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/./vkgEnglishComment.lsp
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;; Paul Koop M.A. - Sequence Analysis of Empirically Validated ;;
;; Sales Conversations ;;
;; ;;
;; This program simulates sales conversations by modeling a ;;
;; context-free grammar (CFG) in Lisp. The goal is to analyze ;;
;; and generate dialog sequences based on a recursively ;;
;; structured, weighted grammar. ;;
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;; Grammar Structure for Sales Conversations (VKG)
;; -------------------------------------------
;; Main node: VKG
;; Transitions and weights reflect the probabilities of sales
;; conversation sequences (e.g., Greeting → Need Assessment).
;;
;; VKG -> Greeting (BG) -> Sales Activity (VT) -> Farewell (AV)
;; The possible patterns are modeled and weighted based on empirical data.
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;; Symbol Definitions for Conversation Components ;;
;; ;;
;; Sales Conversation := VKG ;;
;; Sales Activity := VT ;;
;; Greeting := BG ;;
;; Need := B ;;
;; Need Analysis := BA ;;
;; Objection Handling := AE ;;
;; Closing := AA ;;
;; Farewell := AV ;;
;; Customer := K (prefix for customer statements) ;;
;; Seller := V (prefix for seller statements) ;;
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;; Main Structure of the Sales Conversation as CFG Rules ;;
;; VKG starts with a greeting and ends with a farewell ;;
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(setq vkg
'(((bg) 100 (vt)) ;; Greeting → Sales Activity
((vt) 50 (vt)) ;; Repeated Sales Activity
((vt) 100 (av)))) ;; Sales Activity → Farewell
;; Greeting Rule - Customer and Seller exchange greetings
(setq bg
'((kbg 100 vbg)))
;; Need part of the conversation - Customer states need, Seller acknowledges
(setq bbd
'((kbbd 100 vbbd)))
;; Need Analysis - Both parties discuss the need
(setq ba
'((kba 100 vba)))
;; Objection Handling in Closing - Customer and Seller address objections
(setq ae
'((kae 100 vae)))
;; Closing the conversation - Customer and Seller close the deal
(setq aa
'((kaa 100 vaa)))
;; Final Farewell - Customer and Seller say goodbye
(setq av
'((kav 100 vav)))
;; Sales Activity, consisting of need and closing phases
(setq vt
'(((b) 50 (b)) ;; Need Part
((b) 100 (a)))) ;; Need → Closing
;; Structure of the Need Part in the Sales Conversation
(setq b
'(((bbd) 100 (ba)))) ;; Need Exchange → Need Analysis
;; Closing Structure - consisting of objections and closing
(setq a
'(((ae) 50 (ae)) ;; Repeated Objections
((ae) 100 (aa)))) ;; Objections → Closing
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;; Sequence Generation Based on Rules ;;
;; ;;
;; The following function generates dialog sequences according ;;
;; to the defined rules and weights. It simulates the dialogue ;;
;; flow according to the CFG. ;;
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;; Main function to generate the sequence
(defun generate-sequence (state rules)
"Generates a sequence based on the current state and the rules."
(cond
;; Sequence end reached, return nil
((equal state nil) nil)
;; If state is terminal, return it directly and move to the next
((atom state) (cons state (generate-sequence (next-state state rules (random 101)) rules)))
;; Otherwise, expand the non-terminal state and proceed recursively
(t (cons (eval state) (generate-sequence (next-state state rules (random 101)) rules)))))
;; Function to select the next state
(defun next-state (state rules probability)
"Selects the next state based on rules and a random probability."
(cond
;; If no more rules, return nil
((equal rules nil) nil)
;; Checks if the rule matches the probability and returns the successor
((and (<= probability (car (cdr (car rules))))
(equal state (car (car rules))))
(car (reverse (car rules))))
;; Otherwise, continue searching the remaining rules
(t (next-state state (cdr rules) probability))))
;; Helper function to select the first sequence rule
(defun initial-rule (rules)
"Selects the first rule from the rule set."
(car (car rules)))
;; Starts the simulation for the scenario structure
(defun simulate (rules)
"Starts sequence generation based on the initial rules."
(generate-sequence (initial-rule rules) rules))
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;; Start Simulation and Generate Sequences ;;
;; ;;
;; (simulate vkg) calls the simulation for the sales conversation;;
;; and returns the generated sequence. ;;
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;; The simulation is started for World 3 (sales conversation structure)
(simulate vkg)