2. 2
Learning ObjectivesLearning Objectives
Identify the key components of e-commerceIdentify the key components of e-commerce
business models.business models.
Describe the major B2C business models.Describe the major B2C business models.
Describe the major B2B business models.Describe the major B2B business models.
Recognize business models in otherRecognize business models in other
emerging areas of e-commerce.emerging areas of e-commerce.
Understand key business concepts andUnderstand key business concepts and
strategies applicable to e-commerce.strategies applicable to e-commerce.
3. Components of e-BusinessComponents of e-Business
ModelsModels
Business Model
-Customer value
- Scope
- Price
- Resources
- Capabilities
- Implementations
Business Model
-Customer value
- Scope
- Price
- Resources
- Capabilities
- Implementations
EnvironmentEnvironment
InternetInternet PerformancePerformance
4. Price CompetitionPrice Competition
Price for books and CDs sold on the Internet lessPrice for books and CDs sold on the Internet less
than conventional channelthan conventional channel
– Average 9-16%Average 9-16%
Price incrementsPrice increments
– Price change on the Internet is smaller thanPrice change on the Internet is smaller than
conventional channelconventional channel
Price dispersionPrice dispersion
– Substantial differences in price across retailers on theSubstantial differences in price across retailers on the
InternetInternet
– Heterogeneity in consumer awarenessHeterogeneity in consumer awareness
– Heterogeneity in retailer branding and trustHeterogeneity in retailer branding and trust
5. Driving FactorsDriving Factors
Lower buyer search costsLower buyer search costs
– Promote price competitionPromote price competition
Low entry costs or low operational costsLow entry costs or low operational costs
Other factorsOther factors
– TaxTax
– Shipping and handling feesShipping and handling fees
6. 6
E-Commerce Business ModelsE-Commerce Business Models
Business modelBusiness model
– a set of planned activities designed toa set of planned activities designed to
result in a profit in a marketplaceresult in a profit in a marketplace
E-commerce business modelE-commerce business model
– a business model that aims to use anda business model that aims to use and
leverage the unique qualities of theleverage the unique qualities of the
Internet and the World Wide Web.Internet and the World Wide Web.
7. Eight Key Ingredients of a Business ModelEight Key Ingredients of a Business Model
Key Questions
Business Model
Components
Value Proposition Why should the customer buy from you?
Revenue model How will you earn money?
Market opportunity What marketspace do you intent to serve, and what is its size?
Competitive environment Who else occupies your intended marketspace?
Competitive advantage What special advantages does your firm bring to the marketspace?
Market strategy How do you plan to promote your products to attract customer?
Organizational
development
What types of organizational structures within the firm are
necessary to carry out the business plan?
Management team
What kinds of experiences and background are important for
the company’s leaders to have?
8. 8
Value PositionValue Position
Defines how a company’s product orDefines how a company’s product or
service fulfills the needs of customers.service fulfills the needs of customers.
QuestionsQuestions
Why will customers choose to do business withWhy will customers choose to do business with
your firm instead of another company?your firm instead of another company?
What will your firm provide that other firms doWhat will your firm provide that other firms do
not and cannot?not and cannot?
9. 9
Revenue ModelRevenue Model
Describes how the firm will earn revenue,Describes how the firm will earn revenue,
produce profits, and produce a superiorproduce profits, and produce a superior
return on invested capital.return on invested capital.
E-commerce revenue models include:E-commerce revenue models include:
advertising modeladvertising model
subscription modelsubscription model
transaction fee modeltransaction fee model
sales modelsales model
affiliate modelaffiliate model
10. 10
Revenue ModelRevenue Model
Advertising revenue modelAdvertising revenue model
a company provides a forum for advertisementsa company provides a forum for advertisements
and receives fees from advertisers (and receives fees from advertisers (YahooYahoo))
Subscription revenue modelSubscription revenue model
a company offers it users content or servicesa company offers it users content or services
and charges a subscription fee for access toand charges a subscription fee for access to
some or all of it offerings (some or all of it offerings (Consumer ReportsConsumer Reports
oror Wall Street JournalWall Street Journal))
11. 11
Revenue ModelRevenue Model
Transaction fee revenue modelTransaction fee revenue model
a company receives a fee for enabling ora company receives a fee for enabling or
executing a transaction (executing a transaction (eBayeBay oror E-TradeE-Trade))
Sales revenue modelSales revenue model
a company derives revenue by selling goods,a company derives revenue by selling goods,
information, or services (information, or services (AmazonAmazon oror
DoubleClickDoubleClick))
Affiliate revenue modelAffiliate revenue model
a company steers business to an affiliate anda company steers business to an affiliate and
receives a referral fee or percentage of thereceives a referral fee or percentage of the
revenue from any resulting sales (revenue from any resulting sales (MyPointsMyPoints))
12. 12
Market OpportunityMarket Opportunity
Market opportunityMarket opportunity
refers to the company’s intended marketspacerefers to the company’s intended marketspace
and the overall potential financial opportunitiesand the overall potential financial opportunities
available to the firm in that market spaceavailable to the firm in that market space
defined by the revenue potential in each of thedefined by the revenue potential in each of the
market niches where you hope to competemarket niches where you hope to compete
MarketspaceMarketspace
the area of actual or potential commercial valuethe area of actual or potential commercial value
in which a company intends to operatein which a company intends to operate
13. 13
Competitive EnvironmentCompetitive Environment
Refers to the other companies operating inRefers to the other companies operating in
the same marketplace selling similarthe same marketplace selling similar
productsproducts
Influenced by:Influenced by:
how many competitors are activehow many competitors are active
how large are their operationshow large are their operations
the market share of each competitorthe market share of each competitor
how profitable these firms arehow profitable these firms are
how they price their productshow they price their products
14. 14
Competitive AdvantageCompetitive Advantage
Achieved by a firm when it can produce aAchieved by a firm when it can produce a
superior product and/or bring the product tosuperior product and/or bring the product to
market at a lower price than most, or all, ofmarket at a lower price than most, or all, of
its competitorsits competitors
Achieved because a firm has been able toAchieved because a firm has been able to
obtain differential access to the factors ofobtain differential access to the factors of
production that are denied their competitorsproduction that are denied their competitors
-- at least in the short term-- at least in the short term
15. 15
Competitive AdvantageCompetitive Advantage
AsymmetryAsymmetry
exists whenever one participant in a market hasexists whenever one participant in a market has
more resources than other participantsmore resources than other participants
First mover advantageFirst mover advantage
a competitive market advantage for a firm thata competitive market advantage for a firm that
results from being the first into a marketplaceresults from being the first into a marketplace
with a serviceable product or servicewith a serviceable product or service
16. 16
Competitive AdvantageCompetitive Advantage
Unfair competitive advantageUnfair competitive advantage
occurs when one firm develops an advantageoccurs when one firm develops an advantage
based on a factor that other firms cannotbased on a factor that other firms cannot
purchasepurchase
Perfect MarketPerfect Market
a market in which there are no competitivea market in which there are no competitive
advantages or asymmetries because all firmsadvantages or asymmetries because all firms
have equal access to all the factors ofhave equal access to all the factors of
productionproduction
when a company uses its competitive advantagewhen a company uses its competitive advantage
to achieve more advantage in surroundingto achieve more advantage in surrounding
marketsmarkets
17. 17
Market StrategyMarket Strategy
The plan you put together that detailsThe plan you put together that details
exactly how you intend to enter a newexactly how you intend to enter a new
market and attract new customersmarket and attract new customers
Best business concepts will fail if notBest business concepts will fail if not
properly marketed to potential customersproperly marketed to potential customers
18. 18
Organizational DevelopmentOrganizational Development
Describes how the company will organizeDescribes how the company will organize
the work that needs to be accomplishedthe work that needs to be accomplished
Work is typically divided into functionalWork is typically divided into functional
departmentsdepartments
Move from generalists to specialists as theMove from generalists to specialists as the
company growscompany grows
19. 19
Management TeamManagement Team
Employees of the company responsible forEmployees of the company responsible for
making the business model workmaking the business model work
Strong management team gives instantStrong management team gives instant
credibility to outside investorscredibility to outside investors
A strong management team may not be ableA strong management team may not be able
to salvage a weak business modelto salvage a weak business model
Should be able to change the model andShould be able to change the model and
redefine the business as it becomesredefine the business as it becomes
necessarynecessary
22. 22
Major Business-to-ConsumerMajor Business-to-Consumer
(B2C) Business Models(B2C) Business Models
PortalPortal
offers powerful search tools plus an integratedoffers powerful search tools plus an integrated
package of content and servicespackage of content and services
typically utilizes a combinestypically utilizes a combines
subscription/advertising revenues/transactionsubscription/advertising revenues/transaction
fee modelfee model
may be general or specialize (vortal)may be general or specialize (vortal)
23. 23
Major Business-to-ConsumerMajor Business-to-Consumer
(B2C) Business Models(B2C) Business Models
E-tailerE-tailer
online version of traditional retaileronline version of traditional retailer
includesincludes
virtual merchants (online retail store only)virtual merchants (online retail store only)
clicks and mortar e-tailers (online distributionclicks and mortar e-tailers (online distribution
channel for a company that also has physical stores)channel for a company that also has physical stores)
catalog merchants (online version of direct mailcatalog merchants (online version of direct mail
catalog)catalog)
online malls (online version of mall)online malls (online version of mall)
Manufacturers selling directly over the WebManufacturers selling directly over the Web
24. 24
Major Business-to-ConsumerMajor Business-to-Consumer
(B2C) Business Models(B2C) Business Models
Content ProviderContent Provider
information and entertainment companies thatinformation and entertainment companies that
provide digital content over the Webprovide digital content over the Web
typically utilizes an advertising, subscription, ortypically utilizes an advertising, subscription, or
affiliate referral fee revenue modelaffiliate referral fee revenue model
Transaction BrokerTransaction Broker
processes online sales transactionsprocesses online sales transactions
typically utilizes a transactions feel revenuetypically utilizes a transactions feel revenue
modelmodel
25. 25
Major Business-to-ConsumerMajor Business-to-Consumer
(B2C) Business Models(B2C) Business Models
Market CreatorMarket Creator
uses Internet technology to create markets thatuses Internet technology to create markets that
bring buyers and sellers togetherbring buyers and sellers together
typically utilizes a transaction fee revenuetypically utilizes a transaction fee revenue
modelmodel
E.g. AuctionE.g. Auction
English auctionEnglish auction
Dutch auctionDutch auction
Sealed-bid auctionSealed-bid auction
Double auctionDouble auction
26. English AuctionsEnglish Auctions
The bidders announce their bids until noThe bidders announce their bids until no
higher bid is forthcominghigher bid is forthcoming
– ‘‘going . . . going . . . gone!’going . . . going . . . gone!’
– Ascending-price auctionsAscending-price auctions
– Typically set a closing time in advanceTypically set a closing time in advance
Minimum bid plus a reserve priceMinimum bid plus a reserve price
Early buyout priceEarly buyout price
27. Dutch AuctionsDutch Auctions
Bidding starts at a high price and drops untilBidding starts at a high price and drops until
a bidder accepts the pricea bidder accepts the price
– Descending price auctionsDescending price auctions
28. Sealed-Bid AuctionsSealed-Bid Auctions
Bidders submit their bids independently andBidders submit their bids independently and
are usually prohibited from sharingare usually prohibited from sharing
information with each otherinformation with each other
First-price sealed-bid auctionFirst-price sealed-bid auction
– The winner pays his amountThe winner pays his amount
Second-price sealed-bid auctionSecond-price sealed-bid auction
– The winner pays one increment over theThe winner pays one increment over the
second-highest bid receivedsecond-highest bid received
29. Double AuctionsDouble Auctions
Buyers and sellers submit bids to anBuyers and sellers submit bids to an
auctioneerauctioneer
The auctioneer matches the seller’s offers toThe auctioneer matches the seller’s offers to
the buyer’s offerthe buyer’s offer
– E.g. New York Stock ExchangeE.g. New York Stock Exchange
30. 30
Major Business-to-ConsumerMajor Business-to-Consumer
(B2C) Business Models(B2C) Business Models
Service ProviderService Provider
offers services onlineoffers services online
Community ProviderCommunity Provider
provides an online community of like-mindedprovides an online community of like-minded
individuals for networking and informationindividuals for networking and information
sharingsharing
revenue is generated by referral fee,revenue is generated by referral fee,
advertising, and subscriptionadvertising, and subscription
31. e-Business Modelse-Business Models
Dynamic Pricing ModelsDynamic Pricing Models
– Name-Your-Price ModelName-Your-Price Model
– Comparison-Pricing ModelComparison-Pricing Model
– Demand-Sensitive Pricing ModelDemand-Sensitive Pricing Model
32. Name-Your-Price ModelName-Your-Price Model
Allows customers to state the price they areAllows customers to state the price they are
willing to paywilling to pay
Priceline.comPriceline.com
– Demand collect systemsDemand collect systems
» Use shopping bot that takes customer’s bid to theUse shopping bot that takes customer’s bid to the
Priceline partners to see whether they will accept thePriceline partners to see whether they will accept the
prices for the requested products/servicesprices for the requested products/services
– Intelligent agentsIntelligent agents
33. Comparison-Pricing ModelComparison-Pricing Model
Allows customers to poll a variety ofAllows customers to poll a variety of
merchants and find a desiredmerchants and find a desired
product/service at the lowest priceproduct/service at the lowest price
Mysimon.comMysimon.com
– Uses intelligent-agent technologyUses intelligent-agent technology
– Offers discussion groups, customer ratings, andOffers discussion groups, customer ratings, and
comparison shoppingcomparison shopping
34. Demand-Sensitive Pricing ModelDemand-Sensitive Pricing Model
Group purchasingGroup purchasing
– Individual buyers to shop in large groups to obtainIndividual buyers to shop in large groups to obtain
group discountgroup discount
» The more people who buy a product in a single purchase, theThe more people who buy a product in a single purchase, the
lower the cost per person becomeslower the cost per person becomes
– Mercata.com, mobshop.com, demandline.comMercata.com, mobshop.com, demandline.com
How it worksHow it works
– Buyers create requests for quotes (RFQs)Buyers create requests for quotes (RFQs)
– Purchasing manager monitors all aggregated RFQsPurchasing manager monitors all aggregated RFQs
– Manager negotiates through suppliers.Manager negotiates through suppliers.
38. 38
Major Business-to-BusinessMajor Business-to-Business
(B2B) Business Models(B2B) Business Models
B2B HubB2B Hub
also known asalso known as marketplace/exchangemarketplace/exchange
electronic marketplace where suppliers andelectronic marketplace where suppliers and
commercial purchasers can conductcommercial purchasers can conduct
transactionstransactions
may be a general (horizontal marketplace) ormay be a general (horizontal marketplace) or
specialized (vertical marketplace)specialized (vertical marketplace)
E-distributorE-distributor
supplies products directly to individualsupplies products directly to individual
businessesbusinesses
39. 39
Major Business-to-BusinessMajor Business-to-Business
(B2B) Business Models(B2B) Business Models
B2B Service ProviderB2B Service Provider
sells business services to other firmssells business services to other firms
MatchmakerMatchmaker
links businesses togetherlinks businesses together
charges transaction or usage feescharges transaction or usage fees
InfomediaryInfomediary
gather information and sells it to businessesgather information and sells it to businesses
40. 40
Seven Unique Feature of E-Seven Unique Feature of E-
Commerce TechnologyCommerce Technology
41. 41
Seven Unique Feature of E-Seven Unique Feature of E-
Commerce TechnologyCommerce Technology
UbiquityUbiquity
Alters industry structure by creating new marketingAlters industry structure by creating new marketing
channels and expanding size of overall marketchannels and expanding size of overall market
Creates new efficiencies in industry operations andCreates new efficiencies in industry operations and
lowers cost of firms’ sales operationslowers cost of firms’ sales operations
Enables new differentiation strategiesEnables new differentiation strategies
Global ReachGlobal Reach
Changes industry structure by lowering barriers toChanges industry structure by lowering barriers to
entry, but greatly expands market at the same timeentry, but greatly expands market at the same time
Lowers cost of industry and firm operations throughLowers cost of industry and firm operations through
production and sales efficienciesproduction and sales efficiencies
Enables competition on global scaleEnables competition on global scale
42. 42
Seven Unique Features of E-Seven Unique Features of E-
Commerce TechnologyCommerce Technology
Universal StandardsUniversal Standards
Changes industry structure by lowering barriers to entryChanges industry structure by lowering barriers to entry
and intensifying competition within an industryand intensifying competition within an industry
Lowers costs of industry and firm operations byLowers costs of industry and firm operations by
lowering computing and communications costslowering computing and communications costs
Enables broad-scope strategiesEnables broad-scope strategies
RichnessRichness
Alters industry structure by reducing strength ofAlters industry structure by reducing strength of
powerful distribution channelspowerful distribution channels
Change industry and firm operations costs by lesseningChange industry and firm operations costs by lessening
reliance on sales forcereliance on sales force
Enhances post-sale support strategiesEnhances post-sale support strategies
43. 43
Seven Unique Features of E-Seven Unique Features of E-
Commerce TechnologyCommerce Technology
InteractivityInteractivity
Alters industry structure by reducing threat ofAlters industry structure by reducing threat of
substitutes through enhanced customizationsubstitutes through enhanced customization
Reduces industry and firm costs by lessening relianceReduces industry and firm costs by lessening reliance
on sales forceon sales force
Enable differentiation strategiesEnable differentiation strategies
Personalization/CustomizationPersonalization/Customization
Alters industry structure by reducing threats ofAlters industry structure by reducing threats of
substitutes, raising barriers to entrysubstitutes, raising barriers to entry
Reduces value chain costs in industry and firm byReduces value chain costs in industry and firm by
lessening reliance on sales forceslessening reliance on sales forces
44. 44
Seven Unique Features of E-Seven Unique Features of E-
Commerce TechnologyCommerce Technology
Information DensityInformation Density
Changes industry structure by weakeningChanges industry structure by weakening
powerful sales channels, shifting bargainingpowerful sales channels, shifting bargaining
power to consumerpower to consumer
Reduces industry and firm operations costs byReduces industry and firm operations costs by
lowering costs of obtaining, processing, andlowering costs of obtaining, processing, and
distributing information about suppliers anddistributing information about suppliers and
consumersconsumers
45. Case StudiesCase Studies
Should we integrate our Internet businessShould we integrate our Internet business
with our traditional business or should wewith our traditional business or should we
keep the two separate?keep the two separate?
46. Seamless Model: Office DepotSeamless Model: Office Depot
Two reasonsTwo reasons
– Existing catalog-sales support an Internet storeExisting catalog-sales support an Internet store
– Existing information systems made it easy toExisting information systems made it easy to
coordinate online stores and physical storescoordinate online stores and physical stores
Customers’ BenefitCustomers’ Benefit
– Make shopping simple and convenientMake shopping simple and convenient
Company’s BenefitCompany’s Benefit
– Cheaper to reach customersCheaper to reach customers
47. Seamless Model: Office DepotSeamless Model: Office Depot
Added ValueAdded Value
– Each customer has its own specialized view ofEach customer has its own specialized view of
the OfficeDepot.com sitethe OfficeDepot.com site
» authorizationauthorization
– Provide additional discount for largerProvide additional discount for larger
customers if they place order on onlinecustomers if they place order on online
Actually increased the traffic at its physicalActually increased the traffic at its physical
outletoutlet
48. Joint Venture Model: KB ToyJoint Venture Model: KB Toy
ReasonsReasons
– Don’t have much experience with catalogDon’t have much experience with catalog
retailingretailing
– Tend to focus exclusively on their physicalTend to focus exclusively on their physical
storesstores
KB Toy and Kbkids.comKB Toy and Kbkids.com
– KB Toy joined with BrainPlay.com to createKB Toy joined with BrainPlay.com to create
Kbkids.comKbkids.com
» $80 million$80 million
49. Joint Venture Model: KB ToyJoint Venture Model: KB Toy
OperationOperation
– SeparationSeparation
» Kbkids headquarter: DenverKbkids headquarter: Denver
» KB Toy headquarter: MAKB Toy headquarter: MA
– IntegrationIntegration
» Share brand: promotionShare brand: promotion
» Customer serviceCustomer service
» Purchasing functionPurchasing function
50. Virtual PartnershipVirtual Partnership
Rite Aid and Drugstore.comRite Aid and Drugstore.com
Customer benefitCustomer benefit
– Customers can pick up their Drugstore.comCustomers can pick up their Drugstore.com
prescriptions at their local Rite Aidprescriptions at their local Rite Aid
51. A Spectrum of ChoicesA Spectrum of Choices
Model Brand Management Operation
Seamless Fully integrated Fully integrated Fully integrated
Joint Venture
Mostly
integrated
Slightly
integrated
Moderately
integrated
Partnership Separate
Slightly
integrated
Moderately
integrated
52. Decision ProcessDecision Process
Brand
Separation Integration
Does the brand extend naturally
to the Internet?
Will we need to price differently?
Management
Do we have the skills and experience?
Will there be major channel conflict?
Does the Internet threaten the current
business model?
53. Decision ProcessDecision Process
Operations
Separation Integration
Do our distribution systems
translate well to the Internet?
Do our information systems provide
a foundation on which to build?
Does either systems constitute a
significant competitive advantage?