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6 Oct 2000, USA:

Dr E-commerce,

Please can you tell me what "value propositions" are.

I am reading an article that says, "value propositions that are
simply good at a general level will not succeed and online retailers
need to understand the needs of specific customers."

I would be really grateful if you could answer quick as I am
frantically finishing my dissertation.

Thanks a 1000, 00000

Kate

Dear Kate:

A million thanks are more than enough for me!

Value propositions define how product and service features are assembled and offered to meet customer needs; in other words, how a company gives value to customers.

One of the things that has marketing people excited about e-commerce is it offers whole new ways to give consumers more and better service, ie. better value propositions. However, it is critical that companies take advantage of this opportunities by, in fact, offering better value rather than offering the same old service as offered in the bricks and mortar world.

All the best,

Dr. Ecommerce

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