Electronic Signatures and Interpersonal Trustworthiness in Online Negotiations

摘要: Corporate-mandated signature lines in professional e-mail messages (i.e., those required and often added automatically by the company’s server) are an increasingly common practice organizations. This research empirically explores impact of one such electronic upon judgments interpersonal trustworthiness online negotiations. Specifically, we compare what call “disclaimer” (statements that represents opinion sender not necessarily organization) to “non-disclaimer” signatures confidentiality.) Findings indicate negotiators who received a disclaimer tended judge as less trustworthy also receive lower objective outcomes than did either have any statement, or had with different (non-disclaimer) content.