1Chapter    7     Electronic Commerce SystemsMcGraw-Hill/Irwin   Copyright © 2004, The McGraw-Hill Companies, Inc. All rig...
2                    Learning ObjectivesIdentify        the major categories and trends of e-  commerce applications.Ide...
3                    Learning Objectives (continued)Identify several key factors and Web store  requirements needed to su...
4                    Learning Objectives (continued)Discussthe benefits and trade-offs of several e-  commerce clicks and...
5                      Section I           Electronic Commerce FundamentalsMcGraw-Hill/Irwin      Copyright © 2004, The Mc...
6                    Electronic Commerce Fundamentals (continued)“Few   concepts have revolutionized business  more profo...
7                    Electronic Commerce Fundamentals (continued)E-commerce   The    online process of      developing, ...
8                    The Scope of e-CommerceThree  Basic Categories   Business-to-Consumer (B2C)   Business-to-Business...
9                       Scope of e-Commerce (continued)Electronic         Commerce Technologies   The    Internet, intra...
10                    Scope of e-Commerce (continued)Electronic  commerce technologies (continued)   Trading and busines...
11                       Scope of e-Commerce (continued)Electronic         commerce technologies (continued)   IS   prof...
12             Essential e-Commerce ProcessesNine  key components of an e-commerce  process architecture   Access contro...
13                    Essential e-Commerce Processes (continued)Key  components (continued)   Payment   Workflow manage...
14                    Essential e-Commerce Processes (continued) Access   control and security     Processes MUST establ...
15                    Essential e-Commerce Processes (continued)Profiling and personalizing   One-to-one marketing strat...
16                    Essential e-Commerce Processes (continued)Search   management   Helps customers find the specific ...
17              Essential e-Commerce Processes (continued)Content          and catalog management   Content management s...
18                    Essential e-Commerce Processes (continued)Content   and catalog management (continued)   May be ex...
19                    Essential e-Commerce Processes (continued)Workflow   management   Workflow software engine    Pre...
20                    Essential e-Commerce Processes (continued)Workflow    management (continued)   Workflow systems en...
21                    Essential e-Commerce Processes (continued)Event  notification   Most applications are event driven...
22                    Essential e-Commerce Processes (continued)Collaboration   and training   Supports the collaboratio...
23               Electronic Payment ProcessesProcesses  are complex   Near anonymous nature of transactions   Security ...
24                    Electronic Payment Processes (continued)Web   payment processes   Credit cards   Purchase orders ...
25                    Electronic Payment Processes (continued)Electronic  funds transfer (EFT)   Uses a variety of IT to...
26                      Electronic Payment Processes (continued)Electronic         funds transfer (continued)       Elec...
27                    Electronic Payment Processes (continued)Secure electronic payments   Addresses vulnerability to ne...
28                      Section II          E-Commerce Applications and IssuesMcGraw-Hill/Irwin      Copyright © 2004, The...
29            e-Commerce Application Trends“E-commerce     is here to stay. The Web and e-  commerce are key industry dri...
30                    e-Commerce Application Trends (continued)McGraw-Hill/Irwin                Copyright © 2004, The McGr...
31                    e-Commerce Application Trends (continued)E-commerce    Sectors   Six major e-commerce sectors    ...
32         Business-to-Consumer e-CommerceLocation           is not a factorMust   build customer satisfaction, loyalty,...
33                       Business-to-Consumer e-Commerce (continued)Success            factors   Selection   and value  ...
34                       Business-to-Consumer e-Commerce (continued)Success            factors (continued)   Performance...
35                       Business-to-Consumer e-Commerce (continued)Success            factors (continued)   Look    and...
36                    Business-to-Consumer e-Commerce (continued)Success factors (continued)   Advertising and incentive...
37                    Business-to-Consumer e-Commerce (continued)Success factors (continued)   Personal attention    En...
38                       Business-to-Consumer e-Commerce (continued)Success            factors (continued)     Community...
39                    Business-to-Consumer e-Commerce (continued)Success   factors (continued)   Security and reliabilit...
40                    Business-to-Consumer e-Commerce (continued)Success    Factors (continued)       Must feel that you...
41                    Web Store RequirementsDeveloping          a Web Store   Build       Website  design tools       ...
42                      Web Store Requirements (continued)Developing         a web store (continued)   Market       Web...
43                        Web Store Requirements (continued)Serving            Your Customers   Serve       Personalize...
44                         Web Store Requirements (continued)Serving            your customers (continued)   Transact   ...
45                         Web Store Requirements (continued)Serving            your customers (continued)   Support    ...
46                      Web Store Requirements (continued)Managing           a Web Store   Manage       Website  usage ...
47                       Web Store Requirements (continued)Managing           a web store (continued)   Operate       2...
48                       Web Store Requirements (continued)Managing           a web store (continued)   Protect       U...
49           Business-to-Business e-CommerceThe wholesale and supply side of the commercial processBusinesses buy, sell,...
50                    e-Commerce MarketplacesOne-to-Many   Sell-side.   Host one major supplier who      dictates produc...
51                    e-Commerce Marketplaces (continued)Some-to-Many   Distributionmarketplaces. Unite major  suppliers...
52                    e-Commerce Marketplaces (continued)Many-to-Many   Auction   marketplaces. Used by many      buyers...
53                    Clicks and BricksAlternatives   E-Commerce       Integration       E-commerce is integrated into ...
54                      Clicks and Bricks (continued)Alternatives     (continued)           Gaining strategic benefits s...
55                    Clicks and Bricks (continued)Alternatives  (continued)   Partial e-commerce integration using join...
56                    Clicks and Bricks (continued)E-Commerce     Channel Choices   An e-commerce channel is the marketi...
57                    Clicks and Bricks (continued) Revenue-generating     alternatives    Additive channel    New offe...
58                    Discussion QuestionsDo   you agree that most businesses should  engage in electronic commerce on th...
59                    Discussion Questions (continued)Why    do you think there have been so many  business failures amon...
60                    Discussion Questions (continued)If  personalizing a customer’s website  experience is a key success...
61                    Discussion Questions (continued)If  you were starting an e-commerce web  store, which of the busine...
62            Real World Case 1 – Yahoo, Inc.How        is Yahoo doing financially right now?Is Yahoo making the right m...
63                    Real World Case 1 (continued)What   are several other things Terry Semel  could do to make Yahoo mo...
64      Real World Case 2 – ChemConnect & Heritage ServicesWhat    are the business benefits and limitations  of using pu...
65                    Real World Case 2 (continued)Should   a small business use public or private  B2B exchanges, or sho...
66                    Real World Case 2 (continued)How   can ChemConnect broaden its customer  base?McGraw-Hill/Irwin    ...
67  Real World Case 3 – Staples, Steelcase, Countrywide, & HSNDoes  the fact that customers who shop online  and in other...
68                    Real World Case 3 (continued)Do  you agree with Steelcase that it is better for  people to get prod...
69                    Real World Case 3 (continued)Do   the Steelcase and Countrywide websites do  a good job of encourag...
70   Real World Case 4 – eBags, Economy.com, & Classmates                          OnlineDo    you feel that eBags will b...
71                    Real World Case 4 (continued)How   could other kinds of businesses use the  Classmates Online busin...
72     Real World Case 5 – Office Depot, Lands’ End, & OthersWhich   website, Office Depot or Lands’  End, does a better ...
73                    Real World Case 5 (continued)When    comparing the business value of the  integration of customer i...
74                    Real World Case 5 (continued)Which    website capability or feature would you  most like to see add...
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Chap007 MIS

  1. 1. 1Chapter 7 Electronic Commerce SystemsMcGraw-Hill/Irwin Copyright © 2004, The McGraw-Hill Companies, Inc. All rights reserved.
  2. 2. 2 Learning ObjectivesIdentify the major categories and trends of e- commerce applications.Identify the essential processes of an e- commerce system, and give examples of how they are implemented in e-commerce applications.McGraw-Hill/Irwin Copyright © 2004, The McGraw-Hill Companies, Inc. All rights reserved.
  3. 3. 3 Learning Objectives (continued)Identify several key factors and Web store requirements needed to succeed in e- commerce.Identifythe business value of several types of e-commerce marketplaces.McGraw-Hill/Irwin Copyright © 2004, The McGraw-Hill Companies, Inc. All rights reserved.
  4. 4. 4 Learning Objectives (continued)Discussthe benefits and trade-offs of several e- commerce clicks and bricks alternatives.McGraw-Hill/Irwin Copyright © 2004, The McGraw-Hill Companies, Inc. All rights reserved.
  5. 5. 5 Section I Electronic Commerce FundamentalsMcGraw-Hill/Irwin Copyright © 2004, The McGraw-Hill Companies, Inc. All rights reserved.
  6. 6. 6 Electronic Commerce Fundamentals (continued)“Few concepts have revolutionized business more profoundly than e-commerce. E- commerce is changing the shape of competition, the speed of action, and the streamlining of interactions, products, and payments from customers to companies and from companies to suppliers.”McGraw-Hill/Irwin Copyright © 2004, The McGraw-Hill Companies, Inc. All rights reserved.
  7. 7. 7 Electronic Commerce Fundamentals (continued)E-commerce The online process of developing, marketing, selling, delivering, se rvicing, and paying for products & services transacted on internetworked, global marketplaces of customers, with the support of a worldwide network of business partners.McGraw-Hill/Irwin Copyright © 2004, The McGraw-Hill Companies, Inc. All rights reserved.
  8. 8. 8 The Scope of e-CommerceThree Basic Categories Business-to-Consumer (B2C) Business-to-Business (B2B) Consumer-to-Consumer (C2C)McGraw-Hill/Irwin Copyright © 2004, The McGraw-Hill Companies, Inc. All rights reserved.
  9. 9. 9 Scope of e-Commerce (continued)Electronic Commerce Technologies The Internet, intranets, and extranets are the network infrastructure or foundation Customers must be provided with a range of secure information, marketing, transaction processing, and payment servicesMcGraw-Hill/Irwin Copyright © 2004, The McGraw-Hill Companies, Inc. All rights reserved.
  10. 10. 10 Scope of e-Commerce (continued)Electronic commerce technologies (continued) Trading and business partners rely on the Internet and extranets to exchange information and accomplish secure transactions Company employees depend on a variety of Internet and intranet resources to communicate and collaborateMcGraw-Hill/Irwin Copyright © 2004, The McGraw-Hill Companies, Inc. All rights reserved.
  11. 11. 11 Scope of e-Commerce (continued)Electronic commerce technologies (continued) IS professionals and end users can use a variety of software tools to develop and manage the content and operations of the websites and other e-commerce resourcesMcGraw-Hill/Irwin Copyright © 2004, The McGraw-Hill Companies, Inc. All rights reserved.
  12. 12. 12 Essential e-Commerce ProcessesNine key components of an e-commerce process architecture Access control and security Profiling and personalizing Search management Content management Catalog managementMcGraw-Hill/Irwin Copyright © 2004, The McGraw-Hill Companies, Inc. All rights reserved.
  13. 13. 13 Essential e-Commerce Processes (continued)Key components (continued) Payment Workflow management Event notification Collaboration and trainingMcGraw-Hill/Irwin Copyright © 2004, The McGraw-Hill Companies, Inc. All rights reserved.
  14. 14. 14 Essential e-Commerce Processes (continued) Access control and security  Processes MUST establish mutual trust and secure access  Authenticating users  Authorizing access  Enforcing security features  Must protect the resources of e-commerce sites from threats  Hackers  Theft of passwords or credit card numbers  System failuresMcGraw-Hill/Irwin Copyright © 2004, The McGraw-Hill Companies, Inc. All rights reserved.
  15. 15. 15 Essential e-Commerce Processes (continued)Profiling and personalizing One-to-one marketing strategy Personalized view of the website Based on… Personal data Website behavior and choices Used to help authenticate your identity for account management and payment purposesMcGraw-Hill/Irwin Copyright © 2004, The McGraw-Hill Companies, Inc. All rights reserved.
  16. 16. 16 Essential e-Commerce Processes (continued)Search management Helps customers find the specific product or service they want Software may include a search engine component or a company may acquire a customized e-commerce search engineMcGraw-Hill/Irwin Copyright © 2004, The McGraw-Hill Companies, Inc. All rights reserved.
  17. 17. 17 Essential e-Commerce Processes (continued)Content and catalog management Content management software helps companies develop, generate, deliver, update, and archive text data and multimedia information Frequently takes the form of multimedia catalogs of product information Works with profiling tools to personalize the content of the websiteMcGraw-Hill/Irwin Copyright © 2004, The McGraw-Hill Companies, Inc. All rights reserved.
  18. 18. 18 Essential e-Commerce Processes (continued)Content and catalog management (continued) May be expanded to include product configuration processes that support mass customization of a company’s productsMcGraw-Hill/Irwin Copyright © 2004, The McGraw-Hill Companies, Inc. All rights reserved.
  19. 19. 19 Essential e-Commerce Processes (continued)Workflow management Workflow software engine Predefined sets of business rules Roles of stakeholders Authorization requirements Routing alternatives Databases used Sequence of tasksMcGraw-Hill/Irwin Copyright © 2004, The McGraw-Hill Companies, Inc. All rights reserved.
  20. 20. 20 Essential e-Commerce Processes (continued)Workflow management (continued) Workflow systems ensure that.. Proper transactions, decisions, & work activities are performed Correct data and documents are routed to the right employees, customers, suppliers, and other business stakeholdersMcGraw-Hill/Irwin Copyright © 2004, The McGraw-Hill Companies, Inc. All rights reserved.
  21. 21. 21 Essential e-Commerce Processes (continued)Event notification Most applications are event driven New customer’s first visit Payment and delivery processes Customer relationship & supply chain management activities Notifies those concerned when an event occurs that might affect their status in a transactionMcGraw-Hill/Irwin Copyright © 2004, The McGraw-Hill Companies, Inc. All rights reserved.
  22. 22. 22 Essential e-Commerce Processes (continued)Collaboration and training Supports the collaboration arrangements & trading services needed by customers, suppliers, & other stakeholders May be provided by Internet-based trading servicesMcGraw-Hill/Irwin Copyright © 2004, The McGraw-Hill Companies, Inc. All rights reserved.
  23. 23. 23 Electronic Payment ProcessesProcesses are complex Near anonymous nature of transactions Security issues Wide variety of debit and credit alternatives Wide variety of financial institutions and intermediariesMcGraw-Hill/Irwin Copyright © 2004, The McGraw-Hill Companies, Inc. All rights reserved.
  24. 24. 24 Electronic Payment Processes (continued)Web payment processes Credit cards Purchase orders Electronic shopping cartMcGraw-Hill/Irwin Copyright © 2004, The McGraw-Hill Companies, Inc. All rights reserved.
  25. 25. 25 Electronic Payment Processes (continued)Electronic funds transfer (EFT) Uses a variety of IT to capture and process money and credit transfers between banks and businesses and their customers ATMs Pay-by-phone Web-based PayPal & Bill Point (cash transfers) CheckFree and PayTrust (automatic bill paying services)McGraw-Hill/Irwin Copyright © 2004, The McGraw-Hill Companies, Inc. All rights reserved.
  26. 26. 26 Electronic Payment Processes (continued)Electronic funds transfer (continued) Electronic bill payment Point-of-sale terminals linked to bank EFT systemsMcGraw-Hill/Irwin Copyright © 2004, The McGraw-Hill Companies, Inc. All rights reserved.
  27. 27. 27 Electronic Payment Processes (continued)Secure electronic payments Addresses vulnerability to network sniffers Encrypt data passing between customer and merchant Encrypt the data passing between the customer and the company authorizing the credit card transaction Secure Socket Layer (SSL) Digital Wallet Secure Electronic Transaction standardMcGraw-Hill/Irwin Copyright © 2004, The McGraw-Hill Companies, Inc. All rights reserved.
  28. 28. 28 Section II E-Commerce Applications and IssuesMcGraw-Hill/Irwin Copyright © 2004, The McGraw-Hill Companies, Inc. All rights reserved.
  29. 29. 29 e-Commerce Application Trends“E-commerce is here to stay. The Web and e- commerce are key industry drivers. It’s changed how many companies do business. It’s created new channels for our customers. Companies are at the e-commerce crossroads and there are many ways to go.”McGraw-Hill/Irwin Copyright © 2004, The McGraw-Hill Companies, Inc. All rights reserved.
  30. 30. 30 e-Commerce Application Trends (continued)McGraw-Hill/Irwin Copyright © 2004, The McGraw-Hill Companies, Inc. All rights reserved.
  31. 31. 31 e-Commerce Application Trends (continued)E-commerce Sectors Six major e-commerce sectors Infrastructure Applications Portals Content Services ExchangesMcGraw-Hill/Irwin Copyright © 2004, The McGraw-Hill Companies, Inc. All rights reserved.
  32. 32. 32 Business-to-Consumer e-CommerceLocation is not a factorMust build customer satisfaction, loyalty, & relationshipsMcGraw-Hill/Irwin Copyright © 2004, The McGraw-Hill Companies, Inc. All rights reserved.
  33. 33. 33 Business-to-Consumer e-Commerce (continued)Success factors Selection and value Offer a good selection of attractive products and services Build a reputation for high quality, guaranteed satisfaction, and top customer supportMcGraw-Hill/Irwin Copyright © 2004, The McGraw-Hill Companies, Inc. All rights reserved.
  34. 34. 34 Business-to-Consumer e-Commerce (continued)Success factors (continued) Performance and service Site must be efficiently designed for ease of access, shopping, and buying Service must be friendly and helpful Products should be available in inventoryMcGraw-Hill/Irwin Copyright © 2004, The McGraw-Hill Companies, Inc. All rights reserved.
  35. 35. 35 Business-to-Consumer e-Commerce (continued)Success factors (continued) Look and feel Attractive storefront, shopping areas, and multimedia product catalogsMcGraw-Hill/Irwin Copyright © 2004, The McGraw-Hill Companies, Inc. All rights reserved.
  36. 36. 36 Business-to-Consumer e-Commerce (continued)Success factors (continued) Advertising and incentives Targeted, personalized ads Incentives include Coupons Discounts Special offers Vouchers for other web servicesMcGraw-Hill/Irwin Copyright © 2004, The McGraw-Hill Companies, Inc. All rights reserved.
  37. 37. 37 Business-to-Consumer e-Commerce (continued)Success factors (continued) Personal attention Encourages customers to buy and make return visits Welcomed by name Greeted with special offers Guided to the parts of the site that you are most interested in Relationship buildingMcGraw-Hill/Irwin Copyright © 2004, The McGraw-Hill Companies, Inc. All rights reserved.
  38. 38. 38 Business-to-Consumer e-Commerce (continued)Success factors (continued)  Community relationships  Giving customers with special interests a feeling of belonging to a unique community  Virtual communities  Discussion forums  Newsgroups  Chat rooms  Message boards  Cross-links to related web communitiesMcGraw-Hill/Irwin Copyright © 2004, The McGraw-Hill Companies, Inc. All rights reserved.
  39. 39. 39 Business-to-Consumer e-Commerce (continued)Success factors (continued) Security and reliability Customers must feel confident regarding the security of their… Credit card Personal information Transaction detailsMcGraw-Hill/Irwin Copyright © 2004, The McGraw-Hill Companies, Inc. All rights reserved.
  40. 40. 40 Business-to-Consumer e-Commerce (continued)Success Factors (continued) Must feel that you are dealing with a trustworthy business. Reliability Orders filled and shipped as you requested Orders shipped in the timeframe promised Good customer supportMcGraw-Hill/Irwin Copyright © 2004, The McGraw-Hill Companies, Inc. All rights reserved.
  41. 41. 41 Web Store RequirementsDeveloping a Web Store Build Website design tools Site design templates Custom design services Website hostingMcGraw-Hill/Irwin Copyright © 2004, The McGraw-Hill Companies, Inc. All rights reserved.
  42. 42. 42 Web Store Requirements (continued)Developing a web store (continued) Market Web page advertising E-mail promotions Web advertising exchanges with affiliated sites Search engine registrationsMcGraw-Hill/Irwin Copyright © 2004, The McGraw-Hill Companies, Inc. All rights reserved.
  43. 43. 43 Web Store Requirements (continued)Serving Your Customers Serve Personalized web pages Dynamic multimedia catalog Catalog search engine Integrated shopping cartMcGraw-Hill/Irwin Copyright © 2004, The McGraw-Hill Companies, Inc. All rights reserved.
  44. 44. 44 Web Store Requirements (continued)Serving your customers (continued) Transact Flexibleorder process Credit card processing Shipping and tax calculations E-mail order notificationsMcGraw-Hill/Irwin Copyright © 2004, The McGraw-Hill Companies, Inc. All rights reserved.
  45. 45. 45 Web Store Requirements (continued)Serving your customers (continued) Support Website online help Customer service e-mail Discussion group and chat rooms Links to related sitesMcGraw-Hill/Irwin Copyright © 2004, The McGraw-Hill Companies, Inc. All rights reserved.
  46. 46. 46 Web Store Requirements (continued)Managing a Web Store Manage Website usage statistics Sales and inventory reports Customer account management Links to accounting systemMcGraw-Hill/Irwin Copyright © 2004, The McGraw-Hill Companies, Inc. All rights reserved.
  47. 47. 47 Web Store Requirements (continued)Managing a web store (continued) Operate 24/7website hosting Online tech support Scalable network capacity Redundant servers and powerMcGraw-Hill/Irwin Copyright © 2004, The McGraw-Hill Companies, Inc. All rights reserved.
  48. 48. 48 Web Store Requirements (continued)Managing a web store (continued) Protect Userpassword protection Encrypted order processing Encrypted website administration Network fire walls and security monitorsMcGraw-Hill/Irwin Copyright © 2004, The McGraw-Hill Companies, Inc. All rights reserved.
  49. 49. 49 Business-to-Business e-CommerceThe wholesale and supply side of the commercial processBusinesses buy, sell, or trade with other businessesIncludes… Electronic catalog systems Electronic trading systems Electronic data interchange Electronic funds transferMcGraw-Hill/Irwin Copyright © 2004, The McGraw-Hill Companies, Inc. All rights reserved.
  50. 50. 50 e-Commerce MarketplacesOne-to-Many Sell-side. Host one major supplier who dictates product catalog offerings & prices.Many-to-One Buy-side. Attract many suppliers that flock to these exchanges to bid on the business of a major buyer.McGraw-Hill/Irwin Copyright © 2004, The McGraw-Hill Companies, Inc. All rights reserved.
  51. 51. 51 e-Commerce Marketplaces (continued)Some-to-Many Distributionmarketplaces. Unite major suppliers who combine their product catalogs to attract a larger audience of buyers.Many-to-Some Procurement marketplaces. Unite major suppliers who combine their purchasing catalogs to attract more suppliers. More competition, lower pricesMcGraw-Hill/Irwin Copyright © 2004, The McGraw-Hill Companies, Inc. All rights reserved.
  52. 52. 52 e-Commerce Marketplaces (continued)Many-to-Many Auction marketplaces. Used by many buyers and sellers that can create a variety of buyers’ or sellers’ auctions to dynamically optimize prices.McGraw-Hill/Irwin Copyright © 2004, The McGraw-Hill Companies, Inc. All rights reserved.
  53. 53. 53 Clicks and BricksAlternatives E-Commerce Integration E-commerce is integrated into the traditional business operations of a company. Business case for integration Capitalizing on unique strategic capabilities that exist in a company’s traditional business operationsMcGraw-Hill/Irwin Copyright © 2004, The McGraw-Hill Companies, Inc. All rights reserved.
  54. 54. 54 Clicks and Bricks (continued)Alternatives (continued) Gaining strategic benefits such as.. Sharing established brands Sharing key business information Joint buying power Distribution efficienciesMcGraw-Hill/Irwin Copyright © 2004, The McGraw-Hill Companies, Inc. All rights reserved.
  55. 55. 55 Clicks and Bricks (continued)Alternatives (continued) Partial e-commerce integration using joint ventures and strategic partnerships Complete separation via the spin-off of an independent e-commerce companyMcGraw-Hill/Irwin Copyright © 2004, The McGraw-Hill Companies, Inc. All rights reserved.
  56. 56. 56 Clicks and Bricks (continued)E-Commerce Channel Choices An e-commerce channel is the marketing or sales channel created by a company to conduct and manage its chosen e-commerce activitiesMcGraw-Hill/Irwin Copyright © 2004, The McGraw-Hill Companies, Inc. All rights reserved.
  57. 57. 57 Clicks and Bricks (continued) Revenue-generating alternatives  Additive channel  New offer channel  Subscription  Advertising  Sponsorship  Licensing  Portaling  Commission  TollingMcGraw-Hill/Irwin Copyright © 2004, The McGraw-Hill Companies, Inc. All rights reserved.
  58. 58. 58 Discussion QuestionsDo you agree that most businesses should engage in electronic commerce on the Internet?Are you interested in investing in, owning, managing, or working for a business that is primarily engaged in electronic commerce on the Internet?McGraw-Hill/Irwin Copyright © 2004, The McGraw-Hill Companies, Inc. All rights reserved.
  59. 59. 59 Discussion Questions (continued)Why do you think there have been so many business failures among “dot-com” companies that were devoted only to retail e-commerce?Do the e-commerce success factors discussed in the chapter guarantee success for an e- commerce business venture?What else could go wrong & how would you confront those challenges?McGraw-Hill/Irwin Copyright © 2004, The McGraw-Hill Companies, Inc. All rights reserved.
  60. 60. 60 Discussion Questions (continued)If personalizing a customer’s website experience is a key success factor, then electronic profiling processes to track visitor website behavior are necessary. Do you agree? What are the ethical implications?All corporate procurement should be accomplished in e-commerce auction marketplaces, instead of using B2B websites that feature fixed-price catalogs or negotiated prices. Do you agree?McGraw-Hill/Irwin Copyright © 2004, The McGraw-Hill Companies, Inc. All rights reserved.
  61. 61. 61 Discussion Questions (continued)If you were starting an e-commerce web store, which of the business requirements listed in this chapter would you primarily do yourself, and which would you outsource to a Web development or hosting company?Which of the e-commerce clicks and bricks alternatives discussed in this chapter would you recommend to Barnes & Noble? Amazon.com? Wal-Mart? Any business?McGraw-Hill/Irwin Copyright © 2004, The McGraw-Hill Companies, Inc. All rights reserved.
  62. 62. 62 Real World Case 1 – Yahoo, Inc.How is Yahoo doing financially right now?Is Yahoo making the right moves toward continuing e-commerce profitability?McGraw-Hill/Irwin Copyright © 2004, The McGraw-Hill Companies, Inc. All rights reserved.
  63. 63. 63 Real World Case 1 (continued)What are several other things Terry Semel could do to make Yahoo more successful?Will Yahoo be able to compete successfully with AOL and MSN as an online service and e- commerce portal?McGraw-Hill/Irwin Copyright © 2004, The McGraw-Hill Companies, Inc. All rights reserved.
  64. 64. 64 Real World Case 2 – ChemConnect & Heritage ServicesWhat are the business benefits and limitations of using public B2B exchanges like ChemConnect?What is the business value of private B2B exchanges for a company?McGraw-Hill/Irwin Copyright © 2004, The McGraw-Hill Companies, Inc. All rights reserved.
  65. 65. 65 Real World Case 2 (continued)Should a small business use public or private B2B exchanges, or should they use exchanges like eBay, that attract both consumers and small businesses?McGraw-Hill/Irwin Copyright © 2004, The McGraw-Hill Companies, Inc. All rights reserved.
  66. 66. 66 Real World Case 2 (continued)How can ChemConnect broaden its customer base?McGraw-Hill/Irwin Copyright © 2004, The McGraw-Hill Companies, Inc. All rights reserved.
  67. 67. 67 Real World Case 3 – Staples, Steelcase, Countrywide, & HSNDoes the fact that customers who shop online and in other channels generate more sales, as Staples and HSN have found, mean that most companies should have an e-commerce website?McGraw-Hill/Irwin Copyright © 2004, The McGraw-Hill Companies, Inc. All rights reserved.
  68. 68. 68 Real World Case 3 (continued)Do you agree with Steelcase that it is better for people to get product information online than from a salesperson?McGraw-Hill/Irwin Copyright © 2004, The McGraw-Hill Companies, Inc. All rights reserved.
  69. 69. 69 Real World Case 3 (continued)Do the Steelcase and Countrywide websites do a good job of encouraging customers and visitors to buy their products and use their services?McGraw-Hill/Irwin Copyright © 2004, The McGraw-Hill Companies, Inc. All rights reserved.
  70. 70. 70 Real World Case 4 – eBags, Economy.com, & Classmates OnlineDo you feel that eBags will be able to sustain its recent profitability?How else could Economy.com increase its products, markets, and profitability?McGraw-Hill/Irwin Copyright © 2004, The McGraw-Hill Companies, Inc. All rights reserved.
  71. 71. 71 Real World Case 4 (continued)How could other kinds of businesses use the Classmates Online business model to help strengthen their e-commerce success?McGraw-Hill/Irwin Copyright © 2004, The McGraw-Hill Companies, Inc. All rights reserved.
  72. 72. 72 Real World Case 5 – Office Depot, Lands’ End, & OthersWhich website, Office Depot or Lands’ End, does a better job of helping users find the products they want?McGraw-Hill/Irwin Copyright © 2004, The McGraw-Hill Companies, Inc. All rights reserved.
  73. 73. 73 Real World Case 5 (continued)When comparing the business value of the integration of customer information at Martha Stewart, retailer information at Panasonic, and inventory information at NextWine, which capability is of greatest importance to the success of an e-commerce business?McGraw-Hill/Irwin Copyright © 2004, The McGraw-Hill Companies, Inc. All rights reserved.
  74. 74. 74 Real World Case 5 (continued)Which website capability or feature would you most like to see added to e-commerce websites?McGraw-Hill/Irwin Copyright © 2004, The McGraw-Hill Companies, Inc. All rights reserved.

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