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Please use this identifier to cite or link to this item: http://hdl.handle.net/10112/6926

Title: Knowledge Discovery from the Structure of Persuasive Communication
Authors: YADA, Katsutoshi
MATSUMURA, Naohiro
Author's alias: 矢田, 勝俊
Issue Date: Oct-2006
Publisher: The institute of electrical and electronics engineers
Shimei: 2006 IEEE International Conference on Systems, Man and Cybernetics
Start page: 1741
End page: 1746
Abstract: It is difficult to carry out quantitative measurements of the persuasive power of business communications (i.e., persuasive skills) and such communications are likely to involve difficult to understand, unseen and unknown knowledge. However, using unstructured recorded communication data based on conversations with business customers, we have been developing explicit knowledge concerning skills necessary for effective communications in the form of an expression framework. The objective of this research is to generate a framework and a process for explicit management knowledge concerning understandable communication skills as opposed to the tacit, hard to understand the negotiating skills related to overdue payment collection personnel and to verify the actual usefulness of this knowledge using the accumulated data in a company. Using this process we have developed, it is possible to discover the special characteristics of the communication content of high success overdue payment collection personnel.
Description: 2006 IEEE International Conference on Systems, Man and Cybernetics, Taipei, Taiwan, 8-11 October 2006
type: Conference Paper
Rights: (C) 2006 IEEE. Reprinted, with permission, from YADA Katsutoshi, MATSUMURA Naohiro , Knowledge Discovery from the Structure of Persuasive Communication, 10/2006. This material is posted here with permission of the IEEE. Such permission of the IEEE does not in any way imply IEEE endorsement of any of Kansai University's products or services. Internal or personal use of this material is permitted. However, permission to reprint/republish this material for advertising or promotional purposes or for creating new collective works for resale or redistribution must be obtained from the IEEE by writing to pubs-permissions@ieee.org.
URI: http://hdl.handle.net/10112/6926
ISBN: 1424400996
Text Version: publisher
Appears in Collections:商学部-会議発表論文

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