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以计算机为中介的交流与权力对谈判结果的影响 被引量：2

The Effects of Computer-mediated-communication and Power on Negotiation Outcomes
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摘要 采用2×2被试间实验设计,通过128名被试组成64个两人组参加的一项模拟商业谈判,考察了CMC与权力对分配式谈判结果的影响。结果发现:(1)EM与IM两种不同CMC条件下,成交价没有显著差异;(2)卖方权力较大时,成交价显著高于买卖双方权力平等的条件;(3)IM条件下,权力不平等时,女性组的成交价显著高于男性组;(4)IM条件下,权力平等的谈判者的主观价值感显著高于权力不平等者;权力不平等的条件下,男性的主观价值感显著高于女性。 The between-subjects design of 2 × 2 was used for exploring the effects of CMC and power on distributive negotiation outcomes. 148 subjects were divided into 64 dyadic groups and participated in a simulated business negotiation. The results were as follows：There were no significant differences in transaction prices between IM and EM. When the sellers＇ power was higher, the negotiators obtained higher prices than when they had equal power. The prices by female negotiators were higher than those by male, while they were in IM and unequal power situation. The negotiators＇ subjective value was higher when they had equal power than unequal power in IM. Male＇s subjective value was higher than female＇s when they were in unequal power situation.
作者 胡琳丽 郑全全 周冰心
机构地区 浙江大学心理与行为科学系 青岛大学师范学院心理系
出处 《应用心理学》 CSSCI 2008年第3期226-231,共6页 Chinese Journal of Applied Psychology
基金 国家自然科学基金项目(70671090) 国家基础科学人才培养基金(J0630760)
关键词 谈判 以计算机为中介的交流(CMC) 权力 成交价 negotiation, computer-mediated- communication（ CMC ）, power, transaction prices
分类号 B84 [哲学宗教—心理学] C93 [经济管理—管理学]
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参考文献16

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二级参考文献30

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共引文献16

同被引文献14

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应用心理学
2008年 第3期

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