Dietmar Jannach, Markus Zanker



This paper summarizes our experiences gained from several industrial advisory applications that were devel- oped with the knowledge-based ADVISOR SUITE framework over the last years and gives an outlook on future extensions of the presented system. In the ‘experiences’ section of the paper, we first address aspects related to the development of such appli- cations, such as knowledge engineering, software maintenance, or testing. In addition, we describe the main requirements for such an advisory application to be perceived as an intelligent, value-adding service by the end users and finally summarize the results of an industrial study on how advisory applications are able to influence the buying behavior of online shoppers. The second part of the paper discusses current and future extensions of our system. The main lines of research addressed in this section are ‘Extended debugging support’, ‘Automated extraction of product data from web sources’, ‘Log mining and advanced data analysis’, and ‘Community-adapted advisory systems’.


  1. Adomavicius, G. and Tuzhilin, A. (2005). Toward the next generation of recommender systems: A survey of the state-of-the-art and possible extensions. IEEE Transactions on Knowledge and Data Engineering, 17(6):734-749.
  2. Ardissono, L., Felfernig, A., Friedrich, G., Goy, A., Jannach, D., Petrone, G., Schäfer, R., and Zanker, M. (2003). A framework for the development of personalized, distributed web-based configuration systems. AI Magazine, 24(3):93-108.
  3. Bridge, D. (2001). Product recommendation systems: A new direction. In Weber, R. and Wangenheim, C., editors, Workshop Programme at 4th Intl. Conference on Case-Based Reasoning, pages 79-86.
  4. Burke, R. (2000). Knowledge-based recommender systems. Encyclopedia of Library & Information Systems, 69(32).
  5. Burke, R. (2002). Hybrid recommender systems: Survey and experiments. User Modeling and User-Adapted Interaction, 12(4):331-370.
  6. C. A. Thompson, M. H. G. and Langley, P. (2004). A personalized system for conversational recommendations. Journal of AI Research, 21:393-428.
  7. Felfernig, A. and Gula, B. (2006). An empirical study on consumer behavior in the interaction with knowledgebased recommender applications. In Proc. IEEE Joint Conference on E-Commerce Technology (CEC'06) and Enterprise Computing, E-Commerce and EServices (EEE'06), San Francisco. IEEE Press.
  8. Felfernig, A. and Kiener, A. (2005). Knowledge-based interactive selling of financial services using FSAdvisor. In 17th Innovative Applications of Artificial Intelligence Conference (IAAI'05), pages 1475-1482. AAAI Press.
  9. Felfernig, A. and Shchekotykhin, K. (2006). Debugging user interface descriptions of knowledge-based recommender applications. In Paris, C., editor, Proc. ACM International Conference on Intelligent User Interfaces, pages 234-241, Sydney. ACM New York.
  10. Godfrey, P. (1997). Minimization in cooperative response to failing database queries. International Journal of Cooperative Information Systems, 6(2):95-149.
  11. Hayes, C., Massa, P., Avesani, P., and Cunningham, P. (2002). Online evaluation framework for recommender systems. In Workshop on Personalization and Recommendation in E-Commerce, Malaga.
  12. Herlocker, J., Konstan, J. A., Terveen, L. G., and Riedl, J. T. (2004). Evaluating Collaborative Filtering Recommender Systems. ACM Transactions on Information Systems, 22(1):5-53.
  13. Jannach, D. (2004). Advisor Suite - a knowledge-based sales advisory system. In Proceedings of European Conference on Artificial Intelligence (ECAI/PAIS 2004), pages 720-724, Valencia, Spain. IOS Press.
  14. Jannach, D. and Kreutler, G. (2005). Personalized user preference elicitation for e-services. In Cheung, W. and Hsu, J., editors, Proceedings of the 2005 IEEE International Conference on e-Technology, e-Commerce, and e-Service, pages 604-611, HongKong. IEEE Computer Society.
  15. Jannach, D. and Liegl, J. (2006). Conflict-directed relaxation of constraints in content-based recommender systems. In Proceedings of The 19th International Conference on Industrial, Engineering & Other Applications of Applied Intelligent Systems (IEA/AIE'06), Annecy, France. Springer. (to appear).
  16. Jiang, Z., Wang, W., and Benbasat, I. (2005). Multimediabased interactive advising technology for online consumer decision support. Commun. ACM, 48(9):92-98.
  17. Kobsa, A., Koenemann, J., and Pohl, W. (2001). Personalized hypermedia presentation techniques for improving online customer relationships. The Knowledge Engineering Review, 16(2):11-155.
  18. Lorenzi, F. and Ricci, F. (2005). Case-based recommender systems: a unifying view. In Mobasher, B. and Anand, S., editors, Intelligent Techniques for Web Personalization, pages 89-113. Springer Verlag.
  19. McGinty, L. and Smyth, B. (2003). On the role of diversity in conversational recommender systems. In Ashley, K. D. and Bridge, D. G., editors, Proceedings of the 5th International Conference on Case-Based Reasoning (ICCBR 2003), pages 276-290, Trondheim, Norway. Springer.
  20. McSherry, D. (2004). Incremental relaxation of unsuccessful queries. In Funk, P. and González-Calero, P., editors, Proceedings of the European Conference on Case-based Reasoning, LNCS 3155, pages 331-345. Springer.
  21. Missier, F. D. and Ricci, F. (2003). Understanding recommender systems: Experimental evaluation challenges. In Weibelzahl, S. and Paramythis, A., editors, Second Workshop on Empirical Evaluation of Adaptive Systems, held at 9th International Conference on User Modeling UM2003, pages 31-40, Pittsburgh.
  22. Ricci, F., Venturini, A., Cavada, D., Mirzadeh, N., Blaas, D., and Nones, M. (2003). Product recommendation with interactive query management and twofold similairty. In Ashley, K. D. and Bridge, D. G., editors, Proceedings of the 5th International Conference on Case-Based Reasoning (ICCBR 2003), pages 479- 493, Trondheim, Norway. Springer.
  23. von Winterfeldt, D. and Edwards, W. (1986). Decision Analysis and Behavioral Research. Cambridge University Press, Cambridge, UK.
  24. Zanker, M., Bricman, M., Gordea, S., Jannach, D., and Jessenitschnig, M. (2006). Persuasive online-selling in quality & taste domains. In Proc. 7th International Conference on Electronic Commerce and Web Technologies (EC-Web), Krakow, Poland. Springer.
  25. Zanker, M., Cech, J., and Russ, C. (2004). vom Preisvergleich zur E-Commerce Serviceplattform. In Salmen, S. and Gröschel, M., editors, Handbuch Electronic Customer Care, pages 295-306. PhysicaVerlag, Heidelberg.

Paper Citation

in Harvard Style

Jannach D. and Zanker M. (2006). KNOWLEDGE-BASED SALES ADVISORY: EXPERIENCES AND FUTURE DIRECTIONS . In Proceedings of the International Conference on e-Business - Volume 1: ICE-B, (ICETE 2006) ISBN 978-972-8865-62-7, pages 200-208. DOI: 10.5220/0001427802000208

in Bibtex Style

author={Dietmar Jannach and Markus Zanker},
booktitle={Proceedings of the International Conference on e-Business - Volume 1: ICE-B, (ICETE 2006)},

in EndNote Style

JO - Proceedings of the International Conference on e-Business - Volume 1: ICE-B, (ICETE 2006)
SN - 978-972-8865-62-7
AU - Jannach D.
AU - Zanker M.
PY - 2006
SP - 200
EP - 208
DO - 10.5220/0001427802000208