STUDENT LEARNING OBJECTIVES

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Essentials of Business Information
Systems Chapter 9 E-Commerce Digital Markets,
Digital Goods
STUDENT LEARNING OBJECTIVES

• What are the unique features of e-commerce,
  digital markets, and digital goods?
• How has Internet technology changed business
  models?
• What are the various types of e-commerce, and how
  has e-commerce changed consumer retailing and
  business-to-business transactions?
• What is the role of m-commerce in business, and
  what are the most important m-commerce
  applications?
• What are the principal payment systems for
  electronic commerce?

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Essentials of Business Information
Systems Chapter 9 E-Commerce Digital Markets,
Digital Goods
Photobucket The New Face of E-commerce

• Problem Building a business model that serves
  the emerging market for social networking sites.
• Solutions Set up a simple, easy to use photo
  storage site usable at any social networking
  site.
• Photobucket pioneered the concept of linking
  media from one Web Site to multiple online sites.
• Demonstrates ITs role in generating new business
  models.
• Illustrates digital technologys importance in
  reducing the costs of storing photos and video
  online.

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Essentials of Business Information
Systems Chapter 9 E-Commerce Digital Markets,
Digital Goods
Photobucket The New Face of E-commerce
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Essentials of Business Information
Systems Chapter 9 E-Commerce Digital Markets,
Digital Goods
Electronic Commerce and the Internet
E-Commerce Today

• E-commerce Use of the Internet and Web to
  transact business digitally enabled transactions
• Began in 1995 and grew exponentially still
  growing at an annual rate of 25 percent
• Companies that survived the dot-com bubble burst
  and now thrive
• E-commerce revolution is still in its early
  stages

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Essentials of Business Information
Systems Chapter 9 E-Commerce Digital Markets,
Digital Goods
Electronic Commerce and the Internet
The Growth of E-Commerce
Figure 9-1
Retail e-commerce revenues have grown
exponentially since 1995 and have only recently
slowed to a very rapid 25 percent annual
increase, which is projected to remain the same
until 2010.
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Essentials of Business Information
Systems Chapter 9 E-Commerce Digital Markets,
Digital Goods
Electronic Commerce and the Internet
Unique Features of E-commerce Technology

• 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

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Essentials of Business Information
Systems Chapter 9 E-Commerce Digital Markets,
Digital Goods
Electronic Commerce and the Internet
Unique Features of E-commerce Technology

• 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

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Essentials of Business Information
Systems Chapter 9 E-Commerce Digital Markets,
Digital Goods
Electronic Commerce and the Internet
Unique Features of E-commerce Technology

• Universal standards
• One set of technology standards Internet
  standards
• Effect
• Disparate computer systems easily communicate
  with each other
• Lower market entry costscosts merchants must pay
  to bring goods to market
• Lower consumers search costseffort required to
  find suitable products

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Essentials of Business Information
Systems Chapter 9 E-Commerce Digital Markets,
Digital Goods
Electronic Commerce and the Internet
Unique Features of E-commerce Technology

• Richness
• Supports video, audio, and text messages
• 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

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Essentials of Business Information
Systems Chapter 9 E-Commerce Digital Markets,
Digital Goods
Electronic Commerce and the Internet
Unique Features of E-commerce Technology

• Interactivity
• The technology works through interaction with the
  user
• 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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Essentials of Business Information
Systems Chapter 9 E-Commerce Digital Markets,
Digital Goods
Electronic Commerce and the Internet
Unique Features of E-commerce Technology

• Information density
• Large increases in information densitythe total
  amount and quality of information available to
  all market participants
• Effect
• Greater price transparency
• Greater cost transparency
• Enables merchants to engage in price
  discrimination

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Essentials of Business Information
Systems Chapter 9 E-Commerce Digital Markets,
Digital Goods
Electronic Commerce and the Internet
Unique Features of E-commerce Technology

• 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

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Essentials of Business Information
Systems Chapter 9 E-Commerce Digital Markets,
Digital Goods
Electronic Commerce and the Internet
Unique Features of E-commerce Technology

• 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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Essentials of Business Information
Systems Chapter 9 E-Commerce Digital Markets,
Digital Goods
Electronic Commerce and the Internet
Key Concepts in E-commerce Digital Markets and
Digital Goods In a Global Marketplace

• Digital markets reduce
• Information asymmetry
• Search costs
• Transaction costs
• Menu costs
• Digital markets enable
• Price discrimination
• Dynamic pricing
• Disintermediation

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Essentials of Business Information
Systems Chapter 9 E-Commerce Digital Markets,
Digital Goods
Electronic Commerce and the Internet
The Benefits of Disintermediation to the Consumer
Figure 9-2
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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Essentials of Business Information
Systems Chapter 9 E-Commerce Digital Markets,
Digital Goods
Electronic Commerce and the Internet
Key Concepts in E-commerce Digital Markets and
Digital Goods In a Global Marketplace

• 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 producing 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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Essentials of Business Information
Systems Chapter 9 E-Commerce Digital Markets,
Digital Goods
Electronic Commerce and the Internet
Internet Business Models

• Pure-play models Based purely on Internet
• Clicks-and-mortar models Extensions of
  bricks-and-mortar businesses
• Communication and Social Networking
• Some new business models take advantage of
  Internets rich communication capabilities
• Social networking sites
• Social shopping
• Can provide ways for corporate clients to target
  customers through banner ads and pop-up ads

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Essentials of Business Information
Systems Chapter 9 E-Commerce Digital Markets,
Digital Goods
Electronic Commerce and the Internet
Internet Business Models

• Digital content, entertainment, and services
• Ability to deliver digital goods and content has
  created new alternatives to traditional print and
  broadcast media
• Online games, radio channels, films and
  television, music downloads, and podcasts
• Portal Supersite that provides comprehensive
  entry point for huge array of resources and
  services on the Internet
• Online syndicators Aggregate content from
  multiple sources, package for distribution, and
  resell to third-party Web sites

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Essentials of Business Information
Systems Chapter 9 E-Commerce Digital Markets,
Digital Goods
Electronic Commerce and the Internet
Internet Business Models

• Virtual storefront Sells physical products
  directly to consumers or to individual businesses
• Information broker Provides product, pricing,
  and availability information to individuals and
  businesses
• Transaction broker Saves users money and time by
  processing online sales transactions and
  generating a fee for each transaction
• Online marketplace Provides a digital
  environment where buyers and sellers can meet,
  search for products, display products, and
  establish prices for those products

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Essentials of Business Information
Systems Chapter 9 E-Commerce Digital Markets,
Digital Goods
Electronic Commerce and the Internet
Internet Business Models

• Content provider Creates revenue by providing
  digital content, such as digital news, music,
  photos, or video, over the Web
• Social network Provides an online meeting place
  where people with similar interests can
  communicate and find useful information
• Portal Provides initial point of entry to the
  Web along with specialized content and other
  services
• Service provider Provides Web 2.0 applications
  such as photo sharing, video sharing, and
  user-generated content as services

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Essentials of Business Information
Systems Chapter 9 E-Commerce Digital Markets,
Digital Goods
Electronic Commerce
Interactive Session Organizations Can eBay
Continue Growing?

• Read the Interactive Session and then discuss the
  following questions
• What is eBays business model and business
  strategy? How successful has it been? What are
  the problems that eBay is currently facing?
• How is eBay trying to solve these problems? Are
  these good solutions? Are there any other
  solutions that eBay should consider?
• What people, organization, and technology factors
  play a role in eBays response to its problems?
• Will eBay be successful in the long run? Why or
  why not?

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Essentials of Business Information
Systems Chapter 9 E-Commerce Digital Markets,
Digital Goods
Electronic Commerce Payment Systems
Interactive Session People The Allure of MySpace

• Read the Focus on Organizations and then discuss
  the following questions
• How do businesses benefit from MySpace? How do
  MySpace members benefit
• Does MySpace create an ethical dilemma? Why or
  why not?
• Do parents and schools objections to MySpace
  have any merit? Should a site such as MySpace be
  allowed to operate? Why or why not?
• Is there anything that MySpace management can do
  to make the site less controversial?

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Essentials of Business Information
Systems Chapter 9 E-Commerce Digital Markets,
Digital Goods
Electronic Commerce and the Internet
Toyota set up a MySpace profile for the Yaris to
attract the attention of young buyers and gather
marketing data.
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Essentials of Business Information
Systems Chapter 9 E-Commerce Digital Markets,
Digital Goods
Electronic Commerce
Types of Electronic Commerce

• Business-to-consumer (B2C)
• Business-to-business (B2B)
• Consumer-to-consumer (C2C)
• Mobile commerce (m-commerce)

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Essentials of Business Information
Systems Chapter 9 E-Commerce Digital Markets,
Digital Goods
Electronic Commerce
Achieving Customer Intimacy Interactive
Marketing, Personalization, and Self-Service

• Interactive marketing and personalization
• Web sites are bountiful source of details about
  customer behavior, preferences, buying patterns
  used to tailor promotions, products, services,
  and pricing
• Clickstream tracking tools Collect data on
  customer activities at Web sites
• Used to create personalized Web pages
• Collaborative filtering Compares customer data
  to other customers to make product recommendations

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Essentials of Business Information
Systems Chapter 9 E-Commerce Digital Markets,
Digital Goods
Electronic Commerce and the Internet
Web Site Visitor Tracking
Figure 9-3
E-commerce Web sites have tools to track a
shoppers every step through an online store.
Close examination of customer behavior at a Web
site selling womens clothing shows what the
store might learn at each step and what actions
it could take to increase sales.
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Essentials of Business Information
Systems Chapter 9 E-Commerce Digital Markets,
Digital Goods
Electronic Commerce and the Internet
Web Site Personalization
Figure 9-4
Firms can create unique personalized Web pages
that display content or ads for products or
services of special interest to individual users,
improving the customer experience and creating
additional value.
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Essentials of Business Information
Systems Chapter 9 E-Commerce Digital Markets,
Digital Goods
Electronic Commerce
Achieving Customer Intimacy Interactive
Marketing, Personalization, and Self-Service

• Blogs
• Personal web pages that contain series of
  chronological entries by author and links to
  related Web pages
• Has increasing influence in politics, news
• Corporate blogs New channels for reaching
  customers, introducing new products and services
• Customer self-service
• Web sites and e-mail to answer customer questions
  or to provide customers with product information
• Reduces need for human customer-support expert

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Essentials of Business Information
Systems Chapter 9 E-Commerce Digital Markets,
Digital Goods
Electronic Commerce and the Internet
Stonyfield Farms Baby Babble blog provides a
channel for the company to talk to customers with
young children directly and hear back from them.
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Essentials of Business Information
Systems Chapter 9 E-Commerce Digital Markets,
Digital Goods
Electronic Commerce
Business-to-Business Electronic Commerce New
Efficiencies and Relationships

• Electronic data interchange (EDI)
• 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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Essentials of Business Information
Systems Chapter 9 E-Commerce Digital Markets,
Digital Goods
Electronic Commerce
Electronic Data Interchange (EDI)
Figure 9-5
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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Essentials of Business Information
Systems Chapter 9 E-Commerce Digital Markets,
Digital Goods
Electronic Commerce
Business-to-Business Electronic Commerce New
Efficiencies and Relationships

• Private industrial networks (private exchanges)
• Large firm using extranet 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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Essentials of Business Information
Systems Chapter 9 E-Commerce Digital Markets,
Digital Goods
Electronic Commerce
A Private Industrial Network
Figure 9-6
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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Essentials of Business Information
Systems Chapter 9 E-Commerce Digital Markets,
Digital Goods
Electronic Commerce
Business-to-Business Electronic Commerce New
Efficiencies and Relationships

• Net marketplaces (e-hubs)
• 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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Essentials of Business Information
Systems Chapter 9 E-Commerce Digital Markets,
Digital Goods
Electronic Commerce
A Net Marketplace
Figure 9-7
Net marketplaces are online marketplaces where
multiple buyers can purchase from multiple
sellers.
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Essentials of Business Information
Systems Chapter 9 E-Commerce Digital Markets,
Digital Goods
Electronic Commerce
Business-to-Business Electronic Commerce New
Efficiencies and Relationships

• Exchanges
• 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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Essentials of Business Information
Systems Chapter 9 E-Commerce Digital Markets,
Digital Goods
M-Commerce
M-Commerce Services and Applications

• 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
• Games and entertainment

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Essentials of Business Information
Systems Chapter 9 E-Commerce Digital Markets,
Digital Goods
Electronic Commerce
Global M-commerce Revenue 2000-2009
Figure 9-8
M-commerce sales represent a small fraction of
total e-commerce sales, but that percentage is
steadily growing. (Totals for 20072008 are
estimated.)
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Essentials of Business Information
Systems Chapter 9 E-Commerce Digital Markets,
Digital Goods
M-Commerce
Accessing Information from the Wireless Web

• Cell phones and mobile handhelds
• Data limitations
• Display size
• Wireless portals (mobile portals)
• Feature content and services optimized for mobile
  devices to steer users to information they are
  most likely to need

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Essentials of Business Information
Systems Chapter 9 E-Commerce Digital Markets,
Digital Goods
Electronic Commerce Payment Systems
Types of Electronic Payment Systems

• Digital wallet
• Stores credit card and owner identification
  information and enters the shoppers name, credit
  card number, and shipping information
  automatically when invoked to complete a purchase
• Micropayment systems
• Developed for purchases of less than 10
• Accumulated balance digital payment systems
• Accumulating debit balance that is paid
  periodically on credit card or telephone bills

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Essentials of Business Information
Systems Chapter 9 E-Commerce Digital Markets,
Digital Goods
Electronic Commerce Payment Systems
Types of Electronic Payment Systems

• Stored value payment systems
• Enable online payments based on value stored in
  online digital account
• May be merchant platforms or peer-to-peer
  (PayPal)
• Digital checking
• Extend functionality of existing checking
  accounts to be used for online payments
• Electronic billing presentment and payment
  systems
• Paying monthly bills through electronic fund
  transfers or credit cards

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Essentials of Business Information
Systems Chapter 9 E-Commerce Digital Markets,
Digital Goods
Electronic Commerce Payment Systems
Digital Payment Systems for M-Commerce

• Three types of mobile payment systems in use in
  Japan
• Stored value system charged by credit cards or
  bank accounts
• Mobile debit cards
• Mobile credit cards
• In the U.S., the cell phone has not yet evolved
  into a mobile payment system

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Key Terms

• Accumulated balance digital payment systems, 321
• Banner ad, 309
• Blogosphere, 315
• Business-to-business (B2B) electronic commerce,
  313
• Business-to-consumer (B2C) electronic commerce,
  313
• Call center, 317
• Clicks-and-mortar, 313
• Clickstream tracking, 314
• Collaborative filtering, 315
• Consumer-to-consumer (C2C), electronic commerce,
  313

• Cost transparency, 303
• Customization, 303
• Digital checking, 321
• Digital goods, 305
• Digital wallets, 321
• Disintermediation, 305
• Dynamic pricing, 304
• Electronic billing presentment and payment
  systems, 322
• Electronic data interchange (EDI), 317
• Exchanges, 319
• Information asymmetry, 304
• Information density, 303

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Key Terms

• Private industrial networks, 318
• Procurement, 317
• Pure-play, 313
• Richness, 303
• Ringtones, 320
• Search costs, 303
• Social networking sites, 309
• Stored value payment systems, 321
• Syndicators, 313
• Wireless portals, 321

• Market entry costs, 303
• Marketspace, 301
• Menu costs, 304
• Micropayment, 321
• Mobile commerce (m-commerce), 313
• Net marketplaces, 318
• Personalization, 303
• Podcasting, 310
• Pop-up ads, 309
• Price discrimination, 303
• Price transparency, 303
• Private exchange, 318