Abstract
From users’ perspective, an e-negotiation system should help them achieve their objective (e.g., an agreement) to the best possible extent. This perspective aligns well with the view of utilitarian system use that conceptualizes the system use as embedded in a process within which a user attempts to achieve an exogenous goal. Given this conceptualization, users’ assessment of system use can take place in three tiers, i.e., their assessment of goal achievement, technology-interaction, and the utilitarian value of the system. These theoretical propositions were tested by conducting an experiment involving e-negotiations. The results support the proposed theoretical model. The results also showed that social psychological impacts on users of a system can influence their assessment of system use.
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Yu, B., Vahidov, R., Kersten, G.E. (2022). Supporting Users’ Utilitarian Needs for Systems in Online Negotiations. In: Szapiro, T., Kacprzyk, J. (eds) Collective Decisions: Theory, Algorithms And Decision Support Systems. Studies in Systems, Decision and Control, vol 392. Springer, Cham. https://doi.org/10.1007/978-3-030-84997-9_8
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