Nahum Goldmann, Publisher, invites you to review Vol. 1, No. 1,
of the Journal of Internet Marketing (JIM) which
ARRAY Development just recently started to publish.

If you wish to subscribe (for free) and receive future JIM issues at
approximately three-four month intervals, follow these simple
instructions (complete instructions are located at the end of this
email).

Please note: *** JIBC and JIP subsribers will NOT receive any
further mailings from JIM unless they subscribe ***.

To subscribe to the separate messages version:
Send email to listserver@...
Body of message (NOT Subject:)
subscribe JIM



http://www.ARRAYdev.com/commerce/jim/current.asp


=================
Table of Contents
=================

Editorial (By Bob Paajanen and Cathy Allington, Chief Editors)
http://www.ARRAYdev.com/commerce/jim/9802-01ed.htm

Publisher's Corner and Call for Editors (By Nahum Goldmann)


Feature Articles

Marketing on the Internet -- Providing Consumer Satisfaction
(By Joe Abramson and Craig Hollingshead)
http://www.ARRAYdev.com/commerce/jim/9802-01.htm

Reverse Marketing: Synergy of Purchasing and Relationship Marketing
(by Wim G. Biemans and Maryse J. Brand)
http://www.ARRAYdev.com/commerce/jim/9802-02.htm

Hang the Mystique - Use it for what it is! (By Cathy Allington)
http://www.ARRAYdev.com/commerce/jim/9802-03.htm

Announcement: Electronic Forum for Internet Banking and Commerce !!!

Advertisement: Hackers4Hire*(TM) from CSCI Computer Security Canada Inc.

Advertisement: The Sales Handbooks from Government Technology Press

Advertisement: Newsletter on Electronic Payments

Administrative Notice



================
Editorial (By Bob Paajanen and Cathy Allington, Chief Editors)
================

Internet Marketing: Can You Resist a Byte?

When Eve offered Adam a "bite" of the apple he was unable to resist.
Bill Gates has offered us a "byte" of his apple have you succumbed to
temptation? The advent of the Internet is the most exciting marketing
innovation in history. 100 million users worldwide, with an estimated 200
million by the year 2000. As with the fabled apple, the temptation can be
disastrous for some and overwhelmingly profitable for others.

The purpose of the Journal of Internet Marketing is to show small to
medium sized businesses how to take a "byte" and profit. We will utilise the
best of current academic and practical thinking to give you practical advice
on how to maximise the enormous potential of the Internet to your profit.

Some facts:

* Consumers are increasingly being educated to expect and thus demand 24
hour a day, 7 day a week sales and service.
* Consumers today are more educated and want more information prior to
making a purchasing decision.
* Because the Internet meets these 2 basic criteria of consumer needs, the
worldwide market of Internet users is growing exponentially, faster than any
other
media.

Television has traditionally been the biggest spending medium for
advertisers seeking to sell products and services. With an estimated market
penetration in the Western world of around 95%, TV has been accepted as a
"traditional" advertising medium for many years. But look at the history of
TV!

At the end of World War 2, there were an estimated 10,000 television sets
in use only, with about half of these in New York City. By the end of 1949,
1 million sets had been sold. By 1956, the gross income of the television
industry - predominantly advertising - was around $590 million.

The Internet and Internet Marketing is less than 10 years old - really
only achieving increasing prominence as a marketing tool over the
past 5 years. And yet already, after such a short time span, revenue
from commerce conducted over the Internet in 1997 is estimated
at $9 billion! Clearly, "There's gold in them thar bytes!"

The rules of successful Internet marketing have not yet been clearly
spelt out. Television was seemingly much easier - it was something
tangible which you could see, and required very little effort or
understanding on behalf of the viewer. It was something both marketers
and consumers could relate to, and relied predominantly on visual impact for its
marketing success.

Conducting commerce over the Internet is different. There are guidelines to
follow. There are success stories. Surprisingly, there is also a lot of
common sense.

We look forward to sharing that with you over the future editions.
Our objective is to help you to unravel the "mysteries" of Internet
Marketing. We intend to teach you how to "byte" the apple, without
choking on the pips!

Each issue will include articles which reflect current thinking and
practices, together with our own comments and insights. Please
complete the following subscriber information to receive your quarterly
copy via email.

Please also feel free to respond by way of a letter to the Editors.

Bob Paajanen and Cathy Allington, Chief Editors
Email: bobpaaj@...
Email: awwful@...



=======================
Publisher's Corner and Call for Editors
=======================

By Nahum Goldmann
Nahum.Goldmann@...
http://www.ARRAYdev.com/

I am pleased to announce the inaugural appearance of the Journal
of Internet Marketing. As sponsor, ARRAY Development is proud to
add JIM to our other successful publications, the Journal of Internet
Banking and Commerce and The Journal of Internet Purchasing.

JIM is envisioned as a leading edge publication to inform
professionals and executives on principal developments, benchmark
practices and future trends in Internet marketing practices. We
invite marketing professionals, academicians and authors to submit
important announcements, original articles, guest columns and
significant feature presentations. JIM also welcomes surveys, book
reviews and letters to the Editor.

We will appreciate your assistance in identifying potential advertisers
and sponsors whose support will allow us to maintain JIM as a free
service for the marketing community.

I believe JIM will provide an interesting and valuable service to
marketing professionals who are exploring and developing effective ways
to use the Internet and Web-based tools. I look forward to your comments
when the first JIM rolls off the presses -- figuratively if not literally!

The Editors of this issue are Bob Paajanen and Cathy Allington.
Regretfully, Bob recently changed his job and Cathy's time is
preocupied with many other business endevours, hence they will not
be able to proceed as Chief Editors any longer. On the behalf of the
Editorial Board I would like to express my gratitude to both of them and
wish them well in their business and writing activities. Bob agreed to
participate at JIM as a Contributing Editor, hence we hope that both
he and Cathy will contribute to future issues as well.

Since the JIM Editor's position is now officially vacant, we are
actively encouraging qualified individuals to email the Publisher with the
proposals for future cooperation in this online publication.

Nahum Goldmann
JIBC/JIP/JIM/JISec Publisher
Nahum.Goldmann@...


===============
Feature Articles
===============

Marketing on the Internet -- Providing Consumer Satisfaction
(By Joe Abramson and Craig Hollingshead)

The Internet was originally intended to be used as a medium for defense
and academic communications. Today it continues to serve that purpose
but is increasingly used for recreation. In the future, it will be an
important commercial channel. It has been suggested that last year
there was $ 2.8billion of commerce conducted on the Internet, by 2001 that
is expected to swell to $ 240 billion. If a company is to benefit from this
trend it must develop marketing techniques specifically suited to the
Internet.

At present, all that is known about marketing on the Internet been learned
from experience over the past few years. One of the lessons learned is that
the marketing concept applies to Internet marketing. The marketing concept
stresses the importance of satisfying the consumer. The purpose of this
paper is discuss how traditional marketing considerations can be used to
provide satisfaction to ultimate consumers.
http://www.ARRAYdev.com/commerce/jim/9802-01.htm


Reverse Marketing: Synergy of Purchasing and Relationship Marketing
(by Wim G. Biemans and Maryse J. Brand)

Firms increasingly realize that dramatically changing market conditions
require significant changes in their purchasing function. In more and more
firms, purchasing is becoming pro-active and of strategic importance. This
phenomenon has been referred to as 'reverse marketing'. As the term implies,
there are clear similarities with the marketing concept. This paper explores
this concept by describing how companies can implement reverse marketing by
making use of well known marketing concepts and tools. A detailed
description of a fictitious case illustrates how basic marketing principles
can be used to realize pro-active purchasing.
http://www.ARRAYdev.com/commerce/jim/9802-02.htm


Hang the Mystique - Use it for what it is! (By Cathy Allington, Chief
Editor)

Capturing 70% of London's top antique dealers within 6 months
is no mean feat.

Add to that a technology illiterate antiques dealer selling Internet
marketing in 1995 to a market where 98% didn't even use a computer,
and you have the basis for an Internet marketing success story
which renders much of today's theory obsolete.
http://www.ARRAYdev.com/commerce/jim/9802-03.htm



====================================================
====
Announcement: Electronic Forum for Internet Banking and Commerce !!!
====================================================
====

This is not only a warm welcome to all readers of the Journal for Internet
Purchasing but also an invitation to join in lively discussion and debate
with those of us dealing with the same electronic commerce opportunities
and issues which you face every day. I have just been asked by Nahum
Goldmann, the JIP/JIBC Publisher, to take on the responsibility of
moderating the IBC Forum and would like to get the ball rolling with a
short introduction and some topics to prompt discussion (maybe even
controversy).

My background is firmly rooted in logistics, primarily procurement, with
most of my experience being in the Canadian federal public sector, both in
the business of actual procurement operations and that of corporate staff.
My last assignments involved the initiation, development and executive
direction of major electronic commerce initiatives. As the members of this
forum well understand, this is not simply the application of technology,
but involves much more so the challenges of business process renewal and
change management.

Since leaving the public service a little more than a year ago, I have
worked as a consultant in the areas of procurement and electronic commerce.
That has given me the chance to catch my breath and to recover from some
of those bad habits, aggressive tendencies, cynicism and paranoia that
project managers in the electronic commerce world all seem to share. So
that is where I come from, that is what has led me to believe in the
tremendous process opportunities for electronic commerce which we can find
through using the Internet.

For the purposes of our discussion in the IBC Forum, we may want to follow
the life cycle of an electronic banking or electronic procurement
initiative. Based on my experience, two of the initial, key aspects
surround transaction costs and performance measures.

There has been a preliminary discussion in this Forum about the cost of
representative transactions. Surveys done in the private sector and the
public sector indicate that the average cost of a transaction (before the
application of electronic commerce tools and techniques), from commitment
of funds through procurement and then payment, seems to fall in the range
of $100 to $150. Of course, that number is attacked in a very defensive
way by those involved in this very linear and bureaucratic (read stovepipe)
process. This is an extremely difficult number to derive but it forces the
discovery of every little step in the process. Often it is a shattering
revelation to those who have owned parts of that process.

Hence, my first question to the IBC Forum -- What experiences have you had
in ferreting out the cost of a transaction, how have you broken through the
barriers of the corporate accountingsystem, and how have you dealt with the
rumblings this caused?

Very much of a related issue is that of performance measures. It is my
firm conviction that everyone says they want to be measured, but no-one
really means it. The traditional processwhere we try to ascertain
transaction costs is one that undoubtedly rewards maintenance and expansion
of the status quo. For example, the more transactions completed by central
purchasing the better.

As you know, this has to be turned around so that we reward and encourage
desired new behaviours, such as reduction in the number of contracts
awarded by central purchasing and corresponding increase in the number of
end user transactions satisfied by electronic catalogue orders. Hence the
second question -- What performance measures would you advocate, or what
have you found to be particularly useful metrics in moving to closer
electronicbanking and commerce?

More to follow soon. I look forward to meeting you during our discussions.
Stop lurking-don't be shy. Yes, it's free. You can subscribe to the IBC
Forum by pointing to:
http://www.ARRAYdev.com/commerce/JIBC/forum.asp
or through email:

To subscribe to the digest version:
Send email to listserver@...
Body of message (NOT Subject:)
subscribe ibc-forum
set ibc-forum DIGEST

To subscribe to the separate messages version:
Send email to listserver@...
Body of message (NOT Subject:)
subscribe ibc-forum

Steve Rollwage
Rollwage Associates
Email: srollwage@...



====================================================
=====
Advertisement: Hackers4Hire*(TM) from CSCI Computer Security Canada Inc.
====================================================
=====
Hackers4Hire*(TM) (*we don't employ hackers) is a new CSCI Security Audit
service to probe integrity of Web sites. This important new world-wide
initiative is being offered to corporations, government agencies and
financial institutions that must maintain sensitive data on their Web
sites. CSCI also actively encourages Internet service providers, web
developers, accounting, insurance brokerage and computer security firms to
participate in reselling this new service.

Hackers4Hire*(TM) (see http://www.hackers4hire.com/) encompasses a range of
audit and testing services. The program is powerful enough to satisfy the
strenuous demands of leading government organizations, banks and private
corporations, yet it can meet the budget requirements of even small firms.

The most basic audit service consists of a series of remote tests conducted
by our team of dedicated network security professionals. The tests result
in a comprehensive confidential report detailing security vulnerabilities
uncovered within the network. Comprehensive tests are conducted using
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commercial probes optimized for the operational environment used by service
clients. To maintain the security of a network over the longer run,
additional penetration tests can be purchased in packages with significant
discounts. A one-time penetration test costs just US$1994.

Knowing that many corporations and government organizations currently lack
adequate Internet defences, CSCI has announced a special offer valid till
June 1, 1998. If an organization's site is one of the few to pass a
Hackers4Hire*(TM) penetration test on the first run, it will be entitled to
a 50% refund on the cost of the initial audit.



====================================================
=====
Advertisement: The Sales Handbooks from Government Technology Press
====================================================
=====

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Get this collection of directory-style sales handbooks and get precise,
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email: lthiel@...


=====================================
Advertisement: Newsletter on Electronic Payments
=====================================

The world's only newsletter on electronic payments is published by Priority
One Electronic Commerce Corp. about twice monthly and is sent through email.

This newsletter covers all sorts of electronic payment methods such as EFT,
ACH, credit cards, smart cards,. ATM's, internet and other replacements
for conventional paper checks and green paper money

Subscribtion is free without obligations by emailing to
Priorityone@.... The Editor encourages reprinting the newsletter on
various Internet lists.


====================
Administrative Notice
====================

Journal of Internet Marketing

JIM is the leading edge publication which informs marketing professionals
and executives on principal developments, benchmark practices, and
future trends in the Internet-based marketing practices of governments
and industry. This free online interactive journal is a way to keep in
touch, to share information, and to establish business contacts
(networking) for worldwide marketing professionals who specialize in
electronic commerce solutions.

JIM invites marketing professionals, academicians and publishers to
submit important announcements, original articles, guest columns and
significant feature presentations. We also welcome surveys, book
reviews and letters to the Editor. Technical discussions in highly
specialized areas of expertise will be kept to an absolute minimum.

JIM is formally issued every three to four months when an email summary of
current articles is distributed to subscribers. The full text of
articles is posted on the JIM Web site at
http://www.ARRAYdev.com/commerce/jim/current.asp.

The publication is complemented by the Compendium of Internet Banking and
Commerce Initiatives at
http://www.ARRAYdev.com/cgi-bin/guestbk?compendium. We invite readers to
provide brief descriptions of products, books, and services that they think
others will find interesting. We also sponsor IBC-Forum which supports
informal discussions of electronic commerce issues
(http://www.ARRAYdev.com/commerce/JIBC/forum.asp).

In JIM you will find informed discussion of the latest internet-based
marketing trends and practices from around the world. Our priority is
quality, not quantity. We want to maintain JIM as a service that
provides substantial information and an effective forum for your articles,
your letters, your insights and ideas.

The Journal is maintained and published courtesy of ARRAY Development of
Ottawa, Canada (http://www.ARRAYdev.com/).

You can reach the Editor and Moderator, Bob Paajanen, with any
questions or comments by email at bobpaaj@...;


Publisher Nahum Goldmann is at Nahum.Goldmann@....

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============================
Sponsors/Advertisers Welcome
============================

The support of commercial sponsors and advertisers is important. Please
mention JIM to any firm or organization you think would be interested in
reaching the high level readership JIM is attracting. For information about
advertising types and rates, email to communications@....
Information is also available on the JIM Web site at
http://www.ARRAYdev.com/commerce/jim/private/index.htm



=========
Copyright
=========

The Journal Of Internet Marketing ISSN 1480-3798 is Copyright (C) 1997-98
by ARRAY Development, Ottawa, Canada. All Rights Reserved.

Copyright of individual articles remains with the original author.
Commercial use or republication requires the author's permission. Copying
is permitted for noncommercial, educational use by academic computer
centres, individual scholars, and libraries. This message must appear on
all copied material.