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Research Article
An experimental study of credibility in e-negotiations
Article first published online: 15 DEC 2004
DOI: 10.1002/mar.20053
© 2005 Wiley Periodicals, Inc.
Issue
1520-6793/asset/cover.gif?v=1&s=71320510dd3ee1c03a3c2b6d2e69bfd3cb62bb05 "Psychology and Marketing")
Psychology and Marketing
Special Issue: Experiments in E-commerce
Volume 22, Issue 2, pages 163–179, February 2005
Additional Information
How to Cite
Citera, M., Beauregard, R. and Mitsuya, T. (2005), An experimental study of credibility in e-negotiations. Psychol. Mark., 22: 163–179. doi: 10.1002/mar.20053
Publication History
- Issue published online: 15 DEC 2004
- Article first published online: 15 DEC 2004
- Abstract
- References
- Cited By
Abstract
E-negotiators' credibility was compared to that of face-to-face (FTF) negotiators in an integrative bargaining task. Dyads were randomly assigned to negotiate either on the computer or FTF. E-negotiators perceived their opponents to be less credible and reported less selfcredibility than FTF negotiators. Although lying did not vary significantly from FTF to e-negotiations, self-credibility and lying were negatively correlated. E-negotiators were also more likely to advocate using dishonesty in the future. Consistent with psychological distance theory, skepticism regarding the credibility of e-negotiators appears warranted. © 2005 Wiley Periodicals, Inc.