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Institut für Betriebswirtschaftslehre (bis 2010)

Permanent URI for this collectionhttps://hohpublica.uni-hohenheim.de/handle/123456789/50

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Browsing Institut für Betriebswirtschaftslehre (bis 2010) by Person "Schoop, Mareike"

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    A hybrid model of electronic negotiation : integration of negotiation support and automated negotiation models
    (2008) Rehman, Moez ur; Schoop, Mareike
    Electronic business negotiations are enabled by different electronic negotiation models: automated negotiation models for software agents, negotiation support models for human negotiators, and auction models for both. To date, there is no electronic negotiation model that enables bilateral multi-issue negotiations between a human negotiator and a negotiation agent?an important task in electronic negotiation research. In this thesis, a model is presented that integrates the automated negotiation model and the negotiation support model. The resulting hybrid negotiation model paves the way for human-agent business negotiations. The integration of two models is realised at the levels of negotiation process, communication support and decision making. To this end, the negotiation design, negotiation process, negotiation decision making, and negotiation communication in negotiation support systems (NSSs) and agent negotiation systems (ANSs) are studied and analysed. The analyses on these points help in strengthening the motivation behind hybrid negotiation model and setting aims for the integration of an NSS and an ANS in hybrid negotiation model. We mainly propose a human-agent negotiation design, negotiation process protocols to support the design, a hybrid communication model for human-agent interaction, an agent decision-making model for negotiation with human, and a component for interoperability between NSS and ANS. The agent decision-making model is composed of heuristic and argumentation-based negotiation techniques. It is proposed after analysing different automated negotiation models for different human negotiation strategies. The proposed communication model supports human negotiator and negotiation agent to understand and process negotiation messages from each other. This communication model consists of negotiation ontology, a wrapper agent, and a proper selection of an agent communication language (ACL) and a content language. The wrapper agent plays a role for interoperability between agent system and NSS by providing a communication interface along with the negotiation ontology. The negotiation ontology, ACL and agent content language make the communication model of negotiation agent in ANS. The proposed hybrid model is realised by integrating an ANS into NSS Negoisst. The research aim is to show that a hybrid negotiation system, composed of two heterogeneous negotiation models, can enable human-agent multi-issue integrative negotiations.
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    Electronic negotiation support systems and their role in business communication : an exploratory evaluation of auction use
    (2007) Köhne, Frank; Schoop, Mareike
    Electronic communication media and electronic commerce have become substantial components of economic interaction. Buyers and consumers are increasingly integrated in processes of product and service specification. More and more coordination processes are conducted digitally or partly automated. Buyer-supplier relationships change. In the post-hype phase regarding online-auctions long term relationships prevail ? however, the electronic communication via e-mail as well as the different types of reverse auction have been established as business processes. The dissertation contributes to an understanding of the appropriation and use processes of electronic procurement auctions, i.e. the only form of electronic negotiation with sufficient market-penetration for a field study. Consequently, it explicates the effects of the technology in its application context. The focus of the study is on an aspect, which is hardly suitable for experimental analysis: the identification and contextualisation of organisational communication effects. It shows how auction systems can generate efficiencies as well as relational threats and communicative barriers. The latter is mainly achvied through references to the theory of Habermas. Based on the field study, conclusions for the adequate design and choice of negotiation support technology are drawn.