Exploring usage continuance of e-negotiation systems: expectation and disconfirmation approach

Her-Sen Doong () and Hsiangchu Lai ()
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Her-Sen Doong: National Chiayi University
Hsiangchu Lai: National Sun Yat-sen University

Group Decision and Negotiation, 2008, vol. 17, issue 2, No 2, 126 pages

Abstract: Abstract Online negotiation is becoming increasingly popular and important due to the rapid growth of global e-business, with the factors determining the continuance of e-negotiation systems (ENSs) usage––rather than the mere acceptance of their use––receiving more attention. This study used the expectation-disconfirmation theory to investigate the factors influencing the intention of ENS usage continuance. Using two Web-based ENSs, data were collected from 170 negotiators who participated in an e-negotiation experiment lasting 17 days. A structural-equation modeling technique was adopted to examine the research model and hypotheses. The obtained research results provide novel insights into ENS usage continuance for ENS researchers, developers, and managers. They indicate that positive disconfirmation (i.e., where the actual experience or perceived performance is better than the expectation) plays a crucial role in shaping the intentions of users to continue using an ENS. Therefore, researchers should consider postusage factors when attempting to elucidate the decision-making processes that underlie the continued use of an ENS. Similarly, the development of a successful ENS requires its developers to consider the expectations of users when designing the system specification. To ensure ENS usage continuance, IS managers should continuously monitor the users’ expectation-disconfirmation status to ensure their satisfaction with the ENS.

Keywords: Expectation-disconfirmation theory; E-negotiation systems; Continuance intention; Continuance usage; User satisfaction; Negotiation support systems (search for similar items in EconPapers)
Date: 2008
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Citations: View citations in EconPapers (2)

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DOI: 10.1007/s10726-007-9082-x

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