Test 2 Study Guide
CSIS 4555
All references from Weill, P. & Vitale, M. (2001). Place to Space: Migrating to eBusiness
Models. Boston: Harvard Business School Press.
Chapter 1
 Define the following terms:
o e-business
o e-commerce
o atomic e-business model
o e-business model
o e-business initiative
o core competency
o critical success factor
 What characterizes the second wave of e-business?
 Why have traditional firms struggled to take advantage of the e-business revolution?
Chapter 2
 What’s different about e-business?
 Discuss the e-business model schematics methodology
o What is its purpose?
o What are the critical aspects of the methodology?
 What are three important questions of ownership in any e-business model?
Chapter 3
 In what three ways might we use the finite set of atomic business models?
 Discuss challenges posed by e-business regarding managing channels to the customer.
 Discuss the role of IT infrastructure capability in the success of e-business initiatives.
 What conflicts might arise when atomic e-business models are combined into e-business
initiatives?
 What questions can we pose to assess the viability of an e-business initiative?
 “A useful analogy for the relationship between the atomic e-business models, e-business
models, and e-business initiatives is the relationship between atoms, compounds, and
chemical reactions.”
o Discuss this analogy with regard to the evolution of e-business.
o How and why does the analogy to chemistry break down?
Chapter 4
 Discuss the evolution of CDNOW.
o What type of direct-to-customer e-business was CDNOW?
o What lessons can we learn from its experience?
o What alternative strategies might CDNOW have adopted?
o Give examples of firms that have succeeded where CDNOW has failed.
 What are the four types of direct-to-customer e-business models? Give an example of
each.
 What are the value propositions of the direct-to-customer model for businesses? For
customers?
 What are the keys to profitability in the direct-to-customer model? Give examples of
firms that have succeeded with this e-business model.
 What are the benefits of and challenges posed by multiple channels to the customer?
 Discuss the direct-to-customer model, incorporating each of the following into your
answer:
o Strategic objective
o Sources of revenue
o IT infrastructure
o Critical success factors
o Core competencies
Chapters 5 through 11
 Discuss the case in each chapter.
o What lessons can we learn from its experience?
o What alternative strategies might the firm have adopted?
 What are the value propositions of the atomic model for businesses? For customers?
 What are the keys to profitability for the atomic model? Give examples of firms that have
succeeded with this e-business model.
 Discuss the model, incorporating each of the following into your answer:
o Strategic objective
o Sources of revenue
o IT infrastructure
o Critical success factors
o Core competencies
Chapter 12
 Customer assets and leverage:
o Owning the customer relationship brings the leverage of influence
o Owning the customer data brings the leverage of insight
o Owning the customer transaction brings the leverage of revenue for service
 Lonely Planet revisited:
o What were the four major initiatives undertaken by Lonely Planet?
o The business model for Lonely Planet is a combination of what atomic e-business
models?
o What issues did Lonely Planet face?
o Discuss Lonely Planet’s portfolio approach to e-business. What challenges does
the approach entail? What benefits will Lonely Planet reap?
Chapter 13
 Implementation of the E-Business Opportunity or Threat Indicator:
o What issues are measured by the E-Business Opportunity or Threat Indicator?
o How are scores interpreted?
 The process of e-business strategizing:
o Depict the framework introduced by the authors.
o Where does e-business strategizing begin?
o How do firms derive e-business building blocks?
o Discuss the portfolio approach to e-business initiatives.
o What is the suggested composition of the team that conducts e-business
strategizing?
o Illustrate your answers with examples from the cases.
 The process of evaluating e-business initiatives on the dimensions of business model,
customer segments, channels to the customer, and IT infrastructure.
o What are the steps involved in understanding the business model for an
initiative?
1. Identify the atomic models that make up the initiative. Create a business
model schematic for the initiative.
2. Using tables 12-3 and 12-4, compile lists of strategic objectives, sources
of revenue or value, critical success factors, and core competencies.
3. Assess the hybrid models for synergies and conflict. What four results are
possible from combining pairs of atomic models?
o What questions must be addressed about customer segmentation?
o What questions must be addressed about channels to the customer?
o Discuss the process of building IT infrastructure to support an e-business
initiative.
 The top ten leadership principles for e-business.