Browse Prior Art Database

Merchant differentiation through integrative negotiation in agent-mediated electronic commerce

IP.com Disclosure Number: IPCOM000128070D
Original Publication Date: 1998-Dec-31
Included in the Prior Art Database: 2005-Sep-14
Document File: 6 page(s) / 20K

Publishing Venue

Software Patent Institute

Related People

Guttman, Robert H.: AUTHOR [+3]

Related Documents

http://theses.mit.edu:80/Dienst/UI/2.0/Describe/0018.mit.theses/1998-286: URL

Abstract

This thesis proposes to fix online shopping by guiding it away from price comparisons and toward value comparisons. Though price comparisons may be adequate for simple products (e.g., books and music), they are inadequate for facilitating transactions of complex products (e.g., computers and automobiles). Consumers often must consider qualities other than price in their buying decisions and merchants usually prefer to differentiate themselves along alternative dimensions such as brand, customer service, delivery time, warranty, and other value-added services.

This text was extracted from a PDF file.
This is the abbreviated version, containing approximately 29% of the total text.

Page 1 of 6

 This record is the front matter from a document that appears on a server at MIT and is used through permission from MIT. See http://theses.mit.edu:80/Dienst/UI/2.0/Describe/0018.mit.theses/1998-286 for copyright details and for the full document in image form.

Merchant Differentiation through Integrative Negotiation in Agent- mediated Electronic Commerce

by

Robert H. Guttman
Bachelor of Science in Engineering, Computer Engineering University of Michigan at Ann Arbor June 1992
Submitted in partial fulfillment of the requirements for the degree of Master of Science in Media Arts and Sciences

at the Massachusetts Institute of Technology

September 1998
SIGNATURE OF author: [[signature omitted]]

Program in Media Arts and Sciences August 24, 1998
CERTIFIED BY: [[SIGNATURE OMITTED]]

Dr. Pattie Maes Associate Professor of Media Arts and Sciences Thesis Supervisor, MIT Media Laboratory ACCEPTED BY: [[SIGNATURE OMITTED]]

Stephen A. Benton Chair Departmental Committee on Graduate Students Program in Media Arts and Sciences ARCHIVES MASSACHUSETTS INSTITUTE OF TECHNOLOGY LIBRARIES MAY 07 1999

Massachusetts Institute of Technology Page 1 Dec 31, 1998

Page 2 of 6

Merchant differentiation through integrative negotiation in agent-mediated electronic commerce

Merchant Differentiation through Integrative Negotiation in Agentmediated Electronic Commerce

Robert H. Guttman

Submitted to the Program in Media Arts and Sciences School of Architecture and Planning on August 24, 1998 in Partial Fulfillment of the Requirements for the Degree of Master of Science in Media Arts and Sciences

at the Massachusetts Institute of Technology

Abstract

This thesis proposes to fix online shopping by guiding it away from price comparisons and toward value comparisons. Though price comparisons may be adequate for simple products (e.g., books and music), they are inadequate for facilitating transactions of complex products (e.g., computers and automobiles). Consumers often must consider qualities other than price in their buying decisions and merchants usually prefer to differentiate themselves along alternative dimensions such as brand, customer service, delivery time, warranty, and other value-added services.

Tete-4-Tote is an agent-mediated comparison shopping system that allows consumers to consider dimensions other than price in their buying decisions for complex products. The system helps shoppers answer two questions; what to buy and who to buy from. Tete-ATete's integrative negotiation interaction model (based on bilateral argumentation), together with a decision support module (based on multi-attribute utility theory), create an improved online shopping environment for both consumers and merchants. Consumers gain increased satisfaction as their search costs for complex products are reduced and merchants potentially increase sales as a result of their enhanced differentiation in the marketplace,

Thesis Supervisor; Dr, Pattie Maes

Title: Associate Professor of Media...