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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.

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Author:Ralph Bergmann, Wolfgang Wilke, Stefan Wess
URN (permanent link):urn:nbn:de:hbz:386-kluedo-1081
Document Type:Preprint
Language of publication:English
Year of Completion:1998
Year of Publication:1998
Publishing Institute:Technische Universität Kaiserslautern
Date of the Publication (Server):2000/04/03
Tag:Case Based Reasoning
Faculties / Organisational entities:Fachbereich Informatik
DDC-Cassification:0 Allgemeines, Informatik, Informationswissenschaft / 004 Informatik
Licence (German):Standard gemäß KLUEDO-Leitlinien vor dem 27.05.2011