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Supply Chain Differences in B2B and B2C Commerce
According to Bamboo web, a popular Internet source of business management information, a supply chain of a company has three main parts. The first is the business' original supply, namely where its raw materials or raw products come from and how these items are procured and supplied to manufactures. The manufacturing component of the supply chain converts these raw materials into finished products through manufacturing in the traditional sense, or packaging according to company standards. Proper distribution ensures that these finished products reach the final customers in an optimal fashion through a coordinated network of distributors, managers, and retailers. (Bamboo web, "Supply Chain," 2004)
Supply chain management involves forecasting demand of either businesses or consumers and making collective market forecasts with manufactures and according to consumer data. It involves predicting and promising order to distributors and customers, as well as determining…
Bamboo web. (2004) "Supply Chain." Retrieved 4 Jan 2005 at http://www.bambooweb.com/articles/s/u/Supply_chain.html
Bamboo web. (2004) "Supply Chain Management." Retrieved 4 Jan 2005 at http://www.bambooweb.com/articles/s/u/Supply_chain_management.html
Larson, Paul & Jeff Fischer. (March 16, 2004) Short Intro to Business-to-Business E-Commerce. Motley Fool. Retrieved 4 Jan 2005 at http://www.fool.com/research/2000/features000316.htm
Patton, Susannah. (April 16, 2001)"The ABC of B2C." CIO Magazine Online. Retrieved 4 Jan 2005 at http://www.cio.com/ec/edit/b2cabc.html
B2B Communication Analysis
Communication between business organizations is often taken for granted. The correspondences that pass between corporations, charity groups, non-government agencies, political bodies and small businesses are frequently composed and distributed with little consideration to the manner in which the corresponding company has been represented. However, today, with the increased interdependence of commercial entities coming to define the business world -- especially via web and social media outlets -- verbal, written and image-based communication between such entities is critical. The discussion below begins with an analysis of three types of communication that may be termed as Business-to-Business or B2B. B2B communications will take myriad forms aimed at achieving some level of interaction, cooperation, mutual support or partnership between two or more business entities. However, as we proceed to analyze the messages considered here below, we will find that there are distinct ways to use B2B correspondences as a way…
Disney Cruise Line News. (2012). Requests for Donations. Dclnews.com.
Donaldson, R. (2009). Corporate Logos -- Examples of What Does, Doesn't Work. B2b Communications.
Khilawala, R. (2011). Sample Letters Asking for Donations. Buzzle.
Levick, R.S. (2012). Why B2B Companies Need to Up Their Communications Game. Fast Company.
The main reason for which this occurs, is, in my opinion, the fact that consumers' choice will influence the computer producers which will have to decide among these two options which one best fits its company's standards, need and customers' expectations. So, it is actually a strategy they use; this way, they are aware of customers' preferences without having to do some serious case studies or big researches on the market.
I believe that anyone who considers a type of advertising as bad is forgetting the meaning of advertising in itself. In my opinion, it is the same case as with Hollywood stars, it does not matter whether you are talked badly or good about, as long as you are talked about. Even bad advertising is better than no advertising. Every perception on a certain commodity or service is good, even if that perception is negative, because you have yourself…
Mercedes-Benz, May 2007, available online at http://www.mercedes-benz.co.za/Trucks/Modules_fe/layout1/displayfull.asp?=1
Mercedes-Benz, may 2007, available online at http://www.mbusa.com/index.do?location=leadership-microsite
Intel, may 2007, available online at http://www.intel.com/
AMD, may 2007, available online at http://www.amd.com/gb-uk
This is called becoming a trusted advisor to the customers, and while there are many books written on this topic every year, the concept of the trusted advisor is that the members of a distribution channel form a team to assist customers in assessing their needs, modifying products to specifically meet those needs, and creating a strong foundation of support. AM esearch (2003) in defining the complexity of fulfilling B2B product needs for customized products shows how both processes and software can be used to streamline in-channel product customization.
The bottom line is that business channels, or as they are sometimes called multi-tier distribution channels, vary significantly by industry due to the major differences between customers' requirements and the need for bringing together members of a channel to form a team that can respond effectively to the complex needs of customers. This is pervasive in B2B marketing, selling and servicing…
AMR Research (2003) - Configuration is the Heart of Customer Fulfillment for Complex Product Manufacturers. AMR Research Report. Monday March 31, 2003. Retrieved from the Internet on May 13, 2007 at http://lwcresearch.com/filesfordownloads/ConfigurationIstheHeartofCustomerFulfillmentforComplexProductManufacturers.pdf
Hogan, Lemon, Libai (2003) - What is the true value of a lost customer? John E. Hogan; Katherine N. Lemon; Barak Libai Journal of Service Research: JSR; Feb 2003; 5, 3; ABI/INFORM Global pg. 196
LWC Research (2005) - Users Speak Out About SAP NetWeaver. December 12, 2005. LWC Research.
Orange, CA. Page 12.
Key goals: In my opinion, the main aim of Intel Canada has been that of regaining its position on the market. It has practically started a tuff advertising campaign, aiming to produce new items for both its person-clients and company-clients in order to be able to increase its sells.
As it has been mentioned above as well, Intel intended to regain its position on the market, but it seems to have realized that this action cannot be completed unless it would gain other types of clients as well. What it might be inferred from here is that the historical strategy used for the "Intel inside" advertising campaign - when Intel came up with a new type of computers, the personal ones -, meaning that it intends to develop through gaining a new spectrum of clients.
All in all, the immediate goal of the campaign would be in this sense a…
Intel corporation, at http://en.wikipedia.org/wiki/Intel
Intel inside Program, at http://www.intel.com/ pressroom/intel_inside.htm
B2B Solutions, at http://www.divassoftware.com/services/b2b.htm
Buying Behavior, at http://www.udel.edu/alex/chapt6.html
The highly personalized selling of a car dealership. While grocery store attendants do not stop you within minutes of being in the store and ask how they can help you find what you need, anyone walking into a car lot will surely be approached within the first five minutes of arriving. The major difference is the gross margins and profits for each of these products.
In the case of the grocery store, margins and profits per item are quite small and there is a very short sales cycle for them. Picking up a roll of paper towels for example is a sales cycle of just three minutes or less, and as a result there is no need to provide service from the grocers' perspective.
Conversely the sales cycle of a car can be days or even months, and there is a significant amount of gross margin and profit involved in…
Analysis of the Three Types of Business-to-Business Exchanges
There are three types of exchanges that are prevalent in business-to-business (B2B) in seller and buyer relations incouding New Buyer, Modified ebuy and Straight ebuy (Coupey, 2005). It is the goal of this analysis to evaluate each of these exchanges and explain their unique advantages. All exchanges share a commonality of catalog management, order capture, quoting, pricing and Web infrastructure support. The process workflows vary for New Buyer, Modified ebuy and Straight ebuy. All are integrated into the underlying IT platform through the use of Enterprise Application Integration (EAI) and role-based access to the specific systems of record and databases (Li, Jhang-Li, 2011).
A New Buy exchange is constructed to encompass the core functionality of comparable sell-side trading exchanges, with the specific goal of enabling as many transactions with new customers as possible (Coupey, 2005). The New Buy exchange is…
Coupey, E. (2005). Digital business. (2 ed., Vol. 1). Upper Saddle River New Jersey: Pearson Prentice Hall.
Li, Y., & Jhang-Li, J. (2011). Analyzing online B2B exchange markets: Asymmetric cost and incomplete information. European Journal of Operational Research, 214(3), 722.
Porterfield, T.E., Bailey, J.P., & Evers, P.T. (2010). B2B eCommerce: An empirical investigation of information exchange and firm performance. International Journal of Physical Distribution & Logistics Management, 40(6),
There are many, many other factors to consider, but the fact is many manufacturers consider these two factors first, as they combined will save hundreds of hours and thousands of dollars in addressing a new market.
As a result of the relationships with retailers, chains and department stores and a thorough overview of how to make the order management and fulfillment processes as efficient as possible, distributors like Lambert are increasingly in demand. The reciprocal nature of the relationship all hinges on the trust of the retailers, chains and department stores in Lamberts' ability to execute on the many processes critical for managing ongoing buyer-supplier relationships. For any given manufacturer to just learn these processes, much less execute them with precision and speed, would take years to learn. That is the major benefit for a manufacturer to work with Lambert for example, yet this applies to many other indirect channels…
All of them are either bicycle parts or components or even accessories. How ever, when it comes to promoting those brands, the company's website is mainly naming them, showing no further specifications or giving a full description of the product. Meanwhile, the exclusive brand website provides full description of it products, giving suggestions and even allowing you to choose certain aspects such as color, size etc. However, Cycles Lambert's site provides the correct information for you to get a general background, to see with what you may associate your product with, and even gives details about how and where you can buy it from. It is more than obvious that the manufacturer and the distributor stress different aspects of the product. The first one intends to present the whole product specifications, giving ample descriptions, giving suggestion etc. The distributor on the other hand limits itself to presenting the most important…
Online Dictionary, may 2007, available at http://dictionary.bnet.com/
Cyles Lambertc website, may 2007, available at http://www.cycleslambert.com/customers/en/company/mission /' target='_blank' REL='NOFOLLOW'>
Figure 1: Market Potential and Segmetnation for JINI Glasses
Sources: Based on intefviews with market researchers at Opticians Association of America (OAA) and their secondary published research.
In defining the research strategy to determine the best possible multichannel strategy for selling the JINI into the U.S. market, a combination of primary and secondary data needs to be collected. One of the most important critical success factors for creating a profitable B2B strategy is qualifying distributors, dealers and channel partners with regard to their service expertise (addats, Easingwood, 2010). Second is finding those distributors who have insights into how they can sell effectively to retailers, mass merchandisers and smaller offices (Stanley, Wojcik, 2005). JINI needs to set service quality as one of its most importation criterion for evaluating potential new resellers, distributors and dealers who can reach the 228M computer users in the U.S. The research strategy to accomplish…
Bonvissuto, K. (2009). Specialty eyewear has never looked so good. Ophthalmology Times, 34(12), 37-38,41.
Farres, R. (2012). Optimal pricing models in B2B organizations. Journal of Revenue and Pricing Management, 11(1), 35-39.
Grobart, S. (2013, Feb 04). Browsing the web will become more like using an app. Business Week,, 1.
Irving, H.B. (2001). The trusted advisor revealed. Consulting to Management, 12(2), 35-37.
This would generically be achieved through the treatment of the distributors of organizational customers. They would be approached and an offer for product sale would be made. The company would generically strive to attract as many distributors as possible and it would even engage in promotional activities with this purpose. Examples in this sense include the promotion of the company within the specialized media, conventions and so on, but also the offering of advantages to the distributors, such as discount prices on high volume purchases.
Given the current context at 3M Canada, the adequate course of action to follow would be that of switching the focus from the OEM customers to the MO customers. This segment is continually increasing and it reveals valuable growth opportunities for the firm. Not only that it supports the context from the greater organizational change, but it could also generate long-term and stable financial results.…
Chandrasekhar, R., 2006, Case 4: 3M Canada: Industrial Business Division, Ivey Management Services
B2B Correspondences and Analysis
To Whom it May Concern:
If we could request a moment of your time, I believe we can make it very worth your while. I'm contacting you today on behalf of ABC Company, a firm with over 25 years of experience in our shared industry. In the last ten years, our company has experienced tremendous growth, beginning several new productions operations abroad and transitioning to the highest standards in Information Technology systems. These improvements have allowed us to exceed projected quarterly earnings in 7 consecutive quarters. In this recession economy, I'm sure you know how rarified this level of stability has become.
With that in mind, I hope you will very seriously consider partnering with us in an endeavor that has the potential to bring both of our firms to yet a greater tier of success. XYZ has a tremendous record in the area of shipping.…
B2B marketing experts are now predicting that given how process-centric the roles of marketers will be in the future, that the new era of the marketing technologist continues to emerge since the last decade (Swindley, 2002). B2B marketers then are beginning to own three processes that involve pricing, quoting and contract management. This is bringing an entirely new era to B2B marketing of accountability for translating advertising and promotion into closed sales with many of the firms in the UK and throughout Europe being the leaders on this trend (addats, Easingwood, 2010). In conclusion, the PM strategies and platforms B2B marketers are using throughout the UK and Europe are setting the foundation for their ownership of pricing, quoting and contract management for the long-term. This will bring an entirely new era of accountability to B2B marketers, and already is throughout the UK and Europe.
Business Intelligence and Analytics
Agarwal, J., Malhotra, N., & Bolton, R., 2010. A Cross-National and Cross-Cultural Approach to Global Market Segmentation: An Application Using Consumers' Perceived Service Quality. Journal of International Marketing, 18(3), 18.
Alderete, M. 2010. From traditional transactions to B2B: a contract theoretical analysis. Journal of Theoretical and Applied Electronic Commerce Research, 5(3), 17-26.
Francesca Auch, & Hedley Smyth. 2010. The cultural heterogeny of project firms and project teams. International Journal of Managing Projects in Business, 3(3), 443-461.
Beth Bacheldor, 2003. B-to-B reach refined. InformationWeek,(925), 49. February
Walmart and Business to Business transactions
Business to business (B2B) e-commerce transactions are the most rapidly growing segment of the e-commerce field. B2B transactions help two companies to interact between each other over the internet in order to complete transactions. It is beneficial for the businesses as it cuts down the cost. (Bidgoli, 2013)
Walmart is an international retail giant, which has a humungous retail chain in USA and abroad. Walmart uses B2B e-commerce arrangements in order to replenish its stocks and order stocks of new products from its suppliers. To control the replenishment of stock and making the buying process more efficient, Walmart has made B2B arrangements with its suppliers. As a result, it shares data related to stocks with its suppliers and in turn, it also gets information about new products. (Lussier, 2009)
Nature of Transactions
The nature of transactions that Walmart makes is ordering supplies. As…
Bianco, P., Kotermanski, R. & Merson, P. (2007). Evaluating a Service-Oriented Architecture. [report] Pittsburgh: Carnegie Mellon University, pp. 3-18.
Bidgoli, H. (2013). MIS 4. 4th ed. Stamford: Cengage Learning.
East, R., Wright, M. & Vanhuele, M. (2008). Consumer behaviour. Los Angeles: Sage Publications.
Fong, B.C., Fong, A. & Chan, C.H. (2002). E-Business Project Management: Managing The Planning Process. E-Business Project Management: Managing The Planning Process.
Channel Management and B2B Marketing
"Aqualisa Quartz: Simply a Better Shower"
Bharadwaj, N. & Gordon, J.B. (2007). "Atlantic Computers: A Bundle of Pricing Options," Harvard Business Publishing, 2078: 1-10.
Moon, Y. (2006). "Aqualisa Quartz: Simply a Better Shower," Harvard Business School, 9-502-030: 1-18.
Rangan, V.K. & Scott, D.R. (1994). "Lotus Development Corporation -- Channel Choice: Direct vs. Distribution," Harvard Business School, 9-587-078: 1-17.
Bruemmer B. (2005) Search Plays Key ole in B2B Sales. etrieved November 18, 2006, at http://www.searchengineguide.com/bruemmer/004807.html
Harris, L., & Dennis, C. (2002) Marketing the E-Business. London: outledge.
How to Market Your B2B/B2C Web Site. etrieved November 14, 2006, at http://www.associatedcontent.com/article/23319/how_to_market_your_b2bb2c_web_site.html www.questia.com/PM.qst?a=o&d=104237388
Jackson, P., Harris, L., & Eckersley, P.M. (Eds.). (2003) E-Business Fundamentals: Managing Organisations in the Electronic Age. New York: outledge.
Karake-Shalhoub, Z. (2002). Trust and Loyalty in Electronic Commerce: An Agency Theory Perspective. Westport, CT: Quorum Books.
Marketing for B2B vs. B2C - Similar but Different. (2006) etrieved April 22, 2006. At http://www.vista-consulting.com/marketing-articles/b2b-b2c-marketing.htm
Online Legal Services: Distinguishing B2C from B2B. etrieved November 19, 2006, at http://www.prismlegal.com/wordpress/index.php?m=200307
Varon E. (2006) The ABC's of B2B. etrieved November 19, 2006, at http://www.cio.com/research/ec/edit/b2babc.html
Warholic J.A. Marketing Comparisons for the Twenty-First Century. etrieved November 18, 2006, at http://pwebs.net/marketing/articles/marketing-b2b-b2c.htm
What Is The DifferenceBetweenB2B And B2C. etrieved November 18, 2006, at…
B2b and B2C Sites.
Retrieved November 16, 2006, at http://www.marketingprofs.com/ea/qst_question.asp?qstID=1401
Bruemmer B. (2005) Search Plays Key Role in B2B Sales. Retrieved November 18, 2006, at http://www.searchengineguide.com/bruemmer/004807.html
Harris, L., & Dennis, C. (2002) Marketing the E-Business. London: Routledge.
Also, B2B's larger unit transactions mean that more may be loss if a competitor is alienated. Alienating a competitor with whom one has deep and long-standing relationships can be dangerous in B2B, since there are often more complex and lengthy selling processes involving many players in B2B. This is why B2B sales are so focused on maintaining key accounts, often with long-negotiated contracts.
Multiple purchasing influences in an ever-shifting market can mean alienating a valuable customer, and losing a key buyer can spell the end to the business. (Marketingprofs.com, 2005) In B2B there must be more precise records of large shipping orders (such as shipping documents and funds orders) that add to costs. (Davidson, 2005)
Integration within and along the value chain can still be more easily maintained between individuals B2B, as all wish to maximize value. Despite competition, sharing sales forecasts in is more likely in B2B, in a…
B2B versus B2C Marketing." (2005) Marketingprofs.com. http://www.marketingprofs.com/ea/qst_question.asp?qstid=1141
Davidson, Elizabeth. (2005) "Supply Chain Management." Fall 2005. Chapter 6. College of Business Administration. Retrieved 3 Nov 2005 at http://davidson.cba.hawaii.edu/BUS619/bus619c06f05.ppt
Competitive Analysis in B2B Broadband Industry
Competitive analysis of B2B broadband industry
Porter's five forces model is a framework upon which an industry can be analyzed. It also helps to create business strategy by deriving the attractiveness of a market. The model uses five components, referred to as forces, which are threat of substitute products, industry rivalry, threat of new entrants, bargaining power of suppliers, and bargaining power of customers (Porter, 1980). The first three are forces from horizontal competition from competitors while the last two are forces from vertical competition from customers and suppliers.
Threat of new entrants
The B2B broadband industry is one that is growing year on year meaning new companies may be seeing opportunities for growth and gaining market share. Over the last two years, the expansion in the B2B broadband industry has been at about 13%. This high growth is a threat for the entry…
PORTER, M.E. 1980. Competitive Strategy, New York, Free Press.
WOLFE, M. 2007. Broadband videoconferencing as a knowledge management tool. Journal of Knowledge Management, 11, 118-138.
Methods of Procurement: The Merits and Drawbacks of e-Marketplaces
In basic terms, e-marketplaces bring together sellers as well as business-to-business buyers in a more efficient platform. It is important to note that as is the case with other procurement methods, e-marketplaces have their drawbacks and merits. To begin with, with regard to merits, e-marketplaces effectively reduce purchase and administrative costs. In the past, procurement has been associated with complex activities that involve a lot of paperwork and documentation. The e-marketplace promotes paperless transactions; meaning that staff can be relieved of some administrative burdens -- resulting in administrative cost savings. Consequently, the low administrative cost benefits also accrue to suppliers -- meaning that they are likely to give discounts, effectively reducing purchase costs. Other key advantages of e-marketplaces include, but they are not limited to, reduced purchase cycle time and order error rate, as item selection is done from catalogues.…
Barber, D. (2006). Portal Building: Implementing an Enterprise Portal. North Carolina: Lulu
Tatnall, A. (Ed.). (2007). Encyclopedia of Portal Technologies and Applications. New York: Information Science Reference.
Channel Management B2B marketing
In mid-1980's, the PPCo's vice president studied how to deal with the ever-increasing "gray market" for their hard drives. He held a meeting with managers to evaluate and resolve the problem. This report documents a good case study of how gray market developed in the disk industry. It dwells on the pricing policies, management of sales force and strategies of distribution. The main issues PPCo disk drive manufacturing Company faced the impact of the reducing prices, revenues, complains emanating from the distributors, sales managers, and the large OEM accounts. The main agenda shows that PPCo's pricing policies needed to be re-evaluated in order to increase profits. The recommendations besides others require PPCo should clean its own house before charging the brokers, training distributors, and re-evaluating its rogue distributors.
Distributor complains arose from the pricing and implementation policies issues. This was characterized by price exceptions that…
Big, You Can Be Your Own B2B E-Marketplace
Advantages of developing own e-market place
Disadvantages of developing own e-market place
Horizontal e-market places
Drawbacks for crating two different marketplaces
Business intelligence in e-marketplaces
Business intelligence provided by iPad
Further business intelligence through iPad
Workflow management by iPad
Volkswagen operates its own proprietary B2B e-marketplaces in which its suppliers participate. What are the disadvantages to Volkswagen of not using a generic B2B e-marketplace with even more suppliers? What are the advantages to Volkswagen of developing and using its own proprietary B2B e-marketplace?
The companies with diverse requirements and large sizes often adopted innovative means to facilitate their supply chains. The supply chain management of large and small companies is managed differently according to the operational requirements. The businesses are also focused to seek competitive advantage through various means including the supply chain development. Procurement is also denoted as a…
Argoneto, P., & Renna, P. (2011). Business-to-Business E-Marketplaces: A Literature Overview and Motivations. In Innovative Tools for Business Coalitions in B2B Applications (pp. 1-30). Springer London.
Bidgoli, H. (2004). The Internet Encyclopedia (Vol. 3). John Wiley & Sons Inc.
Botha, J., Bothma, C.H., & Geldenhuys, P. (2008). Managing e-commerce in business. USA: Juta and Company Ltd.
Saprikis, V. (2013). Suppliers' behavior on the post-adoption stage of business-to-business e-reverse auctions: an empirical study. Telematics and Informatics, 30(2), 132-143.
Further, he claims that business buyers aren't as likely to respond to marketing hype as consumers. In fact, the hype might make business buyers reject the entire marketing message. and, unlike 2C buyers, 2 buyers will take the time to read and digest long and detailed information packages. Varjan notes that 2C buyers buy for personal benefit and that 2 buyers buy for both personal and company benefit. In 2 environments, there are several decision makers who come to agreement on a decision vs. The typically individual decision of a consumer. Finally, according to Varjan, business buyers are skilled professionals who are trained to research and understand product claims vs. The consumer who often has less skill for making purchase decisions.
Murphy, Debra. "Marketing for 2 vs. 2C - Similar but Different. http://www.vista-consulting.com/marketing-articles/b2b-b2c-marketing.htm
Varjan, Tom. "What's the Difference etween 2 (usiness to usiness) and 2C (usiness to Consumer) usiness…
Murphy, Debra. "Marketing for B2B vs. B2C - Similar but Different. http://www.vista-consulting.com/marketing-articles/b2b-b2c-marketing.htm
Varjan, Tom. "What's the Difference Between B2B (Business to Business) and B2C (Business to Consumer) Business Development?. http://www.varjan.com/faq-b2b-vs.-b2c-business-development.shtml
Channel Management B2B Marketing
The report analyzes the case studies of Lotus Development Corporation, Aqualisa Quartz Shower and Atlantic Computer. The report defines the problem statements and identifies the alternatives in the case, and the report provides recommendations to assist the companies to make effective decisions. The Lotus was facing challenges whether to discontinue with its distributor and dealers and use its saleforce to deal directly with its corporate users. The report recommends that the Director of Sales Operations should continue using its distributor and dealers; however, the company should use its saleforce to deal directly with corporate users demanding for direct services.
However, the report recommends that the Harry awlinson (HBS) should use 2 or 3 minutes TV ads to demonstrate the innovation leap of Aqualisa Quartz Shower. The promotion strategy will assist the company to enjoy the sales advantages from the Aqualisa Quartz Shower. In the third case,…
Harvard Business School (1994).Lotus Development Corporation Channel Choice: Direct vs. Distribution. Harvard Business School Publishing, Boston.
Moon, Y. (2006). Aqualisa Quartz: Simply a Better Shower. Harvard Business School Publishing, Boston.
Sharadwaj, N. Gordon, J.B. (2007). Atlantic Computer: A Bundle of Pricing Option. Harvard Business School Publishing, Boston.
These three strengths of their content methodology, depth of expertise in the Asian manufacturing sector, and commitment to being a leader in electronic enablement and IT form a defensible competitive position. As a result, the company is well positioned to attract investors.
In supporting the contention that Global Sources is well positioned to attract investors based on the three unique strengths of a scalable content collection and management methodology, expertise with the Asian manufacturing community and that communities' unique needs and requirements, and an emerging strength in electronic enablement and IT, the following points need to be kept in mind. When these three factors are combined, the potential exists for Global Sources to move beyond just being a provider of content management services to leads for Asian manufacturers on the one hand, and sourcing, procurement and buy-side contacts for companies globally on the other. Taking into account the aggregation of…
Sri Beldona, Mahesh S. Raisinghani. (2004). Exchanges in the Digital Economy: The Case of StorebrandXchange.com. Journal of Information Technology Cases and Applications, 6(1), 11-22.
D Randall Brandt. (2008). Getting more from the voice of the customer. Marketing Management, 17(6), 36.
John Elia. (2009). Transparency rights, technology, and trust. Ethics and Information Technology, 11(2), 145-153.
Fiona Czerniawska. (2005). THE NEW Business CONSULTING LANDSCAPE. Consulting to Management, 16(4), 3-6.
1. It is important for marketers to understand the consumer buying process for their good, because to do so will put the marketer in a better position to influence the decision at key inflection points, and to remove barriers to purchase. Some purchases are low involvement, and gas is one of them (Radder, 2008). The product is a commodity, and I cannot genuinely differentiate between gasolines. Thus, price and convenience are the two most important variables in determining where I purchase gas. Price only matters if gas prices are high, or if I’m feeling broke. Convenience is the most important to me, because I dislike going out of the way for gas. I know that as the tank gets low, I establish my need, but that I have a fairly long window with which to address the situation, and my need for optimizing convenience will be met.
A new home…
The communication with readers can be instituted in the form of responsive remarks from visitors. More specifically, the blog sites can be instituted for free of cost. While the webmasters carryout unethical optimization of a client's website, it could have enduring negative business costs for that client that cannot be mended smoothly. The results that apparently are at first glance be negligible. People are becoming shrewder online. They are initiating to visualize the e-business false advertising that is upon us. It is therefore, required to be more cautious, since it is just a matter of time until we are aware of more stories and legal measures to be enforced. (Internet-Marketing Ethics)
Anil, Samtani; Tan, Harry SK. "Legal, egulatory and Policy Issues of E-Commerce in Asia." Asia-Pacific Development Information Program: United Nations Development Program. etrieved at http://www.apdip.net/projects/2003/asian-forum/docs/papers/session7.pdf. Accessed on 28 April, 2005
E-business Definitions (B2C, B2B etc.)" etrieved at http://www.cheshirehenbury.com/ebusiness/ebdefinitions.html.…
Anil, Samtani; Tan, Harry SK. "Legal, Regulatory and Policy Issues of E-Commerce in Asia." Asia-Pacific Development Information Program: United Nations Development Program. Retrieved at http://www.apdip.net/projects/2003/asian-forum/docs/papers/session7.pdf . Accessed on 28 April, 2005
E-business Definitions (B2C, B2B etc.)" Retrieved at http://www.cheshirehenbury.com/ebusiness/ebdefinitions.html . Accessed on 28 April, 2005
Harris, Lisa; Spence, Laura. J. (2002) "The Ethics of E-Banking" Journal of Electronic Commerce Research, Vol: 3; No: 2. Retrieved at http://www.csulb.edu/web/journals/jecr/issues/20022/paper5.pdf . Accessed on 28 April, 2005
Internet-Marketing Ethics" Retrieved at http://pwebs.net/marketing/ethics/articles/internetethics.htm . Accessed on 28 April, 2005
This is an essential requirement of their roles in an organizations s they progress to more senior positions over time (Nejmeh, 1994). Mastery of complex software is a critical aspect of how members of this market segment continually improve their marketability and also gain greater options for career transitions into senior management. In selling to this segment, it is imperative to not just sell at them, but to educate them through a series of useful interchanges. One of the most critical areas of all for these professionals is knowledge of Software-as-a-Service (SaaS) and cloud computing, and how it relates to the financial performance of their organizations (Jacobs, 2005). There is also a critical need for understanding and gaining mastery on how entire series of cloud platforms are used for managing an entire enterprise as well, specifically in the area of virtualization and cloud-based performance management (Mladenow, Kryvinska, Strauss, 2012). From…
Jacobs, D. (2005). Enterprise software as service. ACM Queue, 3(6), 36-42.
Lindley, J.T., Topping, S., & Lindley, L.T. (2008). The hidden financial costs of ERP software. Managerial Finance, 34(2), 78-90.
Mladenow, a., Kryvinska, N., & Strauss, C. (2012). Towards cloud-centric service environments. Journal of Service Science Research, 4(2), 213-234.
Nejmeh, B.A. (1994). Internet: A strategic tool for the software enterprise. Association for Computing Machinery.Communications of the ACM, 37(11), 23-23.
Integrated Marketing Communications
Integrated marketing communication strategy is a great manner for a company's brand to specifically lay emphasis on the consumers. Apple Inc. uses integrated marketing communication (IMC) so as to communicate with its target market. The communication plan of the company is modified with regard to the target market, the product position and the society in overall. Apple Inc. in determined to be close to its consumers by providing quality and increasing its brand awareness to its consumer base. The company uses social marketing to generate emotions and relationships with consumers. For instance, the company comes with innovative products, such as the iPhone and iPad to increase the user experiences of the consumers. Some of the tools of IMC employed by the company include: interactive or internet marketing, direct marketing, advertising, sales promotions and also public relations. In general, Apple Inc. is largely focused on increasing…
Ang, L. (2014). Integrated Marketing Communications. Cambridge: Cambridge University Press.
Hanlon, A. (2013). The AIDA Model. Smart Insights. Retrieved 14 November 2015 from: http://www.smartinsights.com/traffic-building-strategy/offer-and-message-development/aida-model/
Shrimp, T. (2010). Advertising Promotion and Other Aspects of Integrated Marketing Communications. Ohio: South Western Cengage.
Peer Avg: 12.99
Peer Avg: 12.66
EMC Corp. (MA)
Fixed and Variable Cost Analysis
The following table defines the fixed and variable costs associated with the new venture. At a minimum to create an enterprise-wide content management system that has the ability to manage per-content transactions, it costs approximately $1.5M. SG&A at $200K and Marketing at $120K are all fixed as this is needed to launch the company. Variable costs are all defined on a per customer engagement model.
Next, benchmarks comparing the dominant competitors in the web content management arena who could easily move into the monetization market are analyzed in Table 2.
Financial Analysis of Enterprise Content Management Systems Competitors -- Industry benchmarks
Operating Income - 2008
Net Income - 2008
Gross Margin % - 2008
Inventory Turnover - 2008…
Hall, E.. (2010, March). Lessons for U.S. media from European paid-content plays. Advertising Age, 81(9), 10.
Ives, N.. (2009, August). Before you base your business plan on paid content, read this. Advertising Age, 80(27), 1,20.
Peter Kafka. (2002, April). Partial Pay Dirt. Forbes, 169(10), 090-091.
William H. Manz. (2000). Floating "free" in cyberspace: Law reviews in the Internet era. St. John's Law Review, 74(4), 1069-1086.
D. Facilities, Equipment and Improvements
For the proposed venture all that is needed is an office with high speed Internet, meeting rooms and proximity to the primary customer base. Programming, professional services, marketing, sales and service can be run out of a standard office building. The requirements for the data center hosting the Web content monetization suite of applications include security, SLA compliance and uptime guarantees and support for multitenant-based delivery of the application (Lager, 2008). In addition there must be shared risk for SLA performance so the data centers have ownership of their performance to the customer level (Katzan, Dowling, 2010).
E. Capacity Levels and Inventory Management
There is no inventory as the proposed venture is leasing yearly access to a Web content monetization suite of applications. Capacity levels therefore are more determined by the capacity of data from customers, specifically from their enterprise content management, digital asset management…
Creeger, M.. (2009). CTO Roundtable: Cloud Computing. Association for Computing Machinery. Communications of the ACM, 52(8), 50.
Ghalimi, I. (2008). SaaS 2.0 onward! Business process management as an on-demand capability -- Interview with Ismael Ghalimi of Intalio. Journal of Digital Asset Management, 4(5), 252-259.
Steve Hoberman. (2010). Data Modeling in the Cloud: Will the cloud make our data management jobs easier or harder?. Information Management, 20(2), 32.
Katzan, H., & Dowling, W.. (2010). Software-As-A-Service Economics. The Review of Business Information Systems, 14(1), 27-37.
business-to-Business marketing environment and critically analyse them, with special reference the UK market in Europe
Identify the major trends in the business-to-business marketing environment and critically analyse them,
With special reference the UK market in Europe
Of the many trends in Business-to-Business (B2B) marketing, the most significant are social media, the continual growth of globalization, supply chains, outsourcing, green marketing and data driven marketing. Taken together these trends are completely redefining the platforms, programs and strategies of B2B marketers throughout the UK and Europe. The intent of this analysis is to provide insights into each of these trends and illustrate how B2B marketers can make the most of the opportunities they provide.
Social Media's apid Ascension and Its Impact on B2B Marketing
Social networks are redefining B2B marketing strategies faster than any other trend included in this analysis, as the collection of these applications are defining customer relationships. Instead of…
R. Anbanandam, D.K. Banwet, and Ravi Shankar. 2011. Evaluation of supply chain collaboration: a case of apparel retail industry in India. International Journal of Productivity and Performance Management 60, no. 2, (February 15): 82-98.
Bernoff, J., and C. Li. 2008. Harnessing the Power of the Oh-So-Social Web. MIT Sloan Management Review 49, no. 3, (April 1): 36-42.
Bughin, J., M. Chui, and J. Manyika. 2010. Clouds, big data, and smart assets: Ten tech-enabled business trends to watch. The McKinsey Quarterly no. 4, (October 1): 26.
Chapple, K., C. Kroll, T. Lester, and S. Montero. 2011. Innovation in the Green Economy: An Extension of the Regional Innovation System Model? Economic Development Quarterly 25, no. 1, (February 1): 5.
The orchestration of all aspects of B2B marketing is significantly more complex and challenging as well, a point shown in the discussions. The researchers did find enough causality to create a model of value-driven marketing, and it does show that only through a continual focus and auditing of customer needs will B2B marketing reach the levels of performance in B2 markets (Leek, hristodoulides, 2012). There are also many limitations of this study, including the lack of an empirically sounds research methodology, more effective sampling frame, and the inclusion of more diverse respondents to better represent the markets of interest. The model has also created a model of causality based on limited data and the transformation of brand value to relationships strength, initially proven with the sample, is tenuous when evaluated from the context of am empirical study. Due to these factors the research needs to be considered anecdotal at best,…
Chang, S., Wang, K., Chih, W., & Tsai, W. (2012). Building customer commitment in business-to-business markets. Industrial Marketing Management, 41(6), 940.
Leek, S., & Christodoulides, G. (2012). A framework of brand value in B2B markets: The contributing role of functional and emotional components. Industrial Marketing Management, 41(1), 106.
Singh, R., & Koshy, A. (2011). Does salesperson's customer orientation create value in B2B relationships? empirical evidence from India. Industrial Marketing Management, 40(1), 78.
This means that you must continually monitor and communicate about possible changes, pertaining to the overall scope of the threat. Once this occurs, is when an entity will have an effective security procedure that will adapt to the various changes that are taking place.
This is significant, because this information can be used to corroborate the overall nature of security threats that could be faced by the SME. Where, this information is useful in helping to identify and address possible operational considerations that must be taken into account. As a result, this will help to provide not only a glimpse of possible security challenges that will be faced, but it will also help to establish an effective IT security protocol.
When you compare this with the previous source, this information can be used to highlight specific security threats that the company we are examining could face. Where, it discusses the…
E Commerce Growth. (2010). Strategic E-Commerce Solutions. Retrieved from: http://www.sescommerce.com/ecommerce-growth.asp
Internet Usage Statistics. (2010). Internet World Stats. Retrieved from: http://www.internetworldstats.com/stats.htm
PEW Wireless Internet Usage Rising. (2010). Wireless Week. Retrieved from: http://www.wirelessweek.com/News/2010/07/PEW-Wireless-Internet-Use-Rising-Mobile-Content/
Reflective Writing. (2010). UNSW. Retrieved from http://www.lc.unsw.edu.au/onlib/pdf/reflective.pdf
B2B might also apply some of those stated for B2C and vice versa. The objective of all marketing program for any one is to look for the optimum combination of integrated online and offline instruments which generates highest sales, costs and net profits, and in that is stored the challenge to management. (Marketing Profs: B2B vs. B2C Marketing)
Significant divergence between the B2B and B2C marketplace are there which is required to be taken into account while planning and implementing a promotional campaign. The campaigns for B2B as well as B2C markets are those which are excessively targeted at individuals are thriving. This can be accomplished through the knowledge of who figures in the list first of all. In case of either of the markets the list prepared in-house gives the best results. These lists will frequently be present in some shape and present a flood of information for the…
B2B V B2C Email Marketing, Spot the Difference?" Retrieved at http://www.extravision.com/difference.cfmAccessed on 28 April, 2004
B2C Commerce" Retrieved at http://www.clickcommerce.com/CKCM/Rooms/DisplayPages/LayoutInitial_webrQS%20_Q29udGFpbmVyPWNvbS53ZWJyaWRnZS5lbnRpdHkuRW50aXR5W09JRFtBOTRFQTM2RDlCNTI3QTQyODY2RURFRkY4OTg3QzhFOV1dAccessed on 28 April, 2004
Business-to-Business Ecommerce" Retrieved at http://projects.bus.lsu.edu/independent_study/vdhing1/b2b/. Accessed on 28 April, 2004
Business-to-consumer E-Commerce" Retrieved at http://projects.bus.lsu.edu/independent_study/vdhing1/b2c/. Accessed on 28 April, 2004
(Marketing Pros: B2B vs. B2C Marketing) At present in excess of 700 B2B markets are either carrying their business or in the pipeline. Even though B2Bs are positively anticipated to clock sales of $5 trillion by 2004, the latest slowdown in the online business-to-consumer market has put some doubts into a sector which on other fronts is a promising sector. (Harbour, 2001)
In the thinking pattern of individuals performing the selling, a difference exists between selling Business-to-Business and Business-to-Business customers. However, it could be stated that no difference exists between selling to Business-to-Business and Business-to-Business customers as the rules for selling are identical for the two categories. Moreover, the reality that business-to-business customers purchase the identical products at reduced prices compared to business-to-consumer customers, there is truly a single point of difference. Business-to-Business buyers are on the hunt for a choice to fill a vacant space or their customer's requirement;…
"Ebusiness" Retrieved from http://answers.google.com/answers/threadview?id=508439 Accessed on 22 April, 2004
"Electronic Commerce Security: An introduction for everyone" Retrieved from http://2000.worldfantasy.org/ecomm_sec.html Accessed on 22 April, 2004
Harbour, Pamela Jones. (May 7-8, 2001) "B2B Basics and Antitrust Issues" Federal Trade Commission Workshop on Emerging Issues for Competition Policy in the E-Commerce Environment. Retrieved from http://www.ftc.gov/opp/ecommerce/comments/harbour.htm Accessed on 22 April, 2004
"Marketing Pros: B2B vs. B2C Marketing" Retrieved from ttp://www.marketingprofs.com/ea/qst_question.asp?qstid=1141 Accessed on 22 April, 2004
If the ethical issues are sidelined and not safeguarded there is strong possibility that the trade secrets and intellectual property might get revealed and public.
DIFFEENCES: SUPPLY CHAIN
B2C emphasizes on customer transactions, where as B2B focuses on businesses as consumer. The difference of approach creates the needs for the adoption of different applications in both the types.
B2C concerns itself with selling to the end user, where as B2B site deals primarily with other local, junior or small businesses, not the general public.
The type of order is another difference, repeat and standing orders are common requirement of B2B. In case of B2B the customers are likely to order significant numbers of parts, and their requirement is much expected and periodic and in some of the cases continuous. In case of B2C the product is much time and trend dependent, the expectations and results are the factors of need,…
Differences between B2B and B2C referred from, http://www.akstrategic.com/b2b-or-b2c.htm
Types of E-Business, info gathered from, http://onlinebusiness.volusion.com/articles/e-business-solution-e-commerce/
United States Census Bureau Report.
James A. Warholic, Advertising And Marketing On The Internet
In the case of industrial products, as is the example with AANX, the contract between the purchaser and the seller will need to include elements such as the seller's capacity to deliver a certain amount of the supplied parts over a period of time, as well as quality limits for these.
The case of AANX had an additional requirement, because of the restricted access to the e-marketplace and many other industries most likely practice this approach as well, so as to protect data and information: the need for privacy. This was provided by the fact that the e-market was a private one, with access given only to members of the Australian automotive industry and the suppliers part of the production process.
The figure above presents the different e-marketplace situations that can occur, depending on the total number of buyers and sellers participating in the process. The marketplace model, present as…
1. Contemporary Developments in B2B E-Commerce. Australian Government. On the Internet at http://archive.dcita.gov.au/2001/10/b2b_e-commerce/developments.Last modified on April 11, 2007. Last retrieved on October 13, 2007
2. ITOL Case Study: Australian Automotive Network eXchange. Australian Government. On the Internet at http://www.dcita.gov.au/communications_and_technology/publications_and_reports/2002/july/itol_case_study_australian_automotive_network_exchange.Last modified on November 8, 2006. Last retrieved on October 13, 2007
3. Singh, Mohini, Thomson, Doug. eProcurement Model for B2B Exchanges: An Australian Example. 15th Bled Electronic Commerce Conference Reality: Constructing the eEconomy. June 2002. On the Internet at http://www.bledconference.org/proceedings.nsf/Proceedings/1B672FB5793BB90DC1256E9F003806F2/$File/singh.pdf.Last retrieved on October 13, 2007
4 http://www.ford.com.au/servlet/ContentServer?cid=1137384211055&pagename=Page&c=DFYPage.Last retrieved on October 13, 2007
Technology, and specifically the internet and the vast amount of connect ability it provides, has stirred things up in the business world as well. This essay will discuss the effect of business to business (B2B) private exchange systems that certainly take advantage of the automation and computer technology that is available today to improve business and create more of a competitive advantage.
Automation is the key to lightening the labor loads and producing fast and efficient products or services. The mechanization of today's industries, and specifically the B2B industry, has demonstrated that new markets and exchange techniques have a valid place within this new type of operation. B2B type companies that employ logistics, procurement and inventory control can stand to benefit greatly from automation.
There are several ways to begin this process and infuse automation into a private exchange. One method attempts to integrate the B2B exchange to…
Kenjale, K. & Phatak, A. (2002). The Benefits of B2B Exchanges. CRM, December 2002. Retrieved from http://www.destinationcrm.com/Articles/Web-Exclusives/Viewpoints/The-Benefits-of-B2B-Exchanges-48031.aspx
Rabbitte, S. (2000). Private exchanges muscle in on B2B markets. ZDnet, 4 Dec 2000. Retrieved from http://www.zdnet.com/private-exchanges-muscle-in-on-b2b-markets-3040134720/
B2B content creators including D&B, homas Register and many others primarily sell to the VPs of Finance, Operations, Sales and Service as their content is actively used in strategies. he primary differentiator of B2B content is its use for initiating and completing strategies within and outside the organizations' four walls while B2C content is primary used for entertainment (Ying, Korneliussen, Gronhaug, 2009). B2B content therefore has a more value-based pricing and evaluation aspect to it relative to its B2C counterpart (Ghose, Yang, 2009). Implicit in the selling of Web content monetization solutions is also the need to be a trusted advisor to the senior management team members of any organization. his concept of the trusted advisor as it relates to content monetization is critically important as the valuation of an intangible good makes for wide interpretation of pricing and value defined (Liebermann,
In the case of Web content…
The balkanization of Web content providers is leading to an increasingly fragmented and highly segmented content arena in B2B (Cheng, Blankson, Wang, Chen, 2009). From the many business models created by portal providers that range from Dun & Bradstreet (D&B) to Thomas Register to many variants in between, B2B Web content has found a dominant role in supply chain, strategic sourcing, B2B marketing, selling and service processes (Evans, 2009) . B2B content creators including D&B, Thomas Register and many others primarily sell to the VPs of Finance, Operations, Sales and Service as their content is actively used in strategies. The primary differentiator of B2B content is its use for initiating and completing strategies within and outside the organizations' four walls while B2C content is primary used for entertainment (Ying, Korneliussen, Gronhaug, 2009). B2B content therefore has a more value-based pricing and evaluation aspect to it relative to its B2C counterpart (Ghose, Yang, 2009). Implicit in the selling of Web content monetization solutions is also the need to be a trusted advisor to the senior management team members of any organization. This concept of the trusted advisor as it relates to content monetization is critically important as the valuation of an intangible good makes for wide interpretation of pricing and value defined (Liebermann,
In the case of Web content monetization software that takes into account consumer-based media including the New York Times, Wall Street Journal and present and potential Rupert Murdoch-owned properties (Kirby, Englemart, 2010) the challenges of system integration (Lopes, Galletta, 2006) are small compared to resistance on the part of consumers (Pauwels, Weiss, 2008). Defining the pricing elasticity by the latency or age of the content, developing strategies for reaching specific audiences of interest, and creating marketing programs that can underscore the innate value of the content are all critical. The use of web content monetization software will also be segment and audience-specific. The development and continual improvement of marketing strategies for reselling content also requires these Web content monetization systems have analytics as well.
The signal-jumping algorithm necessary for the being able to deliver the signals to specific mobile devices as they move through an entire network is also critical.
In summary, location-based wireless services would provide the necessary means to stay continually informed as a mobile device travels through a network of servers (Junglas, Watson, 2008). The more critical question however is how the data is tracked of a person's movements, and if their privacy is being too compromised for the sake of convenience. Location-based services will eventually become more pervasive, underwritten initially by advertising models and later by services content models, yet the security and privacy issues must be dealt with for this mobile technology and its application to deliver on the promise of more accentuated location-based intelligence.
ajiv Chakravorty, Sulabh Agarwal, Suman Banerjee, Ian Pratt. 2007. A mobile bazaar for wide-area wireless services. Wireless Networks 13, no. 6
Rajiv Chakravorty, Sulabh Agarwal, Suman Banerjee, Ian Pratt. 2007. A mobile bazaar for wide-area wireless services. Wireless Networks 13, no. 6
December 1): 757-777. http://www.proquest.com (Accessed February 11, 2009).
Cristian Chelariu, Vinita Sangtani. 2009. Relational governance in B2B electronic marketplaces: an updated typology. The Journal of Business & Industrial Marketing 24, no. 2 (February 13): 108-118.
Starting at the persona level, HubSpot needs to realize that Owner Ollie and Marketer Marys are just one of several people involved in the buying process of their services. HubSpot needs to understand who the other people are in the buying process in each of these segment, including the influencers of Owner Ollie and Marketer Mary, and how their influence impacts how each of these personas achieve their marketing and sales objectives or not. The persona research also needs to include pricing elasticity by service and the overall pricing elasticity for marketing services in general. HubSpot today has not gone to this level of analysis with any customer base yet. Given their strong analytics background and core base of engineering talent from MIT, this will be achievable. Knowing each member of the buying process for Owner Ollie and Marketer Mary will also allow HubSpot to understand the demand curve for…
The result was a completely redesigned B2B site from the process workflow layer up, including distributed order management systems that provided for businesses to treat eBay as part of their procurement and supply chain partners (Katok, and Alvin E. oth, 1061, 1062).
In addition to the lessons learned by eBay with regard to segmenting their customer bases based on e-business categories, the company also learned how to differentiate the customer experiences by category as well (Kostandini, Mykerezi, Tanellari, Dib, 253). An example of this is how eBay Auto began to rapidly grow once the online catalog, buyer validation, and reputation systems were all designed to more precisely align with B2C and C2C selling needs. Another example is the breadth of auctions that eBay supports today as part of its B2B selling and brokering efforts (Katok, and Alvin E. oth, 1060). The development of automated purchasing and credit management systems, including…
Elena Katok, and Alvin E. Roth. "Auctions of Homogeneous Goods with Increasing Returns: Experimental Comparison of Alternative "Dutch" Auctions. " Management Science 50.8 (2004): 1044-1063.
Kostandini, G., E. Mykerezi, E. Tanellari, and N. Dib. "Does Buyer Experience Pay Off? Evidence from eBay. " Review of Industrial Organization 39.3 (2011): 253.
Wu, F., H. Li, and Y. Kuo. "Reputation evaluation for choosing a trustworthy counterparty in C2C e-commerce. " Electronic Commerce Research and Applications 10.4 (2011): 428.
direct marketing help companies deliver their objectives?
The principles of direct marketing help companies deliver their objectives
Times are changing, the economies, laws and rules are also changing, however, the principles of marketing remain the basic driving factor of success for any business. The marketing strategies are changing, from manual to digital. Nonetheless, the challenge in understanding and executing the principles of direct marketing remains with the business enterprises. Marketing strategy becomes incoherent when the target audience changes from customer to another business; what represents the Business to Business, and Business to Consumer marketing (Ferrell & Hartline, 2011, p. 13).
Direct marketing entails getting to the basics and drilling on the fundamentals of marketing to ensure that the business meets its objectives. There are many proclaimed principles to implement in direct marketing. However, the essential principles of direct marketing entail the following practices. The first principle to have…
Blattberg, R.C., & Allenby, G.M. (2010). Perspectives on promotion and database marketing: the collected works of Robert C. Blattberg. Singapore, World Scientific.
Charlesworth, A. (2009). Internet marketing: a practical approach. Amsterdam, Butterworth-Heinemann.
Evans, D., & Mckee, J. (2010). Social media marketing: the next generation of business engagement. Indianapolis, Ind, Wiley Pub.
Ferrell, O.C., & Hartline, M.D. (2011). Marketing strategy. Australia, South-Western Cengage Learning.
ecommerce business models
With the advent of Internet, we have seen a lot of changes in the communications arena and business practices are no exception. E-commerce has taken business from closed doors of offices and retail shops to the information superhighway, where literally millions of people trade daily. The online business model can be viewed in terms of B2B, B2C and C2C models (business to business, business to consumer and consumer to consumer respectively).
To get an insight into the working of these models, the ways they are similar and different from each other, we take a look at one site representing each of the above-discussed models. For B2B, we have Intel's site - the leading microprocessor manufacturing company. Eddie Bauer, an online shopping store having everyday-use items stands for B2C and lastly, eBay for C2C model as on this site, an ordinary surfer can assume role of both -…
Intel official site: http://www.Intel.com
Ebay official site:
Eddie Bauer official site:
Sift Analytics Group Pte Ltd. is a company headquartered in Singapore and is the leading provider of enterprise software solutions in this country since 1999. The growth and size of the company is evident in its current numbers of customers given that it has more than 500 corporate customers in Singapore alone. Throughout the years, Sift Analytics Group Pte Ltd. has remained successful and profitable because of the numerous advantages associated with its products and solutions. The company's growth is also attributed to its ability to attract, retain, and grow its customer base. As a business to business supplier organization, Sift Analytics Group utilizes effective business marketing mix components to market its products and solutions to customers. The growth and profitability of this company can be understood through an Analytics of its supply chain and marketing channels, marketing strategy, and value proposition.
Brief Background of the Company
Sift Analytics Group…
Sift Analytics Group Pte Ltd. n.d., About Us, Sift Analytics Group Pte Ltd., viewed 16 September
Sift Analytics Group Pte Ltd. n.d., Supply Chain Analysis. Sift Analytics Group Pte Ltd., viewed
16 September 2014,
Jurisdiction issues may also affect the insurance and the coverage provided by the agency as insurance coverage is also restricted to certain regions and not outside those jurisdictions.
Identity Theft: Another issue or the problem is that of identity theft, which is considered to be the fastest growing crime in America as millions of victims have been reported over a period of last couple of years. Giving out information on website whether it is email or other security or personal details requires care & caution on part of both consumers as well as WebMD management.
Jargons: The information available for the consumers at times can be in a technical language. Jargons may create confusion among the consumers and may misguide them. Most information is available in easy to understand language but the provision of glossary of terms may help the consumers in understanding the true meaning of the content available…
Phillips, B. (March 2000). Ecommerce Management -- a Matter of Breadth and Depth. Business Communications Review. 30(3): 14.
Leaffer, T. (2006). The Digital Health-Care Revolution: Empowering Health Consumers; Anywhere and Anytime Access to a World of Medical Information Is Helping Consumers to Take Better Charge of Their Health. The Futurist. 40(3): 53+.
Promoting Patient Safety: An Ethical Basis for Policy Deliberation. The Hastings Center Report. 33(5): 1+.
To conclude, although the basis of the B2C and the B2C sites may be the same, it must be stated that if many more such contracts and regulatory laws and rules were to be passed, which would effectively keep a hold on the ethics and the legal issues of e-commerce, especially in relation to the B. 2 C. And the B. 2 B. sites, and also despite the intrinsic differences between them, then the Internet and the world wide web would be an infinitely safer place for e shoppers and for business people desirous of buying products or services through the Internet.
Cho, George. (2005) "Geographic Information Science, mastering the legal issues"
John Wiley and Sons.
Internet Ethics, oxymoron or orthodoxy?" etrieved at http://www.rogerdarlington.co.uk/Internetethics.html#Introduction. Accessed 11 November, 2005
Kalakota, avi; obinson, Marcia. (2000) "E-Business 2.0, oadmap for success"
Nanyan, Zamri. "Online Business and Integrity" etrieved…
Cho, George. (2005) "Geographic Information Science, mastering the legal issues"
John Wiley and Sons.
Internet Ethics, oxymoron or orthodoxy?" Retrieved at http://www.rogerdarlington.co.uk/Internetethics.html#Introduction . Accessed 11 November, 2005
Kalakota, Ravi; Robinson, Marcia. (2000) "E-Business 2.0, Roadmap for success"
organization work, familiar . The expected word count assignment 3300 words length.
According to Baines (2011)
relationship marketing is a marketing style that emphasizes customer satisfaction and retention, rather than focusing dominantly on sales transactions. It focuses mainly on continuous nurturing of customer relationships, instead of focusing mainly on them for one-time purchases. The idea behind relationship marketing is for a company to develop emotionally strong connections with their existing customers, and convert them to be the company's loyal advocates. This is not only fun, but it is more profitable. One will require fewer resources to sell to someone who trusts, likes, and knows your company products than selling to a stranger. elationship marketing recognizes a customer's long-term value to the company and offers communication that goes beyond sales promotional messages and intrusive advertising.
Apple Inc. is a Multinational Corporation based in Cupertino, California. The company deals with consumer electronics,…
Baines, P., Fill, C. And Page, K. (2011). Marketing (2nd ed.). Oxford: Oxford University Press.
Gronroos, C. (1994). From marketing mix to relationship marketing: towards a paradigm shift in marketing. Management Decision, Vol. 32(No. 2), 4-20.
Harker, M.J. a. E., J. (2006). The past, present and future of relationship marketing. Journal of Marketing Management, Vol. 22, 215-242.
Kumar, V. a. S., D. (2004). Building and sustaining customer loyalty for the 21st century. Journal of Retailing, Vol. 80(No. 4), 317-330.
marketing spin to match my background. Must answer the questions below in the custom area
What do you expect to accomplish through this executive program? What learning experiences do you expect, and how would you apply them? What specific benefits do you anticipate?
I am a marketing professional with over twenty years' experience working for advertising agencies and for some of the world's most profitable and highly-respected companies, including AT&T, Lucent, and McDonalds. My expertise includes both traditional and e-commerce marketing. From my personal, practical experience in the field I have honed my natural instincts regarding what makes a good marketing campaign. I pride myself on my ability to learn. However, my desire to expand my capabilities and personal marketability has led me back to school, to gain more technical knowledge of the ever-changing field of marketing.
An executive MBA is an ideal match for my aspirations. I would be…
Q2. What are the contributions you will make to the program and how will your experience and expectations benefit classmates and the EMBA program?
My unique perspective would enable me to contribute a multifaceted cultural and historical perspective to the history and practice of business. My formal marketing career began in 1989 so I have witnessed firsthand the dramatic historical shift that occurred with the transition from pre-Internet to post-Internet marketing. This has made me uniquely aware of the differences between marketing in the 20th century and marketing in the 21st century. I pride myself in being forward-thinking and while I have worked to promote products via more traditional marketing channels, I am acutely aware of the shift that has occurred in marketing in terms of how products and services are showcased and how consumers relate to those services and products. Branding and brand definitions have changed and become more interactive and relationship-based. However, the human elements of managing workers and clients through cross-functional teams and in B2B and B2C relationships still are based upon timeless principles of customer segmentation and demonstrated value.
I have also worked in a variety of high-pressured settings, both for advertising agencies and for corporate clients in fields spanning from telecommunications to the food industry. I would be an invaluable resource for my student colleagues who were interested about exploring new career paths and help them understand the similarities and differences between different occupational settings in the field of marketing. Also, on a personal level, marketing requires the ability to be both 'left brained' in terms of keeping an eye on technical specifications and the bottom line but also to be 'right brained' enough to see the world from a completely different perspective. I believe I exhibit both of these qualities in my skill set and character profile and hope to use my organizational and communication skills to be an asset in the classroom.
The market analysis is provided in Table 2.
Table 2: Market Analysis
The company will also use different market strategy to achieve its business goals. Ivy Discover will run a very attractive advertising banner on different websites, which are constantly being visited by target customers, and the business will use several different form of promotion to attract potential customers. The promotion strategy will include discounted package deal. The sale process will include several criteria such as product presentation, relationship building, customer requirements, or needs. The company will build technical products that…
Chaffey, D. (2002) E-business and e-commerce management. Financial Times/Prentice Hall. Harlow, UK.
Cote, L. Vezina, M.and Sabourin, V.(2005). The Strategic Management Process in E-Business. Ivey Business Journal.
Kooten, M. (2009).Software Industry Defies Economic Crisis. Top 100 Research Foundation.
Chantrill, C. (2012). U.S. Real GDP Chart. Government Spending.USA.
The main problem facing business to business transactions online is in the back end of Electronic Bill Presentment and Payment applications. Invoicing, review, approval and payment authorization and instructions take place over the Internet. Settlement is then accomplished through clearing houses, initiating payments of $2.750 trillion in 2006. The anonymity of the Internet and lack of the cardholder being present with a required signature create susceptibility to fraud and having the bank issue a chargeback. Businesses disputing chargebacks find the process discouraging, so paperwork is necessary. Documentation must be obtained, retained and required for every stage of the sale. Human intervention is necessary at times, such as with international orders, P.O. box orders and orders over a certain amount and suspicious orders. Shippers with proof of delivery signatures can be used for safety, and seller fraud protection may be provided by payment processors.
From the perspective of advertising products and…
Advertising Online." Business Victoria. 2006. http://www.business.vic.gov.au/BUSVIC/STANDARD/1001/PC_50952.html .
E-business customer satisfaction is moving up -- slowly" Internet Retailer. 20 Aug 2003. http://www.internetretailer.com/internet/marketing-conference/18819-e-business-customer-satisfaction-moving-up-slowly.html .
Report Highlights." bcc Research. 1999. http://www.bccresearch.com/ift/IFT036A.asp .
Seitz, Patrick. "Defense E-Business Tool Streamlines Payment Process." Washington Technology. 08/16/99; Vol. 14 No. 10: 234.
Ahmad Tea Assessment riefing Document 2012/2013 History Company: Ahmad Tea a UK-based family business, drawing generations tea blending tasting experience. Applying knowledge accumulated generations, UK produced Ahmad Tea appeared market 1986.
Ahmad Tea Assessment: riefing Document 2012/2013
Ahmad Tea is positioned as a midmarket tea in the ritish tea-drinking market. It is not a 'budget' tea. The target consumer cares about the quality of the tea, its taste, and blending although it is not a loose tea or an 'upmarket' tea out of the reach of the average consumer. The company offers a wide range of different flavors, teas with different origins, and teas for different purposes (soothing vs. stimulating). The ritish coffee market, thanks to the rise in popularity of Starbucks has been growing. Ahmad markets tea as a beverage worthy of equal consideration as coffee. Ahmad is concerned that while 88% of the over-65 ritish population takes tea,…
Ahmad Tea. 2012. Website. Available:
http://www.ahmadtea.com / [14 Jan 2013]
How medical research on tea can shape your target audience. 2012. Tea Trends.
Available: http://www.teatrends.com/article.html?category=Analysis [14 Jan 2013]
Remember, price is the one 'P' that generates revenue, while the other three 'P's incur costs. [This is why] Effective pricing is important to the success of your business" (Ehmke, Fulton, & Lusk, 2007). Pricing also includes how the customer pays, whether by installments or upfront, as methods of payment can affect the long-term solvency of the business.
Place" refers to the distribution channels used to get a product to customers. "hat your product is will greatly influence how you distribute it...Businesses that create or assemble a product will have two options: selling directly to consumers or selling to a vendor," and even exclusively B2B enterprises must select what type of vendor, whether small or large (Ehmke, Fulton, & Lusk, 2007). Promotion refers to the advertising and selling part of marketing, to individual consumers or businesses. "To be effective, your promotional efforts should contain a clear message targeted to a…
Ehmke, Cole, Joan Fulton, & Jayson Lusk. "Marketing's Four P's: First Steps for New
Entrepreneurs." Purdue Extension School. AICC. Retrieved 10 May 2007 at http://www.ces.purdue.edu/extmedia/EC/EC-730.pdf
Market research." (2007) Encyclopedia of Small Business. Retrieved May 10, 2007, from Answers.com Web site: http://www.answers.com/topic/marketing-research
Virgin Airlines -- Financial and Strategic Assessment
Virgin America has quickly established itself as one of the premier airlines operating throughout North America, generating $760M in Operating evenues as of the close of its latest fiscal period reporting a Net Loss of $19M and operating margin of -1.6%. As Virgin competes in a very price-driven and capital-intensive industry, their latest financial results the exceptionally high pressure on new entrants into commercial aviation. Their latest financial results are shown in Appendix A: Virgin America Consolidated Statement of Operations and Appendix B: Comparative Operating Statistics, both obtained from the company's website.
Analyzing their financial condition indicates just how challenging the launch and successful operation of an airline is. Their fuel costs increased 66.9% for the nine months between September 30, 2010 to September 30, 20112, and Aircraft Maintenance increased 51.5% in the same period. Both of these figures are shown…
De Roos, N., Mills, G., & Whelan, S. (2010). Pricing dynamics in the Australian airline market. Economic Record, 86(275), 545.
Deutschman, A. (2004, The gonzo way of branding. Fast Company, (87), 90-96.
Goldsborough, R. (2006). Traveling with technology, and its glitches. Tech Directions, 66(5), 15-15.
Hazledine, T. (2011). Price discrimination in Australasian air travel markets. New Zealand Economic Papers, 45(3), 311.
advertising agencies namely Fletcher-Martin-Ewing (FME) Grey Worldwide and Kilgannon Mc eynolds.
Agency: Fletcher-Martin-Ewing (FME)
Fletcher-Martin-Ewing - FME functions as an integrated agency from Atlanta, with a wide range of activities on the advertisement and marketing spectrum. They cultivate the appreciation that brands reach their audiences through a lot of channels apart from advertisement in the present era of proliferation of communication channels. The integrated approach of FME assures consistency of message delivery in every area of communication.
Branding and Advertisement: FME assists the clients in discovering their brand by finding out the contribution they make in the lives of their target audience. This approach is spearheaded by the Account Planners who devote their total time observing and talking with consumers, influencers, customers and personnel. The Planners at FME represent the audience viewpoint right through the strategic planning and creative process. The workforce handling the creative work is focused…
Ayling, Stuart. "9 ways to keep your clients coming back for more" http://ezinearticles.com/?9-Ways-to-Keep-Clients-Coming-Back-For-More& ; id=1980 Accessed on 22 March 2005
"Atlanta Advertising Agencies: Fletcher Martin Capabilities" Retrieved from http://www.fmeonline.com/about/index.asp?fuseaction=capabilities Accessed on 22 March 2005
"Atlanta Advertising Agencies: Fletcher Martin Client List" Retrieved from http://www.fmeonline.com/about/index.asp?fuseaction=clientlist Accessed on 22 March 2005
"Atlanta Advertising Agencies: Fletcher Martin People" Retrieved from http://www.fmeonline.com/about/index.asp?fuseaction=andyfletcher Accessed on 22 March 2005
MAJOR STRATEGIC ISSUES OF FACEBOOK
Identify the major strategic issues of Facebook
Facebook strategically aimed creating a platform for social interactivity in the internet. The team used the existing website technology to facilitate this interaction. In order to expand into new markets without losing what originally made it popular, Facebook must ensure that the new products are connected to its original idea in one way or the other. For instance, as an advertising tool, Facebook should make sure that corporate and businesspersons who need marketing own Facebook accounts where people connect with them.
Major Characteristics of Web 2.0
Allows web-based applications to be accessed from any place
Simple applications are used to solve specified problems
Its value is more anchored on the content rather than the software used to display the same content.
Sharing of data is straightforward.
Is uses a bottom-up distribution pattern rather than top-down.
Sites that are not constructed properly make it difficult for the customer to get accurate ordering information, see large enough photos of the products (or any photographs), and find product costs. Shipping costs can add significant costs that consumers do not want to pay.
B2B electronic transactions have saved companies significant amounts of money over the traditional manual approach. Yet there are wrinkles with this as well. For example, it is problematic for manufacturers to introduce new products or have promotions -- variability in electronic chain management is difficult. Depending on the system, it can be difficult to track down the status of a product order. Sometimes it is problematic to cancel an order once it is in the electronic process. Also, when ordering large quantities of a product or when unsure exactly what is needed, customers still want to talk to a "live" person rather than order electronically. Further,…
Blogging -- Blogging is an Internet term that is a combination of the words web and log. It is part of a website or a stand-alone application that is maintained to give commentary, descriptions of events, graphics, video, and in recent times, adding to social networking and/or marketing. Most blogs, in fact, are interactive. This allows users and visitors either to make comments, leave information, or begin a thread of information/conversation. This tends to distinguish blogs from other static websites. Indeed, most blogs are specific and dedicated to a particular subject or interest area; although some serve as online diaries or catalogs of a particular event. Most blogs, too, are textural, although it is possible to add and use them for video, music, or podcasting. Blogs are extremely popular, and by early 2011 there were almost 160 million public blogs (Blood, 2000; BlogPulse, 2011).
There are several considerations necessary…
BlogPulse. (2011, September). Retrieved from NM Incite: http://www.blogpulse.com/
Blood, R. (2000, September 7). Weblocks: A History and Perspective. Retrieved from RebeccaBlood.net: http://www.rebeccablood.net/essays/weblog_history.html
Ensor, D. a. (2005). Introduction to Marketing Concepts. London: Butterworth.
Goodwin, T. (1999). Measuring the Effectivness of Online Marketing. Journal of the Market Research Society, 41(4), 403-6.
Fern and Brown (1984) claimed that the distinction between industrial and consumer marketing lacked any clear foundation, while more recently Vargo and Lusch (2011) argued that business-business markets underpin the most recent developments in marketing theory overall. In your opinion, is business- to-business marketing distinct from or, the same as consumer marketing?
Industrial and Consumer Marketing Distinctions
The issue regarding a distinction between business to business and consumer marketing is an important aspect that marketing specialists have tried to clear in the attempt of developing more efficient marketing theories. The importance of determining whether or not there is a distinction between these types of marketing relies on the fact that this information would contribute to developing efficient strategies for companies to use when addressing different markets. In order to develop efficient marketing strategies, companies must identify the principles that rule their type of industry. Therefore, it is important to understand…
1. Zimmerman, A. & Blythe, J. (2013). Business to Business Marketing Management: A Global Perspective. Retrieved April 18, 2014 from http://books.google.ro/books?id=pqBag4CzgwwC&pg=PA65&dq=business+to+business+marketing+principles&hl=ro&sa=X&ei=4uhQU6XrLqSQ5ASUn4GAAQ&ved=0CEYQ6AEwCA#v=onepage&q=business%20to%20business%20marketing%20principles&f=false .
2. Hutt, M. & Speh, T. (2013). Business Marketing Management: B2B. Cengage Learning. Retrieved April 18, 2014 from http://books.google.ro/books?id=8lMAWJXtf6QC&pg=PA14&dq=differences+in+business+to+business+and+consumer+marketing+principles&hl=ro&sa=X&ei=XDhRU6CiJMTiywOfmIHIDQ&ved=0CCUQ6AEwAQ#v=onepage&q=differences%20in%20business%20to%20business%20and%20consumer%20marketing%20principles&f=false .
3. Donovan, R. & Henley, N. (2010). Principles and Practice of Social Marketing: An International Perspective. Retrieved April 18, 2014 from http://books.google.ro/books?id=pM42Oqz8BuUC&printsec=frontcover&dq=marketing+principles&hl=ro&sa=X&ei=aUlRU42-JamCyQOj9oG4Cg&ved=0CEYQ6AEwCQ#v=onepage&q=marketing%20principles&f=false .
Specialists in the field have also identified other trends that they consider will affect the B2B market (Focus, 2010). Such trends refer to the fact that marketing is likely to be considered responsible for revenue objectives, B2B markets are likely to become more similar with consumer markets, the B2B sector will be characterized by a social media crisis, more attention granted to return on investments, the increased of automation, increased importance of Internet supported buying cycles, information overload, focus on lead quality, focus on branding and awareness, and others.
The following chart reveals B2B companies' interest in investments regarding several channels. Most of these companies intend to significantly increase investments in website design, social media, virtual events, search engines, email marketing, and paid search. The attention these companies pay to Public elations and telemarketing seems to remain constant. B2B companies estimate they will reduce investments in direct mail, trade shows,…
1. Harrison, M. et al. (2010). Why Is Business-to-Business Marketing Special? B2B International. Retrieved January 21, 2011 from http://www.b2binternational.com/publications/white-papers/b2b-marketing/ .
2. Koch, C. (2010). Five B2B Marketing Trends. ITSMA. Retrieved January 21, 2011 from http://www.itsma.com/ezine/b2b-marketing-trends-for-2010/ .
3. B2B Marketing Trends (2011). MarketingSherpa. Retrieved January 21, 2011 from http://webbiquity.com/social-media-marketing/2011-b2b-marketing-trends/ .
4. B2B Marketing Trends Affecting Trade Show Marketers (2010). Retrieved January 21, 2011 from http://www.skylinetradeshowtips.com/7-b2b-marketing-trends-affecting-trade-show-marketers/ .