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Chapter 6 Public B2B Exchanges and Support Services
Electronic CommercePrentice Hall © Learning Objectives 1.Define exchanges and describe their major types. 2.Describe the various ownership and revenue models of exchanges. 3.Describe B2B portals. 4.Describe third-party exchanges. 5.Distinguish between purchasing (procurement) and selling consortia.
Electronic CommercePrentice Hall © Learning Objectives 6.Define dynamic trading and describe B2B auctions. 7.Discuss integration issues of e-marketplaces and exchanges. 8.Describe the major support services of B2B. 9.Discuss B2B networks. 10.Discuss issues in managing exchanges. 11.Describe the critical success factors of exchanges.
Electronic CommercePrentice Hall © B2B Electronic Exchanges: An Overview public e-marketplaces (public exchanges) Trading venues open to all interested parties (sellers and buyers); usually run by third parties exchange A many-to-many e-marketplace. Also known as e- marketplaces, e-markets, or trading exchanges market maker The third-party that operates an exchange (and in many cases, also owns the exchange)
Electronic CommercePrentice Hall © Exhibit 6.1 Trading Communities
Electronic CommercePrentice Hall © B2B Electronic Exchanges: An Overview Classification Of Exchanges vertical exchange An exchange whose members are in one industry or industry segment horizontal exchange An exchange that handles materials used by companies in different industries Dynamic Pricing dynamic pricing A rapid movement of prices over time, and possibly across customers, as a result of supply and demand
Electronic CommercePrentice Hall © Exhibit 6.2 Classification of B2B Exchanges
Electronic CommercePrentice Hall © B2B Electronic Exchanges: An Overview Functions of Exchanges 1.Matching buyers and sellers 2.Facilitating transactions 3.Maintaining exchange policies and infrastructure Ownership of Exchanges –An industry giant –A neutral entrepreneur –The consortium (or co-op)
Electronic CommercePrentice Hall © B2B Electronic Exchanges: An Overview Revenue Models –Transaction fees –Fee for service –Membership fees –Advertising fees –Other revenue sources
Electronic CommercePrentice Hall © B2B Electronic Exchanges: An Overview Governance and Organization –Membership –Site Access and Security –Services Provided by Exchanges
Electronic CommercePrentice Hall © B2B Portals B2B portals Information portals for businesses vortals B2B portals that focus on a single industry or industry segment; vertical portals
Electronic CommercePrentice Hall © Dynamic Trading: Matching and Auctions dynamic trading Exchange trading that occurs in situations when prices are being determined by supply and demand (e.g., in auctions) MatchingBuyers place their bids and sellers list their asking prices, the market makers conduct the matching AuctionsExchanges offer members the ability to conduct auctions or reverse auctions in private trading rooms
Electronic CommercePrentice Hall © Building and Integrating E-Marketplaces and Exchanges Building E-Marketplaces Building e-marketplaces and exchanges is a complex process. It is usually performed by a major B2B software company
Electronic CommercePrentice Hall © Building and Integrating E-Marketplaces and Exchanges The Integration Issue –Seamless integration is needed between the third- party exchange and the participants front- and back-office systems is necessary –In private exchanges, one needs to integrate: Sell-side: sellers computing system with that of the customers Buy-side: buyers system with that of the suppliers
Electronic CommercePrentice Hall © Building and Integrating E-Marketplaces and Exchanges Four most common elements of B2B integration solutions –External communications Web/client access Data exchange Direct application integration Shared procedures
Electronic CommercePrentice Hall © Support Services for E-Marketplaces and PRM Directory Services and Search Engines Directory services can help buyers and sellers manage the task of finding potential partners
Electronic CommercePrentice Hall © Support Services for E-Marketplaces and PRM Partner and Supplier Relationship Management partner relationship management (PRM) Business strategy that focuses on providing comprehensive quality service to business partners supplier relationship management (SRM) A comprehensive approach to managing an enterprises interactions with the organizations that supply the goods and services it uses
Electronic CommercePrentice Hall © Exhibit 6.11 SRM from Peoplesoft
Electronic CommercePrentice Hall © Support Services for E-Marketplaces and PRM E-Communities and PRM –B2B applications involve many participants: Buyers and sellers Service providers Industry associations Others –E-communities connect: Personnel Partners Customers Combination of the three
Electronic CommercePrentice Hall © B2B Networks Company-Centered (Private) Networks –Provide the infrastructure for e-marketplaces, enabling efficient and effective buying and selling along the extended supply chain –Allow suppliers to communicate effectively and efficiently with subsuppliers along several tiers
Electronic CommercePrentice Hall © B2B Networks Company-Centered (Private) Networks –Increase the visibility of buyers, sellers and other partners along the supply chain and around the globe –Operate on a large scale, from one company with its thousands of suppliers, to tens of thousands of firms globally
Electronic CommercePrentice Hall © B2B Networks Company-Centered (Private) Networks –Foster collaboration and closer relationships among business partners –Enable industry-wide resource planning –Provide support services for the benefit of trading partners –Provide insurance, financial derivatives, and so on to reduce risks in certain markets
Electronic CommercePrentice Hall © B2B Networks Industry-wide (Vertical) Networks –Private industry networks are open to many sellers and buyers in the industry –They support exchanges, especially CTEs Trans-industry and Global Networks –Networks of exchanges (E2E)Large corporations may work with several exchanges, and they would like these exchanges to be connected in a seamless fashion –Global networksGlobal networks serve multiple industries and countries
Electronic CommercePrentice Hall © B2B Implementation Issues private marketplaces E-marketplaces that are owned and operated by one company. Also known as company-centric marketplaces
Chapter 5 B2B E-Commerce: Selling and Buying in Private E-Markets.
Chapter 13 Order Fulfillment, eCRM, and Other Support Services.
E-Marketplaces. Electronic CommercePrentice Hall © E-Marketplaces Markets (electronic or otherwise) have three main functions: 1.Matching buyers.
© 2008 Pearson Prentice Hall, Electronic Commerce 2008, Efraim Turban, et al. Chapter 5 B2B E-Commerce: Selling and Buying in Private E- Markets.
© 2008 Pearson Prentice Hall, Electronic Commerce 2008, Efraim Turban, et al. Chapter 1 Overview of Electronic Commerce.
Chapter 1 Overview of Electronic Commerce. EC 2006Prentice Hall 2 Learning Objectives 1.Define electronic commerce (EC) and describe its various categories.
Chapter 5 B2B E-Commerce SELLING AND BUYING IN PRIVATE E-MARKETS.
Chapter 15 Economics and Justification of Electronic Commerce.
Chapter 1 Overview of Electronic Commerce. Chapter 1 Copyright © 2009 Pearson Education, Inc. Publishing as Prentice Hall1 Learning Objectives 1.Define.
E-Auctions. Electronic CommercePrentice Hall © Learning Objectives 1.Define the various types of e-auctions and list their characteristics. 2.Describe.
Essentials of Management Information Systems, 6e Chapter 4 The Digital Firm: Electronic Business and Electronic Commerce 4.1 © 2005 by Prentice Hall The.
1 Lecture 5: B2B Models and Services Lecture Outline Concepts and Characteristics of B2B B2B Models Sell-Side Marketplaces: One-to-Many Buy Side Marketplaces:
Copyright © 2006 by South-Western, a division of Thomson Learning, Inc. All rights reserved. Chapter 6 Business-to- Business (B2B) Marketing.
Prentice Hall, Chapter 1 Overview of Electronic Commerce.
Chapter 8 Innovative EC Systems: From E-Government and E-Learning to C2C.
9.1 © 2007 by Prentice Hall 9 Chapter Achieving Operational Excellence and Customer Intimacy: Enterprise Applications.
© 2008 Pearson Prentice Hall, Electronic Commerce 2008, Efraim Turban, et al. Chapter 10 Dynamic Trading: E-Auctions, Bartering, and Negotiations.
3-1 Visit UMT online at © UMT 2004 MKT100Version: Visit UMT online at PRINCIPLES OF MARKETING University of Management.
8-1 McGraw-Hill/Irwin Copyright © 2007 by The McGraw-Hill Companies, Inc. All rights reserved.
E-Marketing, 3rd edition Judy Strauss, Adel I. El-Ansary, and Raymond Frost Chapter 3: The E-Marketing Plan © Prentice Hall 2003.
Using Advanced Information Technology to Increase Performance McGraw-Hill/Irwin Contemporary Management, 5/e Copyright © 2008 The McGraw-Hill Companies,
Chapter 17 Legal, Ethical, and Social Impacts of EC.
Marketing Channels and Supply Chain Management Chapter 13.
Copyright 2007 John Wiley & Sons, Inc. Chapter 81 Introduction to Information Systems, 1 st Edition Authors: Rainer, Turban and Potter Publisher: John.
Chapter 7. Discuss Intranet and its benefits Discuss e-commerce and various forms of e-commerce Discuss the security issues in the e-commerce environment.
Understanding Organizational Markets and Buying Behavior Chapter 5 McGraw-Hill/Irwin Copyright © 2010 by The McGraw-Hill Companies, Inc. All rights reserved.
Chapter 8: The Web-Enabled Enterprise Oz (5 th edition) 1.
E-Sourcing Today A Perspective on the Role and Scope of e- Sourcing and the State of the e-Sourcing Marketplace.
Purchasing and Supply Chain Management by W.C. Benton Chapter Two Purchasing Decisions And Business Strategy McGraw-Hill/IrwinCopyright © 2010 The McGraw-Hill.
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