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World Wide Web and E-commerce Winter

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World Wide Web and E-commerce Winter
Introduction to E-Commerce

Revenue Models

Objectives
In this chapter, you will learn about:
Revenue models
How some companies move from one revenue model to another to achieve success
Revenue strategy issues that companies face when selling on the Web
An Introduction to E-Commerce

Winter 85, 2

1

Objectives (continued)
Creating an effective business presence on the Web
Web site usability
Communicating effectively with customers on the Web
An Introduction to E-Commerce

Winter 85, 3

Revenue Models
Mail order or catalog model
Proven to be successful for a wide variety of consumer items

Web catalog revenue model
Taking the catalog model to the Web

An Introduction to E-Commerce

Winter 85, 4

2

Computers and Consumer
Electronics
Apple, Dell, Gateway, and Sun
Microsystems have had great success selling on the Web
Dell created value by designing its entire business around offering a high degree of configuration flexibility to its customers
An Introduction to E-Commerce

Winter 85, 5

Books, Music, and Videos
Retailers use the Web catalog model to sell books, music, and videos
Among the most visible examples of electronic commerce Jeff Bezos
Formed Amazon.com

Jason and Matthew Olim
Formed an online music store they called CDnow
Used the Web catalog revenue model
An Introduction to E-Commerce

Winter 85, 6

3

Luxury Goods
People are still reluctant to buy luxury goods through a Web site
Web sites of Vera Wang and Versace
Constructed to provide information to shoppers, not to generate revenue

Web site of Evian
Designed for a select, affluent group of customers
An Introduction to E-Commerce

Winter 85, 7

Clothing Retailers
Lands’ End
Pioneered the idea of online Web shopping assistance with its Lands’ End Live feature in
1999

Personal shopper
Intelligent agent program that learns customer’s preferences and makes suggestions

Virtual model
Graphic image built from
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