e commerce case study questions and answers pdf

19 Ecommerce Case Studies You Need To Steal From

You’ve heard it before - always be testing.

But if you’re running an eCommerce business then the tasks of analyzing your site data and identifying leaks in the funnel usually get pushed to the bottom of your to-do list. Let's face it, you’ve got 97 other things you SHOULD be doing today. 

So with that in mind, we've pulled together the following 19 real-world eCommerce lessons to help you cut straight to the chase in implementing some simple solutions to increase your online sales.

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In a hurry? Here are some eCommerce studies you need to steal from:

• How to improve Conversion: Envelopes.com achieve 40%
• How to improve Communication: Budapester increased mobile conversion by 29%
• Make small changes: Edible Arrangements increases same-day sales by 8%
• Make product benefits clear: Amerisleep increased checkouts by 13.9%
• Reduce website friction: Company Folders increase conversion by 68%
• Try cross selling products: Furniture retailer increased its AOV by 4.6% in 41 days
• Reduce clutter and distractions: Taloon.com ditched social buttons
• Use influencers to reach customers: Gwynnie Bee saw 5.85% CTR from Youtube influencer
• Reduce risk of purchase: Express Watches provides authenticity stamp
• Use events to drive sales: eCommerce companies saw a 27% spike during football world cup
• Remove distractions: Underwater Audio bump sales by 41%
• Get customers to take the next step: Kettlebell Kings’s takes advantage of user generated content to drive sales
• Use comparison data: Paperstone took out their competition with data
• Test and measure results: MVMT generated $90M in revenue in five years
• Find alternate channels: ECCO Shoes decreased customer acquisition costs by 14%
• Move past the product: Away generated $125M by standing out
• Drive inbound through content marketing: Bavarian Clockworks reached $1m in sales
• Build loyal engaged followers: Frank Body hit $20M in annual sales
• Be relevant to your customers: Society Socks improved survey response rate by 200%

Save this guide:  19 eCommerce case studies 

Learn from these 19 eCommerce case studies to see what problems they identified and how they implemented simple solutions to increase sales.

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[eCommerce case study #1] How to improve Conversion: Envelopes.com achieve 40%

A common eCommerce problem is prospects exiting the page before completing their order. As consumers, we've all done it before. So the team at Envelopes.com wanted to see if they could “rekindle the flame” and land some sales from hot leads using target followups. These are visitors who created an account and put an item in their shopping cart, so we can see some real intent to purchase at some stage down the track.

The Envelopes.com team were confident that sending targeted follow-up emails generally resulted in sales but weren’t sure of the best timeframe to send them. So they tested out email sends at two alternate time lapses post cart abandonment; the first group sent the following morning at 11 a.m. and the second group 48 hours post cart abandonment.

The emails sent at 11 a.m. the following day delivered:

• an open rate of 38.63%
• a click-through rate of 19.54% and
• a conversion rate to a sale of 27.66%

The emails sent after 48 hours delivered:

• an open rate of 38.01%
• a click-through rate of 24.71% and
• a conversion rate of 40.00%

Although sending these emails on the following day post cart abandonment had a slightly higher open rate, the most important figure, conversion to sale was significantly lower. 

Take home message

Send a follow-up email to people who abandon their carts, if you’re not already doing it. Though Envelopes.com found that 48hrs later was the best performing time, a different cadence and time lag may work better with your customer base, so test out multiple alternatives. If you're looking for some assistance on the creative messaging front, we have included the exact email creative used by Envelopes.com here:

(Envelopes.com Reminder Email 1)

(Envelopes.com Reminder Email 2)

(Envelopes.com Reminder Email 3)

[eCommerce case study #2] How to improve Communication: Budapester increased mobile conversion by 29%

As anyone in the eCommerce realm can attest to, it can be pretty disheartening when a major influx in traffic doesn’t lead to an equally major spike in sales.

Unfortunately, that’s exactly what happened to German luxury fashion retailer Budapester a few years back.

Astoundingly, the brand’s website had been seeing hundreds of thousands of visitors each month—but its conversion rates were absolutely abysmal. The problem was even worse on mobile, where Budapester’s conversion rate was less than half that of its desktop alternative.

Upon realizing something needed to be done, the company’s first order of business was to communicate its unique selling propositions and other offers and policies more clearly to its visitors. This meant displaying information regarding free delivery, shipping options , and product availability prominently within its individual product pages:

(Budapester website | Source )

Along with this, Budapester also tweaked its site’s header—specifically, decreasing the logo’s size, and adding the above-mentioned info at the very top of the page. Again, this made it much easier for visitors to learn about these policies and offers right away.

Finally, the team also tweaked the appearance of its shopping cart page. From this...

( Source | Budapester shopping cart – Before)

( Source | Budapester shopping cart - After)

Once more, the above information is now prominently displayed to the consumer—this time in two ways. In addition to the change to the header, the website now displays the company’s offer for free shipping in a green font that stands out at the bottom of the screen.

The end result of Budapester’s efforts, as Growcode explains :

“Its overall conversion rate increased by 12.5%, with its mobile conversion rate going up by nearly 30%. All in all, this equated to an additional 120,000€.”

There are three main lessons to take away, here:

Firstly, it’s essential that you communicate your value to your potential customers in a clear and concise manner. If you offer something of value—say, free shipping on orders over $100—but you don’t tell your visitors about it...how are they supposed to know?

On the other side of this, you want to avoid including redundant or unnecessary information anywhere on your eCommerce website. Not only might this be distracting to your visitors, but it also takes up physical space on your site that could have been put to better use.

Finally, it’s worth pointing out that optimizing your site might not mean you need to do a complete overhaul. As was the case with Budapester, a few tiny, seemingly insignificant tweaks can be all your site needs to start generating a massive amount of conversions.

[eCommerce case study#3] Make small changes: Edible Arrangements increases same-day sales by 8% 

Edible Arrangements had a fairly typical marketing challenge . They offer customers a same-day delivery option (and have done so for years) but people weren’t taking advantage of the offer because they didn’t know about it.

To educate customers about this option they significantly increased visibility with a large banner in an extremely prominent position on the homepage, just below the navigation bar. This created urgency around the offer by featuring a countdown timer to the deadline for same day delivery. It was impossible to miss or misunderstand.

(Edible Arrangements website)

The result of this simple countdown feature? An increase in same-day sales by 8% !

You don’t need a new product to promote something. People might not know about a product or service you already have in play, so by increasing visibility to your existing audience, you may be able to snap up some quick wins. As a side note on this particular example, creating some urgency is always a good sales strategy. Encourage your audience to act now, instead of later (or never). 

[eCommerce case study #4] Make product benefits clear: Amerisleep increased checkouts by 13.9%

Online mattress retailer Amerisleep had a problem that was quite similar to Budapester’s:

The company was seeing a ton of traffic on its website, but its conversion rates were nowhere near where the team would have liked them to be.

However, with the help of Growth Rock , Amerisleep decided to take a different approach to improving its website:

Rather than adding or deleting certain information, the team decided to focus on improving the messaging of the site’s copy—in a few ways.

First, the team dug deeper into the true benefits their products provide their customers. In Amerisleep’s case, this meant going beyond promising “a good night’s sleep,” and instead focusing on how getting a good night’s sleep every night can be absolutely life-changing.

(What would you do with more energy and less pain? | Source )

Secondly, the team aimed to reduce hesitation among its visitors by addressing the importance of immediate action. Rather than discussing the above benefits in a more hypothetical manner, the site’s copy was adjusted to address the idea that every night spent tossing and turning is another night visitors will never get back.

Lastly, the team tweaked some rather ambiguous copy comparing Amerisleep’s products to its competitors’ and made it more clear.

Originally, the website had made claims such as “No mattress is more carefully engineered.” The problem, here, is that this could be interpreted as “No mattress is more carefully engineered—but many are engineered equally as carefully as ours.”

The new copy read:

“Our innovative and proprietary materials let us build one of the most comfortable mattresses ever”

Much stronger, no?

Again, these relatively minor tweaks had major implications for Amerisleep: That 13.9% increase in conversion rate we mentioned equated to millions of dollars in added revenue over the course of the next year .

The overarching takeaway here is to write your copy with your audience in mind at all times.

This means:

• Ensuring they understand the true value your product will bring to their lives, and what it will enable them to do or accomplish
• Instilling a sense of urgency in your visitors, so they not only understand what they have to gain from using your product, but also what they have to lose by not using it
• Double- (triple-, and quadruple-) checking your copy to be absolutely certain it means what you want it to mean—and that your visitors will interpret it in the same way

[eCommerce case study #5] Reduce website friction: Company Folders increase conversion by 68%

Company Folders is an established business but had a website that their CEO admitted was “obviously last year”, which is putting it gently.

The main problem they wanted to remedy was their online quote function. This is a vital step in their marketing funnel, so making the process as smooth as possible was essential to  ultimately driving more sales for the business.

This sounds a simple task but with over 15 million product combinations, the current quoting system was highly complex. Further to this, there was a very high rate of prospects dropping out of the form partially completed.

Intuitively they assumed that getting the form onto a single page would help get prospects through the process, but after surveying their best customers, they realized that a redesign was necessary. 

They took a cumbersome single step process with lots of options and broke it up into a multi-step bite size process (pictured below). Doing this resulted in a whopping 67.68% increase in total quotes .

(Company folders website)

Take home message #3

Breaking down a complicated system into manageable smaller steps can help keep people focused and increase conversion . Though additional clicks can often be seen as new opportunities to lose customers, the Company Folders experience tells us that streamlining to shorter stepped forms is the way to go right now.

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[eCommerce case study #6] Try cross selling products: Furniture retailer increased its AOV by 4.6% in 41 days

(Note: For this study, the company did not wish to be named, so we will, of course, respect their privacy)

Perhaps the only thing better than getting potential customers to convert in the first place is getting them to add even more items to their cart before converting.

Our anonymous furniture company knows this—which is why they had been aiming to cross-sell a conditioning kit to customers purchasing leather furniture from their online store.

While sales of the company’s “main” products (i.e., furniture) were pretty decent, sales of these smaller complementary items weren’t all that great. The main problem was that most customers simply weren’t even aware the company offered the conditioning kit in the first place. Basically, the only way they would be exposed to the product is if they were to actively browse for it on the company’s website.

(We should also note that the price of the item being cross-sold costs only about 6% of the company’s average order value, while still adding a ton of value to the main product. In other words, making the additional purchase should have been a no-brainer.)

Knowing they needed to do a better job promoting such smaller-ticket items, the company decided to include a call-to-action directly within the shopping cart page when customers added an applicable big-ticket item to their cart.

So, the page went from looking like this:

(Your Shopping Cart | Source )

...to looking like this:

( Your Shopping Cart | Source )

Customers were then able to add the supplementary item to their cart with a single click (by clicking the plus sign), and could also visit the smaller item’s product page by clicking anywhere else within the pink bar.

The results were nothing short of amazing: As per Growth Rock’s data , the company’s average order value had increased by $55 (4.6%) in only 41 days . This equates to an additional $180,000 in monthly revenu e!

The first takeaway, here, is that successfully cross-selling relevant items that add value to your bigger-ticket items (and that add value to your customer experience ) can have a major impact on your overall revenues.

But simply offering such supplementary products isn’t enough on its own. You also need to promote these items specifically as supplementary to the more valuable and expensive items you offer.

(For example, it’s more likely that consumers visiting a furniture eCommerce site will purchase leather cleaner if they’re in the market for leather furniture. That being the case, you’d want to focus on promoting the product specifically to these individuals.)

Going along with this, you also need to present your cross-sell offer at just the right time to get your customers to bite. Here, the company did so as visitors showed a high probability of making a large purchase — a prime moment to add extra value to their overall experience with the brand.

[eCommerce case study #7] Reduce clutter and distractions: Taloon.com ditched social buttons

Taloon.com got caught up in the trend towards social proof, with "Like” and "Share“ icons on their product pages. However, they noticed unusually low conversions on pages with those social sharing buttons. 

To test what was going on they created two variants of the same page with and without the social share icons.

(Taloon.com website)

They assumed that by de-cluttering the page, it would keep customers focused on the task at hand - checking out.

The results?

“Pages without social share icons saw an improved “add to cart” click-through by 12% ”

Just because everyone else is doing it doesn’t make it right. Always put yourself in the mindset of your customer, and keep them focused on the main task you want them to complete. Declutter pages with unnecessary actions to focus on making the sale.

[Ecommerce case study #8] Use influencers to reach customers: Gwynnie Bee saw 5.85% CTR from Youtube influencer

By now, you’re probably well aware of how effective influencer marketing can be in spreading brand awareness and social proof, and increasing engagement among your target audience members.

A few years ago, rental clothing e-retailer Gwynnie Bee realized this exact same thing. While the team had experienced a decent amount of success using a number of other marketing strategies (such as Facebook Ads), they knew they could be generating a lot more business than they were.

So, the company partnered with Reelio to get the ball rolling.

Working with Reelio, Gwynnie Bee began digging through YouTube’s massive database of influencers in search of those who aligned with the clothing company’s target market.

(Search results for "plus size" on Youtube)

The team’s first order of business was to create a list of potential candidates who fit the “surface-level” characteristics of their target market. This meant finding influencers who were female, aged 18 or older, and who typically wore clothing of sizes 10-32.

Now, here’s where Gwynnie Bee diverged from the “typical” path most brands take. Rather than looking specifically for individuals who often worked with other fashion companies, GB also considered those whose audience overlapped with their own. This meant looking at influencers who create content related to more tangential topics, such as lifestyle, accessories, food, and more.

The team then developed guidelines for their chosen influencers, which enabled them to create content that was authentic and non-scripted—but that also aligns with Gwynnie Bee’s overall marketing goals, as well. In addition to creating content to be presented on the influencer’s channel, GB’s influencers also created a virtual “closet” on the brand’s website to showcase the specific items they loved most.

The results of Gwynnie Bee’s influencer campaigns were...well...pretty darn good. While the average click-through rate of all influencer campaigns hovers around the 2% mark, GB’s campaigns saw a CTR of 5.85% — nearly three times the average .

If you’re just getting started with influencer marketing, the main thing to focus on is finding content creators with an engaged audience full of consumers who align in some way with your own target market. They don’t have to overlap entirely, but you, of course, want to be sure that the people who end up seeing your products will have a genuine appreciation for, and interest in, your brand.

As far as content creation goes , you’ll want to provide your influencer’s with almost completely free rein in order to ensure authenticity. This will communicate to your influencer’s audience the idea that the influencer actually uses your products, and aren’t simply promoting them because they’re getting paid for it.

Finally, you might also consider inviting your influencers to create content on your channels as well as their own platforms. Again, this will prove to their audience that they truly are superfans of your brand who actively engage with everything your company has to offer.

[eCommerce case study #9] Reduce risk of purchase: Express Watches provides authenticity stamp

This is a classic problem for online stores; Do you boast the lowest price or the most authentic products ?

The team at Express Watches were debating whether to communicate a ‘lowest price guarantee’ versus a stamp of authenticity on their website. They tested variants with both, each telling a different story about the clientele: bargain hunters vs aficionados. The results were pretty surprising.

(Lowest prices vs highest authenticity)

By labeling the site with a badge of authenticity, Express Watches saw an increase in online sales of 107% . A huge differential from the price based messaging, simply from a little seal of authenticity.

 You may think you know what your audience wants, but testing out some alternate value proposition could surprise you.

[eCommerce case study #10] Use events to drive sales: eCommerce companies saw a 27% spike during football world cup

The Soccer/Football World Cup is not only the most-watched sporting event on television of the 21 st century – it is the most-watched event of any kind, period.

Needless to say, such an enormous audience makes for some major opportunities for eCommerce companies all over the world.

Of course, it also made for heft competition for brands operating in niches like sporting goods, clothing, and memorabilia.

As SEMRush explains, the brands that came out on top were the ones who:

• Increased their presence on the right channels (specifically, social media),
• Adjusted their ad copy to target soccer fans from specific nations (e.g. whose teams were making a run for the World Cup)
• Developed relevant and valuable offers to address time-sensitivity (e.g. fast and free shipping to ensure orders were received before the Wolrd Cup had ended)

The opportunistic initiatives led to some MASSIVE revenues for eCommerce companies. In Brazil, eCommerce purchases spiked by $16.6 BILLION, or 27% above the average . After Germany ended up winning, German-based eCommerce activity increased by a whopping 75%!

First and foremost – and this goes any business, online or brick-and-mortar – you need to recognize an opportunity when it comes up and strike when the iron’s hot.

With this in mind, it’s worth noting that Brazillian-based eCommerce activity dropped by 17% immediately once the national team was eliminated from the tournament.

As far as recognizing these opportunities, you’ll want to keep an eye on upcoming events – be it a sports tournament, music festival, fashion show, etc. – that relate, in some way, to your brand’s offerings.

The goal is to “piggyback” off of the hype created by these events and market your products to those who are attending or engaged with the event in some way or another.

There are two main ways to go about this:

You might simply do as the brands mentioned above did, and ramp up your marketing initiatives throughout the timespan of the event, or, if possible, reach out to the host of the event to see if they’d be interested in partnering up in some way. This might mean sponsoring the event (in lieu of upping your ad spend) or even setting up a pop-up shop at the actual event

[eCommerce case study #11] Remove distractions: Underwater Audio bump sales by 41%

Underwater Audio had a problem with visitors who were in the middle of their sales funnel, researching specific products but then dropping off at the comparison page. When they noticed this leak they decided to get to the bottom of it. 

Here are the old and new versions of the page. At first glance, they don’t look too different, but the devil is in the detail.

(Underwater Audio website page comparison)

The original one was a bit more cluttered with the table formatting breaking up the flow of information. To test what the problem was, they redesigned the comparison page to make it simpler and more streamlined.

As their CEO said:

“The (rather) unattractive table had information in terse phrases organized in no particular fashion (activity, seal, size, features, warranty, depth). The paragraphs continued below the fold and essentially repeated the table, with only a few unique additions hidden in the text. In short, it was not the most engaging page!”

The new version did away with the data tables, streamlined the text, and put everything above the fold. 

The result? The redesigned page had an increase in online sales of 40.81% .

To quote Occam's Razor, “the simplest solution is often the best” and the simpler flow worked wonders for Underwater Audio. Find pages in your pipeline where users are dropping off and see how you can simplify them to focus your customers.

[eCommerce case study #12] Get customers to take the next step: Kettlebell Kings’s takes advantage of user generated content to drive sales

In yet another case of “x isn’t working as well as we thought, let’s try something else,” the owners of fitness equipment startup Kettlebell Kings switched to a more organic approach after realizing their Google Ads campaigns were costing the company way too much money.

The team’s main focus: Instagram.

Their initiative started simply enough, creating instructional content focused on teaching their audience how to get the most out of their workout sessions. 

As engagement began to soar, the team also noticed that its customers had also begun creating their own content featuring Kettlebell Kings’ products—which led the company to begin using this UGC to their advantage.

(#kettlebellkings on Instagram | Source )

In addition to the more audience-controlled content featured in the image above (that is, content featuring Kettlebell King’s products but not published directly on the brand’s Instagram page), the team also began re-posting certain UGC on their own page. As Gwynnie Bee did with its influencers, the Kettlebell Kings team developed a list of criteria such content should follow in order to be featured—but also allowed for some creative freedom on the customer’s part, as well.

While the content being created (by both the team and their customers) did lead to an increase in brand awareness and engagement , the team took things a step further by adding calls-to-action to many of their posts. For example, many posts that featured specific products were made shoppable, while others included an option to “swipe up” to learn more, download additional content, or sign up for the company’s mailing list.

(Ketttlebell's Instagram shoppable story | Source )

While the brand’s Instagram presence has directly led to “hundreds of thousands” of dollars in revenue, Buffer reports that Kettlebell King’s social media initiatives have played a major role in the company’s rise well into the 7-figure mark .

There are a few lessons to learn here:

Success on social media requires an intensely strategic approach to content creation and presentation. It’s all about presenting your products in a way that showcases their true value to your customers, and how your customers can get this value from your products in the first place.

While user-generated content is always appreciated, that doesn’t mean you need to feature every piece of UGC that comes your way. Again, you only want to showcase content that paints your product in the best light possible, and that provides value of some kind to your audience.

Finally, while using content to enhance engagement is great and all, your main goal should be to get your audience to take “the next step.” Whether it be signing up for your newsletter, reaching out to your company for more info, or going through with an initial purchase, make sure your content prompts your potential customers to engage further with your brand.

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[eCommerce case study #13] Use comparison data: Paperstone took out their competition with data

Paperstone is a small paper company that competes with large brand big box stores like Staples and Viking. With most people defaulting to the brands they know best, Paperstone needed to find a way to leverage their strengths against the competition; lower prices. 

Rather than paying top dollar to compete for advertising attention, they simply included a comparison table on their homepage showing their pricing against that of their competitors.

(Paperstone website)

This simple table increased online sales by 10.67%! Just think about how much revenue that would mean for your business, without running any new promotion or campaign .

Assess your competition and identify your strengths. Then showcase these against your competitors’ weaknesses to make your business look like the obvious choice when compared.

[eCommerce case study #14]  Test and measure results: MVMT generated $90M in revenue in five years

As a brand new company looking to disrupt the rather saturated luxury watch market, MVMT certainly had its work cut out for them in terms of generating visibility and brand awareness.

So, the team turned to advertising via Facebook.

As far as creating content, MVMT’s approach was similar to Kettlebell Kings’: They worked within specifically-defined guidelines to ensure consistency, created a variety of content, and included clear CTAs within each post.

However, they didn’t simply begin creating brand new content for these ads. Rather, they took a look at the content that had already seen organic success, and routed ad spend directly to promoting these specific posts .

(Take a guess which one MVMT decided to promote...)

Though they had clearly figured out a way to ensure their ads would generate even more engagement (based on these previous engagement metrics), they also took things a step further by A/B testing various aspects of their ad content, from the images used to the copy of the ad.

While there are a number of lessons to take away from MVMT’s approach, here, the main thing to realize is that creating ads on any platform should never be a gamble.

MVMT could have easily created new ad content targeting its potential customers and simply hoped for the best. Instead, they used data they had already collected to inform their approach to creating Facebook Ads targeting specific audience segments. In turn, these ads were all but 

[eCommerce case study #15] Find alternate channels: ECCO Shoes decreased customer acquisition costs by 14%

While creating paid ads is more expensive than going the organic route, some paid options can end up being more (or less) costly than others.

Which is exactly why ECCO Shoes decided to partner with Digital Gearbox while switching from using text-based Google Ads to using image-based Google Shopping Ads. 

The first step of the process was to determine which specific products to focus their ad budget on, as well as which audience(s) to target. While the team would end up creating ad campaigns for all of the brand’s products, the initial focus was on getting top-sellers in front of the right potential customers.

The team then developed and optimized their product feed to ensure that any and all necessary information was included within their ads and product pages. This information includes product specs, product images, and any other additional info (such as shipping charges and return policies).

After the ad campaigns went live, the team then shifted into “experimental mode,” where they assessed the performance of each ad and ad campaign, making ongoing adjustments as necessary. In addition to continuous optimization of the product feed and ad content, this also meant adjusting bidding and targeting definitions, as well.

Overall, ECCO’s Google Shopping initiatives proved to be much more cost-effective than text-based ads, as the company’s cost of customer acquisition dropped by an amazing 14% . 

The main lesson here is that eCommerce companies with physical products should absolutely look into advertising via Google Shopping.

Google Shopping allows you to showcase much more information in one place than most other forms of advertising (especially text-based Google Ads). In addition to being able to include product specs and service-related info, the inclusion of product imagery alone is enough for Shopping ads to be considered more effective than their text-based relative.

[eCommerce case study #16] Move past the product: Away generated $125M by standing out

As we’ve discussed at length before , Away is the essentially the byproduct of co-founder Jen Rubio’s frustrating experience with an overly-expensive and not-so-durable piece of luggage.

While it would be easy enough for her and partner Steph Korey to simply develop a more sturdy and affordable alternative product to base their new company around, they realized this alone wouldn’t be enough to get their foot in the door in an already saturated market.

Instead, they positioned Away not as just a luggage company, but as a brand focused on all things travel. 

Essentially, their reasoning came down to the fact that luggage is more of a means to an end than an end in itself. 

As Rubio explains,

"Even before we were like 'let's choose luggage,' we were talking about editorial content and all we can do in the travel space. We see the long-term potential for Away to be much, much more than just selling luggage."

This outlook led to a number of content-related opportunities for the team at Away. Instead of creating content centered around luggage (which, let’s be serious, probably wouldn’t be all that engaging), they created blog posts, podcasts, and even a physical magazine focused on the lifestyle behind luggage and travel.

This enabled the company to stand out in a crowded market, and provide value to their target audience in a way no other luggage brand does. This, in turn, led to massive engagement—and absolutely massive growth for the company, as well.

The take home message here touches on the point we mentioned earlier when discussing Amerisleep’s shift in copywriting strategies:

It’s not about what your product is, so much as what it allows your customers to do, that makes them value your brand.

Rubio and Korey took this idea and ran with it, creating a variety of content to help their audience get more value out of their travel experiences across the board. For them, it’s more important to promote the lifestyle their product is a part of—not just promoting the product itself.

Do you want your target consumers to purchase your products? Of course. But, as Away proves, this can be done in a way so that your promotional materials actually provide value to your audience—and don’t come off as “salesy.”

[eCommerce case study #17] Drive inbound through content marketing: Bavarian Clockworks reached $1m in sales

If you read that headline and your jaw dropped, get ready for another shocker:

With the help of CanIRank’s services , the team at Bavarian Clockworks reached this mark as a brand new company with essentially zero initial following and a very limited marketing budget.

First things first, the team needed to create some high-quality, valuable content for its intended audience. While they, of course, focused on creating instructional and informational content on topics like clock care and repair, they also created content on more tangential topics such as German culture and European travel, as well.

Having a limited marketing budget, they then aimed to promote their content and brand via organic means, such as guest posting and giving interviews to be published on related sites. This enabled the brand to gain some much-needed visibility on established websites with an engaged and relevant following.

The final piece of the puzzle came in the form of technical, on-site SEO. This involved optimizing the organizational structure of the site’s content, creating interlinks between blog posts, and enhancing site loading time.

(Bavarian Clockworks progress graph)

The results speak for themselves: Bavarian Clockworks ended up hitting the 7-figure mark a mere three years from their humble beginnings .

Perhaps the main thing to take away from Bavarian Clockworks’ success story is that generating an enormous following via organic means is absolutely still possible.

While it’s not exactly easy to do so—and definitely won’t happen overnight—startups on a strict budget might want to consider focusing on building an organic following before diving into the world of paid advertising. Not only is it more cost-effective, but it also inherently allows you to build connections with more established brands that can help you grow well into the future.

That being the case, growing an audience via organic means isn’t an “if you build it, they will come” type deal. You’ll need to do a bit of legwork in order to gain traction.

As the team at Bavarian Clockworks did, this means:

• Creating interesting, engaging, and evergreen content that your target audience will find incredibly valuable
• Partnering with established companies and organizations to help promote your content to relevant audiences
• Providing your new audience with numerous opportunities to engage further with your brand

[eCommerce case study #18] Build loyal engaged followers: Frank Body hit $20M in annual sales 

We’ve talked about Frank Body’s meteoric rise to success before —and with good reason.

After all, the beauty industry is already saturated as it is. So it’s pretty crazy to think that a newcomer to the niche would be able to crack $20 million in annual revenue in less than four years.

While (as we mention in our full-length case study) the brand has done a number of things to make this happen, it’s worth pointing out that all of their efforts circle around one main premise:

Creating a community of individuals who feel free to let their guard down, have some fun, and just be themselves.

Even their influencers get in on the action:

(Aviva's Instagram promoting Frank Body)

Now, this might not sound like that big of a deal; a lot of companies are falling back on the “be yourself” motif nowadays. 

But, remember: Frank Body is a beauty retailer. In that industry, the message behind most brands’ marketing campaigns is “use our product to look like a Hollywood star instead of plain ol’ you.”

Frank Body is all about allowing their customers to look how they want to look—not how they think they’re “supposed” to look. 

It’s this fundamental position that has allowed the brand to grow a following of over 600,000 people, and to reach well into the seven-figure mark in a mere four years

The main message to take away from Frank Body’s strategy, here, is to truly understand who your target customers really are before you build your brand around them.

While this piece of advice isn’t exactly some carefully-guarded secret or anything, the reality is that most brands think they’re marketing to their target audience, when really, they’re marketing to a caricature of them . 

In many cases, this is because brands simply follow the same path others in their niche have before them. While there’s nothing wrong with doing so if it works for your brand, there are other times where you’d be better off bucking the trend and going your own way. 

For Frank Body, this meant building a brand around a community of people who use beauty products to show off their natural selves, not hide them. While there’s no way of knowing for sure, it’s rather safe to say the company probably wouldn’t have experienced the same amount of success had it gone the typical marketing route most beauty companies typically do.  

While this piece isn’t exactly some carefully-guarded secret or anything, the reality is that most brands think they’re marketing to their target audience, when really they’re marketing to a caricature of them . 

[eCommerce case study #19] Be relevant to your customers: Society Socks improved survey response rate by 200%

We’ve mentioned a few times now the importance of engaging with your audience to gather feedback and make improvements to your products and services.

But the fact is, there’s no guarantee your customers will take it upon themselves to provide this feedback in the first place. Even if you actively reach out to them, the odds of them not responding are still greater than the chances of them getting back to you.

Knowing this, the team at Society Socks worked to develop a collection of user-friendly surveys targeting consumers at various stages of the sales funnel and buyer’s journey. Their goal was to ensure that each recipient received a survey that was 100% relevant to their experiences with the brand, and also that each survey was incredibly easy to complete.

(Society Soda feedback)

As co-founder Filip Pejic explains:

"Our current campaigns are set up at various stages including Post-Purchase, Mid Subscription and at Cancellation. We’ve integrated the solution into our email system to send automated flows depending on our customers’ stage in the buying process. This allows us to gain a ton of feedback at every point in a customer’s journey and control the number of surveys they receive."

Society Socks also took a look at the more logistical aspects of survey delivery, such as delivery method and timing. This ensured that their audience would receive the surveys on the optimal channel (in this case, email) at a time in which they were most likely to respond.

The most obvious takeaway here, of course, is that you need to learn as much as you can about your customers’ expectations and experiences with your brand. 

As Feedier explains, this means defining or determining:

• Your various customer personas and segments
• The aspects of your products (and overall service) each persona values most
• The aspects each persona wishes could be improved

As we’ve said before, gleaning this information (and more) from your audience will allow you to make improvements to your products and services that actually matter to the people who keep your company in business.

Schedule a Free Demo Today! 

Here’s what you can expect:

• Walkthrough: An introduction to the Core dna platform. 
• Access to a free trial: Free trial access to the platform to test all the features.  

Hailing from Ireland, Paul is a fan of good food and coffee. For Core dna he’s responsible for Partnerships both with agencies and 3 rd  party integrators.  

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Top 6 E-Commerce Case Studies

It’s no secret that the world of e-commerce is booming . While brick-and-mortar retail is going through challenging times due to the COVID-19 pandemic, some e-commerce categories are seeing a surge in sales , including food and beverage, personal care, and home fitness. With that success comes a slew of employment opportunities in the e-commerce space.

These e-commerce case study questions are applicable to interviews for a variety of roles including marketing analytics, business intelligence, data science, and any type of strategic role that relates to attracting and retaining customers for an online brand.

What Are E-Commerce Case Studies?

E-commerce case studies are generally scenario-based questions that ask you to work through a solution to a proposed business or marketing problem for an e-commerce brand.

Your job is to ask the interviewer for more information, make assumptions about the case, propose a solution, and ultimately consider the trade-offs of your solution. Case study interview questions aim to assess five major qualities:

• Logical, structured thinking - Can you structure complex problems in a clear, simple way?
• Analytical problem solving - Can you read, interpret, and analyze data well?
• Business acumen - Do you have sound business judgment and intuition?
• Communication skills - Can you communicate clearly, concisely, and articulately?
• Personality and cultural fit - Are you coachable and easy to work with?

Case study interviews effectively screen candidates because they assess these qualities in just a 30- to 45-minute exercise.

Let’s take a look at some of the top answers to e-commerce case study interview questions:

Wayfair E-Commerce Case Study

An e-commerce company has experienced a reduction in revenue for the past 12 months. what would you investigate to understand exactly where the revenue loss is occurring.

To investigate the revenue decline, you have access to information like:

• Date of sale
• Amount paid by customers
• Profit margin per unit
• Quantity of item
• Item category
• Item subcategory
• Marketing attribution source
• Percent discount applied

An e-commerce case study like this is asked during marketing analytics interviews to determine if you can propose strong metrics to investigate a problem. You might start by investigating monthly revenue by marketing source, category/subcategory, or by the percent of the discount applied.

This analysis will help you understand if the decline is due to decreasing marketing efficiency, an overreliance on discounts, or if a particular category is declining. You could also investigate changes in profit margin per unit, which could help you identify if production costs are rising.

B2B E-Commerce Case Study

You work for a saas business. to catch up to end-of-quarter revenue goals, would you send an email blast to your entire customer list.

Broadly speaking, sending a mass email blast to a list of customers is generally not a good idea, especially when the objective of the email is to increase sales.

A better solution is to segment the audience and personalize the messaging by the audience. For example, if a customer was about to reach their licensing limit, you could send a personalized offer to add more licenses, whereas a win-back campaign could be used for recently churned users.

E-Commerce Revenue Analytics Case Study

You work for a 14-month-old saas company. you’re asked to calculate the average customer lifetime value. how would you do it.

For more context, you know that the product costs $100, there’s an average 10% monthly churn, and the average customer’s lifetime is 3.5 months.

Average lifetime value is defined by the prediction of the net revenue attributed to the entire future relationship with all customers averaged. Given that you don’t know the future net revenue, you can estimate it by taking the total amount of revenue generated divided by the total number of customers acquired over the same period of time.

However, there’s a catch: it’s only a 14-month-old company. As a result, the average customer length is biased, because the company hasn’t existed long enough to correctly measure a sample average that is indicative of the mean.

How would you calculate this? Try to find the expected value of the customer at each month as a multiplier of retention times the product cost.

Walmart E-Commerce Case Study

An e-commerce website’s pricing algorithm is underpricing products. what steps would you take to diagnose the problem.

See a full solution to this question on YouTube:

E-Commerce Database Case Study

You want to remove duplicate product names from a very large e-commerce database. how would you go about doing this.

More context: the duplicates may be listed under different sellers, names, etc. For example, “iPhone X” and “Apple iPhone 10” are two names that refer to the same iPhone.

See a full mock interview solution for this e-commerce case study question on YouTube:

Email Marketing Analytics Case Study

A revised new-user email journey boosts conversion rates for an e-commerce store from 40% to 43%. however, a few months prior, cvr was 45%. how would you investigate whether the new email journey caused the increase in cvr.

See a step-by-step solution to this problem on YouTube:

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Ecommerce: 10 mini case studies of successful marketing for online shopping

This article was originally published in the MarketingSherpa email newsletter .

While ecommerce has been growing rapidly, it still only comprised a small percentage of overall retail sales. For example, in the U.S., on an adjusted basis, ecommerce accounted for 11.8% of all retail sales in the first quarter of 2020, according to the U.S. Census Bureau .

That was for Q1. Then in Q2, the number jumped to 16.1% – a 44.5% change from the same quarter a year ago. To put that number in perspective, Q2 2019 grew “only” 13.8% over Q2 2018.

What changed? The COVID-19 pandemic, of course. Even with ecommerce’s double-digit growth over the years, brick-and-mortar retail still had many advantages over ecommerce. Some products (like groceries) are hard to ship and easier and less expensive to buy in person. Brick-and-mortar retail has an experiential draw that ecommerce can’t match – from trying on a shirt to being wowed by an in-store (and Instagram-worthy) display. The ability to make a human connection and learn about a product or service.

Suddenly everything changed. That human connection became a detriment. And a no-touch version of goods and even services was preferable if not essential.

And that’s where we are in 2020 folks. A sad statement on human existence, yes. But as marketers, we must answer a practical question. How do we ensure our companies can continue to create value for customers in this changed world? Ecommerce can play a critical role. To help spark ideas for improving your company’s ecommerce efforts, here are specific examples from your peers in a wide range of industries.

Mini Case Study #1: Adding credibility generates a 46% increase in conversion for mattress company

A mid-sized furniture company selling organic latex mattresses engaged with MECLABS Institute to increase the overall number of mattress purchases (MECLABS is the parent organization of MarketingSherpa). It is one of only a few mattresses that is GreenGuard Gold certified.

The team conducted an experiment to determine which credibility approach would produce the highest rate of mattress purchases and ran an A/B split test.

The control landing page mentioned the certification, but it was de-emphasized.

Creative Sample #1: Control landing page for organic latex mattress

The treatment landing page added a section entitled “What is the GreenGuard Gold Seal?”

Creative Sample #2: Treatment landing page for organic latex mattress

The treatment landing page generated a 46% increase in conversion in the A/B test. The tangible value created by the additional copy helped the customer determine that the mattress was worth purchasing.

You can learn more about this experiment, and see other ecommerce experiments, in Optimizing Ecommerce Experiences: 25 valid ecommerce experiments to ideate your next A/B test from MarketingExperiments (MarketingSherpa’s sister publication).

Mini Case Study #2: Dunkin’ increases gift card sales 300% by quickly tapping into changing customer motivations

The way customers perceive your products and service can change over time. The COVID-19 pandemic is a great example. For most companies, if they just treated customers the same way they did before the pandemic, they would have overlooked customers’ changing motivations. And those changing motivations affect how potential customers perceive your offer.

Dunkin’ is an example of a company that moved swiftly to tap into new customer motivations. “As COVID-19 struck, Americans wanted to find ways to help and to show support for the frontline heroes. Dunkin’ wanted to give people a way to do so, even without being able to leave home,” said Justin Unger, Director, Strategic Partnerships, Dunkin'.

Created in just days, the DunkinCoffeeBreak.com ecommerce site gave customers a way to show appreciation by sending a virtual coffee break in the form of a Dunkin’ e-gift card. Dunkin’ donated $1 (up to $100,000) for every card purchased at this site to the Dunkin’ Joy in Childhood Foundation emergency funds, specifically for non-profits helping families affected by COVID-19.

“Since the initial launch, Dunkin’ has used the site for multiple moments that matter to people, such as Teacher Appreciation Week, National Nurses Week, and Mother’s Day,” Unger said.

The site is driving incremental digital gift card sales and has generated a 300% increase in year-over-year gift card sales for certain events.

“ I think ecommerce, especially in the gift card space, is a key [you can use to] unlock growth. We saw a tremendous lift in online gift card sales with the addition of DunkinCoffeeBreak.com without any cannibalization to our existing online gift card program. It allowed us to reach new guests and tap into the wealth of information and targeting in the digital world, which you just cannot do with plastic gift cards hanging on pegs ,” Unger said.

“Online and mobile shopping surged when social distancing was introduced…based on Blackhawk Network’s partners’ sales data, gift cards sales made directly from a restaurant’s or merchant’s website since mid-March are up 92% from last year,” said Brett Narlinger, Head of Global Commerce, Blackhawk Network , Dunkin’s gift card program partner.

Mini Case Study #3: Home décor company generates $734.40 in sales from “penny campaigns”

“Throughout my ecommerce career I have successfully implemented what I call ‘penny campaigns’ within numerous Google Ad accounts for a large number of different businesses,” said Patrick Connelly, co-founder, Stellar Villa .

Most businesses focus their ad spend on a select few products or services that account for the majority of the company’s revenue, he says. The idea with a penny campaign is to go deeper into your product set and offer very low bids for the ads.

“Penny campaigns can work with both text ads and Google Product Shopping ads, although I prefer Product ads,” Connelly said. Once you have the products added to a campaign, simply set a very low bid. While this can vary by industry, Connelly typically sets bids between five and twenty cents and uses broad match for a larger reach if targeting keywords.

For example, from May through July the wall art company ran a Shopping campaign with Product Listing Ads) for its “Nursery Wall Art” collection. The team set a maximum cost-per-click of $0.20 with a daily budget of $100. “We knew we wouldn't spend close to that, but I like to let Google know we're willing to pay for as many clicks at $0.20 or less as they can give us,” Connelly said.

Over the course of three months the ad produced 354 clicks at a cost of $60.18. The ad generated $743.40 in sales.

“The penny campaign strategy can be implemented on more platforms than just Google Ads. It also works great with Amazon Advertising,” Connelly said.

Mini Case Study #4: Vegan blog grows traffic to 50,000 monthly visits with more diverse SEO outreach strategy

Thrive Cuisine had more than 25,000 backlinks but was plateauing at about 30,000 monthly unique visits.

The team was building links and publishing content on the same schedule as before and wasn’t sure why they weren’t seeing more traffic and conversions.

George Pitchkhadze, CMO, Thrive Cuisine tried a new approach. Instead of focusing on getting more backlinks he decided the site need a bigger variety of backlinks. Pitchkhadze stopped outreach efforts that were targeting the same kind of website over and over again and spent two months creating a completely new link-building and outreach strategy. This time, the team specifically focused on websites in adjacent niches instead of the vegan blog’s own niche. They started the outreach effort in May after spending two months creating more diverse content to link back to.

The new out outreach targeting more diverse websites increased the number of referring domains by more than 50%. This resulted in traffic going from about 30,000 to more than 50,000 monthly visits from unique visitors and increased “traffic value” by more than $10,000.

“If you’re looking to get ecommerce traffic, focus on backlink variety and quality; not only quantity. This will massively improve your results. Where possible, create new content on your own website to really showcase your own expertise across diverse subjects,” Pitchkhadze said.

Mini Case Study #5: Footwear store increases conversion 21.5% with clearer communication on website

KURU Footwear places a high emphasis on customer service and ease of experience by offering free shipping, free exchanges, and free returns. While this messaging did exist on the footwear brand’s website in various places, the team launched a test exploring four options that inserted those value messages higher in the customer experience.

Creative Sample #3: Control homepage for footwear brand

The top-performing treatment had a black bar with simple white text at the top of nearly all pages outside of the checkout funnel. It increased conversion 21.5%.

Creative Sample #4: Top-performing treatment for footwear website

Other treatments that included the customer service message but added in a message to reassure customers that Kuru was open and operating during COVID-19 did not perform as well. “We found simplicity performed best,” said Kelly Stanze, Manager, Marketing & Communications, Kuru.

Creative Sample #5: Lower-performing treatment for footwear website

“Making sure potential new customers know just how much we prioritize customer satisfaction can be difficult. While the proof is in the shoes, we're constantly seeking ways to elevate just how passionate about our customers we are as a company. This was just one step in that never-ending effort,” Stanze said.

Mini Case Study #6: Facebook Live show quadruples online orders for gourmet deli and marketplace

Big Bottom Market is a gourmet deli and marketplace in the heart of Sonoma Wine Country. In addition to its retail presence, the team also manages an Etsy Shop where they sell Big Bottom Market-branded products and the work of local artisans.

“We've been in the e-commerce game since 2016 when we were designated one of Oprah's Favorite Things and had to use the Amazon platform for national sales,” said Michael Volpatt, owner, Big Bottom Market. “From orders and shipping to returns and everything in between, Amazon was a great partner at the time. That changed when our sales volume slowed down so we crunched the numbers and realized that Etsy would be a better partner as we ramped up our growing product line with items that we created or partnered with someone to create for us…My point in this is that being flexible at all points in your e-commerce journey is important.”

Volpatt would be forced to be flexible once again. On March 18 th , the county of Sonoma locked down due to the COVID-19 pandemic and the in-person retail market closed. All of a sudden, ecommerce became a much more important component of Big Bottom Market’s sales

“As a chef and cookbook author, I decided to continue engaging with our customers and launched a Facebook Live cooking show called Cooking In Place,” Volpatt said.

Volpatt cooked and showcased local wines for fans along with other products that the market sells, encouraging viewers to buy them online.

In addition, after each show he posted the video replay across all of its social media channels and shared recipes and details about the food he cooked and wine he tasted on the show.” I would broadcast on Facebook Live and save the video feed. Then I would repost a link to the video on my personal page, on Instagram TV, and then also on YouTube,” he said.

Creative Sample #6: Facebook Live cooking show from gourmet deli and marketplace

In addition to customer engagement and increasing social media followers, the goal was to drive ecommerce sales as a way to augment lost revenue from in-store foot traffic.

“We used to see three to five orders per month in our Etsy shop. In the first week of doing the show we saw three to five per week and that increased to five to ten orders per week. To some, those numbers may seem low, but for a small business located in a tourist town, these numbers were great. Our sales ended up paying for our monthly fixed expenses, which was very helpful for a business that relies on foot traffic,” Volpatt said.

Mini Case Study #7: Retail company increases revenue 311% with website redesign

The Barbecues Galore website had a low conversion rate due to technical, usability and value communication issues. For example, when a product was added in different product categories the URL slug of the product itself would change. “This presented us with issues we needed to address immediately, as a product that constantly changes in URL is not SEO friendly and would present with unwanted 301 redirects and in some cases 404s,” said Andres Aguero, Senior SEO Specialist, Barbecues Galore.

The new site fixed those technical issues, and also did a better job of communicating value to the customer. For example, the product listing page on the old website had very few pictures and did not prominently feature reviews.

Creative sample #7: Previous product listing page on retailer’s original website

“We ended up figuring out that when people are making a large purchase online they want to feel safe and secure that their money is being well spent,” Aguero said.

The team invested in adding additional photos to the product listing and reached out to previous customers from both the online and brick-and-mortar locations to request a product review.

Creative sample #8: Product listing page on retailer’s new website

Due to unforeseen circumstances, the team had to push the live date of the website to April 2020. “This was a big risk at the time as we were at the peak of COVID-19 and all of our brick-and-mortar locations had been closed. Our only source of income at that time was our online revenue,” Aguero said.

The redesign paid off. Revenue from April to August 2020 increased 311% compared to the same time frame in the previous year and revenue from organic traffic increased 172%. (Much of that increase likely has to do with the site improvements, however this reporter questions if increased demand for backyard products due to COVID-19 lockdowns may have also played a role in the revenue increase.)

“My advice for other marketers would be to focus on your website’s existing traffic first before you make any other investments. Our PPC specialist was spending a crazy amount of money on a monthly basis only to see low conversion rates. If your conversion rate is low then try to figure out why. Take a look at your competitors and see what they are doing. After you’ve done that, then you can start making investments into PPC or SEO,” Aguero advised.

Mini Case Study #8: 3D models platform increases clickthrough 12% with A/B testing

Sketchfab operate a 3D content marketplace where people can buy and sell 3D models. It features some of these designs on its landing pages. The team decided to test the effect of different background designs for the header block, which contains a search bar and other navigation menus.

The background of the landing pages consisted of colorful, contrasted 3D models of animals and characters.

Creative Sample #9: Control landing page for 3D content models platform

The team tested less prominent backgrounds to provide more emphasis to the search bar and rest of the page’s user interface. Here is the highest-performing treatment, which produced a 5.3% increase in page engagement and 12.4% increase in clickthrough rates when compared to the original version.

Creative Sample #10: Treatment landing page for 3D content models platform

“Backgrounds [with] a low contrast image that blends with the rest of the page tend to perform much better than vivid, more contrasted ones. In our case, rather than wowing customers with a spectacular image or video, having a more modest graphic allowed them to take action and flow to other internal pages,” said Guillermo Sainz, Digital Marketing, Sketchfab.

Mini Case Study #9: Automating organic Pinterest postings generates $56,000 per month for women’s clothing store

This next example may not work for every company, but it was successful for a niche brand with a very visual product.

“We used to post manually on Pinterest every now and then and didn't attract any customers/visitors to our ecommerce portal. A few months ago, we installed a Shopify plugin to automatically push product images to Pinterest,” said Akram Tariq Khan, CTO, YourLibaas .

Creative Sample #11: Automated Pinterest post from women’s clothing store

“The results were unexpected,” Khan said.

The women’s clothing store now has about 930,000 monthly Pinterest viewers with 26,000 followers and average monthly sales directly attributable to Pinterest of $56,000 within the last quarter without spending a penny on Pinterest.

YourLibaas is based in India and offers international shipping. Most of the Pinterest customers are located internationally, primarily within the US, UK and Canada with a sizeable number in the Middle East and North Africa (MENA) region.

“The majority of our international orders are customers who discovered our brand through Pinterest. We have a significant presence on Instagram and Facebook too, but the user base at these platforms is primarily located domestically within India,” Khan said.

Mini Case Study #10: Female wellness product overcomes ad ban with SEO-focused content creation and attracts 9,248 organic visitors in latest month

As digital advertising platforms work to improve their image by banning industries and products deemed harmful, some less nefarious brands are getting caught as well.

For example, Chiavaye sells an all-natural, vegan personal moisturizer. Kaylyn Easton started the company because she has endometriosis.

The company was making approximately $14,000 per month in revenue by promoting the product with paid ads. However, about two years ago its ad account was shut down for “adult content.”

“Paid ads was a strategy that worked well for us until it didn’t. Meaning, the moment we got shut down, we lost more than 90% of our monthly revenue,” said Kaylyn Easton, CEO & Founder, Chiavaye.

At the time, organic traffic from Google was only about 20 visitors per month, and 98% of its was branded searches like “Chiavaye lube.”

The company decided to pursue a strategy of SEO-focused content creation. “We wanted to implement a strategy that would build our brand long-term so that after we turn off the investment, it could still bring in value. If we were to stop writing SEO articles today, we’d still get the benefits from what we’ve done for years to come. Versus, if we turn off a paid ads strategy, we immediately see a huge negative impact,” Easton said.

The primary focus of the content is not the promotion of the product, but instead helping the target audience overcome key pain points.

“We've been creating four SEO-focused pieces of content per month targeting endometriosis-related queries. Things like ‘endometriosis diet grocery list.’ We found that women with endo are craving any type of information to help them. And, if the info is good, they'll trust that person – and even buy their products,” said Joey Randazzo, Founder and CEO, Portland SEO Growth .

After 18 months of creating four pieces of content per month, the site went from about 20 visitors per month to, in the most recent month, 9,248 organic visitors.

Every piece of content has two CTAs (calls to action). The first is to buy the product. The second CTA is for a free e-book, which is generating 250 downloads per month – building the email list.

Creative Sample #12: Email signup form for e-book from female wellness product company

“We discovered that [competitors] have salesy email campaigns – every other email is a 30% off coupon. [Chiavaye's] is designed around adding value more than anything,” Randazzo said.

The team discovered the top burning questions the target audience is asking around endometriosis, like “is dairy okay to eat with endo?” Easton answers these questions in text and video in a clear, straightforward way. The email body is succinct in answering the question linking to articles on the company’s website for more information.

“Figure out who your target audience is and then create content that adds value to them and their lives. We’ve discovered that 95% of the content we create should be adding value to the reader. The final 5% should pitch us as a solution. It builds trust and entices them to opt in for our free e-book, which consequently builds a super valuable email list for us,” Easton said.

Related resources

Research-based Ecommerce Swipe File

Ecommerce Marketing Research: To be truly successful, you must step out of the ecommerce bubble

Ecommerce Research Chart: What makes customers more likely to buy online?

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May 24, 2022 | 9 min read

7 E-Commerce Case Studies Every Marketer Can Learn From

Whether you’re a newbie or a seasoned marketer, there’s always something you can learn from top e-commerce brands.

That’s why we are huge fans of e-commerce case studies here at Drip.

Every time we write one of our e-commerce growth guides , it fascinates us how simple tweaks in design and copy can make a huge difference for those brands (and for yours, too.)

From getting top-of-funnel (ToFu) leads to bolstering customer loyalty, we’ve gathered seven of our favorite marketing strategies from our e-commerce growth guide series.

The best part is, you can apply these ideas to your online store, even if you don’t have a marketing team or a big advertising budget.

Let’s get started.

7 E-Commerce Case Studies You Need to See

1. increase conversions with compelling copy, 2. build powerful backlinks to your online store, 3. create content for each stage of your funnel, 4. recover abandoned carts with a twist, 5. make the most of your customer reviews, 6. create an irresistible unboxing experience, 7. turn one-time shoppers into repeat customers.

Good e-commerce brands don’t rely on attention-grabbing visuals or big advertising budgets—they go above and beyond to write compelling copy that convinces users at every stage of their sales funnel .

Only with well-crafted and persuasive copy, can they position themselves as the best option in the market.

To follow the path of leading brands, start with your value proposition and answer the problems you’re solving with your products. 

Then, repurpose your value proposition across different channels, such as your site, social media content, email marketing , and paid ads.

While there’s no one-size-fits-all recipe for crafting a good value proposition, there’s one proven copywriting formula you can try: Problem, Agitation, Solution (PAS).

It’s as simple as it sounds:

• You define a problem;
• Agitate the reader’s emotions;
• Offer a solution.

Take this example by Bellroy and how they use PAS in their value proposition:

Bellroy, first, introduces a common problem among their target audience: getting weighed down by baggage, bulk, stuff.

Then, they touch upon the results caused by this problem and agitate the reader’s responses: It can slow you down and narrow your view.

Finally, they relieve you by saying that it doesn’t need to be that way.

Because Bellroy’s products are the solution to your problems.

The PAS formula is easy to replicate for your brand, once you find the answers to the following questions:

• What are your buyer persona’s typical problems?
• How do these problems affect their lives?
• How do you solve them with your products?

With a similar approach, you can promise to free your prospects from pain .

See how Bellroy positions their products as a solution that’ll save you from lots of trouble in their ads:

When you click the ad, this is what you see:

Bellroy makes it easy for you to relate to the problems they solve. And they promise to free you from problems, pain, and panic.

Use the PAS formula to address prospects’ fears and pain points, and offer your products as the best solution for them.

Further Reading

• Bellroy Marketing: 7 Million-Dollar Growth Secrets of an E-Commerce Innovator (Case Study)

Even though most online stores rely on Google search for their organic traffic today, few e-commerce marketers know and appreciate the importance of e-commerce SEO .

And even fewer spend enough time and effort on link building.

Getting high authority sites to link to your online store will make your domain more powerful. And a powerful domain will help you outrank your competitors in search engine result pages (SERPs).

I’ll be honest—link building takes time and effort, but the results are worth it.

No matter if you’re selling men’s apparel, design furniture, children’s books, or personalized gifts—chances are, your e-commerce site specializes in something.

And there’s a greater chance that many publishers are already writing articles about the best products in your industry.

Here comes into play, what Sam calls, “The Best-Of Backlink Builder” strategy.

Simply put, you reach out to authority domains in your industry and ask to get featured in their “best-of” content.

MeUndies is a great example of this. You can see them on BuzzFeed under “21 Inexpensive Gifts For The Cool Guy In Your Life” …

… as well as on smaller sites, like The Pearl Source :

Getting backlinks from these “best-of” articles helps MeUndies rank for several competitive keywords, such as “boxer briefs”:

(Note the number of backlinks they have.)

MeUndies also sponsors several podcasts, both to get high-quality links and to expand their reach to new audiences.

That’s why they create dedicated landing pages for each podcast they sponsor and offer their listeners a special discount:

I don’t suggest reaching out to the biggest names in your industry and spend all your budget on sponsorships. However, this strategy is worth testing with small, niche-specific podcasts. You can also build strong links and expand your reach by sponsoring local events or awards.

• 9 Strategies MeUndies Used to Grow 1,583% in 3 Years (Case Study)

Whether you’re a novice in your field or a seasoned marketer, it’s likely you know about the effectiveness of content.

E-commerce content marketing can help you acquire new leads and convert them into customers.

But no piece of content will work the same for different people.

Users at different stages of your sales funnel have different questions, concerns, and needs. That’s why you need to align your content marketing with the buyer’s journey .

This doesn’t mean that you need to write 5,000-word blog posts for different segments each week. It simply means that you need to find the questions in your prospects’ minds and answer them with your content.

Take Beardbrand as an example. 

The company’s ToFu prospects most likely have questions about how to grow a beard. And when they Google that term, they’ll see Beardbrand after featured snippets:

Why does Beardbrand rank so well for that term? Well, beyond having a strong backlink profile, they have a highly-detailed guide about how to grow a beard:

Once you learn that you need to take better care of your beard, you slowly become interested in Beardbrand products.

This means you then become a middle-of-funnel (MoFu) prospect for the company.

At this stage, Beardbrand has content to educate you while subtly promoting their products. So if you’re wondering what the difference is between beard oil and beard balm, you’ll most likely end up on another one of their blog posts:

And in that blog post, you’ll see call-to-action (CTA) buttons to buy their products:

If blogging isn’t a part of your marketing strategy, try creating “how-to” videos to educate your target audience and subtly promote your products, just like Beardbrand does:

Visit Reddit or Quora to understand what your prospects are discussing, then create content to answer their questions. Implement product marketing into your content strategy, without being salesy.

• Beardbrand Marketing: How to Turn $30 into $100,000 MRR (Case Study)

Cart abandonment is every e-commerce marketer’s nightmare.

According to Baymard , the average cart abandonment rate for e-commerce is close to 70%. This means that most of your visitors will leave your site without buying the items in their basket.

While cart abandonment is inevitable, luckily there’s something you can do to minimize it.

With an optimized checkout and well-written abandoned cart emails , you can go beyond recovering the abandoned carts—and even sell more.

In the end, you’ll not only recover potential lost revenue but also increase the average order value (AOV).

Harry’s has a genius strategy to reclaim abandoned carts (with a twist.)

When you leave Harry’s’ site without starting your subscription, you receive an email that reminds you to complete the process.

At first, it looks like any other abandoned cart email:

In the first part of the email, Harry’s reminds you about the benefit of buying a subscription plan.

But in the second part, things get interesting.

Harry’s offers you a downsell, in case you’re not ready to commit to a subscription. 

But they don’t stop there.

When you follow the link and add the Truman Set to your cart, this time they upsell with a popup suggesting a mystery item.

This way, they take you back to a higher price point, even if you’re not ready for committing to a subscription plan.

If you want to upsell a customer with an exclusive mystery item (or any item for that matter), you can create an onsite campaign with our SiteData condition and display the popup to visitors who exceed a certain basket value.

• Harry’s Marketing: What We Learned from Reverse Engineering a $400 Million Startup (Case Study)

When it comes to customer testimonials , there are two main challenges waiting for e-commerce marketers:

• Collecting as many rich and insightful reviews as possible; and
• Using those reviews in the best way possible to convince your prospects to buy from you.

How you’re asking for testimonials can have a huge impact on both the quantity and the quality of the reviews you collect.

Even if you convince your customers to leave a product review, most of the times they’re too generic and broad.

Casper finds a clever solution to this common problem. A few days after you become a customer, the company sends you this email asking for a product review:

When you click the CTA button, you land on a page where you can submit the following form and leave a review:

Casper invites you to answer some specific questions rather than leaving it completely open-ended. This way, it becomes easier for their customers to fill the form.

Plus, they get richer and more meaningful product reviews, like this:

How you display your reviews is as important as collecting them.

You can repurpose your customer testimonials across several channels: Use them in your emails, product pages, paid ads, and many more.

Take inspiration from Casper again. They both display customer reviews on a dedicated page…

… and use it in their email marketing as social proof :

• Casper Marketing: How a Mattress Company Went from Zero to $750 Million in 4 Years (Case Study)

With the rise of user-generated content and electronic word-of-mouth, the phenomenon of unboxing made a quick entrance into our lives.

It’s not a coincidence that today a YouTube channel on unboxing has over 14 million subscribers.

Both consumers and marketers love unboxing videos. Because they help consumers get a detailed overview of the products they’re interested in. And they mean social proof and more reach for marketers. 

In order to create an irresistible unboxing experience for your customers, you need to set their expectations from the start.

Man Crates does that well by teasing the unboxing experience. When you enter your zip code on one of their product pages , the company gives you an estimated delivery date:

Plus, they give you more information about how your delivery will ship:

During checkout, they also let you write a gift note and enhance the gift recipient’s unboxing experience.

And even better, they suggest some fun pre-written notes to choose from:

Their crates don’t only come with a fun note …

… but also with a message that encourages you to record and share your unboxing experience.

If you want even more people to take action, you can offer your customers a special discount on their next order, in return for sharing their unboxing moments.

• Man Crates Marketing: How to Turn $1,000 into $10+ Million (Case Study)

Many e-commerce marketers focus too much on getting ToFu leads and converting them into new customers. While doing that, they fail to use the full potential of their existing customers.

In fact, repeat customers spend around 67% more than your new customers.

But without the right incentive, your customers will have little reason to return to your store.

With an attractive customer loyalty program , you can turn one-time purchases into repeat buyers and increase your revenue dramatically.

Knowing this well, Sunski has a unique customer loyalty program that rewards their customers for different actions they take.

Going beyond shopping points, they offer you many other ways to earn credit:

As part of their customer loyalty program, the company also uses referral marketing .

All you need to do is to write your friend’s email address and Sunski takes care of the rest for you.

Your friend receives the following email and you both get a nice $10 discount on Sunski products.

This way, you don’t only retain your existing customers, but also let them bring you more customers.

The best part is, you don’t need to create a loyalty program from scratch to use referrals. You can easily set up a Shopify app or use a third-party tool to start a referral program.

• How Two Surfers Turned a Pair of Vintage Sunglasses into a Two-Million Dollar Business (Case Study)

These were the key takeaways we had while writing e-commerce case studies on our blog.

No matter how many employees you have or what kind of products you’re selling, I’m sure you’ll find something valuable in them for your online store.

You can implement some of these strategies already today and test them out for yourself.

Seray Keskin

Seray is a Product Marketing Manager at Drip. When she’s not busy creating content for Drip, she can be found trying to crack the Danish language and watching Back to the Future for the hundredth time.

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17 Ecommerce Case Studies to Inspire You

• May 16, 2024

Table of Contents

We’ve spent hundreds of hours analyzing the world’s most successful DTC companies and ecommerce brands, including Sephora, Dollar Shave Club, Casper, Warby Parker, and Allbirds, to create ecommerce case studies you can use as inspiration for your own online store.

Today, we’ll share with you the 17 best ecommerce case studies that you can use to help drive more visitors to your website and convert more customers.

Let’s get right into it!

1. The Farmer’s Dog marketing strategy: 6 tactics that you can apply in your own business

The Farmer’s Dog was founded in 2014 by two dog lovers. 6 years later, they’re delivering millions of meals monthly. 

How did they do it?

We analyzed their sales funnel and boiled it down to 6 lessons you can apply in your own business to generate more sales.

Read the full The Farmer’s Dog case study .

2. The secret behind the Care/of marketing strategy

Every small ecommerce site owner dreams about a success story like Care/of’s. They achieved a $225 million valuation and were acquired by Bayer in just 6 years.

In this case study, we analyze the marketing strategies that Care/of used, including:

• Quiz funnel
• Content marketing
• Social media
• Paid advertising

Get inspired by these strategies to grow your own online sales. 

Read the full Care/of case study .

3. Dollar Shave Club marketing success

Dollar Shave Club is one of the most talked-about DTC brands, and with good reason. Their famous “our blades are f***ing great” video went viral in just a few days. The video went on to collect 4.75 million views in the first 3 months and has over 27 million views today.

This launch video gave them a killer head start, and their witty brand voice, strong content marketing campaigns, and direct-to-consumer business model enabled them to grow further. They were so successful that Unilever bought the company in a billion-dollar cash acquisition in 2016.

In this case study, we cover everything you need to know about Dollar Shave Club’s marketing game plan to build your own billion-dollar empire.

Read the full Dollar Shave Club case study .

4. How Casper took the mattress industry by storm and reached a $1.1 billion valuation

In this case study, you’ll get a sneak peek into how Casper was able to build unprecedented trust and convince people to purchase mattresses online.

We look at their well-rounded content marketing strategy, which covers  topics of interest  for visitors at every stage of the buyer’s journey.

We also discuss how they utilize social proof to build trust, their unbeatable guarantee, and their referral marketing strategies . Don’t miss this one!

Read the full Casper case study .

5. How Glossier became a $1.2 billion company

Glossier is one of our favorite ecommerce case studies. If you have a beauty brand, you’ll want to read it.

We’ve studied Glossier’s entire customer experience to find 5 lessons you can use for your own brand:

• Know your target audience and build relationships with them
• Use (micro-) influencer marketing
• Focus on branding
• Publish engaging content
• Provide an amazing user experience

Click the link below for all the juicy details.

Read the full Glossier case study .

6. How Happy Box 10x-ed their online store revenue during Covid

Happy Box is not as well-known as some of the other ecommerce stores on this list, but its growth is bound to inspire you. 

The company started as a side project and grew into a full-time ecommerce business during the Covid pandemic. In fact, they were able to achieve a 10x growth rate in 2021!

In this case study, we look at the marketing blueprint behind their astounding success.

Read the full Happy Box case study .

7. How Warby Parker reached a $3 billion valuation and became an ecommerce giant

The idea of buying eyeglasses online was uncharted territory for consumers a decade ago. But Warby Parker’s phenomenal marketing helped to overcome that challenge.

Their website crashed just after its official launch, their top 15 most popular styles sold out within 4 weeks, and they collected a waitlist of 20,000 customers during that time.

In this post, we share the key strategy Warby Parker used to reach its target audience so quickly and went on to become the $3-billion giant everyone knows.

Read the full Warby Parker case study .

8. 4 steps for growing your brand organically using ColourPop’s marketing strategy

In this case study, we share 4 key takeaways from ColourPop’s winning social media strategy:

• Give freebies in exchange for authentic reviews
• Build meaningful relationships with your influencers
• Get your hashtag trending
• Host Instagram giveaways

Check out the tips that you can easily copy for your own ecommerce company.

Read the full ColourPop case study .

9. Replicate Urban Outfitters’ marketing strategy with these 4 tips

Urban Outfitters is different from a lot of the ecommerce brands on this list because they didn’t start online and grow into a global retail giant… instead, they started as a brick-and-mortar business (back in 1970) and managed to make the successful transition to online sales.

It’s worth talking about them because they’re fantastic at keeping in touch with their target audience (Millennials and Gen Z). They also succeed in strengthening customer loyalty with a rewards program.

Check out this case study to learn how you can do the same with your business to drive sales.

Read the full Urban Outfitters case study .

10. How Gymshark bulked up into a $1 billion+ brand

Gymshark is well known for its influencer marketing strategy. In fact, the company was one of the early adopters of influencer marketing.

In this case study, we cover how Gymshark managed to build its fan base, and we spill the beans on what they’re still doing today to delight customers. Check out our 6 key takeaways below!

Read the full Gymshark case study .

11. How Allbirds went from a small startup to a billion-dollar sneaker brand in 4 years

Allbirds is among the most popular ecommerce businesses, especially among circles of professionals in Silicon Valley, including Google co-founder Larry Page. The company differentiates itself from competitors by focusing on three important principles: 

• Simple design
• Sustainable shoes, made from nature

Check out this case study to learn how they fight with their competitors, how they use PR campaigns and word-of-mouth marketing to get people talking about the brand, and more.

Read the full Allbirds case study .

12. How Lunya achieved $25M revenue

Lunya was able to disrupt the women’s sleepwear industry quickly by creating products that bridge the gap between style and sensibility. According to Lunya co-founder Ashley Merrill, the brand was able to grow by putting customers first and never losing sight of the customer’s perspective.

We analyzed the steps Lunya took to build their brand and create a successful customer-centric strategy.

Read the full Lunya case study .

13. 6+1 tips from Rituals to create meaningful moments online

Rituals, founded in 2000, has an impressive product line including skincare, body care, makeup, and scented candles.

They really care about their customers and focus on creating an engaging customer experience online. We wanted to find out how they do it, so in this case study, we explore 6+1 tips from the marketing masters at Rituals.

Read the full Rituals case study .

14. 13 solid tips for mastering the art of personalization like Sephora

Sephora is a cosmetic behemoth that we can all learn from. What’s the secret behind their worldwide success?

In this case study, we share 13 tips they use to delight customers and create loyalty, including:

• Driving sales through personalization
• Helping customers make informed purchasing decisions
• Using YouTube to drive conversions
• Nurturing long-term customer relationships

Read the full Sephora case study .

15. How Alo Yoga scaled to $247M in revenue

Alo Yoga is an athleisure brand known for its “studio-to-street” clothing, making it perfect for both yoga sessions and everyday wear. Founded in 2007 in Los Angeles, Alo Yoga has grown steadily, now boasting an annual revenue of $247.1M and 3 million Instagram followers.

In this ecommerce case study, we’ll share the key marketing strategies that have fueled Alo Yoga’s success.

You can discover their community-building tactics, how they leveraged user-generated content, created personalized experiences for visitors, and more.

Read the full Alo Yoga case study.

16. Bloom & Wild’s marketing strategy to become the 2nd fastest-growing startup

Bloom & Wild, an online florist operating in the UK, Austria, France, Germany, and Ireland, has become one of the fastest-growing online stores in its category. In 2021, the company raised $102 million in investment capital.

Bloom & Wild achieved this impressive business growth by focusing on:

• Caring about their customers
• Increasing on brand awareness with TV campaigns and dominating search results
• Customizing content for each social media channel
• Encouraging referrals
• Building loyalty with a subscription model

Read the full Bloom & Wild case study.

17. How SNOW® Teeth Whitening achieved $100M in online sales

SNOW® Teeth Whitening is a DTC oral care brand focused on delivering professional-level whitening with an at-home kit.

Founded by Josh Elizetxe (a.k.a. Josh Snow) in 2017, SNOW® has quickly gained millions of fans. Over 13 million people shopped SNOW® products in 2021 alone, and by 2020, the company hit $100 million in sales after just three years online.

So, how did SNOW® achieve such significant growth?

In this ecommerce case study, you’ll learn how:

• They focus on creating and continually improving a product that meets customer needs.
• Each ad SNOW® puts out highlights the pain points that their product solves.
• They diversify channels.
• They leverage owned media for customer engagement.
• They collaborate with A-list celebrities to build brand awareness and credibility.

Read the full SNOW® case study.

Final thoughts

Well, that’s it—these are the best ecommerce case studies we’ve found during our extensive research! Hopefully you’ve found plenty of inspiration on this list.

No matter how big (or small) your company is or what industry you’re in, you can use tips and strategies from these ecommerce case studies in your own store.

Which ecommerce case study is your favorite?

What should you do next?

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Ecommerce Questions and Answers Case Study - Rvupgrades

Learn how rvupgrades worked with answerbase's ecommerce questions and answers to achieve year over year increases in organic search traffic while converting 75% of their questions asked into a new sale., what is answerbase.

Answerbase powers Ecommerce Q&A capabilities for merchants, enabling them to support Q&A on their product and product category pages in a way that drives measurable results in both conversion and SEO.

• More Conversions: Merchants see that customer conversion rates are 441% higher when engaging Answerbase on the product page.
• More Traffic: Merchants see an average of 9% new organic traffic to their site and 121% higher click through rates to the Q&A content.
• SEO Automation: Answerbase automatically suggests optimizations to Q&A content to ensure merchants get a lift on short-tail and long-tail keyphrases.

Read the RVupgrades Ecommerce Questions & Answers Case Study

RVupgrades is one of the largest online retailers of RV parts and accessories, providing everything an RV’er needs to outfit their motorhome or camper. RVupgrades’ online store (www.rvupgrades.com) has over 10,000 products available and has shipped over a quarter of a million orders.

RVupgrades has implemented Answerbase’s Product Questions and Answers Platform on their site so that customers can easily ask their product questions.  If the question has already been answered, Answerbase will provide the answer immediately to the customer so they can go ahead and convert to a sale.  Answerbase also reads through product descriptions and specifications, where if the information that the customer is requesting is available in the existing details….Answerbase will automatically answer the question from that information as well.

If the question is brand new, it allows the user to post that question and for RVupgrades to generate new answers that will convert future customers.   The product Q&A content is distributed onto pages in a way that drives customers who are asking similar questions on Google to RVupgrades store, driving new customer acquisition and sales.

The effective management of product questions on RVupgrades site has help to convert a higher rate of visitors to a sale while also driving notable search engine traffic.   The following ecommerce questions and answers case study communicates RVupgrades experience and decision making regarding supporting Answerbase’s Product Questions & Answers on their site, as well as the results they’ve gotten.

The goal – Increasing sales through thought leadership, growing search traffic, and efficient customer service

As Rvupgrades serviced their existing customers, owner Bill Rowell recognized an opportunity in the types of questions they were getting…

“Many of our products are pretty technical in nature and lead to customer questions depending on their application.”

Bill recognized that if they could answer those questions in a way that could position them as an online thought leader, they could be recognized by their current customers as a “go to” for RV related information and also positively impact SEO which would attract new customers.

They were also hoping for a silver lining in changing how they were managing their customer questions. Before turning to Answerbase, Rvupgrades was using traditional emails in order to respond to customer requests.

”Slow, cumbersome email exchange. After answering a customer we had no database or way of efficiently retrieving the information if the question came up again.”

This created an opportunity for a win/win/win if they found the right solution that could establish them as an online thought leader, increase their search engine traffic, and make their answer delivery more efficient. These goals led them to Answerbase.  To read more on how Answerbase’s ecommerce question and answer software help Rvupgrades accomplish these goals, access the full ecommerce case study below.

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E-commerce Case Analysis

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• Qin Zheng 2 ,
• Shundong Li 3 ,
• Jinchun Dong 4 ,
• Lixiang Yan 2 &
• Jun Qin 5  

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Case Study Analysing is arguably the best way for students to understand and reinforce theoretical knowledge learnt previously. Through business real case analysis, Case analysis can make us deeply understand e-commerce. We could also collect the creative methods that most e-commerce enterprises adopted to solve the problems they faced, and take them as reference samples or paradigms in our own e-commerce system design. This chapter provides a few typical e-commerce cases abstracted from several industries to demonstrate the way of how to analyse e-commerce cases.

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School of Software, Tsinghua University, Beijing, 100084, China

Qin Zheng, Yi Han & Lixiang Yan

School of Computer Science, Shaanxi Normal University, Xi’an, 710062, China

Shundong Li

Panda Electronics Group Co., Ltd., Nanjing, 210002, China

Jinchun Dong

School of Information Management and Engineering, Shanghai University of Finance and Economics, Shanghai, 200433, China

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Zheng, Q., Han, Y., Li, S., Dong, J., Yan, L., Qin, J. (2009). E-commerce Case Analysis. In: Zheng, Q. (eds) Introduction to E-commerce. Springer, Berlin, Heidelberg. https://doi.org/10.1007/978-3-540-49645-8_13

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Evolution of E-Commerce: Amazon case study

Electronic commerce or E-commerce allows consumers to electronically exchange goods and services with no barriers of time or distance. More customers moved from traditional purchase to e-commerce because it is often faster and cheaper. Besides, e-commerce offers more convenience and flexible for customization option of products and services.

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E-commerce Notes | PDF, Syllabus | B COM, BBA, B Tech 2024

• Post last modified: 5 April 2022
• Reading time: 24 mins read
• Post category: BBA Study Material / BCOM Study Material

Download E-commerce Notes , PDF, Books, Syllabus for B COM, BBA 2024. We provide complete e-commerce notes . E-commerce study material includes e-commerce notes , e-commerce book , courses, case study, e-commerce syllabus , question paper, MCQ, questions and answers and available in e-commerce pdf form.

E-commerce subject is included in B.COM and BBA, so students can able to download e-commerce notes for b.com 1st year and e-commerce notes for BBA 1st year.

Table of Content

• 1 E-commerce Syllabus
• 2 B.COM E-commerce PDF
• 3.1 What is E-commerce?
• 4 E-commerce Questions and Answers
• 5 E-commerce Question Paper
• 6 E-commerce Books
• 7 Go On, Share & Help your Friend

E-commerce Notes can be downloaded in e-commerce pdf from the below article.

E-commerce Syllabus

A detailed e-commerce syllabus as prescribed by various Universities and colleges in India are as under. You can download the syllabus in e-commerce pdf form.

Introduction to E-commerce: Introduction, E-commerce or Electronic Commerce- An Overview, Electronic Commerce – Cutting edge, Electronic Commerce Framework

Evolution of E-commerce: Introduction, History of Electronic Commerce, Advantages and Disadvantage of E-commerce, Roadmap of e-commerce in India

Network Infrastructure:  Introduction,  Network Infrastructure- An Overview, The Internet Hierarchy,  Basic Blocks of e-commerce,  Networks layers & TCP/IP protocols,  The Advantages of Internet,  World Wide Web

E-commerce Infrastructure: Introduction, E-commerce Infrastructure-An Overview, Hardware, Server Operating System, Software, Network Website

Managing the e-Enterprise:  Introduction, e-Enterprise, Managing the e-Enterprise, E-business Enterprise, Comparison between Conventional Design and E-organisation, Organisation of Business in an e-Enterprise

e-Commerce Process Models: Introduction, Business Models, E-business Models Based on the Relationship of Transaction Parties, e-commerce Sales Life Cycle (ESLC) Model

Risks of Insecure Systems: Introduction, An Overview of Risks Associated with Internet Transactions, Internet Associated Risks, Intranet Associated Risks, risks associated with Business Transaction Data Transferred between Trading Partners

Management of Risk: Introduction, Introduction to Risk Management, Disaster Recovery Plans, Risk Management Paradigm

Electronic Payment Systems: Electronic Payment Systems, Electronic Cash, Smart Cards and Electronic Payment Systems, Credit Card Based Electronic Payment Systems, Risks and Electronic Payment Systems

Electronic Data Interchange(EDI): The Meaning of EDI,  History of EDI,  EDI Working Concept, Implementation difficulties of EDI, Financial EDI,  EDI and Internet

E-Marketing: The scope of E-Marketing, Internet Marketing Techniques

Website Design Issues: Factors that Make People Return to Your Site, Strategies for Website Development

Consumer Oriented Business: Consumer Market, One-to-One Marketing, Consumer Demographics, Maintaining Loyalty, Gaining Acceptance, Online Catalogue, the Pilot Catalogue, A Unique Search Engine

Management Challenges and Opportunities: New Business Model, Required Changes in Business Processes, Channel Conflicts, Legal and Regulatory Environment for e-commerce, Security and Privacy, Managerial Opportunities

Future Directions: Software Agents, Technology Behind Software Agents, Types of Software Agents, Characteristics and Properties of Software Agents, Frame-work for Software Agent-based e-commerce, m-commerce, m-commerce Architecture, Areas of Potential Growth and Future for m-commerce

B.COM E-commerce PDF

E-commerce notes, what is e-commerce.

E-commerce (electronic commerce) is the activity of electronically buying or selling of products on online services or over the Internet. Electronic commerce draws on technologies such as mobile commerce, electronic funds transfer, supply chain management, Internet marketing, online transaction processing, electronic data interchange (EDI), inventory management systems, and automated data collection systems.

E-commerce is in turn driven by the technological advances of the semiconductor industry, and is the largest sector of the electronics industry. ( Wikipedia )

E-commerce Questions and Answers

Some of the e-commerce questions and answers are mentioned below. You can download the QnA in e-commerce pdf form.

• What is E-commerce? Explain advantages and disadvantages of E-Commerce.
• Explain the Architecture of E-Commerce.
• Explain the components of E-Commerce.
• Explain different applications of E-Commerce.
• What are the different models of E-Commerce?
• Explain about B2C model?
• Explain about the Web-based E-commerce architecture?(OR) What are the requirements of web-based E-commerce?
• What are the different types of issues to be considered in E-commerce?
• What are the basic applications of Internet?
• Explain about E-marketing.
• What is E-marketplace and explain different functions of E-marketplaces?
• What are the different types of E-marketplaces?
• What is an EDI explain the advantages of EDI?

E-commerce Question Paper

If you have already studied the e-commerce notes, then it’s time to move ahead and go through previous year e-commerce question paper .

It will help you to understand question paper pattern and type of e-commerce question and answer asked in B COM, M COM, MBA, BBA e-commerce exam. You can download the syllabus in e-commerce pdf form.

E-commerce Books

Below is the list of e-commerce book recommended by the top university in India.

• Joseph, P.T. (2005). E-COMMERCE AN INDIAN PERSPECTIVE (2e), New Delhi Prentice-Hall of India
• Kaspersky, (2008). THE CYBERCRIME ECOSYSTEM WHITEPAPER, Kaspersky Lab
• O’Brien, J. (2004). MANAGEMENT INFORMATION SYSTEMS MANAGING INFORMATION TECHNOLOGY IN THE BUSINESS ENTERPRISE, New Delhi Tata McGraw-Hill.
• Rayport, J. F. & Jaworski, B. J. (2002). INTRODUCTION TO E-COMMERCE, New York McGraw-Hill Irwin.
•  Stair, R. M. & Reynolds, G. W. (2001). PRINCIPLES OF INFORMATION SYSTEMS, 5e, Singapore Thomson Learning.

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In the above article, a student can download e-commerce notes for B COM 1st year and e-commerce notes for BBA 1st year. Banking And Insurance study material includes e-commerce notes , e-commerce books , e-commerce syllabus , e-commerce question paper , e-commerce case study, e-commerce questions and answers , e-commerce courses in e-commerce pdf form.

Go On, Share & Help your Friend

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