Negotiation During Intelligent Sales Support with Case-Based Reasoning
- This paper motivates the necessity for support for negotiation during Sales Support on the Internet within Case-Based Reasoning solutions. Different negotiation approaches are discussed and a general model of the sales process is presented. Further, the tradition al CBR-cycle is modified in such a way that iterative retrieval during a CBR consulting session is covered by the new model. Several gen eral characteristics of negotiation are described and a case study is shown where preliminary approaches are used to negotiate with a cu stomer about his demands and available products in a 'CBR-based' Electronic Commerce solution.
Author: | Ralph Bergmann, Wolfgang Wilke, Stefan Wess |
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URN: | urn:nbn:de:hbz:386-kluedo-1081 |
Document Type: | Preprint |
Language of publication: | English |
Year of Completion: | 1998 |
Year of first Publication: | 1998 |
Publishing Institution: | Technische Universität Kaiserslautern |
Date of the Publication (Server): | 2000/04/03 |
Tag: | Case Based Reasoning |
Faculties / Organisational entities: | Kaiserslautern - Fachbereich Informatik |
DDC-Cassification: | 0 Allgemeines, Informatik, Informationswissenschaft / 004 Informatik |
Licence (German): | Standard gemäß KLUEDO-Leitlinien vor dem 27.05.2011 |