E-COMMERCE: DIGITAL MARKETS, DIGITAL GOODS

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Management Information Systems

MANAGING THE DIGITAL FIRM, 12
TH

EDITION

E
-
COMMERCE: DIGITAL MARKETS,
DIGITAL GOODS

Chapter 10

Management Information Systems


What are the unique features of e
-
commerce, digital
markets, and digital goods?


What are the principal e
-
commerce business and revenue
models?


How has e
-
commerce transformed marketing?


How has e
-
commerce affected business
-
to
-
business
transactions?


What is the role of m
-
commerce in business and what are
the most important m
-
commerce applications?


What issues must be addressed when building an

e
-
commerce Web site?

Learning Objectives

CHAPTER 10: E
-
COMMERCE: DIGITAL MARKETS, DIGITAL GOODS

© Prentice Hall 2011

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Management Information Systems


E
-
commerce today:


Use of the Internet and Web to transact
business; digitally enabled transactions


Began in 1995 and grew exponentially, still
growing even in a recession


Companies that survived the dot
-
com bubble
burst and now thrive


E
-
commerce revolution is still in its early
stages


E
-
commerce and the Internet

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-
COMMERCE: DIGITAL MARKETS, DIGITAL GOODS

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Management Information Systems

E
-
commerce and the Internet


THE GROWTH OF E
-
COMMERCE

Retail e
-
commerce revenues grew 15

25 percent per year until the recession of 2008

2009, when they
slowed measurably. In 2010, e
-
commerce revenues are growing again at an estimated 12 percent annually.

FIGURE 10
-
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COMMERCE: DIGITAL MARKETS, DIGITAL GOODS

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Electronic Commerce (E
-
Commerce):

Electronic
transactions over the Internet.


The buying and selling of goods and services over the public and private
computer networks (
Kroenke

2011)


Online exchange of goods, services, and money including digital products
(
Valacich

and Schneider 2011).


The use of the Internet and the Web to transact business.


Digitally enabled commercial transaction. (
Laudon

and
Laudon

2011)




E
-
COMMERCE


Define electronic commerce and describe how it has changed
consumer retailing and business
-
to
-
business transactions


Management Information Systems


Why e
-
commerce is different


8 unique features

1.


Ubiquity


Internet/Web technology available everywhere:
work, home, etc., anytime.


Effect:


Marketplace removed from temporal, geographic
locations to become “
marketspace



Enhanced customer convenience and reduced
shopping costs




E
-
commerce and the Internet

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-
COMMERCE: DIGITAL MARKETS, DIGITAL GOODS

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Management Information Systems


8 unique features (cont.)

2.
Global reach


The technology reaches across national
boundaries, around Earth


Effect:


Commerce enabled across cultural and national
boundaries seamlessly and without modification


Marketspace includes, potentially, billions of
consumers and millions of businesses worldwide


E
-
commerce and the Internet

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-
COMMERCE: DIGITAL MARKETS, DIGITAL GOODS

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Management Information Systems


8 unique features (cont.)

3.
Universal standards


One set of technology standards: Internet
standards


Effect:


Disparate computer systems easily communicate with each
other


Lower
market entry cost
s

costs merchants must pay to bring
goods to market


Lower consumers’
search costs

effort required to find
suitable products



E
-
commerce and the Internet

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COMMERCE: DIGITAL MARKETS, DIGITAL GOODS

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Management Information Systems


8 unique features (cont.)

4.
Richness


Supports video, audio, and text messages
video


Effect:


Possible to deliver rich messages with text, audio,
and video simultaneously to large numbers of
people


Video, audio, and text marketing messages can be
integrated into single marketing message and
consumer experience


E
-
commerce and the Internet

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Management Information Systems


8 unique features (cont.)

5.
Interactivity


The technology works through interaction with
the user
video


Effect:


Consumers engaged in dialog that dynamically
adjusts experience to the individual


Consumer becomes co
-
participant in process of
delivering goods to market



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-
commerce and the Internet

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Management Information Systems


8 unique features (cont.)

6.
Information density


Large increases in
information density

the
total amount and quality of information
available to all market participants


Effect:


Greater price transparency
mysimon.com


Greater cost transparency


Enables merchants to engage in price discrimination



E
-
commerce and the Internet

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Management Information Systems


8 unique features (cont.)

7.
Personalization/Customization


Technology permits modification of messages,
goods


Effect


Personalized messages can be sent to individuals as
well as groups


Products and services can be customized to
individual preferences (e.g.,
VW
)



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-
commerce and the Internet

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Management Information Systems


8 unique features (cont.)

8.
Social technology


The technology promotes user content
generation and social networking


Effect


New Internet social and business models enable
user content creation and distribution, and support
social networks



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-
commerce and the Internet

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Management Information Systems


Key concepts in e
-
commerce


Digital markets reduce


Information asymmetry:

One party in a transaction has more information than the
other. The Internet decreases information asymmetry


Search costs


Transaction costs


Menu costs


Digital markets enable


Price discrimination


Dynamic pricing


Disintermediation


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-
commerce and the Internet

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Management Information Systems

E
-
commerce and the Internet


THE BENEFITS OF DISINTERMEDIATION TO THE CONSUMER

The typical distribution channel has several intermediary layers, each of which adds to the final cost of a
product, such as a sweater. Removing layers lowers the final cost to the consumer.

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Management Information Systems


Key concepts in e
-
commerce


Digital goods


Goods that can be delivered over a digital network


E.g. Music tracks, video, software, newspapers, books


Cost of producing first unit almost entire cost of
product: marginal cost of 2nd unit is about zero


Costs of delivery over the Internet very low


Marketing costs remain the same; pricing highly
variable


Industries with digital goods are undergoing
revolutionary changes (publishers, record labels, etc.)


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-
commerce and the Internet

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Management Information Systems


Types of e
-
commerce
watch the video clip


Business
-
to
-
consumer (B2C)


Business
-
to
-
business (B2B)


Consumer
-
to
-
consumer (C2C)


Mobile commerce (m
-
commerce)



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-
commerce: Business and Technology

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E
-
Commerce Business Strategies

5
-
1
8


Differentiated, based on levels of
physical/virtual presence

Brick
-
and
-
Mortar Business Strategy


Physical locations only


Traditional stores


Cons: Limited geographical reach

Click
-
Only Business Strategy


Business conducted in cyberspace

no physical location


Virtual companies


Cons: Customers uncomfortable with online transactions



No face
-
to
-
face interaction with customers

Click
-
and
-
Mortar Business Strategy


Bricks
-
and
-
clicks business strategy


Hybrid strategy


Cons: Added complexity combining two different environments

Management Information Systems


E
-
commerce business models
watch the video clip


Portal
yahoo


E
-
tailer
RedEnvelope.com


Content Provider
wsj


Transaction Broker
hotwire


Market Creator
priceline.com


Service Provider
visanow


Community Provider
doostang


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-
commerce: Business and Technology

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-
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ELECTRONIC BUSINESS, ELECTRONIC COMMERCE,
AND THE EMERGING DIGITAL FIRM



Virtual storefront (e
-
tailer):



Sells goods or services online (
Amazon.com
)


Online version of traditional retailer (online retail stores)


Types include:


Virtual merchants
drugstore.com


Bricks
-
and
-
cricks
sears



Catalog merchants


Manufacturer
-
direct

Internet Business Models


Management Information Systems

Chapter 4

The Digital Firm: Electronic Business and Electronic Commerce


ELECTRONIC BUSINESS, ELECTRONIC COMMERCE,
AND THE EMERGING DIGITAL FIRM



Transaction broker:

Provides online transaction
facility (
eTrade.com
, Expedia.com)



Processes online transactions for consumers


Primary value proposition

saving of time and money


Typical revenue model

transaction fee


Industries using this model include:


Financial services


Travel services


Job placement services



Online marketplace (Market Creator):

Provides a
trading platform for individuals and firms (
eBay.com
,
Priceline.com
)


Uses Internet technology to create markets that bring buyers and sellers
together



Typically uses a transaction fee revenue model


Internet Business Models


Management Information Systems

Chapter 4

The Digital Firm: Electronic Business and Electronic Commerce


ELECTRONIC BUSINESS, ELECTRONIC COMMERCE,
AND THE EMERGING DIGITAL FIRM



Content provider:

Creates revenue by providing
content (WSJ.com,
TheStreet.com
)


Information and entertainment companies that provide digital content
over the Web using
PODcasting
, and streaming.


Intellectual property (digital video, music, photo, artwork, text, etc)


Typically utilizes a subscription, pay for download, or advertising
revenue model


Syndication a variation of standard content provider model



(Online) Service provider:

Provides online
services such as data backups and storage. (Google
Appls
,
visanow
,

photobucket.com)



Value proposition: valuable, convenient, time
-
saving, low
-
cost alternatives to
traditional service providers


Revenue models: subscription fees or one
-
time payment




Management Information Systems

Chapter 4

The Digital Firm: Electronic Business and Electronic Commerce


ELECTRONIC BUSINESS, ELECTRONIC COMMERCE,
AND THE EMERGING DIGITAL FIRM



Virtual community provider:

Provides an online
community to focused groups (Facebook,
MySpace, twitter, iVillage)


Sites that create a digital online environment where people with similar
interests can transact, communicate, and receive interest
-
related information.


Typically rely on a hybrid revenue model


Portal:
Provides initial point of entry to Web,
specialized content, services (Yahoo, Being,
Google, MSN)


Offers powerful
search tools plus an integrated package of content and
services


Typically utilizes a combines subscription/advertising revenues/transaction fee
model


May be general or specialized (vortal)


Management Information Systems

Chapter 4

The Digital Firm: Electronic Business and Electronic Commerce


Internet Business Models (Continued)

Management Information Systems


E
-
commerce revenue models

1.
Advertising

2.
Sales

3.
Subscription

4.
Free/Freemium

5.
Transaction Fee

6.
Affiliate


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-
commerce: Business and Technology

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Typical Revenue Models for EC

Most important ingredient of business model

How will the firm earn revenue?




Management Information Systems


Most popular Web 2.0 service: social networking


Social networking sites sell banner ads, user preference
information, and music, videos and e
-
books


Social shopping sites


Swap shopping ideas with friends (Kaboodle, ThisNext)


Wisdom of crowds/crowdsourcing



Large numbers of people can make better decisions about
topics and products than a single person


Prediction markets:


Peer
-
to
-
peer betting markets on specific outcomes
(elections, sales figures, designs for new products)


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-
commerce: Business and Technology

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Management Information Systems


E
-
commerce marketing


Internet provides marketers with new ways of
identifying and communicating with customers


Long tail marketing:
Ability to reach a large
audience inexpensively


Behavioral targeting:
Tracking online behavior of
individuals on thousands of Web sites


Advertising formats include search engine
marketing, display ads, rich media, and e
-
mail


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-
commerce: Business and Technology

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Management Information Systems


Business
-
to
-
business e
-
commerce


Electronic data interchange (EDI)
watch the
video

clip


Computer
-
to
-
computer exchange of standard
transactions such as invoices, purchase orders


Major industries have EDI standards that define
structure and information fields of electronic
documents for that industry


More companies increasingly moving away from private
networks to Internet for linking to other firms


E.g. Procurement: Businesses can now use Internet to locate
most low
-
cost supplier, search online catalogs of supplier
products, negotiate with suppliers, place orders, etc.


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-
commerce: Business and Technology

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Management Information Systems

E
-
commerce: Business and Technology

ELECTRONIC DATA INTERCHANGE (EDI)

Companies use EDI to automate transactions for B2B e
-
commerce and continuous inventory replenishment.
Suppliers can automatically send data about shipments to purchasing firms. The purchasing firms can use
EDI to provide production and inventory requirements and payment data to suppliers.

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Management Information Systems


Business
-
to
-
business e
-
commerce (cont.)


Private industrial networks (private exchanges)


Large firm using
extranet

(demo
video
) to link to its
suppliers, distributors and other key business partners


Owned by buyer


Permits sharing of:


Product design and development


Marketing


Production scheduling and inventory management


Unstructured communication (graphics and e
-
mail)

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-
commerce: Business and Technology

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Management Information Systems

E
-
commerce: Business and Technology

A PRIVATE
INDUSTRIAL
NETWORK

A private industrial network,
also known as a private
exchange, links a firm to its
suppliers, distributors, and
other key business partners for
efficient supply chain
management and other
collaborative commerce
activities.

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Management Information Systems


Business
-
to
-
business e
-
commerce (cont.)


Net marketplaces (e
-
hubs):
example
exostar

(video)
exostar.com


Single market for many buyers and sellers


Industry
-
owned or owned by independent intermediary


Generate revenue from transaction fees, other services


Use prices established through negotiation, auction,
RFQs, or fixed prices


May focus on direct or indirect goods


May be vertical or horizontal marketplaces


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-
commerce: Business and Technology

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Management Information Systems

E
-
commerce: Business and Technology

A NET
MARKETPLACE

Net marketplaces are online
marketplaces where multiple
buyers can purchase from
multiple sellers.

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Business
-
to
-
business e
-
commerce (cont.)


Exchanges example,
farms.com


Independently owned third
-
party Net marketplaces


Connect thousands of suppliers and buyers for
spot
purchasing


Typically provide vertical markets for direct goods for
single industry (food, electronics)


Proliferated during early years of e
-
commerce; many
have failed


Competitive bidding drove prices down and did not offer long
-
term relationships with buyers or services to make lowering
prices worthwhile


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-
commerce: Business and Technology

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Management Information Systems


M
-
commerce


Although m
-
commerce represents small
fraction of total e
-
commerce transactions,
revenue has been steadily growing


Location
-
based services


Banking and financial services


Wireless advertising and retailing


Games and entertainment


The Mobile Digital Platform and Mobile E
-
commerce

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