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Agent-mediated Integrative Negotiation for Retail Electronic Commerce (1998)
| Venue: | Proceedings of the Workshop on Agent Mediated Electronic Trading (AMET'98 |
| Citations: | 124 - 7 self |
BibTeX
@INPROCEEDINGS{Guttman98agent-mediatedintegrative,
author = {Robert H. Guttman and Pattie Maes},
title = {Agent-mediated Integrative Negotiation for Retail Electronic Commerce},
booktitle = {Proceedings of the Workshop on Agent Mediated Electronic Trading (AMET'98},
year = {1998},
pages = {70--90}
}
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Abstract
Software agents help automate a variety of tasks including those involved in buying and selling products over the Internet. Although shopping agents provide convenience for consumers and yield more efficient markets, today's first-generation shopping agents are limited to comparing merchant offerings only on price instead of their full range of value. As such, they do a disservice to both consumers and retailers by hiding important merchant value-added services from consumer consideration. Likewise, the increasingly popular online auctions pit sellers against buyers in distributive negotiation tug-of-wars over price. This paper analyzes these approaches from economic, behavioral, and software agent perspectives then proposes integrative negotiation as a more suitable approach to retail electronic commerce. Finally, we identify promising techniques (e.g., multi-attribute utility theory, distributed constraint satisfaction, and conjoint analysis) for implementing agent-mediated integrative negotiation. 1.
Keyphrases
agent-mediated integrative negotiation retail electronic commerce software agent suitable approach first-generation shopping agent popular online auction full range selling product conjoint analysis integrative negotiation merchant offering multi-attribute utility theory distributive negotiation tug-of-war constraint satisfaction consumer consideration important merchant value-added service shopping agent efficient market
