영문목차
List of Illustrations=xi
Preface:About This Book=xiii
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
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
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
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
7. Leading Change=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 ECommerce Change
8. Sustaining Change=166
Management Techniques for Sustaining Change
DEC
Microsoft
Principles for Sustaining Change
Principles for Inhibiting Change
HP InkJet Printers
Methodology for Sustaining Change
Part Ⅲ:Building the E-Commerce Infrastructure=185
9. Designing the Architecture=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
eBay
Principles of E-Commerce Architecture
Methodology for Effective E-Commerce Architectural Design
10. Evaluating Suppliers=210
E-Commerce Applications Software Evaluation
Case Lessons
DARPA's VPN
Methodology for Evaluating E-Commerce Suppliers
11. Negotiating the Deals=231
Successful E-Commerce Purchase Negotiation Outcome
E-Commerce Purchase Negotiation Risks and Ways to Address Them
Horizon Healthcare
Children's Hospital of Los Angeles
Whirlpool
Toronto Hospital
Methodology for Successful E-Commerce Purchase Negotiation
12. Managing the Implementation=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
Index=271
Table 1-1. Key questions and concepts of e-commerce=7
Figure 1-1. Strategic balance sheet analysis framework=8
Figure 1-2. E-commerce applications by intangible asset class=9
Figure 1-3. Competitive adaptation gap analysis=11
Figure 1-4. Competitive opportunity analysis=13
Figure 1-5. E-commerce risk evaluation framework=15
Figure 1-6. Enterprise value assessment=16
Figure 1-7. E-commerce portfolio analysis framework=18
Figure 2-1. Quarterly growth in Cisco e-commerce revenue(Q1 1997 to Q3 1998)=33
Figure 3-1. Percentage of companies using the Internet by application(June 1998)=47
Figure 3-2. Percentage of companies not selling online by reason(June 1998)=48
Figure 3-3. Perceived benefits of online selling by degree of benefit(June 1998)=50
Figure 3-4. Percentage of companies adopting online selling by industry(by 1998 and 2000)=51
Table 3-1. Performance improvements from IBM's HR Payments E-Engineering=54
Table 3-2. Performance improvements from IBM's Vendor Payments E-Engineering=55
Figure 4-1. Market capitalization/revenues(5/7/99) and revenue growth rate(1997 to 1998) for Amazon.com, Barnes & Noble, and Borders=71
Figure 4-2. Retail store square feet(000s), employees, and number of titles(000s) for Amazon.com, Barnes & Noble, and Borders(1998)=72
Figure 5-1. Percentage of revenues from e-commerce anticipated by corporate CEOs(1999 and 2004)=98
Figure 5-2. Online-only and tradition companies' perceived benefits of e-commerce=99
Figure 5-3. Framework for assessing CEO's attitude toward e-commerce=101
Figure 7-1. Nature of change management process by source of e-commerce strategy and extent of business model change=145
Figure 9-1. Spectrum of e-commerce architectures=188
Table 10-1. Summary analysis of e-commerce application software=219
Table 10-2. Summary analysis of DARPA's VPN proposals=226