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Pages : 512; Paperback;
210 X 275 mm approx.

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E-Business, Management Textbook, Workbook

E-Business Frameworks : Chapter 2

A company adopting an e-business model has to formulate its strategies on the basis of three major considerations - channel enhancement (or channel control), industry transformation, and convergence - in order to remain competitive in the dynamic business environment of today.

Channel enhancement is essential to enable sellers to offer greater value to their customers. In the B2B model, the sell channel and buy channel are differentiated, and both the sellers and buyers try to obtain control over the channel. A seller has to integrate the e-channel with his company’s existing ERP system. He has to leverage the technology to reduce inventories, allow customers to configure the products online, and offer products of the desired quality and quantity to customers at the right time.

A buyer can enhance his channel by employing e-catalogs and improving workflow systems to manage more efficiently the expenditure on procurement of material. Moving from traditional business to e-business is a great challenge. This shift has a major impact on the organization, its people and the technology used. People have to change their skill sets and behavior, while technology has to be upgraded in order to adopt the new business model. The management should overcome any resistance to change through positive communication and support.

Industry transformation occurs as businesses reconfigure their business models to take advantage of new technologies. They should develop their competencies, and establish relationships with suppliers, customers and partners to form a value network. They need to leverage these relationships to improve their processes and customer service. The companies should assign the responsibility of managing the network to a senior manager. He/she will also manage the impact of the transformation on people, processes and technology.

As companies seek to build new competitive advantages to survive competition, they change their business processes and models. Boundaries of industries are altered, resulting in industry convergence. Advances in technology, deregulation of markets, the increasing intensity of competition, and higher customer expectations are the key drivers of convergence. The convergence strategies that companies use include: leveraging relationships, bundling, gate-keeping, cross-industry competence, disintermediation/reintermediation, brand convergence, and technology convergence.

To minimize the impact of convergence on its people and processes and emerge as a winner in a converging world, an organization should manage the different dimensions of the business effectively. It should manage alliances and partnerships, customer information, customer relationships, corporate brand, and technology effectively and productively.

Chapter 2 : Overview

Channel Enhancement
Industry Transformation