International Journal of Purchasing and Materials Management · 1996 · 39 citations · 7 references
ManagementBusiness AdministrationManagement Information SystemsContractsNegotiationSales ManagementContract ManagementContract NegotiationNegotiation In OrganizationsNegotiation In SalesNegotiation OutcomesPurchasing ManagementComputer-supported NegotiationContract Negotiation Support SystemsIndustrial Buying ProcessNegotiated PurchasingNegotiation SupportNegotiation Support SystemsNegotiation Support ToolsSubjects
Computers are increasingly used by purchasing managers to administer contracts and daily operations, and can also support contract negotiations. This article investigates the use of a computerized Negotiation Support System (NSS) as an aid to purchasing managers and sales managers in typical industrial buying/selling negotiations. After reviewing three prior studies with student subjects, the article reports on an empirical study using purchasing managers as subjects to test the effectiveness of an early version of an NSS. In laboratory tests, managers using the NSS achieved better contracts—higher joint outcomes and more balanced agreements—in less time; the study’s results and user comments suggest practical implications for purchasing managers, and the article offers guidance on which organizations should develop an NSS and how to begin.
The computer has become a useful tool for purchasing managers in administering contracts and in daily operations. Additionally, computer support for contract negotiations may also be provided. This article investigates the use of a computerized Negotiation Support System, or NSS, as an aid to a purchasing manager, and to the sales manager with whom he or she is dealing, in a typical industrial buying/selling negotiation. After reviewing the results of three prior studies using student subjects, the article reports on an empirical study — using purchasing managers as subjects — designed to test the effectiveness of an early version of an NSS. In this laboratory test of the NSS, the managers arrived at better contracts (higher joint outcomes and more balanced contracts) in less time when provided with the NSS. From the results of the study and the comments of NSS users, a number of implications for practicing purchasing managers are identified. The article concludes with suggestions about which organizations should develop an NSS and how they should begin the development effort.
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Jay F. Nunamaker, Alan R. Dennis, Joseph S. Valacich et al. · Communications of the ACM · 1991 · 1.7K citations
Information Technology to Support Electronic Meetings
Alan R. Dennis, Joey F. George, Len Jessup et al. · MIS Quarterly · 1988 · 817 citations
Social Sciences, Information Systems, Information Technology +13