Retailing in Electronic Commerce: Products and Services Lecture 4 Supakorn Kungpisdan

Retailing in Electronic Commerce:Products and Services

Lecture 4

Supakorn Kungpisdan

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Roadmap

• Internet Marketing and Electronic Retailing• E-tailing Business Models• Travel and Tourism Services Online• Employment Placement and the Job Market Online• Real Estate Online• Banking and Personal Finance Online• Online Delivery of Digital Products, Entertainment, and Media• Online Purchase-decision Aids• Successful Click-and-mortar Strategies• Problems with E-tailing and Lessons learned• Issues in E-tailing

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Internet Marketing and Electronic Retailing

• Overview of Electronic Retailing

electronic retailing (e-tailing)Retailing conducted online, over the Internet

e-tailersRetailers who sell over the Internet

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• Computer hardware and software

• Consumer electronics

• Office supplies• Sporting goods• Books and music

• Toys• Health and beauty• Apparel and clothing• Jewelry• Cars• Services• Others

What Sells Well on the Internet?


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• Characteristics of Successful E-Tailing– High brand recognition– A guarantee provided by highly reliable or well-

known vendors– Digitized format– Relatively inexpensive items– Frequently purchased items – Commodities with standard specifications– Well-known packaged items that cannot be opened

even in a traditional store


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Retailing vs E-Tailing

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E-Retailing Business Models

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• Classification by Distribution Channel1. Mail-order retailers that go online

2. Direct marketing from manufacturers

3. Pure-play e-tailers

4. Click-and-mortar retailers

5. Internet (online) malls

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direct marketing

Broadly, marketing that takes place without intermediaries between manufacturers and buyers; in the context of this book, marketing done online between any seller and buyer

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Direct Marketing: Land’s End

• Landsend.com• Increase sales by going online• Website contains product catalogs and features

– My Virtual Model– Wide range of fabric to choose from– Affiliate program: pay 5% commission– Real-time chat with customer service reps– Less than 2 days delivery 16 distribution outlets and

the US and 3 in the UK

• 88% of their customers are college graduates

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Landsend.com

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• Direct Sales by Manufacturers– Sellers can understand their markets better

because of the direct connection to consumers

– Consumers gain greater information about the products through their direct connection to the manufacturers

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• Retailing in Online Malls– Referring Directories– Malls with Shared Services

• Representative B2C Services– Postal Services– Services and Products for Adults– Wedding Channels– Gift Registries

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Travel and Tourism Services Online

• Online travel is probably the most successful e-commerce implementation

• Services provided include:– General information – Reserving and purchasing tickets,

accommodations, and entertainment– Travel tips – Electronic travel magazines– Fare comparisons

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• Benefits of Online Travel Services– Benefits to consumers

• Large amount of free information available 24/7• Substantial discounts can be found

– Benefits to providers• Airlines, hotels, and cruise lines are selling

otherwise-empty spaces• Direct selling saves the provider’s commission

and its processing

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• Limitations of Online Travel Services– Many people do not use the Internet– The amount of time and the difficulty of

using virtual travel agencies may be significant

– Complex trips or those that require stop-overs may not be available online because they require specialized knowledge and arrangements

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• Corporate Travel– To reduce corporate travel costs, companies

can make arrangements that enable employees to plan and book their own trips using online optimization tools provided by travel companies

– Travel authorization software that checks availability of funds and compliance with corporate guidelines is usually provided by travel companies

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• Intelligent Agents in Travel Services– Software agents emulate the work and

behavior of human agents in executing organizational processes like travel authorization, planning or decision making

– Each agent is capable of acting autonomously, cooperatively, or collectively to achieve the stated goal

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Employment Placement and the Job Market Online

• The Internet Job Market– Job seekers– Employers seeking employees– Job agencies– Government agencies and institutions

• The Internet is a global online portal for job seekers

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Intelligent Agents Match Resumes with Available Jobs

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• Limitations of the Electronic Job Market– Many people do not use the Internet. This limitation is

even more serious with non-technology-oriented jobs– Security and privacy: resumes and other online

communications are usually not encrypted, so one’s job-seeking activities may not be secure

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Real Estate Online

• Real Estate Applications– Advice to consumers on buying or selling a home– Commercial real estate listings– Listings of residential real estate in multiple

databases– Maps are available– Information on current mortgage rates– Mortgage brokers can pass loan applications over the

Internet and receive bids from lenders who want to issue mortgages

– Online lenders can tentatively approve loans online– Automated closing of real estate transactions

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Real Estate Online

• Real Estate Applications– Property management companies (residential,

commercial, and industrial) are using the Internet for many applications ranging from security to communication with tenants

– Sites for persons who want to sell their homes privately, without using a real estate agent

– Rental properties are listed

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Domain.com.au

What’s its revenue model?

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Banking and Personal Finance Online

electronic banking (e-banking)

Various banking activities conducted from home or the road using an Internet connection; also known as cyberbanking, virtual banking, online banking, and home banking

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• E-banking:– Various banking activities conducted from

home or the road using an Internet connection; aka. cyberbanking, virtual banking, online banking, and home banking

• 54M americans use online banking in 2005, 47% increase in only 2 years

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Bankdirect.co.nz

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• Implementation Issues in Online Financial Transactions– Securing financial transactions– Access to banks’ intranets by outsiders– Using imaging systems

• Incoming checks, invoices, letters from banks and customers– Pricing online versus off-line services– Risks

• Hackers • People are afraid of not having sufficient funds resulted in

panic withdrawals

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• Online Billing and Bill Paying– Automatic transfer of mortgage payments– Automatic transfer of funds to pay monthly utility bills– Paying bills from online banking accounts– Merchant-to-customer direct billing– Using an intermediary for bill consolidation

• collect commission from payer and payee

– Person-to-person direct payment– Pay bills at bank kiosks

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Commonwealth Bank

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Online Delivery of Digital Products,Entertainment, and Media

• Interactive Entertainment– Web browsing– Internet gaming

• Online arcade, lotteries, casino gaming

– Fantasy sport games• Sportline.com, espn.com

– Single and multiplayer games– Adult entertainment– Card games– Participatory Web sites:

• clubs, user groups, infotainment sites

– Reading

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Online Delivery of Digital Products,Entertainment, and Media

• Non-interactive Entertainment: entertainment that users are not being entertained– Event ticketing– Restaurants– Information retrieval– Retrieval of audio and video entertainment– Live events

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Online Purchase-Decision Aids

• Business Ratings Sites– Bizrate.com, gomez.com

• Trust Verification Sites– TRUSTe (truste.org), Verisign.com

• Other Shopper Tools– Escrow services– Communities of consumers who offer advice and

opinions– E-wallet (or e-purse)

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Successful Click-and-Mortar Strategies

• A traditional brick-and-mortar store with a mature Web site uses a click-and-mortar strategy to:– Speak with one voice

• Communicate the same thing to customers in every channel

– Leverage the multi-channels• Purchase online, return at store

– Empower the customer• A powerful 24/7 channel for service and information

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Circuitcity.com

• A successful click-and-mortar company• The second-largest US retailer of consumer electronics• Manage 650 stores around the country• Features

– Educate customers about features and capabilities of products– Power search on a product database– Extensive amount of product information

• Over 50% of purchase processes completed compared to 17% of ones at others

• Customers have 3 choices: 3-day delivery, overnight delivery, or self-pickup in a store

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Amazon.com & Toys“R”Us

• Alliance between amazon.com and Toys“R”Us• Amazon.com expertises in e-tailing business, but could

not get best deal from toy manufacturers• Toys“R”Us is the best in toy industry but failed in e-tailing• Seemed to be a promising agreement• However, they sued each other after 4 years out of 10-

year agreement.– Toy“R”Us wanted amazon to sell only its products– Amazon interpreted the agreement to allow it to sell other

companies’ products

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Problems with E-tailing and Lessons Learned

• Don’t ignore profitability– If it doesn’t make cents, it doesn’t make sense

• Manage new risk exposure– Concern about scope of target customers– Wallmartsucks.com

• Watch the cost of branding• Do not start with insufficient funds• The Web site must be effective• Keep it interesting: dynamic content

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Issues in E-Tailing

disintermediation

The removal of organizations or business process layers responsible for certain intermediary steps in a given supply chain

reintermediation

The process whereby intermediaries (either new ones or those that had been disintermediated) take on new intermediary roles

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Disintermediation and Reintermediation in the B2C Supply Chain

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Issues in E-Tailing (cont.)

• channel conflictSituation in which an online marketing channel upsets the traditional channels due to real or perceived damage from competition

• Determining the right price• Personalization

– Mass customization

• Fraud and illegal activities• How to make customers happy

– Need market research

Questions?

Documents

Retailing in Electronic Commerce: Products and Services Lecture 4 Supakorn Kungpisdan