Product Marketing and Channel Management in Electronic Commerce

Authors:
Chandrasekar Subramaniam;Michael J. Shaw;David M. Gardner
Affiliations:
Department of Business Administration, University of Illinois at Urbana-Champaign, Urbana, IL, 61801;Department of Business Administration, University of Illinois at Urbana-Champaign, Urbana, IL, 61801;Department of Business Administration, University of Illinois at Urbana-Champaign, Urbana, IL, 61801
Venue:
Information Systems Frontiers
Year:
2000

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Abstract

Marketing managers developing strategies to market products on the Internet are faced with important issues. We suggest that the use of Web advertising, virtual store-fronts and virtual communities provides innovative opportunities for marketers to communicate with consumers, understand their preferences and personalize the marketing offers at far lesser costs and far more effectively than through traditional means. The Web can also extend to fulfill the transaction and distribution needs of the consumers through new consumer processes, and thus becomes a new marketing channel. Considering the unique characteristics of the Web and traditional channels, we suggest the use of product and market characteristics in identifying the right channel for the right product. Further, we present a new framework of channel management strategies to help organizations effectively integrate the Web channel into their marketing strategy.