1. 1 Pertemuan 3 Business to Business (B2B) Matakuliah: H0292 / E-Business Tahun: 2005 Versi: v0 / Revisi 1

2. 2 Learning Outcomes Pada akhir pertemuan ini, diharapkan mahasiswa akan mampu : Memberikan contoh tentang model e- bisnis

3. 3 Outline Materi Karakteristik B2B Model B2B Manajemen Pengadaan Summary

4. 4 Karakteristik dari B2B Komponen utama dari B2B –Buying company with procurement management perspective –Selling company with marketing management perspective –Electronic Intermediary, an optional third party directory service provider (the scope of service may be extended to order fulfillment) –Deliverer who can fulfill a just-in-time delivery –Network platform such as the Internet, VAN, intranet and extranet –Protocol of communication such as EDI and comparison shopping possibly using software agents –Back-end information system possibly implemented using the intranet and Enterprise Resource Planning (ERP) systems

5. 5 Karakteristik dari B2B Hubungan dengan Pemasaran Elektronik (electronic Marketing) –Supplier-oriented marketing –Used to sell the company’s products and services to business customers on the Internet –Electronic catalogs are basically the same as that for B2C EC, but they may be customized –Using electronic auctions to liquidate surpluses

6. 6 Karakteristik dari B2B Hubungan dengan Manajemen Pengadaan (Procurement) –Purchasing company’s point of view : a medium of achieving the goals of procurement management –Procurement management’s point of view : the buyer-oriented market can be effective –Using a RFQ (Requisitions For Quotations)- bidding mechanism

7. 7 Models of B2B EC Supplier-Oriented Market Place –Individual consumers and business buyers use the same supplier-provided market place (May pay different prices due to quantity discount) B2C E-commerce Consumers B2B E-Commerce Business Customers Supplier’s Products Catalog Customer’s Order Information Supplier’s Electronic Mall © Prentice Hall, 2000

8. 8 Buyer-Oriented Market Place –Buyer opens a market on its own server and invites potential suppliers to bid on RFQs –Offer opportunity to committed suppliers –BUT as the number of such sites increase, only very big buyers can afford to fully utilize this approach –OVERCOME with the aid of software agents Models of B2B EC (cont.) Business Suppliers Buyer’s Products Catalog, RFQ Suppliers’ Bids, Information Buyer’s Electronic Mall © Prentice Hall, 2000

9. 9 Intermediary-Oriented Market Place –Establish an electronic intermediary company –Similar to an intermediary-based B2C mall; bring buyers and suppliers (bidders) to one place –The corporate information systems need tight coupling with the intermediary electronic mall Models of B2B EC (cont.) Business Customers Business Suppliers Shared Products Catalogs Supplier’s Product Information Intermediary’s Electronic Mall Customer’s Order Information © Prentice Hall, 2000

10. 10 Procurement Management Using B2B EC Platform Purchasing is now a strategic function, to increase profit margins By automating and streamlining the laborious routine of the purchasing function, purchasing professionals can focus on more strategic purchases, achieving the following goals: –Reducing purchasing cycle time and cost –Enhancing budgetary control –Eliminating administrative errors –Increasing buyers’ productivity –Lowering prices through product standardization and consolidation of purchases –Better information management; e.g. supplier’s information and pricing information –Improving the payment process

11. 11 Summary Generating and qualifying leads with the Internet Using Internet events to promote products and services Executing instant fulfillment on the Internet Generating orders through the Internet Enhancing customer relationships with the Internet