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Claudia Spinelli
Enterprises select its customers through some criteria:
1.
2.
3.
4.
5.
Demographically
Geographically
Behaviouristically
Benefit
Socioeconomically
SPECIAL SECTOR
Oxfam sells goods on line because e-commerce is a
more effective way:
globalization is used to help others !!
World can known the product through the web-site :
many enterprises have had a rapid expansion
The best Raffaello represents all the most typical Italian products and
exports the most exclusive, authentically Italian goods
Registration
It offers:
• New form of business
• New form of transaction
• New form of services
Give basic informations
Cheap
With Priceline.com
consumers set the
price and
Priceline.com finds a
vender
Get things at a better
price
Companies sell
goods otherwise
unsold
Save up more than 40% of your money ! !
No
front
Avaible
Easy
offices or
24
hours
way of
a
sho
day
purchasing
Website reminds customers of a traditional shop
Amazon.com uses the world “store”
Departements
Customer is
reminded of a
traditional shopping
methods
Customers assistance
Range of products in a
familiar environment
Personalization counteracts the fact that the items cannot be touched or seen
buying become less impersonal !
Language & comunication
Fast and effective to beat competition.... say what is important
in a few words
Main adjectives:
- easy
- safe
- fun
- fast
In Amazon.com or e-Bay
new costumers watch
an animated demo that explains
all necessary
informations
Missions :
v understand the customer
v make money !
v meet their needs
v help them to find solutions
AAAEnviromental, ELTC and Surfnet recycle computer, tele-comunication
equipment and offer business solutions
Company :
- doesn’t waste time
- focus on their core business
INCENTIVE CUSTOMER LOYAL
Special
Fidelityservices
cards
Advantages in Amazon.com for regular customers:
1. A shopping cart regularly updated
2. A wish list
3. Special offers
ON LINE COMMERCE
Where you can find everything
and sell just about anything
Where you can post
anything unusual
Where there are hard
objects to find
INTRAPRENEUR
They are internet
entrepreneur
People that sell their goods
on line as a job
First condiction for success is :
On line business needs
trustworthiness more
than traditional business
because it’s a virtual
transaction
T
R
U
S
T
You can browse the feedback
for buyer and seller reputation
Customer doesn’t seen live
the vendor and the product
Customer doesn’t know
who the seller is
• negative
• neutral
• positive
Greater both for buyer and seller
RISK
S
Safety is important
Customers give their
detail with payment
Banca Delle Marche :
 shop with semplicity and safety
 no register
 always count on a reliable
• fraud is easier
• difficult to know whether card owner and card holder are the same person
fas
tefficient
Services 
: VeriSign Digital ID system
free
 Pay pal
flexible
affordable
PROTECTION
Insurance polices
:
 National
Vulcan
Protection devices
:
 E-Dock
Desktop
a. for people or
companies that
buy or sell on line
b. for IT equipment
PRIVACY IS GUARANTEED !!
Promotions
You don’t have to leave home
Tradition + innovation
Cheap delivery
ADVANTAGES
Fast service
Save time
Open all day
No stop shopping hours
Customers need to fell that they get a better service on line
than in traditional shopping
Rules :
Main companies :
 safe
 reliable
 cheap
 speed
 delivery notification
 tracking system
 returning merchandise
 refunding customers
For customer satisfaction
All this is e-commerce,
fascinating fast moving,
dynamic field and much more !
Claudia Spinelli
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