Research On The Impact Factors Of Bargaining Results Based On Automated Bargaining System

The Internet and World-Wide Web represent an increasingly important channel for retail commerce. There are more and more buyer shopping in the electronic shops. Some research results indicate that buyer prefer shopping at bargaining stores even when there is no financial gain. Therefore, research on bargaining issues under the conditions of electronic commerce is growing more and more important. At the same time, how to realize the bargaining functions of electronic shops is another problem to be solved. But the bargaining theory in electronic commerce is in development. Most researches on it are about how to realize bargaining function from the technique perspective and how to get the bargaining solution based on utility theory and others theory. And it is short to undertake researches from the consumer bargaining behavior perspective.Under this situation, this paper, from the seller's perspective, integrating experiments and survey methods, and taking automated bargaining system as its experimental platform, makes a research on the impact factors of bargaining results with the controllability of bargaining agents, aiming at solving the problem that the research on the bargainers'bargaining behaviors is short. The research subjects are the undergraduates of Harbin Institute of Technology.Firstly, this paper makes a research on the automated bargaining system and the consumer buying behavior in electronic markets, and designs the automated bargaining experimental system according to the requirements of the experiments. In the automated bargaining system, the bargaining protocol and concession strategy are its cores and are applied throughout the whole bargaining process.This paper studies the bargaining protocol and concession strategy, and then sets up a bargain protocol for the experiment system to control the interactive price offering process. This paper also sets up three such basic concession strategy models as greedy concession strategy, calm concession strategy and anxious concession strategy with the expectant price, the reservation price and the bargaining times set by the sellers.Secondly, a bargaining experiment is undertaken with the automated bargaining experimental system From May 19, 2006 to June 20, 2006. The experiments lasted 33 days. By the end of June 20, 2006, a total of 485 model data were collected and 225 were valid excluding repetitive data and invalid data, 173 was successfully transacted and the success transaction probability reached to 76.9%. The research mainly explores in the seller's concession strategyof the system, the personalities of buyer and the influence of the interaction between the two factors on the success transaction probability, the profit of sellers and the satisfaction degrees of buyer, etc. According to the results of the experiment, this paper sets up a model of the consumer bargaining behavior under electronic commerce conditions. Then this paper compares the research results to others'results, indicates the significative find and the scarcity of the research.Finally, this paper also makes some improvements in the automated bargaining system, according to the problems came up in the experimental research. Besides some improvements in how to confirm dynamic minimum price of seller's concession strategy, a hybrid strategies concession model is proposed. Also, a bargaining protocol based on the limit of commodities quantities is proposed except for strengthening the control over the price buyer's offer, and thus deals with the control issues over the practical bargaining process of commodity insufficiency. According to the result of the research in the impact factors in the bargaining process, this paper sets up a mechanism for the seller's concession strategyextraction on the basis of consumer bargaining behavior, in order to promote seller's gains. This paper also sets up a framework of automated bargaining system based on consumer bargaining behavior and the constraint of commodity quantity.