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Business-Driven Negotiation Strategies for Proactive Embodied Conversational Agents in E-Commerce

Author

Listed:
  • Sameh Abdel-Naby

    (LIFL - Laboratoire d'Informatique Fondamentale de Lille - Université de Lille, Sciences et Technologies - Inria - Institut National de Recherche en Informatique et en Automatique - Université de Lille, Sciences Humaines et Sociales - CNRS - Centre National de la Recherche Scientifique, SMAC - Systèmes Multi-Agents et Comportements - CRIStAL - Centre de Recherche en Informatique, Signal et Automatique de Lille - UMR 9189 - Centrale Lille - Université de Lille - CNRS - Centre National de la Recherche Scientifique, DISI - Department of Information Engineering and Computer Science - UNITN - Università degli Studi di Trento = University of Trento, DISI - Dipartimento di Ingegneria e Scienza dell'Informazione - UNITN - Università degli Studi di Trento = University of Trento)

  • Bruno Beaufils

    (LIFL - Laboratoire d'Informatique Fondamentale de Lille - Université de Lille, Sciences et Technologies - Inria - Institut National de Recherche en Informatique et en Automatique - Université de Lille, Sciences Humaines et Sociales - CNRS - Centre National de la Recherche Scientifique, SMAC - Systèmes Multi-Agents et Comportements - CRIStAL - Centre de Recherche en Informatique, Signal et Automatique de Lille - UMR 9189 - Centrale Lille - Université de Lille - CNRS - Centre National de la Recherche Scientifique)

  • Maxime Morge

    (LIFL - Laboratoire d'Informatique Fondamentale de Lille - Université de Lille, Sciences et Technologies - Inria - Institut National de Recherche en Informatique et en Automatique - Université de Lille, Sciences Humaines et Sociales - CNRS - Centre National de la Recherche Scientifique, SMAC - Systèmes Multi-Agents et Comportements - CRIStAL - Centre de Recherche en Informatique, Signal et Automatique de Lille - UMR 9189 - Centrale Lille - Université de Lille - CNRS - Centre National de la Recherche Scientifique, Dipartimento di Informatica [Pisa] - University of Pisa - Università di Pisa, DI - Dipartimento di Informatica [Pisa] - University of Pisa - Università di Pisa)

Abstract

A considerable number of the research conducted in the area of Software Agents focus on the enhancement and the proper provision of online Embodied Conversational Agents (ECAs). However, the ability of these agents to transform an ordinary visitor of an e-commerce who needs assistance to an actual buyer is yet of no notable weight. In this paper, we adopt a sell-based approach for online customer service, so that the conversational agent is proactive since he initiates an offer without waiting for assistance requests.We introduce new negotiation strategies for embodied conversational agents which reflect real-life sales approaches, such as bundling two or more items into one deal, or providing a promotion on a certain item for a certain time, or the commonly used value-added sales.

Suggested Citation

  • Sameh Abdel-Naby & Bruno Beaufils & Maxime Morge, 2010. "Business-Driven Negotiation Strategies for Proactive Embodied Conversational Agents in E-Commerce," Post-Print hal-00826414, HAL.
    • Handle: RePEc:hal:journl:hal-00826414
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