Peter S. Cohan - E-profit: high payoff strategies for capturing the e-commerce edge

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title	:	E-profit : High Payoff Strategies for Capturing the E-commerce Edge
author	:	Cohan, Peter S.
publisher	:	AMACOM Books
isbn10 | asin	:	0814405444
print isbn13	:	9780814405444
ebook isbn13	:	9780585112800
language	:	English
subject	Business enterprises--Computer networks, Electronic commerce, Information technology--Economic aspects, Internet, Internet marketing.
publication date	:	2000
lcc	:	HD30.37.C65 2000eb
ddc	:	658.8/00285
subject	:	Business enterprises--Computer networks, Electronic commerce, Information technology--Economic aspects, Internet, Internet marketing.

Page iii e-Profit High Payoff Strategies for Capturing the E-Commerce Edge Peter S. Cohan AMACOM American Management Association New York Atlanta Boston Chicago Kansas City San Francisco Washington, D.C. Brussels Mexico City Tokyo Toronto

Page iv Special discounts on bulk quantities of AMACOM books are available to corporations, professional associations, and other organizations. For details, contact Special Sales Department, AMACOM, a division of American Management Association, 1601 Broadway, New York, NY 10019. Tel.: 212-903-8316. Fax: 212-903-8083. Web site:www.amanet.org This publication is designed to provide accurate and authoritative information in regard to the subject matter covered. It is sold with the understanding that the publisher is not engaged in rendering legal, accounting, or other professional service. If legal advice or other expert assistance is required, the services of a competent professional person should be sought. Library of Congress Cataloging-in-Publication data has been applied for and is on record at the Library of Congress. 2000 Peter S. Cohan. All rights reserved. Printed in the United States of America. This publication may not be reproduced, stored in a retrieval system, or transmitted in whole or in part, in any form or by any means, electronic, mechanical, photocopying, recording, or otherwise, without the prior written permission of AMACOM, a division of American Management Association, 1601 Broadway, New York, NY 10019. Printing number 10 9 8 7 6 5 4 3 2 1

Page v To Robin, Sarah, and Adam

Page vii CONTENTS List of Illustrations xi Preface xiii About This Book Acknowledgments xvii 1. Introduction: e-Profit 1 What This Book Is about and Why You Should Read It Research Key Concepts Overview of This Book Part I: Winning the Economic Case for E-Commerce 23 2. The Evidence on High-Payoff E-Commerce Applications 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 3. Financial Evaluation of E-Commerce 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

Page viii 4. How E-Commerce Creates Competitive Advantage 69 Book Selling and the Internet Principles of E-Commerce and Competitive Advantage A Methodology for Using E-Commerce to Create Competitive Advantage Conclusion Part II: Managing the Transition to E-Commerce 95 5. Getting Senior Management Online 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 6. Evaluating Potential Applications 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

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