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O  $E-Commerce: An Overview$$$ 99:W:    EDI: An Example  Evolution of E-Commerce - II` Late 80s  early 90s: Web used mainly by researchers and university academicians Online services like emails, chat, news First generation business-to-consumer (B2C) e-commerceN" " dw  1995 Browser and associated HTTP protocol introduced Concept of Home Page is a required component for a business Real e-commerce infrastructure begins z" " " dw; O HTML linksh Web organizes interlinked pages of information residing on sites around the world Linear hyperlink structure  resembles conventional paper documents Hierarchical hyperlink structure  start with a home page, which has links to other pages, which, in turn link to other pages. Structure of an inverted tree.L5"  VEvolution of E-Commerce - IV Late 1990s Dot-coms emerge, which use the Web as their primary channel for product and service sales and distribution Brick-and-mortars become click-and-mortars Web used for both B2B and B2C transactions E-Marketplaces (virtual Web-based) introduced Emergence of Web portals " " "  dw&E-Business vs E-CommerceAn e-commerce site must enable a buyer to make a Purchase, make payment and track fulfillment An e-business site might just provide information about products and services and post-purchase support Generally, e-business is regarded as a superset of e-commerce An e-business site need not be very secure unless it also does e-commerce E-commerce requires more reliability and technical sophistication and has more riskL1" }." }D" }ETerminologies: Fulfillment"" # It is the process of supplying a finished consumer product directly from a manufacturing facility to a distributor / end user fulfillment cycle may include receiving customer orders, configuring the products to order, shipping and invoicing products to distribution outlets or end usersf4" }O" }" }R&Terminologies: Stickiness of a Website"'&" Ability of a Web site to keep visitors at the site, and attract repeat visitors Users spend more time at a sticky website, and are thus exposed to more advertising(" }STerminologies: Web Portal""xIt is a site that people use as a launching point to enter the Web Web Portal typically includes Web directory and search engine Additional features that help visitors to find what they are looking for, such as shopping directories, white pages and yellow pages, lookup databases, free e-mail, chat rooms, file storage services, games, personal and group calendar tools, etc.tC" }" C&&$VCore elements of a Portal"" TU,Influence of e-commerce on business dynamics"-,"l Expands market reach and makes it global Example. A tiny business industry, like a handmade sweater maker of Ludhiana can "become" a huge multinational company overnight by selling to buyers in Africa. Third-party service providers, like financial institutions, freight providers, and warehouses have access to an entirely new universe of partners over the Web. ~*" }C" })*&"&,Influence of e-commerce on business dynamics"-,"%offers the opportunity for businesses to dramatically alter the flow of products and services, and to change the playing field in many industries. Start-up Web specialty businesses ("dot-coms") took early mover advantage of the opportunities afforded by the Web's reach. Brick-and-mortar companies reacted to the changes set in by the dot-coms, and fought back with their own Web- based e-commerce. In many cases, the brick-and-mortars became "click-and-mortars" and creatively went beyond even the dot-coms in their application of e-commerce.f" }0" Z" }&&,Influence of e-commerce on business dynamics"-," Great business opportunity increases the competition Might result in changes in product mix, pricing, branding, and supply-chain relationships. Marketing  often differentiates between companies. On the Web, buyers can easily compare the marketing differences of companies (Web sites, products, prices, and associated services of the competitors) The Web generates new prospects and customers for companies, which must devise new strategies for these and the existing customers8" }&&,Influence of e-commerce on business dynamics"-,"One-to-one marketing - The technique of making a Web experience feel unique to each site visitor or customer, making a Web site look and act like a personal shopping experience for each prospect. E-Marketing  a new branch of Marketing to deal directly with the marketing challenges for doing business on the Web in which  personalization (simulate one-to-one marketing) plays an important role The notion of  brand remains important, notion is extended on the Web by offering customers self-service8" n&&,Influence of e-commerce on business dynamics"-," New opportunities for providing superior customer service customer self-service Extensive product/service information on the Web Access to customer service specialists through e-mail and chat Increased customer satisfaction Reduced operational costs of customer service ;" }}}P}" };&&P& & ,Influence of e-commerce on business dynamics"-,"f Sales  maximum direct impact by Web E-Commerce Drastically reduces the cost of sales Many sites allow the Web customers to perform their own product/service comparisons, configure their own pricing, choose their own shipping, make payment, track the fulfillment  without the aid of an actual salesman. N3" }" }3&&nE-commerce Business Models""N B2B and B2C - The generally accepted terms for the two basic categories of e-commerce sites are B2C, which stands for business-to-consumer, and B2B, which stands for business-to-business. B2C e-commerce sites market, sell, service, and fulfill products and services to consumers B2B sites offer products and services to businesses.O" }&3ff ""R"""""""""E-commerce Business Models""e-marketplace  earlier on Web, private, shared B2B sites were developed ("extranets ). An extranet, however, that can dynamically expand to new buyers and suppliers, is an e-Marketplace, and in many cases the term "e-Marketplace" has replaced or become interchangeable with extranet. Virtual bazaar: suppliers with a wide range of products and services put their goods up for sale, and buyers can browse the marketplace for goods /services they might be interested in purchasing. Prices are often negotiable.T" } &&")&E-commerce Business Models"" E-Marketplace is no longer a Private network (Value-Added Network: VAN), and is currently a generalization of the Extranet Internet auctions  generally used for B2C commerce, but can be used for B2B commerce also (such auction sites = e-marketplaces).}" }" }" }|&"&n&;?@.B2B sites and E- Marketplaces: Characteristics"/."Purchases carry much higher price tags than in B2C Purchases represent Critical Exchanges of raw materials, parts, services and commercial finished goods (enabling receiver to carry out business) B2B sites thus have stringent requirements for security and reliability Business goods buyers tend to be sensitive to availability and delivery schedules and costs, B2B sites thus need to display inventory information and offer a variety of freight options. A detailed visual catalog must be provided containing all these &" }&A.B2B sites and E- Marketplaces: Characteristics"/."Negotiation of contracts must be permitted, and the existing contracts may be displayed. Price negotiation, obtaining order confirmation and tracking orders in real time are important Third parties are often involved such as warehouses, financial institutions (e.g., for letters of credit ), and other servicing intermediaries Third parties have links from a B2B site, or may actually provide their services directly on the B2B site of a supplier or buyer &" }&=B>C$D)Security issues"" Most B2B sites and e-marketplaces run in a fully secure mode Typically, it is easy to surf (peruse the virtual store) a B2C site Only the payment operations / transactions are secure A casual visitor would be denied entry into a B2B site, as such a site often involves sensitive timing and information, as well as complex, high-value payments many B2B sites require some kind of preauthorization based on proof of legitimacy (such as a pre-existing contract, or credit line) in order to gain access.&" }&*"E-Commerce Technology Requirements"#""Telecommunications and Networking Computer hardware Software  functions to Create and display the Web-based storefront or catalog Handle payments and interfacing with payment service providers Capture site traffic information to support marketing activities Implement security Integrate e-commerce solutions with other enterprise software applications (e.g., DBMS softwares, DSS) Provide transaction processing capabilities to handle orders through fulfillment (e.g., sufficient inventory) and shippingNL" }}L&&+Risks of E-Commerce"" Credit card fraud - particularly in B2C implementations, as the network carrying computerized e-commerce transactions (complete with names and addresses of buyers and credit card numbers) is public. Early rate of adoption of Web-based e-commerce was definitely decelerated due to consumer concern with payment risk. Thus, standard techniques have evolved to solve the credit card risk problem (Any legal protection?)j" }&&y&&&,Risks of E-Commerce"" Intellectual Property - Organizations must determine how much of their intellectual property they should expose on e-commerce sites. Confidentiality - The confidentiality of the activities of users of e-commerce sites, and partner activities, must be protected.j " }&&q&&r&-Risks of E-Commerce"" Taxation and Financial Reporting - The Web affords businesses with the opportunity of selling to buyers without any geographical barriers. However, this might lead to dealing with new sets of tax laws, different forms of currency, and more complex financial reporting Customs - Cross-border traffic often puts businesses into new types of risk Regulations - Before going global, companies need to understand import/export regulations of all countries/ regions" }$&& &C& &h&&.Risks of E-Commerce"" Fraud and Trust - before e-commerce, buyers and sellers usually knew the identity of each other. On the Web, however, in many cases the transacting parties do so blindly. Several cases of fraudulent purchases, and even fraudulent suppliers, have already materialized on the Web. Security - a basic computerization issues, like access control and data protection, are amplified on the WebZ"  & & &d&/Risks of E-Commerce" Marketing  an established brand might run a risk due to poor site design/execution and poor customer support On a day-to-day business level; it is hard for e-retailers to predict buyer volumes and so merchandise shortages can occur. Additional risks for legacy retail shops include having limited experience in shipping freightZK"  &b&&&_Types of Web Advertising`Types of Web AdvertisingaAdvertising formatsbAdvertising formatsc]X%Pricing Schemes in E-Commerce-details&&"%Impression - A single instance of an online advertisement displayed. page view - Request to load a single HTML page. CPM Cost per thousand impressions refers to advertising bought on the basis of impression. Different from the various types of pay-for-performance advertising, where payment is only triggered by a mutually agreed upon activity (i.e. click-through, registration, sale). total price paid in a CPM deal is calculated by multiplying the CPM rate by the number of CPM units. Example: One million impressions at $10 CPM equals a $10,000 total price. 1,000,000 / 1,000 = 1,000 units 1,000 units X $10 CPM = $10,000 total price Amount paid per impression is calculated by dividing the CPM by 1000. E.g., a $10 CPM equals $.01 per impression. $10 CPM / 1000 impressions = $.01 per impression}PnP;PE0N xZ%Pricing Schemes in E-Commerce-details&&"click-through Process of clicking through advertisement to the advertiser's destination. It is often the most immediate response to an advertisement, but not the only interaction. Visitors may choose to type a company's URL directly into the browser bar, or type the company's name into a search engine box. This assumes, of course, that the company's name and/or URL appears in its advertisements. click-through rate (CTR) The average number of click-throughs per hundred ad impressions, expressed as a percentage. Measures what percentage of people clicked on the ad to arrive at the destination site, but does not include the people who failed to click, yet arrived at the site later as a result of seeing the ad. Measure of the immediate response to an ad, but not the overall response to an ad. Trend towards profitability, along with better tracking tools, has resulted in less interest in click-through rates and more interest in conversion rates. A high click-through rate does not assure a good conversion rate, and the two rates may even share an inverse relationship. An advertisement geared towards curiosity clicks will result in fewer sales, percentage-wise, than an advertisement geared towards qualified clicks. vPPP%PY6=[%Pricing Schemes in E-Commerce-details&&"cost-per-action (CPA) Online advertising payment model in which payment is based solely on qualifying actions such as sales or registrations. The actions defined in a CPA agreement relate directly to some type of conversion, with sales and registrations among the most common. Does not include deals based solely on solely clicks, which are referred to specifically as cost-per-click or CPC. CPA model is at the other end of the spectrum from the CPM, with the CPC model somewhere in the middle. In a CPA model, the publisher is taking most of the advertising risk, as their commissions are dependant on good conversion rates from the advertiser's creative units and Web site. cost-per-click (CPC) - The cost or cost-equivalent paid per click-through. E.g., consider a campaign where payment is based on impressions, not clicks. Impressions are sold for $10 CPM with a click-through rate (CTR) of 2%. 1000 impressions x 2% CTR = 20 click-throughs $10 CPM / 20 click-throughs = $.50 per click8=\Advertising on Google: Adwords" H%E-Commerce: Revenue Generation Models&&" Web Catalog Revenue Model Digital Content Revenue Model Advertising Supported Revenue Model Advertising-Subscription Mixed Revenue Model Fee-for-transaction Revenue Models Fee-for-service Revenue Model8" &&IWeb Catalog Revenue Model"xCatalog Revenue Model Seller establishes a brand image that conveys quality and low cost; then uses the strength of that image to sell through printed catalogs mailed to prospective buyers Buyer s place orders by mail or by calling the seller s toll-free telephone number Web Catalog Revenue Model Extension of the catalog revenue model to the Web. The firm replaces or supplements print catalog distribution with information on its Website." " i" i" i" i&&&&&j&K$Web Catalog Revenue Model - Examples%%"|Computer manufacturers  Apple, Dell, Gateway, Sun Microsystems Retailer of consumer electronics  Radio Shack, The Good Guys! Books, Music and Videos  Amazon.com, Barnes & Noble, Alibris.com Luxury Goods  Tiffany & Co. Cloth Retailers  Talbots, Wet Seal General Discount Retailers  Costco, Kmart, Target, Wal-Mart&?" ?&JDigital Content Revenue Model"Organizations owning IPR use the Web as a new and highly efficient distribution mechanism. Users may purchase the information through Web, or subscribe to access the information Examples: ProQuest sells digital copies of published documents Lexis.com provides full-text search of court cases, laws, patent databases, and tax regulations, and sells the information ACM Digital Library offers subscription to electronic versions of its journals to its members, etc. r" " &&&L#Advertising Supported Revenue Model$$"Free services (e.g., TV broadcasts, email service, etc.) offered to audience along with advertisements Web advertising is an extension of the above, initiated through a Web Portal Examples- AOL, AltaVista, Excite, Lycos, Google, Yahoo&" &M%Targeted Advertising Sites - Examples&&"Internet Public Online Newspapers pages links to hundreds of newspaper sites all over the world (cannibalization?) Monster.com targeted at management-level job applicants, offers links to articles, reports, a message board, and chat sessions CareerSite offer international distribution of employment advertisements CheckMyTrip.com for booking of tickets, hotels, etc. For global travellers AutoTrader.com  accepts paid ads from individuals and companies willing to sell cars, motorcycles, boats, airplanes.&" &NOPQdNeed of Payment ProcessingTo process B2C payment, the electronic storekeeper verifies and transfers funds from the consumer's credit card, checking account, or ATM card to the merchant's bank. Approval must be quick so the merchant can expedite shipment of the order and still be sure of getting paid. B2B sites often need to offer a more sophisticated range of payment processing. These may include wire transfer, letters of credit, and other forms of commercial transactions and finance.B i!i i&eTraditional Models of Payment Cash Check CreditB i!i i&oModels of Payment in E-BusinessGPayment cards Electronic cash Electronic wallets Stored-value cardsH #HpConcerns in Electronic Payment<2 Privacy and security Portability Convenience (20P(0P(3rCommon Payment Systems (in US$)  s Payment CardsCredit card Has spending limit based on a user s credit history Deferred payment MasterCard or Visa are examples Debit card Removes an amount from a cardholder s bank account Transfers it to the seller s bank account Charge card Carries no spending limit Amount charged is due at the end of the billing period American Express or Diner s Club are examples 0Pde0P< 0P<^0P< 0P<0P< e ^   tPros and Cons of Payment CardsPros Worldwide acceptance Built-in security for merchants Cons Per-transaction fees and monthly processing fees Fraudulent Practices Young adults do not have credit cards Majority of the people cannot afford cards or are considered poor risks Credit cards not ideal for micropaymentsd0ZF50ZF0ZF0ZF5u!Payment Acceptance and Processing""LSteps followed once a merchant receives a consumer s payment card information Merchant authenticates payment card Merchant checks with payment card issuer To ensure that credit or funds are available Puts a hold on the credit line or the funds needed to cover the charge Settlement occursZN 2R 2u 2 2NRuv(How Online Credit Card Transaction Works)) wTypes of SystemsClosed loop systems Card issuer pays merchants that accept the card directly and does not use an intermediary e.g. American Express and Discover Card Open loop systems Involve three or more parties Systems using Visa or MasterCard are examples r < < <L <LxMerchant AccountsTo process payment cards for Internet transactions an online merchant must set up a merchant account New merchant must supply Business plan Details about existing bank accounts Business and personal credit history Type of business and credit information are main factors t~ (X (9 ( (~X9zElectronic CashXDescribes any value storage and exchange system created by a private entity that Does not use paper documents or coins Can serve as a substitute for government-issued physical currency Attractive in two arenas Sale of goods and services of less than $10 Services to those without credit cards Advantages of electronic cash Independent PortableQshssSsssQhS @{Holding Electronic CashOnline cash storage Trusted third party is involved in all transfers of electronic cash Holds consumers cash accounts Offline cash storage Virtual equivalent of money kept in a wallet No third party is involved in the transactionhd[d[|Pros and Cons of ECashPros of electronic cash Transactions are more efficient Transfer on the Internet costs less than processing credit card transactions Cons of electronic cash Use provides no audit trail Problem of money laundering arises Susceptible to forgeryr m   V mV}"How Electronic/Digital Cash Worked Electronic Wallets An encryption software that works like a physical wallet in electronic commerce transactions. A wallet can hold a user's payment information a digital certificate to identify the user shipping preferences to speed transactions Function Hold credit card numbers, electronic cash, owner identification, and contact information Give consumers the benefit of entering their information just once Make shopping more efficient Electronic Commerce Modeling Language is a standard of digital wallets Examples Microsoft. NET passport, Yahoo! Wallet0p 0_s0_ 0_A0_0_`0_'0_!0_ 0_'0_p&r& ]`%      ' ACash Model of Payment in B2CPElectronic value tokens, which are issued by some third party, usually an established bank. A digital wallet must be stored on the consumer's PC. Buyer buys the digital equivalent of money from an established bank, and deposits in a digital wallet stored in his PC. When purchase is made from a Website that accepts e-cash, the ordering software automatically deducts the correct amount from the consumer s digital wallet. During a transaction, funds are transferred immediately and no back-end processing is required. Hardest to implement on the Web. h) i\&""&"&Types of Electronic Wallets Server-side electronic wallet Stores a customer s information on a remote server belonging to a particular merchant or wallet publisher Cons -> Security Breach Client-side electronic wallet Stores a consumer s information on his or her own computer Cons -> Not portable0Z<0Z<!0Z<P0Z<PStored-Value CardsYStored value payments systems are accounts created by depositing funds into an account and from which funds are paid out or withdrawn as needed Can be an elaborate smart card with a microchip that records currency balance Common stored-value cards Prepaid phone, subway, and bus cards Types of stored value cards Magnetic Strip Cards Smart Cards0Zx0Pd%0Pd0Pd!0PdO%!  Magnetic Strip CardsCannot send or receive information Cannot increment or decrement value of cash stored on the card Processing must be done on a device into which the card is inserted * < < Smart CardsStored-value cards Can hold private user data, such as financial facts Can store about 100 times more information than a magnetic strip plastic card Safer than conventional credit cards Smart Card Alliance Promotes benefits of smart cards Promotes widespread acceptance of multiple-application smart card technology Members include companies in banking, financial services, computer technology, and healthcare Promotes compatibility among smart cards, card reader devices, and applications20P20P2CCheque Model of Payment in B2CA consumer presents a digital version of a cheque to a Web storefront. Assumes a digital wallet is stored in the consumer's PC. Digitized cheque is encrypted, Web storefront verifies the cheque through its financial institution, which in turn consults the financial institution of the consumer for processing Easy to implement; clearing mechanisms are highly dependable Funds are not transferred immediately; back-end processing is required Susceptible to fraud.6 Q$ l$DCredit Model of Payment in B2CA merchant in a traditional transaction scans the card through a reader and in turn authorizes the transaction through its financial institution. This authorization may be performed over the existing phone network using modems. The credit payment system leverages existing network infrastructure, and is familiar to consumers. Susceptible to fraud; not appropriate for high value transactions. ^  i& "&&EDebit Model of Payment in B2CHA consumer enters a Credit Card information on a Web order form This is delivered to an Authorization server Assuming the authorization was granted, and the consumer has sufficient funds available in his account, the fund is transferred from the consumer s account to the merchant s account`% @&&-&&&Summary of PaymentsMost popular forms of payment on the Internet Credit card Debit card Charge cards Electronic cash Form of online payment Slow to catch on in the United States Especially useful for making micropayments Portable, anonymous, usable for international transactions Electronic wallets Provide convenience to online shoppers Eliminate the need to reenter payment card and shipping information at a site s electronic checkout counter Smart cards Intended to replace the collection of plastic cards people now carry.0Zd$0F(0Z<0F(ZZZEZ.$  Ek!Security for payment transactions""7Web site security can vary from section to section on the site, depending on security needs. For example, HTTPS, a secure mode of Web processing where a portion of the Web site is encrypted, is used for all forms of B2C payment B2B may involve more sophisticated forms of security, including digital signatures.>8 $&"&lDigital SignaturesA digital code attached to an electronically transmitted message that uniquely identifies the sender. Like a written signature, the purpose of a digital signature is to guarantee that the individual sending the message really is who he or she claims to be. Digital signatures are especially important for electronic commerce and are a key component of most authentication schemes. \g }  } } }&m!Security for payment transactions""As a business person, it is important to grasp the financial risk associated with accepting payments over the Web. It is equally important to recognize that many consumers, and even some businesses, remain afraid of actually paying on an e-commerce site. Consumers may feel more secure about transmitting personal information over the Internet using certificates authenticating both parties in a transaction and encrypting the transaction.  &Auctions: DefinitionA structured method of selling or buying items or services with formal rules in which bidders and/or sellers place bids. Item: A, Bids: Bi Allotted: Max Bi y- ' Auctions: DefinitionRules: Eligibility of Bidders for Participation. Rules governing Bidding Process. Mechanism for Identification of Winning Bid(s). Mechanism for Revenue to the Seller.(  !Why Auctions ?Value of an item to prospective buyer is not known or hard to determine. Parties to an auction: Seller. Buyer. Agent/Auctioneer.&`!`!"Categories of Auction:{Traditional / Non Combinatorial Single Unit. Multi Unit. Combinatorial Auctions. Single Unit. Multi Unit. Reverse Auctions`!!#Standard Types of Auctions:Ascending bid auction (English auction) (general, multiple rounds till no more bid) Descending bid auction (Dutch auctions) (perishable items, multiple rounds till first accept) First price sealed bid (tender processes) Second price sealed bid (Vickery) (tender processes)(-(7"(-(7"  $Combinatorial Auction.Sometimes bidders want bundles of items Components to assemble a product, inputs for making steel, & 2(=(>%Examples: Rail RoadsSegments connecting locations form items. No two operators can have the same segment. Combination of segments form a route (Bid). 4&Example: Mining Lease> Plots of Land with Exploratory data form the item on Auction.??' Airport Take-Off & Landing Slots7Time Slots at the runway form items on auction. 78( Valuations2Asymmetric information Basic Private Value Model example - Artifacts Pure Common Value Model example  Oil lease General Model example - PaintingspZZZZZZZZ)Valuations: PrivateBidder knows his worth of an item. Does not know Valuation of Other bidders. Bid not affected by Valuation of Other Valuation not fn. Of Auction time. Item for own consumption. Simplified model for Auction Analysis. Combinatorial: More Suited. Z*Valuation: CommonThe value is same for all bidders. Bidder uncertain of worth at time of bidding. Valuation can change during the course of an auction as market opinion pours in. 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S  6 |  N  |  Z*    6    |  \*  H  0hԔ ? ̙3380___PPT10.Kj`  @(    0$:B N3  B @*    0l>B  3 B B*    6CB N  B @*    6GB   B B*  H  0hԔ ? ̙3380___PPT10.Kj`-]  |0(  x  c $Ī.P`  . \  T. 3??SP` fPartha Sarathi Dasgupta MIS Group Indian Institute of Management Calcutta Email - partha@iimcal.ac.inVg8 P2 3 M33H  0޽h ? ̙33y___PPT10Y+D=' = @B + p(  p p <.dwԔ P` 'What is E-Commerce? p 6.dwo @PD<4___PPT9 Commerce - negotiated exchange of Products and Services between several (usually two) parties, usually but not exclusively for money. - includes all activities done by the parties to carry out a transaction. - involves buyers and sellers. E-Commerce  Commerce transacted over Electronic Media, specifically over the Internet. 2 " ?@" J-|"     8cCHPpH p 0޽h ? ̙33___PPT10i.*7+D=' = @B +* A9@`(  ` ` <h:fԔ P` ,References and Copyright ` 6.dwo 0P`@  KSome of the Slides used (and suitably modified): ACM Digital Library ,KKH ` 0޽h ? ̙33___PPT10i.*7+D=' = @B + 0^(    <K:dwԔ P` /E-Commerce Applications - I  6H.dwo pP` Retail stores such as those selling books, music, toys, etc. Auction sites using which an individual buyer/seller can buy/sell goods Cooperating businesses connected using their own private telecomm network carrying out transactions in a semi-automated way Banks connected to their customers providing services such as deposits, payments, and providing information on status of an accountb=H|8cCHPpH  0޽h ? ̙33___PPT10i.*7+D=' = @B + @V(    <`N:dwԔ P` 0E-Commerce Applications - IIz  6i:dwo P`` ~Railways, airlines, etc. permitting booking of tickets on-line and paying for them on-line using credit cards or electronic cash Filing tax returns with government agencies on-line and obtaining immediate acknowledgements Electronic publishing to promote marketing, advertising, sales and customer support Web-based educational materials which allow to learn anytime and anywhereb]TJ~8cCHPpH  0޽h ? ̙33___PPT10i.*7+D=' = @B + 1)|(  | | # lq:1?P` J" All Business processes may not lend themselves to E- Commerce such as perishable foods, high-cost items, etc. " Costs and benefits are hard to quantify => difficult to calculate the ROI " Difficult to integrate new technologies with existing databases, and software " Cultural and legal obstacles (customer fear, conflicting legal issues across the border, etc.) " & &  A | <PF:dwԔ P` /Why and why not E-Commerce?H | 0޽h ? ̙33___PPT10i.2p+D=' = @B +G ^V0X (  X  X # l:1?R I7 Application layer B2B, B2C, C2B, C2G Middleman services layer Value-added networks Digital signature certifying authority Electronic payment schemes Electronic cash Messaging layer Digital Encryption standard (DES) Advanced Encryption standard (AES) Public key encryption Digital signature EDI  0 1 k 0 1 v kv   X <:dwԔ  ` ]+E-Commerce systems : A layered architecture,,"H X 0޽h ? ̙33___PPT10i.N_q+D=' = @B +N e]@\ (  \  \ # l:1?\`} P2 Network services layer E-mail, WWW, browsers, HTTP, HTML, XML Search engines, Software agents Logical layer Internet/Intranet/Extranet/Firewalls Physical layer LAN PSTN Private Communication networks Optical fibre/coaxial cable networks Routers Wireless networks & & . I  1 & 0 1 r I &   r \ <:dwԔ  ` ]+E-Commerce systems : A layered architecture,,"H \ 0޽h ? ̙33___PPT10i.CЎ+D=' = @B +  h(    <:dwԔ   QE-Commerce Websites: Objectives "k  6X:dwo   F>6___PPT9 K Revenue generation Advertising Reduce costs Improve customer relations 8L" &K&8cCHPpH  0޽h ? ̙33___PPT10i. w+D=' = @B + Pd(  d d <:dwԔ P`  Transaction d 6<:dwo P`RJB___PPT9$ "Three basic business processes: Supply information to customers such as features and benefits of Products and Services terms of payment and servicing techniques to negotiate terms Provide the means to purchase  invoices, delivery modes, shipment tracking, payment modes, payment histories, etc. Provide customer service and support for products and services purchased  " )" ZlZ" }   =h%8cCHPpH d 0޽h ? ̙33___PPT10i.7qf+D=' = @B + (    # lL:1?P` 2 Total E-Commerce Year Transactions (Rs. Crore) 1998  1999 131 1999  2000 450 2000  2002 1400 2006 (expected) 2300 Source: NASSCOM ; K    2AAAAAKAAAA  <:dwԔ P` 4 E-Commerce transactions in IndiaH  0޽h ? ̙33___PPT10i.2+D=' = @B + PS(    < :dwԔ P` /Evolution of E-Commerce - Ix  6:dwo P`D<4___PPT9 "70s  80s : Electronic data Interchange (EDI) using private e-commerce networks provided by value added network (VAN) providers or E-mails First Generation business-to-business (B2B) e-commerce Used only by large companies and the government Very expensive and complicatedp " "  P8cCHPpH  0޽h ? ̙33___PPT10i.:k+D=' = @B + pW(  v  # lE1?@kK X" Developed in 1960s to accelerate the movement of documents pertaining to shipments and transportation " Involves the exchange of electronic documents between business partners by using private networks or a public switched network Standardized electronic forms are used which can be interpreted and used directly by application programs " Data may be exchanged over the internet, extranet, or a VAN provided by some vendors (e.g., IBM Global Services, GE Infoserver) for reliable, secure communications between business partnersf 6  AAAA7A  <EdwԔ P` 5!Electronic Data Interchange (EDI)H  0޽h ? ̙33___PPT10i.:+D=' = @B +  (    <:dwԔ P` EDIX  0Py  0Ey JBusiness Application( 2X  0P   0<E  EFormat of forms( 2X   0P    0E  @ Translator ( 2 X   0P2   0E IEDI standard format( 2d   <Ԕ9`   0X E90  KPublic or Private n/w( 2X  0 `   0P%E@   @ Translator ( 2 X  0 `   0)E 0  KFormat of application( 2X  0y`   0P.Ey0  JBusiness Application( 2  02E9p ? 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No need to manually re-enter data in documents such as purchase order, etc. by participating businesses Reduced cost, increased accuracy and reliability Saving of time8cCHPpH  0޽h ? ̙33___PPT10i.;e[+D=' = @B +d  ..(     6bEdw P`  E X  0P X  0P X  0@@ X  0@ RB  s *D 00@X  0  X   0@0 X   0@ RB   s *D PP@X   0  RB   s *D @RB  s *D   XB  0D  XB  0D ` X  0@@ X  0@ X  0  X  0@  X  0  RB  s *D @RB @ s *D`@XB  0D  RB  s *D  RB @ s *D` `   0@@:\C ;Buyer( 2  0=:hpO <Seller( 2RB  s *D RB @ s *D0  0 RB @ s *D`  `    0TpE  NPurchase-order delivery( 2 ! 0sE   RAutomated order confirmation( 2 " 0wE   FProduct delivery( 2 # 0d{E@  GFinance Department  $ 0AEp NPurchase Request Initiated  % 0PE@  HPurchase Department  & 0E   = Inventory    ' 0TE   HReceiving Department  ( 0E ^  <Computer    ) 0DE@ GFinance Department  * 0$E  DBilling Details  + 0Ep :  <Computer    , 0E(  ESales Department  - 0E   HShipping Department  . 0ЫE   DMfg. Department H  0޽h ? ̙33y___PPT10Y+D=' = @B +  Z(     6DEdw P`  E   c $EP` E $8cCHPpH  0޽h ? ̙33y___PPT10Y+D=' = @B +   (    c $4.P` E $8cCHPp  <.dwԔ P` ]Evolution of E-Commerce - III$H  0޽h ? ̙33y___PPT10Y+D=' = @B +  Z(     6Edw P`  E   c $A)P` E $8cCHPpH  0޽h ? ̙33y___PPT10Y+D=' = @B +  Z(     6Edw P`  E   c $xEP` E $8cCHPpH  0޽h ? ̙33y___PPT10Y+D=' = @B +   Z(     6Edw P`  E   c $Dl  ` E $8cCHPpH  0޽h ? ̙33y___PPT10Y+D=' = @B + s(    <c)dwԔ   [Terminologies: Web Storefront""l  6$ l dwo   D<4___PPT9 J It is the portion of an e-commerce Web site used to act as an interface of business and the customer displays products and services offered stores information about the products and services typically offers pricing information, customer service features, shipping/freight information, and a means to actually perform payment. <7" }" }K&8cCHPpH  0޽h ? ̙33___PPT10i.:9<+D=' = @B +  0Z(     6l dw P`  l    c $#l  `  l  $8cCHPpH  0޽h ? ̙33y___PPT10Y+D=' = @B +  p Z(     6p*l dw P`  l    c $tI) `  l  $8cCHPpH  0޽h ? ̙33y___PPT10Y+D=' = @B +   Z(     6(:l dw P`  l    c $D9l  `  l  $8cCHPpH  0޽h ? ̙33y___PPT10Y+D=' = @B +c      (     6Ol dw P`  l  P  # lMl 1?d`  Search services: search engines, directories, Yellow pages services for locating local businesses  people finder for tracking phone numbers/email ids, MP3 finders for locating downloadable music files,  shopping bots Content : topical information such as news headlines, stock quotes, sports scores, weather forecasts, local event listings& & & & .; maps and dictionaries, entertainment options such as games, travel, health, etc. Community-building features: chat rooms, message boards, instant- messaging services, online greetings cards, exchanging digital photos, personal classifieds, and free personal home pages Commerce offerings: classified ads for jobs, cars, and homes, auctions, shopping malls Personal productivity applications: web-based email, address books, calendar, file storage, and bill payment services.E  E  C  ?  E 5 ZzH  0޽h ? ̙33y___PPT10Y+D=' = @B +f }u  (    <\F)dwԔ P` U#E-Commerce initiatives in India - I$$dw   C x̊)1?Sc  dTELCO  Managing Supply chain on the Internet Connecting strong dealer network online with the company s Internet-based system Developing interfaces with its back-end ERP systems Currently covers major manufacturing location and its headquarters Negotiating with certain banks for creating payment gateways. 4 % k  7   .GEH  0޽h ? ̙33___PPT10i. +D=' = @B +   (    C xP{l 1?i7 ICICI  Comprehensive transactions Using the Internet to acquire more customers by offering them a host of services Offers the entire chain, from Demat account in which a customer s shares are credited to the savings account from which the money is debited for settling the transaction for access Electronic bill payment service Targets both B2B and B2C markets"  2 % 7  !  " "_  <T|l dwԔ P` V$E-Commerce initiatives in India - II%%dwH  0޽h ? ̙33___PPT10i. +D=' = @B +  @Z(     6|l dw    l    c ${l    l  $8cCHPpH  0޽h ? ̙33y___PPT10Y+D=' = @B +  PZ(     6l dw    l    c $l    l  $8cCHPpH  0޽h ? ̙33y___PPT10Y+D=' = @B +  `Z(     6Ll dw    l    c $l    l  $8cCHPpH  0޽h ? ̙33y___PPT10Y+D=' = @B +  pZ(     68l dw    l    c $l    l  $8cCHPpH  0޽h ? ̙33y___PPT10Y+D=' = @B +  *"(     6Pl dw    l    c $)   l  $8cCHPpX2  0dw p H  0޽h ? ̙33y___PPT10Y+D=' = @B +  Z(     6l dw    l    c $x.   l  $8cCHPpH  0޽h ? ̙33y___PPT10Y+D=' = @B +'  4'(  4 4 < p dwԔ P` K Mindshare and Marketshare 0 4 6Hp dwo pP` : These are the e-commerce era concepts of  brand. Web sites compete with one another to gain notoriety in order to drive traffic to their sites; they compete for  mindshare. Mindshare - how marked is the presence of the company in the public consciousness  determines number of visits to website. Marketshare  actual measure of relative penetration in the market of a particular product by competitors.\!i$ $w$ $a$8cCHPpH 4 0޽h ? ̙3380___PPT10.`P  Z(     6p dw    p    c $Hp    p  $8cCHPpH  0޽h ? ̙33y___PPT10Y+D=' = @B +  Z(     66p dw    p    c $p)  p  $8cCHPpH  0޽h ? ̙33y___PPT10Y+D=' = @B +  Z(     6Dp dw    p    c $)   p  $8cCHPpH  0޽h ? ̙33y___PPT10Y+D=' = @B + JBph(  h h <Rp dwԔ   TB2B Goals and Examples"" h 6Cp dwo  ` D<4___PPT9 ( Goal  Transactions between businesses via the Internet Examples  Purchase ordering of supplies Stock or raw materials/components used in manufacturing Transmission of Financial Payment data pE" }~" }&4& &&8cCHPpH h 0޽h ? ̙3380___PPT10.7 x(  x x <hp dwԔ   *Processes in B2B model x # l̲)1?` 7 Review catalogues Identify specifications Define requirements Post RFPs Review vendor reputation Select vendor Fill out POs Send PO to vendor Prepare invoice Make payment Arrange shipment Organize product inspection and reception CH x 0޽h ? ̙3380___PPT10.8Nr  |Z(  | |  6^p dw    p   | c $hqp  `  p  $8cCHPpH | 0޽h ? ̙33y___PPT10Y+D=' = @B +   Z(     6up dw    p    c $D~p  `  p  $8cCHPpH  0޽h ? ̙33y___PPT10Y+D=' = @B +^ p^(  p p  `A1?  p <8p dwԔ   *Processes in B2C modelH p 0޽h ? ̙3380___PPT10.8`J" z0(    <|p dwԔ   TB2C Goals and Examples""  6p dwo  ` D<4___PPT9 ` Goal  Transactions between a business and an individual via the Internet Examples  Home shopping for Consumer Goods Online Banking Insurance Purchase Vacation travel and hotel reservations Stock market share purchasingpW" }" }&F& &&8cCHPpH  0޽h ? ̙3380___PPT10.708  yqt (  t t <p dwԔ   YB2C sites : characteristics"" t 6p dwo  ` D<4___PPT9 RBusinesses typically create a web storefront High volume and low prices (e.g., a customer buying several books at much lesser price compared to brick-and-mortar prices) Purchase is discretionary, so storefront must be made attractive and the sale must be efficient (a late delivery can spoil a business by driving a customer to another retailer, who s just a click away) The consumer must be motivated to buy for reasons beyond price (enough information availability, easy to use, excellent customer service)&" }&8cCHPpH t 0޽h ? ̙3380___PPT10.89% @%(  !  # lp 1?J  Model Description Examples B2C Sells products or services directly amazon.com to consumers autobytel.com eDiets.com B2B Sells products or services to other MetalSite.com businesses or brings multiple buyers and VerticalNet.com sellers together in a central marketplace B2G Business selling to local, state or iGov.com national agencies C2C Consumers sell directly to other ebay.com consumers C2B Consumers fix price on their own, Priceline.com which businesses accept or decline `  R;[  <p dwԔ  ` X(Summary of E-business transaction models))H  0޽h ? ̙3380___PPT10.99 P(     `A1?@;i  <

`Ux C;`(  A  C xp 1?PU e Matching buyers and sellers Facilitating commercial transactions Providing legal infrastructuref f  <hp dwԔ  ` V&Main functions of an Electronic market''   `A1?``H  0޽h ? ̙3380___PPT10.:{V  Z(     6p dw    p    c $p  `  p  $8cCHPpH  0޽h ? ̙33y___PPT10Y+D=' = @B +  Z(     6p dw    p    c $Dp  `  p  $8cCHPpH  0޽h ? ̙33y___PPT10Y+D=' = @B +  Z(     6,t dw    t    c $ t  `  t  $8cCHPpH  0޽h ? ̙33y___PPT10Y+D=' = @B +  Z(     6t dw    t    c $tt  `  t  $8cCHPpH  0޽h ? ̙33y___PPT10Y+D=' = @B +   Z(       6&t dw    t     c $0t  `  t  $8cCHPpH   0޽h ? ̙33y___PPT10Y+D=' = @B +  $Z(  $ $  647t dw    t   $ c $,   t  $8cCHPpH $ 0޽h ? ̙33y___PPT10Y+D=' = @B +  (Z(  ( (  6HDt dw    t   ( c $Jt    t  $8cCHPpH ( 0޽h ? ̙33y___PPT10Y+D=' = @B +   j(    TSt dwԔ P`  t    6gt dwo P` nPortals: E.g., a search engine that may include varied content or services. A high volume of user traffic makes advertising profitable, and permits further diversification of the site services. A personalized portal allows customization of the interface and content to user (Yahoo!). Classifieds: Lists items for sale or wanted for purchase. Listing fees but there may also be a membership fee (Monster.com) (moving sale) User-based registration: Content-based sites that that provide free access to users but require the user to submit demographic details by registration. (NYTimes Digital, Telegraph/Anandabazar on net)^ob` } R8cCHPpH  0޽h ? ̙33y___PPT10Y+D=' = @B +   (    T\t dwԔ P`  t    6{t dwo P` 4Query-based paid placement: Sells favourable link positioning (sponsored links) or advertising keyed to particular search terms in a user query (Google) Contextual advertising: Freeware developers who bundle ads with their product. For example, a browser extension that automates authentication and form fill, installs, delivers advertising links or pop-ups as the user surfs the Web (eZula, www.digitalenterprise.org)Bbu`` b  8cCHPpH  0޽h ? ̙33y___PPT10Y+D=' = @B +  C; (    T(t dwԔ P`  t    6t dwo P` #Banners: An ad appearing at the top of a Web page Vertical columns: On a frame Web page positions alongside requested content (as a sponsorship) Pop-up windows: Java script opens a browser window with an ad Interstitials: Full screen ads that appear on a Web browser while a page is loading.$$b $ 8cCHPpH  0޽h ? ̙33y___PPT10Y+D=' = @B +r   )(    T,t dwԔ P`  t  A  60t dwo P` c Advertorials: Content-based advertising related to an article or other site content Intromercials: Animated full-screen ads placed at entry of a site before a user reaches the intended contents Ultramercials: Interactive online ads that require the user to respond intermittently in order to wade through the message before reaching the intended content.(cdbc 8cCHPpH  0޽h ? ̙33y___PPT10Y+D=' = @B +f  f(    < t dwԔ P` hChannel conflict ` R  6t dwo P` Companies having existing sales outlets and distribution networks Concern is about taking away sales from these outlets through the use of net Channel conflicts occur whenever sales activities on the Web interferes with existing sales outlets Web sites sales eat up the company s sales through the other channels: cannibalization$K;8cCHPpH  0޽h ? ̙3380___PPT10. O 0(P (    <pt dwԔ P` 'Web Pricing Schemes  6нt dwo P` CPM (Cost per Mille) : Cost per thousand impressions (cost per thousand of ad views) Click-through: advertiser pays based on the number of times the banner is clicked by a user Sponsorships: packaged deals of impressions and click-throughs Cost-per-lead: advertiser pays when a viewer registers or submits personal information Cost-per-sale: agreed upon charge for the viewers who actually purchase a product or service based on the ad Straight revenue sharing deal: publisher receives a commission which is paid upon sale from an ad"`& &8cCHPpH  0޽h ? ̙3380___PPT10.    Z(     60t dw    t    c $t    t  $8cCHPpH  0޽h ? ̙33y___PPT10Y+D=' = @B +   Z(     6 t dw    t    c $t p  t  $8cCHPpH  0޽h ? ̙33y___PPT10Y+D=' = @B +  0 Z(     6t dw    t    c $,   t  $8cCHPpH  0޽h ? ̙33y___PPT10Y+D=' = @B +  c[@ (     6,u dw    u  )  # l\ u 1?gPf  AdWords works by having businesses purchase certain keywords. 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Allows viewing articles older by more than a week through some fees Wall Street Journal s mixed model is weighted more heavily to subscription revenue. Allows non-subscribers to view the classified ads and certain stories from the newspaper, but most of the contents reserved for subscribers paying an annual fee&" &8cCHPpH  0޽h ? ̙3380___PPT10. UM@ (    <u dwԔ  ` Q!Fee-for-Transaction Revenue Model""   6,dwo p TLD___PPT9& &`Businesses offer services for which they charge a fee that is based on the number or size of transactions they process Companies typically offer much of the service formerly offered by personnel, on the Web. Customers can utilize the Web to execute transactions at a cheap price (disintermediation and reintermediation) Examples  Travel Agents such as Travelocity, Expedia, Orbitz Automobile sales through Car information providers such as Autobytel, MSN Carpoint Stock brokerage firms like ICICI Online banking and Financial services such as Citibank OnlineL" s&&&&&&8cCHPpH  0޽h ? ̙3380___PPT10. )!P (    <i,dwԔ  ` MFee-for-Service Revenue Model   6pu dwo p F>6___PPT9 Companies offer a wide variety of services on the Web for which they charge a fee These services are neither broker services nor services for which charges are based on the number or size of the transactions Fee charged is based on the value of the service provided Fee-for-service revenue models range from games and entertainment to financial advice and professional services of accountants, lawyers, and physicians Examples  MyDocOnline, WebMD for health services, etc.&" &8cCHPpH  0޽h ? ̙3380___PPT10.  ` (    <,dwԔ  ` KProblems of Web advertising   6 u dwo p `D<4___PPT9 Presence of multiple metrics, such as the number of visitors, number of unique visitors, number of click-throughs, other attributes of visitor behaviours. 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