Merchant differentiation through integrative negotiation in agent-mediated electronic commerce
Thesis (S.M.)--Massachusetts Institute of Technology, School of Architecture and Planning, Program in Media Arts and Sciences, 1998.
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| Format: | Thesis |
| Language: | eng |
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Massachusetts Institute of Technology
2005
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| Online Access: | http://hdl.handle.net/1721.1/9738 |
| _version_ | 1826215217985486848 |
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| author | Guttman, Robert H., 1969- |
| author2 | Pattie Maes. |
| author_facet | Pattie Maes. Guttman, Robert H., 1969- |
| author_sort | Guttman, Robert H., 1969- |
| collection | MIT |
| description | Thesis (S.M.)--Massachusetts Institute of Technology, School of Architecture and Planning, Program in Media Arts and Sciences, 1998. |
| first_indexed | 2024-09-23T16:19:16Z |
| format | Thesis |
| id | mit-1721.1/9738 |
| institution | Massachusetts Institute of Technology |
| language | eng |
| last_indexed | 2024-09-23T16:19:16Z |
| publishDate | 2005 |
| publisher | Massachusetts Institute of Technology |
| record_format | dspace |
| spelling | mit-1721.1/97382020-05-05T18:17:10Z Merchant differentiation through integrative negotiation in agent-mediated electronic commerce Guttman, Robert H., 1969- Pattie Maes. Program in Media Arts and Sciences (Massachusetts Institute of Technology) Architecture. Program in Media Arts and Sciences Thesis (S.M.)--Massachusetts Institute of Technology, School of Architecture and Planning, Program in Media Arts and Sciences, 1998. Includes bibliographical references (p. [149]-153). 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-a-Tete 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-a- Tete'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. Robert H. Guttman. S.M. 2005-08-19T19:50:03Z 2005-08-19T19:50:03Z 1998 1998 Thesis http://hdl.handle.net/1721.1/9738 42722126 eng M.I.T. theses are protected by copyright. They may be viewed from this source for any purpose, but reproduction or distribution in any format is prohibited without written permission. See provided URL for inquiries about permission. http://dspace.mit.edu/handle/1721.1/7582 153 p. 10036560 bytes 10036320 bytes application/pdf application/pdf application/pdf Massachusetts Institute of Technology |
| spellingShingle | Architecture. Program in Media Arts and Sciences Guttman, Robert H., 1969- Merchant differentiation through integrative negotiation in agent-mediated electronic commerce |
| title | Merchant differentiation through integrative negotiation in agent-mediated electronic commerce |
| title_full | Merchant differentiation through integrative negotiation in agent-mediated electronic commerce |
| title_fullStr | Merchant differentiation through integrative negotiation in agent-mediated electronic commerce |
| title_full_unstemmed | Merchant differentiation through integrative negotiation in agent-mediated electronic commerce |
| title_short | Merchant differentiation through integrative negotiation in agent-mediated electronic commerce |
| title_sort | merchant differentiation through integrative negotiation in agent mediated electronic commerce |
| topic | Architecture. Program in Media Arts and Sciences |
| url | http://hdl.handle.net/1721.1/9738 |
| work_keys_str_mv | AT guttmanroberth1969 merchantdifferentiationthroughintegrativenegotiationinagentmediatedelectroniccommerce |