《電子商務(wù)-管理與社交網(wǎng)絡(luò)視角（第八版）》Chapter4

Chapter4Business-to-BusinessE-CommerceLearningObjectivesDescribetheB2Bfield.DescribethemajortypesofB2Bmodels.Discussthemodelsandcharacteristicsofthesell-sidemarketplace,includingauctions.Describesell-sideintermediaries.Describethecharacteristicsofthebuy-sidemarketplaceande-procurement.ExplainhowreverseauctionsworkinB2B.LearningObjectivesDescribeB2Baggregationandgrouppurchasingmodels.Defineexchangesanddescribetheirmajortypes.DescribeB2Bportals.Describethird-partyexchanges.DescribehowB2BcanbenefitfromsocialnetworkingandWeb2.0.ProvideanoverviewofthemajorB2Bsupportservices.Concepts,Characteristics,andModelsofB2BE-CommerceBasicB2BConceptsandProcess*Business-to-businesse-commerce(B2BEC)TheBasicTypesofB2BTransactionsandActivitiesSell-sideBuy-sideMarketplacesorexchangesSupplychainimprovementsCollaborativecommerce

Concepts,Characteristics,andModelsofB2BE-CommerceTheBasicTypesofB2BE-MarketplacesandServicesOne-to-ManyandMany-to-One:PrivateE-Marketplaces

*Company-centricECMany-to-Many:PublicExchanges

(orE-Marketplaces)Exchanges

(tradingcommunitiesortradingexchanges)Publice-marketplacesSupplyChainImproversandCollaborativeCommerce

CollaborationFiveTypesofB2BE-CommerceConcepts,Characteristics,andModelsofB2BE-CommerceMarketSizeandContentofB2BB2BComponentsPartiestotheTransaction:Sellers,Buyers,andIntermediaries

*OnlineintermediaryTypesofMaterialsTraded:

WhatDoFirmsBuy?*Directmaterials*Indirectmaterials*Maintenance,repair,andoperation(MRO)B2BMarketplacesandPlatforms*Verticalmarketplaces*HorizontalmarketplacesGenerationsofB2BE-CommerceTheComponentsofB2BConcepts,Characteristics,andModelsofB2BE-CommerceServiceIndustriesOnlineinB2BTravelandhospitalityservicesRealestateFinancialservicesBankingandonlinefinancingOtheronlineservicesPartnerandSupplierRelationshipManagementPartnerrelationshipmanagement(PRM)TheBenefitsandLimitationsofB2BOne-to-Many:Sell-SideE-MarketplacesSell-SideModels*Sell-sidee-marketplaceB2BSellers

CustomerService

SalesfromCatalogs:WebstoreDistributors’CatalogsSelfServicePortalsBenefitsandLimitationsofOnlineSalesfromCatalogs

ComprehensiveSell-SideSystemsSellingviaDistributorsandOtherIntermediariesSellingviaE-AuctionsTheBenefitsofAuctionsontheSellSideRevenuegenerationCostsavingsIncreased“stickiness”MemberacquisitionandretentionAuctioningfromtheCompany’sOwnSiteUsingIntermediariesinAuctionsExamplesofB2BForwardAuctions

Traditional(Manual)ProcurementProcessOne-From-Many:E-ProcurementatBuy-SideE-Marketplaces*Buy-sidee-marketplacesInefficienciesinTraditionalProcurementManagement*Procurementmanagement*MaverickbuyingProcurementMethodsE-ProcurementConcepts*E-procurement(electronicprocurement)TheGoalsandProcessofE-ProcurementTypesofE-ProcurementOne-From-Many:E-ProcurementatBuy-SideE-MarketplacesTypesofE-ProcurementTheBenefitsofE-ProcurementTheLimitationsandChallengesofE-ProcurementE-ProcurementandStrategicSourcingE-ProcurementMethodsReverseAuctionsatBuy-Side

E-Marketplaces(E-Tendering)*Reverseauction*Requestforquote(RFQ)TheMajorBenefitsofReverseAuctionsConductingReverseAuctionsE-TenderingbyGovernments

GroupReverseAuctionsTheReverseAuctionProcessOtherE-ProcurementMethods*DesktopPurchasing

*GroupPurchasingInternalAggregationofPurchasingOrders

ExternalAggregationforGroupPurchasing

BuyingfromOtherSourcesAcquisitionviaElectronicBartering*BarteringexchangeSelectinganAppropriateE-ProcurementSolutionTheGroupPurchasingProcessTheCommunityofanExchange:

FlowandAccesstoInformationB2BExchanges(E-Marketplaces):DefinitionsandConceptsFunctionsofandServicesProvidedbyExchangesFunctionsandServicesofB2BExchangesMatchingbuyersandsellersFacilitatingtransactionsMaintainingexchangepoliciesandinfrastructureServicesprovidedbyanexchangeOwnershipofB2BExchangesThird-PartyIndependentExchanges*ConsortiumTradingExchanges(CTE)B2BExchanges(E-Marketplaces):DefinitionsandConceptsDynamicPricinginB2BExchanges*DynamicpricingAdvantages,Limitations,andtheRevenueModelofExchangesRevenueModels

B2BPortalsandDirectoriesB2BPortals:AnOverview*B2BportalsCorporate(Enterprise)Portals*Corporate(enterprise)portalTypesofCorporatePortalsPortalsforSuppliersandOtherPartnersCustomerPortalsEmployeePortalsExecutiveandSupervisorPortals*MobilePortalsTheFunctionalitiesofPortals

*Informationportals*CollaborativeportalsB2BPortalsandDirectoriesCorporatePortalApplicationsandIssuesTheFunctionalitiesofPortals

*Informationportals*CollaborativeportalsCorporatePortalApplicationsandIssuesDirectoryServicesandSearchEngines

InternationalTradeDirectoriesB2BinWeb2.0andSocialNetworkingE-CommunitiesinB2BTheOpportunitiesofSocialCommerceinB2BTheUseofWeb2.0ToolsinB2BB2BGames*GamificationVirtualTradeShowsandTradeFairs*Virtual

tradeshowSocialNetworkinginB2BUsingTwitterinB2BB2BinWeb2.0andSocialNetworkingExamplesofOtherActivitiesofB2BSocialNetworksLocation-basedservicesCorporateprofilesonsocialnetworksSuccessStoriesStrategyforB2BSocialNetworkingTheFutureofB2BSocialNetworking

SomeB2BSupportMechanismsOrganizationalBuyerBehaviorABehavioralModelofOrganizationalBuyersTheMarketingandAdvertisingProcessesinB2B*B2BmarketingMethodsforB2BOnlineAdvertisingandMarketingTargetingCustomersAffiliateProgramsSomeB2BSupportMechanismsB2BMarketResearchOtherB2BSupportMechanismsCollaborationNetworksandSupplyChainFacilitiesPaymentsTheFutureofB2BAModelofOrganizationalBuyerehaviorManagerialIssuesWhichB2Bmodel(s)shouldweusefore-procurement?WhichB2Bmodel(s)shouldweuseforonlineB2Bs