Skip to main content
SpringerLink
Log in

You can’t shake hands with clenched fists: potential effects of trust assessments on the adoption of e-negotiation services

  • Published:
Group Decision and Negotiation Aims and scope Submit manuscript

Abstract

Trust in the context of e-negotiation is a multifaceted cognition about various trustees, including the e-negotiation website, the e-negotiation service provider, the other negotiator, and the neutral third party (if it exists). This set of trust cognitions is important because it can facilitate the adoption of e-negotiation services. As such, this manuscript presents a review of relevant trust-related literature streams, and integrates them into two models: (1) trust relations in e-negotiations, and (2) potential effects of trust assessments on the adoption of e-negotiation services. The trust relations model identifies and distinguishes between various facets of trust that are relevant in e-negotiations. This model facilitates a clear conceptualization and communication of trust issues in e-negotiation research. The trust effects model conceptualizes the roles of the different trust facets in predicting e-negotiation adoption behavior. Overall, these theory-based models advance the field and can serve as the basis for future investigations of trust in e-negotiations.

This is a preview of subscription content, log in via an institution to check access.

Access this article

Log in via an institution

Price excludes VAT (USA)
Tax calculation will be finalised during checkout.

Instant access to the full article PDF.

Institutional subscriptions

Similar content being viewed by others

References

  • Bafoutsou G, Mentzas G (2002) Review of functional classification of collaborative systems. Int J Inf Manage 22(2):281–305

    Article  Google Scholar 

  • Butler JK (1999) Trust expectations, information sharing, climate of trust, and negotiation effectiveness and efficiency. Group Organ Manage 24(2):217–238

    Article  Google Scholar 

  • Chong B (2004) How buyer experience in online auctions affects the dimensionality of trust in sellers: an unexpected finding. Paper presented at the Twenty-fifth international conference on information systems, Washington, DC, USA

  • Chong B, Yang Z, Wong M (2003) Asymmetrical impact of trustworthiness attributes on trust, perceived value and purchase intention: a conceptual framework for cross-cultural study on consumer perception of online auction. Paper presented at the the 5th international conference on Electronic commerce, Pittsburgh, USA (Sept 30–Oct 3)

  • Corritore CL, Kracher B, Wiedenbeck S (2003) On-line trust: concepts, evolving themes, a model. Int J Hum Comput Stud 58(6):737–758

    Article  Google Scholar 

  • Crosby LA, Evans KR, Cowles D (1990) Relationship Quality in Services Selling—an Interpersonal Influence Perspective. J Mark 54(3):68–81

    Article  Google Scholar 

  • Doney PM, Cannon JP (1997) An examination of the nature of trust in buyer-seller relationships. J␣Mark 61(2):35–51

    Article  Google Scholar 

  • Drolet AL, Morris MW (2000) Rapport in conflict resolution: accounting for how face-to-face contact fosters mutual cooperation in mixed-motive conflicts. J Exp Soc Psychol 36(1):26–50

    Article  Google Scholar 

  • Elofson G (2001) Developing trust with intelligent agents: an exploratory study. In: Castelfranchi C, Tan Y-H (eds) Trust and deception in virtual societies, vol 125–138. Kluwer Academic Publishing, Dordecht, The Netherlands

    Google Scholar 

  • Fishbein M, Ajzen I (1975) Belief, attitude, intention, and behavior: an introduction to theory and research. Addison-Wesley, Reading, MA, USA

    Google Scholar 

  • Gefen D, Karahanna E, Straub DW (2003) Trust and TAM in online shopping: an integrated model. MIS Q 27(1):51–90

    Google Scholar 

  • Hampton-Sosa W, Koufaris M (2005) The effect of web site perceptions on initial trust in the owner company. Int J E Commer 10(1):55–81

    Google Scholar 

  • Jones AJI (2002) On the concept of trust. Decis Support Syst 33(3):225–232

    Article  Google Scholar 

  • Kantowitz BH, Hanowski RJ, Kantowitz SC (1997) Driver acceptance of unreliable traffic information in familiar and unfamiliar settings. Hum Factors 39(2):164–176

    Article  Google Scholar 

  • Katsh E, Rifkin J (2001) Online dispute resolution, 1st edn. Jossey–Bass, New York, NY

  • Kee HW, Knox RE (1970) Conceptual and methodological considerations in the study of trust and suspicion. J Conflict Resolut 14(2):357–366

    Article  Google Scholar 

  • Kersten GE (2002) The science and engineering of e-negotiation: an introduction. Paper presented at the the 36th Hawaii international conference on system sciences (HICSS’ 03), Hawaii, USA

  • Kersten GE (2004) E-negotiation systems: Interaction of people and technologies to resolve conflicts. Paper presented at the InterNeg International Seminar: markets, negotiations and dispute resolution in new economy, Montreal, Canada (October 12–13)

  • Kimmel MJ, Pruitt DG, Magenau JM, Konargoldband E, Carnevale PJD (1980) Effects of Trust, Aspiration, and Gender on Negotiation Tactics. J Pers Soc Psychol 38(1):9–22

    Article  Google Scholar 

  • Kirk T (2005) Personal communication regarding the adoption of e-customer services. Ottawa, ON, Canada

  • Koufaris M, Hampton-Sosa W (2004) The development of initial trust in an online company by new customers. Inf Manage 41(3):377–397

    Article  Google Scholar 

  • Kramer RM (1994) The Sinister attribution error—paranoid cognition and collective distrust in organizations. Motiv Emot 18(2):199–230

    Article  Google Scholar 

  • Kuan H-H, Bock G-W (Forthcoming) Trust transference in brick and click retailers: an investigation of the before-online-visit phase. Information & Management

  • Lee J, Moray N (1992) Trust, control strategies and allocation of function in human machine systems. Ergonomics 35(10):1243–1270

    Article  Google Scholar 

  • Legris P, Ingham J, Collerette P (2003) Why do people use information technology? A critical review of the technology acceptance model. Inf Manage 40(3):191–204

    Article  Google Scholar 

  • Lim L-H, Benbasat I (1993) A theoretical perspective of negotiation support systems. J Manage Inf Syst 9(3):27–45

    Google Scholar 

  • Lindskold S, Han G (1988) Grit as a foundation for Integrative bargaining. Pers Soc Psychol Bull 14(2):335–345

    Article  Google Scholar 

  • Lisco CC (2005) Personal communication regarding the adoption of e-customer services. San␣Francisco, CA, USA

  • Mayer RC, Davis JH, Schoorman FD (1995) An integration model of organizational trust. Acad Manage Rev 20(3):707–734

    Article  Google Scholar 

  • McKnight DH, Choudhury V, Kacmar C (2002a) Developing and validating trust measures for e-commerce: an integrative typology. Inf Syst Res 13(3):334–359

    Article  Google Scholar 

  • McKnight DH, Choudhury V, Kacmar C (2002b) The impact of initial consumer trust on intentions to transact with a web site: a trust building model. J Strateg Inf Syst 11(3–4):297–323

    Article  Google Scholar 

  • Olson JS, Olson GM (2000) I2i trust in e-commerce. Commun ACM 43(12):41–44

    Article  Google Scholar 

  • Parks CD, Hulbert LG (1995) High and low trusters responses to fear in a payoff matrix. J Conflict Resolut 39(4):718–730

    Article  Google Scholar 

  • Pavlou PA, Gefen D (2004) Building effective online marketplaces with institution-based trust. Inf Syst Res 15(1):37–59

    Article  Google Scholar 

  • Payne RL, Clark MC (2003) Dispositional and situational determinants of trust in two types of managers. Int J Hum Resour Manage 14(1):128–138

    Article  Google Scholar 

  • Pennington R, Wilcox HD, Grover V (2003) The role of system trust in business-to-consumer transactions. J Manage Inf Syst 20(3):197–226

    Google Scholar 

  • Raiffa H (1982) The art and science of negotiation. The Belknap Press of Harvard University Press, Cambridge, MA, USA

    Google Scholar 

  • Rempel JK, Holmes JG, Zanna MP (1985) Trust in close relationships. J Pers Soc Psychol 49(1):95–112

    Article  Google Scholar 

  • Riegelsberger J, Sasse MA, McCarthy JD (2003) The researcher’s dilemma: evaluating trust in computer-mediated communication. Int J Hum Comput Stud 58(6):759–781

    Article  Google Scholar 

  • Ross L, Ward A (1995) Psychological barriers in dispute resolution. In: Zanna MP (ed) Advances in experimental social psychology, vol 27. Academic Press, San Diego, CA, USA, pp 255–304

    Google Scholar 

  • Ross W, LaCroix J (1996) Multiple meanings of trust in negotiation theory and research: a literature review and integrative model. Int J Conflict Manage 7(4):314–360

    Article  Google Scholar 

  • Ross W, Wieland C (1996) Effects of interpersonal trust and time pressure on managerial mediation strategy in a simulated organizational dispute. J Appl Psychol 81(3):228–248

    Article  Google Scholar 

  • Salem RA (1993) The Interim guidelines need a broader perspective. Negot J Process Dispute Settlement 9(4):309–312

    Google Scholar 

  • Shell GR (1991) Opportunism and trust in the negotiation of commercial contracts - toward a new cause of action. Vanderbilt Law Review 44(2):221–282

    Google Scholar 

  • Stewart KJ (2003) Trust transfer on the World Wide Web. Organ Sci 14(1):5–17

    Article  Google Scholar 

  • Strader TJ, Ramaswami SN (2002) The value of seller trustworthiness in C2C online markets. Commun Acm 45(12):45–49

    Article  Google Scholar 

  • Terry S (1987) Conciliation: responses to the emotional content of disputes. Mediation Q 16(1):45–57

    Article  Google Scholar 

  • Turel O, Yuan Y (2005a) A critical review of NSS research: new directions. Paper presented at the the joint conference of the INFORMS section on group decision and negotiation and the EURO working group on group decision support systems (GDN), Vienna, Austria

  • Turel O, Yuan Y (2005b) Online negotiation services: benefits and challenges of users and service providers. Journal of Alternative Dispute Resolution, October:62–77

  • Turel O, Serenko A, Boutis N (2007) User acceptance of wireless short messaging services: Deconstructing received value. Inform Manage 44(1):63–73

    Article  Google Scholar 

  • Turel O, Yuan Y (Forthcoming). User acceptance of web-based negotiation support systems: the role of perceived intention of the negotiating partner to negotiate online. Group Decision and Negotiation

  • Uzzi B (1996) The sources and consequences of embeddedness for the economic performance of organizations: the network effect. Am Sociol Rev 61(4):674–698

    Article  Google Scholar 

  • Waern Y, Hagglund S, Lowgren J, Rankin I, Sokolnicki T, Steinemann A (1992) Communication knowledge for knowledge communication. Int J Man Mach Stud 37(2):215–239

    Article  Google Scholar 

  • Wrightsman LS (1991) Interpersonal trust and attitudes toward human nature. In: Robinson PR, Shaver PR, Wrightsman LS (eds) Measures of personality and social psychological attitudes, vol 1. Academic Press, San Diego, CA, USA

    Google Scholar 

  • Young OR (1975) Strategic interaction and bargaining. In: Young OR (ed) Bargaining: formal theories of negotiation. University of Illinois Press, Urbana, Illinois, USA

    Google Scholar 

  • Yu J, Ha I, Choi M, Rho J (2005) Extending the TAM for a t-cornmerce. Inf Manage 42(7):965–976

    Article  Google Scholar 

  • Yuan Y, Head M, Du M (2003) The effects of multimedia communication on web-based negotiation. Group Decis Negot 12(2):89–109

    Article  Google Scholar 

  • Yuan Y, Turel O (2004) From usability lab testing to business market study: New dimensions. Paper presented at the CORS/INFORMS Joint international meeting, Banff, AB, Canada (May 16–21)

Download references

Author information

Authors and Affiliations

  1. The College of Business and Economics, California State University, Fullerton, Fullerton, CA, USA

    Ofir Turel

  2. DeGroote School of Business, McMaster University, 1280 Main St. West, L8S 4M4, Hamilton, Ontario, Canada

    Yufei Yuan

Authors
  1. Ofir Turel
    View author publications

    You can also search for this author in PubMed Google Scholar

  2. Yufei Yuan
    View author publications

    You can also search for this author in PubMed Google Scholar

Corresponding author

Correspondence to Ofir Turel.

Rights and permissions

Reprints and permissions

About this article

Cite this article

Turel, O., Yuan, Y. You can’t shake hands with clenched fists: potential effects of trust assessments on the adoption of e-negotiation services. Group Decis Negot 17, 141–155 (2008). https://doi.org/10.1007/s10726-007-9079-5

Download citation

  • Received:

  • Revised:

  • Accepted:

  • Published:

  • Issue Date:

  • DOI: https://doi.org/10.1007/s10726-007-9079-5

Keywords

Search

Navigation