1、B2B Exchange and the Internet,Differences between B2B and B2C Internet Influences on B2B Exchange Processes Types and function of B2B Market-makers,B2B versus B2C Exchange,Some things are similar Bi-directional exchange of resources Goal of effecting a transaction Other things are different Great li
2、mits on decision time Increased asset-specificity Pricey Sizable More repeat purchasing,Characterizing B2B Exchange,By type of customer For production of goods/services For sale of goods and services By nature of product demand Derived demand (as fxn of consumer need) Narrower markets with more volu
3、me By form of exchange processes More formalized processes (procurement),Online B2B: A Big Business,An International Marketspace,Internet B2B: Purposes, Processes, and Participants,Purposes for B2B Exchanges Reselling (wholesalers and retailers as middlemen: $65.6B) Building products (valued-added b
4、y OEMs: $40.6B) Conducting business practices (MROs: $25B) Purposes define types of markets Vertical specific industry, narrow focus Horizontal same good/service across several industries,B2B Exchange Processes,Stages of the process: Information, negotiation, settlement Relationship development affe
5、cts processes New relationship new buy behaviors (info) Familiar relationship modified rebuy (negotiation) Established relationship straight rebuy (settlement, based on existing agreement) Internet effects on stage-related behaviors As content source for information gathering As communications resou
6、rce for negotiation As channel resource for aspects of trade settlement,B2B Exchange Participants,Direct v. indirect exchanges Direct involve buyer/seller interaction Indirect involve intermediaries (e.g., e-hubs) The Internet affects direct exchanges By enabling buyers to find sellers, and vice ver
7、sa By facilitating the initiation of contact (e.g., WRFs) The Internet also affects indirect exchanges Creates buyer/seller links by aggregating them,Types of B2B Intermediaries,Consortia-led exchanges Companies share ownership http:/ Form of strategic alliance http:/ Proprietary exchanges Privately
8、 owned Integrates buying/selling activities of the supply chain members Third-party exchanges Market-makers who are not owners,Characteristics of E-hubs,Operate within vertical or horizontal markets Enable near real-time communication Check inventory availability React to price fluctuations Decouple
9、 channel flows (product/info) Provides logistics benefits Increases geographic market scope,The Value of a B2B Hub,Value is added in two ways Aggregation: increasing the numbers of buyers for a seller, and vice versa Characterized by pre-set prices and variety E.g., a catalog approach Matching: faci
10、litating exchanges Builds on aggregation to achieve liquidity Price negotiation is the basis for exchange E.g., auctions and bid-ask exchanges,A Typology of E-hubs,Hubs can be organized by what and how they buy (Sawhney and Kaplan, 1999) What? = manufacturing, operating How? = spot v. systematic sourcing In general, systematic sourcing aggregation Spot sourcing matching By combining what and how, we get four types of hubs Yield managers, MROs, exchanges, and catalogs Hubs can be neutral or biased http:/
