Authors: Roman Šperka; Marek Spišák
Addresses: Department of Informatics, School of Business Administration in Karviná, Silesian University in Opava, Univerzitní nám, 1934/3a, 733 40, Karviná, Czech Republic ' Department of Informatics, School of Business Administration in Karviná, Silesian University in Opava, Univerzitní nám, 1934/3a, 733 40, Karviná, Czech Republic
Abstract: The aim of the paper is to describe the seller-to-customer negotiation in the business processes (sales) of a virtual company. Based on it we propose an innovative approach to simulate, investigate and to predict some of the key performance indicators of a trading company. The methods used to implement the simulation framework in the form of multi-agent system come out of the agent-based modelling and simulation techniques. The framework should be a basic part of a management information system operating in the integration with real system of a company (e.g., ERP system). The paper firstly presents some of the existing theories about consumer behaviour and the types of factors influencing it. Secondly, it characterises multi-agent model of a virtual company, the agents participating in the seller-to-customer negotiation, and the production function. Finally, the simulation results and their validation are described. To conclude, the proposed approach with the use of seller-to-customer negotiation could properly contribute to better decision-making process of a company's management.
Keywords: multi-agent simulation; multi-agent systems; seller-to-customer negotiation; sales; decision support; production function; agent-based systems; agent-based modelling; virtual organisations; virtual enterprises; key performance indicators; KPIs; management information systems; MIS; consumer behaviour.
International Journal of Simulation and Process Modelling, 2015 Vol.10 No.2, pp.156 - 162
Available online: 07 Jul 2015 *Full-text access for editors Access for subscribers Purchase this article Comment on this article