Bargaining Models in E-Marketplaces

  • Pierluigi Argoneto
  • Paolo Renna


Bargaining model is one of the main key steps in e-marketplace transaction. The satisfaction of buyers and sellers strongly depends on models of negotiation performed by the e-marketplace. This chapter describes the bargaining models adopted by the buyers and sellers in the agent-based architecture described previously in  Chap. 2. The approaches proposed in here are deeply described also considering that the bargaining approaches are based on the information provided by the production planning tool. This link is considered an important link between commercialization and production activities, strongly improving the performances of the bargaining protocol.


Production Planning Negotiation Process Production Alternative Negotiation Protocol Electronic Marketplace 
These keywords were added by machine and not by the authors. This process is experimental and the keywords may be updated as the learning algorithm improves.


  1. Babu AS (1999) Strategies for enhancing agility of make-to-order manufacturing systems. Int J Agile Man Syst 1(1):23–29CrossRefGoogle Scholar
  2. Bandyopadhyay S, Rees J, Barron JM (2008) Reverse auctions with multiple reinforcement learning agents. Decis Sci 39(1):33–63CrossRefGoogle Scholar
  3. Calosso T, Cantamessa M, Gualano M (2004) Negotiation support for make-to-order operations in business-to-business electronic commerce. Robot Comput Int Manuf 20:405–416CrossRefGoogle Scholar
  4. Cheng C, Chan CH, Lin K (2006) Intelligent agents for e-marketplace: negotiation with issue trade-offs by fuzzy inference systems. Decis Support Syst 42:626–638CrossRefGoogle Scholar
  5. Druckman D (1977) Negotiations: social-psychological persperctive. Sage, Beverly HillsGoogle Scholar
  6. Dumas M, Aldred LJ, Governatori G, ter Hofstede AHM (2005) Probabilistic automated bidding in multiple auctions. Electron Commer Res 5(1):25–49MATHCrossRefGoogle Scholar
  7. Faratin P, Sierra C, Jennings NR (1998) Negotiation decision functions for autonomous agents. Robot Auton Syst 24(3–4):159–182CrossRefGoogle Scholar
  8. Fazel Zarandi MH, Pourakbar M, Turksen IB (2008) A fuzz agent-based model for reduction of bullwhip effect in supply chains. Expert Syst Appl 34(3):1680–1691CrossRefGoogle Scholar
  9. Guillén G, Pina C, Espuña A, Puigjaner L (2005) Optimal offer proposal policy in an integrated supply chain management environment. Ind Eng Chem Res 44:7405–7419CrossRefGoogle Scholar
  10. Hausen T, Fritz M, Schiefer G (2006) Potential of electronic trading in complex supply chains: an experimental study. Int J Prod Econ 104(2):580–597CrossRefGoogle Scholar
  11. Huang C-C, Liang W-Y, Lai Y-H, Lin Y-C (2010) The agent-based negotiation process for B2C e-commerce. Expert Syst Appl 37:348–359CrossRefGoogle Scholar
  12. Jennings NR, Leung H (2003) On agent-mediated electronic commerce. IEEE Trans Knowl Data Eng 15(4):985–1003CrossRefGoogle Scholar
  13. Kurbel K, Loutchkor I (2005) A model for multi-lateral negotiations on an agent-based job marketplace. Electronic Commerce Research and Applications 4(3):187–203CrossRefGoogle Scholar
  14. Louta M, Roussaki I, Pechlivanos L (2008) An intelligent agent negotiation strategy in the electronic marketplace environment. Eur J Oper Res 187(3):1327–1345MATHCrossRefGoogle Scholar
  15. Mahdavi I, Mohebbi S, Zandakbari M, Cho N, Mahdavi-Amiri N (2009) Agent-based web service for the design of a dynamic coordination model in supply networks. J Intell Manuf 20(6):727–749CrossRefGoogle Scholar
  16. McClain JO, Thomas JL, Mazzola J (1992) Operations management: production of goods and services. Prentice Hall, Englewood CliffsGoogle Scholar
  17. Mohebbi S, Shafaei R (2010) e-Supply network coordination: the design of intelligent agents for buyer-supplier dynamic negotiations. J Intell Manuf. doi:  10.1007/s10845-009-0377-4
  18. Neubert R, Görlitz O, Teich T (2004) Automated negotiations of supply contracts for flexible production networks. Int J Prod Econ 89(2):175–187CrossRefGoogle Scholar
  19. Oduoza CF, Xiong MH (2009) A decision support system framework to process customer order enquiries in SMEs. Int J Adv Manuf Technol 42:398–407CrossRefGoogle Scholar
  20. Perrone G, Renna P, Cantamessa M, Gualano M, Bruccoleri M, Lo Nigro G (2003) An agent based architecture for production planning and negotiation in catalogue based e-marketplace. In: Proceedings of 36th CIRP—international seminar on manufacturing systems, 03–05 June 2003, Saarbruecken, Germany, pp 47–54Google Scholar
  21. Perrone G, Bruccoleri M, Renna P (2005) Designing and evaluating value added services in manufacturing E-Market places. Springer, NetherlandCrossRefGoogle Scholar
  22. Puigjaner L, Guillén-Gosálbez G, Mele FD (2008) Multiagent framework for modeling and design of supply chain networks. In: Papageorgiou LG, Georgiadis MC (eds) Supply chain optimization, part 1. Wiley-VCH, New York, pp 45–83Google Scholar
  23. Rahwan I, Sonenberg L, Jennings NR, McBurney P (2007) STRATUM: a methodology for designing heuristic agent negotiation strategies. Appl Artif Intell 21(6):489–527CrossRefGoogle Scholar
  24. Renna P (2010) Negotiation policies for e-procurement by multi agent systems. In: Nag B (ed) Intelligent Systems in Operations: Models, Methods, and Applications. IGI Publishing, LondonGoogle Scholar
  25. Renna P, Argoneto P (2009) Workload assignment in production networks by multi-agent architecture. In: Hassanien AE, Abraham A, Vasilakos AV, Pedrycs W (eds) Foundations of computational intelligence volume 1: learning and approximation: theoretical foundations and applications. Springer, New YorkGoogle Scholar
  26. Renna P, Argoneto P (2010) Production planning and automated negotiation for SMEs: an agent based e-procurement application. Int J Prod Econ 127(1):73–84CrossRefGoogle Scholar
  27. Rubinstein A (1982) Perfect equilibrium in a bargaining model. Econometrica 50:97–110MATHCrossRefMathSciNetGoogle Scholar
  28. Saha S (2006) Improving agreements in multi-issue negotiation. J Electron Commer Res 7(1):41–49Google Scholar
  29. Volling T, Spengler TS (2011) Modelling and simulation of order driven planning policies in build-to-order automobile production. Int J Prod Econ 131:183–193. doi: 10.1016/j.ijpe.2011.01.008 CrossRefGoogle Scholar
  30. Wang CX, Benaroch M (2004) Supply chain coordination in buyer centric B2B electronic markets. Int J Prod Econ 92:113–124CrossRefGoogle Scholar
  31. Wang M, Liu J, Wang H, Cheung WK, Xie X (2008) On-demand e-supply chain integration: a multi-agent constraint-based approach. Expert Syst Appl 34(4):2683–2692CrossRefGoogle Scholar
  32. Wong TN, Fang F (2010) A multi-agent protocol for multilateral negotiations in supply chain management. Int J Prod Res 48(1):271–299MATHCrossRefGoogle Scholar
  33. Ye Y, Liu J, Moukas A (2001) Agents in electronic commerce. Electron Commer Res 1(1–2):9–14CrossRefGoogle Scholar

Copyright information

© Springer-Verlag London Limited  2011

Authors and Affiliations

  1. 1.University of Basilicata, DIFAPotenzaItaly

Personalised recommendations