Includes bibliographical references and index.

Introduction: e-Profit -- Winning the Economic Case for E-Commerce -- The Evidence on High-Payoff E-Commerce Applications -- E-Commerce Demands New Methods of Project Financial Evaluation -- The Highest-Payoff E-Commerce Application: Cisco Connection Online -- Principles of High-Payoff E-Commerce Applications -- How to Avoid Low-Payoff E-Commerce Applications -- ANX (Automotive Network Exchange) -- Ames Research Center -- CIBC -- Financial Evaluation of E-Commerce -- An Executive Perspective on Why E-Commerce Counts -- Measuring a Successful E-Commerce Project -- How the Stock Market Assigns Value to Intangible Assets -- An Approach to E-Commerce Financial Evaluation -- How E-Commerce Creates Competitive Advantage -- Book Selling and the Internet -- Principles of E-Commerce and Competitive Advantage -- A Methodology for Using E-Commerce to Create Competitive Advantage -- Managing the Transition to E-Commerce -- Getting Senior Management Online -- Senior Executive Attitudes toward E-Commerce -- Framework for Assessing CEO Attitudes toward E-Commerce -- Case Studies of CEO Attitudes toward E-Commerce -- Charles Schwab -- Kosher Grocer, Inc. -- CVS -- W. W. Grainger -- Chase Manhattan -- Cemex -- Astoria Financial -- Engaging the CEO in E-Strategy -- Evaluating Potential Applications -- E-Commerce, Self-Reinventors, and Change Avoiders -- Citigroup's e-Citi -- Merrill Lynch Direct Marketers -- Principles for Evaluating E-Commerce Applications -- Methodology for Evaluating E-Commerce Applications -- Leading Change -- Four Kinds of Change Processes -- Cases -- Incremental: Microsoft E-Procurement -- Reactive: Merrill Lynch -- Controlled: HealthAxis.com -- Principles of Managing E-Commerce-Induced Change -- A Methodology for Managing E-Commerce Change -- Sustaining Change -- Management Techniques for Sustaining Change -- DEC -- Microsoft -- Principles for Sustaining Change -- Principles for Inhibiting Change -- HP InkJet Printers -- Methodology for Sustaining Change -- Building the E-Commerce Infrastructure -- Designing the Architecture -- E-Commerce Architecture Defined -- Experiment: Partnering with ISPs -- Back-Office E-Architecting: Weyerhaeuser and Eastman Chemical -- Weyerhaeuser -- Eastman Chemical -- E-Commerce Architecture Performance Criteria -- Front-Office E-Architecting: Charles Schwab and eBay -- Charles Schwab -- eBay -- Principles of E-Commerce Architecture -- Methodology for Effective E-Commerce Architectural Design -- Evaluating Suppliers -- Cases -- E-Commerce Applications Software Evaluation -- Case Lessons -- DARPA's VPN -- Case Lessons -- Methodology for Evaluating E-Commerce Suppliers -- Negotiating the Deals -- Successful E-Commerce Purchase Negotiation Outcome -- E-Commerce Purchase Negotiation Risks and Ways to Address Them -- Horizon Healthcare -- Children's Hospital of Los Angeles -- Whirlpool -- Toronto Hospital -- Methodology for Successful E-Commerce Purchase Negotiation -- Managing the Implementation -- Elements of Successful E-Commerce Project Management -- E-Commerce Project Management Cases -- United Airlines -- AlliedSignal -- American International Group (AIG) -- Homebid.com -- Principles of Successful E-Commerce Project Management -- E-Commerce Project Management Methodology.

This up-to-the-millisecond guide to all the cultural and technical challenges that stand in the way of making high profits through e-commerce explains how managers can stop talking about e-commerce and start benefiting from it.