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This paper examines the emotion and tone of language used by e-negotiation participants. Eight hundred e-negotiations of varying lengths were studied and significant differences between successful and unsuccessful e-negotiations were uncovered. Participants in successful e-negotiations expressed significantly more positive emotion and agreeable language, and significantly less negative language in their textual exchanges than participants in failed e-negotiations. Further, successful e-negotiations were shorter in elapsed time than unsuccessful e-negotiations. Logistic regression results indicate that use of agreeable language throughout the e-negotiation process is a significant predictor of e-negotiation success, while the use of negative language is only significant to e-negotiation success (failure) in the last half of the e-negotiation.

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A b s t r a c t Electronic negotiations are supported by a number of technologies including e-mail, web-enabled decision support systems and enegotiation 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 negotiations without graphical support, although the number of messages exchanged by the negotiators was not significantly different. The incongruence between the information presentation format and the negotiation task is thought to require more extensive textual explanation of positional and offer rationalization to compensate for the lack of graphical support.

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.

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Content analysis is a commonly utilized methodology in corporate sustainability research. However, because most corporate sustainability research using content analysis is based on human coding, the research capability and the scope of the research design has limitations. The relatively recent text mining technique addresses some of the limitations of manual content analysis but its usage is often dependent upon the development of a domain specific dictionary. This paper develops an environmental sustainability dictionary in the context of corporate sustainability reports for the IT industry. In support of building said dictionary, we develop a standardized dictionary building process model that can be applied across many domains.

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