1. Chapter 5: B2B 電子商務 國立中央大學、資訊管理系 范錚強 http://www.mgt.ncu.edu.tw/~ckfarn 2011/04

2. 2 Business-to-business e-commerce (B2B EC) 企業之間透過網路進行的交易 Transactions between businesses conducted electronically over the Internet, extranets, intranets, or private networks; also known as eB2B (electronic B2B) or just B2B

3. 3 美國 B2C 電子商務市場

4. 4 美國 B2B 電子商務市場

5. 5 美國電子商務市場的成長趨勢 Billion US$ Sources ： eMarketer, February 2002Source: eMarketer, April 2003

6. 6 商務活動 2 賣方 買方 資訊流：資訊處理、產品型錄傳達、訂單處理 商流：促銷、詢議價、 訂單管理、對漲、所 有權轉移 金流：支付、融 資、風險承擔 物流：實體流通、 實體持有

7. 7 Key business drivers for B2B The availability of a secure broadband Internet platform and private and public B2B e- marketplaces; The need for collaborations between suppliers and buyers; The ability to save money, reduce delays, and improve collaboration; and The emergence of effective technologies for intra- and interorganizational integration.

8. 8 速度和範圍 打破時間侷限 過去未有的速度 能處理更多的事 成本結構改變 打破空間侷限 全球化 能和更遠地方的伙伴進行交易

9. 9 能見度 水平能見度 看到更多的可能交易對象 瞭解更多的交易相關信息 垂直能見度 上下游之間能相互的瞭解 生產條件、交期、庫存等 串聯價值鏈上下游，透過上下游的透明度， 爭取更大的顧客價值

10. 10 企業之間的交易發展趨勢 去中間化？再中間化？ Disintermediation vs. Reintermediation 上下游解構？上下游緊密結合？ 如何追求價值？

11. 11 整合或分解？ Coupling OR uncoupling? 供應鏈走向兩極化發展 價值網絡：上下游企業整合、緊密的價值鏈 虛擬整合、上下游長期伙伴關係 動態市場：上下游企業分散、市場交易 電子交易市集，降低交易成本 什麼狀況之下，會發生這兩類變動？ 垂直能見度 <> 水平能見度 標準化產品 <> 特用產品

12. 12 5-12 Copyright © 2011 Pearson Education, Inc. Publishing as Prentice Hall

13. 13 The Basic Types of B2B E- Marketplaces and Services One-to-Many and Many-to-One: Private E-Marketplaces Company-centric EC E-commerce that focuses on a single company’s buying needs (many-to-one, or buy-side) or selling needs (one-to- many, or sell-side)

14. 14 Many-to-Many: Exchanges Exchanges (trading communities or trading exchanges) Many-to-many e-marketplaces, usually owned and run by a third party or a consortium （聯盟）, in which many buyers and many sellers meet electronically to trade with each other Public e-marketplaces 電子市集 Third-party exchanges open to all interested parties (sellers and buyers)

15. 15 Supply Chain Improvers and Collaborative Commerce 供應鍊管理 通常指的是比較固定的交易關係 協同商務 交易雙方相互溝通和協同合作，進行交易 這些會在第六章討論

16. 16 B2B CHARACTERISTICS Parties to the Transaction Sellers Buyers Intermediaries 中間商 Online intermediary An online third party that brokers a transaction online between a buyer and a seller; may be virtual or click-and-mortar

17. 17 Types of Transactions Spot buying The purchase of goods and services as they are needed, usually at prevailing market prices Strategic (systematic) sourcing Purchases involving long-term contracts that usually are based on private negotiations between sellers and buyers

18. 18 Types of Materials Traded Direct materials Materials used in the production of a product (e.g., steel in a car or paper in a book) Indirect materials Materials used to support production (e.g., office supplies or light bulbs) MROs (maintenance, repairs, and operations) Indirect materials used in activities that support production

19. 19 Marketplaces : Direction of trade Vertical marketplaces Markets that deal with one industry or industry segment (e.g., steel, chemicals) Vortal: Vertical Portal Horizontal marketplaces Markets that concentrate on a service, material, or a product that is used in all types of industries (e.g., office supplies, PCs)

20. 20 Marketplaces : Direction of trade 產業 垂直市集 商品 水平市集

21. 21 Service Industries Online in B2B Travel and hospitality services Real estate Financial services Online financing Other online services

22. 22 Copyright © 2010 Pearson Education, Inc. 22 The Benefits of B2B

23. 23 5-23 Copyright © 2011 Pearson Education, Inc. Publishing as Prentice Hall

24. 24 Sell-side e-Marketplace A Web-based marketplace in which one company sells to many business buyers from e-catalogs or auctions, frequently over an extranet. B2B Sellers 可能是生產者或者是中間商 Customer Service 透過客戶服務進行銷售

25. 25 Selling from Catalogs 適合有知名度、賣方市場的廠商 型錄種類 標準的型錄 針對不同客戶進行調整 針對大型客戶提供客製化型錄 Benefits 低成本 Limitations 為何顧客要來上你的網路？ 行銷問題

26. 26 Manufacturers use intermediaries to distribute their products to a large number of smaller buyers. 減少面對眾多小顧客 The intermediaries buy products from many manufacturers and aggregate them into one catalog from which they sell to customers or to retailers. 中間商可彙整不同製造商的產品 Now, many of these distributors also are selling online via Webstores. 5-26 Copyright © 2011 Pearson Education, Inc. Publishing as Prentice Hall Selling via Distributors and Intermediaries

27. 27 Auction 拍賣 如果有剩餘物資，或者是多餘的設備，可透過 拍賣處理 Revenue generation Cost savings Increased “stickiness” Member acquisition and retention Auction Forward auction 拍賣 Reverse auction 招標 5-27 Copyright © 2011 Pearson Education, Inc. Publishing as Prentice Hall

28. 28 Auction 拍賣 Auctioning from the Company’s Own Site Sam’s Club (samsclub.com) auctions thousands of items ResortQuest (auctionanything.com) auctions rental space for vacation rentals At governmentauctions.org, businesses can bid on foreclosures, seized items, abandoned property, and more Using Intermediaries in Auctions Example: Liquidation.com 5-28 Copyright © 2011 Pearson Education, Inc. Publishing as Prentice Hall

29. 29 Buy-side e-Marketplace A corporate-based acquisition site that uses reverse auctions, negotiations, group purchasing, or any other e-procurement method.

30. 30 Procurement Methods E-Procurement Organization and Types E-Sourcing E-Tendering E-Reverse auctioning E-Informing Web-based ERP (electronic resource planning) E-Marketsites E-MRO (maintenance, repair, and operating)

31. 31 5-31 Copyright © 2011 Pearson Education, Inc. Publishing as Prentice Hall

32. 32 Inefficiencies in Traditional Procurement Management Procurement management The planning, organizing, and coordinating of all the activities related to purchasing goods and services needed to accomplish the organization’s mission. Maverick buying Unplanned purchases of items needed quickly, often at non-prenegotiated higher prices.

33. 33 Reverse Auction 招標 Request for quote (RFQ) The “invitation” to participate in a tendering (bidding) system. Conducting Reverse Auctions E-tendering by Governments Group Reverse Auctions 5-33 Copyright © 2011 Pearson Education, Inc. Publishing as Prentice Hall

34. 34 5-34 Copyright © 2011 Pearson Education, Inc. Publishing as Prentice Hall

35. 35 An Internal Purchasing Marketplace 大型企業 分支單位眾多 可能分散在不同地理區域 Internal procurement marketplace The aggregated catalogs of all approved suppliers combined into a single internal electronic catalog.

36. 36 Benefits of Internal Aggregated Catalogs Corporate buyers can use search engines to look through internal aggregated catalogs to quickly find what they want, check availability and delivery times, and complete electronic requisition forms The company can reduce the number of suppliers it uses

37. 37 Desktop Purchasing Direct purchasing from internal marketplaces without the approval of supervisors and without the intervention of a procurement department.

38. 38 Group Purchasing 團購 The aggregation of orders from several buyers into volume purchases so that better prices can be negotiated. Internal Aggregation of Purchasing Orders 集合內部單位的採購需求 External Aggregation for Group Purchasing 集合眾多外部企業的採購需求

39. 39 5-39 Copyright © 2011 Pearson Education, Inc. Publishing as Prentice Hall

40. 40 Acquisition via Electronic Bartering Bartering Exchange 物物交換 An intermediary that links parties in a barter; a company submits its surplus to the exchange and receives points of credit, which can be used to buy the items that the company needs from other exchange participants.

41. 41 FUNCTIONS OF EXCHANGES Matching buyers and sellers Facilitating transactions Maintaining exchange policies and infrastructure

42. 42 Copyright © 2011 Pearson Education, Inc. Publishing as Prentice Hall

43. 43 Copyright © 2011 Pearson Education, Inc. Publishing as Prentice Hall

44. 44 Copyright © 2011 Pearson Education, Inc. Publishing as Prentice Hall

45. 45 B2B portals Information portals for businesses Vortals B2B portals that focus on a single industry or industry segment; “vertical portals.” Thomas Global Alibaba.com Corporation Directory Services and Search Engines

46. 46 Copyright © 2011 Pearson Education, Inc. Publishing as Prentice Hall

47. 47 管理問題 Which B2B model(s) should we use for e- procurement? Which exchange to join? What is the organizational impact of B2B? What are some ethical issues in B2B? How shall we manage our suppliers? 5-47 Copyright © 2011 Pearson Education, Inc. Publishing as Prentice Hall