An experimental study of credibility in e-negotiations
Article first published online: 15 DEC 2004
© 2005 Wiley Periodicals, Inc.
Psychology & Marketing
Special Issue: Experiments in E-commerce
Volume 22, Issue 2, pages 163–179, February 2005
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
- Issue published online: 15 DEC 2004
- Article first published online: 15 DEC 2004
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.