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E-Business Management. Session Two : Revenue Models. Session Objectives. Define the type of revenue collection methods for B2C and BCB marketplaces What is a revenue model? Define the type of revenue models available Understand the changes in the revenue composition of e-businesses.

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E-Business Management

Session Two : Revenue Models


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Session Objectives

  • Define the type of revenue collection methods for B2C and BCB marketplaces

  • What is a revenue model?

  • Define the type of revenue models available

  • Understand the changes in the revenue composition of e-businesses


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Revenue Collection

  • Collection and disbursement of revenue items

    • B2C

      • Use of credit cards

      • Digital wallets

      • Digital Cash


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Revenue Collection

  • Collection and disbursement of revenue items

    • B2B

      • Electronic Letters of Credit – where a bank or other authority guarantees the payment, and therefore takes the risk associated with repudiation or order dispute

      • Internet based EDI – although less standardised than more traditional EDI, this approach has the benefit of integrating payment details with other organisational systems

      • Electronic billing presentation and payment (EBPP): the process by which companies bill customers and receive payments electronically over the Internet. There are two types of presentment models:

        • direct model: a biller delivers the bill to customers via its own website, or via a third-party's site

        • consolidator model: bills from multiple billers are delivered to a single Web site, to be presented in aggregate to the consumer for viewing and payment


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Revenue Model - Definition

  • A revenue model is a part of the overall business model, and is essentially the underlying concept of how the e-business will attract and collect revenue

  • The three forms are:

    • Sales

    • Taxes/Individual Service User Payments

    • Financial Contributions from the public


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Types of the Revenue Model

  • Advertising – income from, for example, banner ads and linked to volume and quality of hits

  • Sponsorship – sponsorship from a company wanting to convey brand values through association with programs that fit the company's product or corporate image.

  • Subscription – in effect a membership charge for the ability to receive services for a specified time


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Types of the Revenue Model

  • Transaction Fee – in effect, a broking fee for facilitating a sale between two parties

  • Affiliate – referral fees when one website leads a party on to another where they conduct a transaction – and the original site therefore gains a cut of the fee : a referral type model


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Types of the Revenue Model

  • Sales – may be of goods or services, which can include information (for example, market information) or provision of web services themselves (such as server spaces for websites, or hot counters)

    • sales packages may themselves come in diverse forms, such as forward payments for a series of services or deliveries of goods, or agreements to purchase a number of as yet unspecified items (for examples, on a book club model) or basic sales plus discounts on add-ons and so on


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Sales Revenue

  • Online sales revenues are further affected by sales channel decisions, such as customer service, purchase processes, website performance


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Internet B2C Revenue

Before the dot.com crash


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Internet B2C Revenue

After the dot.com crash


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Discussion

  • Discuss the feasibility of the types of revenue models the following companies use:

    • www.ebay.com

    • www.orbitz.com

    • Harvard Business Review Online

    • www.amazon.com


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References

  • Afuah & Tucci, Internet Business Models and Strategies: Text and Cases, 2001

  • Groucutt & Griseri, Mastering E-Business, 2004

  • Soh & Markus, B2B E-Marketplaces— A Strategic Archetypes Approach, 2002


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