Abstract
In this paper, we claim that the online selling process can be improved if the experience of the customer is closer to that of one in a retailing store. For this purpose, we provide a virtual selling agent that is persuasive and adaptive. Our persuasive selling agent initiates the dialogue and drives it in order to simultaneously advance two processes: customer profiling and the identification of relevant proposals which are supported by arguments. Moreover, our virtual seller is adaptive since she is able to adjust her behaviour and her arguments according to the customer profile.
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Acknowledgements
This work is supported by the Ubiquitous Virtual Seller (VVU) project that was initiated by the Competitivity Institute on Trading Industries (PICOM). We thanks Bruno Beaufils, Laurent Deslandres, Adrien Nouveau, Isabelle Pialaprat, and the anonymous reviewers for their comments on this chapter.
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Delecroix, F., Morge, M., Routier, JC. (2013). A Virtual Selling Agent Which Is Persuasive and Adaptive. In: Ossowski, S. (eds) Agreement Technologies. Law, Governance and Technology Series, vol 8. Springer, Dordrecht. https://doi.org/10.1007/978-94-007-5583-3_37
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