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.
| Identifer | oai:union.ndltd.org:NSYSU/oai:NSYSU:etd-0723105-212548 |
| Date | 23 July 2005 |
| Creators | Huang, Shiu-li |
| Contributors | Houn-Gee Chen, Fu-ren Lin, Chih-Ping Wei, Ting-Peng Liang, James T. Lin |
| Publisher | NSYSU |
| Source Sets | NSYSU Electronic Thesis and Dissertation Archive |
| Language | English |
| Detected Language | English |
| Type | text |
| Format | application/pdf |
| Source | http://etd.lib.nsysu.edu.tw/ETD-db/ETD-search/view_etd?URN=etd-0723105-212548 |
| Rights | withheld, Copyright information available at source archive |
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