Claudia SpinelliClaudia Spinelli

.

1.1. DemographicallDemographicallyy

2.2. Geographically Geographically3.3.

BehaviouristicallBehaviouristicallyy

4.4. Benefit Benefit5. 5. Socio-Socio-

economicallyeconomically

Enterprises select its customers through some criteria:

SPECIALSPECIAL SECTOR SECTOR

Oxfam sells goods on line because e-commerce is a more effective way:

globalization is used to help others !!globalization is used to help others !!

World can known the product through the web-site : many enterprises have had a rapid expansion

The best Raffaello represents all the most typical Italian products andexports the most exclusive, authentically Italian goods

Registration Give basic Give basic informationsinformations

• New form of businessNew form of business

• New form of transactionNew form of transaction

• New form of servicesNew form of services

CheapCheap Get things at a better price

With Priceline.com With Priceline.com consumers set the consumers set the

price and price and Priceline.com finds a Priceline.com finds a

vendervender

Companies sell Companies sell goods otherwise goods otherwise

unsoldunsold

Save up more than 40% of your money ! !

Website reminds customers of a traditional shop

Amazon.com uses the world “store”Amazon.com uses the world “store”

Customer is reminded of a

traditional shopping methods

DepartementsDepartements

Customers assistanceCustomers assistance

Range of products in aRange of products in afamiliar environmentfamiliar environment

Personalization counteracts the fact that the items cannot be touched or seen

buying become less impersonal !

Language & comunication

Fast and effective to beat competition.... say what is importantin a few words

In Amazon.com or e-Baynew costumers watch

an animated demo that explains all necessary informations

Main adjectives:Main adjectives:

- easy - safe - fun - fast

understand the customer

meet their needs

help them to find

solutions

AAAEnviromental, ELTC and Surfnet recycle computer, tele-comunicationequipment and offer business solutions

Company : - doesn’t waste time- focus on their core business

make money !

Missions :

Fidelity cardsSpecial services

Advantages in Amazon.com for regular customers:

1. A shopping cart regularly updated

2. A wish list

3. Special offers

ON LINE COMMERCE

Where you can find everythingand sell just about anything

Where there are hard objects to find

Where you can post anything unusual

INTRAPRENEUR

They are internetentrepreneur

People that sell their goodson line as a job

First condiction for success is :T

R

U

S

T

On line business needstrustworthiness morethan traditional business because it’s a virtualtransaction

Customer doesn’t seen livethe vendor and the product

Customer doesn’t know who the seller is

You can browse the feedback for buyer and seller reputation

• negative• neutral• positive

RISKRISKSS

Greater both for buyer and sellerGreater both for buyer and seller

Safety is importantSafety is important

Customers give theirCustomers give theirdetail with paymentdetail with payment

Banca Delle Marche :Banca Delle Marche :

shop with semplicity and safetyshop with semplicity and safety no registerno register always count on a reliablealways count on a reliable

• fraud is easierfraud is easier• difficult to know whether card owner and card holder are the same persondifficult to know whether card owner and card holder are the same person

PROTECTION

a. for people or companies that

buy or sell on line

b. for IT equipment

Services : VeriSign Digital ID systemVeriSign Digital ID system Pay palPay pal

Insurance polices : National VulcanNational Vulcan

Protection devices : E-Dock E-Dock DesktopDesktop

fafaststefficientefficient

affordableaffordable

flexibleflexiblefreefree

PRIVACY IS GUARANTEED !!PRIVACY IS GUARANTEED !!

ADVANTAGESADVANTAGES

You don’t have to leave home

Save time

Open all day

No stop shopping hours

Tradition + innovation

Fast service

Cheap delivery

PromotionsPromotions

Customers need to fell that they get a better service on lineCustomers need to fell that they get a better service on linethan in traditional shoppingthan in traditional shopping

Rules :Rules :

safesafe reliablereliable cheapcheap speedspeed delivery notificationdelivery notification tracking systemtracking system

Main Main companies :companies :

returning merchandise returning merchandise refunding customersrefunding customers

For customer For customer satisfactionsatisfaction

All this is e-commerce,All this is e-commerce,

fascinating fast moving,fascinating fast moving, dynamic field and much more !dynamic field and much more !

Claudia Spinelli