4 Karakteristik dari B2B Komponen utama dari B2B –Buying company with procurement management perspective –Selling company with marketing management perspective –Electronic Intermediary, an optional third party directory service provider (the scope of service may be extended to order fulfillment) –Deliverer who can fulfill a just-in-time delivery –Network platform such as the Internet, VAN, intranet and extranet –Protocol of communication such as EDI and comparison shopping possibly using software agents –Back-end information system possibly implemented using the intranet and Enterprise Resource Planning (ERP) systems
5 Karakteristik dari B2B Hubungan dengan Pemasaran Elektronik (electronic Marketing) –Supplier-oriented marketing –Used to sell the company’s products and services to business customers on the Internet –Electronic catalogs are basically the same as that for B2C EC, but they may be customized –Using electronic auctions to liquidate surpluses
6 Karakteristik dari B2B Hubungan dengan Manajemen Pengadaan (Procurement) –Purchasing company’s point of view : a medium of achieving the goals of procurement management –Procurement management’s point of view : the buyer-oriented market can be effective –Using a RFQ (Requisitions For Quotations)- bidding mechanism
10 Procurement Management Using B2B EC Platform Purchasing is now a strategic function, to increase profit margins By automating and streamlining the laborious routine of the purchasing function, purchasing professionals can focus on more strategic purchases, achieving the following goals: –Reducing purchasing cycle time and cost –Enhancing budgetary control –Eliminating administrative errors –Increasing buyers’ productivity –Lowering prices through product standardization and consolidation of purchases –Better information management; e.g. supplier’s information and pricing information –Improving the payment process
11 Summary Generating and qualifying leads with the Internet Using Internet events to promote products and services Executing instant fulfillment on the Internet Generating orders through the Internet Enhancing customer relationships with the Internet
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