Michael J. Hine

Visualization in e‐Negotiations: An Inspire ENS Graph is Worth 334 Words, on Average

Electronic negotiations are supported by a number of technologies including e‐mail, web‐enabled decision support systems and e‐negotiation systems (ENSs). The features of the ENS used by a negotiator can affect the negotiation outcome because of the type and scope of support provided and its presentation. ENSs usually interface with users via a natural language system and/or graphical display. This paper reports the results of the effect of the provision of graphical representation on reaching agreement in bilateral negotiation using the Inspire ENS system compared to negotiations conducted using the same system without graphical representation. No difference was observed in the proportion of dyads that reached agreement with graphical representation compared to the system without graphical support. For dyads that reached agreement, participants using the system without graphical support submitted a lower number of offers. The average message size per dyad was 334 words greater, on average, for successful...

Decision Making by Emergency Room Physicians and Residents: Implications for the Design of Clinical Decision Support Systems

Clinical Decision Support Systems (CDSS) are typically constructed from expert knowledge and are often reliant on inputs that are difficult to obtain and on tacit knowledge that only experienced clinicians possess. Research described in this article uses empirical results from a clinical trial of a CDSS with a decision model based on expert knowledge to show that there are differences in how clinician groups of the same specialty, but different level of expertise, elicit necessary CDSS input variables and use said variables in their clinical decisions. This article reports that novice clinicians have difficulty eliciting CDSS input variables that require physical examination, yet they still use these incorrectly elicited variables in making their clinical decisions. Implications for the design of CDSS are discussed.

Emerging issues in interpretive organizational learning

The interpretive perspective of organizational /earning emphasizes the underlying purpose and meaning of an organizations environment. It involves the development of individual environmental interpretations and the development of a shared understanding of the environment. Understanding and supporting the interpretive organizational /earning process is becoming increasingly important for the survival of todays organizations. The purpose of this paper is to synthesize information for researchers interested in interpretive organizational/earning by (1) presenting a conceptual mode/ of interpretive organizational/earning and (2) providing definitions and examples of constructs that are fundamental to understanding the interpretation process. The paper then identifies key steps and components in measuring interpretive organizational learning. Database design requirements, including support for maintenance, querying, and temporal tracing of individual and group interpretations, are also presented.

Countries’ positioning on personality traits Analysis of 10 South American national tourism websites

This article discusses a change in the positioning strategies by countries as tourism destinations from cognitive components to affective ones. The tourism literature recognizes destination personality as an affective evaluation. While previous literature has established that place personality traits are important for Destination Marketing Organizations to consider, little empirical work assessing the personality metaphor in destination branding has been undertaken. This study uses a multistage methodology using a combination of content analysis and correspondence analysis to analyze the use of the personality metaphor in the official English tourism websites of South American countries. Results reveal that South American countries can be classified in four main clusters of different personality profiles: Ecuador is somehow associated with agreeableness; Brazil and Paraguay with openness to experience and conscientiousness; Peru, Chile, Argentina, and Uruguay as strong in extraversion and emotional stability; and Bolivia, Venezuela, and Colombia do not display any dominant personality characteristics. Overall the results indicate that South American countries are not yet using in a substantial way the affective cues of personality traits to create a clear positioning among international tourists.

Personality, Emotion and Judgment in Virtual Environments: A Theoretical Framework

As organizations become increasingly reliant on distributive technologies, the processes that underpin the effective functioning of employees in virtual environments require systematic examination. This article provides a theoretical framework for studying personality, emotion and judgment in virtual environments. The communication media characteristics, social context, and individual traits and states are presented to portray the dynamic nature of judgment formation in a virtual environment. We argue that media characteristics, combined with personality, motivation and emergent social contexts serve to shape emotions and resultant judgments. By integrating the Information Systems (IS) and Organizational Behavior/Psychology literatures, we chart a course for research examining personality, emotion and judgments, with implications for any distributed organization.

Empowering persons with disabilities with decision-support technology

A new software system allows users with disabilities, and their potential employers, to make informed choices about job opportunities and the impact those decisions may have on current and future benefits.

The Role of Motivational Systems and Emotions in a Virtual Task

The behavioural activation system (BAS) is considered to be an appetitive motivational system that typically induces ‘approach’ behaviours in response to positive stimuli, while the behavioural inhibition system (BIS) is considered to be an aversive system that induces behaviour to avoid or minimize the influence of negative stimuli. Given the increasingly important organizational form of virtual work, this exploratory study examined the role of BAS/BIS on state emotions and performance in a virtual task. BIS was found to have significant positive relationships with anger, anxiety, annoyance, nervousness, and distress. There were indications of emotional contagion between research confederates and participants.. State emotions did not have a significant direct relationship with performance. In contrast, selfreport programming knowledge and the skill role of the research confederate both had significant relationships with performance. Self-report skill knowledge was fully mediated by the skill role played by the research confederate.

Brand Personalities of Global Wine Exporters: A Collective Reputation Theory Perspective

ABSTRACT This study examines the perceptions of the personalities that wine drinkers attribute to the wines of the six top exporting countries. An exploratory study with an inductive approach was used, and data were collected from 757 wine consumers from 22 countries. Based on the collective reputation theory, we question the use of standardized versus localized strategy when approaching international markets by the top producers of the world. By means of correspondence analysis, our results indicate that each wine producer country tends to have a different positioning among consumers from different regions of the world. Besides, it is evident that a standardized approach to marketing and promotion of a specific country’s wines to global markets could be viewed as rather myopic, representing a gross oversimplification of reality, and contradicting what our findings reveal about differences in global consumers’ perceptions of wines from the big six producers.

Exploring Contracts with Options in Loyalty Reward Programs Supply Chain

This paper explores analytically the issue of whether an option contract mechanism is a viable alternative to help hedge against demand uncertainties for rewards in a Loyalty Reward Programs (LRP) enterprise-led supply chain. We introduce an analysis framework based on the study of the problem of planning the supply of rewards (and points) given demand uncertainties and considering option contracts featuring two parameters namely the option price and the option exercise. A two-stage stochastic linear programming with simple recourse model is developed to formulate this problem and solved using a solution procedure based on the sampling average approximation scheme. We benchmark our analysis with a wholesale price contract, a commonly used mechanism in buyer-supplier supply chains. Our preliminary numerical experiments show that option contracts can be considered as an attractive means to mitigate higher level of redemption demand variability as they tend to yield a higher LRP enterprise profitability and lower increases in both the liability level and budget usages.

Introduction to Global Virtual Teams Minitrack

Six papers have been accepted for this years Global Virtual Teams mini-track. The first paper explores the role of virtual team efficacy in participative goal setting in self-directed global virtual teams. The second paper studies the relative importance of project set-up and communication in the transition phase of global virtual team-based projects. It uses the soft systems methodology to construct a conceptual model that adds insight into the importance of two-way interaction for unstructured knowledge transfer. The third paper studies trust within unique case of a 77 member global virtual team who are organizing a scientific conference. The next paper focuses on the role of organizational context in global virtual teams leadership success. The fifth paper studies how virtuality moderates trust in leaders and subsequently how that trust effects team performance. The sixth and final paper studies cultural diversity and intra-group conflict within short duration global virtual teams.