Purpose: The relevance of procurement and specifically of procurement negotiations, alongside the advent of new technologies aliment the need to explore such realms to increase the understating of their interaction. In this sense, narrowing down the focus on the emergent importance of Artificial Intelligence (AI) and the uncovered impacts, this dissertation intends to contribute to expanding the current literature and cover the gaps related to how AI domains impact procurement negotiations in its process and outcomes, while also considering the mediated effect of transaction cost determinants, expressed within the Transaction Cost Economics theory. Methodology: The research sets its foundations on a preliminary scoping study and a comprehensive literature review, on the key topics identified, that enabled the construction of the preliminary research framework. The ladder enabled the operationalization of variables that relied on a structured deductive approach based on an a priori definition of the codes to increase the rigorousness of the study. Such preliminary framework has been put to the test qualitatively though the case study methodology has driven the investigation of the empirical evidence. The information gathered within the interviews have been analysed qualitatively and led to the design of the final research framework. Findings: The results entail a deeper comprehension of the phases, stages and activities impacted by AI domains, proposing a cross-domain perspective that highlights the key implications of exploiting one domain rather than the other and on the different activities. Indeed, not all domains find application over the comprehensive negotiation process leasing to heterogeneous implications. Moreover, the empirical evidence gathered shred light on the extent to which the different transaction cost determinants are impacted and how these reflect upon the outcomes.
Scopo: La rilevanza del procurement e, nello specifico, della negoziazione, insieme all'avvento delle nuove tecnologie, alimenta la necessità di esplorare tali ambiti per aumentarne la comprensione della loro interazione. In tal senso, considerata l'emergente importanza dell’Intelligenza Artificiale (IA) e gli impatti non ancora esplorati, questa ricerca mira ad espandere la letteratura comprendendo come i domini dell'IA influenzino la negoziazione nei suoi processi e risultati, considerando inoltre l'effetto mediato delle determinanti dei costi di transazione, espressi nella relativa teoria dell'Economia Dei Costi di Transazione (TCE). Metodologia: La ricerca è basata su uno studio preliminare e una successiva revisione della letteratura. Quest’ultima ha permesso la costruzione del framework preliminare di ricerca e l'operazionalizzazione delle variabili. Tale operazionalizzazione, per aumentare la rigorosità dello studio, è stata basata su un approccio deduttivo, dunque sulla definizione, a priori, dei codici. Tale framework preliminare è stato testato qualitativamente attraverso la metodologia dei casi di studio ed è servito come guida nella raccolta delle evidenze empiriche. Infine, le informazioni raccolte durante le interviste sono state analizzate qualitativamente e, grazie ai risultati emersi, hanno permesso di delineare il framework finale di ricerca. Risultati: I risultati hanno permesso una maggiore comprensione come i domini di AI influenzano le fasi, gli stadi e le attività della negoziazione, proponendo una prospettiva cross-domain che evidenzia i diversi impatti di ciascuno dei domini. Infatti, non tutti i domini trovano applicazione nell'intero processo di negoziazione, comportando implicazioni eterogenee. Inoltre, le evidenze empiriche indicano come le diverse determinanti dei costi di transazione siano influenzati e come questo a sua volta si rifletta sui risultati.
The emerging role of AI: the impact on negotiation process and its outcomes through the lenses of TCE
Brighenti, Nicolas;Colle, Valentina
2022/2023
Abstract
Purpose: The relevance of procurement and specifically of procurement negotiations, alongside the advent of new technologies aliment the need to explore such realms to increase the understating of their interaction. In this sense, narrowing down the focus on the emergent importance of Artificial Intelligence (AI) and the uncovered impacts, this dissertation intends to contribute to expanding the current literature and cover the gaps related to how AI domains impact procurement negotiations in its process and outcomes, while also considering the mediated effect of transaction cost determinants, expressed within the Transaction Cost Economics theory. Methodology: The research sets its foundations on a preliminary scoping study and a comprehensive literature review, on the key topics identified, that enabled the construction of the preliminary research framework. The ladder enabled the operationalization of variables that relied on a structured deductive approach based on an a priori definition of the codes to increase the rigorousness of the study. Such preliminary framework has been put to the test qualitatively though the case study methodology has driven the investigation of the empirical evidence. The information gathered within the interviews have been analysed qualitatively and led to the design of the final research framework. Findings: The results entail a deeper comprehension of the phases, stages and activities impacted by AI domains, proposing a cross-domain perspective that highlights the key implications of exploiting one domain rather than the other and on the different activities. Indeed, not all domains find application over the comprehensive negotiation process leasing to heterogeneous implications. Moreover, the empirical evidence gathered shred light on the extent to which the different transaction cost determinants are impacted and how these reflect upon the outcomes.File | Dimensione | Formato | |
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The emerging role of AI the impact on negotiation process and its outcomes through the lenses of TCE.pdf
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Executive Summary Colle_Brighenti.pdf
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https://hdl.handle.net/10589/215683