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An empirical investigation of the effects of communication media differences and the social relationship of individuals on the performance of two-party negotiations.

机译：关于传播媒介差异和个人社会关系对两党谈判绩效影响的实证研究。

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摘要

A wide variety of new technologies exist to support decision-making and communication activities. While some of these technologies offer people the ability to communicate remotely, they do not allow the same range of communication cues available to participants meeting face-to-face. For instance, electronic mail allows only text communication. Few guidelines exist to advise people as to which media to choose.;This dissertation describes a laboratory study designed to provide an understanding of the effects of media richness on the perceptions and performance of dyads engaged in negotiations. Randomly paired ad hoc dyads and dyads formed in friendship prior to the study tried to come to resolution on a high conflict negotiation problem using one of four media of varying richness. In decreasing order of richness, the media used were: face-to-face, VideoPhone, telephone, and computer-mediated interaction. The history and media manipulations resulted in a 2 x 4 full factorial experimental design. The criterion variables included an objective measure of performance and attitudinal measures of process and solution satisfaction. Measures of individual perceptions of the communications environment were also taken.;While the ad hoc and established groups were significantly different on a number of interpersonal dimensions, they did not differ in their satisfaction or perceptions of the communications environment. The results suggest that the primary determinant of attitudes within established dyads was previous experience with each other. Conversely, within ad hoc dyads, their perceptions seemed to be based on the outcomes they achieved. Contrary to the hypotheses and media richness theory, there was no significant difference in performance between media. Whether or not the negotiating parties were friends, however, did affect performance. Overall, the findings do not lend much support for media richness theory. In negotiation tasks such as the one used in this study, the relationship between parties seems to be the primary influence on both perceptions and performance, not the medium used to communicate.;Media richness theory suggests that the match between the task and the media used to accomplish the task is critical to effective performance. Rich media are advocated for tasks such as negotiation that are unstructured or require the resolution of the meaning of data or the problem. Prior research also suggests, however, that there may be several variables which moderate the media richness-performance relationship. The first is the depth of the relationship or history between the negotiating parties. The second is the level of conflict. For instance, rich media may actually hinder instead of help negotiations where there is high conflict between the parties. This is thought to be due to the extraneous information that can be conveyed with a rich medium. Information not central to the issues themselves, such as body language and eye gaze, may serve to distract the negotiators. The relationship between media richness, conflict, and group history, however, has never been directly assessed.
机译：存在各种各样的新技术来支持决策和交流活动。尽管其中一些技术为人们提供了远程通信的能力，但它们却不允许面对面的参与者使用相同范围的通信提示。例如，电子邮件仅允许文本通信。很少有指南可以建议人们选择哪种媒体。本论文描述了一项旨在研究以了解媒体丰富度对参与谈判的二分法的看法和表现的影响的实验室研究。在研究之前，随机配对的临时二元组和以友谊形式形成的二元组试图通过使用四种丰富度不同的媒体之一来解决高冲突谈判问题。按丰富程度递减的顺序，使用的媒体是：面对面，可视电话，电话和计算机介导的交互。历史和媒体操纵导致2 x 4全因子实验设计。标准变量包括性能的客观度量以及过程和解决方案满意度的态度度量。还采用了对个人对通信环境的看法的衡量标准；尽管临时小组和已建立的小组在许多人际关系方面存在显着差异，但他们对通信环境的满意度或看法并没有不同。结果表明，既定双联中态度的主要决定因素是彼此以前的经验。相反，在临时对联中，他们的看法似乎基于他们取得的成果。与假设和媒体丰富度理论相反，媒体之间的表现没有显着差异。但是，谈判方是否是朋友，确实影响了绩效。总体而言，这些发现并没有为媒体丰富性理论提供太多支持。在诸如本研究中使用的谈判任务中，当事方之间的关系似乎是感知和绩效的主要影响因素，而不是用于交流的媒介。；媒体丰富度理论表明，任务与所用媒介之间的匹配完成任务对有效绩效至关重要。富媒体被提倡用于非结构化或需要解决数据或问题含义的诸如协商之类的任务。但是，先前的研究还表明，可能存在一些变量来缓和媒体丰富度与绩效之间的关系。首先是谈判双方之间的关系或历史的深度。第二是冲突的程度。例如，富媒体实际上可能阻碍而不是帮助当事方之间存在高度冲突的谈判。人们认为这是由于可以通过富媒体传递的无关信息。并非自身问题中心的信息，例如肢体语言和视线，可能会分散谈判者的注意力。但是，媒体丰富度，冲突和群体历史之间的关系从未得到过直接评估。

著录项

  • 作者

    Wachter, Renee Michelle.;

  • 作者单位

    Indiana University.;

  • 授予单位 Indiana University.;
  • 学科 Business Administration General.;Speech Communication.;Psychology Social.
  • 学位 Ph.D.
  • 年度 1993
  • 页码 277 p.
  • 总页数 277
  • 原文格式 PDF
  • 正文语种 eng
  • 中图分类
  • 关键词

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