Paper Info
Title
Persuasive Effects of System Features in Computer-Mediated Communication.
Abstract
Computer-mediated communication (CMC) systems can be augmented beyond basic text messaging by a variety of features. However, research has not addressed the effects of these features in negotiation settings. In this article, I present an experimental study of effects of three CMC system features on interpersonal persuasion, an important part of negotiation. System features that augment messages with images and graphics and support conforming use of spelling and grammar were found to increase message persuasiveness. The results suggest a number of ways CMC can be enhanced to improve support for negotiation.
Year
DOI
Venue
2005
10.1207/s15327744joce1502_4
JOURNAL OF ORGANIZATIONAL COMPUTING AND ELECTRONIC COMMERCE
Keywords
Field
DocType
interpersonal communication,influence,online persuasion,negotiation,planning exercise
Graphics,Persuasion,Interpersonal communication,Computer science,Grammar,Spelling,Computer-mediated communication,Multimedia,Negotiation
Journal
Volume
Issue
ISSN
15
2
1091-9392
Citations 
PageRank 
References 
9
0.69
15
Authors
1
Name
Order
Citations
PageRank
E. Vance Wilson137235.76