Today people already accustom to do businesses on the Internet. The electronic negotiation also becomes popular because of its advantages. Furthermore more and more females get high positions in their company and often engage important activities such as electronic negotiation for their company. If negotiators could understand the differences of males and females on their behavioral sequence and response strategy, they could have a better interaction during negotiation no matter what their counterpart s gender is.
This study explores the relation of different gender compositions and response strategy in E-Negotiation. We design an algorithm to find significant sequential patterns and then group them into three kinds of response strategies. Lastly we use Chi-Square Independence Test to see the correlation and Column Comparison to see
which gender composition has significant higher proportion on three types of response strategies.
The result suggests gender compositions and response strategies are interrelated. Negotiators in inter-gender dyad are more likely to response with reciprocal strategy
and negotiators in intra-gender dyad are more likely to response with structural strategy. Moreover female-only dyad is more likely to response with all kinds of strategies compared to male-only dyad. Finally female would response to male with more reciprocal strategies and to female with more complementary and structural strategies. On the other hand, male would response to female counterpart with more reciprocal strategies and to male counterpart with more structural strategies.
| Identifer | oai:union.ndltd.org:NSYSU/oai:NSYSU:etd-0805109-212621 |
| Date | 05 August 2009 |
| Creators | Hu, Chia-hua |
| Contributors | Wu, Jen-Her, Lai, Hsiang-Chu, Huang, San-Yi |
| Publisher | NSYSU |
| Source Sets | NSYSU Electronic Thesis and Dissertation Archive |
| Language | English |
| Detected Language | English |
| Type | text |
| Format | application/pdf |
| Source | http://etd.lib.nsysu.edu.tw/ETD-db/ETD-search/view_etd?URN=etd-0805109-212621 |
| Rights | withheld, Copyright information available at source archive |
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