1. MIS 301 Information Systems in Organizations
Dave Salisbury
( )
(web site)

2. What We Will Cover: E-Commerce: An Overview The E-Commerce Difference
E-Commerce for Consumers
E-Commerce Between Organizations

3. Student ROI (Return on Investment)
Your investment of time and effort in this course will result in your being able to answer these questions:
What is e-commerce and how is it a part of today’s economy?
How does e-commerce make a difference to businesses and consumers?
How does e-commerce allow businesses to create value for their consumers?
How do businesses use e-commerce to enhance the products and services that they trade with business partners, as well as to improve their supply chain efficiency?

4. What is e-commerce?
E-commerce is the use of information systems, technologies, and computer networks to carry out transactions in order to create or support the creation of business value.
Note that we do not say “to buy and sell over the Internet” in our definition;
do not want to restrict ourselves to just the Internet
want to make our definition as general as possible, so we concentrate on transactions which we discussed in Chapter 4 and 5 and computer networks which we discussed in Chapter 2 and Field Guide C.
E-Commerce includes all types of computer networks and all types of transactions including electronic funds transfers and EDI over private networks as well as retail sales and wholesale exchanges over public networks like the Internet.

5. E-commerce (cont.) Uneven penetration into areas of commerce
Travel Industry versus Retail Clothing Industry (clothing is trending upward)
Most people think of e-commerce as electronic shopping over the WWW or Business to Consumer e-commerce (B2C - transactions in hundreds of millions of dollars)
However, Business to Business e-commerce (B2B) transactions are valued in trillions of dollars!

6. Types of E-Commerce Transactions
Description
Example Web sites
Business-to-consumer (B2C)
Online equivalent of retail store as well as other services
Business-to-business (B2B)
Electronic exchanges between companies
Business-to-government (B2G)
Online sales to government agencies as well as online payment of taxes
App.mt.gov/bustax
Consumer-to-government (C2G)
Electronic payment of taxes as well purchasing licenses
express.hsmv.state.fl.us
Consumer-to-consumer (C2C)
Use of online auctions like eBay or Yahoo! Auctions
auctions.yahoo.com

7. E-Commerce and Products: Physical and Electronic
Products can be divided into two primary categories: physical and electronic.
Physical products include anything that requires an actual shipment of a package to the buyer, eg, computer hardware.
Electronic products can be received directly over the Internet or other computer network, eg, computer software.
E-commerce companies must have back-office elements to handle order fulfillment and to handle returns for physical goods,
Companies experienced in order fulfillment and returns have tended to be successful in dealing with physical goods using E-commerce.

8. Types of E-Commerce Transactions and Associated Goods
Example Physical Goods
Example Electronic Goods
B2C
CD, DVD
iTunes song, ring tones
B2B
Office furniture
Virus protection software, databases
B2G
Technical manuals, regulations, and other printed information
Document conversion from hardcopy to XML/Web-based documents
C2G
Printed and mailed income tax return or license application
Electronically filed income tax return or license application
C2C
Elvis PezTM, comic books
Shareware program, self-published e-book

9. Purchase of Physical Goods versus Purchase of Electronic Products

10. The “E-Commerce Difference”
The use of computer networks, especially the Internet, to carry out transactions between a variety of buyers and sellers is creating a tangible “e-commerce difference” in our economy, especially with regard to
Technology
Competition
Strategy
Over 1 billion potential customers around the world in the marketspace due to increasing Internet access.
Universal standards make it work the same way no matter where in the world you might be.

11. Impact of E-commerce Technologies on Business

12. E-Commerce Differences
Innovative uses of the Internet have produced global competition with sellers being able to reach any potential buyer in the world.
This is true for both the large retailers and for those selling in niche market.
Technology has increased information density—the quality and quantity of information about products and services.
Customers can obtain product guides, reviews, and prices from a myriad of Web sites creating business challenges.

13. Mass Customization and Personalization
One response to information density is to create business value based on a customization-oriented approach to e-commerce.
Two approaches to customization are: mass customization and personalization.
Mass customization is the ability to create custom products or services on-demand, eg, Dell customers can customize their PC.
Personalization is a marketing message that a business personalizes for each potential customer’s interests based on searching, browsing, or buying habits, eg, Amazon.com.

14. E-commerce and Competition
E-commerce is having a dramatic effect on competition between organizations in a number of ways including:
Reducing barriers to entry
No one firm or person “owns” the entire market
Enhanced collaboration/alliances
Market niches multiply
Changed marketplace drivers (forces that make things happen in the market, e.g., consumer preferences, number of suppliers a business can choose from)

15. Business and E-commerce Strategy
E-commerce has changed business strategy.
A strategy is a broad-based formula for how a business is going to compete, what its goals should be, and what plans and policies will be needed to carry out those goals.1
1Michael Porter “What is Strategy”, Harvard Business Review, November 1996, pp

16. E-commerce Strategy
An e-commerce strategy is a general formula for how a business is going to use computer networks and information systems to compete in a global marketplace.
To build an e-commerce strategy requires two views of an organization’s strategy: what is wants to do (conceptual) and how it will do it (technology strategy).
One strategy being used by many companies is customer relationship management which enables them to create one-to-one marketing experiences for their customers.
Other e-commerce strategies include virtual showrooms, increased channel choices, wider component choice, and use of mobile technology.
Mobile commerce is the use of laptops, mobile telephones, and personal digital assistants to connect to the Internet and Web to conduct many of the activities associated with e-commerce.

17. Benefits and Limitations of B2C E-commerce for Consumers
Lower prices
Shop 24/7
Greater searchability
Shorter delivery times for digital products
Sharing of information with other consumers
Improved customer service
Delay in receiving physical products, plus shipping
In areas without high-speed Internet service, slow download speeds.
Security and privacy concerns, especially with rise of phishing.
Inability to touch, feel, or even smell products prior to the purchase.
Unavailability of micropayments for purchase of small-cost products.

18. Benefits and Limitations of B2C E-commerce for Businesses
Expansion of marketplace to global proportions.
Cheaper electronic transactions.
Greater customer loyalty through customized Web pages and 1-to-1 marketing.
Expansion of niche marketing opportunities.
Direct communications with customers through Web site, resulting in better customer service.
Increased competition due to global marketplace.
Ease of comparison between competing products drives prices down.
Customers want specific choices and will not accept substitutes.
Customers control flow of information instead of companies.
Potential for channel conflict. (NOTE: THIS POINT IS THE ONLY CHANGE ADDED BY SALISBURY TO THIS SLIDE.

19. E-commerce Business Models
A business model defines how a company will meet the needs of its customers while making a profit.
An e-commerce business model is a business model appropriate for conducting business via electronic networks.
The next three slides list and give examples of e-commerce business models (Source: adapted from Michael Rappa,

20. E-commerce Business Models (cont.)1
Description
Examples
Comments
Brokerage
Brokers bring buyers and sellers together for a fee.
eBay, Priceline, PayPal
There are many types of brokerage models in all types of e-commerce.
Advertising
An extension of the traditional media broadcasting model in which ads appear on Web sites.
Yahoo!, Netscape, CNN.com, Google
There are many different types of advertising, but all depend on a large volume of viewer traffic.
Merchant
Sell products, both physical and electronic, to consumers
Amazon.com, LandsEnd.com, Walmart.com, iTunes, and many others
Commonly referred to as e-tailers, merchants can use pure e-commerce or a combination (click and mortar).
1Adapted from Micheal Rappa,

21. E-commerce Business Models (cont.)1
Description
Examples
Comments
Manufacturer Direct
Make and sell products directly to customer
Dell, IBM, Microsoft, McAfee (anti-virus products)
Products can be purchased (PCs), leased (servers), or licensed (software).
Affiliate
Affiliate Web sites are paid a fee when purchases come through them.
Amazon.com fees to affiliate Web sites
Can also include banner ad exchange between affiliated sites as well as revenue-sharing.
Community
Based on user loyalty because of high investment of time and emotion.
Apple computers, Red Hat software
Revenue is generated through sale of ancillary products or voluntary contributions
1Adapted from Micheal Rappa,

22. E-commerce Business Models (cont.)1
Description
Examples
Comments
Subscription
Users are charged fee to subscribe to service to service or information source
Classmates, Highbeam (articles), Netscape Radio, AOL
Subscription may be for premium services; advertising model may be combined with this model
Infomediary
Provides data on consumers and consumption habits
DoubleClick, NetRatings, Edmunds
Usually aimed at helping businesses rather than consumers
Coopetitive
Enable competitors to cooperate on a Web site
AutoTrader.com, VRBO.com
Usually aimed at individuals or small businesses that cannot attract customers to their own Web site.
1Adapted from Micheal Rappa,

23. E-commerce Web site Purpose
The purpose of an e-commerce website is another way to understand businesses’ e-commerce business models.
No matter how good the business model, it will not generate a profit if not associated with a Web site that brings in customers or at least visitors.
There are eight commonly accepted types of Web sites: portal, search engine, Browse or search and buy, sales support, information service, auction, travel, and special interest or services.
A number of these match up with multiple business models.

24. Web Sites Classified By Purpose
Web Site Type
Purpose
Example
Business Model
Portal
A gateway to many other Web sites
Netscape.com, Yahoo!, MSN
Advertising, Affiliate
Search Engine
Finds Web sites that contain a word or phrase
Google, Yahoo, MSN, DogPile
Advertising, Affiliate, Infomediary
Browse or search and buy
Sell goods and services
Dell, LandsEnd, iTunes
Merchant, Infomediary, Manufacturer Direct, Coopetitive
Sales Support
To provide information on a product before or after the sale
Microsoft, BMW, McAfee, Cingular
Community, Infomediary

25. Web Sites Classified By Purpose (Cont.)
Web Site Type
Purpose
Example
Business Model
Information Service
To provide news, information, commentary, and so on.
USAToday, Highbeam, Rivals, Edmunds
Subscription, Community, Affiliate
Auction
Facilitate sales between third parties
eBay, Priceline, PayPal
Brokerage
Travel
Sell travel tickets and tours
Delta, Travelocity, Orbitz, HotWire
Merchant, Brokerage, Coopetitive
Special Interest or Services
Provide information, product sales and support, and contacts between visitors
DogVent, Microsoft support groups, Google Groups
Community, Merchant, Affiliate, Infomediary, Advertising

26. B2B e-commerce: E-Commerce Between Organizations
Doing business with other organizations (B2B) is by far larger than with consumers (B2C).
It is also quite different in terms of the scope of the purchases and the complexity involved in them—especially in the decision making required to make a purchase.
For example, while you buy one PC, a company may buy thousands.
Interorganizational systems (IOS) are the information systems that handle the information flow between trading partners.

27. Comparing B2C to B2B Process Individual Business Organization
Decision to purchase
Made based on own needs
Made based on the organization’s needs which are a combination of many different departmental and individual needs
Decision where to buy
Made after own research into market
Made through a systematic process that involves considering what each vendor can provide the organization in terms of setup, networking, and so on.
Number of Items
One
Many
Actual Purchase
Buy computer online or in person with personal credit card
Buy computers only after significant negotiations over price and terms with vendor
Payment
Pay credit card bill with personal check
Pay by company check only after assuring that all computers have been delivered and setup by vendor

28. B2B Transactions
B2B transactions can be divided into two types: spot buying and strategic sourcing.
In spot buying, purchases are made at market prices from an unknown seller.
Companies often use spot buying to purchase commodities, i.e., uniform in quality differing only in price like gasoline, paper, and cleaning supplies.
In strategic sourcing, prices are set through negotiation in a long-term relationship with a company known to the buyer.
A company’s large-scale computer purchases often result from strategic sourcing.

29. B2B Business Models
Strategic sourcing is often carried out through a one-to-one business model, but company-centric and exchange models are also used.
In the one-to-one business model, two companies form a trading relationship with neither company dominating the relationship.
In the company-centric business model, a company is either a seller to many companies (one-to-many) or a buyer from many companies (many-to-one).
The single company dominates the market and controls the information systems that supports the transactions. Electronic data interchange (EDI) or an extranet is often used to link trading partners.
E-procurement is often the name for B2B e-commerce in the many-to-one business model.

30. Company Centric Business Model

31. Exchange Model
In the exchange business model, many companies use an exchange to buy and sell from each other through spot-buying transactions.

32. Types of Exchanges
Exchanges can be cooperative ventures among the companies or it can be run by a larger company that profits from the transactions.
Exchanges can be classified as vertical or horizontal with vertical exchanges meeting the needs of a single industry.
Horizontal exchanges deal with products and services that all companies need.
From an e-commerce point-of-view, exchanges are often Web sites that buyers and sellers post their needs and offerings.

33. Services in B2B E-Commerce
Just as services are an important part of B2C e-commerce, they are also an important part of B2B e-commerce.
Service or Electronic Product
Comments
Software
The ability to buy a site license online and then download one copy, which they then burn on CDs, reduces organizations’ cost and time in procuring software.
Leasing
Companies can use e-commerce to negotiate the original lease price and to dispose of them at the end of the lease.
Travel
Travel is a big item with companies that have more than one office or distant customers, so using e-commerce to provide less expensive travel can save money

34. Services in B2B E-Commerce (cont.)
Service or Electronic Product
Comments
Insurance
Companies must insure their buildings, people, vehicles, and so on, and using e-commerce to find better insurance coverage can mean lower costs for the company.
Banking
As with consumers, businesses must pay their bills. They must also accept payments from customers. Moving banking online reduces the cost of writing and depositing checks as well as making the transfer of funds much easier.
Stock trading
As a part of their overall financing process, businesses will often buy and sell other stock as well as their own. Online trading makes this possible for much lower transaction fees.
Financing
Businesses often need to raise capital through debt and a number of services now make it possible to do this online for lower transaction fees.

35. Using B2B e-commerce and IOS to Improve Supply Chain Efficiency
A supply chain is a network of facilities and distribution options that performs the functions of procurement of materials, transformation of these materials into intermediate and finished products, and the distribution of these finished products to customers1.
Procurement is a big part of the supply chain and using e-commerce for e-procurement has resulted in money savings.
To see why, we first need to understand the traditional procurement process.
1 “An Introduction to Supply Chain Management”, Ram Ganeshan Terry P. Harrison,

36. Traditional Procurement Process
In the traditional procurement process, there are five steps involving three elements—purchase order, invoice, and receipt of goods:
Purchase order (PO) to vendor
Goods to buyer along with bill of lading (BOL)
Upon receipt of goods and BOL, signed copy of BOL returned to vendor and receipt of goods is filed
Vendor sends invoice to buyer
Buyer’s accounting department compares PO to receipt of goods and invoice. If there is a match, buyer pays the vendor.

37. Traditional Procurement Process

38. Using E-commerce to Improve the Procurement Process
An interorganizational system (IOS) is a networked information system used by two or more separate organizations to perform a joint business function.1
EDI: uses private networks to allow the exchange of structured information between two computer applications with a minimum of human involvement.
Even though often overshadowed by newer technology, EDI remains the engine behind the majority of e-commerce transactions worldwide. It is, however, too expensive for most small businesses.
Extranets: collaborative networks that use Internet technology to link businesses with their customers. Security measures keep data secure and XML is used to transfer the data.
An extranet can be thought of as two connected intranets.
1Cash, J. I. Jr., F. W. McFarlan, J. L. McKenney, and L. M. Applegate
Corporate information systems management: text and cases. 4th ed. Homewood, IL: Irwin, p. 339.

39. Extranets

40. Comparing EDI and Extranets
Security
More secure due to use of private network
Less secure then EDI due to use of Internet
Cost
More costly due to use of proprietary software and private networks
Less costly because it uses existing networks and Internet apps
Flexibility
Less flexible—proprietary software limits use
More flexible because based on Internet; greater customization
Trend
Gradually being replaced by extranet-based apps
Gaining wider acceptance due to lower costs