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WO2001055927A1 - Procede fermant les ventes sur un reseau ouvert utilisant un systeme de marchandage automatique - Google Patents

Procede fermant les ventes sur un reseau ouvert utilisant un systeme de marchandage automatique Download PDF

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Publication number
WO2001055927A1
WO2001055927A1 PCT/US2000/034123 US0034123W WO0155927A1 WO 2001055927 A1 WO2001055927 A1 WO 2001055927A1 US 0034123 W US0034123 W US 0034123W WO 0155927 A1 WO0155927 A1 WO 0155927A1
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WO
WIPO (PCT)
Prior art keywords
transaction
purchaser
merchant
marketplace
parameters
Prior art date
Application number
PCT/US2000/034123
Other languages
English (en)
Inventor
Zachary Nelson
Arvind Narain
Original Assignee
Network Associates, Inc.
Priority date (The priority date is an assumption and is not a legal conclusion. Google has not performed a legal analysis and makes no representation as to the accuracy of the date listed.)
Filing date
Publication date
Application filed by Network Associates, Inc. filed Critical Network Associates, Inc.
Priority to AU2001221069A priority Critical patent/AU2001221069A1/en
Publication of WO2001055927A1 publication Critical patent/WO2001055927A1/fr

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Classifications

    • G—PHYSICS
    • G06—COMPUTING; CALCULATING OR COUNTING
    • G06Q—INFORMATION AND COMMUNICATION TECHNOLOGY [ICT] SPECIALLY ADAPTED FOR ADMINISTRATIVE, COMMERCIAL, FINANCIAL, MANAGERIAL OR SUPERVISORY PURPOSES; SYSTEMS OR METHODS SPECIALLY ADAPTED FOR ADMINISTRATIVE, COMMERCIAL, FINANCIAL, MANAGERIAL OR SUPERVISORY PURPOSES, NOT OTHERWISE PROVIDED FOR
    • G06Q30/00—Commerce
    • G06Q30/06—Buying, selling or leasing transactions

Definitions

  • the present application is also related to the following U.S. patent applications, all of which are filed concurrently herewith and are incorporated by reference herein: Serial No. 09/651 ,466 entitled SYSTEM AND METHOD FOR PROVIDING DYNAMIC APPLICATION SERVICES; Serial No. 09/650,983 entitled SYSTEM AND METHOD FOR EFFICIENT DISTRIBUTION OF APPLICATION SERVICES; Serial No. 09/651 ,465 entitled SYSTEM AND
  • the present invention relates, in general, to electronic commercial transactions, and, more particularly, to software, systems and methods for enabling commercial transactions. Also, the present invention is related to commercial transactions conducted in a manner that permits a seller to haggle with a purchaser based upon criteria known to the seller and relevant to the value of the commercial transaction.
  • Computer systems including business systems, entertainment systems, 5 and personal communication systems are increasingly implemented as distributed software systems. These systems include application code and data that are distributed among a variety of data structures, data processor systems, storage devices and physical locations. Increasingly, computer systems and especially distributed computing environments are used to provide 0 a platform for consumer and business commercial transactions.
  • a salesman may consider, for example, sales quotas and how much of the quota has been achieved as well as proximity to the time at which the sales quotas will be measured.
  • a salesman may be more flexible on price if only a few more units need to be sold to meet a o goal that is only a day or two away.
  • Automated transaction systems fail to account for these variable values at transaction time leading to inefficiency and missed opportunity.
  • the one price transaction model often delays purchases until a 5 manufacturer lowers a price over time, for example, to a point where both the purchasers and sellers expectancies are met. This is a slow, inefficient process that leaves the items of exchange in the wrong hands for longer than necessary. Morever, many products have limited "shelf life". This is not just the case with perishable goods (e.g., food) but also with clothing, seasonal o goods, software, and the like. Almost all goods and services experience some loss in value over time. For example, as consumer tastes and needs evolve a once popular clothing style may become difficult to sell. In these cases the product must be discounted or returned to the supplier at a loss to all parties. The difficulties in pricing products using single-price models lead to distribution delays that cause product/service values to waste before a sale is made. Retailers have long sought more efficient distribution solutions that efficiently supply goods to purchasers at prices that will maximize profits and encourage sales in a commercially reasonable time.
  • U.S. Patent 6,035,288 describes an electronic commerce system in which prices are negotiable. This system encourages haggling as a sole means for conducting a transaction and so cannot realize the many benefits of single price models. Moreover, this system enables only a single transaction parameter to be negotiated-phce. This fails to recognize that any given transaction involves multiple transaction parameters that affect whether a transaction can be completed.
  • One example of online haggling software can be found at http://www.haggle.com/proxy.html.
  • a proxy robot is used to represent one of the participants. Preselected bidding rules are established by the represented participant.
  • This system is adapted to operate is an auction environment with multiple competing bidders and a limited supply of goods and/or services. However, it does not address the needs for haggling in a merchant-to-consumer transaction as it cannot deal with multiple transaction parameters and the final transaction value would always rise to the maximum bid supplied by the represented participant.
  • the present invention involves a method of conducting an automated commercial transaction.
  • An item including transaction parameters to be used by a purchaser in deciding to commit to a commercial transaction is presented to a potential purchaser.
  • the potential purchaser after receiving the presented transaction parameters, accepts or rejects the commercial transaction.
  • a marketplace variable affecting the commercial transaction is obtained.
  • at least one transaction parameter is modified based on the identified marketplace variable to generate an alternative offer.
  • the alternative offer is presented to the potential purchaser at transaction time.
  • Fig. 1 shows a networked computer environment in which the present invention is implemented
  • Fig. 2 shows an electronic commerce environment in which the present invention is implemented
  • Fig. 3 illustrates a flow diagram indicating logical relations between process steps in an exemplary implementation of the present invention.
  • the present invention is related to a merchant-initiated haggle system.
  • the initial transaction environment may be a conventional "one-price" offer and haggling may or may not occur at the merchant's option.
  • a party opposite the merchant such as a consumer, purchaser, or automated agent representing a consumer or purchaser, is able to respond to an alternative offer by varying its own transaction parameters.
  • a purchaser may prompt the merchant to haggle, but whether or not a negotiation takes place remains the power of the merchant.
  • the present invention is illustrated and described in terms of a distributed computing environment such as an enterprise computing system using public communication channels such as the Internet.
  • an important feature of the present invention is that it is readily scaled upwardly and downwardly to meet the needs of a particular application. Accordingly, unless specified to the contrary the present invention is applicable to significantly larger, more complex network environments as well as small network environments such as conventional LAN systems.
  • FIG. 1 shows an exemplary computing environment 100 in which the present invention may be implemented.
  • Environment 100 includes a plurality of local networks such as Ethernet network 102, FDDI network 103 and Token ring network 104.
  • local networks 102, 103 and 104 are each coupled to network 101 through routers 109.
  • LANs 102, 103 and 104 may be implemented using any available topology and may implement one or more server technologies including, for example a UNIX, Novell, or Windows NT, or peer-to-peer type network.
  • Each network will include distributed storage implemented in each device and typically includes some mass storage device coupled to or managed by a server computer.
  • Network 101 comprises, for example, a public network such as the Internet or another network mechanism such as a fibre channel fabric or conventional WAN technologies.
  • Local networks 102, 103 and 104 include one or more workstations such as computers 117.
  • One or more computers 117 may be configured as an application and/or file server.
  • Each local network 102, 103 and 104 may include a number of shared devices (not shown) such as printers, file servers, mass storage and the like.
  • devices 111 may be shared through network 101 to provide application and file services, directory services, printing, storage, and the like.
  • Routers 109 provide a physical connection between the various devices through network 101. Routers 109 may implement desired access and security protocols to manage access through network 101.
  • Each of the computing devices shown in FIG. 1 may include memory, mass storage, and a degree of data processing capability sufficient to manage their connection to network 101.
  • the computer program devices in accordance with the present invention are implemented in the memory of the various devices shown in FIG. 1 and enabled by the data processing capability of the devices shown in FIG. 1.
  • Selected components of the present invention may be stored in or implemented in shared mass storage.
  • appliances 117 may also connect to network 101 using the public switched telephone network 102 by way of dial-up connections.
  • Dial-up connections are supported by a variety of Internet service providers (ISPs) 107.
  • ISPs Internet service providers
  • Dial up connections may be support by landline connections or through wireless interfaces to PSTN 102 such as available in digital and analog cellular systems.
  • ISP 107 supports a connection to network 107.
  • Fig. 2 shows an electronic commerce environment implemented within the computing environment shown in Fig. 1. As shown in Fig. 2 the system in accordance with the present invention enables a transaction between a buyer accessing the environment through appliances 107 using, for example, a web browser program 201.
  • a merchant or seller operates a web site 202 using a Web server.
  • Web site 202 may be implemented using off-the-shelf commercially available web server software or electronic commerce software or custom variations thereof. Web site 202 may be implemented on one or more web servers. Alternatively, a single web server instance may support multiple web sites 202. Web site 202 offers products and/or services for sale by generating text, graphic, and multimedia content presenting the offered goods and/or services for display by browsers 201. Preferably, web site 202 comprises an electronic commerce storefront as opposed to an auction site or haggle-only type 5 commerce site. In other words, a merchant controlling site 202 offers goods and/or services at a predetermined stated price with the intention of selling at the stated price.
  • a haggle component 203 may be activated.
  • Haggle component 203 accesses a 0 transaction-time record 205 within a data store 204 and applies selected business rules to determine whether or not to attempt to haggle with a particular customer over a particular set of goods/services.
  • a purchaser cannot directly activate haggle component 203, although it is contemplated that a purchaser may be enabled to prompt web site 5 202 to activate haggle component 203.
  • the control over whether a haggle component 203 is used in a particular transaction remains within web site 202 and therefore the merchant that controls web site 202 remain in control of when and how haggling becomes involved in the transaction.
  • the transaction time record 205 includes a number of fields indicating o various state information that represents marketplace variables that are useful in determining whether to haggle a transaction. While the information contained in transaction-time record 205 need not be changed often, it is contemplated that it is maintained frequently enough so that it can be used by haggle component 203 to make reliable decisions at transaction-time.
  • the 5 exemplary information fields shown in Fig. 2 are representative and it is contemplated that other types of marketplace information may be relevant to a particular merchant.
  • the business rules used to control haggling component 203 may be provided within transaction time record 205 or may be coded into haggle o component 203 itself.
  • Various types of marketplace information such as current product inventory information and related product information (e.g., accessories or up-sell/down-sell products) are examples of information that may be included.
  • Other types of marketplace information include variables that would typically affect a salesman such as sales quotas for the requested 5 product/service as well as other related products and services that are potential up-sell, down-sell and cross-sell candidates.
  • Considerations also include a measure of how much of the quota(s) has (have) been achieved and how long until the performance-to-quota will be measured.
  • Factory or wholesaler incentive commissions also called “spiff') o that are available on this product or other product alternatives are also considered.
  • a pending transaction might be "sweetened" for a purchaser by including a free or discounted good/service which is attractive to the retailer who knows that a manufacturer is currently offering an incentive discounted good/service.
  • These types of considerations are only examples of 5 the factors that are considered by human participants in a sales transaction. Any factor that is of value to the merchant may be used to determine or contribute to the determination of whether haggle component will be used in a particular transaction.
  • customer history o information reflecting historical transactions that may indicate other products/services that have been purchased by the customer and whether particular haggling rules were effective in those prior transactions.
  • a calendar of sales events and/or accounting time periods for both the current product and the related products may be included to indicate recent or future 5 sales events such as month end or quarter end discounts that may be applicable to a particular transaction.
  • a counter entry is optionally maintained in the transaction time record or within haggle component 203 to reflect the number of negotiating rounds that have occurred in a current transaction and is used by the business rules to determine progress or termination of current o efforts to negotiate a sale.
  • Transaction-time record 205 is illustrated as a single data structure for ease of illustration and understanding, however, it is contemplated that record 205 may be implemented as a virtual data structure by logical and/or relational combination of data from a variety of sources. For example, current inventory of an item may be pulled from an inventory database whereas sales promotion information may come from a merchant's catalog or marketing database. Competitive pricing information, for example, may be drawn from a competitor's web site or a third-party product review site such as http://www.cnet.com or http://www.pricewatch.com.
  • a transaction-time record 205 may exist per se only at transaction time when haggle component 203 accesses various data stores to obtain the marketplace parameters called for by a particular set of business rules.
  • One or more appliances 117 may connect to a "buyer agent" module 211 that implements certain functionality on behalf of purchasers.
  • a buyer's agent 211 data packets that are directed to the buyer must be redirected to the agent 211. This can be implemented using conventional proxy technology.
  • the buyer agent 211 implements rules specified by the buyer that is represented. These rules may be static, dynamic, or adaptive to a particular transaction. The rules specified knowledge of negotiation or transaction factors that are significant to be represented principal. In practice these factors can be stored in, for example, a hash table form with a plurality of key:value pairs. Preferably each factor is associated with a user-specified weight. The weight is used to indicate how important this factor is to the represented principal.
  • the buyers agent 211 in accordance with the present invention use the specified transaction factors to haggle with the opposing party of the transaction. In this manner, a transaction may be consummated by two agents haggling with each other using the factors and weights specified by the business rules.
  • Fig. 3 shows an exemplary flow diagram of a negotiated transaction using haggle component 203 in accordance with the present invention.
  • the example of Fig. 3 involves a transaction for software application services such as provided by virus scanning software.
  • a service is provided in step 301 by scanning a computer's disk and/or memory resources for virus code against a predefined library of known viral agents.
  • the service can be provided at various service levels to meet the needs of a 5 particular customer.
  • the service frequency may be varied, the extensiveness of the scan may be altered (i.e., include/exclude network drives) or a customer may order various numbers of scans of different types.
  • Web site 202 presents a web page having controls that enable a user to select various levels of service at various specified prices.
  • the prices may 0 include quantity discounts and/or reflect other promotional pricing that currently applies.
  • a user selects a level of service and the predetermined price for the selected service is presented in step 303.
  • the user is given control options to accept, decline, or change the level of service in response to the proposal from web site 202.
  • the process returns to step 302 by presentation of one or more web pages that enable the user to select the desired level of service and obtain pricing information for the changed level of service.
  • the present invention allows a conventional transaction to continue upon acceptance of a price for the level of service.
  • transaction o specific processes 305-308 are performed to complete the transaction.
  • a registration form is presented to obtain customer-specific information so as to document and memorialize the transaction.
  • Payment is collected in step 306 using any available payment mechanism including online credit card information, deposit 5 account charges, and/or phone authorization.
  • SLA software license agreement
  • Upon acceptance of the SLA in step 308 services are provided in 301.
  • the process is ended at step 309. It is contemplated that rather than ending the transaction after an SLA declination, a o modified version of haggle component 203 may be activated to negotiate changes to the SLA in a manner akin to negotiation of other transaction parameters.
  • the present invention determines whether to 5 activate haggle component 203 in process 310. Any number of criteria may be considered in process 310 as specified by the business rules selected by a merchant.
  • a haggle may be appropriate for frequent purchases, when a sales event calendar indicates a significant calendar event such as accounting time period (e.g., month-end closing, quarterly closing or 0 the like) that increases the merchants desire to sell product, competitor price information, and the like.
  • accounting time period e.g., month-end closing, quarterly closing or 0 the like
  • the process is ended at step 309. The potential customer may or may not be informed that a haggle was considered.
  • an alternative offer is generated and presented in step 311.
  • An important feature of the present invention is that the alternative offer preferably takes into consideration any number of transaction parameters and marketplace variables as specified in the business rules. This is in contrast to some haggling solutions that o consider price as the only dynamic transaction parameters. Examples of transaction parameters include price, quantity, frequency of service, bundling with accessory products, as well as alternative goods and services selected to up-sell or down-sell a particular customer.
  • An alternative offer is presented in step 311. 5 Process 304 is then re-entered to enable the customer to accept, change or decline the alternative offer. By changing the alternative offer the customer becomes an active participant in the negotiation process.
  • the alternative offer may provide one-hundred virus scans at a quantity discount over the originally contemplated purchase of ten scans.
  • a customer may propose more or fewer scans to at the proposed price and submit that.
  • an acceptance of a negotiated offer leads to transaction-specific processing steps 305-308.
  • a decline leads to further consideration of haggling at step 310.
  • the present invention may elected to decline further haggling.
  • new alternative offers may be presented for consideration any number of times by reentehng process 311.

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  • Business, Economics & Management (AREA)
  • Accounting & Taxation (AREA)
  • Finance (AREA)
  • Development Economics (AREA)
  • Economics (AREA)
  • Marketing (AREA)
  • Strategic Management (AREA)
  • Physics & Mathematics (AREA)
  • General Business, Economics & Management (AREA)
  • General Physics & Mathematics (AREA)
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Abstract

Procédé de conduite d'une transaction commerciale automatique. Un article comprenant des paramètres de transaction à utiliser par un acheteur pour décider d'effectuer une transaction commerciale est présenté (201) à un acheteur potentiel (107). L'acheteur potentiel, après réception des paramètres de transaction présentés (205), accepte ou rejette la transaction commerciale. Au moment de la transaction, une variable de marché affectant la transaction commerciale est obtenue (202). En réponse au rejet, au moins un paramètre de transaction est modifié sur la base de la variable de marché identifiée pour produire une autre offre (203). L'autre offre est présentée à l'acheteur potentiel au moment de la transaction.
PCT/US2000/034123 2000-01-28 2000-12-15 Procede fermant les ventes sur un reseau ouvert utilisant un systeme de marchandage automatique WO2001055927A1 (fr)

Priority Applications (1)

Application Number Priority Date Filing Date Title
AU2001221069A AU2001221069A1 (en) 2000-01-28 2000-12-15 Method closing sales over an open network using an automated haggling system

Applications Claiming Priority (4)

Application Number Priority Date Filing Date Title
US17882600P 2000-01-28 2000-01-28
US60/178,826 2000-01-28
US65055800A 2000-08-30 2000-08-30
US09/650,558 2000-08-30

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WO2001055927A1 true WO2001055927A1 (fr) 2001-08-02

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Cited By (3)

* Cited by examiner, † Cited by third party
Publication number Priority date Publication date Assignee Title
US7537947B2 (en) 2001-08-30 2009-05-26 Cambridge Display Technology Limited Optoelectronic displays
US9965741B2 (en) 2015-12-18 2018-05-08 Capital One Services, Llc Automated systems for reducing computational loads in the mass execution of analytical models using scale-out computing
IT201700035983A1 (it) * 2017-03-31 2018-10-01 David Semenzato Sistema e metodo di gestione di una piattaforma informatica commerciale

Citations (4)

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Publication number Priority date Publication date Assignee Title
US4630201A (en) * 1984-02-14 1986-12-16 International Security Note & Computer Corporation On-line and off-line transaction security system using a code generated from a transaction parameter and a random number
US5313560A (en) * 1990-05-11 1994-05-17 Hitachi, Ltd. Method for determining a supplemental transaction changing a decided transaction to satisfy a target
US5924082A (en) * 1994-08-17 1999-07-13 Geneva Branch Of Reuters Transaction Services Limited Negotiated matching system
US5991750A (en) * 1997-10-24 1999-11-23 Ge Capital System and method for pre-authorization of individual account transactions

Patent Citations (4)

* Cited by examiner, † Cited by third party
Publication number Priority date Publication date Assignee Title
US4630201A (en) * 1984-02-14 1986-12-16 International Security Note & Computer Corporation On-line and off-line transaction security system using a code generated from a transaction parameter and a random number
US5313560A (en) * 1990-05-11 1994-05-17 Hitachi, Ltd. Method for determining a supplemental transaction changing a decided transaction to satisfy a target
US5924082A (en) * 1994-08-17 1999-07-13 Geneva Branch Of Reuters Transaction Services Limited Negotiated matching system
US5991750A (en) * 1997-10-24 1999-11-23 Ge Capital System and method for pre-authorization of individual account transactions

Cited By (8)

* Cited by examiner, † Cited by third party
Publication number Priority date Publication date Assignee Title
US7537947B2 (en) 2001-08-30 2009-05-26 Cambridge Display Technology Limited Optoelectronic displays
US9965741B2 (en) 2015-12-18 2018-05-08 Capital One Services, Llc Automated systems for reducing computational loads in the mass execution of analytical models using scale-out computing
US9978038B2 (en) 2015-12-18 2018-05-22 Capital One Services, Llc Automated systems for reducing computational loads in the mass execution of analytical models using scale-out computing
US10163072B2 (en) 2015-12-18 2018-12-25 Capital One Services, Llc Automated systems for reducing computational loads in the mass execution of analytical models using scale-out computing
US10878375B2 (en) 2015-12-18 2020-12-29 Capital One Services, Llc Automated systems for reducing computational loads in the mass execution of analytical models using scale-out computing
US11694156B2 (en) 2015-12-18 2023-07-04 Capital One Services, Llc Automated systems for reducing computational loads in the mass execution of analytical models using scale-out computing
US12190288B2 (en) 2015-12-18 2025-01-07 Capital One Services, Llc Automated systems for reducing computational loads in the mass execution of analytical models using scale-out computing
IT201700035983A1 (it) * 2017-03-31 2018-10-01 David Semenzato Sistema e metodo di gestione di una piattaforma informatica commerciale

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