Case Study Xiameter - e-Commerce Solution Covering Business Customer Ordering and Information Processes
Type
case study
Date Issued
2003-12-01
Author(s)
Lin, Stephen E.
;
Senger, Enrico
Research Team
C>K>P, IWI4
Abstract
Dow Corning, world market leader in the manufacture of silicone products, offers commodity products under the brand Xiameter.com for 15% less than the usual market prices. Xiameter.com customers do without the comprehensive service for which Dow Corning stands and follow the business rules which include ordering through the website. This customer segmentation means that Xiameter.com can serve commodity customers through lean, standardized processes with low-price offers. Customers who inquire about additional services (such as e.g. Vendor Managed Inventory (VMI)) or individually tailored products and services are still served by the brand Dow Corning. Dow Corning, Weltmarktführer bei der Herstellung von Silikonprodukten, bietet Commodity-Produkte unter dem Brand Xiameter.com 15% unter den marktüblichen Preisen an. Die Kunden von Xiameter.com verzichten auf den umfangreichen Service, für den Dow Corning steht und folgen den Geschäftsregeln, die u.a. eine Bestellung über die Website vorsehen. Durch diese Kundensegmentierung kann Xiameter.com Commodity-Kunden durch schlanke, standardisierte Prozesse mit niedrigpreisigen Angeboten bedienen. Kunden, die Zusatzservices (wie z.B. Vendor Managed Inventory (VMI)) oder individuell zugeschnittene Produkte und Leistungen nachfragen, werden weiterhin über die Marke Dow Corning bedient.
Language
English
Keywords
Fallstudie
Collaboration
HSG Classification
not classified
Refereed
No
Publisher
Center for Digital Strategies at Tuck School of Business at Dartmouth, and Institut of Information Management, University of St. Gallen
Publisher place
Hanover, NH, and St. Gallen
Number
HSG / IWI / BECS / 21
Subject(s)
Division(s)
Eprints ID
213842
File(s)![Thumbnail Image]()
Name
Xiameter%20CS%20engl%20final%2004%20ese%20.pdf
Size
272.92 KB
Format
Adobe PDF
Checksum (MD5)
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