@inproceedings{hentona-etal-2025-user,
title = "User Willingness-aware Sales Talk Dataset",
author = "Hentona, Asahi and
Baba, Jun and
Sato, Shiki and
Akama, Reina",
editor = "Rambow, Owen and
Wanner, Leo and
Apidianaki, Marianna and
Al-Khalifa, Hend and
Eugenio, Barbara Di and
Schockaert, Steven",
booktitle = "Proceedings of the 31st International Conference on Computational Linguistics",
month = jan,
year = "2025",
address = "Abu Dhabi, UAE",
publisher = "Association for Computational Linguistics",
url = "https://aclanthology.org/2025.coling-main.742/",
pages = "11206--11217",
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."
}
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%0 Conference Proceedings
%T User Willingness-aware Sales Talk Dataset
%A Hentona, Asahi
%A Baba, Jun
%A Sato, Shiki
%A Akama, Reina
%Y Rambow, Owen
%Y Wanner, Leo
%Y Apidianaki, Marianna
%Y Al-Khalifa, Hend
%Y Eugenio, Barbara Di
%Y Schockaert, Steven
%S Proceedings of the 31st International Conference on Computational Linguistics
%D 2025
%8 January
%I Association for Computational Linguistics
%C Abu Dhabi, UAE
%F hentona-etal-2025-user
%X 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.
%U https://aclanthology.org/2025.coling-main.742/
%P 11206-11217
Markdown (Informal)
[User Willingness-aware Sales Talk Dataset](https://aclanthology.org/2025.coling-main.742/) (Hentona et al., COLING 2025)
ACL
- Asahi Hentona, Jun Baba, Shiki Sato, and Reina Akama. 2025. User Willingness-aware Sales Talk Dataset. In Proceedings of the 31st International Conference on Computational Linguistics, pages 11206–11217, Abu Dhabi, UAE. Association for Computational Linguistics.