Retailing in Electronic Commerce: Products and Services

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Chapter 3
Retailing in Electronic Commerce: Products and Services

Learning Objectives

Upon completion of this chapter, you will be able to:
1. Describe electronic retailing (e-tailing) and its characteristics. 2. Define and describe the primary e-tailing business models. 3. Describe how online travel and tourism services operate and their impact on the industry. 4. Discuss the online employment market, including its participants, benefits, and limitations. 5. Describe online real estate services.

6. Discuss online stock-trading services.
7. Discuss cyberbanking and online personal finance.
8. Describe on-demand delivery by e-grocers.
9. Describe the delivery of digital products and online entertainment. 10. Discuss various e-tail consumer aids, including comparison-shopping aids. 11. Identify the critical success factors and failure avoidance for direct online marketing and e-tailing. 12. Describe reintermediation, channel conflict, and personalization in e-tailing.

Content

Amazon.com: Taking E-Tailing to the Next Level
3.1Internet Marketing and Electronic Retailing
3.2E-Tailing Business Models
3.3Travel and Tourism Services Online
3.4Employment Placement and the Job Market Online
3.5Real Estate, Insurance, and Stock Trading Online
3.6Banking and Personal Finance Online
3.7On-Demand Delivery Services and E-Grocers
3.8Online Delivery of Digital Products, Entertainment, and Media 3.9Online Purchase-Decision Aids
3.10Problems with E-Tailing and Lessons Learned
3.11Issues in E-Tailing
Managerial Issues
Real-World Case: Wal-Mart Goes Online

Answers to Pause/Break Section Review Questions

Section 3.1 Review Questions

1.Describe the nature of B2C EC.

B2C e-commerce is concerned with businesses selling products to customers.

2.What sells well in B2C?

A variety of goods sell well online. These goods include: computers and electronics, sporting goods, office supplies, books and music, toys, health and beauty products, entertainment, apparel, services and cars.

3.What are the characteristics of high-volume products and services?

The characteristics of high-volume products and services include: high brand recognition, recognized guarantees, digitized formats, relatively inexpensive items, frequently purchased items, commodities with standard specifications and well-known, unopenable packaged items.

4.Describe the major trends in B2C.

Some trends include:
• More reliance on research
• Internet effects on retail sales
• Increased incentives for cross-channel sales
• Increased rich media

Section 3.2 Review Questions

1.List the B2C distribution channel models.

The B2C distribution channel models include: direct marketing, pure-play e-tailers and click-and-mortar retailers.

2.Describe how mail-order houses are going online.

Companies are attempting to leverage their existing infrastructures by using a new marketing system (online), in addition to their existing method (catalogs, etc.)

3.Describe the direct marketing model used by manufacturers.

The direct marketing model takes place without intermediaries between manufacturers and buyers.

4.Describe virtual e-tailing.

These firms sell to customers over the Internet while not maintaining any type of physical sales location.

5.Describe the click-and-mortar approach.

With this approach the firm sells to customers through the Internet and through physical sales locations.

6.Describe e-malls.

Electronic malls (e-malls) are combinations of several online merchants in one location. Some malls are just an aggregation of merchants, while other malls provide integrated services (like a single checkout for many merchants).

6.Describe online wedding and gift services.

These services provide the ability to create “want” lists that can be accessed and purchased by others for the recipient.

Section 3.3 Review...
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