Online Bargaining and Interpersonal Trust

The presented study explores the effect of interacting over the Internet on interpersonal trust when bargaining online. Relative to face-to-face negotiations, online negotiations were characterized by (a) lower levels of pre-negotiation trust and (b) lower levels of post-negotiation trust. The reduc...

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Veröffentlicht in:	Journal of applied psychology 2003-02, Vol.88 (1), p.113-120
Hauptverfasser:	Naquin, Charles E, Paulson, Gaylen D
Format:	Artikel
Sprache:	eng
Schlagworte:	Adult Bargaining Biological and medical sciences Commerce Communications technology Correlation analysis Electronic commerce Electronic Communication Ethics Expectation Female Fundamental and applied biological sciences. Psychology Human Humans Internet Interpersonal Relations Male Negotiating Negotiations Perception Perceptions Psychological aspects Psychology Psychology. Psychoanalysis. Psychiatry Psychology. Psychophysiology Social interactions. Communication. Group processes Social psychology Studies Trust Trust (Social Behavior)
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