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Selling on the Web by Mind Map: Selling on the Web
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Selling on the Web

Revenue Models

Mail Order or Catalog Model

revenue model of selling goods and services through physical catalogs to establish a brand image

Web Catalog Model

revenue model of selling goods and services over the Web wherein the seller establishes a brand image that conveys quality and uses the strength of that image to sell through catalogs mailed to prospective buyers, Computer and Consumer electronics, Clothing retailers, Flowers and Gifts, General Discounters

Digital Content Model

Firms that own written info or rights to that info have embraced the Web as a new and highly efficient distribution mechanism, Lexis.com, ProQuest, EBSCO

Advertising Support Model

Model which Web sites provide free content along with advertising or messages provided by other companies that pay the Web site operator for delivering the advertising message., Web Portals, Newspaper publishers, targeting classifieds, autotrader.com, Monster.com

Advertising Subscription mixed Model

subscribers pay a fee and accept some level of advertising., NewYork Times, Wall Street Journal

Fee-for-Transaction Model

business offer services for which they charge a fee that is based on the number or size of transactions they process, Travel Agents, Auto Brokers, Stockbrokers, Travelocity, Autobytel, AmeriTrade

Fee-for-Service Model

Revenue model in which payment is based on the value of the service provided, Online Gaming, Concerts/Films, Professional Services, Intertainer, Movielink, Law on the Web

Revenue Models on Transition

Subscription to Advertising-Supported Model

Advertising-Supported to Advertising- Subscription Mixed Model

Model in which subscribers pay a fee to view a publication. These publications are usually free of advertising and can be downloaded to subscribers PC, Salon.com online Magazine

Advertising-Supported to Fee-for- Service Model

Model in which a paid subscription is based on amount of subscription usage, Online Storage - Xdrive tech., IBackup, Kela

Advertising-Supported to Subscription Model

An advertising-supported model plus a fee-based info access service. Users pay for individual articles instead of paying a set amount of access to multiple articles, Northern Light

Multiple Transactions

New node

Revenue Strategy Issues

Channel Conflict

When sales activities on a company's Website interfere with its existing sales outlets

Cannibalization

Loss of traditional sales of a product to its electronic counterpart

Creating an Effective Web Presence

Identifying Web Presence Goals

The business needs to identify image-creation and image- enhancing objectives in order to be proven effective

Achieving Web Presence Goals

Attractive web presence objectives must be met in order be successful. Objectives include: Making the site interesting enough that visitors stay and explore, Building trusting relations with visitors, and encouraging visitors to return to site

Website Usability

Meeting Needs of Website Visitors

Business that are successful on the Web understand that every visitor is a potential customer and can arrive at the site for reasons such as: Learning about products that are offered, Buying products, or Obtaining info on the products

Trust and Loyalty

Customers when buying on the Web not only pay for the product but also pay for the service. Trust and loyalty between buyer and seller needs to happen. Services include: delivery, handling, security, customer service, and after-sale support

Usability Testing

A process of testing and evaluating a company's website for ease of use. In essence, this testing methods allows the visitor/customer to comment on what they think the website does well and what it doesn't

Identifying and Reaching Customers on the Web

Personal Contact

Firm's employees individually search for, qualify, and contact potential customers

Mass Media

Firms prepare advertising and promotional materials about the firm and its products/services. Mediums could include: TV, radio, billboards, magazines, etc