Commercial Product Modelling

Cipriano Forza and Fabrizio Salvador

Chapter 5 in Product Information Management for Mass Customization, 2006, pp 67-85 from Palgrave Macmillan

Abstract: Abstract It is essential for a configuration system to support the commercial configuration process. An adequate sales-oriented description of the product family is the cornerstone of any automated support to commercial configuration. Numerous guidelines help in designing such sales-oriented description, the ultimate goal being the reduction of the cognitive complexity associated with commercial configuration tasks. The present chapter: conceptualizes the main factors that affect the cognitive complexity of commercial configurations tasks; illustrates a number of guidelines to present a company’s product offer and to collect the customer’s choices; explains the mechanisms used to reduce the complexity of commercial configuration tasks and trigger the customer’s buying decision.

Keywords: Product Variant; Product Family; Potential Customer; Hard Drive; Disk Brake (search for similar items in EconPapers)
Date: 2006
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Persistent link: https://EconPapers.repec.org/RePEc:pal:palchp:978-0-230-80092-2_5

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DOI: 10.1057/9780230800922_5

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