1. Business-to-Business E-Commerce
Chapter 4
Business-to-Business E-Commerce

2. Learning Objectives Describe the B2B field.
Describe the major types of B2B models.
Discuss the models and characteristics of the sell-side marketplace, including auctions.
Describe sell-side intermediaries.
Describe the characteristics of the buy-side marketplace and e-procurement.
Explain how reverse auctions work in B2B.

3. Learning Objectives
Describe B2B aggregation and group purchasing models.
Define exchanges and describe their major types.
Describe B2B portals.
Describe third-party exchanges.
Describe how B2B can benefit from social networking and Web 2.0.
Provide an overview of the major B2B support services.

4. Concepts, Characteristics, and Models of B2B E-Commerce
Basic B2B Concepts and Process
*Business-to-business e-commerce (B2B EC)
The Basic Types of B2B Transactions and Activities
Sell-side
Buy-side
Marketplaces or exchanges
Supply chain improvements
Collaborative commerce

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
Many-to-Many: Public Exchanges (or E-Marketplaces)
Exchanges (trading communities or trading exchanges)
Public e-marketplaces
Supply Chain Improvers and Collaborative Commerce
Collaboration

6. Five Types of B2B E-Commerce

7. Concepts, Characteristics, and Models of B2B E-Commerce
Market Size and Content of B2B
B2B Components
Parties to the Transaction: Sellers, Buyers, and Intermediaries
*Online intermediary
Types of Materials Traded: What Do Firms Buy?
*Direct materials
*Indirect materials
*Maintenance, repair, and operation (MRO)
B2B Marketplaces and Platforms
*Vertical marketplaces
*Horizontal marketplaces

8. Generations of B2B E-Commerce

9. The Components of B2B

10. Concepts, Characteristics, and Models of B2B E-Commerce
Service Industries Online in B2B
Travel and hospitality services
Real estate
Financial services
Banking and online financing
Other online services
Partner and Supplier Relationship Management
Partner relationship management (PRM)
The Benefits and Limitations of B2B

11. One-to-Many: Sell-Side E-Marketplaces
Sell-Side Models
*Sell-side e-marketplace
B2B Sellers
Customer Service
Sales from Catalogs: Webstore
Distributors’ Catalogs
Self Service Portals
Benefits and Limitations of Online Sales from Catalogs
Comprehensive Sell-Side Systems
Selling via Distributors and Other Intermediaries

12. Selling via E-Auctions
The Benefits of Auctions on the Sell Side
Revenue generation
Cost savings
Increased “stickiness”
Member acquisition and retention
Auctioning from the Company’s Own Site
Using Intermediaries in Auctions
Examples of B2B Forward Auctions

13. Traditional (Manual) Procurement Process

14. One-From-Many: E-Procurement at Buy-Side E-Marketplaces
Inefficiencies in Traditional Procurement Management
*Procurement management
*Maverick buying
Procurement Methods
E-Procurement Concepts
*E-procurement (electronic procurement)
The Goals and Process of E-Procurement
Types of E-Procurement

15. One-From-Many: E-Procurement at Buy-Side E-Marketplaces
Types of E-Procurement
The Benefits of E-Procurement
The Limitations and Challenges of E-Procurement
E-Procurement and Strategic Sourcing

16. E-Procurement Methods

17. Reverse Auctions at Buy-Side E-Marketplaces (E-Tendering)
*Request for quote (RFQ)
The Major Benefits of Reverse Auctions
Conducting Reverse Auctions
E-Tendering by Governments 
Group Reverse Auctions

18. The Reverse Auction Process

19. Other E-Procurement Methods
*Desktop Purchasing
*Group Purchasing
Internal Aggregation of Purchasing Orders 
External Aggregation for Group Purchasing
Buying from Other Sources
Acquisition via Electronic Bartering
*Bartering exchange
Selecting an Appropriate E-Procurement Solution

20. The Group Purchasing Process

21. The Community of an Exchange: Flow and Access to Information

22. B2B Exchanges (E-Marketplaces): Definitions and Concepts
Functions of and Services Provided by Exchanges
Functions and Services of B2B Exchanges
Matching buyers and sellers
Facilitating transactions
Maintaining exchange policies and infrastructure
Services provided by an exchange
Ownership of B2B Exchanges
Third-Party Independent Exchanges
*Consortium Trading Exchanges (CTE)

23. B2B Exchanges (E-Marketplaces): Definitions and Concepts
Dynamic Pricing in B2B Exchanges
*Dynamic pricing
Advantages, Limitations, and the Revenue Model of Exchanges
Revenue Models

24. B2B Portals and Directories
B2B Portals: An Overview
*B2B portals
Corporate (Enterprise) Portals
*Corporate (enterprise) portal
Types of Corporate Portals
Portals for Suppliers and Other Partners
Customer Portals
Employee Portals
Executive and Supervisor Portals
*Mobile Portals
The Functionalities of Portals
*Information portals
*Collaborative portals

25. B2B Portals and Directories
Corporate Portal Applications and Issues
The Functionalities of Portals
*Information portals
*Collaborative portals
Directory Services and Search Engines
International Trade Directories

26. B2B in Web 2.0 and Social Networking
E-Communities in B2B
The Opportunities of Social Commerce in B2B
The Use of Web 2.0 Tools in B2B
B2B Games
*Gamification
Virtual Trade Shows and Trade Fairs
*Virtual trade show
Social Networking in B2B
Using Twitter in B2B

27. B2B in Web 2.0 and Social Networking
Examples of Other Activities of B2B Social Networks
Location-based services
Corporate profiles on social networks
Success Stories
Strategy for B2B Social Networking
The Future of B2B Social Networking

28. Some B2B Support Mechanisms
Organizational Buyer Behavior
A Behavioral Model of Organizational Buyers
The Marketing and Advertising Processes in B2B
*B2B marketing
Methods for B2B Online Advertising and Marketing
Targeting Customers
Affiliate Programs

29. Some B2B Support Mechanisms
B2B Market Research
Other B2B Support Mechanisms
Collaboration Networks and Supply Chain Facilities
Payments
The Future of B2B

30. A Model of Organizational Buyer ehavior

31. Managerial Issues Which B2B model(s) should we use for e-procurement?
Which B2B model(s) should we use for online B2B sales?
Which solutions and vendor(s) should we select?
What is the organizational impact of B2B?
What are some ethical issues in B2B?
Which type of social network should we use—private (proprietary) or public?
Which business processes to automate?

32. Summary The B2B field. The major B2B models.
The characteristics and models of sell-side marketplaces.
Sell-side intermediaries.
The characteristics of buy-side marketplaces and e-procurement.
B2B reverse auctions.

33. Summary Exchanges defined and the major types of exchanges.
B2B aggregation and group purchasing.
Exchanges defined and the major types of exchanges.
B2B portals.
Third-party exchanges.
B2B in Web 2.0 and social networks.
B2B Internet marketing and other support services.