[8] 2002 e-business-strategies-for-virtual-organizations
[8] 2002 e-business-strategies-for-virtual-organizations
[8] 2002 e-business-strategies-for-virtual-organizations
Create successful ePaper yourself
Turn your PDF publications into a flip-book with our unique Google optimized e-Paper software.
e-<strong>business</strong> <strong>strategies</strong> in the <strong>virtual</strong> organization<br />
aids in customer retention and repeat orders <strong>for</strong> the organization.<br />
Today’s electronic commerce isn’t limited to shopping over<br />
the Internet. It’s also not confined to supply chain transactions<br />
between large trading partners. Electronic commerce means<br />
doing <strong>business</strong> electronically – all of the aspects of doing<br />
<strong>business</strong>. It embodies the total <strong>business</strong> process – from advertising<br />
and marketing to sales, ordering, manufacturing, distribution,<br />
customer service, after-sales support, and replenishment of<br />
inventory – managing the entire customer and product life<br />
cycle.<br />
When we look to apply e-<strong>business</strong> <strong>strategies</strong>, we are applying<br />
new technologies to streamline our <strong>business</strong> interactions. These<br />
technologies use the Internet as a backbone, but are increasingly<br />
looking to integrate advanced telephone systems, hand-held<br />
digital appliances, interactive TVs, self-service kiosks, smart<br />
cards, and a whole host of emerging technologies. All of these<br />
customer-facing technologies are supported, behind the scenes,<br />
by integrated customer databases, call centres, ERP and workflow<br />
systems, and secure transactional systems. They require<br />
sophisticated management so that systems communicate –<br />
seamlessly, reliably, and securely – across corporate and geographic<br />
boundaries.<br />
10.4.1 Common customer management<br />
themes<br />
When we look at how companies are looking to manage the<br />
customer experience in a new way, we can identify eight<br />
recurring themes. They are:<br />
� Targeting the right customers.<br />
� Owning the customer’s total experience.<br />
� Streamlining <strong>business</strong> processes that impact the customer.<br />
� Providing an all-round view of the customer relationship.<br />
� Letting customers help themselves.<br />
� Helping customers do their jobs.<br />
� Delivering personalized service.<br />
� Fostering community.<br />
10.4.2 Targeting the right customers<br />
First, we need to ask whether we have identified the most<br />
profitable customer segment? Which people make or influence<br />
on purchasing decisions? Which group of desirable customers<br />
are defecting or choosing a competitor? Therein lies the first<br />
211