File Number: NPS-CM-06-092

Authors: Ned Kock, Jacques Verville and Jesus Carmona

Title: An Exploratory Study of Contracting Performance by Untrained Individuals

Published: April 2006

Sponsored by: Acquisition Chair, Naval Postgraduate School 

Full Text URL: http://www.acquisitionresearch.net/_files/FY2006/NPS-CM-06-092.pdf

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Note: This paper is an except from the Proceedings of the 3rd Annual Acquisition Research Symposium.  

Abstract:

This paper reports on an experimental study where 178 student subjects without formal training in contracting issues were asked to accept or reject each of 20 clauses of a software purchasing contract. The subjects used a Web-based interface to accept or reject clauses. Of the 20 clauses in the contract, 6 were intentionally deceitful, in the sense that they specified binding obligations that made it unadvisable to accept them as part of a contract. On average, the subjects were able to correctly accept approximately 11 out of 14 non-deceitful clauses. Somewhat surprisingly, the subjects were able to correctly reject only 2 out of 6 deceitful clauses. The study also suggests that, among untrained individuals, those who are older, have more general work experience, and have above-average scholastic ability are the ones more likely to perform well in contracting tasks under conditions similar to those found in this study (i.e., Web-based contracting conditions). This study’s findings provide the basis for a strong call for more and better training of contract officers in the DoD.

Keywords: Electronic Commerce, Electronic Trade, Web-based Contracts, Software Purchasing, Communication Media, Media Naturalness

About the Authors:

Ned Kock is Associate Professor and Chair of the Department of MIS and Decision Science at Texas A&M International University. The National Science Foundation and the Department of Defense, through its External Acquisition Research Program, have funded his research. He holds degrees in electronics engineering (B.E.E.), computer science (M.Sc.), and management information systems (Ph.D.). Ned has authored several books, and published in a number of journals including Communications of the ACM, Decision Support Systems, IEEE Transactions on Education, IEEE Transactions on Engineering Management, IEEE Transactions on Professional Communication, Information & Management, Information Systems Journal, Information Technology & People, Journal of Organizational Computing and Electronic Commerce, Journal of Systems and Information Technology, MIS Quarterly, and Organization Science. He is the Editor-in-Chief of the International Journal of e-Collaboration, Associate Editor of the Journal of Systems and Information Technology, and Associate Editor for Information Systems of the journal IEEE Transactions on Professional Communication. His research interests include action research, ethical and legal issues in technology research and management, e-collaboration, and business process improvement.

Jacques Verville is an Associate Professor of Management of Information Systems in the College of Business Administration at Texas A&M International University. He holds degrees in linguistics (B.A.), international relations (MA), information resource management (M.Sc.) and a Ph.D. in organizational information systems. Jacques has published in a number of journal including Industrial Marketing Management; International Journal of Technology Management; International Journal of Enterprise Information Systems; Journal of Enterprise Information Management; Journal of Information Sciences, Team Performance Management and International Journal of Qualitative Market Research. Dr. Verville is co-author of Acquiring Enterprise Software: Beating the Vendors at their Own Game, which was selected as one of the “Best Books on Enterprise Software” by Planet IT in 2000.

Jesus Carmona is a doctoral student in the MIS concentration of the Ph.D. Program in International Business Administration, at Texas A&M International University. He is also an adjunct professor in that University’s Department of MIS and Decision Science. He holds a B.A. degree in agronomy from the Instituto Tecnologico de Estudios Superiores de Monterrey (ITESM), and an M.S. degree in information systems from Texas A&M International University. His research interests include e-collaboration, software engineering, and human-computer interface design.

Ned Kock
Associate Professor and Chair
Dept. of MIS and Decision Science, Texas A&M International University
Laredo, TX, 78041, USA
Phone: +1-956-326-2486; Fax: +1-956-326-2494
E-mail: This e-mail address is being protected from spam bots, you need JavaScript enabled to view it

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The research presented in this report was supported by the Acquisition Chair of the Graduate School of Business & Public Policy at the Naval Postgraduate School.
 
To collaborate on Defense Acquisition Research or to become a research sponsor, please contact:
 
RADM James B. Greene, USN, (Ret), Acquisition Chair
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