 An E-Commerce Sales Model for Manufacturing Companies:: A Conceptual Framework and a European ExampleTawfik Jelassi and Stefanie Leenen European Management Journal, 2003, vol. 21, issue 1, 38-47 Abstract: The Internet offers manufacturers a new way to market their products and interact with end-consumers. For the first time, manufacturers can, through the Internet, dis-intermediate traditional players in the distribution chain and in addition to selling products, provide services to online customers. This 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 motorcycle model as well as complementary products and services. Lessons learned from this innovative marketing and sales approach are presented and concluding remarks offered. Keywords: E-Commerce; Internet; Manufacturers; Business; model; Online; sales (search for similar items in EconPapers) Downloads: (external link) Related works: Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text Persistent link: https://EconPapers.repec.org/RePEc:eee:eurman:v:21:y:2003:i:1:p:38-47 Ordering information: This journal article can be ordered from Access Statistics for this article European Management Journal is currently edited by Michael Haenlein More articles in European Management Journal from Elsevier |
Is your work missing from RePEc? Here is how to contribute.
Questions or problems? Check the EconPapers FAQ or send mail to .
EconPapers is hosted by the
School of Business at Örebro University.