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

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Adaptive Hypermedia and Adaptive Web-Based Systems (AH 2002)

Part of the book series: Lecture Notes in Computer Science ((LNCS,volume 2347))

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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Author information

Authors and Affiliations

  1. School of Computing & Management Science, Sheffield Hallam University, Pond Street, Sheffield, S1 1WB, UK

    Michael Grimsley

  2. Faculty of Mathematics & Computing, The Open University, Walton Hall, Milton Keynes, MK7 6AA, Buckinghamshire, UK

    Anthony Meehan

Authors
  1. Michael Grimsley
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  2. Anthony Meehan
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Editor information

Editors and Affiliations

  1. School of Information Sciences Department of Information Science and Telecommunications, University of Pittsburgh, 135 North Bellefield Avenue, Pittsburgh, PA, 15260, USA

    Peter Brusilovsky

  2. Department of Computer Science, Eindhoven University of Technology, P.O. Box 513, 5600 MB, Einhoven, The Netherlands

    Paul De Bra

  3. Escuela Tecnica Superior de Ingenieros en Informatica Departamento de Lenguajes y Ciencias de la Computacion, Universidad de Málaga, Boulevard Luis Pasteur, 35, Málaga, Spain

    Ricardo Conejo

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© 2002 Springer-Verlag Berlin Heidelberg

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Grimsley, M., Meehan, A. (2002). A Web-Based Selling Agent That Maintains Customer Loyalty through Integrative Negotiation. In: De Bra, P., Brusilovsky, P., Conejo, R. (eds) Adaptive Hypermedia and Adaptive Web-Based Systems. AH 2002. Lecture Notes in Computer Science, vol 2347. Springer, Berlin, Heidelberg. https://doi.org/10.1007/3-540-47952-X_46

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  • DOI: https://doi.org/10.1007/3-540-47952-X_46

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  • Publisher Name: Springer, Berlin, Heidelberg

  • Print ISBN: 978-3-540-43737-6

  • Online ISBN: 978-3-540-47952-9

  • eBook Packages: Springer Book Archive

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