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Representation and Reuse of Design Knowledge: An Application for Sales Call Support

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Knowledge-Based and Intelligent Information and Engineering Systems (KES 2011)

Part of the book series: Lecture Notes in Computer Science ((LNAI,volume 6881))

Abstract

This paper presents a Bayesian network representation of the function-behavior-structure (FBS) framework [10], which is used to guide salespersons through conceptual design tasks in lead qualification situations. After we outline the lead qualification situation and state the need of design support for salespersons, a review of the related works shows the necessity for a knowledge representation, which explicitly addresses the uncertainty of design decisions. In the remainder we propose a representation, which is capable of this, and close with an application example for sales call support.

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Author information

Authors and Affiliations

  1. Furtwangen University, Robert-Gerwig-Platz 1, 78120, Furtwangen, Germany

    Julian R. Eichhoff & Wolfgang Maass

  2. University of St. Gallen, Dufourstrasse 40a, 9000, St. Gallen, Switzerland

    Wolfgang Maass

Authors
  1. Julian R. Eichhoff
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  2. Wolfgang Maass
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Editor information

Editors and Affiliations

  1. Institute of Integrated Sensor Systems, University of Kaiserslautern, Erwin-Schroedinger-str. 12, 67663, Kaiserslautern, Germany

    Andreas König

  2. Knowledge-Based Systems Group, Department of omputer Science, University of Kaiserslautern, P.O. Box 3049, 67653, Kaiserslautern, Germany

    Andreas Dengel

  3. School of Business, University of Applied Sciences Northwestern Switzerland, Riggenbachstr. 16, 4600, Olten, Switzerland

    Knut Hinkelmann

  4. Graduate School of Engineering, Osaka Prefecture University, 1-1 Gakuen-cho, 599-8531, Sakai, Osaka, Japan

    Koichi Kise

  5. KES International, P.O. Box 2115, BN43 9AF, Shoreham-by-sea, UK

    Robert J. Howlett

  6. University of South Australia, Mawson Lakes, 5095, Adelaide, SA, Australia

    Lakhmi C. Jain

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© 2011 Springer-Verlag Berlin Heidelberg

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Eichhoff, J.R., Maass, W. (2011). Representation and Reuse of Design Knowledge: An Application for Sales Call Support. In: König, A., Dengel, A., Hinkelmann, K., Kise, K., Howlett, R.J., Jain, L.C. (eds) Knowledge-Based and Intelligent Information and Engineering Systems. KES 2011. Lecture Notes in Computer Science(), vol 6881. Springer, Berlin, Heidelberg. https://doi.org/10.1007/978-3-642-23851-2_40

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  • DOI: https://doi.org/10.1007/978-3-642-23851-2_40

  • Publisher Name: Springer, Berlin, Heidelberg

  • Print ISBN: 978-3-642-23850-5

  • Online ISBN: 978-3-642-23851-2

  • eBook Packages: Computer ScienceComputer Science (R0)

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