
Web rules
Shaping consumer decisions online
Description
The Internet has revolutionized the marketplace, shifting power back to consumers from large corporations. This shift is significant as it allows consumers to make informed decisions and explore alternatives with ease. The web enables consumers to efficiently compare products and prices, thanks to accessible and comprehensive information.
This empowerment leads to a transformative impact across various sectors including business, healthcare, and education, heralding a new era of consumer dominance. This change mirrors historical times when consumer satisfaction was paramount, emphasizing the enduring principle that the customer is always right.
Table of contents
01Internet influence on purchases
Empowering internet consumers
In the past, consumers enjoyed significant influence in the marketplace, with personalized services like house calls from family doctors and home deliveries of fresh goods. However, as corporate mergers and chain retailers prioritized profitability over service, this consumer power diminished. The advent of the internet has reversed this trend, enabling small, specialized businesses to compete effectively against large corporations by offering niche products and services at lower costs.
This shift has empowered consumers with greater access to information, wider choices beyond their immediate locality, and the ability to influence others through online platforms. The internet has democratized the marketplace, making consumer satisfaction a paramount concern for businesses of all sizes. Industry leaders now recognize the necessity of adapting to this digital model, acknowledging that success hinges on serving the consumer's needs and preferences in this new era of increased consumer power and choice.
Real-time media experiences
The advent of the internet has revolutionized the concept of news, offering real-time, interactive communication on an individual level. This has democratized access to information, diminishing the edge of "inside information" in markets. Now, anyone can be a news provider, with countless individuals already hosting their own websites. Entertainment is also undergoing a transformation, with a surge in options like interactive video games, on-demand movies, live sports, and online shopping. The internet's impact on how we work, play, vote, learn, and live is profound, yet its long-term effects are still unfolding. Economists like burton malkiel acknowledge the magnitude of this information revolution, while alan greenspan sees it as a significant structural shift. Tom murphy hails the internet as a major advancement in mass communication, and barry diller notes its potential to expand educational access beyond traditional institutions.
Internet-linked smart devices
The current trend of accessing the internet primarily through personal computers is seen as excessive. The future points to a shift where consumers will connect via affordable, widespread, and smart devices. This shift is driven by the intense focus of major tech companies on internet-centric research and development. As internet usage grows, the network improves for all users. Competitive pressures are spurring innovations, like novell's directory technology for global personal data access.
The rise of feature-rich wireless devices and cell phones with integrated data and voice capabilities will further expand internet reach. Developments in electronic payment systems, remote home control, and in-car internet access are underway. Software robots, or "bots," are being created to perform online tasks autonomously. This momentum is expected to produce a variety of intelligent devices, increasing demand for bandwidth and spurring the creation of new applications, thus accelerating internet evolution. Mike bloomberg envisions a future where simplicity masks complexity, and every phone becomes an internet terminal, offering data, text, and video seamlessly.
Interactive life management
Internet success stories share a common trait: they're highly interactive, giving users complete control, whether for shopping, politics, or entertainment. Interactivity is measured by choice, offering more options than physical stores; competitive pricing, often lower than offline counterparts; usability, with intuitive and functional websites; personalization, tailoring experiences to individual preferences; and safety, ensuring personal information is secure.
02Tenets for online business success
Customer empowerment online
A successful commercial website must prioritize user-friendliness in its interface to facilitate easy shopping. It should offer customization options for users to tailor the site according to their preferences and needs. Additionally, it's crucial to provide a feedback mechanism for consumers to communicate their opinions to the site operators. Rapid adaptation based on customer feedback is essential for a website to remain competitive.
Websites lacking in customer focus, adaptability, and effective two-way communication will fall behind. As venture capitalist ann winblad emphasizes, businesses thrive by putting the consumer first, acknowledging that failing to meet customer expectations means risking closure. Similarly, jerry yang, yahoo!'s co-founder, warns against deceiving or discomforting consumers, as they will simply seek alternatives.
Everlasting low prices
Consumers expect online businesses to offer lower prices due to their reduced operational costs compared to traditional brick-and-mortar stores. The intense competition online further fuels this expectation, as customers can easily find alternative sellers offering the same products or services at lower prices. Economist burton malkiel from princeton university explains that in a market with perfect competition, where entry barriers are low, profit margins tend to shrink significantly.
Tom murphy echoes this sentiment, predicting that the fierce price competition online will lead to very slim profit margins, comparable to those in the food retailing industry, possibly as low as 1-2%. This trend towards permanently low prices is anticipated to continue, shaping the future landscape of online commerce.
Essential first-class service
Exceptional service is a crucial competitive edge for online businesses. Customers are drawn to the convenience of shopping at their leisure, in their preferred manner. Without top-tier service, online shoppers are inclined to explore new brands, as the novelty of the internet predisposes them to embrace change. To maintain customer loyalty, businesses must deliver outstanding service. The internet and emerging technologies offer consumers a vast array of products, both locally and globally.
This range of options is set to expand dramatically in the coming years, with technology becoming as common as the telephone is today. This sentiment is echoed by tom murphy, who highlights the importance of service in the evolving landscape of consumer choice and technological advancement.
Privacy control assurance
Online businesses that prioritize transparency in their privacy policies and offer straightforward options for customers to opt out of data collection practices are seen as more trustworthy. Allowing customers the choice to prevent their information from being stored in browser cookies enhances a business's reputation for being customer-centric. This approach not only boosts consumer confidence but also promises more business in the future.













