Salahideen M. Alhaj, Computer Information Systems Department, Faculty of Information Systems & Technology, AABFS, Amman, Jordan; salhaj@yahoo.com
Linda R. Alnaqeep, Management Information Systems Department, Faculty of Information Systems & Technology, AABFS, Amman, Jordan; lindaalnaqeep@yahoo.com

Supply Chain Integration was the main issue for many research works and received increasing attention from scholars and practitioners in recent years, despite the importance of trust, power, communication, negotiation and commitment in relationship marketing. The understanding that commitment is crucial to the long-term success of a business relationship provides one of the core concepts in the understanding of organizational success. A lot of research work has been produced in this regard, yet none has covered all factors of the integration process. This paper proposes a model and investigates the impact of the trust, power, communication, negotiation and relationship commitment on the Supply Chain Integration Strategy SCIS between manufacturers and their customers, based on  a holistic perspective of customer integration by employing transaction cost theory, social exchange theory and using power–relationship commitment theory.

R.P. Sundarraj, Associate Professor, University of Waterloo; rsundarr@engmail.uwaterloo.ca

In recent times, we have witnessed the creation of a number of systems that facilitate the conduct of electronic-negotiations via computer networks.  Despite this, there is a paucity of work on endowing negotiation-systems with human elements, and on assessing whether such systems meet the expectations of potential users.  In this paper, we propose models that provide negotiation-systems with some degree of semi-autonomous and adaptive behavior in respect of three human elements, namely, situational power, goal-setting and learning.