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Applying Social Interaction Theory to Negotiation Modeling: Design of E-negotiation System

Author

Listed:
  • Bo Yu

    (Dalhousie University)

  • Rustam Vahidov

    (Concordia University)

Abstract

Modeling negotiations in a generic form is a persistent challenge in the design of electronic negotiation systems (ENS). ENS need to be sufficiently flexible to accommodate various types of mechanisms, as well as different roles of the participants. The current work applies social interaction theory to modeling negotiation. The purpose is to propose design principles and a model for ENS implementation. The model is presented using a representational framework for information system meta-artifacts in the spirit of design science research. System features and functions derived from the principles and model are exemplified in a system named PROSPER (a Platform Relying On Social Participation for E-market Realization).

Suggested Citation

  • Bo Yu & Rustam Vahidov, 2019. "Applying Social Interaction Theory to Negotiation Modeling: Design of E-negotiation System," Information Systems Frontiers, Springer, vol. 21(3), pages 703-718, June.
    • Handle: RePEc:spr:infosf:v:21:y:2019:i:3:d:10.1007_s10796-017-9772-0
    DOI: 10.1007/s10796-017-9772-0
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    References listed on IDEAS

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    Cited by:

    1. Raed S. Algharabat & Nripendra P. Rana, 0. "Social Commerce in Emerging Markets and its Impact on Online Community Engagement," Information Systems Frontiers, Springer, vol. 0, pages 1-22.
    2. Raed S. Algharabat & Nripendra P. Rana, 2021. "Social Commerce in Emerging Markets and its Impact on Online Community Engagement," Information Systems Frontiers, Springer, vol. 23(6), pages 1499-1520, December.

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