2Learning 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.
3Learning ObjectivesDescribe 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.
4Concepts, 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 ActivitiesSell-sideBuy-sideMarketplaces or exchangesSupply chain improvementsCollaborative commerce
5Concepts, Characteristics, and Models of B2B E-Commerce The Basic Types of B2B E-Marketplaces and ServicesOne-to-Many and Many-to-One: Private E-Marketplaces*Company-centric ECMany-to-Many: Public Exchanges (or E-Marketplaces)Exchanges (trading communities or trading exchanges)Public e-marketplacesSupply Chain Improvers and Collaborative CommerceCollaboration
7Concepts, Characteristics, and Models of B2B E-Commerce Market Size and Content of B2BB2B ComponentsParties to the Transaction: Sellers, Buyers, and Intermediaries*Online intermediaryTypes of Materials Traded: What Do Firms Buy?*Direct materials*Indirect materials*Maintenance, repair, and operation (MRO)B2B Marketplaces and Platforms*Vertical marketplaces*Horizontal marketplaces
10Concepts, Characteristics, and Models of B2B E-Commerce Service Industries Online in B2BTravel and hospitality servicesReal estateFinancial servicesBanking and online financingOther online servicesPartner and Supplier Relationship ManagementPartner relationship management (PRM)The Benefits and Limitations of B2B
11One-to-Many: Sell-Side E-Marketplaces Sell-Side Models*Sell-side e-marketplaceB2B SellersCustomer ServiceSales from Catalogs: WebstoreDistributors’ CatalogsSelf Service PortalsBenefits and Limitations of Online Sales from CatalogsComprehensive Sell-Side SystemsSelling via Distributors and Other Intermediaries
12Selling via E-Auctions The Benefits of Auctions on the Sell SideRevenue generationCost savingsIncreased “stickiness”Member acquisition and retentionAuctioning from the Company’s Own SiteUsing Intermediaries in AuctionsExamples of B2B Forward Auctions
14One-From-Many: E-Procurement at Buy-Side E-Marketplaces Inefficiencies in Traditional Procurement Management*Procurement management*Maverick buyingProcurement MethodsE-Procurement Concepts*E-procurement (electronic procurement)The Goals and Process of E-ProcurementTypes of E-Procurement
15One-From-Many: E-Procurement at Buy-Side E-Marketplaces Types of E-ProcurementThe Benefits of E-ProcurementThe Limitations and Challenges of E-ProcurementE-Procurement and Strategic Sourcing
19Other E-Procurement Methods *Desktop Purchasing*Group PurchasingInternal Aggregation of Purchasing Orders External Aggregation for Group PurchasingBuying from Other SourcesAcquisition via Electronic Bartering*Bartering exchangeSelecting an Appropriate E-Procurement Solution
21The Community of an Exchange: Flow and Access to Information
22B2B Exchanges (E-Marketplaces): Definitions and Concepts Functions of and Services Provided by ExchangesFunctions and Services of B2B ExchangesMatching buyers and sellersFacilitating transactionsMaintaining exchange policies and infrastructureServices provided by an exchangeOwnership of B2B ExchangesThird-Party Independent Exchanges*Consortium Trading Exchanges (CTE)
23B2B Exchanges (E-Marketplaces): Definitions and Concepts Dynamic Pricing in B2B Exchanges*Dynamic pricingAdvantages, Limitations, and the Revenue Model of ExchangesRevenue Models
24B2B Portals and Directories B2B Portals: An Overview*B2B portalsCorporate (Enterprise) Portals*Corporate (enterprise) portalTypes of Corporate PortalsPortals for Suppliers and Other PartnersCustomer PortalsEmployee PortalsExecutive and Supervisor Portals*Mobile PortalsThe Functionalities of Portals*Information portals*Collaborative portals
25B2B Portals and Directories Corporate Portal Applications and IssuesThe Functionalities of Portals*Information portals*Collaborative portalsDirectory Services and Search EnginesInternational Trade Directories
26B2B in Web 2.0 and Social Networking E-Communities in B2BThe Opportunities of Social Commerce in B2BThe Use of Web 2.0 Tools in B2BB2B Games*GamificationVirtual Trade Shows and Trade Fairs*Virtual trade showSocial Networking in B2BUsing Twitter in B2B
27B2B in Web 2.0 and Social Networking Examples of Other Activities of B2B Social NetworksLocation-based servicesCorporate profiles on social networksSuccess StoriesStrategy for B2B Social NetworkingThe Future of B2B Social Networking
28Some B2B Support Mechanisms Organizational Buyer BehaviorA Behavioral Model of Organizational BuyersThe Marketing and Advertising Processes in B2B*B2B marketingMethods for B2B Online Advertising and MarketingTargeting CustomersAffiliate Programs
29Some B2B Support Mechanisms B2B Market ResearchOther B2B Support MechanismsCollaboration Networks and Supply Chain FacilitiesPaymentsThe Future of B2B
31Managerial 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?
32Summary 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.
33Summary 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.