Is there more to email negotiation than email? The role of email affinity

Authors:
Ingmar Geiger;Jennifer Parlamis
Affiliations:
Freie Universität Berlin, School of Business & Economics, Marketing Department, Otto-von-Simson-Str. 13, 14195 Berlin, Germany;University of San Francisco, School of Management, 2130 Fulton Street, San Francisco, CA 94117, United States
Venue:
Computers in Human Behavior
Year:
2014

Citing 13
Cited 0

Organizational information requirements, media richness and structural design

Management Science
The poverty of media richness theory: explaining people's choice of electronic mail vs. voice mail

International Journal of Human-Computer Studies
Gender differences in the perception and use of E-mail: an extension to the technology acceptance model

MIS Quarterly
Look at me when you say that: an electronic negotiation simulation

Simulation and Gaming - Special issue on internet-mediated simulation/gaming
Perceived versus actual computer-email-web fluency

Computers in Human Behavior
Decisional style and self-reported Email use in the workplace

Computers in Human Behavior
The Computer Aversion, Attitudes, and Familiarity Index (CAAFI): A validity study

Computers in Human Behavior
Visual e-mail authentication and identification services: An investigation of the effects on e-mail use

Decision Support Systems
User acceptance of information technology: toward a unified view

MIS Quarterly
Media, tasks, and communication processes: a theory of media synchronicity

MIS Quarterly
Power and concession in computer-mediated negotiations: an examination of first offers

MIS Quarterly
Distance, ambiguity and appropriation: Structures affording impression management in a collocated organization

Computers in Human Behavior
The Five Factor Model of personality and employees' excessive use of technology

Computers in Human Behavior

Quantified Score

Hi-index	0.00

Visualization

Abstract

Email has profoundly influenced the way we communicate personally and professionally and, for many, email negotiations have become a common, every day experience. While many studies have investigated email negotiations by relying on and discussing the characteristics of the medium, this paper focuses on the user's attitude toward the medium and its respective influence on email negotiation. Specifically, we investigate which dimensions make up negotiators' attitude toward email, i.e. their email affinity, and how these attitudes, in turn, influence the negotiation outcomes. In our scale development, three facets of email affinity are theoretically considered, empirically explored and validated: email preference, email comfort and email clarity. Our negotiation study contains a quasi-experimental email negotiation exercise where subjects were paired according to their email affinity. Email comfort emerged as a significant predictor of individual profit, joint gain, and different dimensions of subjective value. Theoretical implications and further research are discussed.