文档介绍：How to Acquire Customers
on the Web
by Donna L. Hoffman and Thomas P. Novak
Reprint r00305
MAY–JUNE 2000
Reprint Number
The E-Business Frontier:
KEVIN WERBACH Syndication: The Emerging Model for Business in R00311
the Era
STEVEN KAPLAN AND MOHANBIR SAWHNEY E-Hubs: The New B2B Marketplaces R00306
RANJAY GULATI AND JASON GARINO Get the Right Mix of Bricks and Clicks R00313
NICHOLAS G. CARR On the Edge: An Interview with Akamai’s e Conrades R00303
MICHAEL BEER Cracking the Code of Change R00301
AND NITIN NOHRIA
MODERATED Lessons from Master Acquirers: A CEO Roundtable R00312
BY DENNIS CAREY on Making Mergers eed
ANDREW HARGADON Building an Innovation Factory R00304
AND ROBERT I. SUTTON
WARREN BENNIS Don’t Hire the Wrong CEO R00302
AND JAMES O’TOOLE
FORETHOUGHT
PAUL NUNES, DIANE WILSON, AND AJIT KAMBIL The All-in-One Market F00301
A CONVERSATION WITH ALAIN-MICHEL E-Procurement at Schlumberger F00302
DIAMANT-BERGER
RICHARD METTERS, MICHAEL KETZENBERG, e Back, Mom and Pop F00303
AND E GILLEN
YOUNGME MOON AND FRANCES X. FREI Exploding the Self-Service Myth F00304
DAVID BOVET AND JOSEPH MARTHA Biogen Unchained F00305
REGINA FAZIO MARUCA Mapping the World of Customer Satisfaction F00306
WARREN D. MILLER HBR CASE STUDY
The Ghost in the Family Business R00308
MONIQUE MADDY FIRST PERSON
Dream Deferred: The Story of a High-Tech Entrepreneur R00307