Page 194 - Electronic Commerce

Selling on the Web

Required:
1. Review the requirements for listing the Association’s journals on Google Scholar. Prepare a
memo of about 100 words to Mario in which you outline what steps will be necessary to
secure distribution of the journals’ article abstracts through Google Scholar. 169
2. Mario and the ASIB face cannibalization issues in their decision to make the journals avail-
able online; however, the issues are somewhat different for the two journals because each
is being sold to a different audience. In about 100 words, discuss these issues for the two
journals. Be sure to note differences in these issues for the two journals.
3. Prepare a comprehensive report for Mario in which you outline and analyze the possible
revenue models that ASIB might use for its Web site. You should address the two journals
as separate issues. Be sure to include the role that a paywall could play in one or more of
the possible revenue models. Your report should provide the basis for a presentation to the
ASIB executive board and should include specific recommendations where possible.

Note: Your instructor might assign you to a group to complete this case and might ask you to
prepare a formal presentation of your results to your class.

For Further Study and Research

Anderson, C. 2008. The Long Tail Revised and Updated Edition: Why the Future of Business is
Selling Less of More. New York: Hyperion.
Anderson, C. 2009. Free: The Future of a Radical Price. New York: Hyperion.
Bott, E. 2010. “Alternatives to iTunes: How Five Music Services Match Up,” ZDNet.com,
April 16. (http://www.zdnet.com/blog/bott/alternatives-to-itunes-how-5-rival-music-services-
match-up/1971)
Bustillo, M. 2011. “Wal-Mart Shakes Up its Online Business,” The Wall Street Journal,
August 13, B1.
Christensen, C. and M. Overdorf. 2000. “Meeting the Challenge of Disruptive Change,” Harvard
Business Review, 78(2), March−April, 66–75.
Crawford, W. 2004. “Keeping the Faith: Playing Fair with Your Visitors,” EContent, 27(4),
September, 42–43.
Demery, P. 2011. “Training, Technology, and Teamwork Help E-retailers Derive More Sales and
Profits from Live Chat,” Internet Retailer, November, 14–16.
Doonar, J. 2004. “It’s Not Such a Lonely Planet,” Brand Strategy, January, 24–25.
The Economist. 2010. “Charging for Content: Media’s Two Tribes,” 396(8689), July 3–9, 63.
Enright, A. 2011. “Classy Examples: Luxury Brands Show How to Sell High-ticket Items Online
and Build Trust,” Internet Retailer, May 31. (http://www.internetretailer.com/2011/05/31/
classy-examples)
Greenstein, S. and M. Devereux. 2006. The Crisis at Encyclopaedia Britannica. Kellogg School
of Management Case 5-306-504. Evanston, IL: Northwestern University.
Gupta, S. and C. Mela. 2009. “What Is a Free Customer Worth?” Harvard Business Review, 86
(11), 102–109.
Javelin Strategy & Research. 2013. 2013 Online Banking and Bill Payment Forecast. (https://
www.javelinstrategy.com/brochure/294)
Johnston, S. 2012. “Newspaper Paywalls Accelerating,” EByline, July 30. (http://ebyline.biz/
2012/07/newspaper-paywalls-accelerating/)
Jones, K., L. Leonard, and C. Riemenschneider. 2009. “Trust Influencers on the Web,” Journal
of Organizational Computing & Electronic Commerce, 19(3), 196–213.
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