Synopses & Reviews
Business-to-business electronic commerce is booming but for many companies attempting to do business electronically, it seems like a nightmare journey into the unknown rather than the golden road to competitive advantage. Firms are finding that prices are under pressure, profit margins are hit, new competitors appear from nowhere and benefits are hard to realize. Drawing on case studies of companies such as Marshall Industries, FedEx, Industry.Net, Amazon.com, Citius Belgium and TradeZone, Paul Timmers addresses the critical issues facing managers today as they endeavour to move into a new business environment. Looking at the opportunities and the risks involved, the book provides in-depth practical examples of how innovative companies are developing competitive advantage by doing business on the Internet. The author then goes on to show companies how they can organize their business, by providing a systematic classification of electronic commerce business models and a range of tools for the development of Internet marketing strategies. Finally, a number of scenarios provide a window on the future of business-to-business electronic commerce. In a clear and concise way, this book will help dispel the uncertainty surrounding electronic commerce by explaining how the reader can overcome obstacles and reservations and capitalize on the many benefits on offer.
Review
"Because so much of the Internet is new, much of the work is predictive, though Dr. Timmers grounds the issues in applicationsof the Internet by existing companies. The book comprises a rich mix of the theoretical along with numerous case studies." --Bruce McWilliams , ,
"One of the most helpful features of this book is the flexible approach to forecasting the future of B2B e-commerce . . . . Sections I would particularly recommend are those on disintermediation and on the convergence of B2B and B2C markets . . . My hot tip? If you can't plough through the whole book, the last two pages are a useful summary -and don't miss out on the case studies." --Margaret Morrison, Knowledge Specialist in the area of Electronics and High-Tech, Anderson Consulting
"This book is a very good and systematic guide from key and successful B2B stories, to generic business models, to global marketing and branding, to technical guidance and finally to business-business vision. A MUST - HAVE BOOK for managers and practitioners of B-B commerce at the right time with the right quality." --Vaggelis Ouzounis,
"... gives an excellent grounding into business to business internet trading. If you are interested in this subject then buy this book." --Graham Hutton, Consultant in Strategy and e-business, Strategy, May 2000
"Business to business e-commerce is a revolution because of the profound impact it has on the way businesses are run... a valuable contribution to all of those who want to analyse the business-to-business developments in both Europe and America. When you read this book you are convinced that, re-phrasing Shakespeare, 'B-2-B, or not to be; that is the question'" --Erkki Liikanen, Member of the European Commision, Enterprise and Information Society
Synopsis
E-Commerce ist ein sich rapide entwickelnder Bereich, der viel Raum f r Spekulation ber M glichkeiten und Vorteile l t. Der Internet-Handel wird entweder als Erg nzung zu traditionellen Modellen gesehen oder als v llig neue Art der Gesch ftsabwicklung. Eines ist jedoch sicher: bisher ist nur wenig bekannt ber erfolgreiche Marketingstrategien im Handel zwischen Unternehmen - einem in der Tat gr eren Gesch ftsbereich als der Handel zwischen Unternehmen und Endverbraucher. Gest tzt auf fundierte, tiefgreifende Forschung untersucht dieses Buch strategische Marketingans tze auf der Basis von Marketingtheorie und internationalen Fallstudien. Die systematische Analyse von Internet-Handelsmodellen erm glicht jedem Unternehmen, seine Transaktionen besser zu organisieren und zu erkennen, wo seine Einnahmequellen liegen. (10/99)
Synopsis
This volume analyzes strategic marketing approaches on the basis of both marketing theory and international case studies. Its systematic study of Internet commerce models should allow any company to better organize their business and understand where their sources of revenue come from. It offers an assessment of a rapidly growing area, covering current models and showing how they have fared in practice. The book also provides an analytical assessment of the marketplace for business-to-business electronic commerce strategies and Includes recommendations for the implementation of a marketing strategy for business-to-business e-commerce.
Table of Contents
Foreword.
Preface.
About the Author.
Acknowledgements.
Introduction.
Key Features of Internet Electronic Commerce.
Business Models for Electronic Commerce.
Business-to-Business Electronic Commerce Cases.
Markets and Competition.
Marketing Strategies and Programmes.
Roadmap for Business-to-Business Electronic Commerce.
Bibliography.
Endnotes.
Subject Index.