1. Chapter 1: Introduction To E-business

2. Learning Objectives (1)
Explain what a business model is and how it is used.
List the technologies that are being used to foster e-business.
Recommend how a business can use e-business techniques to develop long term marketing relationships.
Identify the components of a marketing system.

3. Learning Objectives (2)
List the components of an e-business based marketing system.
List the components of an e-business value chain.
Explain how and why businesses need to evolve and change to maintain competitiveness.
Explain the importance of evaluating the ethical practices of a business and outline an ethical framework for e-business.
For use with Strategic Electronic Marketing: Managing E-Business, 2e
Copyright 2003 South-Western College Publishing

4. Vignette: General Electric (1) www.GE.com
Suppliers linked through Extranet deliver just-in-time. Supplies bid online.
Consumer product delivered through distributors or shippers.
Product shipped from inventory or order is routed to factory.
Web page provides information and ordering.
Customer gathers information and purchases through Web page.
Database monitors equipment
Payments are made by online through Web page.
For use with Strategic Electronic Marketing: Managing E-Business, 2e
Copyright 2003 South-Western College Publishing

5. Vignette: GE (2) Thinking Strategically
Explain why Jack Welch would see e-business as important for GE.
Consider where e-business could have a bigger impact for GE, in the business-to-business arena or the business-to-consumer arena.
List reasons why GE has been able to implement a new e-business model so quickly.
Visit the GE website ( Speculate on the advantages of using a Website to develop and maintain customer relationships.

6. Changing Nature of Marketing
Capture data electronically at the point of sale and route that information from the retailer to the supplier and/or the manufacturer.
Electronically linked distribution systems are speeding products through the channel of distribution and helping to forge strong relationships between firms.
The World Wide Web is allowing businesses to reach customers around the world rather than just local markets.
Information on the customer’s shopping behavior is being stored in databases to profile individuals for targeted promotions and customized products.

7. Business Models
New information technologies are allowing businesses to redesign business models and change business practice
A business model, or commerce model, is the basic process flow indicating how a business operates. It indicates how business functions are linked together.
Internet based business models requires fewer hard assets (bricks and mortar assets)
Brick and mortar businesses have tangible physical assets such a factory, office building, warehouses, etc.

8. What is E-Business
E-business, or electronic business, systems use a number of information technology-based business practices to enhance relationships between the business and the customer. E-business includes changes in marketing communication, distribution systems, and business models.

9. What is E-Commerce
E-Commerce: consists of using electronic information based systems to engage in transactions or commerce online. This includes automating purchasing through Web sites.

10. Table 1.1: E-Business Industry Terms (1)
Internet: A global network of computer networks that use a common interface for communication.
World Wide Web: A graphically based Internet standard that allows easy access to information from around the world.
E-Business: This is the process of using information technology (IT) to support a fuller operation of a business.

11. Table 1.1: E-Business Industry Terms (2)
E-Commerce: Uses electronic information based systems to engage in transactions or commerce online.
Extranet: An Internet based connection between a business and its suppliers, distributors, and partners. This is not open to the general public.
Intranets: Internal private network that use the same types of hardware, software, and connections as the Internet.

12. Four Layers Of The Internet Economy
Layer one: Internet Infrastructure Layer
Includes companies with products and services that help create an IP based network infrastructure.
Layer two: Internet Applications Layer
Builds off of layer one and includes the products and services that make it technologically feasible to perform business activities online.
Layer three: Internet Intermediary Layer
Allows the investments in infrastructure to turn into business transactions by facilitating the meeting of buyers and sellers over the Internet.
Layer four: Internet Commerce Layer
Includes the sales of products and services to consumers or businesses over the Internet.

13. Table 1.2: E-Business Growth and Projections
How big is the Internet: 500 million users worldwide expected 1 billion.
How much will consumers spend online: 1.8 billion : 16 billion.
How much will businesses spent online: 1.3 trillion : trillion.
Numbers are too small. Seen as high as 750 million by 2005.
Look at this Christmas.

14. Marketing
Marketing is the process of planning and executing the conception, pricing, promotion, and distribution of ideas, goods, and services that create exchanges that satisfy individual and organizational needs.
Relationship marketing implies that business undertake strategies that will hold desirable customers over a long time period.

15. A Systems Approach (1)
Helps decision-makers look at how all aspects of a strategic business unit (SBU) interact with each other.
Systems are seen as being organic in that they must change in response to their environment or face the possibility of becoming extinct.

16. A Systems Approach (2)
All of the components of a business must work in unison to allow the marketing system to operate in its environment.
This system must organize itself and find an advantage over its competitors to ensure long-term sustainability.

17. The Traditional Business System
Distribution
Flow
Product
Target Customers
Communication
Price
Look at this as a system.
Information Flow
Payment Flow

18. Figure 1.2:The Traditional Marketing System
Strategic Plan
Strategic Goal
Environment:
Technological
Competitive
Political and Legal
Social
Supply Chain

19. What Are The Business’ Goals?
Pure Play Internet?
Communicate or Sell?
Multi-Channel Sales Approach?
Support Brick and Mortar?
Hold Current Customers?
Enhance Relationship Development?

20. E-Business Systems
E-Business Systems are fostering a number of changes to the marketing system:
Customized production.
Increasing price pressure resulting in lowering prices.
Shorter channels of distribution dominated by facilitators.
Extranet-enhanced supply chain management.
Non-linear promotions.
Electronic transfer of funds.
Database information management systems.

21. E-Business Systems Shorter Channels Dominated by Facilitators
Customized Production
Customized Non-Linear Promotion
Market-of-One Customer
Dynamic Pricing
Look at this as a system.
Knowledge Management
& Data Warehousing
Electronic Payments

22. The E-Business System Strategic Plan Strategic Goal Environment:
Constant Technological Change
Increased Competitive Pressure
Weakened Political and Legal Influence
Greater Social Acceptance of Change
Extranet
Supply Chain

23. E-Business Value Chain (1)
E-business value chains view information technology as part of a business’ overall value chain adding to the competitive advantages of a business
Competitive Advantage Through Stronger Customer Relationships
(Ch 11 Strategy and Business Models)
Distribution
Inbound Logistics
Extranets: Lowers costs increase speed
(Ch 4)
Value Production
Differential Advantages Customization
Dynamic Pricing
(Ch 5)
Marketing/
Sales
E-commerce: Lower costs, new market entry.
(Ch 6)
E-business Promotion
(Ch 7)
Customer
(Ch 8)
Targeting & Support
Databases and
CRM
(Ch 9)
Management
(Ch 10)
Leadership: Management
Intranets: Lower costs, better communication.
Innovativeness: Speed, flexibility, new product ideas
How does an e-business create value?
More than software, shift in management, power, change in process.
E-Business Communication Platforms (Ch 3)
E-Business Technological Infrastructure (Ch 2)

24. International E-business
The United States is expected to account for only half of the expected global $7 trillion in e-business-facilitated transactions.
Markets outside of the United States are expected to grow the fastest in areas such as wireless and HDTV delivery of Internet content.
Cultural barriers to seamless global e-business:
Language differences, currency conversions, shipping problems, a lack of global brand recognition, differing legal and ethical standards, and a lack of trust in foreign markets.

25. Levels of E-Commitment
Brochure Sites
Sets up a Web page to promote a business. This can also allow contacts through and simple product ordering.
E-Commerce
Allows for purchasing online with automated credit card clearance and links to inventory through databases.
E-Business
Refocuses business practice to take advantage of new technologies to lower costs, improve value, and respond quickly to environmental change.
Costs
Costs
Costs ??
As commitment level increases, so do costs.

26. Political, Legal, and Ethical Environments
The political and legal environment:
Represents the rules by which businesses and society operates.
Social goal is to increase the overall economic welfare or the net benefits an economic system provides to a society.
Ethics
The study of how individuals or businesses make decisions given the consequences of those decisions