MAR 6936798

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MAR 6936-798

• E-Commerce Marketing
• Spring 2003Downtown--MBA
• Web Site Business Model Presentations
• Rich Gonzalez
• March 27, 2003 (Week 12)

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URLs

• All Presentation Sites
• www.theacsi.org/
• http//www.samsung.com.sg/refrigerator/tech_info/t
  ech_info_07.html
• http//www.samsungelectronics.com/refrigerator/dig
  ital_network/sr_i27dtl.html

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Agenda March 27, 2003

• Finish Price
• Site/Model Evaluation Presentations
• ACSI for E-Commerce
• Due For April 3

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For March 27

• E-Business Communications, Kleindl, Chapter 3
• www.theacsi.org
• WSJRealNetworks Builds Fan Base For Broadband
  Video Service, Walter Mossberg, March 20, 2003

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For April 3

• http//www.ml.com/woml/forum/ecommerce1.htm
• What Attracts Customers to Online Stores, and
  What Keeps Them Coming Back?, Reibstein, JAMS,
  Fall 2002

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Final ExamMay 1, 2003

• Part 1SUBJECTIVE
• 3 Essay type questions
• Based on readings, text, discussions and papers

• Part 2OBJECTIVE
• 25-30 QuestionsMC, FIB, T/F
• Based on same

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The Power of Optimal PricingPrice Optimization
Software

• ObjectivesRevenues, Profit, Units, Share
• ContextStore, Region, Chain
• DemandTec---
• PriceAmountsFrequencies
• Cost-Plus Pricing Is Predominant
• Discrimination is Good? (Amazon.com)

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• We stopped About Here last time.

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Price Smarter On the Net-Baker, et al. HBR

• Typical ApproachesLow PricesSame Pricing
  Strategies
• Transparency2 Ways
• Onliners Decide On Price
• B2B Buyers Decide On Price
• Total Cost Of Ownership (TCO)
• What Are Costs OT Price?

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Price Smarter On the Net-Baker, et al. HBR

• Reverse Auctions Not Popular
• Reverse MarketsRequire Organization
• Group Buys

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Price Smarter On the Net

• Precision
• Adaptability
• Segmentation

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Price Smarter On the Net

• PrecisionPricing Indifference Band Implications
• AdaptabilityAlacrity, Speed, ResponsivenessTick
  ets.com Example
• Can You Change Prices Fast Large?
• How Do You Find Out ?
• SegmentationHow Do You Do This?

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Price Smarter On the Net

• Testing
• Playing
• Velocity

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Site/Model Evaluation Assignment

• Paper (Due March 27 for everyone)
• 2 Pages BulletsOne Summary Section
• Cover Sheet
• 15 Copies (colored paper?)
• In Class Presentation
• 8 to 10 Minutes Overview, Pick a Few Main Points
• Presentations on March 27/April 3

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Presentations 8-10 Minutes

• 1. southwest.com
• 2. espn.com
• 3. globalsources.com
• 4. fhwa.dot.govv
• 5. bbc.co.uk
• 6. philipmorris.com
• 7. mtv.com

• 8. petsmart.com
• 9. usatoday.com
• 10. yahoo.com
• 11. myflorida.com
• 12. disney.com
• 13. asiacusine.com
• 14. travelocity.com
• 15. amazon.com

(Well do as many as we can today)
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Presentations

• Evaluation Sheet--Feedback

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Site/Model Evaluation Assignment

• GradingExpertiseOpinionsClarity
• Site
• InterestingEffective

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End Here