文档介绍：Chapter 5Company-Centric B2B and merce
Prentice Hall, 2003
Learning Objectives
Describe the B2B field
Describe the major types of B2B models
Describe the characteristics of the sell-side marketplace
Describe the sell-side intermediary models
Describe the characteristics of the buy-side marketplace and e-procurement
Prentice Hall, 2003
Explain how forward and backward auctions work in B2B
Describe B2B aggregation and group purchasing models
Describe collaborative merce and anizational systems
Describe infrastructure and standards requirements for B2B
Learning Objectives (cont.)
Prentice Hall, 2003
General Motors’ B2B Initiatives
The Problem
EC initiatives—build-to-order project to be in place by 2005 reducing inventory of finished cars
What to do with manufacturing machines that are no longer sufficiently productive (assets problem)
Resource problem relating to procurement modity products
Prentice Hall, 2003
General Motors’(cont.)
The Solution
TradeXchange (now part of Covisint) online auctions of items like used machines for manufacturing
Significantly decreases time for sales
Increases dollar amount of the sales
EC initiatives at TradeXchange
Capital assets problem—implemented its own electronic market to conduct forward auctions
Procurement problem—automated the bidding, creating online reverse auctions on its e-procurement site
Prentice Hall, 2003
General Motors’(cont.)
The Results
Within just 89 minutes after the first forward auction opened, eight presses were sold for $ million
In the first online reverse auction, GM purchased a large volume of rubber sealing packages for vehicle production at a significantly lower than the price GM had been paying through negotiated by manual tendering
Prentice Hall, 2003
Concepts, Characteristics, and Models of B2 EC
Basic B2B Concepts
Business-to-business merce (B2B EC)—transactions between businesses conducted electronically over the , s, s, or works; also known as eB2B (electronic B2B) or just B2B