Modeling e-Negotiation Processes for a Service Oriented Architecture

Most of today's e-marketplaces support a single negotiation protocol. The protocol is usually built into the e-marketplace infrastructure, therefore if a new one is introduced then a time consuming and complex process of implementing it takes place. Moreover, participants in the e-marketplace need to adapt their interfaces to the new protocol, especially if they use automated tools to interact with the e-marketplace. This paper reports on a model-driven approach and a framework for rapid and user-friendly development of configurable service oriented e-negotiation systems. We believe that a formal specification of negotiation protocols and their separation from the market infrastructure that implements them is a step towards configurable e-negotiation systems. The protocols are graphically designed for the e-marketplace then mapped into web service orchestrations. Participants use automated negotiation systems to interact with the e-marketplace. These systems are generated based on the negotiation protocol implemented on the e-marketplace. A declarative language is used to specify negotiation strategies and tactics. We propose an algorithm to map Statechart models of negotiation protocols into web service orchestrations and we report on the current implementation of our framework.     

Combining Business Process Reengineering Concepts and Object-Oriented Technology for Effective Organizational Design

Today's business world is facing a plethora of managerial and technological changes beyond the capacity of any firm to control and absorb them. Customer satisfaction, development of new products, and introduction of new technologies are well-known driving forces, but their fast mutation and turmoil are making them unpredictable. Business process reengineering (BPR) is considered the most disruptive approach for designing organizations that can thrive in this turbulent environment. Although there is an increasing number of experiences that testify to its positive results, at present it is used mainly in large companies, and small and medium firms consider it as a risky and expensive activity. Within this framework, this article discusses a methodology for designing and implementing BPR, developed to overcome most of the limits that still bind its diffusion. This methodology supports firms in embedding reengineered processes knowledge owned by organizational units and in integrating available software and hardware, The focus of this article is on linking business and software modeling to allow the development of ad hoc new business processes while reducing risk of wasting time and money for useless requirements or for stiff solutions. The proposed methodology, starting from organizational requirements derived from business modeling, supports the analysis of costs, lead time, and quality or completeness trade-off of developed solutions. The phases of the methodology are discussed in detail together with an application example and results obtained from existing successful applications.     

A Conceptual Framework for the Design of Geo-Collaborative Systems

Geo-collaborative systems address the computational support to situations where people are working in different locations, gathering geographically-related data in the field and sharing knowledge. We propose a conceptual framework identifying the design issues that fundamentally set the stage for eliciting the requirements of geo-collaborative systems. The conceptual framework has five elements: places, teams, tasks, artifacts and geo-referenced knowledge. We also highlight two important relationships between some of these elements: (1) a task-artifact relationship, related with the need to increase the organizational decision making abilities through concerted efforts; and (2) an artifact-knowledge relationship, related with the need to support mechanisms for jointly understanding geo-referenced data. The conceptual framework was applied to the development of a groupware tool aiming to increase the productivity of the geological mapping process followed by a national agency with competence in this area. The paper describes in detail how the conceptual framework influenced the groupware design. The obtained results indicate that the framework can focus the designers on the human aspects of geo-collaboration and guide them through the initial design stages.     

On Combining Partial and Incompatible Information in E-negotiation and E-arbitration

The complexity of the problems to be addressed in an e-democracy framework and the variety of involved stakeholders, with different backgrounds, views and access to information sources, lead us to consider the case in which an e-negotiation should be performed among subjects who have partial, sometimes incompatible, information and can hardly gather to discuss issues together, under the supervision of a facilitator. We propose a statistical method which addresses the issue of partial and incompatible information, merging it and then using it to get a final decision, possibly in an automatic way, through processes of e-negotiation and e-arbitration.      

E-negotiation System Development: Using Negotiation Protocols to Manage Software Components

A major challenge in developing an e-negotiation system (ENS) is that the system should fit into the context which varies with negotiation cases. To mitigate context dependency, we propose to separate e-negotiation protocols from ENS and adopt a component-oriented approach. In this paper, we present a framework for e-negotiation protocols that implements this approach. The framework has been tested by developing several ENSs of which two had been tested in laboratory negotiation experiments with more than 100 participants.     

Learning for lower energy consumption

Energy‐efficient technologies are not just objects that might enable households to carry out more sustainable practices; they are tools, and using them effectively requires certain skills and knowledge. Households' difficulties in handling home heating and hot water technologies in particular have been highlighted as an obstacle to meeting energy conservation objectives. This has given rise to calls for improved support based on how the households define their activities and handle these technologies. By deploying a socio‐cultural theory of learning and using in‐depth interviews with households that have recently purchased renewable heating systems, this paper examines various situations in which people have learnt to use the technologies, and it discusses lessons learnt that may be useful for developing support. The results demonstrate three common learning approaches and identify situations where the learning process runs smoothly and where it does not. The conclusions suggest strategies for helping households overcome the resistance embedded in the interaction with the technologies, and they highlight the importance, when developing support, of starting with what creates meaning in various situations.     

The decision‐making process in viral marketing—A review and suggestions for further research

Viral marketing is used to widely distribute content. To achieve this goal, the basic decision‐making process from content reception to interaction must be clarified. This paper examines the decision‐making process of individuals in viral marketing using a new dynamic model. In addition, this work reviews the existing literature on viral marketing and structures to identify existing issues for further research. The decision‐making process is basically divided into two stages. In the first decision stage, individuals decide whether content should be considered. When individuals agree to view the content, they decide in the second stage whether they want to interact with it. These two decisions are influenced by three factors: the framework conditions, content, and interaction aims. With the help of the decision model, this paper summarizes the most important findings from viral marketing research over the last 20 years. In addition, this work provides new opportunities for further research in the field of viral marketing.     

Process and context in choice models

We develop a general framework that extends choice models by including an explicit representation of the process and context of decision making. Process refers to the steps involved in decision making. Context refers to factors affecting the process, focusing in this paper on social networks. The extended choice framework includes more behavioral richness through the explicit representation of the planning process preceding an action and its dynamics and the effects of context (family, friends, and market) on the process leading to a choice, as well as the inclusion of new types of subjective data in choice models. We discuss the key issues involved in applying the extended framework, focusing on richer data requirements, theories, and models, and present three partial demonstrations of the proposed framework. Future research challenges include the development of more comprehensive empirical tests of the extended modeling framework.     

Technology revenue management system for customer groups in hotels

This paper discusses revenue management; a technique that focuses on decision making that will maximize profit from the sale of perishable inventory units. New technologies management plays an important role in the development of revenue management techniques. Each new advancement in technology management leads to more sophisticated revenue business capabilities. Today decision support revenue management systems and technologies management are crucial factors for the success of businesses in service industries. This paper addresses the specific case of customer groups in hotels. This paper introduces a new decision support system that sets the revenue maximization criteria for a hotel. The aforementioned system includes a set of demand forecasting methods for customers and addresses a general case considering individual guests and customer groups. The system also incorporates deterministic and stochastic mathematical programming models that help to make the best decisions. The actual revenue depends upon which reservation system the hotel uses. A simulation engine makes a comparison between different heuristics of room inventory control: the results include performance indexes such as occupancy rate, efficiency rate, and yield; it compares results and chooses one of them. The system proves its suitability for actual cases by testing against actual data and thus becoming an innovative and efficient tool in the management of hotels' reservation systems.     

Obsolescence risk in advanced technologies for retailing: A management perspective

In recent years, a great deal of research focused on the introduction of advanced technologies for making traditional stores more appealing and attractive, with several benefits for the retail process. Since the introduction of these innovative systems involves several risks that can have a negative impact on business profitability, this paper aims at investigating to what extent it is possible to reduce these risks by proposing an explorative framework for a successful risk management strategies in retail context. Key results of this research concern the importance of the risk management also for retail sector, with emphasis on the introduction/adoption decision of innovative technologies in the points of sale, with consequences for retail-oriented industries. To achieve this task, the current study synthesizes findings from several fields such as management, marketing, and computer science.     

The interrelationships between brand and channel choice

We propose a framework for the joint study of the consumer’s decision of where to buy and what to buy. The framework is rooted in utility theory where the utility is for a particular channel/brand combination. The framework contains firm actions, the consumer search process, the choice process, and consumer learning. We develop research questions within each of these areas. We then discuss methodological issues pertaining to the use of experimentation and econometrics. Our framework suggests that brand and channel choices are closely intertwined, and therefore studying them jointly will reveal a deeper understanding of consumer decision making in the modern marketing environment.     

Practically wise ethical decision‐making: An ethnographic application to the UNE‐Millicom merger

Integrated approaches in the ethical decision‐making (EDM) and practically wise decision‐making literature are emerging as alternative perspectives to management theories that conceptualize decision‐making in a rationalist and value‐free manner. However, more dialogue between both perspectives and qualitative research that applies them is required. In addition, there is a need for empirical analysis on business engagement in the face of grand challenges in developing countries. This paper proposes an integrated practically wise EDM framework to study how Colombian councilors who, in 2013, voted for or against the merger between the Colombian state‐owned company UNE and the Swedish multinational Millicom interpret this decision and its public impact. Qualitative semi‐structured interviews were conducted with a voluntary sample of 18 of 21 councilors. Supporters of the UNE‐Millicom merger expressed open‐mindedness, seeing the merger as a means to achieve justice. On the contrary, the merger’s opponents expressed circumspection, doubting that Millicom’s intentions really leaned toward justice. We conclude that practical wisdom—embodied by both supporters and detractors—fosters an understanding of EDM beyond what leaders should not do. It also includes a democratic and balanced deliberation on what leaders think they should do to promote the common good.     

Digital transformation in maritime ports: analysis and a game theoretic framework

Digitalization is pushing the maritime industry beyond its traditional limits and provides many new opportunities to enhance the productivity, efficiency, and sustainability of logistics. The concept of smart ports, for instance, aims to adopt modern information technologies to enable a better planning and management within and between ports. Strong facilitators of the digitalization are investments into technology and cooperations for promoting information sharing and a better coordination and collaboration, often regarded as a stumbling block in highly competitive environments. Besides many new opportunities, important economic issues and problems arise. We provide an overview of the development and state-of-the-art of digital transformation in modern seaports in order to identify current potentials and barriers. Focusing on the crucial and challenging aspects of coordination and collaboration, we present a conceptual game theoretic framework that allows benefits and cost allocations considering inter-, intra-, and meta-organizational perspectives. We further demonstrate how this framework can be used to develop tools and methods for supporting strategic decision making for driving the digital transformation in seaports and addressing new economic issues and problems.     

Transitioning From Dynamic Decision Support to Context-Aware Multi-Party Coordination: A Case for Emergency Response

In this paper, a general framework of context-aware multi-party coordination systems is proposed which extends the concept of dynamic decision making and functionality of dynamic decision making support systems in response to large-scale complex events. Using disaster responses as illustrative examples, event responders and decision makers face dynamic and complex problems with environmental, organizational, and activity-based issues. These issues are addressed by incorporating context-awareness, multi-party relationship management, and task-based coordination components into a framework for context-aware multi-party coordination systems.     

The Role of Emotion and Language in Dyadic E-negotiations

This paper examines the emotion and tone of language used by e-negotiation participants. Eight hundred e-negotiations of varying lengths were studied and significant differences between successful and unsuccessful e-negotiations were uncovered. Participants in successful e-negotiations expressed significantly more positive emotion and agreeable language, and significantly less negative language in their textual exchanges than participants in failed e-negotiations. Further, successful e-negotiations were shorter in elapsed time than unsuccessful e-negotiations. Logistic regression results indicate that use of agreeable language throughout the e-negotiation process is a significant predictor of e-negotiation success, while the use of negative language is only significant to e-negotiation success (failure) in the last half of the e-negotiation.     

Predictive Strength of Lending Technologies in Funding SMEs

Using a proprietary database of lending decisions (N = 9,898) for small and medium‐sized enterprises (SMEs), the paper investigates how banks cope with the adverse selection dilemma. Based on an intertemporal framework, we qualify incorrect and correct lending decisions of banks and investigate the power of lending technologies to predict errors and correct choices. Findings suggest that adverse selection can be better controlled by a durable bank–firm relationship, as well as by an atomistic loan decision process, at the local level. By contrast, a loan decision‐making process based exclusively on hard financial information about SMEs may lead to adverse selection errors.     

Leveraging collective intelligence: How to design and manage crowd-based business models

Advances in digital technologies have increased the possibilities for outsourcing business activities to crowds of independent contributors. Using the collective intelligence of a crowd opens a new range of business opportunities. In fact, crowdsourcing has led to the emergence of entirely new business models. Such crowd-based business models (CBBMs) can lead to an important competitive advantage while simultaneously presenting new challenges to entrepreneurs and executives. This article identifies and discusses three key challenges in designing and managing CBBMs: determining (1) the crowd's value to the firm, (2) how to create superior value for the crowd, and (3) how to capture value from the crowd effectively. Building on the crowd capital perspective and an analysis of the tactics and practices of successful CBBMs, this article offers propositions on how to overcome these challenges and manage such business models effectively. The identified practices can inspire decision makers when designing innovative CBBMs for their industries. Finally, the article concludes with a framework with the key decisions and tactics for effectively managing CBBMs.     

Collaborative Planning in Multi-tier Supply Chains Supported by a Negotiation-Based Mechanism and Multi-agent System

Effective business process collaboration between companies operating in a supply chain can bring about important benefits, but several barriers need to be overcome. One important obstacle evidenced by professionals is related to the information and communication technologies used to support such collaboration. Although a supplier and a manufacturer may be willing to establish a closer relationship, a lack of easy-to-operate enterprise applications can thwart their collaborative ambitions. Specific technologies are required for each type of collaborative business process as generic applications do not lend themselves to addressing complex situations. Complexity lies in the need to consider common standards for information and decision exchanges, and for designing and implementing the right information and decision flow among supply chain members to support collaborative processes. This paper focuses on collaboration of demand, production and replenishment planning along a supply chain, and proposes a multi-tier, negotiation-based mechanism supported by a multi-agent system. The research hypothesis is that improvements in the service and profit level of supply chain members, and in the entire supply chain, can be achieved by implementing this form of collaboration. The proposed collaborative planning model was used to address a real automotive supply chain configuration for the purpose of testing its appropriateness and validating its performance.     

Designing a Participatory Process for Stakeholder Involvement in a Societal Decision

For many societal decisions, governments and public bodies are beginning to involve stakeholders and the general public to a far greater extent than previously in the decision process. Stakeholder workshops, citizen juries, focus groups, electronic forums, web-polling and many other means of consultation are being used to draw citizens into the process of deciding between different options on the management of their communities. Politicians are drawn to such instruments because greater public involvement seems to achieve greater acceptance of the ultimate decision and, arguably in more objective terms, a better decision. Many academic studies have investigated participation and wider aspects of deliberative democracy and found that the politicians’ intuition is borne out in practice. However, while there have been many studies focused on specific instruments of participation, few have compared different ones. Moreover, there seems to be a dearth of advice on how to assemble a set of different instruments into a complete participatory decision making process. This paper offers a decision modelling framework which, firstly, provides a methodology which may be used to design participatory processes and, secondly, raises a number of questions which future comparative studies will need to address.