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| Author: | Jelassi, T. Leenen, S. |
| Title: | An e-commerce sales model for manufacturing companies: a conceptual framework and a European example |
| Journal: | European Management Journal
2003 : FEB, VOL. 21:1, p. 38-47 |
| Index terms: | Electronic commerce Internet Manufacturing industry R&D Distribution channels Europe |
| Language: | eng |
| Abstract: | The paper analyses three aspects of B-2-C (Business-to-Consumer) e-commerce from a manufacturer's perspective. First, it presents the manufacturer's traditional value chain and how the Internet permeates its activities. Second, it proposes an e-commerce sales model for manufacturers and discusses related business and management issues. Third, it illustrates through an actual example how Ducati, an Italian motorcycle manufacturer, successfully used the proposed e-commerce business model to sell exclusively on the Internet its new model to sell exclusively on the Internet its new motorcycle model as well as complementary products and services. |
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