Applying Media-Richness Concepts for the Optimization of Industrial Negotiations

Authors

  • Jessica Zeiss Ball State University
  • James Mark Mayer Ball State University

DOI:

https://doi.org/10.33423/jhetp.v23i9.6128

Keywords:

higher education, media richness theory, negotiations, salesperson, industrial marketing, digital communications

Abstract

Despite increasing involvement in a global market and growing sophistication of salesperson technologies, salespeople feel unprepared to negotiate digitally and student-learning outcomes tied to digital negotiation exercises are unclear. The present study first outlines the digital negotiation role-play exercise and then compares student learning outcomes between digital and face-to-face negotiation role-plays. It answers research questions revolving around middle-range-richness mediums, i.e., digital communication tools relying mostly on text (e.g., SMS texts). The benefits of digital experiential sales negotiation exercises are uniquely important for building real-world industrial sales negotiation skills due to the complexity and quantity of negotiation messages exchanged.

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Published

2023-06-18

How to Cite

Zeiss, J., & Mayer, J. M. (2023). Applying Media-Richness Concepts for the Optimization of Industrial Negotiations. Journal of Higher Education Theory and Practice, 23(9). https://doi.org/10.33423/jhetp.v23i9.6128

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Section

Articles