Exploring Continued and Discontinued Use of IT: A Case Study of OptionFinder, a Group Support System

This study explores how perceptions, experience, attitudes, communication behavior and environment affect continued and discontinued use of a group support system (GSS) as an organizational innovation. The case study method was used to investigate the largely unexplored process of GSS adoption and diffusion in terms of human factors, internal organizational context, external organizational environment and GSS management activities. Analysis of data collected in 25 in-depth interviews with informants who had voluntarily adopted GSS for use in one or more meetings they initiated, suggests GSS diffusion is a complex process. The author concluded the most significant determinants of initial adoption was support of a champion, while the presence of an intra-departmental champion and a well-rounded GSS infrastructure strongly influenced continued use. Lack of task-technology fit and perception of GSS as a large group tool strongly influenced discontinued use. The surprising finding that intentions to use GSS were the same for continued and discontinued users, led to the conclusion that some discontinued users are in reality stalled users who should not be classified as rejecters of the technology.These research findings have important implications for devising strategies for the effective introduction and assimilation of GSS and other information system technologies, and point to the need for continued support throughout the different stages of the diffusion process.     

The Role of Leadership in Group Support Systems Failure

This paper reports on a research case study in which the use of a Group Support System (GSS) by a multi-organizational alliance failed. The paper argues that the leadership style of the meeting champion may be a much greater moderating factor in GSS meeting success than previously thought. Transformational Leadership Theory is used to explain the results, and implications for both researchers and managers are drawn. Two themes emerge: first, the case shows where the concept of phony democracy may or may not occur. Second, the case illustrates conditions under which a GSS may generate, as opposed to mitigate conflict. For managers, it suggests that using a GSS may not be optimal if they choose to adopt a Transactional leadership style. For researchers, this work offers insights into boundary conditions affecting GSS usage, extending a paucity of research in negative GSSusage cases.     

Explorative Nature of Negotiation in Participatory Decision Making for Sustainability

Land use planning and policy making for environmental systems involve uncertainty, long time scales, and complex socio-natural systems and processes; most decisions are often characterized by conflict and tension and give rise to disagreements which are widely considered and managed as disagreement about socio-environmental values. Although the growing acceptance of participatory models in environmental planning and policy making is forcing the public authorities to implement participatory mechanisms, participation practices are not showing much effectiveness in reducing conflict and tension. This paper argues that negotiation approaches in participatory decision making often pose the attention on disputing actors and their related values (in the field of environmental planning, on socio-environmental values) thus amplifying the risk for conflict to sharpen. Participation practices, in fact, often use Decision and Conflict Analysis models as means to disclose structures of parties’ values and preferences to parties themselves, thus risking to enhance sources for conflict and tension. In this article, participation is conceptualized as an exploration process looking for decision ‘opportunities’ which allow transforming participatory decision making into operational collaboration. To illustrate the discussion we present a case of participatory decision making process in the Torre Guaceto wetland, a Natural Reserve in Southern Italy. The process refers to the formulation of the land use plan and is analysed by the application of a cognitive model. The analysis shows how the negotiation process evolves from a conflict to collaboration and becomes centred on the content of the decision rather than the social and environmental values involved.     

Accelerated Multi-Organization Conflict Resolution

In this paper, we discuss two situations where two organizations with different aims recognized the dysfunctionality of their relationship. In each of these cases, which were long running (6–8 months), the organizations had worked hard to resolve this dysfunctionality, and conflict, by organizing off-site meetings designed to resolve the conflict. These 1-day meetings failed. Subsequently Group Support System workshops were used for 1 day workshops and in each case the conflict was essentially resolved within 55 min. The research reported in this paper seeks to answer the question: what happened in these cases that led to a resolution of the conflict in such a short time period, given other attempts had failed? Specifically the paper explores the impact of the GSS used to facilitate two organizations seeking to resolve a conflictual situation.     

The Meta Environment: A New Group Support System Structure

The greatest success of conventional group support systems (GSS) has been in meetings whose purpose is to extract and record the ideas that participants bring to the meeting. Research supports the usefulness of GSS when complexity is high and groups are large. Conventional GSS almost always require a facilitator or group leader to guide a group through a desired set of tasks. The next natural step beyond conventional GSS is to empower people to use even a broader set of tools in meetings. This article proposes a new GSS structure called the meta environment in which group members bring material into the meeting from their individual workstations, and interact dynamically not only to generate new material, but also to access and analyze existing computer-based information such as spreadsheets and documents. More importantly, a meta environment enables people to work both in synchronism and out of synchronism with the meeting, and adjust to and remember work across meetings. A prototype development project and user testing shows how meta environment components can be built and used. Results from the user testing suggest the need for a new cycle of empirical testing in GSS research to evaluate the effect of the meta environment on existing and new group structures.     

Negotiation in Strategy Making Teams: Group Support Systems and the Process of Cognitive Change

This paper reports on the use of a Group Support System (GSS) to explore at a micro level some of the processes manifested when a group is negotiating strategy—processes of social and psychological negotiation. It is based on data from a series of interventions with senior management teams of three operating companies comprising a multi-national organization, and with a joint meeting subsequently involving all of the previous participants. The meetings were concerned with negotiating a new strategy for the global organization. The research involved the analysis of detailed time series data logs that exist as a result of using a GSS that is a reflection of cognitive theory.     

Modeling the Role of a Coordinator as a Medium of Communication in 2-Player Conflicts

This paper discusses the role of a coordinator in the 2-player conflict where the information on players' preference is incomplete. It is assumed that the coordinator has a priori prospect of feasible alternatives. First, the method of the graph model for conflict resolution (GMCR) is extended to apply to this conflict with incomplete information, and the coordination system for the conflict with incomplete information is proposed. The process operated by the coordinator uses Extended Robustness Analysis that specifies the critical conditions for the stability and Pareto efficiency of an alternative. Finally, the methodology is applied to the conflict between hydropower generation and environmental interests.     

Comparison of codes of conduct for multinational corporations

The conflict between increasing technical and economic integration and a resistance to political integration has led to tension between multinational enterprises (MNEs) and nation states. One result has been a growth in pressures to regulate MNEs, often through codes of conduct. This article compares five codes of conduct prepared by groups ranging from the OECD to the non-aligned countries.While substantial areas of agreement are found, important disagreements over the objectives and provisions of a code of conduct do emerge on a North-South or rich-poor axis. The most important disagreements involve resolution of investor-host government disutes and questions of national treatment of investors.Although the major disagreements between rich and poor countries will be difficult to resolve, the article posits that the process of code development per se is valuable as a means of facilitating the transmutation of symbolic into concrete differences. The development of a reasonably explicit code for regulation of MNEs requires that the parties concentrate on relatively narrow issues areas and permissible behavior rather than symbolism and ideology. While important, and perhaps even interactable problems remain, it is suggested that the process of code development is important, as the relatively concrete differences that result are at least potentially subject to resolution through rational negotiation. Symbolic differences obviously are not.The article also suggests a minimal scope of issue areas to be covered if a code is to be an effective instrument.     

Breaking Silos: A Field Experiment on Relational Conflict Management in Cross-Functional Teams

In this paper we investigate how effective conflict management in conflict asymmetry situations impacts the quality of cross-functional management teams’ performance. During a 5-day business simulation, we explore the consequences of the relational conflicts and conflict asymmetry experienced by team members. We use two different measures of conflict asymmetry: the traditional group conflict asymmetry measurement of Jehn (Adm Sci Q 40:256–282, 1995) and a social networks method. We find that when some team members evoke more conflict than others, this affects the evolution of team dynamics (and ultimately the performance of the team) even more than high levels of conflict altogether; however, group emotional awareness can mitigate this negative effect and improve the team performance through the appropriate use of conflict management strategies. Since group emotional awareness can be fostered and trained within teams, this is of practical value to improve the performance of cross-functional management teams.     

Group Development (II): Implications for GSS Research and Practice

This article is the second of a two-part series that examines the issue ofgroup development and its impact on the study and design of group supportsystems. It builds on the ideas developed in the preceding article anddiscusses the implications of group development for group support systems(GSS) research. Specifically, the paper examines the impact of computersupport systems on group development processes. Our previous paper reviewed models of development—based on two competingparadigms, sequential and nonsequential—proposed by various researchers.Despite differences between the two paradigms, individual models share somecommon aspects, from the types of processes experienced to the nature ofoutputs produced, that jointly help describe group development. Commonprocesses displayed in the evolution of a group, distilled from the variousmodels, include cohesiveness, conflict management, balance betweensocioemotional and task needs, effective communication, and involvement ingroup activities. Additionally, the various models also indicate that groupshave critical periods in their developmental path. This paper develops the idea that GSS structures can support groups withtheir developmental processes and help them deal with critical periods. MostGSS provide global structures like anonymity, simultaneity, and the capacityfor enhanced information processing. These structures, if appropriatedeffectively by groups, can influence their developmental paths over time. Inmany cases these structures can help the development of groups by improvingtheir ability to manage conflict, increasing their cohesiveness, developing asense of group identity, and enhancing open communication. This paperdevelops a set of testable propositions that can guide researchers of groupbehavior, organizational users of GSS, and developers of these systems.     

Rivalries and sponsor affiliation: Examining the effects of social identity and argument strength on responses to sponsorship-related advertising messages

This study examines how social identities and message characteristics influence the processing of sponsorship associations and persuasive messages. Using an experimental approach we found that sponsor affiliation with a rival team results in a negative response by highly identified fans, even when message characteristics include strong, favorable arguments. Conversely, less identified fans formed evaluations based on message characteristics, such that strong arguments were evaluated more favorably than weak arguments, independent of sponsorship affiliation. Overall, the study confirmed that strong social identities influence information processing in ways that are favorable for in-group associations and unfavorable for out-group associations. The implications for both consumers and marketing communications practitioners are discussed.     

Managing International Distribution Channel Partners: A Cross-Cultural Approach

Although the topic of conflict has been extensively studied in the distribution channels literature from a domestic perspective, there is relatively little published research examining the construct within the international distribution channels context. This is of particular concern because cross-national channel partnerships are on the rise, and divergent cultures may engender heightened conflict, which has a deleterious effect on channel performance. This article explores the extent to which different channel leadership styles, predicated on Hofstede's dimensions of national culture, can be effective strategies to manage conflict in international distribution channels. Specifically, the article examines whether the relationship between leadership style and conflict in international distribution channels is moderated by national culture. Additionally, the impact of manifest conflict on international channel partner performance is investigated. A conceptual model and research propositions are developed. The use of leadership styles to manage disagreements among international channel partners is argued to be culturally specific. International channel management implications and directions for future research are suggested.     

企业社会资本对营销渠道策略的影响

社会资本对企业的经营能力和经济效益有直接的提升作用,本文利用社会资本理论与渠道理论,建立了企业社会资本对渠道策略的影响模式,从企业社会资本的结构维度、关系维度和认知维度,研究其对渠道设计、渠道冲突解决和渠道绩效管理的影响,在分析这些影响的基础上提出从网络结构、共同信仰等方面拓展渠道,优化分销网络;利用信任、规范机制、制度与信仰等解决渠道冲突;利用信任、合作、互惠规范、外部相关关联的网络,改善市场绩效的对策。     

Negotiation support using the Decision Support System GMCR

The Graph Model for Conflict Resolution constitutes a unique and flexible approach to the representation, analysis, and understanding of strategic conflict. This methodology, as implemented in the Decision Support System GMCR, constitutes a useful tool for negotiation support. Because GMCR includes efficient algorithms for calculating the stability of states, it encourages extensive comparisons of the consequences of different models of negotiators' decision making. GMCR also facilitates modifications to the way in which the conflict is represented, encouraging sensitivity and what-if analyses. The applicability of GMCR to negotiations is discussed in general, and in the context of a specific case study in environmental conflict resolution.     

The role of trust in buyer-seller conflict management

The present study merges work in the interpersonal relationship and buyer-seller literature to address how trust interacts with attributions to impact the effect of partner communication on conflict resolution perceptions in buyer-seller relationships. Understanding the processes underlying conflict resolution is important given that conflict is inherent in relational exchange and that conflict resolution is related to investments, satisfaction, and commitment. Results of the present research suggest that partner use of editing in communication (the ability to self-censor overreaction to negative behavior) influences conflict resolution efficacy of response through the process of responsibility attribution. Further, the combined influence of attribution of partner blame and trust is important in understanding conflict resolution efficacy of response.     

Conflict resolution strategies in joint purchase decisions for major household consumer durables: a cross‐cultural investigation

Previous studies on joint purchase decisions have investigated the types of conflict resolution strategies used by spouses, the usage frequency of different conflict resolution strategies, and the effects of demographics and various other variables, on the uses of conflict resolution strategies. Despite efforts to address this largely unexplored area, the role that culture plays in the use of conflict resolution strategies has been significantly ignored. Using a cross‐cultural perspective, this study addresses the gap in our understanding of the joint purchase decisions in the family by examining how husbands and wives of three ethnic groups in Britain – British Whites, Indians and African Blacks – use different conflict resolution strategies while jointly purchasing major household consumer products. The total sample comprised 583 husbands and wives of British White, Indian and African Black origin residing in London and Manchester in Britain. Our results showed that three conflict resolution strategies are used by both husbands and wives: bargaining, assertiveness and playing on an emotion. In addition, disengagement emerged as a strategy for husbands, whereas supplication emerged for wives. The study presented in this paper also provides substantial evidence of differences in the use of conflict resolution strategies by husbands and wives from the three ethnic groups, which greatly improves our knowledge on a cross‐cultural perspective of joint purchase decisions.     

Free Exchange for Mutual Benefit: Sweatshops and Maitland’s “Classical Liberal Standard”

Ian Maitland defends sweatshop labor on the grounds that “A wage or labor practice is ethically acceptable if it is freely chosen by informed workers” (he calls his view “the Classical Liberal Standard,” CLS). I present several examples of economic exchanges that are mutually beneficial and satisfy the requirements of the CLS, but, nonetheless, are morally wrong. Maitland’s arguments in defense of sweatshops are unsuccessful because they depend on the flawed “CLS.” My paper criticizes Maitland’s arguments in defense of sweatshops, but I do not claim that his conclusions are false—I do not claim to have shown that the labor practices Maitland defends are morally wrong. I argue that some of the disagreements about sweatshops between Maitland and his critics depend on disagreements about the answers controversial questions in ethical theory. In the absence of definitive answers to those questions, there are no decisive arguments for or against Maitland’s view about sweatshops.     

Social Collective Decision Making among Adolescents: A Review and a Revamp

This article revamps the work of Ward and Reingen ( 1990 ) to examine adolescent normative behavior in a social collective decision‐making group. This is of particular importance as it will enhance an understanding of the youth market both through the social context employed here as well as the social interaction that occurs when adolescent decisions are made. Employing a diachronic qualitative methodology, this research explores collective decisions made by adolescents on a high school prom organizing committee and reveals influencing strategies (e.g., coalition formation, bargaining) as well as approaches to managing conflict and conflict resolution. A model is proposed, which examines the role of both intra‐ and intercoalition formation and subsequent influence on decision making. Identification of conflict resolution strategies (e.g., yielding, dominating, and disassociation), employed at different stages of preparation for this event, are recognized as having both theoretical and practical marketing managerial implications.     

Challenging Group Support Systems Research: The Case for Strategic Decision Making

Strategic decision making (SDM) often occurs in groups that can benefit from the use of group support systems (GSS). However, no comprehensive review of this logical intersection has been made. We explore this intersection by viewing GSS research through the lens of SDM. First, SDM is broadly characterized and a model of GSS-mediated SDM is produced. Second, we review empirical GSS research linking these findings to the characteristics of SDM. We conclude that GSS research has not produced sufficient knowledge about group history, heterogeneity, member experience, task type, time pressure, technology or tool effects, and decision consensus for a favorable evaluation of SDM in GSS groups. SDM in GSS groups challenges researchers to study the effects of group processes such as those just mentioned in a context that involves ongoing and established groups, political activity, and a multiplicity of tasks.