An agent-based fuzzy cognitive map approach to the strategic marketing planning for industrial firms

This is the post-print version of the final paper published in Industrial Marketing Management. The published article is available from the link below. Changes resulting from the publishing process, such as peer review, editing, corrections, structural formatting, and other quality control mechanisms may not be reflected in this document. Changes may have been made to this work since it was submitted for publication. Copyright @ 2013 Elsevier B.V.Industrial marketing planning is a typical example of an unstructured decision making problem due to the large number of variables to consider and the uncertainty imposed on those variables. Although abundant studies identified barriers and facilitators of effective industrial marketing planning in practice, the literature still lacks practical tools and methods that marketing managers can use for the task. This paper applies fuzzy cognitive maps (FCM) to industrial marketing planning. In particular, agent based inference method is proposed to overcome dynamic relationships, time lags, and reusability issues of FCM evaluation. MACOM simulator also is developed to help marketing managers conduct what-if scenarios to see the impacts of possible changes on the variables defined in an FCM that represents industrial marketing planning problem. The simulator is applied to an industrial marketing planning problem for a global software service company in South Korea. This study has practical implication as it supports marketing managers for industrial marketing planning that has large number of variables and their cause–effect relationships. It also contributes to FCM theory by providing an agent based method for the inference of FCM. Finally, MACOM also provides academics in the industrial marketing management discipline with a tool for developing and pre-verifying a conceptual model based on qualitative knowledge of marketing practitioners.Ministry of Education, Science and Technology (Korea

The Search for Invariance: Repeated Positive Testing Serves the Goals of Causal Learning

Positive testing is characteristic of exploratory behavior, yet it seems to be at odds with the aim of information seeking. After all, repeated demonstrations of one’s current hypothesis often produce the same evidence and fail to distinguish it from potential alternatives. Research on the development of scientific reasoning and adult rule learning have both documented and attempted to explain this behavior. The current chapter reviews this prior work and introduces a novel theoretical account—the Search for Invariance (SI) hypothesis—which suggests that producing multiple positive examples serves the goals of causal learning. This hypothesis draws on the interventionist framework of causal reasoning, which suggests that causal learners are concerned with the invariance of candidate hypotheses. In a probabilistic and interdependent causal world, our primary goal is to determine whether, and in what contexts, our causal hypotheses provide accurate foundations for inference and intervention—not to disconfirm their alternatives. By recognizing the central role of invariance in causal learning, the phenomenon of positive testing may be reinterpreted as a rational information-seeking strategy

Agent based mobile negotiation for personalized pricing of last minute theatre tickets

This is the post-print version of the final paper published in Expert Systems with Applications. The published article is available from the link below. Changes resulting from the publishing process, such as peer review, editing, corrections, structural formatting, and other quality control mechanisms may not be reflected in this document. Changes may have been made to this work since it was submitted for publication. Copyright @ 2012 Elsevier B.V.This paper proposes an agent based mobile negotiation framework for personalized pricing of last minutes theatre tickets whose values are dependent on the time remaining to the performance and the locations of potential customers. In particular, case based reasoning and fuzzy cognitive map techniques are adopted in the negotiation framework to identify the best initial offer zone and adopt multi criteria decision in the scoring function to evaluate offers. The proposed framework is tested via a computer simulation in which personalized pricing policy shows higher market performance than other policies therefore the validity of the proposed negotiation framework.The Ministry of Education, Science and Technology (Korea

Unconscious Inference Theories of Cognitive Acheivement

This chapter argues that the only tenable unconscious inferences theories of cognitive achievement are ones that employ a theory internal technical notion of representation, but that once we give cash-value definitions of the relevant notions of representation and inference, there is little left of the ordinary notion of representation. We suggest that the real value of talk of unconscious inferences lies in (a) their heuristic utility in helping us to make fruitful predictions, such as about illusions, and (b) their providing a high-level description of the functional organization of subpersonal faculties that makes clear how they equip an agent to navigate its environment and pursue its goals

On the functional origins of essentialism

This essay examines the proposal that psychological essentialism results from a history of natural selection acting on human representation and inference systems. It has been argued that the features that distinguish essentialist representational systems are especially well suited for representing natural kinds. If the evolved function of essentialism is to exploit the rich inductive potential of such kinds, then it must be subserved by cognitive mechanisms that carry out at least three distinct functions: identifying these kinds in the environment, constructing essentialized representations of them, and constraining inductive inferences about kinds. Moreover, there are different kinds of kinds, ranging from nonliving substances to biological taxa to within-species kinds such as sex, and the causal processes that render these categories coherent for the purposes of inductive generalization vary. If the evolved function of essentialism is to support inductive generalization under ignorance of true causes, and if kinds of kinds vary in the implicit assumptions that support valid inductive inferences about them, then we expect different, functionally incompatible modes of essentialist thinking for different kinds. In particular, there should be differences in how biological and nonbiological substances, biological taxa, and biological and social role kinds are essentialized. The functional differences between these kinds of essentialism are discussed

Extended Cognition, The New Mechanists’ Mutual Manipulability Criterion, and The Challenge of Trivial Extendedness

Many authors have turned their attention to the notion of constitution to determine whether the hypothesis of extended cognition (EC) is true. One common strategy is to make sense of constitution in terms of the new mechanists’ mutual manipulability account (MM). In this paper I will show that MM is insufficient. The Challenge of Trivial Extendedness arises due to the fact that mechanisms for cognitive behaviors are extended in a way that should not count as verifying EC. This challenge can be met by adding a necessary condition: cognitive constituents satisfy MM and they are what I call behavior unspecific