e-Commerce Solution Covering Business Customer Ordering and Information Processes at Xiameter

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Management Summary

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.

Referenz
Lin, S.; Senger, E.: Case Study Xiameter - e-Commerce Solution Covering Business Customer Ordering and Information Processes, Center for Digital Strategies at Tuck School of Business at Dartmouth, and Institut of Information Management, University of St. Gallen, Hanover, NH, and St. Gallen, 2003, http://cases.iwi.unisg.ch

Erstellungsdatum der Fallstudie: Oct 13, 2004

Autor(en) der Fallstudie:

Enrico Senger

Stephen E. Lin

Lösungspartner:

HAHT Commerce, Inc., Gaithersburg

N.N.

Betreiber der Lösung:

Xiameter

K. Michael Lanham

Commercial Director

Branche:

Chemical industry/Plastic goods
Chemicals
Silicones

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