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COSIMA – Sales Automation for E-Procurement

E-procurement is one of the fastest growing application areas for e-commerce. Though B2B transaction costs could be reduced recently by establishing XML based standards for electronic product catalogs and data interchange, B2B sales costs are still high due to the amount of human interaction. For the first time we present a fully automated electronic sales agent for e-procurement portals. The key technologies for this breakthrough are based on preferences modeled as strict partial orders, enabling a deep personalization of the B2B sales process. The interplay of several novel middleware components achieves to automate skills that so far could be executed only by a human vendor. As personalized search engine for XML based e-catalogs we use Preference XPath; the Preference Presenter implements a smart and sales psychology based presentation of search results, supporting various human sales strategies; the Preference Repository provides the management of situated long-term preferences; the flexible Personalized Price Offer and the multi-objective Preference Bargainer provide a personalized price determination and the opportunity to bargain about the price of an entire product bundle, applying up/cross and down selling techniques. Our prototype COSIMA, supported by industrial partners, has been demonstrated already successfully at a large computer fair.