Differentiating persuasive factors for tourism booking websites: towards matrix factorization
The main challenges to increasing sales, usually lie with persuasion techniques and recommender systems. Persuasion Systems models (PSDs) analyse persuasion context, identifies the key issues and subsequently, enables mapping of persuasion techniques to functional requirements. This paper investigat...
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| Format: | Book Section |
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Institute Electrical and Electronics Engineers
2022
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| Online Access: | http://eprints.sunway.edu.my/2305/ |
| _version_ | 1848802253588135936 |
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| author | Lee, Chien-Sing * Wong, Yew-Onn Gui, Hui-Ying |
| author_facet | Lee, Chien-Sing * Wong, Yew-Onn Gui, Hui-Ying |
| author_sort | Lee, Chien-Sing * |
| building | SU Institutional Repository |
| collection | Online Access |
| description | The main challenges to increasing sales, usually lie with persuasion techniques and recommender systems. Persuasion Systems models (PSDs) analyse persuasion context, identifies the key issues and subsequently, enables mapping of persuasion techniques to functional requirements. This paper investigates persuasive factors for tourism booking websites, with the aim of utilizing derived significant factors at different stages, as the bases for weighted criteria analyses, and matrix factorization, integral in fuzzy logic computations. Two parallel case studies are carried out. The first tourism booking website is designed, based on Cialdini's persuasion techniques for the Malaysian hotel/tourism context, and tested with customers and travel agencies. The second study investigates social CRM and associations between gender, age and income on a group of different sample respondents. User evaluation indicates different weighted factors at the search, review and booking stages, as well as different perceptions, with regards to cross-selling. Comparative findings with successful cross-selling companies, such as Lazada and Shoppee further highlight three core influencing factors. These have enabled us to add specificity to some constructs in Oinas-Kukkonen and Harjumaa's PSD dialogue support model, for the sampled Malaysian contexts. This triangulated approach can enable more holistic derivation of requirements and prediction and derivation of initial rules for future decision support systems. |
| first_indexed | 2025-11-14T21:20:25Z |
| format | Book Section |
| id | sunway-2305 |
| institution | Sunway University |
| institution_category | Local University |
| last_indexed | 2025-11-14T21:20:25Z |
| publishDate | 2022 |
| publisher | Institute Electrical and Electronics Engineers |
| recordtype | eprints |
| repository_type | Digital Repository |
| spelling | sunway-23052023-07-04T23:15:55Z http://eprints.sunway.edu.my/2305/ Differentiating persuasive factors for tourism booking websites: towards matrix factorization Lee, Chien-Sing * Wong, Yew-Onn Gui, Hui-Ying QA75 Electronic computers. Computer science ZA4050 Electronic information resources The main challenges to increasing sales, usually lie with persuasion techniques and recommender systems. Persuasion Systems models (PSDs) analyse persuasion context, identifies the key issues and subsequently, enables mapping of persuasion techniques to functional requirements. This paper investigates persuasive factors for tourism booking websites, with the aim of utilizing derived significant factors at different stages, as the bases for weighted criteria analyses, and matrix factorization, integral in fuzzy logic computations. Two parallel case studies are carried out. The first tourism booking website is designed, based on Cialdini's persuasion techniques for the Malaysian hotel/tourism context, and tested with customers and travel agencies. The second study investigates social CRM and associations between gender, age and income on a group of different sample respondents. User evaluation indicates different weighted factors at the search, review and booking stages, as well as different perceptions, with regards to cross-selling. Comparative findings with successful cross-selling companies, such as Lazada and Shoppee further highlight three core influencing factors. These have enabled us to add specificity to some constructs in Oinas-Kukkonen and Harjumaa's PSD dialogue support model, for the sampled Malaysian contexts. This triangulated approach can enable more holistic derivation of requirements and prediction and derivation of initial rules for future decision support systems. Institute Electrical and Electronics Engineers 2022-07-04 Book Section PeerReviewed Lee, Chien-Sing * and Wong, Yew-Onn and Gui, Hui-Ying (2022) Differentiating persuasive factors for tourism booking websites: towards matrix factorization. In: 2022 22nd International Conference on Computational Science and Its Applications (ICCSA). Institute Electrical and Electronics Engineers, pp. 1-8. ISBN 9781665455848 https://ieeexplore.ieee.org/document/10064406 10.1109/ICCSA57511.2022.00011 |
| spellingShingle | QA75 Electronic computers. Computer science ZA4050 Electronic information resources Lee, Chien-Sing * Wong, Yew-Onn Gui, Hui-Ying Differentiating persuasive factors for tourism booking websites: towards matrix factorization |
| title | Differentiating persuasive factors for tourism booking websites: towards matrix factorization |
| title_full | Differentiating persuasive factors for tourism booking websites: towards matrix factorization |
| title_fullStr | Differentiating persuasive factors for tourism booking websites: towards matrix factorization |
| title_full_unstemmed | Differentiating persuasive factors for tourism booking websites: towards matrix factorization |
| title_short | Differentiating persuasive factors for tourism booking websites: towards matrix factorization |
| title_sort | differentiating persuasive factors for tourism booking websites: towards matrix factorization |
| topic | QA75 Electronic computers. Computer science ZA4050 Electronic information resources |
| url | http://eprints.sunway.edu.my/2305/ http://eprints.sunway.edu.my/2305/ http://eprints.sunway.edu.my/2305/ |