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

作者：

Highlights：

• We theoretically develop and empirically validate a three-dimensional scale of email affinity.

• Email affinity consists of email preference (behavioral), email comfort (emotional), and email clarity (cognitive).

• In our negotiation study, we show that email comfort predicts joint and individual gain positively.

• Email comfort also influences subjective value in negotiation.

摘要

•We theoretically develop and empirically validate a three-dimensional scale of email affinity.•Email affinity consists of email preference (behavioral), email comfort (emotional), and email clarity (cognitive).•In our negotiation study, we show that email comfort predicts joint and individual gain positively.•Email comfort also influences subjective value in negotiation.

论文关键词：Negotiation,Email,Scale development,Email affinity,Media synchronicity theory,E-negotiation

论文评审过程：Available online 18 December 2013.

论文官网地址：https://doi.org/10.1016/j.chb.2013.11.016