IDEAS home Printed from https://ideas.repec.org/a/spr/grdene/v12y2003i2d10.1023_a1023016804379.html
   My bibliography  Save this article

The Effects of Multimedia Communication on Web-Based Negotiation

Author

Listed:
  • Yufei Yuan

    (McMaster University)

  • Milena Head

    (McMaster University)

  • Mei Du

    (London Life Insurance Company)

Abstract

With the rapid growth of electronic commerce, there is growing demand forremote online negotiations. Although the Internet now enables audio and video communication, most Web-based negotiation systems are still text-based. There is, however, a lack of research on the effects of multimedia on remote negotiations. In this paper, we present a theoretical model to investigate the impacts of multimedia communication in an online negotiation setting. The constructs in our model include communication efficiency, communication effectiveness, and positive and negative social-emotional communication. Through a simulated house purchasing negotiation experiment, we study how different multimedia combinations (text only; text with audio; text with audio and video) affect our constructs and thus further influence negotiation results. Our results showed that both text with audio and text with audio and video communication were significantly preferred to text alone. However, the addition of video to text and audio communication in a negotiation environment was not found to be beneficial. It did not significantly improve communication efficiency, effectiveness or positive social-emotional communication, but distracted negotiators from focusing on the negotiation task. Our analysis also revealed that the communication efficiency construct did not correlate with the perceived success of the negotiation solution; however communication effectiveness and social-emotional communication did correlate with negotiation satisfaction.

Suggested Citation

  • Yufei Yuan & Milena Head & Mei Du, 2003. "The Effects of Multimedia Communication on Web-Based Negotiation," Group Decision and Negotiation, Springer, vol. 12(2), pages 89-109, March.
    • Handle: RePEc:spr:grdene:v:12:y:2003:i:2:d:10.1023_a:1023016804379
    DOI: 10.1023/A:1023016804379
    as

    Download full text from publisher

    File URL: http://link.springer.com/10.1023/A:1023016804379
    File Function: Abstract
    Download Restriction: Access to the full text of the articles in this series is restricted.
    File URL: https://libkey.io/10.1023/A:1023016804379?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Richard L. Daft & Robert H. Lengel, 1986. "Organizational Information Requirements, Media Richness and Structural Design," Management Science, INFORMS, vol. 32(5), pages 554-571, May.
    2. Brian E. Mennecke & Joseph S. Valacich & Bradley C. Wheeler, 2000. "The Effects of Media and Task on User Performance: A Test of the Task-Media Fit Hypothesis," Group Decision and Negotiation, Springer, vol. 9(6), pages 507-529, November.
    3. Joseph B. Walther, 1995. "Relational Aspects of Computer-Mediated Communication: Experimental Observations over Time," Organization Science, INFORMS, vol. 6(2), pages 186-203, April.
    4. Anson, Robert G. & Jelassi, M. Tawfik, 1990. "A development framework for computer-supported conflict resolution," European Journal of Operational Research, Elsevier, vol. 46(2), pages 181-199, May.
    5. Kai H. Lim & Izak Benbasat & Lawrence M. Ward, 2000. "The Role of Multimedia in Changing First Impression Bias," Information Systems Research, INFORMS, vol. 11(2), pages 115-136, June.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Brañas-Garza, Pablo & Cabrales, Antonio & Mateu, Guillermo & Sánchez, Angel & Sutan, Angela, 2023. "Social interaction and negotiation outcomes: An experimental approach," Journal of Behavioral and Experimental Economics (formerly The Journal of Socio-Economics), Elsevier, vol. 102(C).
    2. Gregory E. Kersten & Hsiangchu Lai, 2007. "Negotiation Support and E-negotiation Systems: An Overview," Group Decision and Negotiation, Springer, vol. 16(6), pages 553-586, November.
    3. Ingmar Geiger, 2020. "From Letter to Twitter: A Systematic Review of Communication Media in Negotiation," Group Decision and Negotiation, Springer, vol. 29(2), pages 207-250, April.
    4. Brañas-Garza, Pablo & Cabrales, Antonio & Mateu, Guillermo & Sanchez, Angel & Sutan, Angela, 2018. "Does pre-play social interaction improve negotiation outcomes?," MPRA Paper 90842, University Library of Munich, Germany.
    5. Ofir Turel & Yufei Yuan, 2007. "User Acceptance of Web-Based Negotiation Support Systems: The Role of Perceived Intention of the Negotiating Partner to Negotiate Online," Group Decision and Negotiation, Springer, vol. 16(5), pages 451-468, September.
    6. Ofir Turel & Yufei Yuan & Joe Rose, 2007. "Antecedents of attitude towards online mediation," Group Decision and Negotiation, Springer, vol. 16(6), pages 539-552, November.
    7. Her-Sen Doong & Hsiangchu Lai, 2008. "Exploring usage continuance of e-negotiation systems: expectation and disconfirmation approach," Group Decision and Negotiation, Springer, vol. 17(2), pages 111-126, March.
    8. Debby Damen & Per Wijst & Marije Amelsvoort & Emiel Krahmer, 2020. "The Effect of Perspective-Taking on Trust and Understanding in Online and Face-to-Face Mediations," Group Decision and Negotiation, Springer, vol. 29(6), pages 1121-1156, December.
    9. Zhen Wang & John Lim & Xiaojia Guo, 2010. "Negotiator Satisfaction in NSS-Facilitated Negotiation," Group Decision and Negotiation, Springer, vol. 19(3), pages 279-300, May.
    10. Ofir Turel & Yufei Yuan, 2008. "You can’t shake hands with clenched fists: potential effects of trust assessments on the adoption of e-negotiation services," Group Decision and Negotiation, Springer, vol. 17(2), pages 141-155, March.

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Michele Griessmair & Sabine T. Koeszegi, 2009. "Exploring the Cognitive-Emotional Fugue in Electronic Negotiations," Group Decision and Negotiation, Springer, vol. 18(3), pages 213-234, May.
    2. Jennifer D. Parlamis & Ingmar Geiger, 2015. "Mind the Medium: A Qualitative Analysis of Email Negotiation," Group Decision and Negotiation, Springer, vol. 24(2), pages 359-381, March.
    3. Stefan Hoffmann & Tom Joerß & Robert Mai & Payam Akbar, 2022. "Augmented reality-delivered product information at the point of sale: when information controllability backfires," Journal of the Academy of Marketing Science, Springer, vol. 50(4), pages 743-776, July.
    4. Meissner, Jens O., 2005. "Relationship Quality in the Context of Computer-Mediated Communication - A social constructionist approach," Working papers 2005/15, Faculty of Business and Economics - University of Basel.
    5. Sumita Raghuram & Philipp Tuertscher & Raghu Garud, 2010. "Research Note ---Mapping the Field of Virtual Work: A Cocitation Analysis," Information Systems Research, INFORMS, vol. 21(4), pages 983-999, December.
    6. Carlos Ferran & Stephanie Watts, 2008. "Videoconferencing in the Field: A Heuristic Processing Model," Management Science, INFORMS, vol. 54(9), pages 1565-1578, September.
    7. Eva-Maria Pesendorfer & Sabine T. Koeszegi, 2006. "Hot Versus Cool Behavioural Styles in Electronic Negotiations: The Impact of Communication Mode," Group Decision and Negotiation, Springer, vol. 15(2), pages 141-155, March.
    8. Anne-Laure Fayard & Anca Metiu, 2014. "The Role of Writing in Distributed Collaboration," Organization Science, INFORMS, vol. 25(5), pages 1391-1413, October.
    9. Ingmar Geiger, 2020. "From Letter to Twitter: A Systematic Review of Communication Media in Negotiation," Group Decision and Negotiation, Springer, vol. 29(2), pages 207-250, April.
    10. Cristina B. Gibson & Jennifer L. Gibbs & Taryn L. Stanko & Paul Tesluk & Susan G. Cohen, 2011. "Including the “I” in Virtuality and Modern Job Design: Extending the Job Characteristics Model to Include the Moderating Effect of Individual Experiences of Electronic Dependence and Copresence," Organization Science, INFORMS, vol. 22(6), pages 1481-1499, December.
    11. Brian E. Mennecke & Joseph S. Valacich & Bradley C. Wheeler, 2000. "The Effects of Media and Task on User Performance: A Test of the Task-Media Fit Hypothesis," Group Decision and Negotiation, Springer, vol. 9(6), pages 507-529, November.
    12. Viju Raghupathi & Raquel Benbunan-Fich, 2020. "A Social Capital Perspective on Computer-Mediated Group Communication and Performance: An Empirical Study," Group Decision and Negotiation, Springer, vol. 29(4), pages 747-801, August.
    13. Zhenhui Jiang & Izak Benbasat, 2007. "Research Note---Investigating the Influence of the Functional Mechanisms of Online Product Presentations," Information Systems Research, INFORMS, vol. 18(4), pages 454-470, December.
    14. David Xu & Ronald Cenfetelli & Karl Aquino, 2012. "The Influence of Media Cue Multiplicity on Deceivers and Those Who Are Deceived," Journal of Business Ethics, Springer, vol. 106(3), pages 337-352, March.
    15. Joel Harmon, 1998. "Electronic Meetings and Intense Group Conflict: Effects of a Policy-Modeling Performance Support System and an Audio Communication Support System on Satisfaction and Agreement," Group Decision and Negotiation, Springer, vol. 7(2), pages 131-153, March.
    16. C. Marlene Fiol & Edward J. O'Connor, 2005. "Identification in Face-to-Face, Hybrid, and Pure Virtual Teams: Untangling the Contradictions," Organization Science, INFORMS, vol. 16(1), pages 19-32, February.
    17. Brian Whitworth & Brent Gallupe & Robert McQueen, 2000. "A Cognitive Three-Process Model of Computer-Mediated Group Interaction," Group Decision and Negotiation, Springer, vol. 9(5), pages 431-456, September.
    18. Rockmann, Kevin W. & Northcraft, Gregory B., 2008. "To be or not to be trusted: The influence of media richness on defection and deception," Organizational Behavior and Human Decision Processes, Elsevier, vol. 107(2), pages 106-122, November.
    19. Windsperger, Josef, 2001. "The fee structure in franchising: a property rights view," Economics Letters, Elsevier, vol. 73(2), pages 219-226, November.
    20. Yang, Jialiang & Li, Yaokuang & Calic, Goran & Shevchenko, Anton, 2020. "How multimedia shape crowdfunding outcomes: The overshadowing effect of images and videos on text in campaign information," Journal of Business Research, Elsevier, vol. 117(C), pages 6-18.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:spr:grdene:v:12:y:2003:i:2:d:10.1023_a:1023016804379. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Sonal Shukla or Springer Nature Abstracting and Indexing (email available below). General contact details of provider: http://www.springer.com .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.