Impact of Information and Communication Technologies in International Negotiation Performance

Cano, Jose Alejandro; Baena, Jose Jaime

doi:10.7819/rbgn.v17i54.1901

ABSTRACT

Objective:

This article establishes relations between the level of importance of Information and Communication Technologies (ICT), the frequency of use of these tools, and the efficiency and efficacy achieved in the international negotiation processes.

Design/methodology/approach:

A research study is carried out in 180 import and / or export firms in Medellin city, and the proposed relations are explained through a theoretical model. With the information obtained, correlation and comparative analysis of efficiency and efficacy indicators are made.

Findings:

ICT are essential to perform international processes, therefore the increase in the importance level and frequency of use of these technologies allows perceiving better results about efficiency and efficacy increase.

Practical implications:

Increasing the application of ICT to the international negotiation processes generates a reduction of cost and time in negotiation and an increase of international sale contract, however ICT must be complemented by other elements such as attitude, training and experience of the negotiator to obtain satisfactory results.

Originality/value:

The article proposes an original model to study the effect of the importance level and frequency of use of ICT on the performance of international negotiation process.

Keywords:
Information and communication technologies (ICT); International negotiation; Effectiveness; Enterprises

RESUMO

Objetivo:

Este artículo establece las relaciones entre el nivel de importancia de las Tecnologías de Información y Comunicación (TIC), la frecuencia de uso de estas herramientas, y la eficiencia y eficacia alcanzada en los procesos de negociación internacional.

Metodología:

Se llevó a cabo un estudio de investigación en 180 empresas importadoras y/o exportadoras en la ciudad de Medellín, y se planteó un modelo teórico para explicar las relaciones propuestas. Con la información recolectada se realizaron análisis de correlación y análisis comparativos de indicadores de eficiencia y eficacia.

Hallazgos:

Las TIC son esenciales para llevar a cabo procesos de negociación internacional, y a medida en que se aumente el nivel de importancia y frecuencia de uso de estas tecnologías; se perciben mejores resultados en eficiencia y eficacia.

Implicaciones prácticas:

El aumento de la aplicación de las TIC en los procesos de negociación internacional genera una reducción de costos y tiempos en la negociación, y un aumento de contratos de compraventa internacional; sin embargo las TIC deben complementarse con otros elementos que dependen directamente de la actitud, formación y experiencia del negociador para obtener así resultados satisfactorios.

Aporte:

El artículo propone un modelo original para estudiar el efecto del nivel de importancia y frecuencia de uso de las TIC en el desempeño del proceso de negociación internacional.

Palabras clave:
Tecnologías de información y comunicación (TIC); Negociación internacional; Efectividad; Empresas

Texto completo disponível apenas em PDF.

Full text available only in PDF format.

REFERENCIAS

Afsarmanesh, H., Camarinha-Matos, L., y Msanjila, S. (2009). On management of 2nd generation virtual organizations breeding environments. Annual Reviews in Control, 33(2), 209-219.
Aguilar, S., Bustamante, L.F., y Cano, J. (2013). Uso y apropiación de la tecnología de información y comunicación: dos conceptos para la negociación internacional en organizaciones productivas. Revista Escuela de Administración de Negocios EAN, 75(0), 56-69.
Angeles, R. (2006). Business-To-Business E-Procurement Corporate Initiative: A Descriptive Empirical StudyY. ICEC 2006 Conference, Fredericton, NB, Canada.
Antlová, K. (2009). Motivation and barriers of ict adoption in small and medium-sized enterprises. E A M: Ekonomie a Management, 12(2), 140-155.
Baena, J., y Cano, J. (2014). Uso de tecnologías de información y comunicación para la negociación internacional ¿ventaja para las empresas colombianas. Revista Ciencias Estrategicas, 22(32), 1-29.
Banco Mundial. (2013). World Development Indicators: The information society. Washington, USA. Recuperado de http://wdi.worldbank.org/table/5.12
» http://wdi.worldbank.org/table/5.12
Barba-Sánchez, S., Martínez-Ruiz, M., y Jiménez-Zarco, A. (2007). Drivers, benefits and challenges of ict adoption by small and medium sized enterprises (Smes): A literature review. Problems and Perspectives in Management, 5(1), 103-114.
Bayo-Moriones, A., Billon, M., y Lera-Lopez, F. (2013). Perceived performance effects of ICT in manufacturing SMEs. Industrial Management y Data Systems, 113(1), 117-135.
Bernal-Jurado, E., y Moral-Pajares, E. (2010). Internet and international trade by manufacturers: An approach using industrial sectors data. Innovar Revista de Ciencias Administrativas y Sociales, 20(38), 191-202.
Bichler, M., Kersten, G., y Strecker, S. (2003). Towards a structured design of electronic negotiations. Group Decision And Negotiation, 12(4), 311-335.
Boeck, H., Bendavid, Y., y Lefebvre, E. (2009). Evolving B2B e-commerce adaptation for SME suppliers. Journal Of Business y Industrial Marketing, 24(7-8), 561-573.
Cano, J., y Baena, J. (2013). Retos en la implementación de las TIC para el proceso de negociación internacional. Cuadernos de Administración, 29(50),142-152.
Chibelushi, C., y Costello, P. (2009). Challenges facing w. midlands ICT-oriented Smes. Journal of Small Business and Enterprise Development, 16(2), 210-239.
Corsaro, D., y Snehota, I. (2012). Perceptions of Change in Business Relationships and Networks. Industrial Marketing Management, 41(2), 270-286.
Davis, F. (1989). Perceived usefulness, percived ease of use, and aceptance of information technology. Mis Quarterly, 13(3), 319-340.
Gomez, R. (2013). The changing field of ictd: growth and maturation of the field, 2000-2010. Electronic Journal of Information Systems in Developing Countries, 58(1),1-21.
Hatta, T., y Ken-ichi, O. (2008). Effects of visual cue and spatial distance on exitability in electronic negotiation. Computers In Human Behavior, 24(4), 1542-1551.
Hidalgo, A., y Lopez, V. (2009). Drivers and Impacts of ICT Adoption on Transport and Logistics Services. Asian Journal Of Technology Innovation, 17(2), 27-47.
Jean, R., Sinkovics, R., y Cavusgil, S. (2010). Enhancing international customer-supplier relationships through IT resources: A study of Taiwanese electronics suppliers. Journal Of International Business Studies, 41(7), 1218-1239.
Jean, R., Sinkovics, R., y Kim, D. (2008). Information technology and organizational performance within international business to business relationships A review and an integrated conceptual framework. International Marketing Review, 25(5), 563-583.
Jevtic, B., Dedjanski, S., Beslac, M., Grozdanic, R., y Damnjanovic, A. (2013). Sme technology capacity building for competitiveness and export-evidence from balkan countries. Metalurgia International, 18(4),162-170.
Johnson, N., y Cooper, R. (2009). Media, affect, concession, and agreement in negotiation: IM versus telephone. Decision Support Systems, 46(3), 673-684.
Jonkers, H., Lankhorst, M., Van buuren, R., Hoppenbrouwers, S., Bonsangue, M., y Van der torre, L. (2004). Concepts for modeling enterprise architectures. International Journal of Cooperative Information Systems, 13(1), 257-287.
Matthews, P. (2007). ICT assimilation and SME expansion. Journal of International Development, 19(6), 817-827.
Kersten, G., y Lai, H. (2007). Negotiation support and e-negotiation systems: An overview. Group Decision And Negotiation , 16(6), 553-586.
Khadimi, L. (2010). A Performance Measurement Approach for Operational Control of E-procurement Chains (master thesis). Technische Universiteit Eindhoven, Eindhoven, Netherlands.
Kruś, L. (1996). Multicriteria decision support in negotiations. Control and Cybernetics, 25(6), 1245-1260.
Low, P., y Ang, S. (2011). Information Communication Technology (ICT) for Negotiations. Journal of Research in International Business and Management, 1(6), 183-196.
Mbatha, B. (2013). Exploring the potential of electronic commerce tools in South African SME tourism service providers. Information Development, 29(1), 10-23.
Moen, O., Madsen, T., y Aspelund, A. (2008). The importance of the internet in international business-to-business markets. International Marketing Review , 25(5), 487-503.
Parida, V., Sophonthummapharn, K., y Parida, U. (2006). Understanding E-procurement: Qualitative Case Studies. Global Conference on Emergent Business Phenomena in the Digital Economy, Tampere, Finland.
Pauleen, D., y Yoong, P. (2001). Relationship building and the use of ICT in boundary-crossing virtual teams: a facilitator’s perspective. Journal Of Information Technology, 16(4), 205-220.
Pires, G., y Aisbett, J. (2003). The relationship between technology adoption and strategy in business-to-business markets - The case of e-commerce. Industrial Marketing Management , 32(4), 291-300.
Rangan, S., y Sengul, M. (2009). Information technology and transnational integration: Theory and evidence on the evolution of the modern multinational enterprise. Journal Of International Business Studies , 40(9), 1496-1514.
Ren, Z., Yang, F., Bouchlaghem, N., y Anumba, C. (2010). Multi-disciplinary collaborative building design-A comparative study between multi-agent systems and multi-disciplinary optimisation approaches. Automatitation in Construction, 20(5), 537-549.
Shi, C., Luo, J., y Lin, F. (2006). A multi-agent negotiation model applied in multi-objective optimization. 9th Pacific Rim International Workshop on Multi-Agents, 4088(0), 305-314.
Sokolova, M., Szpakowicz, S., y Nastase, V. (2004). Using language to determine success in negotiations: A preliminary study. Advances In Artificial Intelligence, 3060(0), 449-453.
Strobel, M., y Weinhardt, C. (2003). The Montreal Taxonomy for electronic negotiations. Group Decision And Negotiation , 12(2), 143-164.
Swaab, R., Postmes, T., Neijens, P., Kiers, M., y Dumay, A. (2002). Multiparty negotiation support: The role of visualization’s influence on the development of shared mental models. Journal Of Management Information Systems, 19(1), 129-150.
Thompson, L., y Nadler, J. (2002). Negotiating via information technology: Theory and application. Journal Of Social Issues, 58(1), 109-124.
Tumbas, P., Matkovic, P., y Pupovac, L. (2011). Factors influencing the potential of the e-market in the country. Technics Technologies Education Management-TTEM, 6(4), 1265-1275.
Unión Internacional de Telecomunicaciones UIT. (2013). Statistics: Global ICT developments, 2001-2013 International Telecommunication Union, 2013 New York, NY, USA. Recuperado de http://www.itu.int/en/itu-d/statistics/pages/stat/default.aspx#
» http://www.itu.int/en/itu-d/statistics/pages/stat/default.aspx#
Wang, Z., Lim, J., y Guo, X. (2010). Negotiator Satisfaction in NSS-Facilitated Negotiation. Group Decision And Negotiation , 19(3), 279-300.
Winter, S., Gaglio, C., y Rajagopalan, H. (2009). The value of information systems to small and medium-sized enterprises: Information and Communications Technologies as signal and symbol of legitimacy and competitiveness. International Journal of E-business Research, 5(1), 65-91.
Wresch, W., y Fraser, S. (2012). ICT - enabled market freedoms and their impacts in developing countries: Opportunities, frustrations, and surprises. Information Technology For Development, 18(1), 76-86.
Young, L. (2004). Modelo de Aceptación Tecnológica (TAM) para determinar los efectos de las dimensiones de cultura nacional en la aceptación de las TIC. Revista Internacional de Ciencias Sociales y Humanidades, SOCIOTAM, 14(1), 131-171.
Yushkova, E. (2013). Impact of ICT on trade in different technology groups: analysis and implications. International Economics and Economic Policy, 11(1-2), 165-177.

Publication Dates

Publication in this collection
Jan-Mar 2015

History

Received
07 Feb 2014
Accepted
07 Jan 2015

Este es un artículo publicado en acceso abierto bajo una licencia Creative Commons

[1] Afsarmanesh, H., Camarinha-Matos, L., y Msanjila, S. (2009). On management of 2nd generation virtual organizations breeding environments. Annual Reviews in Control, 33(2), 209-219.

[2] Aguilar, S., Bustamante, L.F., y Cano, J. (2013). Uso y apropiación de la tecnología de información y comunicación: dos conceptos para la negociación internacional en organizaciones productivas. Revista Escuela de Administración de Negocios EAN, 75(0), 56-69.

[3] Angeles, R. (2006). Business-To-Business E-Procurement Corporate Initiative: A Descriptive Empirical StudyY. ICEC 2006 Conference, Fredericton, NB, Canada.

[4] Antlová, K. (2009). Motivation and barriers of ict adoption in small and medium-sized enterprises. E A M: Ekonomie a Management, 12(2), 140-155.

[5] Baena, J., y Cano, J. (2014). Uso de tecnologías de información y comunicación para la negociación internacional ¿ventaja para las empresas colombianas. Revista Ciencias Estrategicas, 22(32), 1-29.

[6] Banco Mundial. (2013). World Development Indicators: The information society. Washington, USA. Recuperado de http://wdi.worldbank.org/table/5.12
» http://wdi.worldbank.org/table/5.12

[7] Barba-Sánchez, S., Martínez-Ruiz, M., y Jiménez-Zarco, A. (2007). Drivers, benefits and challenges of ict adoption by small and medium sized enterprises (Smes): A literature review. Problems and Perspectives in Management, 5(1), 103-114.

[8] Bayo-Moriones, A., Billon, M., y Lera-Lopez, F. (2013). Perceived performance effects of ICT in manufacturing SMEs. Industrial Management y Data Systems, 113(1), 117-135.

[9] Bernal-Jurado, E., y Moral-Pajares, E. (2010). Internet and international trade by manufacturers: An approach using industrial sectors data. Innovar Revista de Ciencias Administrativas y Sociales, 20(38), 191-202.

[10] Bichler, M., Kersten, G., y Strecker, S. (2003). Towards a structured design of electronic negotiations. Group Decision And Negotiation, 12(4), 311-335.

[11] Boeck, H., Bendavid, Y., y Lefebvre, E. (2009). Evolving B2B e-commerce adaptation for SME suppliers. Journal Of Business y Industrial Marketing, 24(7-8), 561-573.

[12] Cano, J., y Baena, J. (2013). Retos en la implementación de las TIC para el proceso de negociación internacional. Cuadernos de Administración, 29(50),142-152.

[13] Chibelushi, C., y Costello, P. (2009). Challenges facing w. midlands ICT-oriented Smes. Journal of Small Business and Enterprise Development, 16(2), 210-239.

[14] Corsaro, D., y Snehota, I. (2012). Perceptions of Change in Business Relationships and Networks. Industrial Marketing Management, 41(2), 270-286.

[15] Davis, F. (1989). Perceived usefulness, percived ease of use, and aceptance of information technology. Mis Quarterly, 13(3), 319-340.

[16] Gomez, R. (2013). The changing field of ictd: growth and maturation of the field, 2000-2010. Electronic Journal of Information Systems in Developing Countries, 58(1),1-21.

[17] Hatta, T., y Ken-ichi, O. (2008). Effects of visual cue and spatial distance on exitability in electronic negotiation. Computers In Human Behavior, 24(4), 1542-1551.

[18] Hidalgo, A., y Lopez, V. (2009). Drivers and Impacts of ICT Adoption on Transport and Logistics Services. Asian Journal Of Technology Innovation, 17(2), 27-47.

[19] Jean, R., Sinkovics, R., y Cavusgil, S. (2010). Enhancing international customer-supplier relationships through IT resources: A study of Taiwanese electronics suppliers. Journal Of International Business Studies, 41(7), 1218-1239.

[20] Jean, R., Sinkovics, R., y Kim, D. (2008). Information technology and organizational performance within international business to business relationships A review and an integrated conceptual framework. International Marketing Review, 25(5), 563-583.

[21] Jevtic, B., Dedjanski, S., Beslac, M., Grozdanic, R., y Damnjanovic, A. (2013). Sme technology capacity building for competitiveness and export-evidence from balkan countries. Metalurgia International, 18(4),162-170.

[22] Johnson, N., y Cooper, R. (2009). Media, affect, concession, and agreement in negotiation: IM versus telephone. Decision Support Systems, 46(3), 673-684.

[23] Jonkers, H., Lankhorst, M., Van buuren, R., Hoppenbrouwers, S., Bonsangue, M., y Van der torre, L. (2004). Concepts for modeling enterprise architectures. International Journal of Cooperative Information Systems, 13(1), 257-287.

[24] Matthews, P. (2007). ICT assimilation and SME expansion. Journal of International Development, 19(6), 817-827.

[25] Kersten, G., y Lai, H. (2007). Negotiation support and e-negotiation systems: An overview. Group Decision And Negotiation , 16(6), 553-586.

[26] Khadimi, L. (2010). A Performance Measurement Approach for Operational Control of E-procurement Chains (master thesis). Technische Universiteit Eindhoven, Eindhoven, Netherlands.

[27] Kruś, L. (1996). Multicriteria decision support in negotiations. Control and Cybernetics, 25(6), 1245-1260.

[28] Low, P., y Ang, S. (2011). Information Communication Technology (ICT) for Negotiations. Journal of Research in International Business and Management, 1(6), 183-196.

[29] Mbatha, B. (2013). Exploring the potential of electronic commerce tools in South African SME tourism service providers. Information Development, 29(1), 10-23.

[30] Moen, O., Madsen, T., y Aspelund, A. (2008). The importance of the internet in international business-to-business markets. International Marketing Review , 25(5), 487-503.

[31] Parida, V., Sophonthummapharn, K., y Parida, U. (2006). Understanding E-procurement: Qualitative Case Studies. Global Conference on Emergent Business Phenomena in the Digital Economy, Tampere, Finland.

[32] Pauleen, D., y Yoong, P. (2001). Relationship building and the use of ICT in boundary-crossing virtual teams: a facilitator’s perspective. Journal Of Information Technology, 16(4), 205-220.

[33] Pires, G., y Aisbett, J. (2003). The relationship between technology adoption and strategy in business-to-business markets - The case of e-commerce. Industrial Marketing Management , 32(4), 291-300.

[34] Rangan, S., y Sengul, M. (2009). Information technology and transnational integration: Theory and evidence on the evolution of the modern multinational enterprise. Journal Of International Business Studies , 40(9), 1496-1514.

[35] Ren, Z., Yang, F., Bouchlaghem, N., y Anumba, C. (2010). Multi-disciplinary collaborative building design-A comparative study between multi-agent systems and multi-disciplinary optimisation approaches. Automatitation in Construction, 20(5), 537-549.

[36] Shi, C., Luo, J., y Lin, F. (2006). A multi-agent negotiation model applied in multi-objective optimization. 9th Pacific Rim International Workshop on Multi-Agents, 4088(0), 305-314.

[37] Sokolova, M., Szpakowicz, S., y Nastase, V. (2004). Using language to determine success in negotiations: A preliminary study. Advances In Artificial Intelligence, 3060(0), 449-453.

[38] Strobel, M., y Weinhardt, C. (2003). The Montreal Taxonomy for electronic negotiations. Group Decision And Negotiation , 12(2), 143-164.

[39] Swaab, R., Postmes, T., Neijens, P., Kiers, M., y Dumay, A. (2002). Multiparty negotiation support: The role of visualization’s influence on the development of shared mental models. Journal Of Management Information Systems, 19(1), 129-150.

[40] Thompson, L., y Nadler, J. (2002). Negotiating via information technology: Theory and application. Journal Of Social Issues, 58(1), 109-124.

[41] Tumbas, P., Matkovic, P., y Pupovac, L. (2011). Factors influencing the potential of the e-market in the country. Technics Technologies Education Management-TTEM, 6(4), 1265-1275.

[42] Unión Internacional de Telecomunicaciones UIT. (2013). Statistics: Global ICT developments, 2001-2013 International Telecommunication Union, 2013 New York, NY, USA. Recuperado de http://www.itu.int/en/itu-d/statistics/pages/stat/default.aspx#
» http://www.itu.int/en/itu-d/statistics/pages/stat/default.aspx#

[43] Wang, Z., Lim, J., y Guo, X. (2010). Negotiator Satisfaction in NSS-Facilitated Negotiation. Group Decision And Negotiation , 19(3), 279-300.

[44] Winter, S., Gaglio, C., y Rajagopalan, H. (2009). The value of information systems to small and medium-sized enterprises: Information and Communications Technologies as signal and symbol of legitimacy and competitiveness. International Journal of E-business Research, 5(1), 65-91.

[45] Wresch, W., y Fraser, S. (2012). ICT - enabled market freedoms and their impacts in developing countries: Opportunities, frustrations, and surprises. Information Technology For Development, 18(1), 76-86.

[46] Young, L. (2004). Modelo de Aceptación Tecnológica (TAM) para determinar los efectos de las dimensiones de cultura nacional en la aceptación de las TIC. Revista Internacional de Ciencias Sociales y Humanidades, SOCIOTAM, 14(1), 131-171.

[47] Yushkova, E. (2013). Impact of ICT on trade in different technology groups: analysis and implications. International Economics and Economic Policy, 11(1-2), 165-177.

Brasil