A Web-Based Selling Agent That Maintains Customer Loyalty through Integrative Negotiation

Grimsley, Michael and Meehan, Anthony (2002). A Web-Based Selling Agent That Maintains Customer Loyalty through Integrative Negotiation. In: Adaptive Hypermedia and Adaptive Web-Based Systems, Second International Conference, 29-31 May 2002, Malaga, Spain.

URL:	http://www.springerlink.com/content/xle39d8ccff0mw...
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Abstract

In many transactions, the seller's objective includes promoting customer loyalty in order to increase the likelihood of further transactions. Integrative bargaining styles foster positive relationships between parties. This short paper describes a protocol for a web-based selling agent that adopts an integrative selling style to identify alternative sales contracts that match customer priorities and hence promote customer satisfaction.

Item Type:	Conference or Workshop Item
ISSN:	0302-9743
Keywords:	Agent, negotialtion, customer loyalty
Academic Unit/School:	Faculty of Science, Technology, Engineering and Mathematics (STEM)
Interdisciplinary Research Centre:	Centre for Research in Computing (CRC)
Item ID:	7473
Depositing User:	Anthony Meehan
Date Deposited:	07 Jun 2007
Last Modified:	04 Oct 2016 10:00
URI:	http://oro.open.ac.uk/id/eprint/7473
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