References
- AbbinkKHennig-SchmidtHNeutral versus loaded instructions in a bribery experimentExperimental Economics20069310312110.1007/s10683-006-5385-z
- AikenMWallerBFlaming among first-time group support system usersInformation and Management2000379510010.1016/S0378-7206(99)00036-1
- AllredKGMallozziJSMatsuiFRaiaCPThe influence of anger and compassion on negotiation performanceOrganizational Behavior and Human Decision Processes199770317518810.1006/obhd.1997.2705
- AlonzoMAikenMFlaming in electronic communicationDecision Support Systems200436320533810.1016/S0167-9236(02)00190-2
- AlvardMThe ultimatum game, fairness, and cooperation among big game huntersFoundations of Human Sociality: Ethnography and Experiments in 15 Small-scale Societies2004413435
- AndersonCABushmanBJHuman aggressionAnnual Review of Psychology200253275110.1146/annurev.psych.53.100901.135231
- AndersonCThompsonLLAffect from the top down: how powerful individuals' positive affect shapes negotiationsOrganizational Behavior and Human Decision Processes20049512513910.1016/j.obhdp.2004.05.002
- BaSPavlouPEvidence of the effect of trust building technology in electronic markets: price premium and buyer behaviorMIS Quarterly200226324326810.2307/4132332
- BagozziRPYiYOn the evaluation of structural equation modelsJournal of the Academy of Marketing Science198816749410.1007/BF02723327
- BalesRFInteraction Process Analysis: A Method for the Study of Small Groups1951
- BanduraAPsychological mechanism of aggressionAggression: Theoretical and Empirical Reviews1983140
- BaronRAEnvironmentally induced positive affect: its impact on self-efficacy, task performance, negotiation, and conflictJournal of Applied Psychology1990205368384
- BarryBThe tactical use of emotion in negotiationResearch in Negotiation in Organizations199993121
- BarryBOliverRAffect in dyadic negotiation: a model and propositionsOrganizational Behavior and Human Decision Processes199667212714310.1006/obhd.1996.0069
- BaumeisterRFHeathertonTFTiceDMLosing Control: How and Why People Fail at Self-Regulation1994
- BerkowitzLFrustrations, appraisals, and aversively stimulated aggressionAggressive Behavior1988105973
- BerkowitzLAggression1993
- BettenhausenKLFive years of Group Research: what we have learned and what needs to be addressedJournal of Management19911734538110.1177/014920639101700205
- BiesRJThe predicament of injustice: the management of moral outrageResearch in Organizational Behavior19879289319
- BinmoreKVulkanNApplying game theory to automated negotiationNetnomics199912910.1023/A:1011489402739
- BosmanRHennig-SchmidtHvan WindenFExploring group decision making in a power-to-take experimentExperimental Economics200691355110.1007/s10683-006-4310-9
- BreuerJFreudSStudies on hysteriaThe Standard Edition of the Complete Psychological Works of Sigmund Freud1955
- BrownPLevinsonSCPoliteness: Some Universals in Language Usage1987
- BushmanBJDoes venting anger feed or extinguish the flame? Catharsis, rumination, distraction, anger, and aggressive respondingPersonality and Social Psychology Bulletin20022872473110.1177/0146167202289002
- BushmanBJBaumeisterRFPhillipsCMDo people aggress to improve their Mood? Catharsis beliefs, affect regulation opportunity, and aggressive respondingJournal of Personality and Social Psychology200181173210.1037/0022-3514.81.1.17
- CarnevalePJO'ConnorKMMcCuskerCTime pressure in negotiation and mediationTime Pressure and Stress in Human Judgment and Decision Making1993117127
- ChinWWThe partial least squares approach for structural equation modelingModern Methods for Business Research1998295336
- CialdiniRBInfluence: Science and Practice1993
- Clark S (2004) Resolving online disputes. Available online at www.abc.net.au/rn/science/buzz/stories/s1088966.htm (retrieved October 2005).
- Colomb GG and Simutus JA (1996) Visible conversation and academic inquiry: CMC in a culturally diverse classroom. In. Computer-mediated Communication: Linguistic, Social and Cross-cultural Perspectives (HERRING S, Ed.), pp 203–222, John Benjamins, Amsterdam/Philadelphia.
- DanielTSealeDRapoportAStrategic play and adaptive learning in the sealed bid bargaining mechanismJournal of Mathematical Psychology19984213316610.1006/jmps.1998.1220
- De DreuCKWTime pressure and closing of the mind in negotiationOrganizational Behavior and Human Decision Processes20039128029510.1016/S0749-5978(03)00022-0
- DienerEDeindividuation: the absence of self-awareness and self-regulation in group membersThe Psychology of Group Influence1980209242
- DonohueWADiezMEStahleRBNew directions in negotiation researchCommunication Yearbook1983249279
- DonohueWARameshCNegotiator–opponent relationshipsCommunication and Negotiation1992209232
- DoradoMMedinaFMunduateLCisnerosIEuwemaMComputer-mediated negotiation of an escalated conflictSmall Group Research20023350952410.1177/104649602237168
- DruckmanDOlekalnsMEmotions in negotiationGroup Decision and Negotiation20081711110.1007/s10726-007-9091-9
- DunnJRSchweitzerMEFeeling and believing: the influence of emotion on trustJournal of Personality and Social Psychology20058873674810.1037/0022-3514.88.5.736
- eBay (2007) http://news.ebay.com/fastfacts_ebay_marketplace.cfm.
- EisenbergerRArmeliSRexwinkelBLynchPDRhoadesLReciprocation of perceived organizational supportJournal of Applied Psychology200186425110.1037/0021-9010.86.1.42
- EkmanPFacial expression and emotionAmerican Psychologist199348463865210.1037/0003-066X.48.4.384
- FalkRFMillerNBA Primer for Soft Modeling1992
- FehrEGachterSFairness and retaliation: the economics of reciprocityJournal of Economic Perspectives200014315918210.1257/jep.14.3.159
- Felson RB (1982) Impression management and the escalation of aggression and violence. Social Psychology Quarterly 45, 245–254.
- FisherRUryWGetting to Yes1991
- ForgasJPOn feeling good and getting your way: mood effects on negotiator cognition and bargaining strategiesJournal of Personality and Social Psychology199874356557710.1037/0022-3514.74.3.565
- ForgasJPOn being moody but influential: the role of affect in social influence strategiesSocial Influence: Direct and Indirect Processes2001147166
- FornellCLarckerDFEvaluating structural equation models with unobservable variables and measurement errorsJournal of Marketing Research1981181395010.2307/3151312
- Fortune A and Brodt S (2000) Face to face or virtually, for the second time around: the influence of task, past experience, and media on trust and deception in negotiation. Manuscript under review, Fuqua School of Business, Duke University.
- FreitasASaloveyPRegulating emotion in the long and short termPsychological Inquiry200011178179
- FriedmanRAndersonCBrettJOlekalnsMGoatesNLiscoCCThe positive and negative effects of anger on dispute resolution: evidence from electronically-mediated disputesJournal of Applied Psychology20048936937610.1037/0021-9010.89.2.369
- FulkJSteinfieldCSSchmitzJPowerJGA social information processing model of media use in organizationsCommunication Research19871452955210.1177/009365087014005005
- GalinskyADKuGWangCSPerspective-taking and self-other overlap: fostering social bonds and facilitating social coordinationGroup Processes and Intergroup Relations20058210912410.1177/1368430205051060
- GeenRGHuman Aggression2001
- GeenRGQuantyMBThe catharsis of aggression: an evaluation of a hypothesisAdvances in Experimental Social Psychology1977137
- Global Investment Technology (2003) Harborside+ Offers a Large-Block Trading Facility but Building Awareness is the Paramount Challenge. Global Investment Technology, Investment Media Inc..
- Goldner SA and Donath J (2004) Social Roles in Electronic Communities. Paper presented at the Internet Research 5.0, Brighton, England.
- GouldnerAThe norm of reciprocity: a preliminary statementAmerican Sociological Review196025217617710.2307/2092623
- GüthWvan DammeEInformation, strategic behavior and fairness in ultimatum bargaining: an experimental studyJournal of Mathematical Psychology19984222724710.1006/jmps.1998.1212
- GüthWSchmittbergerRSchwarzeBAn experimental analysis of ultimatum bargainingJournal of Economic Behavior and Organization19823436738810.1016/0167-2681(82)90011-7
- HatfieldECacioppoJTRapsonRLEmotional Contagion1994
- HeiseDO'BrienJEmotion expression in groupsHandbook of Emotions1993489497
- HiltzSRTuroffMJohnsonKExperiments in group decision making, 3: disinhibition, deindividuation, and group process in pen name and real name computer conferencesDecision Support Systems1989521723210.1016/0167-9236(89)90008-0
- HollingsheadABMcGrathJEO'ConnorKMGroup task performance and communication technology: a longitudinal study of computer-mediated versus face-to-face work groupsSmall Group Research199324330733310.1177/1046496493243003
- HullandJSUse of partial least squares (PLS) in strategic management research: a review of four recent studiesStrategic Management Journal19992019520410.1002/(SICI)1097-0266(199902)20:2<195::AID-SMJ13>3.0.CO;2-7
- JensenLSoviet-American bargaining behavior in the postwar disarmament negotiationsJournal of Conflict Resolution1963752254110.1177/002200276300700335
- Johnson N, Cooper R and Chin W (forthcoming) Anger and flaming in computer-mediated negotiation among strangers. Decision Support Systems.
- JonesEEPittmanTSToward a general theory of strategic self-presentationPsychological Perspectives on the Self1982231262
- JonesGRGeorgeJMThe experience and evolution of trust: implications for cooperation and teamworkAcademy of Management Review199823531546
- KatshERifkinJOn-line Conflict Management. Resolving Conflicts in Cyberspace2001
- KayanyJMContexts of uninhibited online behavior: flaming in social newsgroups on UsenetJournal of the American Society for Information Science199849121135114110.1002/(SICI)1097-4571(1998)49:12<1135::AID-ASI8>3.0.CO;2-W
- KleinJMoonYPicardRWThis computer responds to user frustration: theory, design and resultsInteracting with Computers20021411914010.1016/S0953-5438(01)00053-4
- KieslerSZubrowDMosesAMGellerVAffect in computer-mediated communication: an experiment in synchronous terminal-to-terminal discussionHuman Computer Interaction198517710410.1207/s15327051hci0101_3
- KomoritaSSKravitzDAThe effects of alternatives in bargainingJournal of Experimental Social Psychology19791514715910.1016/0022-1031(79)90026-X
- KopelmanSRosetteASThompsonLThe three faces of eve: strategic displays of positive, negative, and neutral emotions in negotiationOrganizational Behavior and Human Decision Processes2006998110110.1016/j.obhdp.2005.08.003
- KramerRMThe sinister attribution error: paranoid cognition and collective distrust in organizationsMotivation and Emotion19941819923010.1007/BF02249399
- KramerRMTrust and distrust in organizations: emerging perspectives, enduring questionsAnnual Review of Psychology19995056959810.1146/annurev.psych.50.1.569
- KowkWLeeJHuynhMPiSRole of GSS on collaborative problem-solving learning: a study on knowledge externalizationEuropean Journal of Information Systems2002119810710.1057/palgrave/ejis/3000421
- KwonSWeingartLRUnilateral concessions from the other party: concession behavior, attributions, and negotiation judgmentsJournal of Applied Psychology200489226327810.1037/0021-9010.89.2.263
- Latz M (2003) Offer/Concession strategy must reflect ultimate goal. Business Journal, February, p. 1.
- LaxDSebeniusJThe power of alternatives or the limits to negotiationNegotiation Theory and Practice199197114
- LeaMO'SheaTFungPSpearsRFlaming in computer-mediated communication: observations, explanations, implicationsContexts of Computer-mediated Communication199289112
- LeaMSpearsRComputer-mediated communication, de-individuation and group decision-makingInternational Journal of Man–Machine Studies199134228330110.1016/0020-7373(91)90045-9
- Leaky R and Lewin R (1978) People of the Lake. Anchor Press/Doubleday, New York.
- LeeHBehavioral strategies for dealing with flaming in an online forumThe Sociological Quarterly20054638540310.1111/j.1533-8525.2005.00017.x
- LewickiRJWiethoffCTrust, trust development and trust repairThe Handbook of Conflict Resolution: Theory and Practice200086107
- LimLBenbasatIA theoretical perspective of negotiation support systemsJournal of Management Information System199393274410.1080/07421222.1992.11517966
- MagneauJMPruittDGThe social psychology of bargaining: a theoretical synthesisIndustrial Relations: A Social Psychological Approach1979
- MalhotraDTrust and reciprocity decisions: the differing perspectives of trustors and trusted partiesOrganizational Behavior and Human Decision Making200494617310.1016/j.obhdp.2004.03.001
- MannixENealeMPower imbalance and the pattern of exchange in dyadic negotiationGroup Decision and Negotiation1993211913310.1007/BF01884767
- MannixENealeMANorthcraftGBEquity, equality, or need? The effects of organizational culture on the allocation of benefits and burdensOrganizational Behavior and Human Decision Processes19956327628610.1006/obhd.1995.1079
- MartinJMiss Manners' Basic Training: Communication1997
- MathiesonKTowards a design science of ethical decision supportJournal of Business Ethics20077626929210.1007/s10551-006-9281-4
- McKersieRBFonstadNOTeaching negotiation theory and skills over the internetNegotiation Journal19971336336810.1111/j.1571-9979.1997.tb00139.x
- MischelWIntroduction to Personality1999
- MischelWShodaYIntegrating dispositions and processing dynamics within a unified theory of personality: the Cognitive Affective Personality System (CAPS)Handbook of Personality: Theory and Research 2e1999197218
- MooreDKurtzbergTThompsonLMorrisMLong and short routes to success in electronically-mediated negotiations: group affiliations and good vibrationsOrganizational Behavior and Human Decision Processes1999771224310.1006/obhd.1998.2814
- Moral-ToranzoFCanto-OrtizJGómez-JacintoLAnonymity effects in computer-mediated communication in the case of minority influenceComputers in Human Behavior20072331660167410.1016/j.chb.2005.09.002
- Mori (1999) Employees get ‘It’ out of their systems. www.mori.com/polls/1999/rage.shtml.
- MorleyIEStephensonGMThe Social Psychology of Bargaining1977
- MorrisCGChanges in group interaction during problem-solvingJournal of Social Psychology19708115716510.1080/00224545.1970.9922437
- MorrisMNadlerJKurtzbergTThompsonLSchmooze or lose: social friction and lubrication in e-mail negotiationsGroup Dynamics2002618910010.1037/1089-2699.6.1.89
- MorrowJLHansenMHPearsonAWThe cognitive and affective antecedents of general trust within cooperative organizationsJournal of Managerial Issues20041614864
- MurnighanJKStraubPGAn experimental investigation of ultimatums: common knowledge, fairness, expectations, and lowest acceptable offersJournal of Economic Behavior and Organization19952734536410.1016/0167-2681(94)00072-M
- NunnallyJBernsteinJCPsychometric Theory1994
- O'SullivanPBFlanaginAJReconceptualizing “flaming” and other problematic messagesNew Media & Society20035699410.1177/1461444803005001908
- ParksMFloydKMaking friends in cyberspaceJournal of Communication1996461809710.1111/j.1460-2466.1996.tb01462.x
- PesendorferEKoeszegiSTHot versus cool behavioural styles in electronic negotiations: the impact of communication modeGroup Decision and Negotiation200615214115510.1007/s10726-006-9025-y
- PillutlaMMMurnighanJKUnfairness, anger, and spite: emotional rejections of ultimatum offersOrganizational Behavior and Human Decision Processes199668320822410.1006/obhd.1996.0100
- PinsonneaultAHeppelNAnonymity in group support systems research: a new conceptualization, measure and contingencyJournal of Management Information Systems19981438910810.1080/07421222.1997.11518176
- PodsakoffPMMacKenzieSBLeeJYPodsakoffNPCommon method bias in behavioral research: a critical review of the literature and recommended remediesJournal of Applied Psychology200388587990310.1037/0021-9010.88.5.879
- PostmesTSpearsRDeindividuation and anti-normative behavior: a meta-analysisPsychological Bulletin199812323825910.1037/0033-2909.123.3.238
- PostmesTSpearsRSakhelKDe GrootDSocial influence in computer-mediated groups: the effects of anonymity on social behaviorPersonality and Social Psychology Bulletin2001271243125410.1177/01461672012710001
- PruittDCarnevalePNegotiation in Social Conflict1993
- PruittDGNegotiation Behavior1981
- PruittDGCarnevalePJThe development of integrative agreements in social conflictLiving with Other People1982151181
- PutnamLLRoloffMECommunication perspectives on negotiationCommunication and Negotiation1992117
- RangaswamyAShellRGUsing computers to realize joint gains in negotiations: toward an electronic bargaining tableManagement Science19974381147116310.1287/mnsc.43.8.1147
- RapportAErevIZwickRAn experimental study of buyer–seller negotiation with one-sided incomplete informationManagement Science19954137739410.1287/mnsc.41.3.377
- ReinigBMejiasRThe effects of national culture and anonymity on flaming and criticalness in GSS-supported discussionsSmall Group Research20043569872310.1177/1046496404266773
- ReinigBABriggsRONunamakerJFFlaming in the electronic classroomJournal of Management Information Systems1998143456010.1080/07421222.1997.11518174
- RogersRWExpressions of aggresion: Agression-inhibiting effects of anonymity to authority and threatened retaliationPersonality and Social Psychology Bulletin1980631532010.1177/014616728062021
- RothbartMHallmarkWIngroup–outgroup differences in the perceived efficacy of coercion and conciliation in resolving social conflictJournal of Personality and Social Psychology198855224825710.1037/0022-3514.55.2.248
- SallyDConversation and cooperation in social dilemmas: a meta analysis of experiments from 1958 to 1992Rationality and Society199571589210.1177/1043463195007001004
- SambamurthyVChinWWThe effects of group attitudes toward alternative GDSS designs on the decision-making performance of computer-supported groupsDecision Sciences199425221510.1111/j.1540-5915.1994.tb01840.x
- SchererKRVocal affect expression: a review and a model for future researchPsychological Bulletin19869914316510.1037/0033-2909.99.2.143
- SchererKRAppraisal theoryHandbook of Cognition and Emotion1999637663
- SelfeCLMeyerPRTesting claims for on-line conferencesWritten Communication19918216319210.1177/0741088391008002002
- SiegelJDubrovskyVKieslerSMcGuireTWGroup processes in computer-mediated communicationOrganizational Behavior and Human Decision Processes19863715718710.1016/0749-5978(86)90050-6
- SiegelSFourakerLBargaining and Group Decision Making; Experiments in Bilateral Monopoly1960
- SinaceurMNealeMNot all threats are created equal: how implicitness and timing affect the effectiveness of threats in negotiationsGroup Decision and Negotiation2005141638510.1007/s10726-005-3876-5
- SinaceurMTiedensLZGet mad and get more than even: when and why anger expression is effective in negotiationsJournal of Experimental Social Psychology20054231432210.1016/j.jesp.2005.05.002
- SmithDLPruittDGCarnevalePJMatching and mismatching: the effect of own limit, other's toughness and time pressure on concession rate in negotiationJournal of Personality and Social Psychology19824287688310.1037/0022-3514.42.5.876
- Spangler B (2003) Distributive bargaining. In Beyond Intractability (BURGESS G and BURGESS H, Eds), Conflict Research Consortium, http://www.beyondintractability.org/essay/distributive_bargaining/.
- SpearsRLeaMParalanguage and social perception in computer-mediated communicationJournal of Organizational Computing1992232134110.1080/10919399209540190
- SproullLKieslerSReducing social context cues: electronic mail in organizational communicationManagement Science198632111492151210.1287/mnsc.32.11.1492
- SproullLKieslerSConnections: New Ways of Working in the Networked Organization1991
- SteinelWVan KleefGAHarinckFAre you Talking to Me?! Separating the people from the problem when expression emotions in negotiationJournal of Experimental Social Psychology20084436236910.1016/j.jesp.2006.12.002
- Steiner I (2004) Industry profile: Steve Abernethy, Square Trade President and CEO. Available online at http://www.auctionbytes.com/cab/abu/y204/m05/abu0119/s04 (visited April 2007).
- StuhlmacherAFCiteraMHostile behavior and profit in virtual negotiation: a meta-analysisJournal of Business and Psychology2005201699310.1007/s10869-005-6984-y
- StuhlmacherAFCiteraMWillisTGender differences in virtual negotiation: theory and researchSex Roles2007575–632933910.1007/s11199-007-9252-y
- StuhlmacherAFWaltersAEGender differences in negotiation outcome: a meta-analysisPersonnel Psychology19995265367710.1111/j.1744-6570.1999.tb00175.x
- ThompsenPAFouglerDAEffects of pictographs and quoting on flaming in electronic mailComputers in Human Behavior19961222524310.1016/0747-5632(96)00004-0
- ThompsonLHrebecDLose-lose agreements in interdependent decision makingPsychological Bulletin1996120339640910.1037/0033-2909.120.3.396
- ThompsonLNadlerJNegotiating via information technology: theory and applicationJournal of Social Issues200258110912410.1111/1540-4560.00251
- ThompsonLLNadlerJKimPHSome like it hot: the case for the emotional negotiatorShared Cognition in Organizations: The Management of Knowledge1999139161
- TiceDMBratslavskyEBaumeisterRFEmotional distress regulation takes precedence over impulse control: if you feel bad, do it!Journal of Personality and Social Psychology2001801536710.1037/0022-3514.80.1.53
- TigerLFoxRThe Imperial Animal1971
- TorestadBWhat is anger provoking: a psychophysical study of perceived causes of angerAggressive Behavior19901692610.1002/1098-2337(1990)16:1<9::AID-AB2480160103>3.0.CO;2-R
- TurnageAKEmail flaming behaviors and organizational conflictJournal of Computer-Mediated Communication2007131435910.1111/j.1083-6101.2007.00385.x
- TutzauerFThe communication of offers in dyadic bargainingCommunication and Negotiation19926782
- Tyler MC (2004) 115 and Counting: The State of ODR 2004. In Proceedings of the third Annual Forum on Online Dispute Resolution, Melbourne, Australia (available online at http://www.odr.info/unforum2004/ConleyTyler.htm).
- ValleyKLMoagJBazermanMHA matter of trust': effects of communication on the efficiency and distribution of outcomesJournal of Economic Behavior and Organization19983421123810.1016/S0167-2681(97)00054-1
- Van KleefGADe DreuCWMansteadARThe interpersonal effects of anger and happiness in negotiationsJournal of Personality and Social Psychology2004861577610.1037/0022-3514.86.1.57
- Van KleefGADe DreuCWMansteadARThe interpersonal effects of emotions in negotiations: a motivated information processing approachJournal of Personality and Social Psychology200487451052810.1037/0022-3514.87.4.510
- Van KleefGAvan DijkESteinelWHarinckFvan BeestIAnger in social conflict: cross-situational comparisons and suggestions for the futureGroup Decision and Negotiation200817133010.1007/s10726-007-9092-8
- VeazieJEmail etiquetteHealth Care Biller200716679
- WhatleyMAWebsterJMSmithRHRhodesAThe effect of a favor on public and private compliance: how internalized is the norm of reciprocity?Basic and Applied Social Psychology199921325125910.1207/S15324834BASP2103_8
- WoldHSystems analysis by partial least squaresMeasuring the Unmeasurable1985
- YuklGEffects of the opponent's initial offer, concession magnitude, and concession frequency on bargaining behaviorJournal of Personality and Social Psychology197430332333510.1037/h0036895
- YuukiKShogoKKanjiAEffects of emotional cues transmitted in e-mail communication on the emotions experienced by senders and receiversComputers in Human Behavior20072341894190510.1016/j.chb.2005.11.005
- ZartmanIWNegotiation as a joint decision-making processJournal of Conflict Resolution19772161963810.1177/002200277702100405