{"id":"https://openalex.org/W7116761714","doi":"https://doi.org/10.1145/3764663","title":"Proposing a Design Theory for a Human-Learning-Guided Virtual Negotiator for Online Trading Platforms","display_name":"Proposing a Design Theory for a Human-Learning-Guided Virtual Negotiator for Online Trading Platforms","publication_year":2025,"publication_date":"2025-12-22","ids":{"openalex":"https://openalex.org/W7116761714","doi":"https://doi.org/10.1145/3764663"},"language":"en","primary_location":{"id":"doi:10.1145/3764663","is_oa":false,"landing_page_url":"https://doi.org/10.1145/3764663","pdf_url":null,"source":{"id":"https://openalex.org/S4210170305","display_name":"ACM Transactions on Management Information Systems","issn_l":"2158-656X","issn":["2158-656X","2158-6578"],"is_oa":false,"is_in_doaj":false,"is_core":true,"host_organization":"https://openalex.org/P4310319798","host_organization_name":"Association for Computing Machinery","host_organization_lineage":["https://openalex.org/P4310319798"],"host_organization_lineage_names":["Association for Computing Machinery"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"ACM Transactions on Management Information Systems","raw_type":"journal-article"},"type":"article","indexed_in":["crossref"],"open_access":{"is_oa":true,"oa_status":"green","oa_url":"https://hdl.handle.net/10919/140716","any_repository_has_fulltext":true},"authorships":[{"author_position":"first","author":{"id":"https://openalex.org/A5035570321","display_name":"Mukun Cao","orcid":"https://orcid.org/0000-0002-4606-3379"},"institutions":[{"id":"https://openalex.org/I191208505","display_name":"Xiamen University","ror":"https://ror.org/00mcjh785","country_code":"CN","type":"education","lineage":["https://openalex.org/I191208505"]}],"countries":["CN"],"is_corresponding":false,"raw_author_name":"Mukun Cao","raw_affiliation_strings":["Xiamen University"],"raw_orcid":"https://orcid.org/0000-0002-4606-3379","affiliations":[{"raw_affiliation_string":"Xiamen University","institution_ids":["https://openalex.org/I191208505"]}]},{"author_position":"middle","author":{"id":"https://openalex.org/A5120955573","display_name":"G. Alan Wang","orcid":null},"institutions":[{"id":"https://openalex.org/I859038795","display_name":"Virginia Tech","ror":"https://ror.org/02smfhw86","country_code":"US","type":"education","lineage":["https://openalex.org/I859038795"]}],"countries":["US"],"is_corresponding":false,"raw_author_name":"G. Alan Wang","raw_affiliation_strings":["Virginia Tech"],"raw_orcid":"https://orcid.org/0000-0002-5026-881X","affiliations":[{"raw_affiliation_string":"Virginia Tech","institution_ids":["https://openalex.org/I859038795"]}]},{"author_position":"last","author":{"id":"https://openalex.org/A5009502121","display_name":"Paul Benjamin Lowry","orcid":"https://orcid.org/0000-0002-0187-5808"},"institutions":[{"id":"https://openalex.org/I4210137942","display_name":"D-Tech (United States)","ror":"https://ror.org/03tw6b878","country_code":"US","type":"company","lineage":["https://openalex.org/I4210137942"]},{"id":"https://openalex.org/I859038795","display_name":"Virginia Tech","ror":"https://ror.org/02smfhw86","country_code":"US","type":"education","lineage":["https://openalex.org/I859038795"]}],"countries":["US"],"is_corresponding":false,"raw_author_name":"Paul Benjamin Lowry","raw_affiliation_strings":["Business Information Technology, Virginia Tech"],"raw_orcid":"https://orcid.org/0000-0002-0187-5808","affiliations":[{"raw_affiliation_string":"Business Information Technology, Virginia Tech","institution_ids":["https://openalex.org/I4210137942","https://openalex.org/I859038795"]}]}],"institutions":[],"countries_distinct_count":2,"institutions_distinct_count":3,"corresponding_author_ids":[],"corresponding_institution_ids":[],"apc_list":null,"apc_paid":null,"fwci":0.0,"has_fulltext":false,"cited_by_count":0,"citation_normalized_percentile":{"value":0.677587,"is_in_top_1_percent":false,"is_in_top_10_percent":false},"cited_by_percentile_year":null,"biblio":{"volume":"17","issue":"1","first_page":"1","last_page":"26"},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T11696","display_name":"Conflict Management and Negotiation","score":0.39739999175071716,"subfield":{"id":"https://openalex.org/subfields/3312","display_name":"Sociology and Political Science"},"field":{"id":"https://openalex.org/fields/33","display_name":"Social Sciences"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},"topics":[{"id":"https://openalex.org/T11696","display_name":"Conflict Management and Negotiation","score":0.39739999175071716,"subfield":{"id":"https://openalex.org/subfields/3312","display_name":"Sociology and Political Science"},"field":{"id":"https://openalex.org/fields/33","display_name":"Social Sciences"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T10456","display_name":"Multi-Agent Systems and Negotiation","score":0.19869999587535858,"subfield":{"id":"https://openalex.org/subfields/1702","display_name":"Artificial Intelligence"},"field":{"id":"https://openalex.org/fields/17","display_name":"Computer Science"},"domain":{"id":"https://openalex.org/domains/3","display_name":"Physical Sciences"}},{"id":"https://openalex.org/T12031","display_name":"Speech and dialogue systems","score":0.01600000075995922,"subfield":{"id":"https://openalex.org/subfields/1702","display_name":"Artificial Intelligence"},"field":{"id":"https://openalex.org/fields/17","display_name":"Computer Science"},"domain":{"id":"https://openalex.org/domains/3","display_name":"Physical Sciences"}}],"keywords":[{"id":"https://openalex.org/keywords/negotiation","display_name":"Negotiation","score":0.6898000240325928},{"id":"https://openalex.org/keywords/flexibility","display_name":"Flexibility (engineering)","score":0.6219000220298767},{"id":"https://openalex.org/keywords/correctness","display_name":"Correctness","score":0.5185999870300293},{"id":"https://openalex.org/keywords/benchmark","display_name":"Benchmark (surveying)","score":0.49230000376701355},{"id":"https://openalex.org/keywords/database-transaction","display_name":"Database transaction","score":0.46810001134872437},{"id":"https://openalex.org/keywords/transaction-processing","display_name":"Transaction processing","score":0.4480000138282776},{"id":"https://openalex.org/keywords/key","display_name":"Key (lock)","score":0.40209999680519104},{"id":"https://openalex.org/keywords/transactional-leadership","display_name":"Transactional leadership","score":0.4009000062942505},{"id":"https://openalex.org/keywords/mechanism-design","display_name":"Mechanism design","score":0.37599998712539673}],"concepts":[{"id":"https://openalex.org/C41008148","wikidata":"https://www.wikidata.org/wiki/Q21198","display_name":"Computer science","level":0,"score":0.7175999879837036},{"id":"https://openalex.org/C199776023","wikidata":"https://www.wikidata.org/wiki/Q202875","display_name":"Negotiation","level":2,"score":0.6898000240325928},{"id":"https://openalex.org/C2780598303","wikidata":"https://www.wikidata.org/wiki/Q65921492","display_name":"Flexibility (engineering)","level":2,"score":0.6219000220298767},{"id":"https://openalex.org/C55439883","wikidata":"https://www.wikidata.org/wiki/Q360812","display_name":"Correctness","level":2,"score":0.5185999870300293},{"id":"https://openalex.org/C185798385","wikidata":"https://www.wikidata.org/wiki/Q1161707","display_name":"Benchmark (surveying)","level":2,"score":0.49230000376701355},{"id":"https://openalex.org/C75949130","wikidata":"https://www.wikidata.org/wiki/Q848010","display_name":"Database transaction","level":2,"score":0.46810001134872437},{"id":"https://openalex.org/C72108876","wikidata":"https://www.wikidata.org/wiki/Q844565","display_name":"Transaction processing","level":3,"score":0.4480000138282776},{"id":"https://openalex.org/C26517878","wikidata":"https://www.wikidata.org/wiki/Q228039","display_name":"Key (lock)","level":2,"score":0.40209999680519104},{"id":"https://openalex.org/C68489960","wikidata":"https://www.wikidata.org/wiki/Q2370659","display_name":"Transactional leadership","level":2,"score":0.4009000062942505},{"id":"https://openalex.org/C107457646","wikidata":"https://www.wikidata.org/wiki/Q207434","display_name":"Human\u2013computer interaction","level":1,"score":0.37940001487731934},{"id":"https://openalex.org/C153517567","wikidata":"https://www.wikidata.org/wiki/Q26090","display_name":"Mechanism design","level":2,"score":0.37599998712539673},{"id":"https://openalex.org/C31352089","wikidata":"https://www.wikidata.org/wiki/Q3750474","display_name":"Systems design","level":2,"score":0.35569998621940613},{"id":"https://openalex.org/C115903868","wikidata":"https://www.wikidata.org/wiki/Q80993","display_name":"Software engineering","level":1,"score":0.3458999991416931},{"id":"https://openalex.org/C542192845","wikidata":"https://www.wikidata.org/wiki/Q1200711","display_name":"Designtheory","level":2,"score":0.3431999981403351},{"id":"https://openalex.org/C2776401178","wikidata":"https://www.wikidata.org/wiki/Q12050496","display_name":"Feature (linguistics)","level":2,"score":0.3424000144004822},{"id":"https://openalex.org/C25344961","wikidata":"https://www.wikidata.org/wiki/Q192726","display_name":"Virtual machine","level":2,"score":0.3303000032901764},{"id":"https://openalex.org/C56739046","wikidata":"https://www.wikidata.org/wiki/Q192060","display_name":"Knowledge management","level":1,"score":0.30489999055862427},{"id":"https://openalex.org/C2780103759","wikidata":"https://www.wikidata.org/wiki/Q5264375","display_name":"Design science","level":2,"score":0.298799991607666},{"id":"https://openalex.org/C4554734","wikidata":"https://www.wikidata.org/wiki/Q593744","display_name":"Knowledge base","level":2,"score":0.29440000653266907},{"id":"https://openalex.org/C120936955","wikidata":"https://www.wikidata.org/wiki/Q2155640","display_name":"Empirical research","level":2,"score":0.2930999994277954},{"id":"https://openalex.org/C78597825","wikidata":"https://www.wikidata.org/wiki/Q484847","display_name":"E-commerce","level":2,"score":0.289000004529953},{"id":"https://openalex.org/C138852830","wikidata":"https://www.wikidata.org/wiki/Q2292993","display_name":"Design methods","level":2,"score":0.28459998965263367},{"id":"https://openalex.org/C150303390","wikidata":"https://www.wikidata.org/wiki/Q1983852","display_name":"Virtual actor","level":3,"score":0.28369998931884766},{"id":"https://openalex.org/C127705205","wikidata":"https://www.wikidata.org/wiki/Q5748245","display_name":"Heuristics","level":2,"score":0.27149999141693115},{"id":"https://openalex.org/C154945302","wikidata":"https://www.wikidata.org/wiki/Q11660","display_name":"Artificial intelligence","level":1,"score":0.2703999876976013},{"id":"https://openalex.org/C120314980","wikidata":"https://www.wikidata.org/wiki/Q180634","display_name":"Distributed computing","level":1,"score":0.26899999380111694},{"id":"https://openalex.org/C41550386","wikidata":"https://www.wikidata.org/wiki/Q529909","display_name":"Multi-agent system","level":2,"score":0.2621000111103058},{"id":"https://openalex.org/C14501506","wikidata":"https://www.wikidata.org/wiki/Q5253831","display_name":"Design pattern","level":2,"score":0.257999986410141}],"mesh":[],"locations_count":2,"locations":[{"id":"doi:10.1145/3764663","is_oa":false,"landing_page_url":"https://doi.org/10.1145/3764663","pdf_url":null,"source":{"id":"https://openalex.org/S4210170305","display_name":"ACM Transactions on Management Information Systems","issn_l":"2158-656X","issn":["2158-656X","2158-6578"],"is_oa":false,"is_in_doaj":false,"is_core":true,"host_organization":"https://openalex.org/P4310319798","host_organization_name":"Association for Computing Machinery","host_organization_lineage":["https://openalex.org/P4310319798"],"host_organization_lineage_names":["Association for Computing Machinery"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"ACM Transactions on Management Information Systems","raw_type":"journal-article"},{"id":"pmh:oai:vtechworks.lib.vt.edu:10919/140716","is_oa":true,"landing_page_url":"https://hdl.handle.net/10919/140716","pdf_url":null,"source":{"id":"https://openalex.org/S4306400248","display_name":"VTechWorks (Virginia Tech)","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"host_organization":"https://openalex.org/I859038795","host_organization_name":"Virginia Tech","host_organization_lineage":["https://openalex.org/I859038795"],"host_organization_lineage_names":[],"type":"repository"},"license":"cc-by","license_id":"https://openalex.org/licenses/cc-by","version":"acceptedVersion","is_accepted":true,"is_published":false,"raw_source_name":null,"raw_type":"Article - Refereed"}],"best_oa_location":{"id":"pmh:oai:vtechworks.lib.vt.edu:10919/140716","is_oa":true,"landing_page_url":"https://hdl.handle.net/10919/140716","pdf_url":null,"source":{"id":"https://openalex.org/S4306400248","display_name":"VTechWorks (Virginia Tech)","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"host_organization":"https://openalex.org/I859038795","host_organization_name":"Virginia Tech","host_organization_lineage":["https://openalex.org/I859038795"],"host_organization_lineage_names":[],"type":"repository"},"license":"cc-by","license_id":"https://openalex.org/licenses/cc-by","version":"acceptedVersion","is_accepted":true,"is_published":false,"raw_source_name":null,"raw_type":"Article - Refereed"},"sustainable_development_goals":[],"awards":[{"id":"https://openalex.org/G7851735044","display_name":null,"funder_award_id":"2025J01033","funder_id":"https://openalex.org/F4320321878","funder_display_name":"Natural Science Foundation of Fujian Province"},{"id":"https://openalex.org/G8044031182","display_name":null,"funder_award_id":"72171199","funder_id":"https://openalex.org/F4320321001","funder_display_name":"National Natural Science Foundation of China"}],"funders":[{"id":"https://openalex.org/F4320321001","display_name":"National Natural Science Foundation of China","ror":"https://ror.org/01h0zpd94"},{"id":"https://openalex.org/F4320321878","display_name":"Natural Science Foundation of Fujian Province","ror":null}],"has_content":{"grobid_xml":false,"pdf":false},"content_urls":null,"referenced_works_count":55,"referenced_works":["https://openalex.org/W125946349","https://openalex.org/W1886567659","https://openalex.org/W1920532145","https://openalex.org/W1980367442","https://openalex.org/W1986572570","https://openalex.org/W1987146222","https://openalex.org/W1993493008","https://openalex.org/W2006037036","https://openalex.org/W2017990047","https://openalex.org/W2018567859","https://openalex.org/W2026451368","https://openalex.org/W2028126526","https://openalex.org/W2028566797","https://openalex.org/W2050686242","https://openalex.org/W2057374144","https://openalex.org/W2062114445","https://openalex.org/W2064658939","https://openalex.org/W2078601180","https://openalex.org/W2095292009","https://openalex.org/W2100726628","https://openalex.org/W2105440797","https://openalex.org/W2115852343","https://openalex.org/W2126385963","https://openalex.org/W2128984701","https://openalex.org/W2129951460","https://openalex.org/W2132664750","https://openalex.org/W2136922540","https://openalex.org/W2141324474","https://openalex.org/W2145339207","https://openalex.org/W2151020819","https://openalex.org/W2152071466","https://openalex.org/W2157786714","https://openalex.org/W2506677998","https://openalex.org/W2514520430","https://openalex.org/W2758978884","https://openalex.org/W2802449050","https://openalex.org/W2806383613","https://openalex.org/W2979487032","https://openalex.org/W3007177564","https://openalex.org/W3025492829","https://openalex.org/W3086718932","https://openalex.org/W3100789280","https://openalex.org/W3120091341","https://openalex.org/W3122581948","https://openalex.org/W3130825010","https://openalex.org/W3133155167","https://openalex.org/W3188593040","https://openalex.org/W3206699861","https://openalex.org/W4214878270","https://openalex.org/W4229082356","https://openalex.org/W4377100906","https://openalex.org/W4388485709","https://openalex.org/W4390920067","https://openalex.org/W4402944804","https://openalex.org/W4406983611"],"related_works":[],"abstract_inverted_index":{"Negotiation-based":[0],"transactional":[1],"mechanisms":[2],"provide":[3],"flexibility":[4],"and":[5,11,31,79,98,124,136,171,185],"economic":[6,123],"benefits":[7],"to":[8,154],"both":[9,122],"sellers":[10],"buyers":[12],"on":[13,105,174],"online":[14,26,178],"trading":[15,179],"platforms.":[16],"Although":[17],"automated":[18,162],"negotiation":[19,39,163,183],"is":[20],"a":[21,42,48,52,147,156],"highly":[22],"desired":[23],"feature":[24],"among":[25],"platform":[27],"providers,":[28],"the":[29,83,94,116,130,134,139,175],"complexity":[30],"uncertainty":[32],"of":[33,121,138],"human":[34,61,73],"behavior":[35],"in":[36,119],"human-to-computer":[37],"(HtC)":[38],"make":[40],"it":[41,101],"problematic":[43],"solution.":[44],"This":[45],"study":[46],"proposes":[47],"design":[49,84,96,144],"theory":[50,97,145,176],"for":[51,93,150,160,177],"human-learning":[53],"guided":[54],"virtual":[55,157],"negotiator":[56,158],"(HLG-VN)":[57],"framework":[58],"that":[59,69,112],"emulates":[60],"learning":[62,66,74],"using":[63,102,151],"multiple":[64],"machine":[65],"(ML)":[67],"techniques":[68,153],"collectively":[70],"mimic":[71],"four":[72],"activities:":[75],"didactic,":[76],"feedback,":[77],"observational,":[78],"analogical":[80],"learning.":[81],"Following":[82],"science":[85],"research":[86],"methodology,":[87],"we":[88],"built":[89],"an":[90,161],"instantiation":[91],"system":[92,114,118],"proposed":[95,143],"empirically":[99],"tested":[100],"experiments":[103],"based":[104,173],"HtC":[106],"negotiations.":[107],"The":[108,142],"empirical":[109],"results":[110,132],"show":[111],"our":[113],"outperformed":[115],"benchmark":[117],"terms":[120],"some":[125],"key":[126],"social-psychological":[127],"outcomes.":[128],"Furthermore,":[129],"experiment":[131],"confirm":[133],"effectiveness":[135],"correctness":[137],"HLG-VN":[140],"framework.":[141],"provides":[146],"theoretical":[148],"base":[149],"ML":[152],"build":[155],"agent":[159],"system.":[164],"Thus,":[165],"various":[166],"agents":[167],"could":[168],"be":[169],"designed":[170],"developed":[172],"platforms,":[180],"thus":[181],"improving":[182],"efficiency":[184],"reducing":[186],"transaction":[187],"costs.":[188]},"counts_by_year":[],"updated_date":"2026-07-22T07:51:19.307946","created_date":"2025-12-22T00:00:00"}
