Frank Duserick

Understanding the B2B E-Market in China

This paper seeks to develop a conceptual model that is inherently suitable for analyzing the complexity of B2B e-market and transaction performance in China. The case study of CCEC.com provides an insight on how one excellent B2B e-market has executed a successful strategy utilizing the existing source within the current business climate of China. The data from the case research illustrate e-commerce strategies and crucial business activities. Further, the B2B E-Market Model is proposed for studying the critical strategy component of value creation in e-markets of China. The Model involves with two variables: the e-commerce process and the controlling complexity. Building on process insight, the e-commerce process can be modelled by separating main business activities into four phases designed to exploit value creation opportunity. Controlling complexity refers to supervising and controlling the transactional processes for security, trust and efficient transaction environment. The Model illustrates the relationship between the business components required to support the e-commerce processes with the value creation factor and the controlling complexity. Using the model in comparisons of B2B e-markets in USA and in China, we find unique characteristics in transactional processes - the information, negotiation, payment and delivery phases. It offers an effective approach to studying dynamic structure of transactional process and a high performance e-commerce strategy.

The Use of Market Research to Design Healthcare Offerings: A Case Study of a Senior Citizen Community

With a growing elderly population, there is little argument that the healthcare system in the United States must understand the needs and wants of its elderly consumers. This is especially important in a rural community where services can be limited and access to these services is difficult for consumers. Marketing research is one way in which rural healthcare facilities can gain market information not only to enhance their product offerings, but also to ensure that proper and sufficient services are provided. This article presents a case study of a long-term healthcare facility using marketing research.