Forrester Research Report. "Affordable Intimacy Strengthens online Stores." September, 1997. Home/Search Document Not in Database Summary Related Articles Check |
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An Agent Architecture for Multi-Attribute Negotiation - Jonker, Treur (2001) (Correct)
....is discussed. Guttman and Maes state that the competitive negotiations in retail markets are unnecessarily hostile to customers and offer no long term benefits to merchants. Essentially, in competitive negotiations the merchant is pitted against the customer in price tug of wars. Based on [Forrester, 1997], in [Gutman and Maes, 1998] it is concluded that merchants often care less about profit on any given transaction and care more about long term profitability, which implies customer satisfaction and long term customer relationships. Their analysis makes a strong case for co operative negotiation ....
Forrester Research Report. Affordable Intimacy Strengthens online Stores, 1997.
Cooperative vs. Competitive Multi-Agent Negotiations in Retail .. - Guttman, Maes (1998) (13 citations) (Correct)
....amongst merchants for consumers patronage. The relationship that a merchant wishes to have with its customers, however, is not competitive. On the contrary, today s retail merchants desire highly cooperative, long term relationships with their customers to maximize customer satisfaction [2]. This goal of maximizing customer satisfaction is to increase the probability of repeat purchases and new customers through positive reputation. The relationship among today s merchants and a given consumer is depicted in Figure 1. But what will the landscape of retail look like in the future ....
....to online retail auctions. As explained, online auctions are unnecessarily hostile to customers and offer no long term benefits to merchants. Essentially, they pit merchant against customer in price tug of wars. This is not the type of relationship merchants prefer to have with their customers [2]. Unlike most classified ad and commodity markets (e.g. stock markets) merchants often care less about profit on any given transaction and care more about long term profitability. This ties directly to customer satisfaction and long term customer relationships. The more satisfied the customer ....
Forrester Research Report. "Affordable Intimacy Strengthens online Stores." September, 1997.
Cooperative vs. Competitive Multi-Agent Negotiations in . . . - Guttman (1998) (13 citations) (Correct)
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Forrester Research Report. "Affordable Intimacy Strengthens online Stores." September, 1997.
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