E-Shock

MICHAEL DE KARE-SILVER is Head of e-Business, PA Consulting. He has worked with a number of major European and US multinationals over the past 15 years. He is a Senior Partner with the Kalchas Group. Kalchas is now part of CSC Index Consulting. He was previously with McKinsey, worked for four years as a marketing manager for Procter & Gamble and is a qualified commercial lawyer. He is the author of ' Strategy in Crisis' published by Macmillan Business in 1997.

• Preface and Acknowledgements Introduction Overview and Main Themes Definitions and Consumer Trends Learning from the Pioneers in Electronic Selling Future Growth of Electronic Shopping - Look Out for 2005 ! The ES Test - How to Tell How Much Your Business is Going to be Affected How Can Retailers Respond Ten Strategic Options for Retailers Store of the Future Rapidly Improving Technology Meets Growing Demand The World is Changing Structural Differences will be Overcome How Can Manufacturers Respond Ten Strategic Options for Manufacturers The New Marketing Imperatives Setting the Strategy and Mobilizing the Organization Appendix 1: The Retailer Dilemma Appendix 2: Retail Banking: A Case Study