turban ec2012 pp 04
B2B E-Commerce
Learning Objectives
1. Describe the B2B field.
2. Describe the major types of B2B models.
3. Discuss the models and characteristics of
4.
5.
6.
7.
the sell-side marketplace, including auctions.
Describe the sell-side intermediaries.
Describe the characteristics of the buy-side marketplace and e-procurement.
Explain how reverse auctions work in B2B.
Describe B2B aggregation and group purchasing models.
Copyright © 2012 Pearson Education, Inc.
Publishing as Prentice Hall
4-2
Learning Objectives
8. Describe other procurement methods.
9. Define exchanges and describe their major
types.
10. Describe B2B portals.
11. Describe third-party exchanges.
12. Describe how B2B can benefit from social networking and Web 2.0.
13. Describe Internet marketing in B2B, including organizational buyer behavior.
Copyright © 2012 Pearson Education, Inc.
Publishing as Prentice Hall
4-3
Concepts, Characteristics, and Models of B2B E-Commerce
business-to-business e-commerce (B2B
EC)
Transactions between businesses conducted electronically over the Internet, extranets, intranets, or private networks; also known as eB2B (electronic B2B) or just B2B
Copyright © 2012 Pearson Education, Inc.
Publishing as Prentice Hall
4-4
Concepts, Characteristics, and Models of B2B E-Commerce
THE BASIC TYPES OF B2B TRANSACTIONS
AND ACTIVITIES
Sell-side
Buy-side
Exchanges
Supply chain improvements and
collaborative commerce
Copyright © 2012 Pearson Education, Inc.
Publishing as Prentice Hall
4-5
Concepts, Characteristics, and Models of B2B E-Commerce
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)
Copyright © 2012 Pearson Education, Inc.
Publishing as Prentice Hall
4-6
Copyright © 2012 Pearson Education, Inc.
Publishing as Prentice Hall
4-7
Concepts,
Learning Objectives
1. Describe the B2B field.
2. Describe the major types of B2B models.
3. Discuss the models and characteristics of
4.
5.
6.
7.
the sell-side marketplace, including auctions.
Describe the sell-side intermediaries.
Describe the characteristics of the buy-side marketplace and e-procurement.
Explain how reverse auctions work in B2B.
Describe B2B aggregation and group purchasing models.
Copyright © 2012 Pearson Education, Inc.
Publishing as Prentice Hall
4-2
Learning Objectives
8. Describe other procurement methods.
9. Define exchanges and describe their major
types.
10. Describe B2B portals.
11. Describe third-party exchanges.
12. Describe how B2B can benefit from social networking and Web 2.0.
13. Describe Internet marketing in B2B, including organizational buyer behavior.
Copyright © 2012 Pearson Education, Inc.
Publishing as Prentice Hall
4-3
Concepts, Characteristics, and Models of B2B E-Commerce
business-to-business e-commerce (B2B
EC)
Transactions between businesses conducted electronically over the Internet, extranets, intranets, or private networks; also known as eB2B (electronic B2B) or just B2B
Copyright © 2012 Pearson Education, Inc.
Publishing as Prentice Hall
4-4
Concepts, Characteristics, and Models of B2B E-Commerce
THE BASIC TYPES OF B2B TRANSACTIONS
AND ACTIVITIES
Sell-side
Buy-side
Exchanges
Supply chain improvements and
collaborative commerce
Copyright © 2012 Pearson Education, Inc.
Publishing as Prentice Hall
4-5
Concepts, Characteristics, and Models of B2B E-Commerce
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)
Copyright © 2012 Pearson Education, Inc.
Publishing as Prentice Hall
4-6
Copyright © 2012 Pearson Education, Inc.
Publishing as Prentice Hall
4-7
Concepts,