The Impact of Cognitive Styles on Users´ Future Intention to Use E-Negotiation Systems

Individual differences in cognitive style have long been regarded as key factors in the success of information systems(IS) and an important topic for IS development and implementation. However, few empirical studies of cognitive style have been conducted in the discipline of negotiation systems (NS). To draw the attention of NS researchers, this study applied Foxall´s style/involvement model (SIM) to reveal the relationship between users´ unique cognitive styles and their ENS future use intentions. The theoretical model was tested using empirical data collected from an online laboratory experiment involving 92 subjects. Findings confirmed that underlying differences in individuals´ adaptive- innovative styles and involvement levels were associated with significant differences in their future use intention towards ENSs. More specifically, more- involved innovators reported the highest future use intention towards ENSs among the four segments. This study not only extends the IS research stream of cognitive style in the context of ENS, but also broadens the knowledge of cognitive styles in the context of information systems by introducing a SIM that has been well examined in the disciplines of social psychology and marketing.