1. Chapter 5 Selling to Businesses Online

2. Objectives In this chapter, you will learn about:
Strategies that businesses use to improve purchasing, logistics, and other support activities
Electronic data interchange and how it works
How businesses have moved some of their electronic data interchange(EDI) operations to the Internet
Supply chain management and how businesses are using Internet technologies to improve it
Electronic marketplaces and portals that make purchase-sale negotiations easier and more efficient
Electronic Commerce, Ninth Edition

3. 5.1 Purchasing, Logistics, and Support Activities
Electronic Commerce, Ninth Edition

4. 5.1 Purchasing, Logistics, and Support Activities
The potential for cost reductions and business process improvements in purchasing, logistics, and support activities is tremendous. P207
As Internet technologies become commonplace in businesses, the potential for synergies(协同) increases. P208
An emerging necessary characteristic of purchasing, logistics, and support activities is flexibility.
Economic organizations are evolving from the hierarchical structures used since the industrial revolution to new, more flexible network structures.
Electronic Commerce, Ninth Edition

5. 5.1.1 Purchasing Activities
Include identifying vendors（供应商）, evaluating vendors, selecting specific products, placing orders, and resolving any issues that arise after receiving the ordered goods or services.
Electronic Commerce, Ninth Edition

6. Electronic Commerce, Seventh Annual Edition

7. 5.1.1 Purchasing Activities
Supply chain
The part of an industry value chain that precedes a particular strategic business unit.
The flow of materials, information, money, and services from raw material suppliers through factories and warehouses to the end customers (for understanding)
A company’s supply chain for a particular product or service includes all the activities undertaken by every predecessor(前任) in the value chain to design, produce, promote, market, deliver and support each individual component of that product or service.
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8. Electronic Commerce, Ninth Edition
采购活动包括寻找卖主、评估卖主、选择特定产品、发定单以及解决收货后出现的问题，企业许多管理者称这种职能为“采购”而不是“购买”，关键的最大区别就是在于采购所负责的范围更为广泛。“采购”一词涵盖所有购买活动以及对购买过程中所有活动的监控，还包括保持和发展与主要供应商的关系。企业的采购流程通常比消费者的购买要复杂的多，而且需要多人彼此协作，大公司专门有负责管理采购流程的采购部，常有数百名员工，各司其职。
为了选择合适的供应商，许多公司的采购人员都要有丰富的产品知识，采购过程中涉及确定供应商及其资格的业务活动称为供应。专门的采购网站对“负责供应”的采购人员非常有用。
Electronic Commerce, Ninth Edition

9. Electronic Commerce, Ninth Edition

10. 5.1.1 Purchasing Activities
Supply chain parts
Upstream supply chain
activities of a manufacturing company with its suppliers
Internal supply chain
in-house processes for transforming the inputs from the suppliers into the outputs
Downstream supply chain
activities involved in delivering the products to the final customers
E-supply chain: A supply chain that is managed electronically, usually with Web technologies
Electronic Commerce, Ninth Edition

11. 5.1.1 Purchasing Activities
Procurement
The broader range of responsibilities
Generally includes all purchasing activities, plus the monitoring of all elements of purchase transactions, also includes managing and developing relationships with key suppliers.
E-procurement
Use of Internet technologies in procurement activities
Supply management
Term used to describe procurement activities
Sourcing (供应)
The part of procurement activity devoted to identifying suppliers and determining their qualifications
E-sourcing
Use of Internet technologies in sourcing activities
SOURCING主要是做供应商开发,询价,确认MOQ,MPQ及L/T,谈商务条款(如付款方式,帐期;送货方式;备货事宜等).
采购活动包括寻找卖主、评估卖主、选择特定产品、发定单以及解决收货后出现的问题，企业许多管理者称这种职能为“采购”而不是“购买”，关键的最大区别就是在于采购所负责的范围更为广泛。“采购”一词涵盖所有购买活动以及对购买过程中所有活动的监控，还包括保持和发展与主要供应商的关系。企业的采购流程通常比消费者的购买要复杂的多，而且需要多人彼此协作，大公司专门有负责管理采购流程的采购部，常有数百名员工，各司其职。
为了选择合适的供应商，许多公司的采购人员都要有丰富的产品知识，采购过程中涉及确定供应商及其资格的业务活动称为供应。专门的采购网站对“负责供应”的采购人员非常有用。
Electronic Commerce, Ninth Edition

12. 5.1.1 Purchasing Activities
The business purchasing process is usually much more complex than most consumer purchasing processes.
The business purchasing process also requires a number of people to coordinate their individual activities as part of the process.
In large companies, the Procurement Department supervises the purchasing process.
Spend
The total dollar amount of the goods and services that a company buys during a year
Managing the spend is an important function and can be a key element in a company’s overall profitability.
采购活动包括寻找卖主、评估卖主、选择特定产品、发定单以及解决收货后出现的问题，企业许多管理者称这种职能为“采购”而不是“购买”，关键的最大区别就是在于采购所负责的范围更为广泛。“采购”一词涵盖所有购买活动以及对购买过程中所有活动的监控，还包括保持和发展与主要供应商的关系。企业的采购流程通常比消费者的购买要复杂的多，而且需要多人彼此协作，大公司专门有负责管理采购流程的采购部，常有数百名员工，各司其职。
Electronic Commerce, Ninth Edition

13. 采购基本目标的5R
Overall Objectives is the acquisition of material/services of the right quality, in the right quantity, at the right price, at the right time, from the right source.
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14. 2013年供应商会员收费政策公告

15. 5.1.2 Direct vs. Indirect Materials Purchasing
Materials that become part of the finished product in a manufacturing process
The procurement process for direct materials is an important part of any manufacturing business because the cost of direct materials is usually a very large part of the cost of the finished product.
Large manufacturing companies engage in two types of direct materials purchasing:
Replenishment purchasing ( contract purchasing)
The company negotiates long-term contracts for most of the materials that it will need
By negotiating the contracts in advance and guaranteeing the purchase, the manufacturer obtains low prices and good delivery terms.
Spot purchasing(现货采购)
Buying in spot market
直接物料是指生产过程中进入成品的物料，例如，钢厂认为采购的铁矿石就是直接物料。间接物料是公司采购的其他物料，例如砂纸、扳手、机床的备换零件、办公用品和计算机软硬等。
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16. 5.1.2 Direct vs. Indirect Materials Purchasing
Other materials that the company purchases, including factory supplies
Most companies include the purchase of nonmanufacturing goods and services- such as office supplies, computer hardware and software, and travel expenses- in the responsibilities of the indirect materials Procurement Department.
MRO: the indirect materials items are often called Maintenance、Repair and Operating (MRO) supplies.
P-cards: one way the Procurement Departments control MRO spending is by issuing purchasing cards (usually called p-cards) .
By using a web site to process orders, the vendors in this market can save the costs or printing and shipping catalogs and handling telephone orders.
间接物料，大部分是通用商品，一些行业分析家估计，在网站上处理间接物料的定货比电话方式减少1/10的成本。
Electronic Commerce, Ninth Edition

17. Logistics Activities
The classic objective of logistics has always been to provide the right goods in the right quantities in the right place at the right time.
Logistics management is an important support activity for both the sales and the purchasing activities in a company.
The products they sell to customers are delivered on time
The raw materials they buy and use to create their products arrive when needed
The management of materials as they go from the raw materials storage area through production processes to become finished goods
Logistics activities include managing:
Inbound movements of materials and supplies
Outbound movements of finished goods and services
receiving、warehousing、controlling inventory、scheduling and controlling vehicles and distributing finished goods are all logistics activities.
从前，物流的目标是在指定时间内将指定数量的指定物品送到指定地点。如今，物流管理从原料仓库到生产车间，再到成品仓库的物料管理也是物流管理的重要内容。
企业通过加强信息技术的应用来实现这个目标。网络支持的仓储运营每年为公司节约数百万美元，一些大的运输公司希望顾客不仅把他们看做是货运公司，而且还是信息管理公司。
例如，Schneider公司新建立的Schneider Track and Trace货物跟踪系统能够将实时的运输信息传送到顾客计算机的浏览器上。这个系统用Java小应用程序向顾客显示哪家运输商正在承运这批货物、这批货物目前在何地以及何时能够到达目的地。
J.B.Hunt公司下面有七万多辆卡车、拖车和集装箱车，它的网站允许客户跟踪自己的货物，这样就可以减少公司员工的数量，并且发现，由客户跟踪货物的效率要比公司员工的效率高。统计调查显示，每周可以节约人力成本和避免货物的遗失共计12000美元。
联邦快递公司（FedEx）和联合包裹公司（UPS）已为顾客提供了网站上货物跟踪。有自己的运输车队的公司也用卫星全球定位技术来跟踪运输。
Electronic Commerce, Ninth Edition

18. 5.1.3 Logistics Activities Third-party logistics (3PL)
When transportation and freight companies engage in the business of operating all or a large portion of a customer’s materials movement activities, the company is called third-party logistics provider.
FedEx
UPS
Forth-party logistics(4PL)
Electronic Commerce, Ninth Edition

19. 5.1.4 Support Activities P213 Support activities
Finance and administration
Making payments, processing payments received, planning capital expenditures, budgeting and planning
The operation of the computing infrastructure
Human resources
Hiring, training, evaluating employees
Administering benefits
complying with government record-keeping regulations
Technology development
A wide variety of activities, depending on the nature of the business or organization.
It can include networking research scientists into virtual collaborative workgroups, posting(记录) research results, publishing research papers online, and providing connections to outside sources of research and development services.
See Figure 5-3 P213
支持活动包括财务与行政管理、人力资源管理和技术开发。财务与行政管理包括应付账款、应收账款、支出计划以及资金预算计划等，企业信息设施的管理属于行政管理事务。人力资源活动包括招聘、培训、评估、福利管理及档案管理等。行业和组织结构不同，技术开发的种类也相差很大，如科研小组间的网络协作、研究结果的发布、网上发表研究论文以及同外部研发服务机关的联系等。
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20. 5.1.4 Support Activities Knowledge management
Intentional collection, classification, and dissemination of information about a company, its products, and its processes.
This type of knowledge is developed over time by individuals working for or with a company and is often difficult to gather and distill（提取）.
Electronic Commerce, Ninth Edition

21. E-Government
Use of electronic commerce by governments and government agencies to Perform functions for their stakeholders.
Such as : Employ people, buy supplies from vendors, and distribute benefit payments
Collect taxes and fees from constituents
Offers an opportunity to improve the efficiency and effectiveness of the functions of government and to make governments more transparent to citizens and businesses by providing access to more of the information generated by government.
Electronic Commerce, Ninth Edition

22. 5.1.5 E-Government-categories
Government-to-citizens (G2C):
E-government category that includes all the interactions between a government and its citizens
Major areas of G2C activities:
tourism and recreation
research and education
downloadable forms
discovery of government services
information about public policy
advice about health and safety issues 补充
Electronic Commerce, Ninth Edition

23. 5.1.5 E-Government-categories
Government-to-business (G2B): E-government category that includes interactions between governments and businesses (government selling to businesses and providing them with services and businesses selling products and services to government)
Government-to-government (G2G):
E-government category that includes activities within government units and those between governments
Government-to-employees (G2E):
E-government category that includes activities and services between government units and their employees 补充
Electronic Commerce, Ninth Edition

24. E-Government
National governments are finding that e-government can reduce administrative costs and provide better service to stakeholders.
State governments are creating websites for conduction business and interactive with their stakeholders. The most common service offered by states and similar regional governments (provincial or regional government)
Access to the text of state laws and regulations
Renewal of licenses
Promotion of the state to businesses considering new locations
Job listings
Promotion of tourism in the state
Tax forms and filing information
Information for companies that want to do business with the state
Smaller cities, towns, and villages are using the web to communicate with residents.
Electronic Commerce, Ninth Edition

26. 5.1.６Network model of economic organization
One trend that is becoming clear in purchasing, logistics, and support activities is the shift away from hierarchical structures toward network structures
The Web is enabling this shift from hierarchical to network forms of economic organization.
Some researchers who study the interaction of firms within an industry value chain are beginning to use the term “supply web” instead of “supply chain” because many industry value chains no longer consist of a single sequence of companies linked in a single line, but include many parallel lines that are interconnected in a web or network configuration. *
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27. 5.2 Electronic Data InterchangeP217
EDI is the computer-to-computer transfer of business information between two businesses
EDI-compatible firms are firms that exchange data in specific standard formats
Business information exchanged is often transaction data：
Invoices
Purchase orders
Requests for quotations
Bills of lading
Receiving reports
Most B2B electronic commerce is an adaptation of EDI or based on EDI principles
EDI是企业最早广泛采用的电子商务，在“电子商务”这个术语出现的20年前就已经存在了。
EDI是以某种标准形式在企业之间以计算机对计算机的方式传递企业信息。交换信息的两家企业通常称为贸易伙伴
交换的业务信息通常是交易数据，但也包括同交易相关的其他信息，如报价和订单状态等。
企业间的交易数据一般包括发票、订购单、报价请求、发货单和收货通知等。这5种单证的数据占到世界所有交易伙伴信息交换量的75%。
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28. 5.2.1 Early Business Information Interchange Efforts
1950s-Companies began to use computers to store and process internal transaction records
1960s -Businesses that engaged in large volumes of transactions with each other had begun exchanging transaction information on punched cards（穿孔卡片） or magnetic tape（磁带）, later over telephone lines.
Smaller or lower-volume trading partners could not afford to participate in the benefits of these paper-free exchanges.
1968-A number of freight and shipping companies formed the Transportation Data Coordinating Committee (TDCC)
which was charged with exploring ways to reduce the paperwork burden that shippers and carriers faced.
TDCC created a standardized information set
Electronic Commerce, Ninth Edition

29. 5.2.2 Emergence of Broader EDI Standards
American National Standards Institute (ANSI)
Has been the coordinating body for standards in the United States since 1918.
Does not set standards itself
Has created a set of procedures for the development of national standards
Accredits committees that follow those procedures
Electronic Commerce, Ninth Edition

30. 5.2.2 Emergence of Broader EDI Standards (continued)
Accredited Standards Committee X12 (ASC X12)
Chartered(受特许的) in 1979 by ANSI to develop uniform EDI standards
Includes information systems professionals from over 800 businesses and other organizations
ASC X12 includes specifications for several hundred transaction sets.
Transaction sets
Names of formats for specific business data interchanges
Electronic Commerce, Ninth Edition

31. 5.2.2 Emergence of Broader EDI Standards (continued)
1987
United Nations published its first standards under the title EDI for Administration, Commerce, and Transport (EDIFACT, or UN/EDIFACT)
Late 2000
ASC X12 organization and UN/EDIFACT group agreed to develop one common set of international standards
No date for implementation of the common standards has been set
Electronic Commerce, Ninth Edition

32. 专用标准 产业标准 国家标准 国际标准 EDI 全球性 标准 ANSI X12 TDI 1980 1985 UN/EDIFACT WINS美国
WINS
仓储业
ALAG
汽车业
TDCC
运输业
UCS
零售业
ANSI X12 欧洲
ODETTE
TDAIDACOMS
DISH 海运
TDI
1970
1980
1985
专用标准
产业标准
国家标准
国际标准

33. How EDI Works
Although the basic idea behind EDI is straightforward, its implementation can be complicated, even in fairly simple business situations.
Example:
Consider a company that needs a replacement for one of its metal-cutting machines
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34. Electronic Commerce, Seventh Annual Edition

35. Electronic Commerce, Seventh Annual Edition

36. Paper-based purchasing process
Each information processing step results in the production of a paper document that must be delivered to the department handling the next step.
Information transfer between the buyer and vendor is also paper-based and can be delivered by mail, courier(快递), or fax.
EDI purchasing process
The mail service has been replaced with the data communications of an EDI network, and the flows of paper within the buyer’s and vendor’s organizations have been replaced with computers running EDI translation software.
The departments are exchanging the same messages among themselves, but EDI reduces paper flow and streamlines the interchange of information among departments within a company and between companies.
Electronic Commerce, Ninth Edition

37. 5.2.4 Value-Added NetworksP224
Trading partners can implement the EDI network and EDI transaction processed in several ways, each of these ways uses one of two basic approaches:
Direct connection EDI
Requires each business in the network to operate its own on-site EDI translator computer
EDI translator computers are connected directly to each other using modems and dial-up telephone lines or dedicated leased lines(专线)
Electronic Commerce, Ninth Edition

38. Value-Added Networks (continued)
Indirect connection EDI
VAN (value-added network) - A company that provides communications equipment, software, and skills needed to receive, store, and forward electronic messages that contain EDI transaction set.
To send an EDI transaction set to a trading partner:
VAN customer connects to the VAN then forwards an EDI- formatted message to the VAN
VAN logs the message and delivers it to the trading partner’s mailbox
Trading partner then dials in to the VAN and retrieves its EDI- formatted messages
The trading partners pass messages through the VAN instead of connecting their computers directly to each other.
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39. Electronic Commerce, Ninth Edition

40. Electronic Commerce, Ninth Edition

41. Advantages of Using a VAN Ｐ226
Users need to support only the VAN’s one communications protocol instead of many possible protocols used by trading partners.
The VAN records message activity in an audit log. This log becomes an independent record of transactions, and this record can be helpful in resolving disputes between trading partners.
The VAN can provide translation between different transaction sets used by trading partners (for example, the VAN can translate an ASC X12 set into a UN/EDIFACT set).
The VAN can perform automatic compliance checking to ensure that the transaction set is in the specified EDI format.
Electronic Commerce, Ninth Edition

42. Disadvantages of Using a VAN
Cost
Most VANs require an enrollment fee, a monthly maintenance fee, and a transaction fee
Using VANs can become cumbersome（麻烦的） and expensive for companies that want to do business with a number of trading partners, each using different VANs *
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43. 5.3 EDI on the Internet
As the Internet gained prominence as a tool for conducting business, trading partners using EDI began to view the Internet as a potential replacement for the expensive leased lines and dial-up connections required to support both direct and VAN-aided EDI.
Companies that had been unable to afford EDI began to look at the Internet as an enabling technology that might get them back in the game of selling to large customers that demanded EDI capabilities from their suppliers.
Initial roadblocks to conducting EDI over the Internet included:
Concerns about security
The Internet’s inability to provide audit logs and third-party verification of message transmission and delivery
Nonrepudiation(认可、不可否认)
Ability to establish that a particular transaction actually occurred
Electronic Commerce, Ninth Edition

44. 5.3.1 Open Architecture of the Internet
Internet EDI or Web EDI
EDI on the Internet
Open architecture of the Internet allows trading partners unlimited opportunities for customizing information interchanges
New tools such as XML help trading partners be even more flexible in exchanging detailed information
在互联网EDI领域，AS2协议应用最为广泛，除了传递EDI格式的数据，也可用于传输任何其它格式的数据（如XML等）。AS2标准是在世界上最广泛采用的商用安全通讯标准之一，在保险、金融服务、石油、政府、制造、零售等众多行业有着广泛应用，这些行业中通过AS2消息传递关键业务信息，每年多达数十亿美元。
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45. 5.3.2 Financial EDI
Financial EDI are the EDI transaction sets that provide instructions to a trading partner’s bank
Automated clearing house (ACH) system
Service that banks use to manage accounts with each other
EDI-capable banks
Equipped to exchange payment and remittance data through VANs
Electronic Commerce, Ninth Edition

46. Financial EDI (continued)
Value-added banks (VABs)
Banks that offer VAN services for nonfinancial transactions
Financial VANs (FVANs)
Nonbank VANs that can translate financial transaction sets into ACH formats and transmit them to banks that are not EDI capable . *
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47. 5.4 Supply Chain Management Using Internet Technologies
When companies integrate their supply management and logistics activities across multiple participants in a particular product’s supply chain, the job of managing that integration is called supply chain management.
The ultimate goal of supply chain management is to achieve a higher-quality or lower-cost product at the end of the chain.
Electronic Commerce, Ninth Edition

48. 5.4.1 Value Creation in the Supply Chain P229
Supply chain management was originally developed as a way to reduce costs. It focused on very specific elements in the supply chain and tried to identify opportunities for process efficiency.
Today, supply chain management is used to add value in the form of benefits to the ultimate consumer at the end of the supply chain. This requires a more holistic(整体的) view of the entire supply chain than had been common in the early days of supply chain management.
Electronic Commerce, Ninth Edition

49. 5.4.1 Value Creation in the Supply Chain
Tier one suppliers
Develop long-term relationships with a large number of suppliers that provide components and raw materials to them.
Tier two suppliers
Manage relationships with the next level of suppliers
Tier three suppliers
Provide tier two suppliers with components and raw materials
Supply alliances
Long-term relationships created among participants in the supply chain
A key element of these relationships is trust between the parties.
The level of information sharing that must take place among the supply chain participants can be a major barrier to entering into these alliances.
Electronic Commerce, Ninth Edition

50. 5.4.1 Value Creation in the Supply Chain P229
All supply chain participants share information and work together to create value. Ideally, the supply chain coordination creates enough value that each level of supplier can share the benefits of reduced cost and more efficient operations.
Key element of successful supply chain management
Clear communications and quick responses
Technologies, and especially the technologies of the Internet and the web, can be very effective communications enhancers.
Electronic Commerce, Ninth Edition

51. 5.4.1 Value Creation in the Supply Chain
Advantages
Major disadvantage of using Internet technologies in supply chain management P230
The cost of the technologies
In most cases, the advantages provide value that greatly exceeds the cost of implementing and maintaining the technologies.
Electronic Commerce, Ninth Edition

52. 5.4.2 Increasing Supply Chain Efficiencies
Many companies are using Internet and Web technologies to manage supply chains in ways that yield increases in efficiency throughout the chain.
These companies have found ways to increase process speed, reduce costs, and increase manufacturing flexibility so that they can respond to changes in the quantity and nature of ultimate consumer demand.
Examples:
Boeing Corporation & Boeing PART
DELL
All of these attributes combine to allow a coordinated supply chain to produce products and services that better meet the needs of the ultimate consumer.
1997年，生产和计划的失误使得波音公司不得不把两条生产线关闭了数周，损失超过15亿美元。为了防止悲剧重演，公司投资建立了很多新的信息系统，这些系统通过计划和控制供应链各个环节的后勤管理来提高生产效率。波音公司用EDI和互连网连接同供应商合作，使供应商能在正确的时间提供正确的零部件。甚至在一架飞机开始生产之前，公司就已经把工程说明和技术图纸发给供应商。在飞机制造的过程中，公司会不断地向每个供应商通报工程的完成情况和计划的改变。在使用这些新系统的第二年，波音公司就把每架飞机的装配时间缩短了一半，零件次品的成本也同样降低了一半。顾客以前需要等3年才能收到飞机，现在只要10~12个月就可以收到新飞机了。
Dell计算机公司也采用电子商务技术支持的供应链管理手段向顾客准确提供所需产品。公司把库存量从3周销售量降低到6天销售量。据说其目标是把库存水平降低到分钟的销售量。 Dell公司通过掌握更多的顾客信息，大幅度降低了库存，也与供应链的其他成员共享这些信息。
Electronic Commerce, Ninth Edition

53. 5.4.3 Using Materials-Tracking Technologies with EDI and Electronic Commerce
Companies have been using optical scanners and bar codes for many years to help track the movement of materials. In many industries, the integration of bar coding and EDI has become prevalent.
UPS
The most promising technology now being used is radio frequency identification devices (RFIDs), which are small chips that use radio transmissions to track inventory.
Passive RFID tags work by taking the energy received from the reader through a tag's antenna and using that energy to transmit stored data back to the reader.
Electronic Commerce, Ninth Edition

54. 5.4.4 Creating an Ultimate Consumer Orientation in the Supply Chain P234
One of the main goals of supply chain management is to help each company in the chain focus on meeting the needs of the consumer at the end of the supply chain.
Companies in industries with long supply chains have, in the past, often found it difficult to maintain this customer focus, which is often called an ultimate consumer orientation. Instead, companies have directed their efforts toward meeting the needs of the next member in the supply chain.
This short-sighted approach can cause companies to miss opportunities to add value in subsequent steps of the chain.
Example: Michelin North America
Because Internet technologies are tools that improve communications at a very low cost, they are ideal aids for enhancing the creating of a highly coordinated and effective supply chain.
最早利用供应链管理技术建立消费者导向的是米其林（Michelin）北美公司。在1995年公司启动了BIB NET的电子商务计划，目的是向消费者消费更多的轮胎，但计划是针对经销商而不是直接针对消费者。其允许经销商进入网站了解轮胎指标、库存和促销信息。使得经销商向消费者推荐米其林公司的产品。
Electronic Commerce, Ninth Edition

55. 5.4.5 Building and Maintaining Trust in the Supply Chain
Major issue for most companies is developing trust
Key elements for building trust include continual communication and information sharing
Because the Internet and the Web provide excellent ways to communicate and share information, they offer new avenues for building trust.
对大部分企业来说，建立供应联盟的主要问题是建立彼此之间的信任关系。持续的沟通和信息共享是建立信任的主要手段。供应商发现互连网为自己提供了同客户进行方便、低成本沟通的机会。
很多供应链研究人员正在设法寻找新办法，以便有效收集有关供应商绩效的信息并报告给供应链伙伴，这些监测与报告可以帮助伙伴公司快速建立信任。 *
Electronic Commerce, Ninth Edition

56. 5.5 Electronic Marketplaces and Portals
People believed that the Web would provide an opportunity for companies to establish information hubs (信息中心)for each major industry.
Vertical portals (vortals)
Offer a doorway (or portal) to the Internet for industry members
Vertically integrated (each hub would offer services to just one industry)
Types of Vortals
Independent Industry Marketplaces（第三方行业电子集市）
Private Stores （专属店铺）＆Customer Portals（客户门户）
Private Company Marketplaces（专属电子集市）
Industry Consortia-Sponsored Marketplaces（行业共同电子集市）
在20世纪90年代中期互连网刚刚出现的时候，很多研究人员和咨询人员认为它可以用来建立行业信息中心，提供新闻、研究报告、趋势分析和公司深度分析等。除了信息服务之外，还可以提供交易和拍卖中心，方便行业内的企业彼此接触并交易。这些信息中心为本行业成员提供了电子集市和网上门户。
Electronic Commerce, Ninth Edition

57. 5.5.1 Independent Industry Marketplaces 第三方行业电子集市
Focused on a single industry
Independent exchanges （第三方交易中心）
Not controlled by a company that was an established buyer or seller in the industry
Public marketplaces （公共电子集市）
Open to new buyers and sellers just entering the industry
Examples:
Ventro with Chemdex for bulk chemicals
SciQuest for life science chemicals
ChemConnect for bulk chemicals
Electronic Commerce, Ninth Edition

58. 5.5.1 Independent Industry Marketplaces
By mid-2000, there were more than 2200 independent exchanges in a wide variety of industries.
As venture capital funding became scarce for companies that were not earning profits- and virtually all of these marketplaces were not earning profits, many of them closed.
By 2002, there were fewer than 100 industry marketplaces still operating.
Case: MetalSite
Electronic Commerce, Ninth Edition

59. 5.5.2 Private Stores and Customer PortalsＰ251
Large companies that sell to many relatively small customers can exert great power in negotiating price, quality, and delivery terms with those customers, those sellers feared that industry marketplaces would dilute that power.
Many of these large sellers had already invested heavily in websites that they believed would meet the needs of their customers better than any industry marketplace would.
Private store
Has a password-protected entrance
Offers negotiated price reductions on a limited selection of products －usually those that the customer has agreed to purchase in certain minimum quantities.
Examples: Cisco, Dell
Customer portal sites
Offer private stores along with services
Examples: Grainger
Electronic Commerce, Ninth Edition

60. 5.5.3 Private Company Marketplaces 专属电子集市
Large companies that purchase from relatively small vendors can exert similar power over those vendors in purchasing negotiations.
E-procurement software
Allows a company to manage its purchasing function through a Web interface
Usually require their suppliers to bid on their business.
These larger companies were reluctant to abandon their investments in e-procurement software or to make the software work with industry marketplaces software.
These companies use their power in the supply chain to force suppliers to deal with them on their own terms rather than negotiate with suppliers in an industry marketplace.
Private company marketplace
A marketplace that provides auctions, request for quote postings, and other features to companies that want to operate their own marketplaces.
Electronic Commerce, Ninth Edition

61. 5.5.4 Industry Consortia-Sponsored Marketplaces
Some companies had relatively strong negotiating positions in their industry supply chains, but did not have enough power to force suppliers to deal with them through a private company marketplace. These companies began to form consortia to sponsor marketplace.
Industry Consortia-Sponsored Marketplaces - Formed by several large buyers in a particular industry
Examples:
Covisint Created in 2000 by a consortium of DaimlerChrysler, Ford, and General Motors
Avendra In the hotel industry by Marriott, Hyatt, and three other major hotel chains
Exostar by Boeing and other companies in aerospace industry
Electronic Commerce, Ninth Edition

62. The lines between them are not always clear.
Most B2B experts believe that a variety of marketplaces with the characteristics of these five general categories will continue to exist for some time.
Electronic Commerce, Ninth Edition

63. 企业间电子商务的特征 专属店铺 一个卖家 很多买家 思科、DELL 几种产品 固定价格 客户门户 几个卖家 Grainger 商品目录
卖方控制的行业 买方控制的行业
专属店铺
一个卖家
很多买家
思科、DELL
几种产品
固定价格
客户门户
几个卖家
Grainger
商品目录
行业电子集市
很多卖家
CheMatch.com 拍卖
动态定价
行业共同电子 集市
几个买家
Avendra
Covisint
买家控制
专属电子集市
一个买家
使用Ariba
CommerceOne
等软件
卖家投标
企业间电子商务的特征

64. Summary
Companies are using Internet and Web technologies to improve their purchasing and logistics primary activities
EDI
First developed by freight companies to reduce the paperwork burden
Internet
Now providing the inexpensive communications channel that EDI lacked
Electronic Commerce, Ninth Edition

65. Summary (continued) Supply chain management
Incorporates several elements that can be implemented and enhanced through the use of the Internet and the Web
Models for B2B electronic commerce
Private stores, customer portals
Private marketplaces
Industry consortia-sponsored marketplaces
Electronic Commerce, Ninth Edition

66. Key terms Contract purchasing Customer portal Direct connection EDI
Direct material
EDI compatible
E-government
E-procurement software
E-sourcing
Financial EDI
Independent exchange
Independent industry marketplace
Indirect connection EDI
Indirect material
Industry consortia-sponsored marketplace
Industry marketplace
Internet EDI
Knowledge management
Maintenance, repair, and operating (MRO)
Nonrepudiation
Open EDI
Private company marketplace
Private store
Public marketplace
Purchasing card
Radio frequency identification device (RFID)
Replenishment purchasing
Electronic Commerce, Ninth Edition

67. Key terms Sourcing Spend Spot market Spot purchasing Supply alliance
Supply chain
Supply chain management
Supply web
Third-party logistics (3PL) provider
Tier one supplier
Tier two supplier
Tier three supplier
Transaction sets
Ultimate consumer orientation
Vertical portal (vortal)
Web EDI
Electronic Commerce, Ninth Edition