电子商务 外文文献
电子商务专业大学外文文献(本科)
本科毕业论文外文文献及译文文献、资料题目:On The E-Commerce BusinessDevelopment Is Inevitable文献、资料来源：网络文献、资料发表（出版）日期：2015.3.3院（部）：专业：班级：姓名：学号：指导教师：翻译日期：外文文献：On The E-Commerce Business Development Is InevitableAbstractPaper Introduction: E-commerce refers to the use of computer and Internet technologies to support the business activities carried out. Business efficiency, the paper Daquan, On the development of e-commerce business is inevitable.Keywords: E-Commerce, E-Business,Business EfficiencyIntroductionE-commerce refers to the use of computer and Internet technology to support business activities carried out. Paper Encyclopedia, business efficiency. . E-commerce is not so much in the development of enterprise innovation to as it is inevitable, as has its unique advantages. Today, enterprises in the market economy, the ring, who can take advantage of e-commerce, one might get the winning edge.1The Current Form Of Electronic Commerce1.1 Within The Enterprise In The Form Of E-CommerceCompanies to establish their own websites, local area network, also known as enterprise-wide intranet. Intranet has become an effective business management and business matters dealing with economic business tool, but also in the form of e-commerce enterprises. It provides enterprise between the various administrative departments, fast, efficient, safe and reliable information exchange channels and support between policy and administration departments to transmit data, voice and video images, resource sharing of information, as well as for online media office, online communication, online services. Paper Encyclopedia, business efficiency. . Such as decision-making departments announcement, documents, decisions; management departments to provide sales, planning, production, inventory, equipment, human resources, accounting, statistics and other reports or dynamic data, for personnel access, analysis, and utilization. Can also be related to the business of processing, financial accounting and other economic matters. The web site also should the enterprise market positioning, brand positioning, service commitments, product superiority displayed, the corporate philosophy to show up, making it independent of the soul, inspiring site. Enterprises must also establish contact with customers and consumers channel, interactive communication is healthy to get feedback and revise corporate business strategy or remedy defects or deficiencies. Internal e-commerce saves time, manpower and material resources to enable enterprises to market conditions can quickly react and improve their competitiveness in the market.1.2 In The Form Of An E-Commerce Business With ExternalCompanies take advantage of the Internet for marketing, including the signing of contracts to suppliers, orders, bills and accept the use of electronic funds transfer network platform, exchange, letters of credit, collections and other ways Payment, breaking the original 'Both sides met, cash on delivery,' the traditional business model. Product sales enterprises can also use the Internet to carry out, such as the introduction and promotion of products, provide technical support, contract, accept orders, organize logistics, such as online banking payment is received.Corporate use of the Internet and external regulatory agencies to achieve interconnection interaction. Including commercial, taxation, banking, insurance, customs, commodity inspection, social security centers, fund management center, customers, and other upper management. For example, in the banking sector: the prevailing online banking (e-banking is currently the highest form of) a monetary fund for enterprise payments platform that enables enterprises to facilitate inquiries at any time and receive their master monetary fund, support, storage and other changes . Large number of enterprises, such as issuing payments, social insurance premiums paid into the housing provident fund deposit, payment of wages and other payments, are available through the relevant regulatory agencies (through encryption or security authentication technology) software to easily pay for online banking, shorten the transit time of monetary funds.Another example in taxation: tax department immediately launched the 'Golden Tax Project' is an interactive platform for the tax department and between enterprises established through the Internet, businesses can be completed online tax returns, tax V AT invoices issued Chaoshui, proceeds certification stamps, clear stamps Information (SD card), taxes paid, download certificates and receipts as well as tax-related services and other matters. The tax authorities also use this network platform release tax information, tax information and audit companies, locking to restrain violations of enterprises. This not only reduces the workload of the tax officials, but also to facilitate the taxpayers.And so forth, and now business survival in the economic society, is inseparablefrom the relevant authorities, is inseparable from the market, business information and interactive communication constraints. E-commerce has been melting into the enterprise business activities.2 The Advantages Of E-CommerceE-commerce companies to provide a broad business and trade environment, greatly improving the range of business activities, the level and quality of service, the prospects are very bright, in enhancing the competitiveness of the enterprise market, showing a strong advantage.2.1 E-Commerce Can Improve The Efficiency Of E-CommerceBusiness activities not only quick and easy to make effective business enterprise internal economic integration, improve efficiency, but also with the relevant department or system provider, enterprise customers, banking, taxation and other effective links to online can deal with related businesses, access to information, to shorten the time and improve efficiency.2.2 The Expansion Of E-Commerce Can Enhance The Corporate Image MarketingE-commerce market with a wide range of characteristics of propaganda, it can expand their visibility, build brand image, enhance customer and contact suppliers to broaden the marketing. System network enables customers and suppliers are able to understand each other's latest economic information and related data, and the network to break the constraints of time, can provide all-weather mode service, which will undoubtedly strengthen the competitive position.2.3 E-Commerce Can Reduce Costs And Improve BusinessEfficiency of e-commerce transactions can reduce marketing costs and save expenses. Such as e-mail communication saves postage; electronic data exchange is saving the managers office and travel expenses; can greatly reduce the transit time of monetary funds to accelerate capital turnover; optimize the supply chain, reduce supply costs, saving procurement costs, reasonable organization of production reduce inventory and so on; these are reflected in the increase of corporate profits.In short, e-commerce has brought to our work a convenient, fast and reduce thepressure of work, opportunities and benefits for the enterprise, the enterprise is no reason not to accept, accept and build e-commerce, use and development of e-commerce is the inevitable development of enterprises .3 Companies Must Meet The Requirements Of Enterprises To Develop E-Business E-CommerceE-commerce requirements that must be met in order to take full advantage of e-commerce.3.1 Build E-Commerce Enterprises To Develop E-Commerce EnvironmentE-commerce environment is inseparable from information technology within the enterprise must have the necessary hardware and software facilities: one should have a server and a corresponding number of computers; second is to have a computer network infrastructure facilities; Third, should have the e-commerce business applications; four should have modern management. Should also consider the following factors: e-business applications must be practical; the system must implement centralized data storage and backup; the system must have the ability to upgrade online expansion; the system must have security and other data services.3.2 The Company Must Change The Existing Management SystemE-commerce technology and management must operate mechanisms, and the combination of enterprise business processes.so that it can be used for the new system, in particular the management of external cooperation and information-processing technology to business units meet the basic requirements for enterprises to develop e-commerce, e-commerce is not otherwise achieve the desired results. At the same time, companies can not immediately abandon the existing information systems, to make full use of existing mature e-commerce system, the integration of existing rational choice of scientific information systems have come to deal with the maximum difference between different systems, for e-commerce companies to lay a good foundation.3.3 Enterprises To Accelerate The Introduction Of E-Commerce Or Cultivating Talent To Its Capability In E-Commerce, To Seize The InitiativeThe ultimate benefit of e-commerce operations are performed by people, companies are not only understands the needs of network technology, but also understands high-quality compound talents of e-commerce rules and business management to undertake the work. Paper Encyclopedia, business efficiency.In addition to selecting an important way to open recruitment with relevant knowledge and technology, the enterprise should develop e-commerce and e-business knowledge training job skills training, improve the quality of e-commerce business-related personnel and networking skills, which is to ensure the rapid development of e-commerce enterprises . Training complex e-commerce talent is necessary for the development of e-commerce.In short, the development and use of e-commerce process, to synchronize with the corporate modernization, so that e-commerce has become assistant business development. E-commerce has brought tremendous opportunities for businesses, who can seize this opportunity, who will be able to seize the wealth.References[1] Ning Hong Kong. Impact of e-commerce and its impact on traditional accounting [J]. Sun Yat-sen University, 2003, (6)[2]Guo liters. Competitive advantage with the requirements of e-commerce Market Forum 2006 4[3]Qi Ming. E-commerce practical tutorial [M]. Beijing: Higher Education Press, 2000[4]Introduction to E-Commerce / Zhao Yanping editor - Beijing: Central Party School Publishing 2005.11中文译文：浅议电子商务在企业的发展是必然的摘要电子商务是指在利用计算机和互联网络技术的支持下进行的商务活动。
电子商务外文翻译文献
The Strategic Challenges of E-commerceIntroduction11th Century Europe saw the emergence of credit-based banking systemsand f i n ancial instruments such as bills of exchange. These concepts remain withus, in t heir modified form, to this day (Chown, 1994). They underpin all modernforms of commerce. The arrival of information technology (computers and telecommunications) has raised the prospect of radical change to this traditionalmodel.The rise of the Internet (electronic commerce), since the advent of the World Wide Web, has provided an easy to use communication channel for businesses tocontact current and potential customers. The emergence of the Internet as a general communication channel has also given rise to the possibility of widespread electronic commerce. Even though there is still much debate relating to electronic payment for commercial activities, this is clearly an area of growth.It is difficult to say how large the Internet is. Hoffman & Novak (1996) quotea number of surveys (O'Reilly, FIND/SVP , Times Mirror and CommerceNet) which suggest that there are at least 10 million Internet users in the United States alone.The number of computers (hosts) connected to the Internet topped 9.47 million (Network Wizards, 1996) as of January 1996. Note that a single host supportsanywhere from a single user to, in some cases, thousands of users.As of March 21, 1996, 24,347 firms were listed in Open Market's (1996) directory of "Commercial Services on the Net," and there were 54,800 entries inthe "Companies" directory of the Y ah o Guide to WWW (Y ah o , 1996), with thetotal number of Web sites doubling approximately every two months. Jim Clarke, the chairman of Netscape, estimated the Internet has 40 million users in 1995with growth at 8% per month (Clarke, 1995).The Internet is only one aspect of technology. Businesses require information and supporting systems (processes) to handle the data - over time these systems have become computerised (IT). Modern information technology can both support the processes and help capture useful information for the enterprise. These technologies include:anizational support systems, such as workflow and groupware - making businesses more efficient.2.Customer contact databases - helping capture information about customers and facilitate new methods of marketing.3.Electronic payment systems for g o ds and services - these are emerging, although the majority of payments are still based on relatively expensivetraditional cheque clearance.Collectively and individually, these areas will contribute to major changes inthe way a company conducts its business. Enix have coined the term Workware to describe the combination of these technologies.Figure 1 - The emergence of Electronic Commerce will be underpinned by three key c omponentsHowever, there is still widespread misunderstanding on the value of organisational support technology. A recent survey of 437 large enterprises by research company Xephon (1996) indicated that an astonishing proportion (44%) had no immediate intention of introducing modern information handling systems (Groupware was defined by Xephon as Lotus Notes, Microsoft Exchange and Novell GroupWise). Of these, 65% said they were unsure what these technologies could deliver. From these statistics, it is clear many organisations are still sceptical about the benefits of technology.The efficient collection, utilisation, handling, storage and dissemination of information is a vital component of corporate success in the modern business world. However, the gathering and use of information must take into account issues of privacy and security. A recent feature in the Financial Times (1996) notedthat " … in order to thrive in the 1990s, financial services organisations are as much in the business of managing and manipulating information as managing and making money." Furthermore, the interest shown in topics such as TQM andBPR has demonstrated the importance of processes as a fundamental building block.Inevitably a few savvy organizations in each sector will utilise all three components tochange their market or develop new markets. Those who do notadapt quickly to the new ways of working are likely to be disadvantaged as their strategies become redundant. All businesses should investigate the implicationsof these technologies for them and the markets within which they operate.MarketingChampy, Buday and Nohria (1996) argue that the rise of electronic commerce and the changing consumer processes brought about through electronic communities are likely to lead to a new wave of reengineering, mergers and acquisitions. Moreover, organizations may expand into new business areas, takingon roles unforeseen prior to the rise of the Web. For example: a magazinepublisher, Cond Naste, has moved into the travel business; Bill Gates is now an electronic real estate agent; and a recruitment advertising agency, Bernard Hodes, has now become an electronic recruitment company.The emergence of electronic commerce will significantly impact what we currently call‘m arke ting’.Cle arly,the appearance o f electronic communities (Armstrong and Hagel, 1996) implies that marketing professionals must expand their horizons as the advent of this technology will threaten existing channels of business. Those involved in marketing need to understand the full range o f products and services required b y the electronic community. They must learn totake advantage of the technology that allows customers to move seamlessly from information gathering to completion of a transaction, interacting with the various providers of products and services as necessary. A number of interesting questions are implied:1.What kind of information is available for collection? Is it appropriate to gather this information and for what should it be used?2.Are information systems equipped to capture customer information and transactions, making it available for later analysis?3.When dealing with electronic communities, do marketing profe s ionals comprehend the differences? One needs to engage t he customer as part of thetransaction rather than blindly mailing targets.This idea of community has been at the heart of the Internet since its origins as a defence and academic computer network although most communities arestill not particularly oriented toward commerce. However, the World Wide Webhas changed and broadened the nature of the Internet and the way in which commercial transactions are conducted. The CEO of Kodak is alleged to haverem arked that he co uld n’t tell if the Kod ak Web site was a m one y ma ker.But heknew it was important because it was the most personal way of selling since doorto d oo r sale sm e n,o n ly no w the custo m e rs we re kno ckin g o n Ko d ak’s d o o r.Armstrong and Hagel propose four types of non-exclusive electronic communities, those: interested in transactions; sharing common interests; indulging in fantasy games; and with a shared life experience. The busine s opportunity is for those who support and interact with these communities, building customer loyalty on an ongoing basis. By satisfying the requirements ofrelational marketing and transactions, companies may gain important insightsinto their customers’ nature and needs. For example, a baby products company could entice customers to order items from an associated on-line catalogue by providing bulletin boards for new parents.The desire to establish long-term customer relationships with increasingly sophisticated demands has led companies to seek new ways of acquiring,managing and utilising customer information (Peters and Fletcher, 1995).Furthermore, advances in information technology have fundamentally alteredthe channels through which companies and customers maintain their relationships. The capacity to obtain and apply customer information within processes has become a key strategic issue. This often places the company in the position of requiring sensitive personal information from customers.Gummesson (1987, 1994, 1995) views marketing as a set of relationships, networks and interactions and lists 30Rs (relationships) in contrast to McCarthy’s(1981) 4Ps (Product, Price, Place & Promotion). Gummesson highlights the fact that the electronic relationship is not discussed in the marketing literature even though it is practised widely by many businesses. Helinks relationship marketing to the imaginary (similar to a virtual or network) organisation. He argues that by increasingly applying IT, more relationships are established. They create a new type of bond to customers and between employees.The electronic relationship extends beyond the bounds of the organisationinto the market as seen in the example of airline, hotel and car rental reservation systems. Thecommunities established have a re-enforcing effect. These insightsforce us to re-examine traditional theories of economics, systems, organisations, marketing, competition and transaction cost analysis. As the boundaries betweenfirms and markets dissolve, a characteristic of relationship marketing and network organisations, a new image of interaction and business is needed.The importance of information exchange in relationship marketing (particularly using an electronic channel) requires a clear understanding and recognition of the potential problems. Privacy is also an issue - what is private changes from one person to another as well as between different cultures. Those who use the Internet are likely to be better educated and less willing to give information, unless they trust the recipient. Companies need to realise that the only reason they hold information on a customer is because they have a relationship with that customer - something which is not transferable. Those using electronic channels to reach customers are likely to target better educatedand more affluent customers. They need, therefore, to ensure that their customer information systems are appropriate.An understanding of the trust building process is also required. Firms need tomake a feature of their trustworthiness (a unique selling point!). Trust is best developed through processes. Processes tend to be customer facing - within each customer interaction trust is built-up or eroded. Companies must be absolutely clear about the value and intended use of information. Collecting information because it is technically possible (and one day might be useful) is likely to weakentrust development.Hoffman and Novak (1996) assert that the Web heralds an evolution in marketing concepts. In order for marketing efforts to succeed in this new medium, a new business paradigm is required in which the marketing function is reconstructed to facilitate electronic commerce in the emerging electronic society underlying the Web.The "many or any" communication model of the Web (in fact many instancesof many-to-one) turns traditional principles of mass media advertising inside out (a one-to-many model) (Hoffman and Novak, 1994). The application of advertising approaches which assume a passive, captive consumer are redundant on the W eb.Surprisingly, as it is currently evolving, there is little activity aimed at including the consumer in the development of emerging media (Dennis & Pease, 1994). In order to adopt a market orientation, firms must understand their customers and engage in consumer research. Potential customers are most effectively engaged through new conversational marketing approaches.Anecdotal evidence suggests there are two types of customers -‘convenienc e shoppers’and‘explorers’(those str-e s e m tart consum ers whoare happy to surf the Web looking for the best deal or most appropriate product combination). Furthermore, the sheer size of the Web (trillions of documents and growing exponentially) means finding relevant information is becoming moreand more difficult - despite the best efforts of search engines such as Yahoo. Our research suggests that the large proportion of Web users would rather rely on an intermediary (community operator) to sift and select information on their behalf.Web sites not endorsed will require knowledge of the address (URL) and are unlikely to be accessed when similar information, products or services are readily available inside the community.Contributing to the rise of intermediaries are associated issues of privacy,trust andsecurity (Schell, 1996). Whilst there is much discussion on theissues ofInternet privacy and security, in the context of normal business activities, many millions of people trust others with their personal financial information. Examples include ordering over the telephone, passing a credit card to an unknown waiter, even signing direct debit mandates. If an error occurs in these types of transactions we trust the service provider to correct the error. So why is it that weexpect the Internet to support a level of trust and security which we do not observe in everyday life?There is no reason why similar trust relationships cannot be established in electronically mediated discussions. If anything, it becomes easier for an individual (or group of individuals) to seek retribution on those that break therules within an electronic c ommunity. Evidence of this can be found in the tendency to attack those that try to advertise on academic discussion groups(mail bombs) and community policing against pornographers in the Netherlands.Marketeers must reconstruct their advertising models for the interactive, consumer controlled medium. The traditional customer loyalty ladder (Suspect, Prospect, Customer, Client, Partner, Advocate) is still applicable, but now operatesin a different fashion. The first three stages are often instantaneous in electronic commerce. The transition from customer to advocate relies on loyalty earned through trust. The instantaneous nature of the Internet makes this more difficult.Communicating Across The Value ChainIt should be recognized that processes are not confined within one organization - they cross the value chain as demonstrated by the following example. Steinfield, et al (1995) describe a large, multinational, electrical appliance and consumer electronics manufacturer that used France Te le com’s Telnet system to support EDI-like c onnections to approximately 10,000 separateretailers and independent service engineers throughout France (accessed through Minitel terminals). The ubiquitous Telnet service and the commercial applications which emergedto exploit it, provide insights into the developmentof commerce on a world-wide Internet.The after-sales service subsidiary of this manufacturer provided replacement parts and training to its widely dispersed customer base. The Telnet system permitted electronic transactions, even with the smallest trading partners. Through the use of on-line ordering, coupled with courier service for rapiddelivery, the firm was able to eliminate regional parts warehouses and reduce the average repair time from two weeks to two days. In the past, service engineers waited until they had a sufficient need for parts before driving to a regional warehouse. Once the system was implemented, they used the Telnet based "just-in-time" stocking practice for replacement parts.Moving to a centralised warehouse reduced the need for replicated inventories and extra personnel around the country, creating substantial savings. Moreover, service engineers were further bound-in following the introductionofa revenue producing, expert system-based, training application. Technicians connected to the expert system which asked a series of questions designed to diagnose the fault and indicate the repairs needed.。
电子商务参考文献
电子商务参考文献电子商务是指通过互联网等电子手段进行商业活动的一种商业模式。
它已经成为了现代企业发展的重要方式，为企业带来了巨大的商机和发展空间。
在电子商务的发展过程中，有许多重要的文献被引用和参考，本文将介绍一些经典的电子商务参考文献。
1. Porter, M. E. (2001). Strategy and the Internet. Harvard Business Review.迈克尔·波特是战略管理领域的著名学者，他在这篇经典的文章中强调，互联网并非一个威胁，而是一个改变商业规则的机会。
文章提出了互联网给各行业带来的竞争优势机会，并以5个力量模型来分析企业在互联网时代的竞争策略。
2. Hoffman, D. L., & Novak, T. P. (1996). Marketing in hypermedia computer-mediated environments: Conceptual foundations. Journal of Marketing, 60(3), 50-68.霍夫曼和诺瓦克是互联网营销领域的重要学者，他们的文章对电子商务中的市场营销进行了深入研究。
文章概括了电子商务环境中的市场特点，提出了网络媒体环境中的互动和个性化定制的特点，为企业在网络营销中提供了指导。
3. Rayport, J. F., & Sviokla, J. J. (1994). Managing in the Marketspace. Harvard Business Review.雷波特和斯维奥克拉是电子商务战略领域的重要学者，他们的文章讨论了电子商务对市场的影响和企业管理的变革。
文章强调企业需要从传统的市场到互联网时代的市场空间进行管理转变，并提出了一些实践指导和策略建议。
4. Li, T., & Li, X. (2011). Information technology and firm profitability: Mechanisms and empirical evidence. MIS Quarterly, 35(4), 1167-1188.李彤和李旭是电子商务领域的重要学者，他们的文章通过实证研究揭示了信息技术对企业盈利能力的影响机制。
电子商务英文参考文献
The Development of E-commerceA perfect marketMay 13th 2004From The Economist print edition E-commerce is coming of age, says Paul Markillie, but not in the way predicted in the bubble yearsWhen the technology bubble burst in 2000, the crazy valuations for online companies vanished with it, and many businesses folded、The survivors plugged on as best they could, encouraged by the growing number of internet users、Now valuations are rising again and some of the dotcoms are making real profits, but the business world has become much more cautious about the internet’s potential、The funny thing is that the wild predictions made at the height of the boom—namely, that vast chunks of the world economy would move into cyberspace—are, in one way or another, coming true、The raw numbers tell only part of the story、According to America’s Department of Commerce, online retail sales in the world’s biggest market last year rose by 26%, to $55 billion、That sounds a lot of money, but it amounts to only 1、6% of total retail sales、The vast majority of people still buy most things in the good old “bricks-and-mortar” world、But the commerce department’s figures deal with only part of the retail industry、For instance, they exclude online travel services, one of the most successful and fastest-growing sectors of e-commerce、InterActiveCorp (IAC), the owner of expedia、com and hotels、com, alone sold $10 billion-worth of travel last year—and it has plenty of competition, not least from airlines, hotels and car-rental companies, all of which increasingly sell online、Nor do the figures take in things like financial services, ticket-sales agencies, pornography (a $2 billion business in America last year, according to Adult Video News, a trade magazine), online dating and a host of other activities, from tracing ancestors to gambling (worth perhaps $6 billion worldwide)、They also leave out purchases in grey markets, such as the online pharmacies that are thought to be responsible for a good proportion of the $700m that Americans spent last year on buying cut-price prescription drugs from across the border in Canada、And there is more、The commerce department’s figures include the fees earned by internetauction sites, but not the value of goods that are sold: an astonishing $24 billion-worth of trade was done last year on eBay, the biggest online auctioneer、Nor, by definition, do they include the billions of dollars-worth of goods bought and sold by businesses connecting to each other over the internet、Some of these B2B services are proprietary; for example, Wal-Mart tells its suppliers that they must use its own system if they want to be part of its annual turnover of $250 billion、So e-commerce is already very big, and it is going to get much bigger、But the actual value of transactions currently concluded online is dwarfed by the extraordinary influence the internet is exerting over purchases carried out in the offline world、That influence is becoming an integral part of e-commerce、To start with, the internet is profoundly changing consumer behaviour、One in five customers walking into a Sears department store in America to buy an electrical appliance will have researched their purchase online—and most will know down to a dime what they intend to pay、More surprisingly, three out of four Americans start shopping for new cars online, even though most end up buying them from traditional dealers、The difference is that these customers come to the showroom armed with information about the car and the best available deals、Sometimes they even have computer print-outs identifying the particular vehicle from the dealer’s stock that they want to buy、Half of the 60m consumers in Europe who have an internet connection bought products offline after having investigated prices and details online, according to a study by Forrester, a research consultancy (see chart 1)、Different countries have different habits、In Italy and Spain, for instance, people are twice as likely to buy offline as online after researching on the internet、But in Britain and Germany, the two most developed internet markets, the numbers are evenly split、Forrester says that people begin to shop online for simple, predictable products, such as DVDs, and then graduate to more complex items、Used-car sales are now one of the biggest online growth areas in America、People seem to enjoy shopping on the internet, if high customer-satisfaction scores are any guide、Websites are doing ever more and cleverer things to serve and entertain their customers, and seem set to take a muc h bigger share of people’s overall spending in the future、This has enormous implications for business、 A company that neglects its website may becommitting commercial suicide、A website is increasingly becoming the gateway to a company’s brand, products and services—even if the firm does not sell online、A useless website suggests a useless company, and a rival is only a mouse-click away、But even the coolest website will be lost in cyberspace if people cannot find it, so companies have to ensure that they appear high up in internet search results、For many users, a search site is now their point of entry to the internet、The best-known search engine has already entered the lexicon: people say they have “Googled” a company, a product or their plumber、The search business has also developed one of the most effective forms of advertising on the internet、And it is already the best way to reach some consumers: teenagers and young men spend more time online than watching television、All this means that search is turning into the internet’s next big battleground as Google defends itself against challenges from Yahoo! and Microsoft、The other way to get noticed online is to offer goods and services through one of the big sites that already get a lot of traffic、Ebay, Yahoo! and Amazon are becoming huge trading platforms for other companies、But to take part, a company’s products have to stand up to intense price competition、People check online prices, compare them with those in their local high street and may well take a peek at what customers in other countries are paying、Even if websites are prevented from shipping their goods abroad, there are plenty of web-based entrepreneurs ready to oblige、What is going on here is arbitrage between different sales channels, says Mohanbir Sawhney, professor of technology at the Kellogg School of Management in Chicago、For instance, someone might use the internet to research digital cameras, but visit a photographic shop for a hands-on demonstration、“I’ll think about it,” they will tell the sales assistant、Back home, they will use a search engine to find the lowest price and buy online、In this way, consumers are “deconstructing the purchasing process”, says Professor Sawhney、They are unbundling product information from the transaction itself、It is not only price transparency that makes internet consumers so powerful; it is also the way the net makes it easy for them to be fickle、If they do not like a website, they swiftly move on、“The web is the most selfish environment in the world,” says Daniel Rosensweig, chief operatingofficer of Yahoo! “People want to use the internet whenever they want, how they want and for whatever they want、”Yahoo! is not alone in defining its strategy as working out what its customers (260m unique users every month) are looking for, and then trying to give it to them、The first thing they want is to become better informed about products and prices、“We operate our business on that belief,” says Jeff Bezos, Amazon’s chief executive、Amazon became famous for books, but long ago branched out into selling lots of other things too; among its latest ventures are health products, jewellery and gourmet food、Apart from cheap and bulky items such as garden rakes, Mr Bezos thinks he can sell most things、And so do the millions of people who use eBay、And yet nobody thinks real shops are finished, especially those operating in niche markets、Many bricks-and-mortar bookshops still make a good living, as do flea markets、But many record shops and travel agents could be in for a tougher time、Erik Blachford, the head of IAC’s travel side and boss of Expedia, the biggest internet travel agent, thinks online travel bookings in America could quickly move from 20% of the market to more than half、Mr Bezos reckons online retailers might capture 10-15% of retail sales over the next decade、That would represent a massive shift in spending、How will traditional shops respond? Michael Dell, the founder of Dell, which leads the personal-computer market by selling direct to the customer, has long thought many shops will turn into showrooms、There are already signs of change on the high street、The latest Apple and Sony stores are designed to display products, in the full expectation that many people will buy online、To some extent, the online and offline worlds may merge、Multi-channel selling could involve a combination of traditional shops, a printed catalogue, a home-shopping channel on TV, a phone-in order service and an e-commerce-enabled website、But often it is likely to be the website where customers will be encouraged to place their orders、One of the biggest commercial advantages of the internet is a lowering of transaction costs, which usually translates directly into lower prices for the consumer、So, if the lowest prices can be found on the internet and people like the service they get, why would they buy anywhere else?One reason may be convenience; another, concern about fraud, which poses the biggest threat to online trade、But as long as the internet continues to deliver price and productinformation quickly, cheaply and securely, e-commerce will continue to grow、Increasingly, companies will have to assume that customers will know exactly where to look for the best buy、This market has the potential to become as perfect as it gets、。
电子商务专业外文文献
本科毕业论文外文文献及译文文献、资料题目：CUSTOMER RELATIONSHIPMANAGEMENT文献、资料来源：加勒斯特经济学院文献、资料发表（出版）日期：2000.3.25院（部）：专业：班级：姓名：学号：指导教师：翻译日期：外文文献：CUSTOMER RELATIONSHIP MANAGEMENT1. IntroductionIn the last decade, the majority of the companies were preoccupied with production, recession, mergers, new technologies and business regulation. Romania’s accession in the European Union will bring many advantages for further development, together with membership in a Common Market with common policies on product regulation, and freedom of movement for all the four factors of production (goods, services, capital and labor). This means that Romanian companies will compete with other companies from the EU directly in their home market. European companies are more flexible and mobile and will put a high pressure on the local companies in order to produce better products, launch better offers and services and orientate more towards their customers. High revenue equals important customer is a classic rule when the company organises its customer policy. “An important customer brings a gross amount of money for our enterprise” has become a reflex for many companies a broad and perhaps in Romania, too. But is this always true, or do we need more information than a simple figure reported at the end of the year?2. Marketing information systemA winning company is more productive in acquiring and retaining customers, to expand its clientele (Kotler, 2003). This company improves the value of the customers by reducing the rate of defection, increasing the longevity of customer Management & marketing relationship, making low-profit customers more profitable or terminating them etc. Gathering information on the actual or potential marketplace not only allows the organisation to monitor trends and issues concerning its current customers, but also helps it identify and profile potential customers and new markets, to keep track of its competition, their strategies, tactics and future plans (Brassington and Pettitt,2003). In order to collect and organize a high quantity of diverse information, the enterprises started to build marketing information systems. There are, mainly, a set of procedures and methods by which pertinent, timely and accurate information is continually gathered, sorted, analysed, evaluated, stored and distributed for the use of marketing decisionmakers (Zikmund and D´Amico,1993). The marketing information system includes data from external and internal sources (sales records, customer records, marketing communications, and sales force information). The focus on the customer and the integration of the marketing function helps the company to create customer databases with comprehensive information about individual customers or prospects.3. Customer relationship managementCustomer Relationship Management has been around for the last 30 years, but it became very important when companies changed their attitude towards marketing function. Nowadays, the cross-functional approach to marketing requires an organizational culture and climate that encourages collaboration and cooperation between departments. People within the business must understand their role in serving customers, internal or external one. CRM builds on the principles of relationship marketing and recognizes that customers are a business asset and not simply a commercial audience, implies the structuring of the company from functions to processes, information are used proactively rather than reactively and develops the ne-to-one marketing approaches (Payne, 2006).When defining CRM, we must first explain the difference between customer acquisition and customer retention. The two concepts have different drivers. Attracting customers has become very difficult these days, when people are harder to please. They are smarter, price conscious and sensitive, more demanding, less forgiving, and they are approached by many more competitors with equally good or better offers (Kotler,2003). Companies focus more on sales analysis, customer segmentation, advertising, merchandising and campaign management. The more difficult part is keeping the customers. According to Bruhn, a customer is satisfied when the comparison between offer and consumption fulfils his/her expectations, after he/she accepts the company, trusts it and exhibits a positive attitude towards it, becomes loyal to that company. In this situation, the customer talks favourably about the company and about its products, pays less attention to competing brands and is less sensitive to price, which turns transactions into routine (Bruhn, 1999). With customer retention, the company must pay attention to service satisfaction and trust in Customer relationship management the organization and its staff. Some companies believe that if a customer complaints the problem will be solved, but 96% ofunsatisfied customers don’t complain and go to another company. Therefore, Customer Relationship Management is the mechanism for retaining customers (Russell-Jones, 2003). Mainly CRM allows the company to understand who their customer is, isolate the best customer (those with whom you desire to have long-standing relationships), create relationships stretching over time and involving multi-interactions, manage the relationship to mutual advantage, seek to acquire more of those “best” customers. Inputs like marketing strategy, customer base, products, and regulation, competitors and staff skills are synthesized in a CRM programme which creates outputs as customer service, customer retention, higher share of wallet, customer referral, more predictable revenues streams, improved profitability, lower costs and better compliance (Russell-Jones, 2003).4. Developing a strategy in customer relationship managementBecause CRM is a cross-functional activity and large companies have thousands and millions of customers, the need for a strategic framework is very high. The dimensions of a CRM strategy are mainly focused on defining the following topics:- object of the customer relationship management – the company has three options: focusing on the company itself, on a brand or on the distributor;- target segment – the company usually sets priorities between different customer segments, it defines strategic customers based on the portfolio analyses, factors as revenue, length of the relationship, income, collaboration with the customer. These are its analysis criteria;- ways of retaining the customers –customers’ satisfaction is in the centre of all the decisions, but customers retention can also become a central issue through contractual clauses, such as service, leasing and warranty;- choosing the instruments of CRM – the company combines the instruments of the 4P´s with focus on the customer;- intensity and timing of the CRM decisions –show when and how should the company introduce different instruments; programmes can last from one day to one week, or from three month to two years;- cooperation within the CRM programme – sometimes the company must cooperate with other partners from the distribution channel, mainly between producer and wholesaler and retail.5. Instruments of customer relationship managementThe communication policy plays an important role in the instruments mix. It follows two objectives: first, to build a permanent dialogue with the customer in order to stabilize or change its expectations, and second, to counteract influences after consumption. The main CRM instruments within the communication policy are: Direct-Mail is material distributed through the postal service to the recipients’ home or business address to promote a product or service. In CRM the mailed issue can vary from a simple letter to a catalogue, and its sending will always occur at a particular moment in customer’s life (birthday, invitation for an event). It must incorporate sticky gadgets to increase their chances of being opened and read; Newsletters are distributed to customers for free and contain information about new products, offers for special events and others; Fidelity cards (store cards) are an important tool in gathering information about customer behaviour. By accumulating points of fidelity, the customer can benefit from different special offers; Clients club designates a concept which has grown in parallel with the fidelity cards. Its main forms are VIP-Club, Fan-Club, Product-Interest-Club, and Lifestyle-Club. The club represents an opportunity for the company to make offers in accordance with the social status, acceptance, prestige and expectations of its customers;Telemarketing allows companies to undertake marketing research and is highly measurable and accountable; the number of positive and negative responses are easily recorded and monitored. It provides for interaction, is flexible and permits immediate feed-back. Online-marketing includes many forms such as on-line advertising, on-line sales promotions, on-line direct marketing, on-line public relations, one-line personal selling. The medium used is the internet and the main instrument is the email. Virtual promotions are cheaper than hard copy versions, but the challenge is to drive traffic to your company’s Web site. Event-marketing takes place in three main areas: the product (here, it focuses on increasing sales), the corporation (for developing a corporate body) and the community (to make a difference in the life of the local community) (Bruhn, 1999& Fill, 2002).The price policy can be thought about in various ways when building a CRM programme: discounts for special customers, underselling or matching competitors, loyalty refunds, bundling items together and offering overall prices. Although price is not a measure of inherent value received, it is often used by customers as a benchmark, ignoring any other features or differences.Key factors in the product policy are the product itself, with quality, design, technical features, packaging and service management which includes lifelong warranty, price warranty or a customer telephone line. An active management in the distribution policy can focus on the customer or on the distribution channel. The producer evaluates the activity of the distribution partner and Customer relationship management intervenes when needed. The focus on the customers is realised through a Key Account Management which develops programmes for special customers.6. Customer relationship management in financial servicesFinancial services differ from many other industries. This can be seen particularly in Romania, where 40 commercial banks fight for a population of 21 million citizens. They cover the whole spectrum of customers from individuals to partnerships, institutions, corporations and governments. As a result, it can be very difficult to focus on single markets. Customers are often in two positions: they may have a deposit and savings accounts, but also loans and overdrafts. They are very service focused, they sell only intangibles. Financial services require processing billions of transactions worldwide and they are one of the heaviest regulated industries in the world (Rusell-Jones, 2003).The customers in the financial services are better informed, are switching channels, and seem to be more demanding of service, and used to change. The market is also highly competitive and new entrants are coming with diverse products and approaches.The industry of financial services in Romania has a very high potential and registers every year high growth rates. Till now, the location in a major city of the country with a population around 300.000 people was an advantage of the business and a success factor. Now the battlefield has moved in the small towns. The competition became tougher; banks began to develop and to introduce new products. Some experts say that a weakness of the banking sector is market segmentation. There is lots of information about customers, but it seems that banks prefer to focus on clients with large savings accounts. The main banks in Romania, as BRD, BCR, ING, and HVB-Tiriac announced for the year 2005 an increase in the number of the private banking clients. These are mainly customers with accounts between 50.000 and 100.000 Euros, they benefit of private consultancy, special interest rates, commissions, and special insurances. Customers have also a word to say about their bank. A market study made by DeadalusConsulting revealed that the customer profile for banking services is: person aged between 45-55 years, with higher or middle education. The most utilized service is the bank card for salaries payment (32,6%). Next, savings accounts (10,2%), credits for personal needs (11,1%), credits for buying electronics (9,2%) and auto leasing. The best grades were received by Raiffeisen Bank (8,83), BCR (8,58) and BRD Societe Generale (8,57). A customer’s criteria when choosing a bank are the trust in the bank, the environment in the branch, the quality of the staff, the advice they receive, the best interest rate they can receive, the information about the credit costs, and the conditions for obtaining a credit. A successful service provided by the majority of the banks is internet banking. It allows clients to save time and money, without going to the bank, 24 of 24 from inside or abroad. The access is free of charge or very cheap, and includes all kinds of activities from money transfer, payment orders, currency exchange, payment of current bills, external payments etc. The rate of penetration is still low, ranking between 10% and 30% of the customers in one middle bank.7. ConclusionsRomanian companies must focus in the future on the Customer Relationship Management and try to turn a “susceptible” client into a “partner”, to transform people who once needed their product/service, or occasional business partners into supporters and advocates and, eventually, into loyal partners that “sell” on the behalf of the company. Companies must create a permanent dialogue with their customers, and fight for them, because the clientele is not given for free. Customers that were price sensitive show now a higher interest in quality, service and behaviour of staff, and a company which concentrated on a price strategy should check how prepared its rivals are for a competition in the aforementioned fields. Customer Relationship Management increases its flexibility and adaptability to the market, in a world of capricious clients.中文译文：客户关系管理1.介绍在过去的十年中，大多数企业正在忙于生产，经济衰退，合并，新技术和商业管理。
电子商务参考文献
电子商务参考文献随着互联网的蓬勃发展和技术的迅速进步，电子商务在世界范围内正在成为一种日益重要的商业模式。
电子商务的兴起不仅深刻地改变了我们的生活方式，也对传统商业模式带来了革命性的冲击。
为了更好地理解和掌握电子商务的发展趋势、挑战和机遇，许多学者和专家们进行了大量的研究，并出版了一系列的参考文献。
本文将介绍一些有关电子商务的经典参考文献，以供学者和从业者参考。
1. Internet Marketing: Strategy, Implementation, and Practice（互联网营销：战略、实施与实践）作者：Dave Chaffey出版年份：2019年这本书是互联网营销领域的经典之作，全面介绍了互联网营销的策略、实施和实践。
书中涵盖了众多互联网营销的关键概念和技术，如搜索引擎优化（SEO）、社交媒体营销和内容营销等。
对于电子商务从业者来说，这本书是一本不可或缺的指南，可帮助他们构建有效的互联网营销策略。
2. E-commerce 2019: Business, Technology, and Society（2019年电子商务：商业、技术与社会）作者：Kenneth C. Laudon, Carol Traver出版年份：2019年这本书定位于大学本科和研究生的教材，全面介绍了电子商务的商业、技术和社会方面。
作者通过案例研究和实地调研，深入探讨了电子商务的发展趋势、商业模式、电子支付、安全性和隐私等重要话题。
对于对电子商务进行研究或者希望了解电子商务的学者和从业者来说，这本书是一本权威的参考资料。
3. Electronic Commerce: A Managerial and Social Networks Perspective （电子商务：管理和社交网络视角）作者：Efraim Turban, David King, Jae Kyu Lee, Ting-Peng Liang, Deborrah C. Turban出版年份：2015年这本书从管理和社交网络的视角，探讨了电子商务的关键问题和新兴趋势。
电子商务毕业外文文献(本科)
本科毕业论文外文文献及译文文献、资料题目：Distribution to users from alogistics base shipping method 文献、资料来源:网络文献、资料发表（出版)日期:2012。
7院（部）：商学院专业: 电子商务班级：姓名：学号：指导教师：翻译日期：外文文献：Distribution to users from a logistics base shipping methodAbstract: Logistics is the company's 'third profit source'，while at the end of the logistics of distribution, logistics and economic efficiency has to improve, optimize，improve the logistics system，improve service, reduce costs and other functions in the logistics system to occupy an important position。
Keywords：Efficient Logistics And Distribution Trends Of The Importance Of Features Distribution of transport and other logistics activities，or constitute a combination of integrated logistics services activities。
Distribution of the 'distribution’ includes the requirements of the order by the user，sorting，picking, loading, storage, handling and other activities, one of the 'free' in the transport process is in the 'secondary transport’, ’Feeder' or 'transport terminal', starting and ending point of the logistics base to the user。
电子商务外文翻译文献
文献信息：文献标题：ELECTRONIC COMMERCE（电子商务）国外作者：Đerić Slavko文献出处：《Economics》,2017,4字数统计：英文2060单词，11447字符；中文3455汉字外文文献：ELECTRONIC COMMERCESUMMARY Electronic commerce can be defined in different ways. Any definition helps to understand and explain that concept as better as possible. Electronic commerce is a set of procedures and technologies that automate the tasks of financial transactions using electronic means. Also, according to some authors, electronic commerce is defined as a new concept, which is being developed and which includes process of buying and selling or exchanging products, services or information via computer networks, including the Internet. Electronic commerce is not limited just to buying and selling, but it also includes all pre-sales and after-sales ongoing activities along the supply chain. Introducing electronic commerce, using the Internet and Web services in business, realizes the way to a completely new type of economy—internet economy.Keywords:electronic commerce, development, purchase, sale, economy, InternetINTRODUCTIONToday, development of modern means of communication, especially electronic, which radically change the existing power relations and the power on the global market, have a significant role in more evident process of globalization. The magnitude of impact of the development of communication and information resources on the world economy may be implied by the fact that it goes into traditional laborintensive activities, where before there were not opportunities for the application of modern information technology.Managers of large companies, as well as small and medium-sized enterprises, need to understand first of all the importance, as well as many advantages that use of modern digital technology enables them in the creation of new business ideas and their realization. In the new digital era the benefits and opportunities of e-business represent a significant potential that should be used in the best and the most efficient way. Thanks to the internet there are some changes in the way of business, geographical boundaries are disappearing, language barriers and currency restrictions are being bowed down.ELECTRONIC COMMERCEToday’s way of doing business is completely changed, mostly thanks to the Internet. E-commerce has a great role in the process of globalization and in the development of modern means of communication, especially electronic, by radically changing the existing power relations and the power on the global market. In modern business there is a transition from mechanical to electronic phase of business. Besides the technological aspect it is necessary to emphasize the economic aspect and define e-commerce as a new market that offers new types of goods and services, such as digital products through digital processes. Sellers of physical goods are also being included in digital processes, such as on-line ordering, market research and payment, which are the parts of the new market.Electronic commerce is the exchange of business information, maintaining business relationships, and conducting business transactions between different organizations via telecommunication networks and is more than a set of Internet technologies.E-commerce can be viewed from the narrower and wider point of view. In the narrow sense electronic commerce involves buying and selling through the Internet, and in a broader sense it includes the exchange of business information, maintaining business relationships, and conducting business transactions by means oftelecommunications networks. In fulfilling tasks it uses electronic communication media such as the Internet, extranets, e-mail, database and mobile telephony. Electronic commerce includes several activities such as electronic sales and purchases of goods and services, online delivery of digital content, electronic funds transfer, public procurement, direct consumer marketing and other after-sales services. The basis of e-business is often called a fully digital business and it contains three components: product, process and participants, which have two components, physical and digital. Everything that can be sent and received via the Internet is considered to be a digital product.Electronic commerce creates new markets and economic activities, which are characterized by rapid information processes and market dynamics. Electronic networks provide the infrastructure for collecting and disseminating information. They also serve as a new channel for the sales, promotion of products and services delivery. Moreover, network integrate information for managing business activities at all levels of the company and provide new electronic connections with customers and partners in the supply chain. An increasing number of activities that add value to the economy take place in cyberspace through globally connected electronic networks. The Internet has expanded the premises to which companies reach. Managers can detect a greater number of business opportunities due to obtaining many additional business information from the Internet.ELECTRONIC MARKETMilicevic (2002) states that the Internetand new information technologies are leading to restructuring of markets on a global level and some industrial and service sectors. As well as on traditional (physical) market, also in electronic market, customers and sellers exchange goods and services for money or other goods or services, but only electronically. Electronic market uses electronic transactions leading to a new way of distribution of products and services to ultimate consumers. Electronic market means a place where electronic commerce is conducted, that is to say a network of interactions and communication where the information, products,services and payments are exchanged. In recent years, electronic market is gaining importance in the modern way of doing business. When it comes to e-business, business center is a network based on the locations where there are customers, sellers and other participants and they all find each other electronically and do business so.MODELS OF ELECTRONIC COMMERCEThere are many models of electronic commerce that vary according to the relations which exist between participants in trade (companies, customers, employees, government). Some of the models are: B2B, B2C, B2E, C2C, C2B, but lately there are also more complex forms that are created as a combination and updating of existing models such as B2B2C and C2B2C.B2B (Business to Business) is the automated exchange of information between different organizations;B2C (Business to Consumer) means the sale of goods and services to end consumers;B2E (Business to Employee) is a model which is also known as Intranet, or the Web site that gives products or information to employees;C2B (Consumer to Business) is a model where the consumer requests a product or service from the seller;C2C (Consumer to Consumer) is a model in which customers sell to each other;B2B2C (Business to Business to Consumer) is a model that is realized using B2B model that supports the company’s operations on the model of B2C;C2B2C (Consumer to Business to Consumer) is a model that connects consumers using on-line company as an intermediary.LEGAL ISSUES SPECIFIC TO ELECTRONIC COMMERCEThe most important legal issues specific to e-commerce are: assigning domain names, tax collection from incomes generated electronically and intellectual property protection. When assigning Internet addresses or domain names, problems arise when several companies that have similar names compete around the domain. The problemis solved in court or before an international arbitration system. Federal, state and local authorities are trying in every way to calculate how to get a share of revenue generated electronically. The problems are particularly prominent in international trade, when the question is where you need to pay a tax for a business license, income tax, value-added tax, the annual income tax and the like, as well as who controls the charge. Protection of software and other intangible creations is difficult to be implemented over the Web, which is why the issues of copyright and protection of intellectual property are subjects of frequent discussions. One solution might be a tax that is unique to the Internet, the so-called “bit tax”. The idea of this tax is based on the fact that each bit that travels through the network represents a subject to taxation at a rate that is unique. It could be collected in telephone exchanges or at the service provider and to be submitted to the competent tax authorities. However, such a tax would not take account of the nature of the information or goods that are purchased. The largest amount of bits on the Internet belongs to the children’s video games which are in most countries, wheree-business is developed, tax-exempt or taxed at the lowest rate. It is also unclear which government would take over the tax that is a result of cross-border data flow. Besides safety problems, the problem of unclear model of taxation of commercial transactions on the Internet certainly inflicts great torments to fiscal experts worldwide.ADV ANTAGES AND DISADV ANTAGES OF ELECTRONIC COMMERCE The main characteristic of e-commerce is a profound and very rapid change in the way trade is conducted. Today, e-commerce has many advantages over traditional conducting commercial transactions. Extensive use of e-commerce leads to new advantages. A set of interactive, content-rich and personalized messages can be delivered tospecifically selected consumers to increase sales. Today companies have a lot more information than before, which allows them to take advantage of this information as efficiently as possible, to segment the market and to adapt their products or services to potential customers or service users as well as possible.The impact of e-commerce is especially expressed in industries engaged in theproduction of computers, software and computer equipment and other elements necessary for realization of e-commerce. E-commerce has enabled companies to choose suppliers all over the world regardless of their geographical location, and to sell and market their products or services anywhere in the global market.Compared to traditional commerce the advantages of Internet commerce are numerous because properties are not necessary, as well as window dressing, sales staff is reduced to a minimum, there is a possibility of selling around the world, instant communication, presentation of interactive multimedia catalog that can provide the information that the customer wants (there is no classic catalog and postal shipping), promotion is much cheaper, it is easier to achieve publicity on the internet, there are more opportunities to adapt to customer needs, and with allthat the customer is enabled easier purchases carried out from an armchair, with no time limit (nonstop) ,without affecting the sales staff in the decision-making and various other benefits. Due to the complexity of the system of electronic trade problems in the sale or purchase over the Internet may occur. Problems refer to the fact that many potential customers still do not have Internet access or do not use it, some do not have fast Internet connection, online purchase involves a lot of confidence, privacy is compromised and there is a problem of the actual existence of stores on the Internet. Internet is a public network that is accessible to everyone, and because of that there is a possibility that someone monitors comunication without authorization and to abuse it later. Because of these reasons, it is necessary to find mechanisms that will ensure the protection of information, information integrity, and their authenticity. Cryptography is the science that deals with methods of maintenance of the confidentiality of information and which has its own features such as encryption, decryption and key. Defining and verifying the identity of the sender is achieved by using digital signatures and certificates. The purpose of the digital signature is authentication of the message content, as well as provision of guarantee of identity of the sender of the message.CONCLUSIONWith the advent of the Internet a lot has changed in terms of business and trade. Once the operating was based on the principle of face-toface, but now with the advent of the Internet participants in trade do not need to know, nor meet and see each other. With the advent of e-commerce there are no more geographical borders, nor language barriers and currency constraints. In modern business there is a transition from mechanical to electronic phase of business, which leads to more rapid penetration of technical progress in trade. It comes to development of electronic stores, which have significant benefits for end consumers, but there are new problems related to payments and the security of transactions carried out in this way. E-commerce and e-business are becoming inevitable everyday. Paper, pencil, stamp and other equipmentare replaced by computer and the Internet, thanks to which it is much easier and better to conduct an increasing number of business transactions. Online purchase and e-commerce are developing very fast, thus opening up new business opportunities, which affects an increase in productivity, reduction of costs and faster capital turnover. E-commerce creates employment opportunities, stimulates economic growth, investment in innovations, new technologies and knowledge, which contributes to the emergence of new operators in the market.中文译文：电子商务摘要电子商务可以用不同的方式进行定义。
电子商务外文文献
电子商务外文文献Title: E-commerce: A Review of the Literature and Perspectives for Future ResearchE-commerce, or electronic commerce, has become a fundamental aspect of business and economic activity in the globalized digital age. The交易研究领域的一个重要组成部分。
在这个日益数字化的时代，电子商务已经成为全球商业和经济活动的一个重要组成部分。
本文旨在回顾和分析电子商务领域的研究现状，探讨未来可能的研究方向和挑战。
The literature on e-commerce has been extensive, covering a range of topics from online retailing to global supply chain management. The Journal of Electronic Commerce in Organizations (JECO) and Journal of Electronic Commerce Research (JECR) are two of the leading journals in the field, publishing high-quality research on various aspects ofe-commerce. Additionally, several books and conference proceedings provide valuable insights into the development and evolution of e-commerce.E-commerce research has examined the impact of technology on business processes, explored innovative business models, andanalyzed the role of e-commerce in global trade and development. The literature has addressed a range of important issues, including security and privacy, electronic payment systems, and the impact of social media on e-commerce.Despite the significant progress made in e-commerce research, several areas for future exploration remn. These include the development of new e-commerce technologies, such as blockchn and artificial intelligence, and their potential impact on global trade and supply chns. Additionally, research on the role of e-commerce in sustnable development, particularly in terms of environmental sustnability and social inclusivity, represents an important area for future investigation.In conclusion, e-commerce has become a fundamental aspect of business and economic activity in the digital age. The literature on e-commerce has provided valuable insights into its development and evolution, but there remn several areas for future exploration. Future research should address these unexplored areas and contribute to the development ofe-commerce as a transformative force in global trade and development.商学院电子商务外文文献Title: E-commerce in Business Schools: A Critical Analysis of Curriculum, Teaching Methods, and Future TrendsThe rise of e-commerce in recent years has revolutionized business education, with business schools across the globe scrambling to keep up with the latest trends and prepare students for the digital economy. This article delves into the world of e-commerce education in business schools, exploring curriculum, teaching methods, and predicting future trends. E-commerce has become an integral part of modern business, and business schools are responding to this trend by incorporating e-commerce courses into their curriculum. The primary objective of these courses is to provide students with a comprehensive understanding of the e-commerce industry, including the latest trends, tools, and techniques. In addition to fundamental topics such as online marketing and web design, today's e-commerce courses also cover more specialized topics such as cloud computing, big data analysis, and social media marketing.Business schools are adopting a variety of teaching methods to impart knowledge on e-commerce, ranging from traditional classroom lectures to more innovative hands-onbs and simulations. These experiential learning opportunities allow students to gain practical experience in real-world settings, providing them with a deeper understanding of the dynamics and challenges of the e-commerce industry.With the continuous evolution of the internet and e-commerce landscape, it is essential to track and predict future trends in this field. Business schools are playing a crucial role in this regard by staying abreast of industry developments and incorporating relevant content into their courses. The trend towards more personalized and interactive learning experiences is likely to continue, with business schools tloring their teaching methods to suit the needs of individual students. Additionally, the integration of technology into every aspect of business will continue to drive changes in e-commerce education, with an increasing focus on areas such as cybersecurity and artificial intelligence.In conclusion, business schools have responded to the rise of e-commerce with a comprehensive approach that includes updating curriculum, adopting innovative teaching methods, and predicting future trends. However, there are still challengesahead, such as keeping up with the rapidly changing landscape and providing all students with equal opportunities to access e-commerce education. By continuing to adapt and innovate, business schools can help shape a brighter future fore-commerce and prepare students to thrive in the digital economy.电子商务外文翻译文献电子商务的发展及其影响：外文翻译文献随着全球互联网的迅速普及，电子商务在全球范围内得到了前所未有的发展。
电子商务简介外文翻译文献
电子商务简介外文翻译文献(文档含英文原文和中文翻译)原文：Electronic commerceElectronic commerce, or the electronics trade, or the electronic business is regarded as a new kind of rising business model which will bring about profound influence on social economy. And it can be said as the important function in the social development of the world-wide locations. It represents the current of the world trade in late of 21 centuries.1). What is the electronic commerce?Electronic commerce point is through the teleportation method to carry on the business data's exchange with the numerical form and on-line business ually, electronic commerce can be divided into dichotomouslayers:The first is a low level electronic commerce, namely electronic business intelligence report, the electronic bargain and electronics contract.The second one is a high electronic commerce, including all kinds of business activities which ask for helping Internet's be engaged ins, from searching the customer, the business negotiation, order, on-line payment,the electronics invoice, going to the electronics to pay customs duties, the electronics pay tax, all of these are engaged in the Internet.The electronic commerce means that all trades with the realization electronical.It has the following characteristics:①Fair freedom, the ②is efficiently, globalization of ③ , the conjecture of ④ turn, interaction of ⑤ , ⑥independence, ⑦ humanization service.Making use of the electronic commerce, customer and provider can contact in the global scope mutually closely and conveniently. As a result the customers can find out their satisfy demanding ideals to provide the goods to the company from each corner in the world. The electronic commerce will change the environment that the business enterprise competes mutually, lower under the residing in the market structure of tradition is high not of cost. trade the cost low and easy to entered person's market and governments to encourage to use Internet( tax-free) to activate the electronic commerce, push its start 伊to start to develop then and quickly. Predict according to the expert, to 2000, the whole world electronic commerce will attain the scale of USD 300,000,000,000.But it has already exceeded this scale. For insuring the safety of the electronic commerce, should build up theelectronics certificate center. The numerical ID card uses to the definite evidence body.The numerical ID card issues to entrust to the third square, namely an authorization machineThe organ carry out, it includes the holder to identify the information( name, address, the contact method, the ID card serial number), both parties pooling key of secret , term of validity, password and the authorization organizations to identify information etc..Make use of the numerical ID card, trade the both parties and can insure to identify another one square's body, and definite evidence another the information that a square send out has not yet to change. 2). the influence that the electronic commerce may produce Compared with the traditional business, the electronic commerce has the following advantage:* Overlay the scope wide:A network system that combines Internet, intranet( the area net of the bureau of the business enterprise inner part) and extranet( the business enterprise exterior network)s make buyer, selling party, manufactory and it cooperate colleague can in the world of scope contact and deliver the business intelligence report and documents expediently mutually.* The function is well-found: In the electronic commerce, different from the customer of different layer can carry out bargain target of different category, for example, release the business intelligence report, on-line negotiation, the electronics payment and build up virtual market and on-line bank etc.s.* Usage the convenience is vivid: According to Internet, the electronic commerce is free from the restrict that the specialized data exchanges theagreement.Can use personal calculator of any type, at in the world any location, carry on the bargain expediently on the calculator screen.* The cost is low:Make use of the electronic commerce, the expenditure that can cut down to used for expenses and international trips that employs the employee, the maintenance warehouse and shop front and mail consumedly. The expenses that uses Internet is very low.The electronic commerce will bring about important influence on social economy:* The electronic commerce will change the people the behavior method that adopt habitually in the business activity. Pass the network, the people can enter the virtual store of person, browsing every where, choose their interested in thing, and enjoy various on-line service. On the other hand, company's house can pass the network and the consumer contacts, deciding to purchase the product( category and quantity) to combine the close book.The government organ can carry on the electronics invitation to bid and government purchases through a network.* The core of the electronic commerce is a person.It is a social system.The on-line store changed the people's daily life method, full body now the consumer is in independent power in the bargain.* The electronic commerce change business enterprise produces the way of the product.Pass the network, the manufactory direct understanding market need, and arrange the production according to the demand of the consumer.* The electronic commerce raised the trade efficiency biggest, can remove in the center link;The biggest limit lowers the sale cost.Produce the arrangement can carry out" the small batch quantity adds the species diverse", but" zero stocks"s become realistic.* The electronic commerce calls the bank service reform.Be like the on-line bank, on-line cash card and credit card, on-line close book, electronics invoice, the electronics" cash"s- hour of the consumer purchase any further need not actual cash- these new the concept will become realistic.* The electronic commerce will change the government behavior.So-called" on-line government", an on-line administration management organization is exertive the important function of the social outlet, keep order and fair, fish for and smash on-line cheat.3). the present condition of the flourishing and national electronic commerce90's in 20 centuries middle, Internet experiences the development of explode the type, the tiny machine enters ten thousand of person's thousand, the calculator network has already become people's daily life in the necessary part.People the in hopes of calculator network brings more advantages and convenience.The electronic commerce emerge with the tide of the times.At flourishing nation, actual applied policy of the government well timed establishment push electronic commerce, occupy the predominant position in newly a competition of scope of world.The electronic commerce of the United States controls the trade ofworld.Currently, there are 60,000,000 customers of Internet in the United States.98% buys the manager above on-line look for the target.According to the estimate of, to 2002, of the American business enterprise pass the value that the electronic commerce completes the trading post to involve and will have 6.1% an of GDP 《wealth 》the covariance enunciation of the magazine,500 strong companies in world all open the on-line business of exhibition.The IBM accepts the person's 25%( about USD 20,000,000,000) to have something to do with electronic commerce.Had the electronic commerce luckily, make the IBM save the expenditure of USD 250,000,000 in 1999.4). the development of the Chinese electronic commerceThe development of the Chinese government and civil electronic commerce begins from 1993.Today, the electronic commerce has already been apply in foreign trade, maritime customs, finance and business realm.Peking and Shanghai has already built up the native electronic commerce frame.Some electronic commerce Web addresses have already openned to the on-line shopping and on-line close book.Though do all these effort, China open the company of the exhibition electronic commerce to suffer the loss in one business of C( the B department points the business, C the department points the consumer) of one to of its Bosomed Chinese experts love this shopping habit that attributes to the Chinese- Chinese consumer the amateur that the shopping sees as a kind of interesting; They enjoy to pass to enjoy and compare the merchandise and haggle to the expensive fun; But all these will start disappear from the on-line shopping.Other experts can't practice the business this phenomenon attributes to the society in the widespread and existent doubt attitude 11 banks with each other because of frightened its rival pulls to walk customer; The bank has to pull to the walk customer; The cash card can't make widely available because the bank does not believe the common people; But the common people do not like the on-line shopping etc. Because of the belief of the on-line store.Why?The reason lies in on-line and society in many affairs that are all deceitful, for example the deceitful customer quantity, deceitful interview flowing the covariance, counterfeits the merchandise, forges the diploma, forges the resume, deceitful investment, deceitful rank, appears on market the business enterprise deceitful accept person etc..Thus a comprehensive environment will not change in very long time recently.In such environment, it can't be engaged in any business activity.So many operators of IT's electronic commerce of our nations lost the confidence.5). the electronic commerce outlookThough the development is quick and seems to have the bright future. The electronic commerce faces a series of actual problems, for example, involving safety, technique, expenses, law system, revenue from tax system, idea, privacy protection, infrastructure etc. problems.However, the electronic commerce has the main current of the new business enterprise of century, and will develop quickly in several years of after time.Some company estimates, until to 2003, the electronic commerce between the developed countries of business enterprises which will have 9% of the business total amount(13, USD 0)above.But in all aspects the online consumes of the electronic commerce ,untilto 2002, the sales amount will attain USD 76,300,000,000.But positive such as the expert's estimate, the electronic commerce of China will catch up within 10 years in the developed countries.They put forward spending 3 to 5 years to draw up developing the electronic commerce. That of plan, policy and regulation, construct huge and solid true at of electronic commerce system, will encourage the specialized talented person, excellent turn the electronic commerce system of some professions and region; Then with 5 to 7 years ,international electronic commerce’s, making our electronic commerce system become the importance of the international electronic commerce to constitute the part; Making widely available the electronic commerce application, we promote the electronic commerce of the our country to the higher level in the aspects of the study, develops and apply, attains average level of the flourishing nation.电子商务电子商务，或者电子贸易，或者电子商业作为一种新兴的商业模式，将对社会经济产生深远的影响，并且在世界各地的社会发展中发挥重要作用。
电子商务论文中英文文献电子商务论文参考文献
电子商务论文中英文文献电子商务论文参考文献电子商务论文参考文献：一、中文文献：[1] 朱鹏飞. 电子商务中供应链管理的问题与对策[J]. 经济经纬,2015(4): 34-38.[2] 李晓荣, 李明. 电子商务在我国经济发展中的作用研究[J]. 科技导报, 2017, 35(6): 98-102.[3] 王志强, 高敬德, 田丰. 电子商务发展对物流业的影响及对策[J].物流技术, 2019, 38(2): 45-50.[4] 张红, 刘晓刚. 电子商务对传统商业模式的影响分析[J]. 经济改革与发展, 2016(5): 56-61.[5] 刘洪理. 移动互联网环境下的电子商务创新模式探讨[D]. 中国人民大学硕士学位论文, 2020.[6] 马云. 电子商务的发展趋势与趋势分析[J]. 中国电子商务, 2018(8): 16-20.二、英文文献：[7] Turban E, Lee J K, King D, et al. Electronic commerce: A managerial and social networks perspective[M]. Springer, 2015.[8] Song J, Duan Y. Social commerce research: An integrated view[J]. Information & Management, 2019, 56(3): 1-14.[9] Yang Z, Cai S, Zhou Z. Development and validation of an instrument to measure user perceived service quality of information presenting web portals[J]. Information & Management, 2005, 42(4): 575-589.[10] Cho Y, Lee H. The impact of post-purchase regrets on online impulse buying[J]. Journal of Business Research, 2018, 82: 127-136.[11] Chen Y H, Barnes S, Scornavacca E. The role of e-commerce in higher education: Case study of online resource sharing and learning[J]. Journal of Organizational Computing and Electronic Commerce, 2013, 23(1-2): 64-87.[12] Lee S M, Lee D H. The effect of product involvement, knowledge, and satisfaction on purchase-decision involvement toward electronic word-of-mouth on social networking service[J]. Journal of Business Research, 2019, 98: 54-64.以上是关于电子商务论文参考文献的示例。
电子商务英文参考文献
附件1：外文原文（复印件）The Development of E-commerceA perfect marketMay 13th 2004From The Economist print edition E-commerce is coming of age, says Paul Markillie, but not in the way predicted in the bubble yearsWhen the technology bubble burst in 2000, the crazy valuations for online companies vanished with it, and many businesses folded. The survivors plugged on as best they could, encouraged by the growing number of internet users. Now valuations are rising again and some of the dotcoms are making real profits, but the business world has become much more cautious about the internet’s potential. The funny thing is that the wild predictions made at the height of the boom—namely, that vast chunks of the world economy would move into cyberspace—are, in one way or another, coming true.The raw numbers tell only part of the story. According to America’s Department of Commerce, online retail sales in the world’s biggest market last year rose by 26%, to $55 billion. That sounds a lot of money, but it amounts to only 1.6% of total retail sales. The vast majority of people still buy most things in the good old “bricks-and-mortar” world.But the commerce department’s figures deal with only part of the retail industry. For instance, they exclude online travel services, one of the most successful and fastest-growing sectors of e-commerce. InterActiveCorp (IAC), the owner of and , alone sold $10 billion-worth of travel last year—and it has plenty of competition, not least from airlines, hotels and car-rental companies, all of which increasingly sell online.Nor do the figures take in things like financial services, ticket-sales agencies, pornography (a $2 billion business in America last year, according to Adult Video News, a trade magazine), online dating and a host of other activities, from tracing ancestors to gambling (worth perhaps $6 billion worldwide). They also leave out purchases in grey markets, such as the online pharmacies that are thought to be responsible for a good proportion of the $700m that Americans spent last year on buying cut-price prescription drugs from across the border in Canada.And there is more. The commerce department’s figures include the fees earned by internet auction sites, but not the value of goods that are sold: an astonishing $24 billion-worth of tradewas done last year on eBay, the biggest online auctioneer. Nor, by definition, do they include the billions of dollars-worth of goods bought and sold by businesses connecting to each other over the internet. Some of these B2B services are proprietary; for example, Wal-Mart tells its suppliers that they must use its own system if they want to be part of its annual turnover of $250 billion.So e-commerce is already very big, and it is going to get much bigger. But the actual value of transactions currently concluded online is dwarfed by the extraordinary influence the internet is exerting over purchases carried out in the offline world. That influence is becoming an integral part of e-commerce.To start with, the internet is profoundly changing consumer behaviour. One in five customers walking into a Sears department store in America to buy an electrical appliance will have researched their purchase online—and most will know down to a dime what they intend to pay. More surprisingly, three out of four Americans start shopping for new cars online, even though most end up buying them from traditional dealers. The difference is that these customers come to the showroom armed with information about the car and the best available deals. Sometimes they even have computer print-outs identifying the particular vehicle from the dealer’s stock that they want to buy.Half of the 60m consumers in Europe who have an internet connection bought products offline after having investigated prices and details online, according to a study by Forrester, a research consultancy (see chart 1). Different countries have different habits. In Italy and Spain, for instance, people are twice as likely to buy offline as online after researching on the internet. But in Britain and Germany, the two most developed internet markets, the numbers are evenly split. Forrester says that people begin to shop online for simple, predictable products, such as DVDs, and then graduate to more complex items. Used-car sales are now one of the biggest online growth areas in America.People seem to enjoy shopping on the internet, if high customer-satisfaction scores are any guide. Websites are doing ever more and cleverer things to serve and entertain their customers, and seem set to take a much bigger share of people’s overall spending in the future.This has enormous implications for business. A company that neglects its website may be committing commercial suicide. A website is increasingly becoming the gate way to a company’s brand, products and services—even if the firm does not sell online. A useless website suggests a useless company, and a rival is only a mouse-click away. But even the coolest website will be lost in cyberspace if people cannot find it, so companies have to ensurethat they appear high up in internet search results.For many users, a search site is now their point of entry to the internet. The best-known search engine has already entered the lexicon: people say they have “Googled” a compan y, a product or their plumber. The search business has also developed one of the most effective forms of advertising on the internet. And it is already the best way to reach some consumers: teenagers and young men spend more time online than watching television. All this means that search is turning into the internet’s next big battleground as Google defends itself against challenges from Yahoo! and Microsoft.The other way to get noticed online is to offer goods and services through one of the big sites that already get a lot of traffic. Ebay, Yahoo! and Amazon are becoming huge trading platforms for other companies. But to take part, a company’s products have to stand up to intense price competition. People check online prices, compare them with those in their local high street and may well take a peek at what customers in other countries are paying. Even if websites are prevented from shipping their goods abroad, there are plenty of web-based entrepreneurs ready to oblige.What is going on here is arbitrage between different sales channels, says Mohanbir Sawhney, professor of technology at the Kellogg School of Management in Chicago. For instance, someone might use the internet to research digital cameras, but visit a photographic shop for a hands-on demo nstration. “I’ll think about it,” they will tell the sales assistant. Back home, they will use a search engine to find the lowest price and buy online. In this way, consumers are “deconstructing the purchasing process”, / says Professor Sawhney. They are unbundling product information from the transaction itself.It is not only price transparency that makes internet consumers so powerful; it is also the way the net makes it easy for them to be fickle. If they do not like a website, they swiftly move on. “The web is the most selfish environment in the world,” says Daniel Rosensweig, chief operating officer of Yahoo! “People want to use the internet whenever they want, how they want and for whatever they want.”Yahoo! is not alone in defining its strategy as working out what its customers (260m unique users every month) are looking for, and then trying to give it to them. The first thing they want is to become better informed about products and prices. “We operate our business on that belief,” says Jeff Bezos, Amazon’s chief executive. Amazon became famous for books, but long ago branched out into selling lots of other things too; among its latest ventures are health products,jewellery and gourmet food. Apart from cheap and bulky items such as garden rakes, Mr Bezos thinks he can sell most things. And so do the millions of people who use eBay.And yet nobody thinks real shops are finished, especially those operating in niche markets. Many bricks-and-mortar bookshops still make a good living, as do flea markets. But many record shops and travel agents could be in for a tougher time. Erik Blachford, the head of IAC’s travel side and boss of Expedia, the biggest internet travel agent, thinks online travel bookings in America could quickly move from 20% of the market to more than half. Mr Bezos reckons online retailers might capture 10-15% of retail sales over the next decade. That would represent a massive shift in spending.How will traditional shops respond? Michael Dell, the founder of Dell, which leads the personal-computer market by selling direct to the customer, has long thought many shops will turn into showrooms. There are already signs of change on the high street. The latest Apple and Sony stores are designed to display products, in the full expectation that many people will buy online. To some extent, the online and offline worlds may merge. Multi-channel selling could involve a combination of traditional shops, a printed catalogue, a home-shopping channel on TV, a phone-in order service and an e-commerce-enabled website. But often it is likely to be the website where customers will be encouraged to place their orders.One of the biggest commercial advantages of the internet is a lowering of transaction costs, which usually translates directly into lower prices for the consumer. So, if the lowest prices can be found on the internet and people like the service they get, why would they buy anywhere else?One reason may be convenience; another, concern about fraud, which poses the biggest threat to online trade. But as long as the internet continues to deliver price and product information quickly, cheaply and securely, e-commerce will continue to grow. Increasingly, companies will have to assume that customers will know exactly where to look for the best buy. This market has the potential to become as perfect as it gets.附件2：外文资料翻译译文日趋完善的电子商务当2000年科技泡沫爆发时，备受炒作的网上公司好象随之蒸发了，众多的网上贸易也被迫流产。
最新电子商务英文参考文献
最新电子商务英文参考文献引言电子商务是指通过电子手段进行的商业活动，包括线上购物、在线支付、电子营销等。
随着信息技术的快速发展，电子商务已成为了当前经济发展的重要组成部分。
为了更好地了解和研究电子商务领域的最新发展动态，本文将介绍一些最近的英文参考文献，以供读者参考和学习。
文献一：E-commerce: Pricing Models and Its Challenges该文献由Li et al.（2021）[1]所撰写，主要介绍了电子商务中的定价模型及其面临的挑战。
研究人员通过对电子商务领域大量的数据进行分析和研究，提出了几种常见的电子商务定价模型，如固定定价、动态定价和拍卖定价等。
同时，文献也阐述了电子商务定价模型所面临的挑战，如市场不确定性、价格敏感性等。
该文献对于电子商务定价模型的选择和应用具有重要的参考价值。
文献二：Customer Trust in E-commerce: A Survey该文献由Wang et al.（2020）[2]所撰写，通过对电子商务领域的消费者进行调查和分析，研究了消费者对电子商务平台的信任问题。
研究人员发现，消费者对电子商务平台的信任是影响其购买意愿的关键因素。
该文献详细介绍了消费者对电子商务平台信任的构成要素，如平台可靠性、信息安全性等，并提出了提高消费者信任的策略和建议。
这对于电子商务平台提升用户体验和促进交易完成具有重要的指导意义。
文献三：The Impact of Social Media on E-commerce该文献由Lee et al.（2019）[3]所撰写，研究了社交媒体对电子商务的影响。
研究人员通过对社交媒体和电子商务平台进行大量的数据分析，发现社交媒体在推动电子商务发展方面起到了积极的作用。
文献中详细介绍了社交媒体对电子商务的影响机制，如社交媒体营销、社交媒体口碑等，并提出了利用社交媒体推动电子商务发展的策略和方法。
该文献对于了解社交媒体在电子商务领域的作用具有重要的参考价值。
电子商务数字化转型和运营外文文献翻译
文献信息文献标题：Digital Transformation & Digital Business Strategy in Electronic Commerce - The Role of Organizational Capabilities（电子商务中的数字化转型与数字化经营战略——组织能力的作用）文献作者及出处：Nadeem A, Abedin B, Cerpa N, et al. Digital transformation & digital business strategy in electronic commerce-the role of organizational capabilities[J]. Journal of theoretical and applied electronic commerce research, 2018, 13(2): i-viii.字数统计：英文2652单词，16575字符；中文4797汉字外文文献Digital Transformation & Digital Business Strategy in Electronic Commerce - The Role of Organizational CapabilitiesOverviewDigital transformation is widely affecting various industries particularly healthcare, telecommunications, automotive, banking and manufacturing sectors. It enables innovation practices, improved designs, and new business models, and shapes how organizations create value on the Internet. Companies can leverage robust customer relationships and increase cross selling opportunities through successful digital transformation. Digital transformation is not solely about acquiring and deploying the fit for purpose technologies; rather it is a significant approach in tackling managerial issues such as human resources, business efficiency, and business process redesign.According to Hess, digital transformation has become a high priority on the leadership agenda of many organizations. Almost 70% of reported organizational transformation practices fail to meet organizations ambitions, the timeline for thetransformation, or both, emphasizing the importance of the need for more research in this field. However, while the term digital transformation is increasingly being used in the electronic commerce research and practice, it has rarely been defined in the extant literature and professional articles. Thus, the first objective of this study is to review current understanding of this notion in the extant literature, and to explore what digital transformation entails.Past studies in the information systems and electronic commerce literature have already reported the influence of various isolated technical factors such as technology use, data integration, and type of digital technologies, as well as non-technical factors like digital leadership and human resource management, and business process management on digital transformation of organizations. The next objective of this editorial emphasizes the importance of digital strategy and organizational capabilities in successful digital transformation of organizations. Past research shows that business digital strategy, digital capabilities, and implementation of right set of organizational capabilities, are critical requirements for an effective and efficient enterprise transformation towards creating superior electronic-commerce customer-centric services in the digital era. Currently there is an inconsistent understanding of what constitutes organizational capabilities and a digital business strategy in a digital transformation process. Thus, this study conducts a systematic literature review on a selected set of journals to explore what entails organizational capabilities and digital business strategy, and uses current empirical evidences for proposing a framework for future research on how these two factors may affect organizations’ digital transformation.MethodologyWe have conducted a systematic literature review on selected leading Information Systems journals (see Table 1) for papers published from the year 2000 to 2017. We used combinations of three key terms for conducting the search on titles, abstracts, and keywords of each paper: Digital business strategy, Digital transformation, Business digitalization.Table 1: Selected Journals for systematic literature reviewFollowing Bandara’s guidelines, two main steps were conducted: (i) selecting the relevant sources to be searched, and (ii) defining the search strategy in terms of a time frame, search terms, and search fields. Figure 1 shows the process of relevant article selection.Figure 1: Process for selecting articles through systematic literature review The first stage of our search resulted in 292 articles. After that, we checked the relevancy of the each paper to the research objectives in two stages: Firstly, we assessed this using each article’s title, abstract, and keywords; this resulted in selection of 54 articles. Secondly, we examined the body of the selected articles, which led us to a final set of 28 articles. We then analysed these selected 28 articles thoroughly for their demographic information such as location, industry, and researchmethods, and then used Wolifswinkel’s guidelines for discovering the underlying dimensions of organizational capabilities, digital business strategy, and digital transformation.Wolifswinkel’s guidelines involve a systematic reading and application of codes to the final set of published articles, which would lead to identification of categories, sub-categories and core categories or themes. Figure 2 shows the qualitative process of analysing the systematic literature review final set of articles. We carried out the analysis of the articles in a stepwise mode. Initially, we read all the papers in detail, and highlighted sentences that seemed relevant to the research questions and research scope. The highlighted part from every article was termed as Excerpts. We then read the excerpts repeatedly and noted in the logbook for future reference. During this process of excerption open coding takes place.Figure 2: Process of analyses of systematic literature review articles With open coding as the first step, we initiated the abstraction stage through reading all the papers and extracting dimensions. We used the term dimensions instead of categories (as shown in figure 2) to reflect a characteristic or feature. Next, axial coding was conducted, in which dimensions were sub divided into sub-categories called attributes. Attributes would be characteristics of each dimension. Each attribute of a dimension would be a unique feature and essential part of the dimension. Lastly, the process of comparative analysis took place, where linking and mapping of dimensions with attributes was carried out. This last stage of selective coding involved identification of core dimensions. The core dimensions represent the central phenomenon behind the study. It identifies the main idea the literature review represents. In this stage, we highlighted dimensions with a poor explanation or withno specific attributes representing, and we either eliminated them or merged them with another similar dimension.This above literature data coding process was carried out by going forward and backward between the articles as suggested by Wolifswinkel’s. Once the data was exhausted or fully saturated only then the process of theory building starts. Therefore, if any new dimensions or attributes emerged in this stage, we reviewed the data again starting from the excerptions process until the data was saturated.Outcomes of the Systematic ReviewAs Figure 3 shows, the level of publication activity in this field started to increase from 2009 and then increased considerably in 2016. Furthermore, results also demonstrate that research on digital transformation has extensively been focusing on automotive industry, banking sector, telecommunications and healthcare, oil and gas and manufacturing sectors as shown below in Figure 4. Moreover, the literature review portrays that a large number of studies has concentrated on the US and European countries such as France, Germany, Switzerland, Denmark and UK, and in comparison, less work has been so far undertaken in Asia other regions like the Middle East, Latin America, and Africa.Figure 3: Publication trend of reviewed articlesFigure 4: Selected papers by industry sectorIn this study, we discuss the outcomes of the systematic review in two groups: firstly, we present what the notion of digital transformation entails and identify its underlying dimensions. We also discuss what digital business strategy and organizational capability may mean and what their underlying dimensions are based on past studies in the literature. Secondly, we aggregate the current empirical evidences to demonstrate how these three concepts may relate.The Underlying DimensionsFollowing Wolifswinkel’s guidelines and after completion of the coding process, the core dimensions and attributes for digital transformation, digital business strategy, and organizational capability were extracted and identified as shown below in Table 2. The final set of dimensions for digital transformation, digital business strategy and organizational capabilities were given a specific code as shown in the table below for proper identification and presentation.Table 2: Underlying Dimensions of digital transformation, digital business strategy, andorganizational capabilityTable 2 delineates the dimensions the each of the three concepts along with theirdescription. We identified twelve dimensions of digital transformation. Similarly, we identified six dimensions of digital business strategy and ten dimensions of organizational capabilities. This was to address the gap in the literature in terms of providing a synthesis of the literature for identification of underlying dimensions for each of the three factors. The above table summarizes the findings from the extant literature and gives a guideline to the upcoming researchers and industry professionals.Next, we assessed how the dimensions in Table 2 may overlap. It signifies the common dimensions that have overlapped, and highlights how they are related. This graphical representation depicts that the common dimension shared by digital transformation, digital business strategy and organizational capabilities is collaborative ecosystem of digital platform. And the common dimension shared by digital transformation and digital business strategy are named as use of technology and structural changes whereas the common dimensions shared by digital transformation and organizational capabilities are names as digital leadership, agile and scalable operations, digitally enabled customer service unit (CSU) & digital artefacts. Moreover, the common dimension shared by digital business strategy and organizational capabilities is dynamic capabilities as shown in Figure 5.Figure 5: Conceptual framework depicting the graphical representation of organizational capabilities, digital transformation and digital business strategyPrevious literature has not presented the inter-relationship of the digital transformation, digital business strategy, and organizational capabilities. Thus, Figure 5 is what our review resulted in proposing a relationship between digital business strategy, and digital transformation, are organizational capabilities. It suggests that digital transformation is the digital business strategy in action. If deployed successfully, digital business strategy is only the blueprint that can lead to digital transformation. This framework shown in figure 5 signifies and highlights the organizational capabilities that an organization need to acquire for deploying digital transformation and digital business strategy. Although digital transformation, digital business strategy, and organizational capabilities are termed as three different concepts, they actually have inter-relationships as shown in figure 5. The external collaboration of ecosystem of digital platforms shared by all the three concepts highlights that developing the collaboration with external partners is significant in today’s digital world for co-creating value and better organizational performance. The firm’s digital leadership, agile and scalable operations, digital enabled customer service unit (CSU) and digital artefacts, can manifest organizational capabilities required for pursuing the digital transformation to align with the changing external environments. Digital leadership describes that organizations should acquire more recent and updated digital skills and competencies whilst introducing new leadership roles to match the electronic commerce’s changing external environments. Likewise, building flexible and vigorous operations would assist in overcoming the previously embedded legacy systems further assisting the organization in deploying the digital transformation to make the firm’s electronic commerce remaining relevant. Furthermore, digitally enabled CSU is another important element in response to changing customer, as it assists with analysing customers value proposition in the electronic commerce context, which would be achieved by developing and implementing the digital processes and infrastructures that would be beneficial in handling large amount of data. Digital capabilities facilitated by digital artefacts would therefore enable the firm to create or adapt new products / services for its electronic commerce to fulfil the desired digitally enabled CSU to fit with thechanging customer needs.It is noted that digital business strategy requires the development of new organizational capabilities that are developed and reconfigured on a continuous basis. Additionally, in order to seize the benefits of digital transformation, more efforts need to be focused on the development of a competitive digital business strategy -i.e. specifically digital strategy initiatives need to be defined for the execution of the digital transformation. In addition, past literature also highlights that market-alignment drivers of organizational capabilities would help identify the organization’s drivers for digital transformation in electronic-commerce, which in turn would lead to better business performance. Figure 6 below represents the relationship between organizational capabilities, digital transformation and digital business strategy.Figure 6: Relationship between organizational capabilities, digital transformation & digitalbusiness strategyConclusionThis study explores the inter-relationship between the organizational capabilities, digital transformation and digital business strategy, which further led to the emergence of the conceptual framework. It explains and demonstrates how therequisite set of organizational capabilities and unique dimensions of digital business strategy would drive an organization towards digital transformation. The digital transformation framework described by Figure 5 together with the causal interrelationship between organizational capabilities and digital transformation (moderated by digital business strategy) as shown in Figure 6 would represent a new important body of knowledge on the fundamental managerial practices for digital transformation towards a successful electronic commerce.The analysis resulted in distinctive dimensions of digital transformation, digital business strategy, and organizational capabilities. This study provides a broader and substantial theoretical contribution on digital transformation literature and it enriches the literature by providing a framework of the inter-relationship of the organizational capabilities, digital transformation and digital business strategy. This research also represents the unique set of dimensions entailed by digital transformation, digital business strategy and organizational capabilities.The findings would assist organizations’ CEOs and CIOs (C-suite management) who are looking for an effective framework depicting the inter-relationship between the digital transformation, organizational capabilities and digital business strategy. Companies usually hire consulting firms to assist them in developing and deploying fit-for-purpose organizational capabilities for pursuing digital business strategy that further leads to digital transformation. However, they would often end up investing a huge amount in implementing digital technologies instead and would still be unable to achieve effective digital transformation throughout the organization. Therefore, this study would guide them in determining and deploying the right organizational capabilities for their organization for digital transformation leading to better performance.Another stakeholder of this study would be the IS researchers, who are in the search for a step forward in developing and implementing digital business strategy and digital transformation. IS researchers have previously published many articles on this topic in various journals and therefore have shown a growing concern for an awareness of this field. The IS researchers would gain an improved understanding ofthe challenges faced in digital transformation.中文译文电子商务中的数字化转型与数字化经营战略——组织能力的作用概述数字化转型正在广泛影响各个行业，尤其是医疗、电信、汽车、银行和制造业。
电子商务论文中英文文献_电子商务论文参考文献
电子商务论文中英文文献_电子商务论文参考文献电子商务论文中英文文献(一)[1]梁静着.销售互动中的说服效果：给予消费者说服应对的视角[M].杭州：浙江大学出版社，2022:37-38.[2]银成钺，杨雪，王影.基于关键事件技术的服务业顾客问互动行为研究[J].预测：2022:15-20.[3]蒋婷，胡正明.服务接触中游客间互动行为研究--基于关键事件技术的方法[J].旅游学刊.[37]张岳.信任与感知风险对客户网络购物意愿的影响研究[J].商业经济，2022(392)，2:150-86-91.[4]黄莹，朱建荣.网络口碑质量对服装消费者购买意愿影响的实证研究[J].现代商业，2022:22-24.[5]綦晓燕.网络购物感知风险的研究综述[J].科技创业月刊，2022(11)，144-146.[6]冯建英，穆维松，傅泽田.消费者的购买意愿研究综述[J].现代管理科学，2006(11)：7-9.[7]李宛颖.在线销售考虑因素之研究[D].高雄：中山大学，1999:37-38.[8]井森，周颖，王方华.网上购物感知风险的实证研究[J].系统管理学报，2006,2(16)：164-169.[9]孙瑾着.消费者服务购买决策过程的影响机制研究[M].北京：中国社会科学出版社，2022:47-50.[10]吴佩勋.感知质量和感知风险对自有品牌购买意愿的影响[J].中国流通经济，2022(2)：83-89.[11]TanS.J.Strategieforreducingconumer'rikaverioninInternetS hopping[J].JournalofConumerMarketing,1999(16)：163-180.[12]李小梅，李定家.网络购物之降低风险策略研究[J].第一届网站经营学术暨实务研讨会论文集，2000:132-136.[13]LibaiB.,BoltonR.,BügelM.S.,etal.Cutomer-to-cutomerinteraction:Broadeningthecopeofwordofmouthreearch[J].Jour nalofServiceReearch.2022(13)：267-282.[14]LangeardE,BateonJEG,LovelockCH,etal.Servicemarketing:New inightfromconumerandmanager.Cambridgema[R].MarketingScienceIntit ute.1981:467-487.电子商务论文中英文文献(二)[1]郑怀望.陕西装备制造产业集群发展中的政府治理分析[D].西北大学2022[2]陈加新.辽宁装备制造产业升级研究[D].沈阳师范大学2022[3]王缉慈.创新的空间--企业集群与区域发展[M].北京大学出版社.2002[4]杨瑾，尤建新.基于快速响应的产业集群与供应链系统集成效应研究[J].华东经济管理.2006,(2)：58-62[5]黎继子，刘春玲.集群式供应链的界定和表征研究[J].软科学，2006(5)：5-8.[6]黎继子，刘春玲.集群式供应链：产业集群和供应链的耦合[J].现代经济探讨.2006,(5)：5-9[7]李延朋.河南省装备制造企业价值链升级的机理与路径研究[D].郑州大学2022[8]徐伟.区域性装备制造企业集群战略、整合机制及其实施[D].沈阳工业大学2004[9]郑业卿.郑州市物流产业集群竞争力的实证研究[D].陕西师范大学2022[10]黄永春，郑江淮，杨以文，谭洪波.全球价值链视角下长三角出口导向型产业集群的升级路径研究[J].科技进步与对策.2022(17)[11]程永军，丁薇，刘昌卫，孙长宜.辽宁产业集群发展研究[J].中国工程咨询.2007(05)[12]王叶峰.产业集群供应链风险管理透析--以浙江服装产业为例[J].中国国情国力.2022(12)[13]王国跃，李海海.我国装备制造业产业集群发展模式及对策[J].经济纵横.2022(12)[14]李柏勋，黎继子.集群式供应链多周期随机库存系统模型与仿真[J].统计与决策，2007(2)：134-136.[15]吕晓东.集群式供应链协同模式分析[J].现代商贸工业，2022(23)：21-22.电子商务论文中英文文献(三)[1]罗正齐.港口经济学[M].上海：学院出版社，1991[2]汪旭东，杜麒栋.关于集装箱港口群发展的思考[J].水运管理，1999,(4)：2~4[3]陈航，栾维新.港口和城市互动的理论与实证研究[M].北京：经济科学出版社，2022:2[4]丁永健.港口治理机制研究[M].北京：经济科学出版社，2022:142[5]丁永健.港口治理机制研究[M].北京：经济科学出版社，2022:14一146[6]杜麒栋.中国港口年鉴(2022)[M],北京：中国港口杂志社，2022:461M65.[7]黄大明，陈福星.港口经济学[M].重庆：重庆出版社，1990[8]陈淼，邵俊岗.国外港口群竞争合作对我国的启示[J].中国港口，2007,(4)：4749[9]侯玉梅，刘净利.我国煤炭港口运输状况分析[J].企业导报，2022,(15)：106.[10]陈宁，胡良德.我国沿海港口城市临港工业发展的分析[J].武汉理工大学学报(社会科学版)，2005,(4)：546^549[13]HoareAG,Britihportandtheire某porthinterland:Arapidlychanginggeography[J].GeografikaAnnaler,19 78,68(B)：29-40。
电子商务专业外文文献(本科)
山东 xx 大学毕业论文外文文献及译文
外文文献：
Deriving market intelligence fromlatforms, while more and more people join the line of peer production. Much user-generated content is informative and valuable to business managers who are eager to learn how and in what aspects customers love or hate their products and services. Social media platforms have been argued to be important means for planning marketing strategies and managing customer relations . As opposed to waiting for customer contact, actively collecting and analyzing customers' opinions are a suggested approach for gaining business competiveness; thus, businesses should use social media platforms as data sources for market research and align their goals with customers' tastes. Right after the blooming of blogs, microblogs appeared and grew quickly. Microblogs descended from blogs in 2006 and have become an increasingly influential social media since. Today, the largest microblog platform Twitter has over 100 million users and generates 55 billion posts per day according to its report at the end of April 2010. The term “microblog” was coined because of its 140-character limitation for each post. Microblogs have several characteristics. First, this compactness of message length makes microblog posts easier to produce and consume. Second, microblogs are highly accessible from many mobile devices; thus, users are able to share and broadcast timely information and experiences conveniently. However, the format of posts is usually informal and poorly structured. Third, the following–follower model allows one to follow and receive new posts from others without requesting permission. This subscription-like model stimulates the information spreading on microblog. Furthermore, the repost function (a.k.a. “retweet” in Twitter) makes message diffusion even faster. These characteristics make microblogs a good place to conduct e-word of mouth (eWOM) marketing. Many successful caseshave shown the potential of marketing on microblogs. For example, by posting Twitter-exclusive offers to its followers, computer manufacturer Dell gained $3 million in revenue. Best Buy demonstrates another successful usage of microblogs as a real-time customer services tool, the “Twelp”, to collect customers' opinions and answer their questions. Customers could ask any questions by adding a hashtag #Twelpforce to the post. As of February 2009, @twelpforce had provided over
电子商务专业外文文献(本科)
E-commerce logistics distribution
Increased competitiveness in all industrial sectors sharpened by globalization and fall of global supply is forcing companies towards optimization of their business processes and new ways of mergers or partnerships with direct results in decreased business costs. With these strategic alliances new management strategies are formed as Clusters, Supply Chain Management (SCM), E-logistics, etc. Some authors are making references that logistic are “worth” 10% to 12% of GDP (Sahay, 2003). According to AMR research (Challenger, 2001), E-logistics has a potential of lowering costs by 10 %. On basics of these two references we can conclude that E-logistics can save our money for as much as 1.2% of GDP. Therefore it is not surprised that in last few years in high effective companies as Hewlett-Packard, Compaq, Digital Equipment Corporation, Xerox, Dell and Benetton Group top management is favorable to Supply Chain and therefore E-logistics (Romano, 2003).
珠宝电子商务 外文文献
珠宝电子商务外文文献
1. 引言
2. 文献一：《珠宝电子商务的市场份额和增长趋势》
该文献主要研究了珠宝电子商务在市场份额和增长趋势方面的
表现。
研究发现，珠宝电子商务在全球范围内的市场份额逐年增长，并且呈现出良好的增长趋势。
通过分析珠宝电子商务平台的市场表
现和消费者行为，文献为珠宝电子商务的未来发展提供了有益的参考。
3. 文献二：《珠宝电子商务的消费者心理和行为分析》
该文献对珠宝电子商务的消费者心理和行为进行了深入研究。
通过问卷调查和实地观察等方法，研究者分析了消费者在珠宝电子
商务平台上的购买决策过程、信任度和满意度等关键因素。
文献提
供了有关如何优化珠宝电子商务平台的用户体验以及提升消费者购
买意愿的建议。
4. 文献三：《珠宝电子商务的供应链管理与可持续
发展》
该文献探讨了珠宝电子商务的供应链管理和可持续发展相关问题。
研究者分析了珠宝电子商务平台与供应商之间的合作模式、物
流管理和环境保护等方面的关系。
文献提出了如何建立可持续的珠
宝电子商务供应链体系，以及如何利用技术手段提高供应链的效率
和透明度的建议。
5. 结论
通过对上述三篇文献的概述，我们可以看出，珠宝电子商务领
域的研究得到了广泛关注，涵盖了市场份额、消费者心理和行为、
供应链管理等多个方面。
这些研究对于珠宝电子商务的未来发展和
实践具有指导意义。
然而，仍然有很多问题需要进一步研究和探讨，例如如何提升产品的质量和真实性、如何保护消费者的权益等。
只
有不断深入研究和探索，珠宝电子商务才能实现更好的发展和应用。
电子商务毕业论文参考文献
电子商务毕业论文参考文献电子商务毕业论文参考文献在电子商务领域的研究中，参考文献是非常重要的。
它们不仅为我们提供了相关研究的依据，还可以帮助我们深入了解电子商务的发展趋势和未来的挑战。
在本文中，我将分享一些电子商务毕业论文参考文献的建议，希望能对大家的研究有所帮助。
1. 电子商务的定义和发展历程- Kalakota, R., & Whinston, A. B. (1996). "Frontiers of electronic commerce." Addison-Wesley.- Laudon, K. C., & Traver, C. G. (2002). "E-commerce: business, technology, society." Addison-Wesley.这两本书是电子商务领域的经典著作，涵盖了电子商务的定义、发展历程以及相关的技术和商业模式。
它们可以帮助读者对电子商务的基本概念和原理有一个全面的了解。
2. 电子商务平台和商业模式- Osterwalder, A., & Pigneur, Y. (2010). "Business model generation: a handbook for visionaries, game changers, and challengers." John Wiley & Sons.- Rappa, M. (2004). "The utility business model and the future of computing services." IBM Systems Journal, 43(1), 32-42.这两篇文献分别讨论了电子商务平台的设计和商业模式的创新。
《Business model generation》一书提供了一种系统化的方法来设计和创新商业模式，对于研究电子商务平台的商业模式非常有帮助。
电子商务专业外文文献(二)
电子商务专业外文文献（二）引言概述:本文旨在探讨电子商务专业的相关外文文献，通过对电子商务专业外文文献的研究，旨在进一步了解该领域的最新研究成果和趋势。
本文将通过五个大点，分别阐述电子商务专业外文文献中的重要内容。
1. 电子商务发展趋势1.1 电子商务领域的发展历程1.2 电子商务平台的创新与变革1.3 移动互联网对电子商务的影响1.4 跨境电子商务的发展与挑战1.5 云计算在电子商务中的应用2. 电子商务平台与技术2.1 电子商务平台的架构与设计2.2 大数据在电子商务平台中的应用2.3 人工智能技术在电子商务中的应用2.4 区块链技术在电子商务中的应用2.5 虚拟现实与增强现实在电子商务中的应用3. 电子商务的市场与消费者行为3.1 电子商务的市场分析与调研3.2 消费者在线购物行为研究3.3 电子商务中的个性化推荐技术3.4 社交媒体在电子商务中的作用3.5 电子商务中的消费者投诉与维权4. 电子商务的安全与风险管理4.1 电子商务中的网络安全与隐私保护4.2 电子商务支付系统的安全性4.3 电子商务数据的安全管理4.4 电子商务中的网络攻击与风险管理4.5 电子商务企业的法律合规与风险管理5. 电子商务的国际合作与发展趋势5.1 国际电子商务政策与法规5.2 跨境电子商务的国际合作与经验分享5.3 国际电子商务平台的竞争与合作模式5.4 国际电子商务的物流与供应链管理5.5 电子商务企业的国际化发展策略总结:通过对电子商务专业外文文献的研究，我们可以看到电子商务领域的发展趋势以及相关技术的应用。
同时，电子商务的市场与消费者行为研究以及安全与风险管理也是该领域的重点关注点。
国际合作与发展策略的研究也对电子商务的国际化发展提供了重要的参考。
随着技术的不断进步和市场的不断变化，电子商务专业将持续面临挑战和机遇，需要不断创新和提高。
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The Str a tegic Challenges of E-commer ceI n t r o d u c t i o n1 1 th Ce n tu r y Eu ro p e s a w t h e e m e r g e n c e o f c r e d it - b a s e d b a n k in gs y s t e m s a n d fin a n c ia l in s t ru m e n t s s u c h a s b ills o f e x c h a n g e . Th e s ec o n ce p t s r e m a in w it h u s , in th e ir m od ifie d fo rm , to th is d a y ( Ch o w n , 19 9 4 ) . Th e y u n d e rp in a ll m o d e rn fo rm s o f c o m m e r c e . Th e a r r iv a l o f in fo rm a t io n t e c h n o lo g y ( c o m p u t e r s a n d t e le c o m m u n ic a t io n s ) h a sr a is e d th e p r o s p e c t o f r a d ic a l c h a n g e t o th is t r a d i t io n a l m o d e l.Th e r is e o f th e In t e rn e t ( e le c t ro n ic c o m m e r c e ) , s in c e th e a d v e n t o f th e W o r ld W id e W e b , h a s p ro v id e d a n e a s y t o u s e c o m m u n ic a t io n c h a n n e l f o r b u s in e s s e s t o c o n t a c t c u r re n t a n d p o t e n t ia l c u s to m e r s . Th ee m e rg e n c e of th e In t e rn e t a s ag e n e r a l c o m m u n ic a t io n ch a n n e l h a s a ls o g iv e n r is e t o th e p o s s ib ilit y o f w id e s p re a d e le c t ro n ic c o m m e rc e . Ev e n th o u g h th e r e is s t ill m u c h d e b a t e r e la t in g to e le c t ro n ic p a y m e n t fo r c o m m e r c ia l a c t iv it ie s , th is is c le a r ly a n a r e a o f g ro w th .It is d iffic u lt to s a y h o w la rg e th e In t e rn e t is . Ho ffm a n & No v a k ( 1 9 9 6 ) q u o t e a n u m b e r o f s u rv e y s ( O' Re illy , FIND/S VP, Tim e s Mirro r a n d Co m m e r c e Ne t ) w h ic h s u g g e s t th a t t h e r e a r e a t le a s t 1 0 m illio nIn t e rn e t u s e r s in t h e Un it e d S t a t e s a lo n e . Th e n u m b e r o f c o m p u t e r s ( h o s t s ) c o n n e c t e d t o th e In t e rn e t to p p e d 9 . 4 7 m illio n ( Ne t w o rkW iz a rd s , 1 9 9 6 ) a s of J a n u a r y 1 9 9 6 . No te th a t a s in g le h o s t s u p p o r t s a n y w h e re fro m a s in g le u s e r to , in s o m e c a s e s , t h o u s a n d s o f u s e r s .As o f Ma r c h 2 1 , 1 9 9 6 , 2 4 , 3 4 7 firm s w e re lis t e d in Op e n Ma r k e t ' s ( 1 9 9 6 ) d ir e c to ry o f " C o m m e rc ia l S e rv ic e s o n th e Ne t , " a n d th e re w e re 5 4 , 8 0 0 e n t r ie s in th e "Co m p a n ie s " d ir e c to r y o f th e Ya h o o Gu id e to W W W ( Ya h o o , 1 9 9 6 ) , w ith th e to t a l n u m b e r o f W e b s it e s d o u b lin ga p p ro x im a t e ly e v e r y tw o m o n th s . J im Cla rk e , th e c h a irm a n o fNe t s c a p e , e s t im a t e d th e In t e rn e t h a s 4 0 m illio n u s e r s in 1 9 9 5 w ith g ro w t h a t 8 % p e r m o n th ( Cla r k e , 1 9 9 5 ) .Th e In t e rn e t is o n ly o n e a s p e c t o f t e c h n o lo g y . Bu s in e s s e s r e q u ir e in fo rm a t io n a n d s u p p o r t in g s y s t e m s ( p r o c e s s e s ) to h a n d le t h e d a t a - o v e r t im e th e s e s y s t e m s h a v e b e c o m e c o m p u t e r is e d ( IT) . Mo d e rn in fo rm a t io n t e c h n o lo g y c a n b o t h s u p p o r t th e p ro c e s s e s a n d h e lpc a p tu r e u s e fu l in f o r m a t io n f o r t h e e n t e rp r is e . T h e s e t e c h n o l o g i e sin c lu d e :1. Org a n iz a t io n a l s u p p o r t s y s t e m s , s u c h a s w o rk flo w a n d g ro u p w a r e -m a k in g b u s in e s s e s m o r e e ffic ie n t .2. C u s to m e r c o n t a c t d a t a b a s e s - h e lp in g c a p t u re i n f o r m a t i o n a b o u tc u s to m e r s a nd fa c ilit a te n e w m e th o d s of m a rk e t ing .3. Ele c t ro n ic p a y m e n t s y s t e m s fo r g o o d s a n d s e rv ic e s - th e s e a ree m e rg in g , a lt h o u g h th e m a j o r it y of p a y m e n t s a r e s t ill b a s e d o nr e la t i v e ly e x p e n s iv e t r a d it io n a l c h e q u e c le a r a n c e .Co lle c t iv e ly a n d in d iv id u a lly , t h e s e a r e a s w ill c o n t r ib u t e to m a j o rc h a n g e s in t h e w a y a c o m p a n y c o nd u c t s it s b u s ine s s . En ix h a v ec o in ed the t e rm W o rk w a r e to d e s c r ib e th e c o m b in a t io n of t h e s et e c h n o lo g ie s .Fi g u r e 1 - Th e e m e r g e n c e o f El e c t r o n i c Co m m e r c e w i l l b eu n d e r p i n n e d b y t h r e e k e y c o m p o n e n t sHo w e v e r , th e re is s t ill w id e s p r e a d m is u n d e r s t a n d in g o n th e v a lu e o f o r g a n is a t io n a l s u p p o r t t e c h n o lo g y . A r e c e n t s u rv e y o f 4 3 7 la rg ee n t e rp r is e s b y re s e a r c h c o m p a n y Xe p h o n ( 1 9 9 6 ) in d ic a t e d th a t a n as to n is h in g p ro p o r t io n ( 4 4 % ) h a d n o im m e d ia t e in t e n t io n o fin t ro d u c in g m o d e rn in fo rm a t io n h a n d lin g s y s t e m s ( Gro u p w a re w a s de fin e d b y X e p h o n a s Lo tu s No t e s , M ic ro s of t Ex c h a ng e a n d N o v e ll Grou p W is e ) . Of th e s e , 6 5 % s a id th e y w e r e u n s u r e w h a t th e s et e c h n o lo g ie s c o u ld d e liv e r . Fro m t h e s e s t a t is t ic s , it is c le a r m a n yo rg a n is a t io n s a r e s t ill s c e p t ic a l a b o u t th e b e n e fit s o f t e c h n o lo g y .T h e e ffic ie n t c o l le c t io n , u t il is a t io n , h a n d lin g , s t o r a g e a n dd is se m in a t io n of in fo rm a t io n is a v it a l c o m p o n e n t o f c o rp o r a t es u c c e s s in th e m o d e rn b u s in e s s w o r ld . Ho w e v e r , t h e g a th e r in g a n du s e o f in fo rm a t io n m u s t t a k e in to a c c o u n t is s u e s o f p r iv a c y a n ds e c u r it y . A r e c e n t fe a tu r e in th e Fin a n c ia l Tim e s ( 1 9 9 6 ) n o t e d th a t " …in o r d e r to th r iv e i n th e 1 9 9 0 s , f in a n c ia l s e rv i c e s o r g a n is a t io n s a r e a s m u ch in t h e b u s in e s s o f m a n a g in g a n d m a n ip u la t in g in fo rm a t io n a s m a n a g in g a n d m a k in g m o n e y . " Fu r th e r m o re , th e in t e re s t s h o w n int o p ic s s u c h a s TQM a n d BPR h a s d e m o n s t r a t e d th e im p o r t a n c e o f pro c e s s e s a s a fu n d a m e n t a l b u ild in g b lo c k .In e v it a b ly a fe w s a v v y o rg a n iz a t io n s in e a c h s e c to r w ill u t ilis e a ll th r e e c o m p o n e n t s to c h a n g e th e ir m a rk e t o r d e v e lo p n e w m a rk e t s . Th o s e w h o d o n o t a d a p t q u ic k ly to th e n e w w a y s o f w o rk in g a r e lik e ly to b e d is a d v a n t a g e d a s t h e ir s t r a t e g ie s b e c o m e r e d u n d a n t . All b u s in e s s e s s h o u ld in v e s t ig a t e t h e im p lic a t io n s o f th e s e t e c h n o lo g ie s fo r th e m a n d th e m a rk e t s w it h in w h ic h th e y o p e r a t e .M a r k e t i n gCh a m p y , Bu d a y a n d No h r ia ( 1 9 9 6 ) a rg u e th a t t h e r is e o f e le c t ro n icc o m m e rc e a nd the c h a n g in g c o n s u m e r p ro c e s s e s b ro u g h t a b o u tth ro u g h e le c t ro n ic c o m m u n it ie s a r e lik e ly to le a d to a n e w w a v e o fre e n g in e e r in g , m e rg e r s a n d a c q u is it io n s . Mo re o v e r , o rg a n iz a t io n sm a y e x p a n d in t o n e w b u s in e s s a r e a s , t a k in g o n ro le s u n fo r e s e e n p r io r to th e r is e o f th e W e b . Fo r e x a m p le : a m a g a z in e p u b lis h e r , Co n dNa s t e , h a s m o v e d in to th e t r a v e l b u s in e s s ; Bill Ga t e s is n o w a ne le c t ro n ic r e a l e s t a t e a g e n t ; a n d a re c ru itm e n t a d v e r t is in g a g e n c y , Be rn a rd Ho d e s , h a s n o w b e c o m e a n e le c t ro n ic re c ru itm e n t c o m p a n y .Th e e m e rg e n c e o f e le c t ro n ic c o m m e rc e w ill s ig n ific a n t ly im p a c t w h a t w e c u r re n t ly c a ll ‘m a rk e t in g ’. Cle a r ly , t h e a p p e a r a n c e o f e le c t ro n ic c o m m u n it ie s ( Arm s t ro n g a n d Ha g e l, 1 9 9 6 ) im p lie s th a t m a rk e t in g p ro fe s s io n a ls m u s t e x p a n d t h e ir h o r iz o n s a s t h e a d v e n t o f th ist e c h n o lo g y w ill th r e a t e n e x is t in g c h a n n e ls o f b u s in e s s . T h o s e in v o lv e d in m a rk e t in g n e e d t o u n d e r s t a n d th e fu ll r a n g e o f p ro d u c t s a n ds e rv ic e s r e q u ir e d b y th e e le c t ro n ic c o m m u n it y . Th e y m u s t le a rn tot a k e a d v a n t a g e o f t h e t e c h n o lo g y th a t a llo w s c u s to m e r s to m o v es e a m le s s ly fro m in fo rm a t io n g a th e r in g to c o m p le t io n o f a t r a n s a c t io n , i n t e r a c t i n g w it h th e v a r io u s p ro v i d e r s o f p r o d u c t s a n d s e rv ic e s a sn e c e s s a ry . A n u m b e r o f in t e re s t in g q u e s t io n s a re im p lie d :1. W h a t k in d o f in fo rm a t io n is a v a ila b le fo r c o lle c t io n ? Is it a p p ro p r ia t e to g a th e r th is in fo rm a t io n a n d fo r w h a t s h o u ld it b e u s e d ?2. Are in fo rm a t io n s y s t e m s e q u ip p e d to c a p tu re c u s to m e r in fo rm a t io na n d t r a n s a c t io n s , m a k in g it a v a ilab le fo r la t e r a n a ly s is ?3. W h e n d e a lin g w it h e le c t ro n ic c o m m u n it ie s , d o m a rk e t in gp ro fe s s io n a ls c o m p r e h e n d th e d iffe re n c e s ? On e n e e d s to e n g a g e th e c u s t o m e r a s p a r t o f th e t ra n s a c t io n ra t h e r t h a n b lin d ly m a ilin gt a rg e t s .Th is id e a o f c o m m u n it y h a s b e e n a t th e h e a r t o f th e In t e rn e t s in c e it s o r ig in s a s a d e fe n c e a n d a c a d e m ic c o m p u t e r n e tw o rk a lt h o u g h m o s t c o m m u n it ie s a r e s t ill n o t p a r t ic u la r ly o r ie n t e d to w a rd c o m m e r c e .H o w e v e r , t h e W o r ld W id e W e b h a s c h a n g e d a n d b ro a d e n e d t h e n a t u r e o f th e In t e rn e t a n d th e w a y in w h ic h c o m m e r c ia l t r a n s a c t io n s a r e c o n d u c t e d . Th e CEO o f Ko d a k is a lle g e d to h a v e re m a rk e d th a t h e c o u ld n ’t t e ll if th e Ko d a k W e b s it e w a s a m o n e y m a k e r . Bu t h e k n e w it w a s im p o r t a n t b e c a u s e it w a s t h e m o s t p e r s o n a l w a y o f s e llin g s in c e d o o r to d o o r s a le s m e n , o n ly n o w t h e c u s t o m e r s w e r e k n o c k in g o n Ko d a k ’s d o o r .Arm s t ro n g a n d Ha g e l p ro p o s e fo u r t y p e s o f n o n - e x c lu s iv e e le c t ro n ic c o m m u n it ie s , th o s e : in t e r e s t e d in t ra n s a c t io n s ; s h a r in g c o m m o nin t e r e s t s ; in d u lg in g in f a n t a s y g a m e s ; a n d w it h a s h a r e d lifee x p e r ie n c e . Th e b u s in e s s o p p o r tu n it y is fo r th o s e w h o s u p p o r t a n din t e r a c t w it h th e s e c o m m u n it ie s , b u ild in g c u s to m e r lo y a lt y o n a no n g o in g b a s is . By s a t is fy in g th e r e q u ir e m e n t s o f r e la t io n a l m a rk e t in g a n d t r a n s a c t io n s , c o m p a n ie s m a y g a in im p o r t a n t in s ig h t s in to th e ir c u s to m e r s ’n a t u re a n d n e e d s . Fo r e x a m p le , a b a b y p ro d u c t s c o m p a n y c o u ld e n t ic e c u s to m e r s to o rd e r it e m s fro m a n a s s o c ia t e d o n - lin ec a t a lo g u e b y p ro v id in g b u lle t in b o a rd s fo r n e w p a r e n t s .Th e d e s ir e to e s t a b lis h lo n g - t e rm c u s to m e r r e la t io n s h ip s w it hin c re a s in g ly s o p h is t ic a t e d d e m a n d s h a s le d c o m p a n ie s t o s e e k n e ww a y s o f a c q u ir in g , m a n a g in g a n d u t ilis in g c u s to m e r in fo rm a t i o n( Pe t e r s a n d Fle t c h e r , 1 9 9 5 ) .Fu r th e rm o r e , a d v a n c e s in in fo rm a t io n t e c h n o lo g y h a v e fu n d a m e n t a lly a lt e re d th e c h a n n e ls th ro u g h w h ic h c o m p a n ie s a n d c u s to m e r sm a in t a in th e ir r e la t io n s h ip s . Th e c a p a c it y to o b t a in a n d a p p lyc u s to m e r in fo rm a t io n w it h in p ro ce s s e s h a s b e c o m e a k e y s t ra t e g ici s s u e . T h i s o ft e n p l a c e s th e c o m p a n y in t h e p o s i t io n o f r e q u ir in gs e n s it iv e p e r s o n a l in fo rm a t io n fro m c u s to m e r s .Gu m m e s s o n ( 1 9 8 7 , 1 9 9 4 , 1 9 9 5 ) v ie w s m a rk e t in g a s a s e t o fr e la t io n s h i p s , n e tw o r k s a n d in t e r a c t io n s a n d lis t s 3 0 Rs ( r e la t io n s h ip s ) in c o n t r a s t to Mc Ca r th y ’s ( 1 9 8 1 ) 4 Ps ( Pr o d u c t , Pric e , Pla c e &Pro m o t io n ) . Gu m m e s s o n h ig h lig h t s th e fa c t t h a t th e e le c t r o n icr e la t io n s h ip is n o t d is c u s s e d in t h e m a rk e t in g lit e r a tu r e e v e n th o u g h it is p ra c t is e d w id e ly b y m a n y b u s in e s s e s . He lin k s re la t io n s h ipm a rk e t in g t o th e im a g in a r y ( s im ila r t o a v ir tu a l o r n e tw o rk )o rg a n is a t io n . He a r g u e s th a t b y in c r e a s in g ly a p p ly in g IT, m o rere la t io n s h ip s a re e s t a b lis h e d . Th e y c re a t e a n e w t y p e o f b o n d to cu s to m e r s a n d b e tw e e n e m p lo y e e s .T h e e le c t ro n ic r e la t io n s h ip e x t e n d s b e y o n d th e b o u n d s o f t h eo rg a n is a t io n in to th e m a rk e t a s s e e n in th e e x a m p le o f a ir lin e , h o t e l a n d c a r re n t a l re s e rv a t io n s y s t e m s . Th e c o m m u n it ie s e s t a b lis h e dh a v e a r e - e n fo r c in g e ffe c t . Th e s e in s ig h t s fo r c e u s to r e - e x a m in et r a d it io n a l t h e o r ie s o f e c o n o m ic s , s y s t e m s , o rg a n is a t io n s , m a rk e t in g , c o m p e t it io n a n d t ra n s a c t io n c o s t a n a ly s is . As th e b o u n d a r ie s b e tw e e n firm s a n d m a rk e t s d is s o lv e , a c h a ra c t e r is t ic o f re la t io n s h ip m a rk e t in g a n d n e tw o rk o rg a n is a t io n s , a n e w im a g e o f in t e r a c t io n a n d b u s in e s s is n e e d e d .Th e im p o r t a n c e o f in fo rm a t io n e x c h a n g e in r e la t io n s h ip m a rk e t in g ( p a r t ic u la r ly u s in g a n e le c t ro n ic c h a n n e l) r e q u ir e s a c le a ru n d e r s t a n d in g a n d r e c o g n it io n o f th e p o t e n t ia l p ro b le m s . Priv a c y isa ls o a n is s u e - w h a t is p r iv a t e c h a n g e s fro m o n e p e r s o n to a n o th e r a s w e ll a sb e tw e e n d iffe re n tc u lt u re s . Th o s e w h o u s e th e In t e rn e t a r e lik e ly to b e b e t t e r ed u c a te d a n d le s s w illin g to g iv e in fo rm a t io n , u n le s s th e y t ru s t th e re c ip ie n t . Co m p a n ie s n e e d to r e a lis e th a t th e o n lyr e a s o n th e y h o ld in fo r m a t io n o n a c u s to m e r is b e c a u s e t h e y h a v e a r e la t io n s h ip w it h th a t c u s to m e r - s o m e th in g w h ic h is n o t t r a n s fe r a b le . Th o s e u s in g e le c t ro n ic c h a n n e ls to re a c h c u s to m e r s a re lik e ly tot a r g e t b e t t e r e d u c a t e d a n d m o r e a fflu e n t c u s to m e r s . Th e y n e e d ,th e r e fo r e , to e n s u re th a t th e ir c u s to m e r in fo rm a t io n s y s t e m s a r ea p p ro p r ia t e .An u n d e r s t a n d in g o f th e t ru s t b u ild in g p ro c e s s is a ls o r e q u ir e d . Firm s n e e d to m a k e a fe a t u r e o f th e ir t ru s tw o r th in e s s ( a u n iq u e s e llin g p o in t ! ) . Tru s t is b e s t d e v e lo p e d th ro u g h p ro c e s s e s . P ro c e s s e s t e n d to b e c u s to m e r fa c in g - w it h in e a c h c u s to m e r in t e ra c t io n t ru s t is b u ilt - u p o r e ro d e d . Co m p a n ie s m u s t b e a b s o lu t e ly c le a r a b o u t th e v a lu e a n d i n t e n d e d u s e o f in fo rm a t io n . Co lle c t in g in fo rm a t io n b e c a u s e it ist e c h n ic a lly p o s s ib le ( a n d o n e d a y m ig h t b e u s e fu l) is lik e ly t o w e a k e n t ru s t d e v e lo p m e n t .Ho ffm a n a n d No v a k ( 1 9 9 6 ) a s s e r t th a t th e W e b h e ra ld s a n e v o lu t io n in m a rk e t in g c o n c e p t s . In o rd e r fo r m a rk e t in g e ffo r t s to s u c c e e d in th is n e w m e d iu m , a n e w b u s in e s s p a r a d ig m is r e q u ir e d in w h ic h th e m a rk e t in g fu n c t io n is r e c o n s t ru c t e d to fa c ilit a t e e le c t ro n ic c o m m e r ce in t h e e m e rg in g e le c t ro n ic s o c ie t y u n d e r ly in g th e W e b .Th e "m a n y o r a n y " c o m m u n ic a t io n m o d e l o f th e W e b ( in fa c t m a n yin s t a n c e s o f m a n y - t o - o n e ) tu rn s t ra d it io n a l p r in c ip le s o f m a s s m e d iaa d v e r t is in g in s id e o u t ( a o n e - to - m a n y m o d e l) ( Ho ffm a n a n d No v a k ,1 9 9 4 ) . Th e a p p lic a t io n o f a d v e r t i s in g a p p ro a c h e s w h ic h a s s u m e ap a s s iv e , c a p t iv e c o n s u m e r a re r e d u n d a n t o n t h e W e b .S u rp r is in g ly , a s it is c u r r e n t ly e v o lv in g , t h e r e is lit t le a c t iv it y a im e d a t in c lu d in g t h e c o n s u m e r in th e d e v e lo p m e n t o f e m e rg in g m e d ia( De n n is & Pe a s e , 1 9 9 4 ) . In o rd e r to a d o p t a m a rk e t o r ie n t a t io n , firm s m u s t u n d e r s t a n d th e ir c u s to m e r s a n d e n g a g e in c o n s u m e r re s e a rc h . P o t e n t ia l c u s t o m e r s a r e m o s t e ff e c t iv e l y e n g a g e d t h r o u g h n e wc o n v e r s a t io n a l m a rk e t in g a p p ro a c h e s .An e c d o t a l e v id e n c e s u g g e s t s th e re a re tw o t y p e s o f c u s to m e r s - ‘c o nv e n ie n c e s h o p p e r s ’a n d ‘e x p lo r e r s ’(th o s e s t r e e t - s m a r tc o n s u m e r s w h o a r e h a p p y to s u r f th e W e b lo o k in g fo r th e b e s tde a l o r m o s t a p p ro p r ia t e p ro d u c t c o m b in a t io n ) . Fu r th e rm o re , th e s h e e r s iz e of th e W e b ( t r illio n s o f d o c u m e n t s a n dg ro w in g e x p o n e n t ia lly ) m e a n s fin d in g r e le v a n t in fo rm a t io n is b e c o m in g m o r e a n d m o r e d iffic u lt -d e s p it e th e b e s t e ffo r t s o f s e a r c h e n g in e s s u c h a s Ya h o o . O u r r e s e a r c h s u g g e s t s th a t t h e la rg e p ro p o r t io n o f W e b u s e r s w o u ld r a th e r re ly o n a n in t e rm e d ia ry ( c o m m u n it y o p e r a to r ) to s ift a n d s e le c t in fo rm a t io n o n th e ir b e h a lf. W e b s it e s n o t e n d o r s e d w ill r e q u ir e k n o w le d g e o f th e a d d re s s ( URL) a n d a re u n lik e ly t o b e a c c e s s e d w h e n s im ila rin f o r m a t io n , p r o d u c t s o r s e r v ic e s a r e r e a d ily a v a ila b le in s id e th ec o m m u n it y .Co n t r ib u t in g to t h e r is e o f in t e rm e d ia r ie s a r e a s s o c ia t e d is s u e s o fp r iv a c y , t ru s t a n d s e c u r it y ( S c h e ll, 1 9 9 6 ) . W h ils t th e r e is m u c h dis c u s s io n o n th e is s u e s o f In t e rn e t p r iv a c y a n d s e c u r it y , in th ec o n t e x t o f n o rm a l b u s in e s s a c t iv it ie s , m a n y m illio n s o f p e o p le t ru s to th e r s w it h t h e ir p e r s o n a l fin a n c ia l in fo rm a t io n . Ex a m p le s in c lu d eo rd e r in g o v e r th e t e le p h o n e , p a s s in g a c re d it c a rd to a n u n k n o w nw a it e r , e v e n s ig n in g d ir e c t d e b it m a n d a t e s . If a n e r ro r o c c u r s in th e s e t y p e s o f t r a n s a c t io n s w e t ru s t t h e s e rv ic e p ro v id e r to c o r r e c t th e e r ro r .S o w h y is it t h a t w e e x p e c t th e In t e rn e t to s u p p o r t a le v e l o f t ru s t a n d s e c u r it y w h ic h w e d o n o t o b s e rv e in e v e ry d a y life ?T h e r e i s n o r e a s o n w h y s im ila r t ru s t r e la t io n s h ip s c a n n o t b ee s t a b lis h e d in e le c t ro n ic a lly m e d ia t e d d is c u s s io n s . If a n y th ing , itb ec o m e s e a s ie r fo r a n ind iv id u a l ( o r g r o u p o f in d iv id u a ls ) t o se e kr e t r ib u t io n o n th o s e th a t b r e a k th e ru le s w it h in a n e le c t ro n icc o m m u n it y . Ev ide n c e of th is c a n b e fo u n d in th e t e n d e n c y t o a t t a c k t h o s e th a t t r y t o a d v e r t is e o n a c a d e m ic d is c u s s io ng ro u p s ( m a ilb o m b s ) a n dc o m m u n it y p o lic in g a g a in s t p o rn o g r a p h e r s in t h eNe th e r la n d s .Ma rk e t e e r s m u s t r e c o n s t ru c t th e ir a d v e r t is in g m o d e ls fo r th ein t e r a c t iv e , c o n s u m e r c o n t ro lle d m e d iu m . Th e t r a d i t io n a l c u s t o m e rlo y a lt y la d d e r ( S u s p e c t , Pro s p e c t , Cu s to m e r , Clie n t , Pa r tn e r ,Ad v o c a t e ) is s t ill a p p lic a b le , b u t n o w o p e r a t e s in a d iffe re n t fa s h io n . Th e fir s t th r e e s t a g e s a r e o ft e n in s t a n t a n e o u s in e le c t ro n ic c o m m e r c e . Th e t r a n s it io n fro m c u s to m e r t o a d v o c a t e r e lie s o n lo y a lt y e a rn e d t h r o u g h t r u s t . Th e in s t a n t a n e o u s n a t u r e o f th e In t e rn e t m a k e s t h is m o re d iffic u lt .Co m m u n i c a t i n g A c r o s s Th e V a l u e C h a i nIt s h o u ld b e r e c o g n iz e d t h a t p ro ce s s e s a re n o t c o n fin e d w it h in o n eo rg a n iz a t io n - th e y c ro s s th e v a lu e c h a in a s d e m o n s t r a t e d b y th e f o llo w in g e x a m p le . S t e in fie ld , e t a l ( 1 9 9 5 ) d e s c r ib e a la rg e ,m u lt in a t io n a l, e le c t r ic a l a p p lia n c e a n d c o n s u m e r e le c t ro n ic sm a n u fa c tu re r th a t u s e d Fra n c e Te le c o m ’s Te ln e t s y s t e m t o s u p p o r t EDI- lik e c o n n e c t io n s to a p p ro x im a t e ly 1 0 , 0 0 0 s e p a r a t e r e ta ile r s a n d in d e p e n d e n t s e rv ic e e n g in e e r s th ro u g h o u t Fra n c e ( a c c e s s e d th ro u g h Min it e l t e rm in a ls ) . Th e u b iq u it o u s Te ln e t s e rv ic e a n d th e c o m m e rc ia la p p lic a t io n s w h ic h e m e rg e d to e x p lo it it , p ro v id e in s ig h t s in to th ed e v e lo p m e n t o f c o m m e rc e o n a w o r ld - w id e In t e rn e t .T h e a ft e r - s a le s s e rv ic e s u b s id i a r y o f t h is m a n u fa c tu r e r p r o v id e dr e p la c e m e n t p a r t s a n d t r a in in g to it s w id e ly d is p e r s e d c u s to m e r b a s e . Th e Te ln e t s y s t e m p e rm it t e d e le c t ro n ic t r a n s a c t io n s , e v e n w ith th e s m a lle s t t r a d in g p a r tn e r s . Th ro u g h t h e u s e o f o n - lin e o rd e r in g ,c o u p led w it h c o u r ie r s e rv ic e fo r r a p id d e liv e r y , t h e firm w a s a b le to e lim in a t e r e g i o n a l p a r t s w a r e h o u s e s a n d r e d u c e th e a v e r a g e r e p a ir t im e fro m tw o w e e k s to tw o d a y s . In th e p a s t , s e rv ic e e n g in e e r sw a it e d u n t il t h e y h a d a s u ffic ie n t n e e d fo r p a r t s b e fo re d r iv in g to a r e g io n a l w a r e h o u s e . On c e th e s y s t e m w a s im p le m e n t e d , th e y u s e d th e Te ln e t b a s e d "j u s t - in - t im e " s to c k in g p r a c t ic e fo r r e p la c e m e n tp a r t s .Mo v in g to a c e n t r a lis e d w a r e h o u s e r e d u c e d th e n e e d fo r re p lic a t e din v e n to r ie s a n d e x t r a p e r s o n n e l a ro u n d th e c o u n t r y , c r e a t in gs u b s t a n t ia l s a v in g s . Mo r e o v e r , s e rv ic e e n g in e e r s w e re fu r th e rb o u n d - in f o llo w in g t h e in t ro d uc t io n o f a r e v e n u e p rod u c in g ,e x p e r ts y s t e m - b a s e d , t r a in in g a p p lic a t io n . Te c h n ic ia n s c o n n e c t e d to th ee x p e r t s y s t e m w h ic h a s k e d a s e r ie s of q u e s t io n s d e s ig n e d t o d ia g n o s e th e fa u lt a n d in d ic a t e th e r e p a ir s n e e d e d .Th is "j u s t - in - t im e " t r a in in g s e rv ic e m e a n t t h a t t e c h n ic ia n s n o lo n g e r r e q u ir e d e x p e n s iv e a n d le n g th y in - p e r s o n t r a in in g - a d iffic u lt t a s kg iv e n t h e s h o r t life c y c le o f n e w e le c t ro n ic s p ro d u c t s . S e rv ic ee n g in e e r s w e r e c h a rg e d a fe e fo r c o n n e c t in g to t h e s e rv ic e , b u t it c le a r ly h e lp e d th e m to p ro v id e a fa s t e r s e rv ic e to th e e n d c u s to m e rw h ils t a ls o fu r t h e r e n fo r c in g t h e ir d e p e n d e n c e o n th e s u p p ly in g firm . Th e e x p e r t s y s t e m a ls o a c c u m u la t e d d a t a o n re p a ir p ro b le m s a n d p ro v id e d v a lu a b le fe e d b a c k to th e d e s ig n a n d m a n u fa c tu r in g d iv is io n so f th e c o m p a n y . A p r im a r y m o t iv a t io n fo r th is s e rv ic e w a s to d is s u a d e s e rv ic e e n g in e e r s fro m o b t a in in g p a r t s a n d s e rv ic e s fro m o th e rs u p p lie r s . Th e u b iq u it y o f Min it e l m e r e ly c r e a t e d th e e n v ir o n m e n tw it h in w h ic h th e s u p p lie r c o u ld m a n a g e r e la t io n s h ip s w it h a v e ry la rg e s e t o f b u y e r s , w it h o u t o p e n in g t h e ir s e rv ic e to o th e r s u p p lie r s .。