Persuasive effects of system features in computer-mediated communication
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.
negotiation interpersonal communication influence online persuasion planning exercise