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  • About
  • The Global ETD Search service is a free service for researchers to find electronic theses and dissertations. This service is provided by the Networked Digital Library of Theses and Dissertations.
    Our metadata is collected from universities around the world. If you manage a university/consortium/country archive and want to be added, details can be found on the NDLTD website.
1

The Design and Evaluation of Intelligent Sales-agent for Online Persuasion and Negotiation

Huang, Shiu-li 23 July 2005 (has links)
Purchasing products from online e-stores is getting popular with the advance of Internet infrastructure and network security. At current stage, most e-stores resemble vending machines rather than real stores because they lack clerks to persuade prospects into buying products and to bargain with the customers for making a good deal. This research aims to design an easy-to-use and autonomous sales-agent, called Isa, to act as a virtual clerk in an e-store. A new approach is proposed to enable the agent to dynamically adopt different persuasion and negotiation strategies according to different characteristics of human buyers. Additionally, this approach enables a sales-agent to learn the best strategies without seller¡¦s instructions. Both laboratory and field experiments are conducted to assess Isa¡¦s performance. The experimental results reveal that Isa can improve a seller¡¦s surplus and increase a buyer¡¦s product evaluation, willingness to pay more money for the product, and satisfaction with visiting the s-store.

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