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COSIMAB2B — Sales Automation for E-Procurement
San Diego, California July 06-July 09
DOI Bookmark: http://doi.ieeecomputersociety.org/10.1109/ICECT.2004.13197182004 IEEE International Conference on ...
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Werner Kie?ling, University of Augsburg
Stefan Fischer, University of Augsburg
Sven D?ring, University of Augsburg
We present a fully automated electronic sales agent for e-procurement portals. The key technologies for this breakthrough are based on preferences modeled as strict partial orders, enabling a deep personalization of the B2B sales process. The interplay of several novel middleware components achieves to automate skills that so far could be executed only by a human vendor. As personalized search engine for XML based e-catalogs we use Preference XPath; the Preference Presenter implements a sales psychology based presentation of search results, supporting various human sales strategies; the Preference Repository provides the management of situated long-term preferences; the flexible Personalized Price Offer and the multi-objective Preference Bargainer provide a personalized price fixing and the opportunity to bargain about the price of an entire product bundle, applying up/cross and down selling techniques. Our prototype COSIMA^B2B, supported by industrial partners, has been successfully demonstrated at a large computer fair.
Citation:
Werner Kie?ling, Stefan Fischer, Sven D?ring, "COSIMAB2B — Sales Automation for E-Procurement," cec, pp.59-68, 2004 IEEE International Conference on E-Commerce Technology (CEC'04), 2004
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