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Chapter 5
B2B E-Commerce

Learning Objectives
1. Describe the B2B field. 2. Describe the major types of B2B models. 3. Discuss the characteristics of the sell-side marketplace, including auctions. 4. Describe the sell-side models. 5. Describe the characteristics of the buy-side marketplace and e-procurement. 6. Explain how reverse auctions work in B2B.
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Learning Objectives
7. Describe B2B aggregation and group purchasing models. 8. Describe other procurement methods. 9. Define exchanges and describe their major types. 10. Describe B2B portals. 11. Describe third-party exchanges. 12. Describe partner relationship management (PRM).
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Concepts, Characteristics, and Models of B2B EC

BASIC B2B CONCEPTS
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.

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Concepts, Characteristics, and Models of B2B EC

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Concepts, Characteristics, and Models of B2B EC

THE BASIC TYPES OF B2B TRANSACTIONS AND ACTIVITIES
Sell-side Buy-side Exchanges Supply chain improvements and collaborative commerce

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Concepts, Characteristics, and Models of B2B EC

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Concepts, Characteristics, and Models of B2B EC

THE BASIC TYPES OF B2B EMARKETPLACES AND SERVICES
One-to-Many and Many-to-One: Private EMarketplaces
company-centric EC E-commerce that focuses on a single companys buying needs (many-to-one, or buy-side) or selling needs (oneto-many, or sell-side). private e-marketplaces Markets in which the individual sell-side or buy-side company has complete control over participation in the selling or buying transaction.

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Concepts, Characteristics, and Models of B2B EC

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, in which many buyers and many sellers meet electronically to trade with each other. public e-marketplaces Third-party exchanges open to all interested parties (sellers and buyers).

Supply Chain Improvers and Collaborative Commerce

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Concepts, Characteristics, and Models of B2B EC

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

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Concepts, Characteristics, and Models of B2B EC

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.

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Concepts, Characteristics, and Models of B2B EC

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). MRO (maintenance, repair, and operation) Indirect materials used in activities that support production.
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Concepts, Characteristics, and Models of B2B EC

Direction of Trade
vertical marketplaces Markets that deal with one industry or industry segment (e.g., steel, chemicals). 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).

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Concepts, Characteristics, and Models of B2B EC

SUPPLY CHAIN RELATIONSHIPS IN B2B VIRTUAL SERVICE INDUSTRIES IN B2B THE BENEFITS OF B2B

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One-to-Many: Sell-side E-Marketplaces

SELL-SIDE MODELS AND ACTIVITIES
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 Customer Service
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One-to-Many: Sell-side E-Marketplaces

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One-to-Many: Sell-side E-Marketplaces

DIRECT SALES FROM CATALOGS
Configuration and Customization Benefits and Limitations of Direct Sales from Catalogs

DIRECT SALES: THE EXAMPLE OF CISCO SYSTEMS

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Selling Via Intermediaries and Distributors

Manufacturers frequently use intermediaries to distribute their products to a large number of buyers. The intermediaries (known as distributors) usually buy products from many vendors and aggregate them into one catalog from which they sell.

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Selling Via Auctions

USING AUCTIONS ON THE SELL SIDE
Revenue generation Cost savings Increased stickiness Member acquisition and retention

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Selling Via Auctions

AUCTIONING FROM THE COMPANYS OWN SITE USING INTERMEDIARIES IN AUCTIONS EXAMPLES OF B2B FORWARD AUCTION

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One-from-Many: Buy-Side E-Marketplaces and E-Procurement

buy-side e-marketplace A corporate-based acquisition site that uses reverse auctions, negotiations, group purchasing, or any other eprocurement method.

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One-from-Many: Buy-Side E-Marketplaces and E-Procurement

PROCUREMENT METHODS
e-sourcing e-tendering e-reverse auctioning e-informing Web-based ERP (electronic resource planning) e-MRO (maintenance, repair, and operating)
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INEFFICIENCIES IN TRADITIONAL PROCUREMENT MANAGEMENT
Procurement management The planning, organizing, and coordinating of all the activities relating to purchasing goods and services needed to accomplish the organizations mission. maverick buying Unplanned purchases of items needed quickly, often at higher prices, not pre-negotiated.
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One-from-Many: Buy-Side E-Marketplaces and E-Procurement

THE GOALS AND BENEFITS OF EPROCUREMENT
e-procurement The electronic acquisition of goods and services for organizations.

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One-from-Many: Buy-Side E-Marketplaces and E-Procurement

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One-from-Many: Buy-Side E-Marketplaces and E-Procurement

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Buy-Side E-Marketplaces: Reverse Auctions

request for quote (RFQ) The invitation to participate in a tendering (bidding) system. CONDUCTING REVERSE AUCTIONS
E-Tendering by Governments

GROUP REVERSE AUCTIONS

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Buy-Side E-Marketplaces: Reverse Auctions

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Other E-Procurement Methods

internal procurement marketplace The aggregated catalogs of all approved suppliers combined into a single internal electronic catalog.
Benefits of Internal Marketplaces desktop purchasing Direct purchasing from internal marketplaces without the approval of supervisors and without the intervention of a procurement department.

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Other E-Procurement Methods

BUYING AT E-AUCTIONS
group purchasing The aggregation of orders from several buyers into volume purchases so that better prices can be negotiated. Internal Aggregation External Aggregation

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Other E-Procurement Methods

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Other E-Procurement Methods

BUYING FROM E-DISTRIBUTORS PURCHASING DIRECT GOODS ELECTRONIC BARTERING
bartering exchange 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.

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B2B Electronic Exchanges: Definitions and Concepts

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B2B Electronic Exchanges: Definitions and Concepts

dynamic pricing A rapid movement of prices over time and possibly across customers, as a result of supply and demand matching. FUNCTIONS OF EXCHANGES
Matching buyers and sellers Facilitating transactions Maintaining exchange policies and infrastructure
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B2B Electronic Exchanges: Definitions and Concepts

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B2B Electronic Exchanges: Definitions and Concepts

Revenue Models of Exchanges
Transaction fees Fee for service Membership fees Advertising fees Other revenue sources

B2B portals Information portals for businesses. vortals B2B portals that focus on a single industry or industry segment; vertical portals.
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B2B Portals, Directories, and Trading Exchanges

THIRD-PARTY AND DIRECTORIES EXCHANGES
consortium trading exchange (CTE) An exchange formed and operated by a group of major companies in an industry to provide industry-wide transaction services.

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Partner and Supplier Relationship Management

partner relationship management (PRM) Business strategy that focuses on providing comprehensive quality service to business partners. E-COMMUNITIES AND PRM

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Managerial Issues
1. 2. 3. 4. 5. 6. 7. 8. 9. Can we justify the cost of B2B applications? Which vendor(s) should we select? Which B2B model(s) should we use? What are the ethical issues in B2B? Will there be massive disintermediation? How can trust and loyalty be cultivated in B2B? Will joining an exchange force restructuring? Which exchange to join? What are the benefits and risks of joining an exchange?
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Chapter 5

Summary
1. 2. 3. 4. 5. The B2B field. The major B2B models. The characteristics of sell-side marketplaces. Sell-side intermediaries. The characteristics of buy-side marketplaces and e-procurement. 6. B2B reverse auctions.

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Summary
7. B2B aggregation and group purchasing. 8. Other procurement methods. 9. E-marketplaces and exchanges defined and the major types of exchanges. 10.B2B portals. 11. Third-party exchanges. 12.Good relationship with business partners is critical to the success of B2B.
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