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Appendix 7 Questions concerning E-Business Strategy


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The E-Business, the E-Customer, their Relationship and Interactivity



KunnskapskildenE-Business –
E-Business, E-Customer, Relationship and Interactivity


The E-Business, the E-Customer,
their Relationship and Interactivity 

Jan Vig


Dissertation  av Jan Vig om E.Business, E-Customer, Relationship and Interactivity  (286 sider) i forbindelse med Masterstudie i Information Technology and Communication Juni 2000.


The E-Retailer Business, the E-Customer,
their Relationship and Interactivity

Table of Contents

Chapter One Introduction to the study

Chapter Two Business in Cyberspace

Chapter Three E- Retailer Commerce

Chapter Four E-Customer, Relationship and Interactivity

Chapter Five A Successful Case study – Amazon.com

Chapter Six The Future, Critical Success Factors, E-Business Strategy, Results and Conclusion








Appendix 1 Search Strategy Internet
Appendix 2 Key words E-Commerce and one to one Marketing/CRM

Appendix 3 Demographics and online shopping trends
Appendix 4 Opportunities and benefits, barriers and treats, challenges
Appendix 5 Online Promotion Possibilities
Appendix 6 Letter from Jeff Bezos Founder & CEO Amazon.com

Appendix 7 Questions Concerning E-business strategy
Appendix 8 Checklist for evaluation of an E-commerce Web site



Appendix 7

Questions concerning E-Business Strategy


The following are some of the questions that executives and board members should be asking as they consider the opportunities for e-business. (319)


Executive Focus on Strategy and Risks 

  • Does our vision include e-business? Have we developed our business plans with e-business in mind?
  • What opportunities and risks does e-business pose to our business or industry?
  • Have we done enough to deal with the risks that e-business might pose?
  • Is our board sufficiently informed about these risks and opportunities?
  • What are our competitors doing in e-business? Are we leaders, fast followers, or laggards?
  • Is e-business getting the right level of senior management attention? Do we have a senior level thought leader?
  • Do we have the right mix of skills in the organization to capitalize on e-business?
  • Is the level of funding sufficient to achieve our goals?



  • What do our customers want? Convenience of on-line business? Lower prices? New products or services? Better information?
  • How will our customers’ behavior change as a consequence of the Internet?
  • Are we using the Internet to attract new customers? Globally?
  • What value can we add for customers that will distinguish us from our competitors?
  • What can others add that would diminish the relative value of our offerings?
  • How can we make ourselves attractive to potential Internet customers?


Products and Services

  • What is our value proposition in cyberspace?
  • How does cyberspace affect the nature of our existing products or services? Do we need to change them? Will other products or services replace ours? What is currently being offered in cyberspace? What’s new?
  • What new products or services can we sell on the Internet by leveraging our present digital assets and core competencies?


Value Chain

  • How can we alter our value chain?
  • Will disintermediation jeopardize our existing distribution network or supply sources?



  • How will cyberspace alter our industry in five years, and who will our competitors be?
  • What scenarios should we be considering and planning for?
  • What are our competitors doing on the Internet, and how do we compare?
  • Should we be leaders or followers? What are the risks if others lead?
  • What advantages do others have in e-business that might damage our competitiveness, and how can we reduce the risks?  


Business Processes and Technology

  • How can we use the Internet to streamline our business processes, reduce cycle time, and become more cost competitive?
  • Is our technology infrastructure aligned with our current and twenty-first-century business objectives? Is it scalable, reliable, secure?
  • How do we provide a secure e-business environment for our customers?
  • Are our Internet-based sales or procurement systems adequately integrated with our ERP and other back-office systems?
  • Are our systems and information assets adequately protected?



Regulatory and Tax Environment

  • Are we complying with the laws and regulations of the jurisdictions in which we are doing e-business? Are we managing/minimizing our legal liabilities in those jurisdictions?
  • Are we complying with tax regulations and minimizing our tax liability as we do e-business in various jurisdictions?
  • How Are We Doing
  • How do we measure, on a scale from world class to seriously inadequate?
  • Where do we want to be?
  • Where is the rest of our industry?
  • Who should we benchmark ourselves against in e-business? How?
  • Does our corporate Web site give a positive impression of our organization?ystemet


GartnerGroup offers a checklist of strategic questions every CEO can use to screen and select the most promising business concepts and strategies. (320)


Customers and Markets

  • What are we already doing on the Internet and how do our activities align with customer needs?
  • How can we use the Internet to provide better customer service?
  • How can we use the Internet to make our sales channels more effective? 


Competitive Threats

  • How might traditional competitors and e-business start-ups change market dynamics, take away customers or market share?
  • Which divisions are most exposed because competitors or start-ups are establishing Internet businesses?
  • Will failure to act now precipitate a crisis within the next two years in any of our lines of business?
  • Can we afford to ignore the Internet as a cost-saver if our competitors are using the Net to gain pricing advantages?


People and Infrastructure

  • Do our management team and business and technical staffs have the appropriate skills to run an Internet businesses? If not, how do we secure them and what can we outsource?
  • What are the appropriate business and financial structures for managing Internet business risk?
  • What will it cost to fix weaknesses, exposed by our Internet business strategy, in our processes, infrastructure and enterprises systems?



Sources and Operations 

  • How are we blinding ourselves, that is, are we making assumptions based on our old way of doing business that doesn’t fit with the Internet?
  • What are relevant Internet business models that 1) match ours; 2) threaten us; or 3) are suitable new ways to conduct business?
  • How can we use the Internet to make supply chains more efficient?
  • How can we use the Internet to lower our operating costs
  • How long will it take?

Download Dissertation


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