Chapter 3: Selling on the Web

1. Web Usability

2. Effective Web Presence

2.1. Attractive & easy-to-use

2.2. Ranks high on stickiness

2.3. Provides rich links/content

2.4. Provides help and support

2.5. Portrays consistent image

2.6. Reinforces positive image

2.7. Builds trusting relationship

2.8. Engages for return-ability

3. Strategic Issues

3.1. Channel Conflict and Cannibalization

3.2. Strategic Alliances and Channel Distribution Management

3.3. Mobile Commerce

4. Communication Modes

4.1. Mass Media

4.2. The Web

4.3. Personal Contact

5. Revenue Models

5.1. Web Catalogue

5.1.1. Electronics

5.1.2. Luxury Goods

5.1.3. Clothing

5.1.4. Books, Music & Videos

5.1.5. Flowers/Gifts

5.1.6. Gerneral Discounters

5.2. Digital Content

5.3. Advertising-Supported

5.3.1. Web Portals

5.3.2. Newspaper Publishers

5.3.3. Targeted Classified Sites

5.4. Mixed Model Advertising Supported

5.5. Fee for Transaction

5.5.1. Travel Agents

5.5.2. Automobile sales

5.5.3. Stockbrokers

5.5.4. Insurance Brokers

5.5.5. Event Tickets

5.5.6. Real Estate and Mortgage Loan Brokers

5.5.7. Banking and Financial Services

5.5.8. Online Music

5.6. Fee for Service

5.6.1. Online Games

5.6.2. Concerts and Films

5.6.3. Professional Services

5.7. Models in Transition

5.7.1. Subscription to Advertising-Supported Model

5.7.2. Advertising-Supported/-Subscription Mixed

5.7.3. Advertising-Suppported to Subscription Model

5.7.3.1. Advertising-Supported to Fee-Services Model

5.7.4. Multiple Transition