1、Chapter 5B2B E-CommerceChapter 501Learning Objectives1.Describe the B2B field.2.Describe the major types of B2B models.3.Discuss the characteristics of the sell-side marketplace,including auctions.4.Describe the sell-side models.5.Describe the characteristics of the buy-side marketplace and e-procur
2、ement.6.Explain how reverse auctions work in B2B.Chapter 52Learning Objectives7.Describe B2B aggregation and group purchasing models.8.Describe other procurement methods.9.Define exchanges and describe their major types.10.Describe B2B portals.11.Describe third-party exchanges.12.Describe partner re
3、lationship management(PRM).Chapter 53Concepts,Characteristics,and Models of B2B EClBASIC B2B CONCEPTSBASIC B2B CONCEPTSlbusiness-to-business e-commerce(B2B business-to-business e-commerce(B2B EC)EC)Transactions between businesses conducted electronically over the Internet,extranets,intranets,or priv
4、ate networks;also known as eB2B(electronic B2B)or just B2B.Chapter 54Concepts,Characteristics,and Models of B2B ECChapter 55Concepts,Characteristics,and Models of B2B EClTHE BASIC TYPES OF B2B THE BASIC TYPES OF B2B TRANSACTIONS AND ACTIVITIESTRANSACTIONS AND ACTIVITIESlSell-side lBuy-sidelExchanges
5、lSupply chain improvements and collaborative commerceChapter 56Concepts,Characteristics,and Models of B2B ECChapter 57Concepts,Characteristics,and Models of B2B ECl THE BASIC TYPES OF B2B E-MARKETPLACES THE BASIC TYPES OF B2B E-MARKETPLACES AND SERVICESAND SERVICESlOne-to-Many and Many-to-One:Privat
6、e E-One-to-Many and Many-to-One:Private E-MarketplacesMarketplaceslcompany-centric ECcompany-centric ECE-commerce that focuses on a single companys buying needs(many-to-one,or buy-side)or selling needs(one-to-many,or sell-side).lprivate e-marketplacesprivate e-marketplacesMarkets in which the indivi
7、dual sell-side or buy-side company has complete control over participation in the selling or buying transaction.Chapter 58Concepts,Characteristics,and Models of B2B EClMany-to-Many:ExchangesMany-to-Many:Exchangeslexchanges(trading communities or trading exchanges(trading communities or trading excha
8、nges)exchanges)Many-to-many e-marketplaces,usually owned and run by a third party or a consortium,in which many buyers and many sellers meet electronically to trade with each other.lpublic e-marketplacespublic e-marketplacesThird-party exchanges open to all interested parties(sellers and buyers).lSu
9、pply Chain Improvers and Collaborative Supply Chain Improvers and Collaborative CommerceCommerceChapter 59Concepts,Characteristics,and Models of B2B EClB2B CHARACTERISTICSB2B CHARACTERISTICSlParties to the Transaction:Sellers,Parties to the Transaction:Sellers,Buyers,and IntermediariesBuyers,and Int
10、ermediarieslonline intermediaryonline intermediaryAn online third party that brokers a transaction online between a buyer and a seller;may be virtual or click-and-mortar.Chapter 510Concepts,Characteristics,and Models of B2B EClTypes of TransactionsTypes of Transactionslspot buyingspot buyingThe purc
11、hase of goods and services as they are needed,usually at prevailing market prices.lstrategic(systematic)sourcingstrategic(systematic)sourcingPurchases involving long-term contracts that usually are based on private negotiations between sellers and buyers.Chapter 511Concepts,Characteristics,and Model
12、s of B2B EClTypes of Materials TradedTypes of Materials Tradedldirect materialsdirect materialsMaterials used in the production of a product(e.g.,steel in a car or paper in a book).lindirect materialsindirect materialsMaterials used to support production(e.g.,office supplies or light bulbs).lMRO(mai
13、ntenance,repair,and operation)MRO(maintenance,repair,and operation)Indirect materials used in activities that support production.Chapter 512Concepts,Characteristics,and Models of B2B EClDirection of TradeDirection of Tradelvertical marketplacesvertical marketplacesMarkets that deal with one industry
14、 or industry segment(e.g.,steel,chemicals).lhorizontal marketplaceshorizontal marketplacesMarkets that concentrate on a service,material,or a product that is used in all types of industries(e.g.,office supplies,PCs).Chapter 513Concepts,Characteristics,and Models of B2B EClSUPPLY CHAIN RELATIONSHIPS
15、IN B2BSUPPLY CHAIN RELATIONSHIPS IN B2BlVIRTUAL SERVICE INDUSTRIES IN B2BVIRTUAL SERVICE INDUSTRIES IN B2BlTHE BENEFITS OF B2BTHE BENEFITS OF B2BChapter 514One-to-Many:One-to-Many:Sell-side E-MarketplacesSell-side E-MarketplaceslSELL-SIDE MODELS AND ACTIVITIESSELL-SIDE MODELS AND ACTIVITIESlsell-sid
16、e e-marketplacesell-side e-marketplaceA Web-based marketplace in which one company sells to many business buyers from e-catalogs or auctions,frequently over an extranet.lB2B SellersB2B SellerslCustomer ServiceCustomer ServiceChapter 515One-to-Many:One-to-Many:Sell-side E-MarketplacesSell-side E-Mark
17、etplacesChapter 516One-to-Many:One-to-Many:Sell-side E-MarketplacesSell-side E-MarketplaceslDIRECT SALES FROM CATALOGSDIRECT SALES FROM CATALOGSlConfiguration and CustomizationConfiguration and CustomizationlBenefits and Limitations of Direct Benefits and Limitations of Direct Sales from CatalogsSal
18、es from CatalogslDIRECT SALES:THE EXAMPLE OF CISCO DIRECT SALES:THE EXAMPLE OF CISCO SYSTEMSSYSTEMSChapter 517Selling Via Selling Via Intermediaries and DistributorsIntermediaries and DistributorslManufacturers frequently use intermediaries to distribute their products to a large number of buyers.lT
19、he intermediaries(known as distributors)usually buy products from many vendors and aggregate them into one catalog from which they sell.Chapter 518Selling Via AuctionsSelling Via AuctionslUSING AUCTIONS ON THE SELL SIDEUSING AUCTIONS ON THE SELL SIDElRevenue generationlCost savingslIncreased“stickin
20、ess”lMember acquisition and retentionChapter 519Selling Via AuctionsSelling Via AuctionslAUCTIONING FROM THE COMPANYS OWN AUCTIONING FROM THE COMPANYS OWN SITESITElUSING INTERMEDIARIES IN AUCTIONSUSING INTERMEDIARIES IN AUCTIONSlEXAMPLES OF B2B FORWARD AUCTIONEXAMPLES OF B2B FORWARD AUCTIONChapter 5
21、20One-from-Many:Buy-Side One-from-Many:Buy-Side E-Marketplaces and E-ProcurementE-Marketplaces and E-Procurementlbuy-side e-marketplacebuy-side e-marketplaceA corporate-based acquisition site that uses reverse auctions,negotiations,group purchasing,or any other e-procurement method.Chapter 521One-fr
22、om-Many:Buy-Side One-from-Many:Buy-Side E-Marketplaces and E-ProcurementE-Marketplaces and E-ProcurementlPROCUREMENT METHODSPROCUREMENT METHODSle-sourcingle-tendering le-reverse auctioningle-informing lWeb-based ERP(electronic resource planning)le-MRO(maintenance,repair,and operating)Chapter 522One-
23、from-Many:Buy-Side One-from-Many:Buy-Side E-Marketplaces and E-ProcurementE-Marketplaces and E-Procurementl INEFFICIENCIES IN TRADITIONAL INEFFICIENCIES IN TRADITIONAL PROCUREMENT MANAGEMENTPROCUREMENT MANAGEMENTlProcurement managementProcurement managementThe planning,organizing,and coordinating of
24、 all the activities relating to purchasing goods and services needed to accomplish the organizations mission.lmaverick buyingmaverick buyingUnplanned purchases of items needed quickly,often at higher prices,not pre-negotiated.Chapter 523One-from-Many:Buy-Side One-from-Many:Buy-Side E-Marketplaces an
25、d E-ProcurementE-Marketplaces and E-ProcurementlTHE GOALS AND BENEFITS OF E-THE GOALS AND BENEFITS OF E-PROCUREMENTPROCUREMENTle-procuremente-procurementThe electronic acquisition of goods and services for organizations.Chapter 524One-from-Many:Buy-Side One-from-Many:Buy-Side E-Marketplaces and E-Pr
26、ocurementE-Marketplaces and E-ProcurementChapter 525One-from-Many:Buy-Side One-from-Many:Buy-Side E-Marketplaces and E-ProcurementE-Marketplaces and E-ProcurementChapter 526Buy-Side E-Marketplaces:Reverse Buy-Side E-Marketplaces:Reverse AuctionsAuctionslrequest for quote(RFQ)request for quote(RFQ)Th
27、e“invitation”to participate in a tendering(bidding)system.lCONDUCTING REVERSE AUCTIONSCONDUCTING REVERSE AUCTIONSlE-Tendering by GovernmentsE-Tendering by GovernmentslGROUP REVERSE AUCTIONSGROUP REVERSE AUCTIONSChapter 527Buy-Side E-Marketplaces:Reverse Buy-Side E-Marketplaces:Reverse AuctionsAuctio
28、nsChapter 528Other E-Procurement MethodsOther E-Procurement Methodsl internal procurement marketplaceinternal procurement marketplaceThe aggregated catalogs of all approved suppliers combined into a single internal electronic catalog.lBenefits of Internal MarketplacesBenefits of Internal Marketplace
29、sldesktop purchasingdesktop purchasingDirect purchasing from internal marketplaces without the approval of supervisors and without the intervention of a procurement department.Chapter 529Other E-Procurement MethodsOther E-Procurement MethodslBUYING AT E-AUCTIONSBUYING AT E-AUCTIONSlgroup purchasingg
30、roup purchasingThe aggregation of orders from several buyers into volume purchases so that better prices can be negotiated.lInternal AggregationInternal AggregationlExternal AggregationExternal AggregationChapter 530Other E-Procurement MethodsOther E-Procurement MethodsChapter 531Other E-Procurement
31、 MethodsOther E-Procurement Methodsl BUYING FROM E-DISTRIBUTORSBUYING FROM E-DISTRIBUTORSl PURCHASING DIRECT GOODSPURCHASING DIRECT GOODSl ELECTRONIC BARTERINGELECTRONIC BARTERINGlbartering exchangebartering exchangeAn intermediary that links parties in a barter;a company submits its surplus to the
32、exchange and receives points of credit,which can be used to buy the items that the company needs from other exchange participants.Chapter 532B2B Electronic Exchanges:B2B Electronic Exchanges:Definitions and ConceptsDefinitions and ConceptsChapter 533B2B Electronic Exchanges:B2B Electronic Exchanges:
33、Definitions and ConceptsDefinitions and Conceptsldynamic pricingdynamic pricingA rapid movement of prices over time and possibly across customers,as a result of supply and demand matching.lFUNCTIONS OF EXCHANGESFUNCTIONS OF EXCHANGESlMatching buyers and sellerslFacilitating transactionslMaintaining
34、exchange policies and infrastructureChapter 534B2B Electronic Exchanges:B2B Electronic Exchanges:Definitions and ConceptsDefinitions and ConceptsChapter 535B2B Electronic Exchanges:B2B Electronic Exchanges:Definitions and ConceptsDefinitions and Conceptsl Revenue Models of ExchangesRevenue Models of
35、 ExchangeslTransaction feeslFee for servicelMembership feeslAdvertising feeslOther revenue sourcesl B2B portalsB2B portalsInformation portals for businesses.l vortalsvortalsB2B portals that focus on a single industry or industry segment;“vertical portals”.Chapter 536B2B Portals,Directories,and B2B P
36、ortals,Directories,and Trading ExchangesTrading ExchangeslTHIRD-PARTY AND DIRECTORIES THIRD-PARTY AND DIRECTORIES EXCHANGESEXCHANGESlconsortium trading exchange(CTE)consortium trading exchange(CTE)An exchange formed and operated by a group of major companies in an industry to provide industry-wide t
37、ransaction services.Chapter 537Partner and Supplier Partner and Supplier Relationship ManagementRelationship Managementlpartner relationship management(PRM)partner relationship management(PRM)Business strategy that focuses on providing comprehensive quality service to business partners.lE-COMMUNITIE
38、S AND PRME-COMMUNITIES AND PRMChapter 538Managerial IssuesManagerial Issues1.Can we justify the cost of B2B applications?2.Which vendor(s)should we select?3.Which B2B model(s)should we use?4.What are the ethical issues in B2B?5.Will there be massive disintermediation?6.How can trust and loyalty be c
39、ultivated in B2B?7.Will joining an exchange force restructuring?8.Which exchange to join?9.What are the benefits and risks of joining an exchange?Chapter 539SummarySummary1.The B2B field.2.The major B2B models.3.The characteristics of sell-side marketplaces.4.Sell-side intermediaries.5.The character
40、istics of buy-side marketplaces and e-procurement.6.B2B reverse auctions.Chapter 540SummarySummary7.B2B aggregation and group purchasing.8.Other procurement methods.9.E-marketplaces and exchanges defined and the major types of exchanges.10.B2B portals.11.Third-party exchanges.12.Good relationship wi
41、th business partners is critical to the success of B2B.Chapter 541All rights reserved.No part of this publication may be reproduced,stored in a retrieval system,or transmitted,in any form or by any means,electronic,mechanical,photocopying,recording,or otherwise,without the prior written permission of the publisher.Printed in the United States of America.Chapter 5
