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To: helkel who wrote (239)5/14/1999 1:19:00 PM
From: D.J.Smyth   of 1094
 
NBR report on business to business e-commerce - where the money is going:

(courtesy of Mohan from the Dell thread):
In case you missed this tidbit last night on NBR. Looks like Business to Business E-Commerce is where the money is at,no wonder DELL is sticking with it and not wasting much energy on the Business-to-Consumer thing.
==========================
(Courtesy:NRB)

05/13/99: E-Commerce Is In The Gloaming

SUSIE GHARIB: Tonight's commentator begins with a lesson in semantics and the way it pertains to electronic commerce. Here's James Cash, professor of business administration at Harvard University.

JAMES CASH, COMMENTARY: John Wineberg, chairman emeritus of Goldman Sachs recently asked a group of managers if they knew the definition of gloaming . One manager chimed in that it meant evening twilight and started a spirited discussion whether it referred to dusk or dawn. This discussion reminded me of many I have participated in recently that focused on the profitability of the business to consumer e-commerce industry. As you know, business to business e-commerce has been and will continue to be very profitable for all involved. However, the business to consumer segment has to date had mixed results. The biggest problem I observed in these discussions is a lack of segmentation. According to the Forrester market research firm there are two types of online buyers, convenience focused and value focused. The convenience focused segment is 45 percent of online buyers. These consumers pay extra for speed and quality, buy throughout the year and are not price sensitive. The value focused buyer seeks high quality for less money and will go out of their way to find it. They account for 80 percent of online purchases up to $500 but for 20 percent of purchases that exceed $500, they buy fewer products. So, the next time you hear a discussion about profitability in the business to consumer e-commerce segment, remember the word gloaming as is in the current phase of the business to consumer e-commerce. I'm James Cash
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