Agent-based modeling of consumer decision making process based on power distance and personality

Knowledge-Based Systems

Volumn 24, Issue 7, 2011, Pages 1075-1095

  Roozmand, Omid ^a   Ghasem Aghaee, Nasser ^a,d   Hofstede, Gert Jan ^b,c   Nematbakhsh, Mohammad Ali ^a   Baraani, Ahmad ^a   Verwaart, Tim ^b  

^a UNIVERSITY OF ISFAHAN   (Iran)

^b WAGENINGEN UNIVERSITY   (Netherlands)

^c DELFT UNIVERSITY OF TECHNOLOGY   (Netherlands)

^d Sheikh Bahaei University   (Iran)

Author keywords

Agent based simulation; Cognitive modeling; Consumer behavior; Culture and personality modeling; Human needs

Indexed keywords

AGENT BASED; AGENT BASED SIMULATION; AGENT-BASED MODELING; COGNITIVE MODELING; COMPUTATIONAL MODEL; CONSUMER BEHAVIOR; CONSUMER DECISION MAKING; CONSUMER DECISION PROCESS; ESTIMATION MODULE; EUROPEAN COUNTRIES; FIVE-FACTOR MODEL OF PERSONALITY; HUMAN NEEDS; INDIVIDUAL BEHAVIOR; NATIONAL CULTURES; SOCIAL PSYCHOLOGY; SOCIAL RESPONSIBILITIES; SOCIAL STATUS; SYSTEM LEVELS; UTILITY FUNCTIONS;

BEHAVIORAL RESEARCH; COMPUTATIONAL METHODS; COMPUTER SIMULATION; DECISION MAKING;

MATHEMATICAL MODELS;

EID: 79959688140     PISSN: 09507051     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.knosys.2011.05.001     Document Type: Article

References (97)

1. A. Adler, Individual psychology, in: C. Murchinson (Ed.), Psychologies of Worcester, 1930.
2. J.R. Anderson, D. Bothell, M.D. Byrne, S. Douglass, C. Lebiere, and Y. Qin An integrated theory of the mind Psychological Review 111 2004 1036 1060 (Pubitemid 39375086)
3. A. Barzegar, A. Jahanbani, and O. Roozmand Openness, conscientiousness and stingy for buyer and seller agents in electronic marketplace International Journal of Computer Theory and Engineering 2 2010 1793 8201
4. R.B. Cattell, H.W. Eber, and M.M. Tatsuoka The Handbook for the Sixteen References 239 Personality Factor Questionnaire 1970 Institute for Personality and Ability Testing Champaign, IL
5. J.B. Davies, S. Susanna, S. Anthony, N.W. Edward, The World Distribution of Household Wealth, 2006, pp. 1-72.
6. M. De Mooij, Consumer Behavior and Culture: Consequences for Global Marketing and Advertising, India, Sage publications, 2003.
7. A.J. Della Bitta Consumer Behavior 1993 McGraw-Hill New York
8. N. Donthu, and B. Yoo Cultural influences on service quality expectations Journal of Service Research 1 1998 178 186
9. J.F. Engel, R.D. Blackwell, P.W. Miniard, Consumer Behavior, Dryden, Hinsdale (Ill); D.L. Loudon, 1990.
10. E.H. Erikson Identity and the life cycle 1980 Norton New York
11. M. Espinoza Assessing the cross-cultural applicability of a service quality measure International Journal of Service Industry and Management 10 1999 449 468
12. H.J. Eysenck Dimensions of personality 1947 Routledge & Kegan Paul London
13. J. Feist, and G.J. Feist Theories of personality Sixth ed. 2006 Stephen Rutter
14. J. Ferber, T. Stratulat, J. Tranier, Towards an Integral Approach of Organizations: the MASQ approach, in multi-agent systems, in: V. Dignum (Ed.), Multi-agent systems: Semantics and Dynamics of Organizational Models, IGI, 2009.
15. S. Freud, Introductory Lectures on Psychoanalysis, standard ed., vol. 15, 1917/1963.
16. H. Fujita, J. Hakura, and M. Kurematu Intelligent human interface based on mental cloning-based software Knowledge-Based Systems 22 2009 216 234
17. O. Furrer, S. Liu, and D. Sudharshan The relationships between culture and service quality perceptions: basis for cross-cultural market segmentation and resource allocation Journal of Service Research 2 2000 355 371
18. N. Gilbert Agent-Based Models 2008 Sage publication
19. C. Gordon, I. Bruner, and J.P. Richard Problem recognition: the crucial first stage of the consumer decision process Journal of Consumer Marketing 5 1988 53 63
20. Y. Hayashi, M.-H. Hsieh, and R. Setiono Understanding consumer heterogeneity: a business intelligence application of neural networks Knowledge-Based Systems 23 2010 856 863
21. G. Hofstede Culture's consequences: international differences in work-related values 1980 Sage Publications Beverly Hills, CA
22. G. Hofstede Cultures and Organisations: Software of the Mind 1991 Harper Collins Business Philadelphia, PA
23. G. Hofstede Culture's Consequences: Comparing Values, Behaviors, Institutions and Organizations Across Nations 2nd ed. 2001 Sage Publications Thousand Oaks CA
24. G. Hofstede, and G.J. Hofstede Cultures and Organizations: Software of the Mind Revised and expanded 2nd ed. 2005 McGraw-Hill USA, New York
25. G. Hofstede, G.J. Hofstede, M. Minkov, Cultures and Organizations: Software of the Mind, Revised and expanded third ed., McGraw-Hill USA, New York, 2010.
26. G. Hofstede, and R.R. McCrae Personality and culture revisited: linking traits and dimensions of culture Cross-cultural Research 38 2004 52 88 (Pubitemid 38134933)
27. G.J. Hofstede Modelling negotiating homo biologicus Proceedings of the 11th Group Decision and Negotiation Conference 2010 University of Nebraska at Omaha Delft, The Netherlands
28. G.J. Hofstede, C.M. Jonker, S. Meijer, T. Verwaart, Modelling trade and trust across cultures, in: K. Stølen, W.H. Winsborough, F. Martinelli, F. Massacci (Eds.), Trust Management: 4th International Conference, iTrust 2006, Pisa, Italy, May 16-19, 2006, Proceedings, LNCS 3968, Springer Verlag, Berlin, Heidelberg, 2006, pp. 120-134. (Pubitemid 44045021)
29. G.J. Hofstede, C.M. Jonker, T. Verwaart, An agent model for the influence of culture on bargaining, in: K.V. Hindriks, W.P. Brinkman (Eds.), HUCOM 2008, First International Working Conference on Human Factors and Computational Models in Negotiation, Delft, Netherlands, 2008.
30. G.J. Hofstede, C.M. Jonker, T. Verwaart, Individualism and collectivism trade agents, in: N.T. Nguyen, L. Borzemski, A. Grzech, M. Ali (Eds.), New Frontiers in Applied Artificial Intelligence, Proceedings of IEA/AIE 2008, LNAI, vol. 5027, Springer Verlag, Berlin, Heidelberg, 2008, pp. 492-501.
31. G.J Hofstede, C.M. Jonker, and T. Verwaart long-term orientation in trade K. Schredelseker, F. Hauser, Complexity and Artificial Markets Lecture Notes in Economics and Mathematical Systems vol. 614 2008 Springer Verlag Berlin Heidelberg 107 119
32. G.J. Hofstede, C.M. Jonker, T. Verwaart, Modeling culture in trade: uncertainty avoidance, in: Agent-Directed Simulation Symposium (ADSS'08), Spring Simulation Multiconference, SCS, San Diego, 2008, pp. 143-150.
33. G.J. Hofstede, C.M. Jonker, T. Verwaart, The influence of culture on ABMP negotiation parameters, in: ACAN2009, The Second International Workshop on Agent-based Complex Automated Negotiations, Springer Verlag, Budapest, Hungary, 2009, pp. 49-68.
34. G.J. Hofstede, C.M. Jonker, T. Verwaart, Modeling power distance in trade, in: N. David, J.S. Sichman (Eds.), Multi-Agent-based Simulation IX, International Workshop, MABS 2008, Revised Selected Papers, LNAI, vol. 5269, Springer Verlag, Berlin, Heidelberg, 2009, pp. 1-16.
35. G.J. Hofstede, C.M. Jonker, T. Verwaart, A multi-agent model of deceit and trust in intercultural trade, in: R.K.N.T. Nguyen, S.-M. Chen (Eds.), First International Conference on Computational Collective Intelligence, Springer Verlag, Berlin, Heidelberg, 2009, pp. 205-216.
36. G.J. Hofstede, C.M. Jonker, and T. Verwaart Simulation of effects of culture on trade partner selection C. Hernández, M. Posada, A. López-Paredez, Artificial Economics: The Generative Method in Economics Lecture Notes in Economics and Mathematical Systems 2009 Springer Verlag Berlin Heidelberg 257 268
37. G.J Hofstede, C.M. Jonker, and T. Verwaart A cross-cultural multi-agent model of opportunism in trade R.K.N.T. Nguyen, Transactions on Computational Collective Intelligence II LNCS vol. 6450 2010 Springer Verlag Berlinm, Heidelberg 24 45
38. G.J. Hofstede, C.M. Jonker, T. Verwaart, Cultural Differentiation of Negotiating Agents, Springer Verlag, Group Decis Negot, 2010.
39. G.J. Hofstede, C.M. Jonker, T. Verwaart, Sensitivity analysis of an agent-based model of culture's consequences for trade, in: L.M.M. Li Calzi, P. Pellizzari (Eds.), Progress in Artificial Economics: Computational and Agent-Based Models, Lecture Notes in Economics and Mathematical Systems, Springer Verlag, Berlin, Heidelberg, 2010, pp. 253-264.
40. G.J. Hofstede, C.M. Jonker, T. Verwaart, Computational modeling of culture's consequences, in: A.G.T. Bosse, C.M. Jonker, Paper Accepted for Presentation at MABS 2010 2011, Springer Verlag, Toronto, Canada, pp. 136-151.
41. K. Horney New ways in psychoanalysis 1939 Norton New York
42. W. Jager, Modelling Consumer Behaviour, Groningen University, Groningen, 2000.
43. M. Janssen, and W. Jager An integrated approach to simulating behavioural processes: a case study of the lock-in of consumption patterns Journal of Artificial Societies and Social Simulation(JASSS) 2 1999
44. J. Jia CSIEC: a computer assisted English learning chatbot based on textual knowledge and reasoning Knowledge-Based Systems 2009 22249 22255
45. B. Khosravifar, J. Bentahar, M. Gomrokchi, and R. Alam CRM: an efficient trust and reputation model for agent computing Knowledge-Based Systems 2011
46. B.R. Kirkman, K.B. Lowe, and C.B. Gibson A quarter century of culture's consequences: a review of empirical research incorporating Hofstede's cultural values framework Journal of International Business Studies 37 2006 285 320 (Pubitemid 43848893)
47. P. Kotler Marketing Management 1995 Prentice Hall Englewood Cliffs, NJ
48. A.L. Kroeber, C. Kluckhohn, Culture: A Critical Review of Concepts and Definitions, Vintage, New York, 1952.
49. J.J.R. Kuhn, J.F. Courtney, B. Morris, and E.R. Tatara Agent-based analysis and simulation of the consumer airline market share for Frontier Airlines Knowledge-Based Systems 23 2010 875 882
50. M. Lee, and F. Ulgado Consumer evaluations of fast-food services: a crossnational Comparison Journal of Services Marketing 11 1997 39 52
51. J.F Lehman, J.E. Laird, and P.S. Rosenbloom A gentle introduction to soar, an architecture for human cognition D. Scarborough, S. Sternberg, Invitation to Cognitive Science vol. 4 1996 MIT Press Cambridge, MA 211 253
52. A.H. Maslow Motivation and Personality 2nd ed. 1970 Harper & Row New York
53. D.R. Matsumoto, Culture and Psychology: People Around the World, second ed., Wadsworth. 2000.
54. K. Matzler Individual determinants of brand affect: the role of the personality traits of extraversion and openness to experience Journal of product and brand management 2006 427 434 (Pubitemid 44782198)
55. M. Max-Neef Development and human needs P. Ekins, M. Max-Neef, Real-life Economics: Understanding Wealth Creation 1992 Routledge London, New York
56. D.P. McAdams The five-factor model in personality: a critical appraisal Journal of Personality 60 1992 329 361
57. R.R. McCrae, and P.T. Costa Joint factors in self-reports and ratings: neuroticism, extraversion and openness to experience Personality and Individual Differences 4 1983 245 255
58. R.R. McCrae, and P.T. Costa Toward a new generation of personality theories: Theoretical contexts for the five-factor model 1996 Guilford Press New York
59. R.R. McCrae, and P.T. Costa Personality in Adulthood: A Five-Factor Theory Perspective 2nd ed. 2003 Guildford New York
60. R.R. McCrae, and O.P. John An introduction to the five-factor model and its applications Journal of Personality 60 1992 175 215
61. J. Moon, D. Chadee, and S. Tikoo Culture, product type, and price influences on consumer purchase intention to buy personalized products online Journal of Business Research 2006 31 39
62. J. Mowen Consumer Behavior 1993 Prentice Hall Englewood Cliffs, NJ
63. J. Mowen he 3M model of motivation and personality: theory and empirical applications to consumer behavior 2000 Kluwer Academic
64. F. Nasiri, G.-A. N, M.A. Nematbakhsh, and A. Baraani A personality-based simulation of bargaining in e-commerce Journal of Simulation and gaming 39 2008 83 100
65. F. Nassiri-Mofakham, M.A. Nematbakhsh, N. Ghasem-Aghaee, and A. Baraani A heuristic personality-based bilateral multi-issue bargaining model in electronic commerce Journal of Human-Computer Studies 67 2009 1 35
66. M.J. North, N.T. Collier, and J.R. Vos Experiences creating three implementations of the repast agent modeling toolkit ACM Transactions on Modeling and Computer Simulation 16 2006 1 25
67. S. Osinga, M. Kramer, G.J. Hofstede, O. Roozmand, and A.J.M. Beulens An agent-based information management model of the Chinese pig sector M. Li Calzi, P. Pellizzari, Progress in Artificial Economics: Computational and Agent-Based Models Lecture Notes in Economics and Mathematical Systems 2010 Springer Verlag Berlin Heidelberg 177 188
68. S.A. Osinga, O. Roozmand, M.R. Kramer, G.J. Hofstede, An agent-based model of information management in the Chinese pig sector: top-down versus bottom-up, in: Ninth Wageningen International Conference on Chain and Network Management (WICaNeM 2010), 2010, Wageningen University, The Netherlands.
69. A.S. Rao, M.P. Georgeff, Modeling rational agents within a BDI-architecture, in: Proceedings of the Second International Conference on Principles of Knowledge Representation and Reasoning, Morgan Kaufmann Publishers, San Mateo, CA, 1991, pp. 473-484.
70. C. Rogers Toward becoming a fully functioning person 1962 21 33
71. O. Roozmand, N. Ghasem-Aghaee, Applying k-nn learning and reinforcement learning for buyer and seller agents, in: Proceeding of 12th International Conference of Computer Society of Iran, Shahid Beheshti University, Iran.
72. O. Roozmand, M.A. Nematbakhsh, and A. Baraani An electronic marketplace based reputation and learning Journal of Theoretical and Applied Electronic Commerce Research 2 2007 1 17
73. O. Rud Data mining cookbook: modeling data for marketing, risk, and customer relationship management 2001 John Wiley & Sons New York
74. R.M. Ryckman, Theories of Personality, eighth ed., Brooks/Cole, Pacific Grove CA, 2003.
75. L.G. Schiffman, and K.L. L Consuemr behavior 2004 Prentice Hall
76. D.P. Schmitt, J. Allik, R.R. McCrae, and V. Benet-Martínez The geographic distribution of big five personality traits: patterns and profiles of human self-description across 56 nations Journal of Cross-Cultural Psychology 2007 172 212
77. U. Schimmack, S. Oishi, and E. Diener Individualism: a valid and important dimension of cultural differences between nations Personality and Social Psychology Review 9 2005 17 31 (Pubitemid 40447983)
78. K. Schoefer, Word-of-mouth: influences on the choice of recommendation sources, A Dissertation Presented in Part Consideration for the Degree of M.A. in Corporate Strategy and Governance, 1998.
79. S.H. Schwartz, and W. Bilsky Toward a universal psychological structure of human values Journal of Personality and Social Psychology 53 1987 550 562
80. P.B. Smith Culture's consequences: something old and something new Human Relations 55 2002 119 135
81. P.B. Smith When elephants fight, the grass gets trampled: the GLOBE and Hofstede projects Journal of International Business Studies 37 2006 915 921 (Pubitemid 44721153)
82. P.B. Smith, S. Dugan, and F. Trompenaars National culture and the values of organizational employees: a dimensional analysis across 43 nations Journal of Cross-Cultural Psychology 27 1996 231 264
83. M. Solomon, G. Bamossy, S. Askegaard, and K.H. Margaret Consumer Behavior a European Perspective Third ed. 2006 Prentice Hall
84. M. Sndergaard Hofstede's consequences: a study of reviews, citations and replications Organization Studies 15 1994 447 456
85. R. Sun, A Tutorial on CLARION 5.0, Technical report, Cognitive Science Department, Rensselaer Polytechnic Institute, 2003. Available from:.
86. B.C. Temkin, Focus on Customer Experience, Not CRM, Forrester Research, 2002.
87. T. Tran, R. Cohen, Reputation-Oriented Reinforcement Learning Strategies for Economically-Motivated Agents in Electronic Market Environments, School of Computer Science, University of Waterloo, Canada, 2002.
88. T. Tran, R. Cohen, The Advantages of Designing Adaptive Business Agents using Reputation Modeling Compared to the Approach of Recursive modeling, Computational Intelligence (CI), 2004, p. 20.
89. T. Tran, and R. Cohen Improving user satisfaction in agent-based electronic marketplaces by reputation modeling and adjustable product quality Autonomous Agents and Multiagent Systems 2004 828 835
90. T. Tran, and R. Cohen A reliability modeling based strategy to avoid infinite harm from dishonest sellers in electronic marketplaces Journal of Business and Technology (JBT) 1 2005 69 76 (special issue on Business Agents and the Semantic Web)
91. T. Tran, and R. Cohen The stability of electronic marketplaces where buying agents use reliability modeling to select selling agents Journal of Business and Technology (JBT) 1 2005 62 68 (special issue on Business Agents and the Semantic Web)
92. T. Tran, and R. Cohen A reputation-oriented reinforcement learning strategy for agents in electronic marketplaces Computational Intelligence (CI) 18 2002 550 565 (special issue on Agent Technology for Electronic Commerce) (Pubitemid 35427564)
93. J.M. Vidal, E.H. Durfee, The impact of nested agent models in an information economy, in: Proceedings of the Second International Conference on Multi-Agent Systems (ICMAS96), 1996, pp. 377-384.
94. K. Wilber, A Theory of Everything: An Integral Vision for Business, Politics, Science and Spirituality, Shambhala, 2001.
95. H.O.A. Wold, and P. Whittle A model explaining the pareto distribution of wealth Econometrica 25 1957 591 595
96. U. Yavuza, A.S. Hasiloglub, M.D. Kayac, R. Karcioglud, and S. Ersoz Developing a marketing decision model using a knowledge-based system Knowledge-Based System 18 2005 125 129 (Pubitemid 40402985)
97. T. Zhang, and D. Zhang Agent-based simulation of consumer purchase decision-making and the decoy effect Journal of Business Research 2007 912 922