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1、精选优质文档-倾情为你奉上The Strategic Challenges of E-commerceIntroduction11th Century Europe saw the emergence of credit-based banking systems and financial instruments such as bills of exchange. These concepts remain with us, in their modified form, to this day (Chown, 1994). They underpin all modern forms o

2、f commerce. The arrival of information technology (computers and telecommunications) has raised the prospect of radical change to this traditional model. The rise of the Internet (electronic commerce), since the advent of the World Wide Web, has provided an easy to use communication channel for busi

3、nesses to contact current and potential customers. The emergence of the Internet as a general communication channel has also given rise to the possibility of widespread electronic commerce. Even though there is still much debate relating to electronic payment for commercial activities, this is clear

4、ly an area of growth.It is difficult to say how large the Internet is. Hoffman & Novak (1996) quote a number of surveys (OReilly, FIND/SVP, Times Mirror and CommerceNet) which suggest that there are at least 10 million Internet users in the United States alone. The number of computers (hosts) connec

5、ted to the Internet topped 9.47 million (Network Wizards, 1996) as of January 1996. Note that a single host supports anywhere from a single user to, in some cases, thousands of users. As of March 21, 1996, 24,347 firms were listed in Open Markets (1996) directory of Commercial Services on the Net, a

6、nd there were 54,800 entries in the Companies directory of the Yahoo Guide to WWW (Yahoo, 1996), with the total number of Web sites doubling approximately every two months. Jim Clarke, the chairman of Netscape, estimated the Internet has 40 million users in 1995 with growth at 8% per month (Clarke,

7、1995).The Internet is only one aspect of technology. Businesses require information and supporting systems (processes) to handle the data - over time these systems have become computerised (IT). Modern information technology can both support the processes and help capture useful information for the

8、enterprise. These technologies include:1. Organizational support systems, such as workflow and groupware - making businesses more efficient.2. Customer contact databases - helping capture information about customers and facilitate new methods of marketing.3. Electronic payment systems for goods and

9、services - these are emerging, although the majority of payments are still based on relatively expensive traditional cheque clearance.Collectively and individually, these areas will contribute to major changes in the way a company conducts its business. Enix have coined the term Workware to describe

10、 the combination of these technologies. Figure 1 - The emergence of Electronic Commerce will be underpinned by three key componentsHowever, there is still widespread misunderstanding on the value of organisational support technology. A recent survey of 437 large enterprises by research company Xepho

11、n (1996) indicated that an astonishing proportion (44%) had no immediate intention of introducing modern information handling systems (Groupware was defined by Xephon as Lotus Notes, Microsoft Exchange and Novell GroupWise). Of these, 65% said they were unsure what these technologies could deliver.

12、From these statistics, it is clear many organisations are still sceptical about the benefits of technology. The efficient collection, utilisation, handling, storage and dissemination of information is a vital component of corporate success in the modern business world. However, the gathering and use

13、 of information must take into account issues of privacy and security. A recent feature in the Financial Times (1996) noted that in order to thrive in the 1990s, financial services organisations are as much in the business of managing and manipulating information as managing and making money. Furthe

14、rmore, the interest shown in topics such as TQM and BPR has demonstrated the importance of processes as a fundamental building block. Inevitably a few savvy organizations in each sector will utilise all three components to change their market or develop new markets. Those who do not adapt quickly to

15、 the new ways of working are likely to be disadvantaged as their strategies become redundant. All businesses should investigate the implications of these technologies for them and the markets within which they operate.Marketing Champy, Buday and Nohria (1996) argue that the rise of electronic commer

16、ce and the changing consumer processes brought about through electronic communities are likely to lead to a new wave of reengineering, mergers and acquisitions. Moreover, organizations may expand into new business areas, taking on roles unforeseen prior to the rise of the Web. For example: a magazin

17、e publisher, Cond Naste, has moved into the travel business; Bill Gates is now an electronic real estate agent; and a recruitment advertising agency, Bernard Hodes, has now become an electronic recruitment company.The emergence of electronic commerce will significantly impact what we currently call

18、marketing. Clearly, the appearance of electronic communities (Armstrong and Hagel, 1996) implies that marketing professionals must expand their horizons as the advent of this technology will threaten existing channels of business. Those involved in marketing need to understand the full range of prod

19、ucts and services required by the electronic community. They must learn to take advantage of the technology that allows customers to move seamlessly from information gathering to completion of a transaction, interacting with the various providers of products and services as necessary. A number of in

20、teresting questions are implied: 1. What kind of information is available for collection? Is it appropriate to gather this information and for what should it be used?2. Are information systems equipped to capture customer information and transactions, making it available for later analysis?3. When d

21、ealing with electronic communities, do marketing professionals comprehend the differences? One needs to engage the customer as part of the transaction rather than blindly mailing targets.This idea of community has been at the heart of the Internet since its origins as a defence and academic computer

22、 network although most communities are still not particularly oriented toward commerce. However, the World Wide Web has changed and broadened the nature of the Internet and the way in which commercial transactions are conducted. The CEO of Kodak is alleged to have remarked that he couldnt tell if th

23、e Kodak Website was a money maker. But he knew it was important because it was the most personal way of selling since door to door salesmen, only now the customers were knocking on Kodaks door. Armstrong and Hagel propose four types of non-exclusive electronic communities, those: interested in trans

24、actions; sharing common interests; indulging in fantasy games; and with a shared life experience. The business opportunity is for those who support and interact with these communities, building customer loyalty on an ongoing basis. By satisfying the requirements of relational marketing and transacti

25、ons, companies may gain important insights into their customers nature and needs. For example, a baby products company could entice customers to order items from an associated on-line catalogue by providing bulletin boards for new parents.The desire to establish long-term customer relationships with

26、 increasingly sophisticated demands has led companies to seek new ways of acquiring, managing and utilising customer information (Peters and Fletcher, 1995). Furthermore, advances in information technology have fundamentally altered the channels through which companies and customers maintain their r

27、elationships. The capacity to obtain and apply customer information within processes has become a key strategic issue. This often places the company in the position of requiring sensitive personal information from customers.Gummesson (1987, 1994, 1995) views marketing as a set of relationships, netw

28、orks and interactions and lists 30Rs (relationships) in contrast to McCarthys (1981) 4Ps (Product, Price, Place & Promotion). Gummesson highlights the fact that the electronic relationship is not discussed in the marketing literature even though it is practised widely by many businesses. He links re

29、lationship marketing to the imaginary (similar to a virtual or network) organisation. He argues that by increasingly applying IT, more relationships are established. They create a new type of bond to customers and between employees. The electronic relationship extends beyond the bounds of the organi

30、sation into the market as seen in the example of airline, hotel and car rental reservation systems. The communities established have a re-enforcing effect. These insights force us to re-examine traditional theories of economics, systems, organisations, marketing, competition and transaction cost ana

31、lysis. As the boundaries between firms and markets dissolve, a characteristic of relationship marketing and network organisations, a new image of interaction and business is needed.The importance of information exchange in relationship marketing (particularly using an electronic channel) requires a

32、clear understanding and recognition of the potential problems. Privacy is also an issue - what is private changes from one person to another as well as between different cultures. Those who use the Internet are likely to be better educated and less willing to give information, unless they trust the

33、recipient. Companies need to realise that the only reason they hold information on a customer is because they have a relationship with that customer - something which is not transferable. Those using electronic channels to reach customers are likely to target better educated and more affluent custom

34、ers. They need, therefore, to ensure that their customer information systems are appropriate.An understanding of the trust building process is also required. Firms need to make a feature of their trustworthiness (a unique selling point!). Trust is best developed through processes. Processes tend to

35、be customer facing - within each customer interaction trust is built-up or eroded. Companies must be absolutely clear about the value and intended use of information. Collecting information because it is technically possible (and one day might be useful) is likely to weaken trust development. Hoffma

36、n and Novak (1996) assert that the Web heralds an evolution in marketing concepts. In order for marketing efforts to succeed in this new medium, a new business paradigm is required in which the marketing function is reconstructed to facilitate electronic commerce in the emerging electronic society u

37、nderlying the Web. The many or any communication model of the Web (in fact many instances of many-to-one) turns traditional principles of mass media advertising inside out (a one-to-many model) (Hoffman and Novak, 1994). The application of advertising approaches which assume a passive, captive consu

38、mer are redundant on the Web.Surprisingly, as it is currently evolving, there is little activity aimed at including the consumer in the development of emerging media (Dennis & Pease, 1994). In order to adopt a market orientation, firms must understand their customers and engage in consumer research.

39、 Potential customers are most effectively engaged through new conversational marketing approaches.Anecdotal evidence suggests there are two types of customers - convenience shoppers and explorers (those street-smart consumers who are happy to surf the Web looking for the best deal or most appropriat

40、e product combination). Furthermore, the sheer size of the Web (trillions of documents and growing exponentially) means finding relevant information is becoming more and more difficult - despite the best efforts of search engines such as Yahoo. Our research suggests that the large proportion of Web

41、users would rather rely on an intermediary (community operator) to sift and select information on their behalf. Web sites not endorsed will require knowledge of the address (URL) and are unlikely to be accessed when similar information, products or services are readily available inside the community

42、.Contributing to the rise of intermediaries are associated issues of privacy, trust and security (Schell, 1996). Whilst there is much discussion on the issues of Internet privacy and security, in the context of normal business activities, many millions of people trust others with their personal fina

43、ncial information. Examples include ordering over the telephone, passing a credit card to an unknown waiter, even signing direct debit mandates. If an error occurs in these types of transactions we trust the service provider to correct the error. So why is it that we expect the Internet to support a

44、 level of trust and security which we do not observe in everyday life? There is no reason why similar trust relationships cannot be established in electronically mediated discussions. If anything, it becomes easier for an individual (or group of individuals) to seek retribution on those that break t

45、he rules within an electronic community. Evidence of this can be found in the tendency to attack those that try to advertise on academic discussion groups (mail bombs) and community policing against pornographers in the Netherlands.Marketeers must reconstruct their advertising models for the interac

46、tive, consumer controlled medium. The traditional customer loyalty ladder (Suspect, Prospect, Customer, Client, Partner, Advocate) is still applicable, but now operates in a different fashion. The first three stages are often instantaneous in electronic commerce. The transition from customer to advo

47、cate relies on loyalty earned through trust. The instantaneous nature of the Internet makes this more difficult.Communicating Across The Value ChainIt should be recognized that processes are not confined within one organization - they cross the value chain as demonstrated by the following example. S

48、teinfield, et al (1995) describe a large, multinational, electrical appliance and consumer electronics manufacturer that used France Telecoms Telnet system to support EDI-like connections to approximately 10,000 separate retailers and independent service engineers throughout France (accessed through

49、 Minitel terminals). The ubiquitous Telnet service and the commercial applications which emerged to exploit it, provide insights into the development of commerce on a world-wide Internet. The after-sales service subsidiary of this manufacturer provided replacement parts and training to its widely dispersed customer base. The Telnet system permitted electronic transactions, even with the smallest trading partners. Through the use of on-line ordering, coupled with courier service for rapid