List of Illustrations p. xi
Preface p. xiii
About This Book
Acknowledgments p. xvii
Introduction: e-Profit p. 1
What This Book Is about and Why You Should Read It
Research
Key Concepts
Overview of This Book
Winning the Economic Case for E-Commerce p. 23
The Evidence on High-Payoff E-Commerce Applications p. 25
E-Commerce Demands New Methods of Project Financial Evaluation
The Highest-Payoff E-Commerce Application: Cisco Connection Online
Principles of High-Payoff E-Commerce Applications
How to Avoid Low-Payoff E-Commerce Applications
ANX (Automotive Network Exchange)
Ames Research Center
CIBC
Conclusion
Financial Evaluation of E-Commerce p. 45
An Executive Perspective on Why E-Commerce Counts
Measuring a Successful E-Commerce Project
How the Stock Market Assigns Value to Intangible Assets
An Approach to E-Commerce Financial Evaluation
Conclusion
How E-Commerce Creates Competitive Advantage p. 69
Book Selling and the Internet
Principles of E-Commerce and Competitive Advantage
A Methodology for Using E-Commerce to Create Competitive Advantage
Conclusion
Managing the Transition to E-Commerce p. 95
Getting Senior Management Online p. 97
Senior Executive Attitudes toward E-Commerce
Framework for Assessing CEO Attitudes toward E-Commerce
Case Studies of CEO Attitudes toward E-Commerce
Charles Schwab
Kosher Grocer, Inc.
CVS
W. W. Grainger
Chase Manhattan
Cemex
Astoria Financial
Engaging the CEO in E-Strategy
Conclusion
Evaluating Potential Applications p. 119
E-Commerce, Self-Reinventors, and Change Avoiders
Case Studies
Citigroup's e-Citi
Merrill Lynch Direct Marketers
Principles for Evaluating E-Commerce Applications
Methodology for Evaluating E-Commerce Applications
Conclusion
Leading Change p. 143
Four Kinds of Change Processes
Cases
Incremental: Microsoft E-Procurement
Reactive: Merrill Lynch
Controlled: HealthAxis.com
Principles of Managing E-Commerce-Induced Change
A Methodology for Managing E-Commerce Change
Conclusion
Sustaining Change p. 166
Management Techniques for Sustaining Change
DEC
Microsoft
Principles for Sustaining Change
Principles for Inhibiting Change
HP InkJet Printers
Methodology for Sustaining Change
Conclusion
Building the E-Commerce Infrastructure p. 185
Designing the Architecture p. 187
E-Commerce Architecture Defined
Experiment: Partnering with ISPs
Back-Office E-Architecting: Weyerhaeuser and Eastman Chemical
Weyerhaeuser
Eastman Chemical
E-Commerce Architecture Performance Criteria
Front-Office E-Architecting: Charles Schwab and eBay
Charles Schwab
eBay
Principles of E-Commerce Architecture
Methodology for Effective E-Commerce Architectural Design
Conclusion
Evaluating Suppliers p. 210
Cases
E-Commerce Applications Software Evaluation
Case Lessons
DARPA's VPN
Case Lessons
Methodology for Evaluating E-Commerce Suppliers
Conclusion
Negotiating the Deals p. 231
Successful E-Commerce Purchase Negotiation Outcome
E-Commerce Purchase Negotiation Risks and Ways to Address Them
Case Studies
Horizon Healthcare
Children's Hospital of Los Angeles
Whirlpool
Toronto Hospital
Methodology for Successful E-Commerce Purchase Negotiation
Conclusion
Managing the Implementation p. 254
Elements of Successful E-Commerce Project Management
E-Commerce Project Management Cases
United Airlines
AlliedSignal
American International Group (AIG)
Homebid.com
Principles of Successful E-Commerce Project Management
E-Commerce Project Management Methodology
Conclusion
Index p. 271