation Analysis17
Cri tical Evaluation .....................................................................................................................19
2.2.2 Socia l Science Per spec tive ........................................................................................................19
Relationshi p and Net working Aspect s of Busines s Negotia tions..............................................19
Oper ationali sation - The S ocial Capi tal Concept ......................................................................20
In forma tion Technology and Organisations..............................................................................21
Cri tical Evaluation ....................................................................................................................23
2.2.3 Communica tion and Media Theory View ................................................................................23
The Communica tion Aspec t of Busines s Negotia tions.............................................................23
Media E ffect s in Negotia tions...................................................................................................26
Cri tical Evaluation28
2.3 Elect ronic Negotiation Suppor t29
2.3.1 Elect ronic Auction Resear ch .....................................................................................................30
The Electronic Auction Concept ..............................................................................................30
Electronic Auction Applications ................................................................................................33
Empirical Resear ch ...................................................................................................................34
2.3.2 Negotiation Suppor t Sys tem s Resea rch ....................................................................................35
The Negotiation Suppor t System Approach .............................................................................35
Negotiation Suppor t System Application s35
Empirical Resear ch38
2.3.3 Negotiation Agent Resear ch .....................................................................................................38
The Negotiation Agent Approach ............................................................................................38
Negotiation Agent Applications40
Empirical Resear ch40
2.3.5 Metho ds of Electronic Negotia tion Resear ch ..........................................................................41
2.4 Literat ure Review Conclusion s ........................................................................................................43
2.4.1 Juxtapo sition of Theore tical Per specti ves .................................................................................43
2.4.2 An Integra te d Perspec tive on Negotiation Suppo rt..................................................................47
2.4.3 Exist ing ENS Resea rc h and Research Op portunities ...............................................................48
2.5 Deduction of Resea rch Ques tions ...................................................................................................50
3. Met hodology ............................................................................................................................... 52
3.1 Epis te mological Consi der ations........................................................................................................52- 4 -
3.2 Selection of a Methodological Frame work: the Grounde d Theory Method .....................................56
3.3 An Introduc tion to the Grounded Theory Approach .......................................................................59
3.3.1 The Resear ch Proces s...............................................................................................................59
Data Collection .........................................................................................................................59
Data Analysis............................................................................................................................61
3.3.2 Crit ical Reflection of the Grounde d Theory Method ................................................................64
3.4 The Inte rview as a Data Collection Method .....................................................................................66
3.5 Resea rch Approach of the Presen t Study .........................................................................................67
3.5.1 Time Frame of Analysis .............................................................................................................68
3.5.2 Selection of Data Source s.........................................................................................................68
3.5.3 Subjec t and Level o f Analysi s....................................................................................................69
3.5.4 Initial Inte rview Blueprin t..........................................................................................................70
4. Results - A Grounded Theor y Fie ld Study of
E- Auc tion Appro priation and Com municative Impact ................................................................. 72
4.1 Step s of Inference and Inquiry73
4.2 Busine ss Conte xt Factor s and the Roles of Negotiation Technology ...............................................77
4.2.1 Communica tive Setting of Elect ronic Busines s-to- Busines s Negotia tions................................77
4.2.2 Oper ational Goals and Heuri stics in E-Negotiation Behaviour .................................................81
4.3 Auction- based ENS as Proces s Tools ...............................................................................................83
4.3.1 The Process Tool Role and its Prevalence ................................................................................83
4.3.2 Antecede nts of the Process Tool Role ......................................................................................84
Desc riptivene ss........................................................................................................................84
Supplie r Training ......................................................................................................................86
Trus t and Tran sparency ...........................................................................................................87
4.3.3 Conseq uences for Negotia tion Proces se s89
Re-Design in Adjacen t Proces se s..............................................................................................89
Cent rali sat ion of Compe tencie s in the Negotiatin g Organisations ..........................................90
Long-te rm Process Efficiencies .................................................................................................92
4.3.4 Contingenc y Model of the Proce ss Tool Role ..........................................................................96
4.4 Auction Platfor ms as Communica tion Barriers ................................................................................97
4.4.1 Communica tive Goals in Electronic Busine ss Negotiation s.................................................