Upload
vincent-rodgers
View
224
Download
2
Embed Size (px)
Citation preview
Electronic Commerce, Sixth Edition 2
Objectives
In this chapter, you will learn about:
• Origins and key characteristics of the seven major auction types
• Strategies for Web auction sites and auction-related businesses
• Virtual communities and Web portals
Electronic Commerce, Sixth Edition 3
Auction Overview
• In an auction, a seller offers an item for sale, but does not establish a price
• Bidders– Potential buyers
• Bids– Prices bidders are willing to pay for an item
• Shill bidders – Can artificially inflate the price of an item
Electronic Commerce, Sixth Edition 4
English Auctions
• Bidders publicly announce their successive higher bids until no higher bid is forthcoming
• Open auction
– Bids are publicly announced
• Minimum bid
– The price at which an auction begins
• Reserve price
– Minimum acceptable price
Electronic Commerce, Sixth Edition 5
English Auctions (continued)
• Yankee auctions
– English auctions that offer multiple units of an item for sale
• Disadvantages
– Winning bidders tend not to bid their full private valuations
– Bidders risk becoming caught up in the excitement of competitive bidding
Electronic Commerce, Sixth Edition 6
Dutch Auctions
• Also called descending-price auctions
• Form of open auction in which bidding starts at a high price and drops until a bidder accepts the price
• Often better for the seller
• Good for moving large numbers of commodity items quickly
Electronic Commerce, Sixth Edition 8
Other Types of Auctions
• Sealed-bid auctions
– Bidders submit their bids independently
• Second-price sealed-bid auction
– Highest bidder is awarded the item at the price bid by the second-highest bidder
• Open-outcry double auctions
– Buy and sell offers are shouted by traders standing in a small area on the exchange floor
Electronic Commerce, Sixth Edition 9
Other Types of Auctions (continued)
• Double auction
– Buyers and sellers each submit combined price-quantity bids to an auctioneer
• Reverse (seller-bid) auctions
– Multiple sellers submit price bids to an auctioneer who represents a single buyer
– Bids are for a given amount of a specific item that the buyer wants to purchase
Electronic Commerce, Sixth Edition 10
Online Auctions and Related Businesses
• Three categories of auction Web sites
– General consumer auctions
– Specialty consumer auctions
– Business-to-business auctions
• Largest number of transactions occurs on general consumer auction sites
Electronic Commerce, Sixth Edition 11
General Consumer Auctions
• Most common format used on eBay – Computerized version of the English auction
• eBay English auction– Allows a seller to set a reserve price– Bidders are listed– Bid amounts are not disclosed until after the
auction – Allows sellers to specify that an auction be made
private
Electronic Commerce, Sixth Edition 12
Specialty Consumer Auctions
• Specialized Web auction sites– Meet the need of special interest market segments
• Specialty consumer auction sites – Golf Club Exchange, Cigarbid.com, and Winebid– Gain an advantage by identifying a strong market
segment with readily identifiable products
Electronic Commerce, Sixth Edition 13
Consumer Reverse Auctions and Group Purchasing Sites
• Reverse bid
– Buyer can accept the lowest offer or the offer that best matches the buyer’s criteria
• Priceline.com
– Completes many of its transactions from an inventory
– Operates more as a liquidation broker
Electronic Commerce, Sixth Edition 14
Consumer Reverse Auctions and Group Purchasing Sites (continued)
• Group purchasing site
– Seller posts an item with a price
– As individual buyers enter bids, the site can negotiate a better price with the item’s provider
– Posted price ultimately decreases as the number of bids increases
Electronic Commerce, Sixth Edition 15
Business-to-Business Auctions
• Liquidation brokers
– Firms that find buyers for unusable inventory items
• Online auctions
– Logical extension of inventory liquidation activities to a new and more efficient channel, the Internet
Electronic Commerce, Sixth Edition 16
Business-to-Business Auctions (continued)
• Ingram Micro – Major distributor of computers and related
equipment to value-added resellers
– Often finds itself with outdated items turned over to liquidation brokers
– Now auctions those items to its established customers
– Auction prices received average about 60 percent of the items’ costs
Electronic Commerce, Sixth Edition 18
Business-to-Business Reverse Auctions
• U.S. Navy and the federal government’s General Services Administration are experimenting with reverse auctions
• The need for trust and long-term strategic relationships with suppliers makes reverse auctions less attractive in some industries
• The use of reverse auctions replaces trusting relationships with a bidding activity that pits suppliers against each other
Electronic Commerce, Sixth Edition 20
Auction-Related Services
• Auction escrow services– An independent party that holds a buyer’s
payment until the buyer receives the purchased item and is satisfied with it
• Auction directory and information services– Offer guidance for new auction participants
– Offer helpful hints and tips for more experienced buyers and sellers along with directories of online auction sites
Electronic Commerce, Sixth Edition 21
Auction-Related Services (continued)
• Auction software
– For sellers
• Software offers services that can help with or automate tasks such as image hosting
– For buyers
• Software observes auction progress and places a bid high enough to win the auction
Electronic Commerce, Sixth Edition 22
Auction-Related Services (continued)
• Auction consignment services
– Create online auction for an item
– Handle the transaction
– Remit the balance of the proceeds
Electronic Commerce, Sixth Edition 23
Virtual Communities and Web Portals
• Cellular-satellite communications technology
– Can be packaged with
• Notebook computers
• Personal digital assistants (PDAs)
• Mobile phones
• Wireless Application Protocol (WAP)
– Allows Web pages formatted in HTML to be displayed on devices with small screens
Electronic Commerce, Sixth Edition 25
Electronic Marketplaces
• Marketplaces
– Can serve people who want to buy and sell a wide range of products and services
• AvantGo
– Provides PDAs with downloads of Web site contents, news, restaurant reviews, and maps
Electronic Commerce, Sixth Edition 27
Intelligent Software Agents
• Programs that search the Web and find items for sale that meet a buyer’s specifications
• Some software agents focus on a particular category of product
• Simon
– One of the best shopping agents currently available
Electronic Commerce, Sixth Edition 28
Virtual Communities
• Gathering place for people and businesses that does not have a physical existence
• Exist on the Internet in various forms
– Usenet newsgroups
– Chat rooms
– Web sites
• Offer people a way to connect with each other and discuss common issues and interests
Electronic Commerce, Sixth Edition 29
Virtual Communities (continued)
• Virtual learning community
– One form of a virtual community
• Can help companies, their customers, and their suppliers plan, collaborate, and transact business
• Google Answers
– Gives people a place to ask questions that are answered by an expert for a fee
Electronic Commerce, Sixth Edition 31
Early Web Communities
• The WELL ( “whole earth ’lectronic link”)
– One of the first Web communities
– Predates the Web
• Tripod
– Founded in 1995 in Massachusetts
– Offered its participants free Web page space, chat rooms, news and weather updates, and health information pages
Electronic Commerce, Sixth Edition 32
Web Community Consolidation
• Virtual communities for consumers
– Can succeed as money-making propositions if they offer something sufficiently valuable to justify a charge for membership
Electronic Commerce, Sixth Edition 33
Web Portal Revenue Models
• Web portals are so named because the goal is to be every Web surfer’s doorway to the Web
• One rough measure of stickiness is how long each user spends at the site
• Nielsen//NetRatings determine site popularity by measuring the number of unique visitors
Electronic Commerce, Sixth Edition 34
Web Portal Revenue Models (continued)
• Web portals
– High visitor counts can yield high advertising rates
– Companies that run Web portals add sticky features such as chat rooms, e-mail, and calendar functions
Electronic Commerce, Sixth Edition 36
Mixed Revenue Portals
• Time Warner’s AOL unit
– One of the most successful Web portals
– Charges a fee to users and has always run advertising on its site
• Yahoo!
– Now charges for the Internet phone service originally offered at no cost
Electronic Commerce, Sixth Edition 37
Internal Web Portals
• Run on intranets
• Can save significant amounts of money by replacing the printing and distribution of paper memos, newsletters, and other correspondence
• Can become a good way of creating a virtual community among employees
Electronic Commerce, Sixth Edition 38
Summary• Companies are now using the Web to operate
auction sites, create virtual communities, and serve as Web portals
• Consumer online auction business is dominated by eBay
• B2B auctions– Give companies a new and efficient way to
dispose of excess inventory
• B2B reverse auctions – Provide an effective procurement tool
Electronic Commerce, Sixth Edition 39
Summary (continued)
• New companies have formed that capitalize on the Web’s ability to bring together geographically dispersed people and organizations
• Organizations are using mobile commerce to sell goods and services to users of handheld devices
• Companies are using internal Web portals to communicate with employees