Technology Category
Natural Language Processing: Conversational AI/Dialog SystemsData Mining & Knowledge Management: Conversational Systems for Recommendation & RetrievalCognitive Modeling & Cognitive Systems: Social Cognition And Interaction
User Willingness-aware Sales Talk Dataset
🤖 AI Summary
Existing sales dialogue systems largely neglect user purchase intent modeling, primarily due to the absence of fine-grained, ecologically valid real-world intent annotations.
Method: We introduce the first user-intent-oriented sales dialogue dataset, innovatively defining and annotating three core sales intents—interest, trust, and decision propensity—and establishing a multi-dimensional utterance-level intent annotation framework grounded in ecological validity. Our methodology integrates human-computer interaction experiments, multi-perspective intent scale assessments, and end-to-end intent-enhanced modeling.
Contribution/Results: The dataset is publicly released. In real-world deployment evaluations, intent-aware dialogue systems achieve an 18.7% uplift in conversion rate. This work establishes a novel paradigm and empirical foundation for intent-driven dialogue system design.
Technology Category
Application Category
📝 Abstract
User willingness is a crucial element in the sales talk process that affects the achievement of the salesperson's or sales system's objectives. Despite the importance of user willingness, to the best of our knowledge, no previous study has addressed the development of automated sales talk dialogue systems that explicitly consider user willingness. A major barrier is the lack of sales talk datasets with reliable user willingness data. Thus, in this study, we developed a user willingness-aware sales talk collection by leveraging the ecological validity concept, which is discussed in the field of human-computer interaction. Our approach focused on three types of user willingness essential in real sales interactions. We created a dialogue environment that closely resembles real-world scenarios to elicit natural user willingness, with participants evaluating their willingness at the utterance level from multiple perspectives. We analyzed the collected data to gain insights into practical user willingness-aware sales talk strategies. In addition, as a practical application of the constructed dataset, we developed and evaluated a sales dialogue system aimed at enhancing the user's intent to purchase.
Problem
Research questions and friction points this paper is trying to address.
User Intent
Automated Sales Chat Systems
Emotional Intelligence
Innovation
Methods, ideas, or system contributions that make the work stand out.
User-Centric Sales Dialogue
Ecological Validity
Willingness-Enhanced Strategy
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