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...

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.

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