Title: Typical stages in industries' e-transformation – hints for forecasting future entrepreneurial challenges in revenue management

Authors: Martin Gersch, Christian Goeke

Addresses: Head of Competence Center E-Commerce, Faculty of Economics and Business Administration, Ruhr-University Bochum, 44780 Bochum, Germany. ' Competence Center E-Commerce, Faculty of Economics and Business Administration, Ruhr-University Bochum, 44780 Bochum, Germany

Abstract: One specific form of industry transformation process is the so-called e-transformation, which focuses on the impacts of digitalisation and interconnectedness. Over the course of an industry sector|s e-transformation, four characteristic stages of development can be identified to show particular entrepreneurial challenges: channel enhancement, value chain integration, industry transformation, and convergence. This paper investigates these particular stages, which have an impact on a company|s revenue management. It finishes with a comprehensive case study concerning the shift of Germany|s healthcare sector from the stage of value chain integration to industry transformation and corresponding changes in revenue models.

Keywords: digitalisation; interconnectedness; e-business; e-commerce; e-transformation; industry transformation; revenue management; revenue models; electronic business; electronic commerce; entrepreneurship; channel enhancement; value chain integration; industry transformation; convergence; Germany; healthcare sector.

DOI: 10.1504/IJRM.2007.015520

International Journal of Revenue Management, 2007 Vol.1 No.3, pp.276 - 292

Published online: 23 Oct 2007 *

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