Matakuliah
Tahun
Versi
: H0292 / E-Business
: 2005
: v0 / Revisi 1
Pertemuan 3
Business to Business (B2B)
1
Learning Outcomes
Pada akhir pertemuan ini, diharapkan mahasiswa
akan mampu :
• Memberikan contoh tentang model ebisnis
2
Outline Materi
•
•
•
•
Karakteristik B2B
Model B2B
Manajemen Pengadaan
Summary
3
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
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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
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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
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Models of B2B EC
• Supplier-Oriented Market Place
– Individual consumers and business buyers use the
same supplier-provided market place (May pay
different prices due to quantity discount)
Business
Customers
Consumers
Supplier’s
Electronic Mall
B2C E-commerce
Supplier’s
Products Catalog
Customer’s
Order Information
B2B E-Commerce
© Prentice Hall, 2000
7
Models of B2B EC
(cont.)
• Buyer-Oriented Market Place
– Buyer opens a market on
its own server and
invites potential
suppliers to bid on RFQs
– Offer opportunity to
committed suppliers
– BUT as the number of
such sites increase, only
very big buyers can
afford to fully utilize this
approach
– OVERCOME with the aid
of software agents
Business
Suppliers
Buyer’s
Electronic Mall
Buyer’s
Products
Catalog, RFQ
Suppliers’
Bids, Information
© Prentice Hall, 2000
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Models of B2B EC
(cont.)
• Intermediary-Oriented Market Place
– Establish an electronic intermediary company
– Similar to an intermediary-based B2C mall; bring
buyers and suppliers (bidders) to one place
– The corporate information systems need tight
coupling with the intermediary electronic mall
Business
Suppliers
Business
Customers
Intermediary’s
Electronic Mall
© Prentice Hall, 2000
Customer’s
Order Information
Shared
Products Catalogs
Supplier’s
Product Information
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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:
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–
–
–
–
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
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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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