An Empirical Investigation of the Acceptance of Electronic Negotiation Support System Features

Abstract

Electronic negotiation support aims at enabling complex trade interactions through means of information technology. Present research in electronic negotiation support is limited to a large extent to the analytical decision support view. There is a lack of empirical evidence on the acceptance of the different types of support in the negotiation support portfolio and their value contribution. In this paper, the results of a laboratory experiment evaluating the communication support feature of a particular negotiation support system, namely the Negoisst system, is presented. It is concluded, that dedicated communication support is highly relevant in users’ perception of usefulness.

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