02203nas a2200241 a 450000500170000000800410001703500150005810000200007324500650009326000670015830000390022549000270026450001700029150200580046152010920051965000360161170000330164770000410168070000460172171000690176781000590183685600660189520260818143221.0091111s2009    th uu|m rtt   0|  a1eng d  a.b120527470 aVu Lam Chi Nhan10aInfluencing customer preferences to achieve sales objectives  aPathum Thani, Thailand :bAsian Institute of Technology,c2009  a53 p. :bill. +e1 online resource1 aThesis ;vno. IM-09-06  aA thesis submitted in partial fulfillment of the requirements for the degree of Master of Engineering in Information Management, School of Engineering and Technology  aThesis (M.Eng.) - Asian Institute of Technology, 2009  aOnline shopping is one of the most popular applications in the Internet.  Current online shopping systems usually employ recommendation technologies to assist customers in choosing the best product based on their preferences.  However, most of recommendation systems are neutral.  They do not have their own utility and only focus on how to effectively elicit the customer{u2019}s preferences, not how to affect them.  Recent results in customer behavior and decision analysis research have shown that the customer{u2019}s preferences  are  actually  constructive  and  thus  can  be  influenced.   This  thesis  works on  how  to  design  a  self-interested  automatic  sales  agent  that  can  influence  the  customer{u2019}s preferences to maximize its utility.  A general framework for such a capability was proposed and a prototype was built to evaluate the framework.  The evaluation results showed that our sales agent can achieve on average higher utility than that of normal recommendation systems while getting the same customer{u2019}s average utility and satisfaction level. 0aTeleshoppingxCustomer services1 aHaddawy, Peter,eChairperson1 aDo, Ba Khang,eExamination Committee1 aDailey, Mathew N.,eExamination Committee2 aBelgian Technical Cooperation (BTC), Vietnam,eScholarship donor2 aAsian Institute of Technology.tThesis ;vno. IM-09-06  3Full-Textuhttp://203.159.5.9/ait-thesis/detail.php?q=B03181