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Internet Marketing & e-Commerce Ward Hanson Kirthi Kalyanam Requests for permission to copy any part of the material should be addressed to: PERMISSIONS DEPARTMENT THOMSON BUSINESS and ECONOMICS 5109 Natorp Boulevard Mason, OH 45040 Phone: (800) 423-0563.
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Internet Marketing & e-CommerceWard HansonKirthi KalyanamRequests for permission to copy any part of the material should be addressed to: PERMISSIONS DEPARTMENTTHOMSON BUSINESS and ECONOMICS5109 Natorp BoulevardMason, OH 45040Phone: (800) 423-0563
Part Three: Chapter 13Internet Retailing “A salesman is got to dream, boy. It comes with the territory.” Arthur Miller, Death of a Salesman
Growth of Online Retail • Quarterly measurement of e-commerce added to U.S. retail activity in 1999 • Grew from $5 billion in Q4 1999 to $23 billion in Q4 2005 • Annual online retail exceeded $84 billion in 2005 • Still, just 2.4 percent of all retail sales
Growth of Online Retail DATA SOURCE: www.census.gov
Growth of Online Retail • Online retail percentages vary greatly across product categories • Key areas for retail sales: • Computer hardware and software • Tickets • Books • Top categories involve digital products or information-rich purchases
Growth of Online Retail Consumer e-commerce penetration by product category SOURCE: The State of Retail Online, 6.0, a Shop.org Survey conducted by Forrester Research
Growth of Online Retail • For Internet retailers, better performance has meant better results • Benefits of higher inventory productivity • Swift response to changes in customer demands and product transformations • Customer satisfaction generally higher
Growth of Online Retail Data Source: American Customer Satisfaction Index, www.theacsi.org American customer satisfaction index scores
iPACE and Online Shopping • Understanding basic consumer needs to find right approach for right channel: • Information • Price • Assortment • Convenience • Entertainment
iPACE and Online Shopping • Information: Quality and features of a product, from initial consideration set through final purchase, shipping and returns
iPACE and Online Shopping • Price: Draw of lower prices and ease of comparison, but consumers also engage in price partitioning – evaluating influence of taxes and shipping costs on bottom line
iPACE and Online Shopping • Assortment: Greater variety and availability online, products are easier to configure and prices easier to adjust
iPACE and Online Shopping • Convenience: Avoiding the hassle of traditional stores, easing repeat purchases
iPACE and Online Shopping • Entertainment: The online thrills of eBay vs. the lost social aspect of shopping excursions with friends
Consumer Shopping Process The consumer shopping cycle
Online Shopping Process The consumer shopping cycle on a web site
Online Shopping Process • Step One: Finding the right product • Influence of search and browsing to find right product in rapidly expanding Web marketplace • Helping shoppers narrow selection
Online Shopping Process • Step Two: Acquiring information • Overcoming the physical limitations of online shopping • Product descriptions through images, zoom, ratings and reviews • Personalized information through virtual models and diagrams • Cross selling and solution selling opportunities
Online Shopping Process Virtual model™ on Lands’ End.com
Online Shopping Process • Step Three: Evaluating alternatives • Two versions of the choice model • Compensatory choice model compares products and services on all attributes • Non-compensatory choice model compares products based on certain attributes, eliminates products without those key features • Shopping tools – such as a comparison matrix or assistant – reduce consumer effort; tools that screen products have strongest impact on consumer accuracy
Online Shopping Process • Step Four: Placing the order • Many Internet shoppers fail to complete attempted purchases • Poor information design, lack of transparency on ship costs • Efficient reordering and repeat purchase systems help track customers and hold marketing campaigns accountable
Online Shopping Process • Step Five: Following up • Post-purchase notifications such as order confirmation, total price, shipping date and expected delivery date • Returns made simpler with prepaid return labels, merchandise pickup
Multi-Channel Retailing • Understanding the hybrid customer (the shopping “centaur”) who is willing to shop online but buy at a traditional store, and visa versa • Customers who shop regularly in traditional stores are least likely to use multiple channels • Online and catalog shoppers more likely to use other channels for some purchases
Multi-Channel Retailing SOURCE: The State of Retail Online, 5.0, Shop.org Customers from one channel who purchased in another
Multi-Channel Retailing SOURCE: Company reports as compiled by Forward Retailing, Inc. Buyers who purchased something in one channel previously seen in another channel
Multi-Channel Retailing SOURCE: The State of Retail Online, 5.0, Shop.org Shopper groups indicating preference for research and buying
Multi-Channel Retailing • Challenges for retailers working across online and traditional channels • Determining what products are sold in the store, online or through catalogs • Communications and logistics • Pricing discrepancies • Planning consistent promotional offerings • Rewarding the right seller: Does the credit go online or off?