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Selling On The Web: Revenue Models and Building A Web Presence

This document discusses various revenue models for selling products and services online, including web catalogs, information sales, advertising, fee-for-transaction, and fee-for-services. It also covers creating an effective web presence to meet goals like attracting visitors, building trust, and meeting visitor needs. The Toyota website is provided as an example of an effective presence.

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238 views15 pages

Selling On The Web: Revenue Models and Building A Web Presence

This document discusses various revenue models for selling products and services online, including web catalogs, information sales, advertising, fee-for-transaction, and fee-for-services. It also covers creating an effective web presence to meet goals like attracting visitors, building trust, and meeting visitor needs. The Toyota website is provided as an example of an effective presence.

Uploaded by

azhar1643
Copyright
© Attribution Non-Commercial (BY-NC)
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PPT, PDF, TXT or read online on Scribd
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Chapter 3

Selling on the Web:


Revenue Models and
Building a Web Presence
Revenue Models for
Selling on the Web

 Web catalog
 Information sales
 Advertising-supported
 Fee-for-transaction
 Fee-for service
Revenue Models for Selling
on the Web
 Web catalog model
 Similar to mail order catalog revenue model.
 A Web site replaces or supplements print catalog
distribution with information on its Web site.
 Customers can place orders through the Web site or
by telephone.
 Examples : Computer manufacturers – Dell, Gateway,
Flowers and gifts
 Information sales
 Sells information or other digital content
 Examples : Lexis-Nexis (legal information), Proquest
(documents)
Revenue Models for Selling
on the Web

 Advertising-supported business model


 Charge for advertising
 Examples : Web Portals, Newspaper publishers ,
Employment Sites
Revenue Models for Selling on
the Web
 Fee-for-transaction model
 Receives a fee for facilitating a transaction.
 Examples : Online travel agencies, Stock brokerage firms,
Automobile Sales, Insurance Brokers, Event tickets, Real estate and
mortgage loan brokers, Online banking and financial services
 Fee-for-services model
 Fee is based on the value of the service provided.
 Range from games and entertainment to financial advice and the
professional services of accountants, lawyers and physicians
 Online Games - site visitors must pay to play these games,
Concerts and films - companies will provide streaming video of
concerts and films to paying customers, professional services - laws
preventing professionals from extending their practices to the Web
Revenue Models for Selling
on the Web
 Electronic Tendering Systems
 Large organizational buyers
 usually making large volume using
tendering
 Tendering are done online, save time,
money
 General Electronic Corporation
Revenue Models for Selling
on the Web
 Name your own Price
 Pioneered by Priceline.com
 Allows a buyer to set the price
 Priceline.com will try to match it
 Known as demand collection model
 Find the best Price
 Known as search Engine Model
 Customer specifies his or her own needs
 Intermediate company match the customer needs
against the database
 Locate the lowest price and submit it
 Auto, home , insurance
 Directline.co.uk, confused.com
Affiliate Marketing

 Arrangement where the marketing


partner (business, organization or
individual) refer customer to a selling
company website
 The referral is done by placing a
banner or logo of selling company on
the affiliated company website
 Affiliated company receive a
commission
Online Auction
 eBay.com
 World’s largest online auction company
 Amazon, yahoo
 Product and Services Customization
 Creating a product or services according to
buyer’s specification.
 Dell company customized PC for his
customers
Creating an Effective Web
Presence
 Businesses always create a presence in the physical world by building
stores and office buildings.
 The only contact that customers and other stakeholders have with a firm
on the Web is through its presence there.
 Creating an effective Web presence can be critical for even the smallest
and newest firm operating on the Web.
 A Web site can perform many image-creation tasks very effectively,
including:
 Serving as a sales brochure
 Serving as a product showroom
 Showing a financial report
 Posting an employment ad
 Serving as a customer contact point
Achieving Web Presence
Goals
 Different firms - establish different Web presence goals - Coca Cola
and Pepsi have developed different Web presences.
 It conveys the image the company wants to project.
 An effective site is one that creates an attractive presence that
meets the objectives of the business or other organization.
 Possible objectives include:
 attracting visitors to the Web site
 making the site interesting enough
 convincing visitors to follow the site’s links
 creating an impression of corporate image
 building a trusting relationship with visitors
 encouraging visitors to return to the site
The Toyota Site

 The Toyota site is a good example of an effective


Web presence.

 The site provides:


 a product showroom feature
 links to detailed information about each
product line
 links to dealers
 links to information about company
The Toyota Site
Meeting the Needs of Web
Site Visitors
 Successful businesses on the Web realize that every visitor to
their Web site is a potential customer.
 People who visit a Web site are there for a reason.
 to learn about products or services that the company offers,
 to buy the products or services that the company offers,
 to obtain information about warranty service, or repair
policies for products they have purchased
 to obtain general information about the company or
organization
 to obtain financial information for making an investment
 to identify the people who manage the company or
organization
 to obtain contact information for a person or department in
the organization.
Trust and Loyalty
 When customers buy a product, they are also buying a
service element.

 A seller can create value in a relationship with a customer


by developing customers’ trust and developing it into
loyalty.

 Customer service is a problem for many corporate sites.

 A primary weak spot for many sites is the lack of


integration between the company's call centers and their
Web sites.

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