Electronic Commerce: Strategies and Models for Business to Business Trading - Hardcover

Timmers, Paul

Hardcover

ISBN 10: 0471720291 ISBN 13: 9780471720294

Publisher: John Wiley & Sons, 1999

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.

About this title

About the Author

Paul H. Timmers is at the European Commission Information Society Directorate–General, Head of Sector for electronic commerce in the European Union′s research and technology development and business pilot programme. He has also been Secretary to the G8 Global Marketplace for SMEs, a global collaboration to promote electronic commerce for small and medium–sized enterprises. Before joining the European Commission, Paul Timmers was manager of a software development and product management department in a large multinational computer and telecommunications firm. Dr Timmers holds a PhD in theoretical physics from the University of Nijmegen in the Netherlands and an MBA from Warwick Business School in the United Kingdom.

From the Back Cover

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.

From the Inside Flap

If your organization is to move successfully into the electronic age it must address the following questions:
∗ What is your next generation business–to–business trading relationship structure?
∗ Which business models are relevant for the Internet?
∗ How do you create a successful marketing strategy?
∗ What is the appropriate marketing programme?
∗ How do you implement the necessary changes?
∗ What will be the future of business–to–business electronic commerce?
This book will help you answer these questions to ensure you can take advantage of the unprecedented opportunities on offer in the business–to–business trading environment, rather than have the competition take advantage of you.

Edition details

• Publisher: John Wiley & Sons
• Publication date: 1999
• ISBN 10: 0471720291
• ISBN 13: 9780471720294
• Binding: Hardcover
• Language: English
• Number of pages: 288