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The Macbeth Approach for Evaluation Offers in Ill–Structure Negotiations Problems

100%
Roszkowska E.
Optimum. Studia Ekonomiczne
|
2014
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vol. 5(71)
EN
This paper described the main idea of the MACBETH approach and M-MACBETH software to multicriteria negotiation analysis. The MACBETH is based on the additive value model and requires only qualitative judgments about differences of attractiveness to help a decision maker quantify the relative value of options or criteria. The main goal of this procedure is to support interactive learning about evaluation problems and to provide the recommendations to select and rankordering options/criteria in decision making processes. We proposed to use MACBETH methodology as well M-MACBETH software to support ill-structure negotiation problems, i e. evaluation of negotiation offers in an environment with uncertain, subjective and imprecise information and not precisely defined decision makers preferences. An numerical example showing how M-MACBETH software can be implemented in practice, in order to help a negotiator to define numerical values of options/criteria based on verbal statements and next build a scoring system negotiation offers taking into account different types of issues in negotiation problems is presented. More detail we describe the main key points of M-MACBETH software related to structuring the negotiation model, building value scales for evaluation negotiation packages, weighting negotiation issues and selected elements of sensitivity analyzes.
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APPLICATION TOPSIS METHODS FOR ORDERING OFFERS IN BUYER-SELLER TRANSACTION

100%
Roszkowska E.
Optimum. Studia Ekonomiczne
|
2009
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issue 3(43)
117-133
EN
In this paper, from many multi-criteria models in making decision, a classical technique for order preference by similarity ideal solution (TOPSIS) approach has been described. This method is based on the concept that alternative should be selected which have the shortest and the farthest distance from the negative solution. Some of the advantages of TOPSIS methods are the following; simplicity, rationality comprehensible concept, good computational efficiently and ability to measure the relative performance for each alternative in a simple mathematical form. The TOPSIS algorithm to determine the most preferable choice among all possible choices is presented in the case when we have exact, as well interval data. Finally, an example is shown as application of this procedure in negotiation. By implementing TOPSIS algorithm we can order offers in buyer-seller transaction. The paper is organized in the following way. The Introduction presents a short overview of the decision making steps as well MCDM techniques. The details of the proposed TOPSIS method with exact and interval data are given in Section 2. An application of this approach is described in Section 3 to order offers in buyer-seller transaction. Finally, the last Section contains some concluding remarks and possible perspectives.
3
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The Application of UTA Method for Support Evaluation Negotiation Offers

100%
Roszkowska E.
Optimum. Studia Ekonomiczne
|
2016
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vol. 2(80)
EN
The MCDA technique has been extensively and successfully applied for supporting decision making in negotiation processes. The mostly used techniques SAW, AHP or TOPSIS are based on direct preference information which requires from negotiator a clear and precise definition all the parameters of the preference model (e.g. issue weights, option rates, aspiration and reservation values etc.), so those techniques can be successfully applied in well-structured negotiation problems. But, many real negotiation problems are illstructured, that means that the negotiation space is imprecisely defined, and the negotiator’s preferences the vagueness or imperfect. The main purpose of this paper is to investigate the potentials and the applicability the UTA method, one of the techniques based on indirect preference information, in evaluation of negotiation offers, especially in ill-structured negotiation problems. The UTA (Jacquet-Lagreze and Siskos, 1978, 1982, 2001) is a multicriteria decision making method which is based on the linear programming model for inferring additive utility functions from a set of representative decision data. The example is also presented to elaborate and demonstrate the holistic judgment and the usefulness UTA approach for evaluation negotiation offers.
4

THE CONCEPT AND APPLICATION OF THE GENERALIZED GAME IN ECONOMIC RESEARCH (Koncepcja i zastosowania uogólnionej gry w badaniach ekonomicznych)

100%
Roszkowska E.
Optimum. Studia Ekonomiczne
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2010
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issue 4 (48)
62-81
EN
In this paper, the concept, properties and possibilities of application of the generalized game to modelling economic phenomena is presented. The generalized game G is the process of interaction between players which have defined roles and role relationships. The game is represented by a complex of rules, where we have four components: MODEL- describing general considerations of the game, VALUE- norms and values recognized by the players, ACT- describing possibilities of the players' action, JUDGMENT - rules describing ways of thinking and decision-making by players. The generalized game allows us to analyze the behavior of the players, paying attention to the economic, social and psychological aspects of their behavior. The article also shows the possibilities of using the tools of the rules and complexes to construct the social optimum, the concept of sustainable development or the negotiation analysis.
5

THEORY OF DECISION MAKING AND THEORIES OF MANAGEMENT (Teoria podejmowania decyzji a teorie zarzadzania)

100%
Roszkowska E.
Optimum. Studia Ekonomiczne
|
2009
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issue 4(44)
97-118
EN
In the paper selected approaches to decision-making analysis, methods of decision making under the conditions of certainty, risk, uncertainty with special regard to methods which could be applied in management were presented. Stages of the rational process of decision making and decision-making models have been described. The final part of the paper includes remarks on selected aspects concerning making decisions in organizations, i.e. the role of manager, decision making by a team, prescriptive systems, intuition, a creative process.
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O możliwościach wykorzystania skierowanych liczb rozmytych do podejmowania decyzji wielokryterialnych

100%
Roszkowska E.
Przegląd Statystyczny
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2017
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vol. 64
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issue 4
373-398
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Wykorzystanie informacji preferencyjnej zadanej na zbiorze rozwiązań bliskich rozwiązaniu idealnemu w wybranych metodach wielokryterialnych

100%
Roszkowska E.
Econometrics. Ekonometria. Advances in Applied Data Analytics
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2015
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issue 4 (50)
142-158
EN
The main aim of the paper is the analysis of application of the reference set consisting of the alternatives near the ideal solution in selected multi-criteria techniques. The comparative overview of ZAPROS, MARS and UTA techniques in the perspective of their usefulness in ill structure decision making problems was made. The theoretical discussion was illustrated by a numerical example that shows practical applications of these methods for the evaluation of negotiations offers.
8
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The Application of Soft Modelling and TOPSIS Method for The Analysis of Competitiveness of Companies in Urban Functional Areas in Poland

63%
Perło D., Roszkowska E.
Optimum. Studia Ekonomiczne
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2017
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vol. 5(89)
EN
The aim of the paper is to use soft modelling and TOPSIS method in order to divide voivodeships in terms of the competitiveness level of companies. The paper verifies the hypothesis implying that the usage of two various research methods does not have considerable impact on the position of objects depending on the analyzed characteristic. The concluding part of the paper includes the comparison of the results of grouping objects obtained using the selected methods. The elaboration makes use of data from the year 2014. The results obtained on the basis of these two methods enabled the presentation of the competitiveness level of companies in urban functional areas in Poland as well as the possibilities of achieving competitive advantage by means of using additional funds from the European Union for the improvement of the conditions of their functioning.
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Ocena spójności województw Polski w latach 2005-2014 w kontekście ładu instytucjonalnego

63%
Roszkowska E., Filipowicz-Chomko M.
Optimum. Studia Ekonomiczne
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2017
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vol. 4(88)
PL
Celem opracowania jest ocena wewnętrznego zróżnicowania województw Polski w zakresie kształtowania się ładu instytucjonalnego w latach 2005-2014. Ocena terytorialnego zróżnicowania poziomu ładu instytucjonalnego została przeprowadzona dzięki zastosowaniu analizy konwergencji typu sigma, która polega na ocenie dyspersji badanego zjawiska w czasie, a także metod wielowymiarowej analizy porównawczej. Do porządkowania województw wykorzystano dynamiczne mierniki syntetyczne oparte na zmodyfikowanej formule unitaryzacji zerowanej, jak również metodę Warda – procedurę tworzenia grup podobieństw między obiektami. Badania pokazały dość duże zróżnicowanie województw w zakresie kształtowania się ładu instytucjonalnego, brak stabilności rankingów otrzymanych za pomocą wskaźników syntetycznych oraz zmienność delimitacji regionów uzyskanych metodą Warda w latach 2005-2014. Liderem w zakresie kształtowania się ładu instytucjonalnego w badanym okresie było województwo warmińsko-mazurskie, natomiast ostatnią pozycję zajęło województwo łódzkie.
EN
The aim of this paper is to assess the regional diversification of institutional development of Polish voivodeships in 2005-2014. The assessment of territorial diversification of institutional level is conducted by using sigma convergence analysis which depends on evaluating the dispersion of a researched phenomenon in time and by means of multidimensional comparative analysis methods. To rank ordering voivodeships modified formula of variable aggregations based on zero unitarization method is used and Ward method, procedure of forming the clusters of similarities between objects, is applied. The study shows a relatively high level of diversification of voivodeships as regards their institutional order, as well as a lack of stability of rankings which are obtained by means of synthetic measures. The study also presents the variability of regional delimitation obtained through Ward’s method. Warmińsko-Mazurskie Voivodeship is the leader in the context of institutional order in the studied period, while Łódzkie Voivodeship closes the ranking.
10
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Application of the MARS Method to the Evaluation of Grant Applications and Non-Returnable Instruments of Start-Up Business Financing

63%
Roszkowska E., Konopka P.
Multiple Criteria Decision Making
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2016
|
vol. 11
153-167
EN
This paper discusses the issue of evaluation of grant and loan proposals submitted by start-up businesses. A multi-criteria model for the evaluation of proposals for start-up business financing is proposed, based on the MARS method and taking into account three criteria: professional experience of the person planning to start a business, evaluation of the business plan, and evaluation of credit history of the applicant. Modelling of the expert’s preferences was based on verbal comparisons of decision variants from the reference set consisting of solutions close to the ideal solution. The usefulness of the model has been verified using data from loan applications submitted to the Business Friendly Fund, operating in one of cooperative banks in the Podlaskie voivodeship.
11
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The Accuracy of Symmetric Negotiation Support Based on Scoring Systems Built by Holistic Approach and Direct Rating

63%
Wachowicz T., Roszkowska E.
Multiple Criteria Decision Making
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2018
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vol. 13
167-190
EN
In negotiations, the parties can be offered decision support based on formal scoring systems. These systems can be determined by means of various preference elicitation techniques and multiple criteria decision aiding (MCDA) approaches. In most situations the simplest tool is used, namely the direct rating technique (DR). In this paper we analyze to what extent the scoring system obtained by means of a mix of MARS (Measuring Attractiveness near Reference Solutions) and UTASTAR (Utilités Additives) holistic preference elicitation approaches accurately reflects the negotiator’s preferences; and how much its potential inaccuracy may affect the symmetric support given to the parties. We compare the differences in the recommendation of Nash bargaining solutions offered to the parties when the bargaining analysis is determined by means of holistic and DR approaches and analyze which of them misrepresent the actual negotiation situation more. The results show that there are no significant differences when the quality of average recommendations are compared, yet the DR-based scoring system recommends the true Nash bargaining solution for more negotiation instances than the holistic one does.
12
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Wielowymiarowa analiza poziomu działalności B+R w Polsce w latach 2005-2011

63%
Piotrowska E., Roszkowska E.
Optimum. Studia Ekonomiczne
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2014
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vol. 1(67)
PL
W opracowaniu zaprezentowano podstawowe wskaźniki obrazujące poziom nakładów na działalność B+R oraz strukturę ich finansowania w Polsce na tle krajów Unii Europejskiej. Dokonano oceny zróżnicowania poziomu oraz zmian trendów działalności B+R i innowacyjności w ujęciu województw Polski w latach 2005-2011 z wykorzystaniem wskaźników indywidualnych, a także dwóch metod taksonomicznych: metody TOPSIS i metody Warda. Otrzymane wyniki potwierdziły to, że województwo mazowieckie jest liderem we wszystkich rankingach i regionem zdecydowanie wyróżniającym się wśród pozostałych województw. Dla większości regionów Polski zaobserwowano zróżnicowanie zajmowanej pozycji w rankingu, jak również zmianę przynależności tych województw do różnych skupisk w badanych latach.
EN
In the paper basic indicators depicting/describing the level of the expenditures on R&D activity and the structure financing them in Poland against the background of EU countries are presented. An assessment of diversifying the level and changes of trends in R&D activity and innovativeness in voivodships in Poland during the period 2005-2011 by making use of individual indicators as well as two taxonomical methods: TOPSiS and Ward’s methods has been done. Received results confirm that mazowieckie voivodship is the leader in all rankings and firmly comes the other provinces off. For the majority of regions in Poland diversifying the filled position in the ranking, as well as the change of the membership of these provinces in different clusters in examined years were observed.
13
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Ocena realizacji koncepcji zrównoważonego rozwoju województw Polski w zakresie poziomu rozwoju społecznego w roku 2005 oraz 2013

63%
Roszkowska E., Filipowicz-Chomko M.
Optimum. Studia Ekonomiczne
|
2016
|
vol. 3(81)
PL
W opracowaniu przeprowadzono wielowymiarową analizę porównawczą poziomu rozwoju społecznego województw Polski w kontekście postępów realizacji koncepcji zrównoważonego rozwoju w roku 2005 oraz 2013. Do analizy zastosowano metodę porządkowania liniowego TOPSIS oraz metodę porządkowania nieliniowego Warda. Metody te dzięki łącznej analizie odpowiednio dobranych wskaźników cząstkowych pozwoliły: ocenić ogólny poziom rozwoju województw, ustalić ich ranking, wyodrębnić w miarę jednorodne grupy regionów o podobnym poziomie rozwoju społecznego. Pokazano, że w 2013 roku w stosunku do 2005 roku nastąpił wzrost ogólnego poziomu rozwoju społecznego we wszystkich województwach. W opracowaniu wykorzystano dane Banku Danych Lokalnych GUS.
EN
The research presents multidimensional analysis of the level of social development of Polish voivodeships in the context of practicing the concept of sustainable development in 2005 and 2013. The analysis is based on the use of TOPSIS method of linear ordering and Ward’s method of non-linear ordering. The multi-method approach resulted in the assessment of the general level of development of the studied voivodeships, their ranking, classification according to their social advancement, and spatial and temporal trend change analysis within the area of interest. The results show that the year 2013 is characterized by high level of social development of all studied voivodeships as compared to 2005. The research uses the data from Local Data Bank of Central Statistic Office of Poland (GUS).
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Zastosowanie metody UTA do wspomagania podejmowania decyzji o finansowaniu startupów działalności gospodarczej

63%
Konopka P., Roszkowska E.
Optimum. Studia Ekonomiczne
|
2015
|
vol. 3(75)
PL
Powodzenie ekonomiczne inwestycji w sektorze przedsiębiorstw jest obarczone różnymi czynnikami ryzyka. Ocena wniosku o udzielenie kredytu lub dofinansowanie projektu inwestycyjnego jest złożonym problemem, wymagającym wnikliwej i wielokryterialnej analizy. Przy czym zadanie jest jeszcze trudniejsze, gdy dotyczy oceny wniosków przedsiębiorstw dopiero zaczynających swoją działalność. W opracowaniu zaprezentowano autorską propozycję modelu wielokryterialnego oceny wniosków dotacyjnych oraz pożyczkowych przedsiębiorstw rozpoczynających działalność gospodarczą opartą na metodzie UTA (Utility Additive) uwzględniającą trzy kryteria: doświadczenie zawodowe osoby planującej rozpoczęcie działalności gospodarczej, ocenę biznes planu przedsięwzięcia oraz ocenę dotychczasowej współpracy z bankami wnioskodawcy. Na wstępie opisano zbiór referencyjny będący podzbiorem wariantów decyzyjnych, na którym wyznaczono preporządek zupełny na podstawie wiedzy eksperckiej. Metodę UTA wykorzystano następnie do budowy modelu, który umożliwia ocenę decyzji na całym zbiorze wariantów. Użyteczność modelu została zweryfikowana z wykorzystaniem danych z wniosków pożyczkowych w Funduszu Przyjaznym Przedsiębiorczości działającym w jednym z banków spółdzielczych w województwie podlaskim.
EN
Companies starting their business activity have the opportunity to obtain start-up funding using various financial instruments. Due to the fact that start-ups are new entities without any history of operations, the evaluation of support applications is a difficult task and requires taking into account a large range of expert knowledge. The paper presents a multi-criteria model of evaluation of grant and loan applications submitted by companies commencing business activity, based on the UTA method. This model takes into account three criteria: professional experience of the person planning to start a business, assessment of business plan of the project, and assessment of the applicant's previous cooperation with banks. The usefulness of the model is verified using data from loan applications submitted by borrowers under the Enterprise Friendly Fund, operating in one of the cooperative banks in Podlaskie Voivodeship.
15

THE SOCIAL THEORY OF CHOICE: FROM SIMON AND KAHNEMAN-TVERSKY TO GGT MODELLING OF SOCIALLY CONTEXTUALIZED DECISION SITUATIONS

63%
Burns T. R., Roszkowska E.
Optimum. Studia Ekonomiczne
|
2008
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issue 3(39)
3-44
EN
In this article, the authors show several of the links between the social theory of judgment and choice, which is an integral part of generalized game theory (GGT), and the seminal work of Herbert Simon (1955; 1956; 1967) and Daniel Tversky and Amos Kahneman (1974; 1981). Although Simon and Tversky and Kahneman made occasional references to 'norms' and the social situation, neither of the approaches particularly recognized or stressed the social conditions of judgment and choice. Social institutional and role concepts as well as 'sacrality' and human passions were basically alien ideas (although Simon (1967) wrote an important paper on emotions and choice). Such social science concepts are part and parcel of social choice theory (a core part of GGT). This short paper cannot fully elaborate on all of these matters. The authors limit themselves on a few 'social facts' that play a critical role in human judgment and choice. It presents applications elaborating on the Simon and Tversky and Kahneman conceptualizations, but also identifying important differences. This serves to define in part the generality and scope of GGT. The emphasis in this paper is on different choice models arising under different contextual conditions. The human world is characterized by a pluralism of models (but a pluralism which is finite). The article provides a formulation of several distinct context-dependent choice models - in this sense, it is a generative theory - distinguishable in terms of the properties of elementary judgment and judgment modalities. Some models represent classical determinate decision theory with full quantification and commensurability of evaluative judgments; and the principle of the maximization of expected value (or utility) is applied to choice and decisions. Other models involve judgments which are quantified or non-quantified but not commensurable and integratable and where actors apply special algorithms of multi-criteria decision-making. Still other models involve non-quantification and noncommensurability but partial ordering of value judgments on diverse dimensions with actors using particular algorithms to make judgments and reach choices. In general, this paper applies GGT in the spirit of Simon and Tversky and Kahneman to multi-value (multi-criteria) choice as a part of complex decision-making processes. The paper provides illustrations of several new types of choice models.
16
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An Impact of Negotiation Profiles on the Accuracy of Negotiation Offer Scoring System? Experimental Study

51%
Kersten G., Roszkowska E., Wachowicz T.
Multiple Criteria Decision Making
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2016
|
vol. 11
77-103
EN
In this paper an impact of the party’s negotiation profile on the misperception of the preferential information provided to the negotiating parties is studied. In particular, the problems with determining an adequate and preferentially correct negotiation offer scoring system is analyzed, when the parties are supported in their decision analyses by means of the SAW technique. In the analyses we use the negotiation data from bilateral negotiation experiments conducted by means of the Inspire negotiation support system. To determine the negotiators’ profiles the Thomas-Kilmann Conflict Mode Instrument was used, which allows to describe their general negotiation approach using two dimensions of assertiveness and cooperativeness. The accuracy of scoring systems was defined as the extent to which the negotiator’s individual scoring system (agent’s system) is concordant to the preferential information provided by the negotiator’s superior (principal’s system) in the form of verbal and graphical descriptions, and measured by means of ordinal and cardinal accuracy indexes.
17
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Sociological Game Theory: Agency, Social Structures and Interaction Processes

51%
Burns T. R., Roszkowska E., Corte U., Machado N.
Optimum. Studia Ekonomiczne
|
2017
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vol. 5(89)
EN
Game theory can be viewed as an important contribution to multi-agent modeling, with widespread applications in economics and other social sciences. This paper presents two distinct approaches to extending – sociologizing – classical game theory: firstly, a system/institutional approach – social science game theory (SGT), and secondly, Erving Goffman’s interactionist approach (I-game theory). The two approaches are presented and compared; they are also contrasted with the classical theory. The article ends by concluding that due to the social science game theory, sociologists and social scientists are no longer forced into the classical straightjacket with its hyper-rationality, anomic players, and the absence of any social fabric (institutional and cultural formations). Moreover, the new game theory offers a reliable toolbox of social science concepts and methods for describing, analyzing, and explaining highly diverse interaction phenomena. We claim that those two approaches have already proved themselves useful for investigating and modeling a variety of interaction processes including cooperation, conflict, and negotiation.
18
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Wpływ błędów przetwarzania informacji w systemach wspomagania negocjacji na porozumienie końcowe

51%
Kersten G., Roszkowska E., Wachowicz T.
Prace Naukowe Uniwersytetu Ekonomicznego we Wrocławiu
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2018
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issue 508
79-88
PL
W pracy zaprezentowano wyniki badań dotyczących wpływu błędów postrzegania i przetwarzania informacji oraz myślenia heurystycznego, obecnych na etapie budowy systemu oceny ofert negocjacyjnych, na porozumienie końcowe w dwustronnych negocjacjach elektronicznych. Do analizy wykorzystano dane negocjacji elektronicznych prowadzonych w Inspire. Wyniki badań wskazują na potrzebę uwzględnienia heurystyk w procesie prenegocjacyjnego przygotowania analitycznego negocjatorów oraz opracowania narzędzi wsparcia negocjatora odpornych na te heurystyki lub redukujących negatywne ich skutki
19
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Ocena akceptowalności wybranych metod wielokryterialnych – badanie eksperymentalne

51%
Roszkowska E., Filipowicz-Chomko M., Wachowicz T.
Prace Naukowe Uniwersytetu Ekonomicznego we Wrocławiu
|
2018
|
issue 507
219-227
PL
Głównym celem pracy była ocena funkcjonalności oraz akceptowalności trzech metod wielokryterialnego wspomagania decyzji: SMART, AHP, TOPSIS, uzyskana w wyniku przeprowadzonego eksperymentu. Do badania wykorzystano kwestionariusz ankiety elektronicznej zaprojektowanej jako hybryda klasycznego internetowego system sondażowego i systemu wspomagania decyzji. Uczestnikami eksperymentu było 1477 studentów sześciu polskich uczelni. Jako najprostszą, najszybszą w użyciu oraz posiadającą najbardziej intuicyjny interfejs wskazano metodę TOPSIS, a najbardziej pracochłonną – metodę AHP. Wyniki badań mogą być pomocne w wyborze metody wsparcia decydenta przy rozwiązywaniu problemów decyzyjnych, tak by dokonany wybór uwzględniał jego ograniczenia poznawcze, jak również sposób analizy preferencji, czasochłonność oraz uwarunkowania techniczne metody.
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