Gregory E. Kersten

Publication Activity (10 Years)

Years Active: 1985-2023
Publications (10 Years): 16

Top Topics

Information Disclosure

Bilateral Negotiation

Cultural Differences

Reverse Auction

Top Venues

J. Organ. Comput. Electron. Commer.

Publications

Ewa Roszkowska, Gregory E. Kersten, Tomasz Wachowicz
The impact of negotiators' motivation on the use of decision support tools in preparation for negotiations. Int. Trans. Oper. Res. 30 (3) (2023)
Bo Yu, Gregory E. Kersten, Rustam M. Vahidov
An experimental examination of credible information disclosure, perception of fairness, and intention to do business in online multi-bilateral negotiations. Electron. Mark. 32 (1) (2022)
Bo Yu, Rustam M. Vahidov, Gregory E. Kersten
Acceptance of technological agency: Beyond the perception of utilitarian value. Inf. Manag. 58 (7) (2021)
Tomasz Wachowicz, Gregory E. Kersten, Ewa Roszkowska
How do I tell you what I want? Agent's interpretation of principal's preferences and its impact on understanding the negotiation process and outcomes. Oper. Res. 19 (4) (2019)
Bo Yu, Gregory E. Kersten
Impact of Negotiators' Predispositions on Their Efforts and Outcomes in Bilateral Online Negotiations. GDN (2018)
Tomasz Wachowicz, Gregory E. Kersten, Ewa Roszkowska
Some Methodological Considerations for the Organization and Analysis of Inter- and Intra-cultural Negotiation Experiments. GDN (2018)
Gregory E. Kersten, Ewa Roszkowska, Tomasz Wachowicz
Representative Decision-Making and the Propensity to Use Round and Sharp Numbers in Preference Specification. GDN (2018)
Nil-Jana Akpinar, Simon Alfano, Gregory E. Kersten, Bo Yu
The Role of Sentiment and Cultural Differences in the Communication Process of e-Negotiations. GDN (2017)
Gregory E. Kersten, Ewa Roszkowska, Tomasz Wachowicz
The Heuristics and Biases in Using the Negotiation Support Systems. GDN (2017)
Ewa Roszkowska, Tomasz Wachowicz, Gregory E. Kersten
Can the Holistic Preference Elicitation be Used to Determine an Accurate Negotiation Offer Scoring System? A Comparison of Direct Rating and UTASTAR Techniques. GDN (2017)
Shikui Wu, Gregory E. Kersten
Procurement auctions and negotiations: An empirical comparison. J. Organ. Comput. Electron. Commer. 27 (4) (2017)
Rustam M. Vahidov, Gregory E. Kersten, Bo Yu
Human-Agent Negotiations: The Impact Agents' Concession Schedule and Task Complexity on Agreements. HICSS (2017)
Gregory E. Kersten
Seller-Determined Two-Attribute Reverse Auctions: The Case of Linear Utilities. HICSS (2016)
Gregory E. Kersten
Procurement Auctions: Improving Efficient Winning Bids Through Multi-bilateral Negotiations. GDN (2015)
Bo Yu, Gregory E. Kersten, Rustam M. Vahidov
Traders' Subjective Appraisals: Comparison of Negotiations and Auctions. J. Organ. Comput. Electron. Commer. 25 (3) (2015)
Gregory E. Kersten
Improving Successful A+B Procurement Auctions with Negotiations. HICSS (2015)
Rustam M. Vahidov, Gregory E. Kersten, Dmitry Guimon
Bilateral and Multi-bilateral Agent-Human Negotiations: Two Experiments. HICSS (2014)
Réal André Carbonneau, Rustam M. Vahidov, Gregory E. Kersten
Quantitative Concession Behavior Analysis and Prediction for Decision Support in Electronic Negotiations. Int. J. Decis. Support Syst. Technol. 6 (4) (2014)
Gregory E. Kersten, Tomasz Wachowicz
On Winners and Losers in Procurement Auctions. FedCSIS (2014)
Shikui Wu, Gregory E. Kersten
Multi-attribute Procurement Auctions and Negotiations: An Experimental Comparison. ICEC (2014)
Shikui Wu, Gregory E. Kersten, Rustam M. Vahidov
Auction and Negotiation Mechanisms for Multi-Attribute E-Procurement Transactions. PACIS (2014)
Gregory E. Kersten
Multiattribute Procurement Auctions: Efficiency and Social Welfare in Theory and Practice. Decis. Anal. 11 (4) (2014)
Gregory E. Kersten
Are Procurement Auctions Good for Society and for Buyers? GDN (2014)
Bo Yu, Rustam M. Vahidov, Gregory E. Kersten
Embedded system use and users' assessment: an experimental study of e-negotiation. AMCIS (2014)
Rustam M. Vahidov, Gregory E. Kersten, Raafat George Saadé
An experimental study of software agent negotiations with humans. Decis. Support Syst. 66 (2014)
Shikui Wu, Gregory E. Kersten
Information Revelation in Multi-attribute Reverse Auctions: An Experimental Examination. HICSS (2013)
Rustam M. Vahidov, Eva Chen, Gregory E. Kersten
Experimental Assessment of Agent-Supported Electronic Negotiations. Int. J. Hum. Comput. Interact. 29 (11) (2013)
Gregory E. Kersten, Tomasz Wachowicz, Margaret J. Kersten
Multi-attribute Auctions and Negotiations with Verifiable and Not-verifiable Offers. FedCSIS (2013)
Gregory E. Kersten, Dmitry Gimon, Shikui Wu
Sellers' Objectives in E-Procurement Auction and Negotiation Experiments. HICSS (2013)
Gregory E. Kersten, Rustam M. Vahidov, Dmitry Gimon
Concession-making in multi-attribute auctions and multi-bilateral negotiations: Theory and experiments. Electron. Commer. Res. Appl. 12 (3) (2013)
Minyi Li, Quoc Bao Vo, Ryszard Kowalczyk, Sascha Ossowski, Gregory E. Kersten
Automated negotiation in open and distributed environments. Expert Syst. Appl. 40 (15) (2013)
Gregory E. Kersten, Dmitry Gimon, Rustam M. Vahidov
Concession patterns in multi-issue negotiations and reverse auctions. ICEC (2012)
Gregory E. Kersten, Pierpaolo Pontrandolfo, Shikui Wu
A Multiattribute Auction Procedure and Its Implementation. HICSS (2012)
Gregory E. Kersten, Dmitry Gimon, Shikui Wu
Online Multi-bilateral Negotiations and Multi-attribute Reverse Auctions: An Experimental Study of Concession-making. FedCSIS (2012)
Wan-Jung Lin, Hsiangchu Lai, Gregory E. Kersten
Concession triggering factors exploration: what are they and what is their relative influence? ICEC (2012)
Rustam M. Vahidov, Gregory E. Kersten
Design of Software Agent-Populated Electronic Negotiation System and Evaluation of Human - to - Agent Negotiations. DESRIST (2012)
Rustam M. Vahidov, Gregory E. Kersten, Raafat George Saadé
Human-Software Agent Negotiations: An Experimental Study. WEB (2011)
Gregory E. Kersten, Pierpaolo Pontrandolfo, Rustam M. Vahidov, Dmitry Gimon
Negotiation and Auction Mechanisms: Two Systems and Two Experiments. WEB (2011)
Réal André Carbonneau, Gregory E. Kersten, Rustam M. Vahidov
Pairwise issue modeling for negotiation counteroffer prediction using neural networks. Decis. Support Syst. 50 (2) (2011)
Gregory E. Kersten, Shikui Wu, Clemens Oertel
Extrinsic or Intrinsic Motivation of E-Negotiation Experiments' Participants. HICSS (2011)
Hsiangchu Lai, Wan-Jung Lin, Gregory E. Kersten
The importance of language familiarity in global business e-negotiation. Electron. Commer. Res. Appl. 9 (6) (2010)
Gregory E. Kersten, Eva Chen, Jesus Rios, Stefan Strecker
A Study on Preference Impartation and Decision Support in E-Negotiation. HICSS (2010)
Rustam M. Vahidov, Réal André Carbonneau, Gregory E. Kersten
In Pursuit of IT Artifact Generality: The Case of Predictive Model for Electronic Negotiation Support. DESRIST (2010)
Hsiangchu Lai, Wan-Jung Lin, Gregory E. Kersten
Effects of Language Familiarity on e-Negotiation: Use of Native vs. Nonnative Language. HICSS (2009)
David Ríos Insua, Gregory E. Kersten, Jesus Rios, Carlos Grima
Towards decision support for participatory democracy. Inf. Syst. E Bus. Manag. 6 (2) (2008)
Réal Carbonneau, Gregory E. Kersten, Rustam M. Vahidov
Predicting opponent's moves in electronic negotiations using neural networks. Expert Syst. Appl. 34 (2) (2008)
Gregory E. Kersten, Hsiangchu Lai
Satisfiability and completeness of protocols for electronic negotiations. Eur. J. Oper. Res. 180 (2) (2007)
Gregory E. Kersten, Jamshid Etezadi, Eva Chen, Rudolf Vetschera
User Assessment of E-negotiation Systems. HICSS (2007)
Nicholas R. Jennings, Gregory E. Kersten, Axel Ockenfels, Christof Weinhardt
06461 Abstracts Collection -- Negotiation and Market Engineering. Negotiation and Market Engineering (2006)
Henner Gimpel, Nicholas R. Jennings, Gregory E. Kersten, Axel Ockenfels, Christof Weinhardt
Market Engineering: A Research Agenda. Negotiation, Auctions, and Market Engineering (2006)
Rudolf Vetschera, Gregory E. Kersten, Sabine T. Köszegi
User Assessment of Internet-Based Negotiation Support Systems: An Exploratory Study. J. Organ. Comput. Electron. Commer. 16 (2) (2006)
Gregory E. Kersten, Ryszard Kowalczyk, Hsiangchu Lai, Dirk Neumann, Mohan Baruwal Chhetri
Shaman: Software and Human Agents in Multiattribute Auctions and Negotiations. Negotiation, Auctions, and Market Engineering (2006)
Nicholas R. Jennings, Gregory E. Kersten, Axel Ockenfels, Christof Weinhardt
06461 Executive Summary -- Negotiation and Market Engineering. Negotiation and Market Engineering (2006)
Mareike Schoop, Gregory E. Kersten
Preface to the Focus Theme Section 'Electronic Negotiations'. Electron. Mark. 16 (3) (2006)
Michael Weber, Gregory E. Kersten, Michael J. Hine
Visualization in e-Negotiations: An Inspire ENS Graph is Worth 334 Words, on Average. Electron. Mark. 16 (3) (2006)
Gregory E. Kersten, Eva Chen, Dirk Neumann, Rustam M. Vahidov, Christof Weinhardt
On Comparison of Mechanisms of Economic and Social Exchanges: The Times Model. Negotiation and Market Engineering (2006)
Gregory E. Kersten, Eva Chen, Dirk Neumann, Rustam M. Vahidov, Christof Weinhardt
On Comparison of Mechanisms of Economic and Social Exchanges: The Times Model. Negotiation, Auctions, and Market Engineering (2006)
Eva Chen, Rustam M. Vahidov, Gregory E. Kersten
Agent-supported negotiations in the e-marketplace. Int. J. Electron. Bus. 3 (1) (2005)
Rustam M. Vahidov, Gregory E. Kersten
Decision station: situating decision support systems. Decis. Support Syst. 38 (2) (2004)
Gregory E. Kersten, Stefan Strecker, Ka Pong Law
Protocols for Electronic Negotiation Systems: Theoretical Foundations and Design Issues. EC-Web (2004)
Gregory E. Kersten, Gordon Lo
Aspire: an integrated negotiation support system and software agents for e-business negotiation. Int. J. Internet Enterp. Manag. 1 (3) (2003)
Rustam M. Vahidov, Gregory E. Kersten
A framework for situated decision support systems. ECIS (2003)
Gregory E. Kersten
The Science and Engineering of E-Negotiation: An Introduction. HICSS (2003)
Gregory E. Kersten
E-negotiations: towards engineering of technology-based social processes. ECIS (2003)
Margaret J. Kersten, Marlene Haley, Gregory E. Kersten
Developing Analytic, Cognitive and Linguistic Skills with an Electronic Negotiation System. HICSS (2003)
Gregory E. Kersten
Message from the e-Negotiations Workshop Chairs. DEXA Workshops (2002)
Gregory E. Kersten
Do E-business Systems Have Culture And Should They Have One? ECIS (2002)
Gregory E. Kersten, Mik Kersten, Wojciech M. Rakowski
Software and Culture: Beyond the Internationalization of the Interface. J. Glob. Inf. Manag. 10 (4) (2002)
Gregory E. Kersten, Sabine T. Köszegi, Rudolf Vetschera
The Effects of Culture in Anonymous Negotiations: Experiment in Four Countries. HICSS (2002)
Gregory E. Kersten, Stan Matwin, Sunil J. Noronha, Mik Kersten
The Software for Cultures and the Cultures in Software. ECIS (2000)
Gregory E. Kersten, Sunil J. Noronha, Jeffrey E. Teich
Are All E-Commerce Negotiations Auctions? COOP (2000)
Gregory E. Kersten, Sunil J. Noronha
WWW-based negotiation support: design, implementation, and use. Decis. Support Syst. 25 (2) (1999)
Gregory E. Kersten, Sunil J. Noronha
Rational agents, contract curves, and inefficient compromises. IEEE Trans. Syst. Man Cybern. Part A 28 (3) (1998)
Gregory E. Kersten, Stan Szpakowicz
Formal Account of Sequential Decision-Making in a Co-Operative Setting. Fundam. Informaticae 30 (3/4) (1997)
Gregory E. Kersten
Simulation and analysis of negotiation processes: the case of Softwood Lumber Negotiations. HICSS (4) (1995)
Linda Duxbury, Nancy Corbett, Gregory E. Kersten
The use of portable offices: an exploratory analysis. HICSS (4) (1995)
Gregory E. Kersten, Stan Szpakowicz
Negotiation in Distributed Artificial Intelligence: Drawing from Human Experience. HICSS (4) (1994)
Stan Matwin, Stan Szpakowicz, Zbig Koperczak, Gregory E. Kersten, Wojtek Michalowski
Negoplan: an expert system shell for negotiation support. IEEE Expert 4 (4) (1989)
Gregory E. Kersten
A procedure for negotiating efficient and non-efficient compromises. Decis. Support Syst. 4 (2) (1988)
Stan Matwin, Stan Szpakowicz, Gregory E. Kersten, Wojtek Michalowski, Zbig Koperczak
A Logic-Based Tools for Negotiation Support. SLP (1987)
Gregory E. Kersten
On two roles decision support systems can play in negotiations. Inf. Process. Manag. 23 (6) (1987)
Gregory E. Kersten
NEGO - Group decision support system. Inf. Manag. 8 (5) (1985)