Knowledge management for intelligent sales support in electronic commerce:
Gespeichert in:
| 1. Verfasser: | |
|---|---|
| Format: | Abschlussarbeit Buch |
| Sprache: | German |
| Veröffentlicht: |
Sankt Augustin
Infix
1999
|
| Schriftenreihe: | Dissertationen zur künstlichen Intelligenz
213 |
| Schlagworte: | |
| Online-Zugang: | Inhaltsverzeichnis |
| Beschreibung: | XII, 212 S. Ill., graph. Darst. |
| ISBN: | 3896012134 |
Internformat
MARC
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Datensatz im Suchindex
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| adam_text | Contents
1 Introduction 5
2 Electronic Commerce 9
2.1 Electronic Shops Today 10
2.1.1 An Example 11
2.2 The Business Situation 12
2.2.1 Market Study 12
2.2.2 The Different Sales Situations 13
2.2.3 The Vision: Electronic Customer Care 14
2.2.4 The Sales Situation 15
2.3 Consumer Behaviour Research 15
2.3.1 The Continuum of Buying Decision Processes 16
2.3.2 Consumer Buying Behaviour During Sales 17
2.3.3 The Communication Model for Sales 19
2.3.4 The Consumer Buying Motive 20
2.3.5 Summing Up 21
2.4 Electronic Shop Solutions 22
2.4.1 The Sales Process from our Viewpoint 22
2.5 The Information Sources 25
2.5.1 The Different Customers 25
2.5.2 Different Customer Situations 25
2.5.3 The Different Product Information 25
2.5.4 Practical Simplifications 27
3 Inside an Electronic Shop 29
3.1 The Electronic Shop Scenario 29
3.2 Customer Demands 30
3.3 Products and Product Information 34
3.3.1 The Continuum of Design Tasks 34
3.3.2 The Continuum of Products 36
3.3.3 Classification of Product Information 37
3.3.4 The Relation Between Products and Demands 38
3.4 The Negotiation Problem 39
2 CONTENTS
3.5 Negotiation 40
3.5.1 Approaches to Negotiation 41
3.5.2 Characteristics of Negotiation Approaches 42
3.6 The Different Problem Situations 43
3.7 The Electronic Shop Scenario Analysed 45
4 Intelligent Product Retrieval 49
4.1 Case Based Problem Solving 50
4.1.1 Similarity Based Retrieval 51
4.1.2 The CBR Cycle 52
4.1.3 The CBR Cycle for Electronic Commerce 53
4.1.4 The CBR Knowledge Containers 55
4.1.5 The Negotiation Problem and Case Based Reasoning 56
4.2 Case Based Retrieval 58
4.2.1 Product and Demand Modelling 59
4.2.2 The Domain Schema of the PC Domain 62
4.2.3 Retrieving Similar Sales Case 63
4.2.4 An Example for Similarity Based Retrieval 66
4.2.5 Benefits of the Approach 67
4.3 Analog Devices Product Catalogue 68
4.3.1 CBR Works Online 68
4.3.2 The Analog Devices Application 69
4.3.3 The Architecture 70
4.3.4 Product Representation 71
4.3.5 Product Similarity 71
4.3.6 An Example Sales Support Session 73
4.4 Discussion 74
4.4.1 The Virtual Travel Agency 74
4.4.2 Summing Up 75
5 Product Parameterisation 77
5.1 Adaptation in Case Based Reasoning 78
5.1.1 The Continuum of Adaptation Models 78
5.1.2 Null Adaptation 79
5.1.3 Transformational Adaptation 79
5.1.4 Generative Adaptation 80
5.1.5 Compositional Adaptation 83
5.1.6 Hierarchical Adaptation 83
5.1.7 Summary 84
5.2 Rule Based Product Parameterisation 84
5.2.1 Object Oriented Modelling and Rules 86
5.2.2 Rule Based Adaptation 87
5.2.3 Adaptation Rules for Product Parameterisation 87
CONTENTS 3
5.2.4 An Example System for Product Parameterisation 88
5.2.5 Discussion 90
6 Product Configuration 93
6.1 Sales Support for Configurable Products 95
6.1.1 Conceptual Hierarchy Oriented Configuration 95
6.1.2 The Product Configuration Framework 96
6.1.3 Configuration Operators 97
6.1.4 Configuration Actions 98
6.1.5 Configuration Knowledge 102
6.1.6 Configuration Control 104
6.1.7 Management of Dependencies 105
6.2 Configuration Knowledge Modelling 105
6.2.1 The Configuration Knowledge Editor 106
6.2.2 The Configuration Control Centre 107
6.3 An Example for Product Configuration 109
6.4 The Descriptive Domain Model 109
6.5 The Configuration Knowledge Ill
6.6 The Configuration Process 114
6.7 Discussion 115
6.7.1 transtec System Configurator 115
6.7.2 ZDNet Computer Shopper Wizard 116
6.7.3 Consequences 119
6.7.4 Summary 119
7 Acquisition of Customer Demands 121
7.1 Relations in the Demand/Product Space 122
7.1.1 Relations between Demand and Product Space 122
7.1.2 Relations in the Product Space 123
7.1.3 Relations between Demands 123
7.2 Sales Case Completion with Completion Rules 125
7.2.1 Completion Rules 125
7.2.2 An Example System for Sales Case Completion 126
7.2.3 Summary 128
7.3 Sales Case Consistency with Constraints 129
7.3.1 Constraint Based Support During Sales 130
7.3.2 Consistency Constraints 130
7.3.3 An Example System for Sales Case Consistency 130
7.3.4 Summary 132
7.4 Product Filtering with Constraints 133
7.4.1 An Example System for Product Filtering 133
7.4.2 Summary 134
7.5 Related Work 135
4 CONTENTS
7.6 Discussion 135
8 Sales Cycle Support 137
8.1 Customer Refinement Situations 138
8.1.1 Starting the Search 138
8.1.2 Restricting the Range 139
8.1.3 Extending the Range 140
8.1.4 Moving the Focus 140
8.2 The Demand Network 141
8.2.1 Basic Concepts 141
8.2.2 Changing the State of the Demand Network 145
8.2.3 Learning Relations 147
8.3 An Example Session 149
8.3.1 Discussion 152
8.3.2 Initial Demands with the Demand Network 152
8.4 Refinement with Rules 157
8.4.1 Moving the Focus 158
8.4.2 Restricting the Range with Entropy 159
8.5 Refinement and Configuration Operators 159
8.5.1 Discussion 161
8.6 The WEBSELL Project 162
9 Discussion 165
9.1 Contributions 165
9.1.1 Case Based Reasoning and the Sales Cycle 166
9.1.2 Knowledge Based Support of the Sales Cycle 167
9.2 The Solved Problem Situations 167
9.3 Related Work 171
A Syntax of Completion and Adaptation Rules I95
A.I Completion Rules 196
A. 1.1 Completion Rule Preconditions 196
A. 1.2 Completion Rule Conclusions 197
A.2 Adaptation Rules 198
A.2.1 Adaptation Rules Preconditions 198
A.2.2 Adaptation Rule Conclusions 199
B CASUEL Definition of the Example Domain 201
B.I Types 201
B.2 Attributes 205
B.3 Concepts 208
B.4 Similarity Measures 210
B.5 The Case Base 210
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| indexdate | 2024-07-09T18:35:01Z |
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| isbn | 3896012134 |
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| spelling | Wilke, Wolfgang Verfasser aut Knowledge management for intelligent sales support in electronic commerce Wolfgang Wilke Sankt Augustin Infix 1999 XII, 212 S. Ill., graph. Darst. txt rdacontent n rdamedia nc rdacarrier Dissertationen zur künstlichen Intelligenz 213 Zugl.: Kaiserslautern, Univ., Diss., 1999 Electronic commerce Knowledge management Information Retrieval (DE-588)4072803-1 gnd rswk-swf Fallbasiertes Schließen (DE-588)4363288-9 gnd rswk-swf Electronic Commerce (DE-588)4592128-3 gnd rswk-swf CAS (DE-588)4194719-8 gnd rswk-swf Produktinformation (DE-588)4227582-9 gnd rswk-swf (DE-588)4113937-9 Hochschulschrift gnd-content Electronic Commerce (DE-588)4592128-3 s CAS (DE-588)4194719-8 s Produktinformation (DE-588)4227582-9 s Information Retrieval (DE-588)4072803-1 s Fallbasiertes Schließen (DE-588)4363288-9 s DE-604 Dissertationen zur künstlichen Intelligenz 213 (DE-604)BV005345280 213 HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=008752557&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Wilke, Wolfgang Knowledge management for intelligent sales support in electronic commerce Dissertationen zur künstlichen Intelligenz Electronic commerce Knowledge management Information Retrieval (DE-588)4072803-1 gnd Fallbasiertes Schließen (DE-588)4363288-9 gnd Electronic Commerce (DE-588)4592128-3 gnd CAS (DE-588)4194719-8 gnd Produktinformation (DE-588)4227582-9 gnd |
| subject_GND | (DE-588)4072803-1 (DE-588)4363288-9 (DE-588)4592128-3 (DE-588)4194719-8 (DE-588)4227582-9 (DE-588)4113937-9 |
| title | Knowledge management for intelligent sales support in electronic commerce |
| title_auth | Knowledge management for intelligent sales support in electronic commerce |
| title_exact_search | Knowledge management for intelligent sales support in electronic commerce |
| title_full | Knowledge management for intelligent sales support in electronic commerce Wolfgang Wilke |
| title_fullStr | Knowledge management for intelligent sales support in electronic commerce Wolfgang Wilke |
| title_full_unstemmed | Knowledge management for intelligent sales support in electronic commerce Wolfgang Wilke |
| title_short | Knowledge management for intelligent sales support in electronic commerce |
| title_sort | knowledge management for intelligent sales support in electronic commerce |
| topic | Electronic commerce Knowledge management Information Retrieval (DE-588)4072803-1 gnd Fallbasiertes Schließen (DE-588)4363288-9 gnd Electronic Commerce (DE-588)4592128-3 gnd CAS (DE-588)4194719-8 gnd Produktinformation (DE-588)4227582-9 gnd |
| topic_facet | Electronic commerce Knowledge management Information Retrieval Fallbasiertes Schließen Electronic Commerce CAS Produktinformation Hochschulschrift |
| url | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=008752557&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
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