电子商务中英对照E-commerceChapter5

1、2传统商务传统商务b2bc2cb2cb2cb2b支持在互联网上的销售和采购活动所需要的交易和业务流程in this chapter, you will learn about: strategies that businesses use to improve purchasing, logistics, and other support activities改进采购、物流和其他支持活动的业务战略; electronic data interchange, how it works, and how businesses are moving it to the internet 电子数据交

2、换(edi)及其工作原理; how businesses are moving electronic data interchange operations to the internet 企业在互联网上开展edi的方式;electronic marketplaces and portals that make purchase-sale negotiations easier and more efficient 提高采购与销售业务效率的电子集市与门户。8什么是企业价值链?(value chain）910 electronic commerce possesses the potential

3、 for cost reduction and business process improvement in purchasing, logistics, and support activities.在采购物流支持活动过程中，为了节省的成本和对业务流程的改进，电子商务发挥了巨大的潜力。12companies use electronic commerce to:1. improve purchasing and logistics2. improve all support activities3. provide potential cost reductions, business p

4、rocess improvements企业通过电子商务，可以改善价值链中的采购和物流活动，以及支持活动。降低潜在成本，改善业务流程13an emerging characteristic of purchasing, logistics, and support activities is that they need to be flexible. 采购物流支持活动的一个新特征就是要求这些活动具备灵活性。14在全球价值链垂直分离的过程中，外包和离岸是其两个重要的特征。u outsourcing 外包：the use of other organization to perform speci

5、fic activities使用其他组织来执行特定的活动15u offshoring 离岸外包：the outsourcing is done by organization in other counties扩展到海外的外包。 主要有外包、创建全资子公司或与当地企业创办合资公司。16u business process offshoring (bpo) 业务流程离岸外包：companies offshore non-manufacturing activities是将业务任务或业务流程，转移到低成本的国家。供应商与企业之间的交互主要通过电话和网络进行。 purchasing activiti

6、es include:采购活动包括：identifying vendors 寻找卖主/供应商evaluating vendors 评估卖主/供应商selecting specific products 选择特定产品placing orders 发送订单resolving any issues that arise after receiving the ordered goods and services解决收货后出现的问题procurement includes all purchasing activities, plus the monitoring of all elements of

7、 purchase transactions. “采购”一词涵盖所有购买活动以及对购买过程中所有活动的监控procurement also called supply management企业的采购流程20ue-sourcing: the vendors in this market can save the cost of printing and shipping catalogs and the cost of handling telephone orders.在网络上处理订单可以让供应商节省印刷与邮寄产品目录的成本和处理电话订购的成本。businesses make a distin

8、ction between direct and indirect materials.企业认为直接物料与间接物料完全不同direct materials are those materials that become part of the finished product. 直接物料是指在生产过程中进入成品的物料；22direct materials purchasing: two types1. replenishment purchasing (contract purchasing) 合同采购/订约采购company negotiates long-term material con

9、tracts2. spot purchasing 现货采购purchases made in loosely organized market (spot market)23uindirect materials are all other materials company purchases间接物料是公司采购的其他物料products that companies buy on a recurring basis are called maintenance, repair, and operating (mro) supplies.很多企业经常性地采购的那些间接物料称为mro产品（办公用

10、品集中采购）25mro是指在实际的生产过程不直接构成产品，只用于维护、维修、运行设备的物料和服务。mro物料通常是一些低值易耗的商品，其种类繁杂而且采购量不定，因此在采购和库存管理上与直接物料也有着较大的差异。two of the largest mro suppliers in the world are mcmaster-carr and w.w. grainger. mc和wwg是世界上最大的mro供应商。国内比较知名的mro工业品服务商主要有：阿里巴巴（工业品商城）、沃的工业城（wogyc）、拜优、工品汇2728purchasing cards (p-cards) provide:ma

11、nagers an ability to make multiple small purchases可支持多次、数额小的购买cost-tracking information to procurement可查询消费信息classic objective :to provide the right goods in the right quantities in the right place at the right time.物流以前的目标是在正确时间将正确数量的正确物品送到正确地点。 businesses have been increasing their use of informat

12、ion technology to achieve this objective.企业是通过加强信息技术的应用来实现这个目标。31important support activity for sales and purchasing物流是销售和采购的重要支持活动includes managing the movements of:1. inbound materials and supplies 进2. outbound finished goods and services 出32web and the internet：providing increasing number of oppo

13、rtunities to better manage activities网络和互联网:为更好地管理活动 提供越来越多的机会33real-time shipment information on customers browsers很多物流公司已为顾客提供了网站上实时货运跟踪。34third-party logisticsthird-party logistics (3pl3pl) provider第三方物流operates all (large portion) of customers materials movement activitiesexamples: ryder and whi

14、rlpool, fedex, ups，顺丰，申通35support activities include 支持活动包括：1. finance and administration 财务与行政管理2. human resources 人力资源3. technology development 技术开发36 online benefits is a firm that duplicates its clients human resource functions on a secure web site that is accessible to clients employees. online

15、 benefits帮助一家公司将该公司客户的人力资源职能复制在加密的网站上，实现客户的员工可访问此网站。 one common activity that underlies multiple primary activities is training.支持多种基本活动的一个常见活动就是培训。 putting training materials on company intranet 把培训材料放在公司内部网39knowledge management is another support activity :1. intentionally collects, classifies, a

16、nd disseminates information 2. its products, and its processes.知识管理是专门收集、分类和发布有关企业、产品和业务流程的信息。40broadvision has installed knowledge network, that organizes all the information sources that its employees use regularly in their jobs.宏道（broadvision）公司的内部知识网（k-net）将自己员工在工作中经常使用的信息源组织起来。41advantages:1. g

17、enerate new ideas有助于创新2. help solve problems 帮助解决问题3. improve business processes改善业务流程 governments do not typically sell products or services to customers, they do perform many functions for their stakeholders.虽然政府并不向客户销售产品或服务，但他们要为利益相关者执行许多职能。43the use of electronic commerce by governments and gove

18、rnment agencies to perform these function is often called e-government.政府及其机构利用电子商务执行这些职能称为电子政务。44governments also perform business-like activities: they employ people, buy supplies, and distribute benefit payments of many kinds.政府也会进行类似企业的活动，如雇佣员工、采购用品、发放工资和福利。 2000年，美国政府的财政管理局（fms）建立了p网站 res

19、ponsible for receiving the governments tax, license, and other fee revenue. 主要负责接收政府的税费收入，并负责发放社保金、退休金、退税及其他支出。 the trend in purchasing, logistics, and support activities is a shift away from hierarchical structures toward network structures.采购、物流和支持活动的一个发展趋势是从等级制度结构转向网络结构 the web is enabling this s

20、hift from hierarchical forms of economic organization to network forms.网站可以支持经济组织结构由等级制形式转向网络形式 highly specialized firms can now exist and trade services very efficiently on the web. 高度专业化的公司现在能够在网上生存并有效地提供服务 the roots of web technology for b2b transactions lie in electronic data interchange (edi).企

21、业间交易的web技术却来自于一种方法电子数据交换（edi）50these emerging networks of firms are more flexible and can respond to changes in the economic environment much more quickly than hierarchically structured businesses ever could.这些网络形式的公司非常灵活，比等级制结构的企业更快地对环境变化做出反应 edi is a computer-to-computer transfer of business infor

22、mation between two businesses that uses a standard format.edi是一某种标准形式，为商业或行政事务处理，在企业之间以计算机对计算机的方式传递企业信息电子数据交换（edi）是企业的内部应用系统之间，通过计算机和公共信息网络，以电子化的方式传递商业文件 的过程。 edi就是供应商、零售商、制造商和客户等在其各自的应用系统之间利用edi技术，通过公共edi网络，自动交换和处理商业单证的过程。 5253the two businesses that are exchanging information are called trading pa

23、rtners.交换信息的两家企业通常称为贸易伙伴firms that exchange data in specific standard formats are said to be edi-compatible.如果企业是以特定标准形式来交换数据，则称企业是edi兼容的。 the business information exchanged is usually transaction data; however, it can include other information related to transactions, such as price quotes and order

24、-status inquiries.所交换的业务信息通常是交易数据，但也包括同交易有关的其他信息，如报价和订单状态等。55transaction data in b2b transactions includes the information usually on paper invoices, purchase orders, requests for quotations, bills of lading, and receiving reports.企业间的交易数据一般包括：发票、订购单、报价请求、发货单和收货通知等。 the american national standards i

25、nstitute (ansi) has been the coordinating body for standards in the u.s. since 1918.美国国家标准协会(ansi) 是成立于1918年的美国国家标准的协调组织。57in 1979, ansi chartered a new committee to develop uniform edi standards. this committee is called the accredited standards committee x12 (asc x12).在1979年， ansi制定一个新的子委员会来制定统一的e

26、di标准，该委员会称为公认标准委员会 (asc x12).58in 1987, the united nations published its first standards under the title “edi for administration, commerce, and transport (edifact or un/edifact)”.1987年，联合国以“管理、商务和运输”的edi名义公布了第一个标准edi reduces paper flow and streamlines the interchange of information among departments

27、 within a company and between companies.edi减少了纸面单证的流动，使公司内部各部门之间以及公司之间的信息交换更为顺畅。60basic idea 基本思想: straightforwardimplementation实施: complicatedexample:company replacing metal-cutting machinesteps to purchase using paper-based systemsteps to purchase using edi 61figure 5-7 information flows in a pape

28、r-based purchasing process62edi purchasing processmail service replaced with edi network data communicationspaper flows within buyers and vendors organizations replaced with computersrunning edi translation softwareelectronic commerce, ninth edition63figure 5-8 information flows in an edi purchasing

29、 process64trading partners can implement the edi network and edi translation processes in several ways using either direct connection or indirect connection.贸易伙伴可通过多种方式来实现edi网络和edi翻译处理，这些方式可分为直接连接和间接连接。 direct connection edi requires each business in the network to operate its own on-site edi transl

30、ator computer.直接连接edi：要求网络上每个企业都运行自己的edi翻译计算机。66these edi translator computers are then connected directly to each other using modems and dial-up phone lines or dedicated leased lines.这些edi翻译计算机通过调制解调器以及拨号电话线或专线直接连接。如下图所示： instead of connecting directly to each of its trading partners, a company mig

31、ht decide to use the services of a value-added network.除了与贸易伙伴直接连接外，企业还可以通过增值网与贸易伙伴间接连接。69a value-added network (van) is a company that provides the communications equipment, software, and skills needed to receive, store, and forward electronic messages that contain edi transaction sets.增值网是指一个企业提供接

32、收、存储和发送电子信息（包括edi报文）所需的通信设备、软件和技术。 companies that provide van services include general electric information services, gpas, harbinger corp., ibm global services, etc.提供增值网服务的公司有： general electric information services, gpas, harbinger corp., ibm global services, etc.72 cost is an issue to van. most v

33、ans require an enrollment fee, a monthly maintenance fee, and a transaction fee. van的一个问题是成本太高。大部分van要收注册费、月租费、和交易费。 trading partners who had been using edi began to view the internet as a potential replacement for the expensive leased lines.随着互联网的出现，那些原来采用edi的贸易伙伴开始考虑用互联网替代昂贵的专线和拨号连接 the major road

34、block to conducting edi over the internet was security.在互联网上进行edi的主要障碍是互联网的安全性较差75as the tcp/ip was enhanced and shttp protocol was developed, businesses worried less about security issues.随着互联网的tcp/ip基础结构用shttp等安全协议和多种加密技术增强之后，企业对互联网安全问题的担心减少了，但还没有完全消除。 a number of new firms, such as commerce one a

35、nd ipnet, have begun providing edi services on the internet. commerce one and ipnet等很多新企业已开始提供互联网的edi服务。 edi on the internet is also called “open edi” because the internet is an open architecture network.互联网的体系结构是开放的，所以互联网edi也称为开放式edi new tools, such as xml, are helping trading partners be even more

36、 flexible in exchanging detailed information. xml等新工具可以使贸易伙伴间的信息交换更加开放灵活 the edi transaction sets that provide instructions to a trading partners bank are called financial edi (fedi).向贸易伙伴的银行发出指令的edi报文标准称为金融edi all banks have the ability to perform electronic funds transfers (efts).所有银行都可以进行电子资金转帐(e

37、fts). most efts are handled through the automated clearing house (ach).美国大部分的efts都是通过自动清算所(ach)完成的 security and reliability are issues of fedi. fedi的问题是安全性和可靠性 some firms are offering hybrid edi solutions that use the internet for part of the transaction.一些企业提供混合的edi解决方案，即通过互联网完成部分交易活动 bottomline te

38、chnologies paybase package is an example of hybrid edi. bottomline技术公司提供的paybase软件包就是混合的edi的实例。 the part of an industry value chain that precedes a particular strategic business unit is often called a supply chain.某个战略业务单元之前的行业价值链通常称为供应链83supply chain managementsupply chain managementjob of managing

39、 integration of company supply management and logistics activities供应链管理，指使供应链运作达到最优化，以最少的成本，令供应链从采购开始，到满足最终客户的所有过程 supply chain ：all the activities undertaken by every predecessor in the value chain to design, produce, promote, market, deliver, and support each individual component. 企业产品或服务的供应链：包括价值

40、链上的各种经营者所开展的设计、生产、促销、销售、运输和支持等活动。85围绕核心企业，通过对信息流，物流，资金流的控制，从采购原材料开始，制成中间产品以及最终产品，最后由销售网络把产品送到消费者手中。它是将供应商,制造商，分销商，零售商,直到最终用户连成一个整体的功能网链模式。 the process of taking an active role in working with suppliers to improve products and processes is called supply chain management (scm).主动同供应商合作，来改进产品和业务流程的过程称为

41、供应链管理 supply chain members can reduce costs and increase the value of products or services to the ultimate customer. 通过合作，供应链成员可以降低成本、增加最终顾客获得的产品或服务的价值 the purchasing department has traditionally been charged with buying all these components at the lowest price possible. 传统意义上，采购部门负责以可能低的价格购买所有零件，而忽

42、略了供应链的总成本。 today, scm is used to add value in the form of benefits to the ultimate consumer at the end of the supply chain.现在，供应链管理的目标是为供应链末端的最终客户提供价值 achieve higher-quality or lower-cost product at the end of the chain90tier-one suppliers tier-one suppliers 一级供应商一级供应商small number of very capable su

43、ppliersoriginal business establishes a long-term relationshiptier-two suppliers tier-two suppliers 二级供应商二级供应商larger number of suppliers who tier-one suppliers develop long-term relationships with for components, raw materialstier-three supplierstier-three suppliersnext level of supplierskey element:

44、 trust91supply alliances supply alliances 供给性联盟供给性联盟long-term relationships among participants (参与者) in the supply chainmajor barrier：level of information sharingexample:example:dell computerdell computerreduced supply chain costs by sharing information with suppliers92successful supply chain manage

45、ment key elements 供应链管理成功的关键因素：clear communications 明确的沟通quick responses to those communications 对沟通的快速的反应/回应 technologies of the internet and the web can be very effective communication enhancers.互联网技术是实现这一沟通的有效工具在供应链管理中使用互联网技术的好处95 internet and web technologies manage supply chains in ways that yi

46、eld increasing efficiency throughout the chain.很多公司利用互联网技术管理供应链，以提高整个供应链的效率971997年，生产和计划的失误使得波音公司损失超过15亿美元波音公司用edi和互联网连接，同供应商合作，使供应商能够在正确的时间提供正确的零部件。 dell computer has also used technology-enabled scm to give customers exactly what they want.戴尔公司也采用技术支持的供应链管理手段向客户准确提供所需产品 dell has been able to drama

47、tically reduce the amount of inventory it must hold.通过掌握更多的市场信息，大幅度降低了库存。 dell has also shared this information with members of its supply chain. 戴尔公司也与供应链的其他成员共享这些信息。 99troublesome task 棘手的任务tracking materials as they move from one company to another跟踪物料的物流信息optical scanners and bar codes 光学扫描仪和条形码

48、help track movement of materials100integration of bar coding and edi: prevalentsecond wave of electronic commerce integration of new types of tracking into internet-based materials-tracking systemselectronic commerce, ninth edition101figure 5-12 shipping label with bar-coded elements from edi transa

49、ction set 856, advance ship notification102radio frequency identification devicesradio frequency identification devices (rfidsrfids) 无线射频small chips using radio transmissions to track inventory使用无线电传输跟踪库存的小芯片，可以实现远距离、多标签识别。older rfid technologyeach rfid required its own power supply103rfids read muc

50、h more quickly, with higher degree of accuracy than bar codesrfids 比条形码扫描速度快，更精准important development: passive rfid tagmade cheaply and in very small sizesno power supply required one of the main goals of supply chain management is to help each company in the chain focus on meeting the needs of the

51、consumer who is at the end of the supply chain.供应链管理的一个主要目标是帮助供应链上的每家公司专注于满足供应链末端的消费者的需求 since internet technologies are tools that improve communications at a very low cost, they are ideal aids for enhancing the creation of a highly coordinated and effective supply chain. 由于互联网技术是以低成本进行沟通的工具，因此非常适合

52、辅助建立协调与高效的供应链。 the major issue that most companies must deal with in forming supply chain alliances is developing trust.对大多数企业来说，建立供应联盟的主要问题是建立彼此间的信任关系 continual communication and information sharing are key elements in building trust.持续的沟通和信息共享是建立信任的主要手段 vendors are finding that the web gives them

53、an opportunity to stay in contact with their customers more easily and less expensively. 供应商发现互联网为自己提供了同客户进行方便、低成本沟通的机会。 it would provide an opportunity for companies to establish information hubs for each major industry.在20世纪90年代中期互联网出现的时候，很多企业研究顾问认为，它可以提供一个为企业建立行业信息中心的机会 these industry hubs would

54、offer news, research reports, analyses of trends, and in-depth reports on companies in the industry. 这些行业信息中心提供新闻、研究报告、趋势分析和公司深度分析等，就像行业贸易杂志的内容 in addition to information, these hubs would offer marketplaces and auctions. 除此之外，它还提供交易和拍卖中心。110industry-focused hubsindustry-focused hubs offer marketpla

55、ces and auctions for contact and business transactions 提供市场，拍卖和商业交易 doorway (or portal) to the internet for industry members 提供门户给互联网行业成员 vertically integrated 垂直一体化 offer a doorway for industry members vertically integrated these planned enterprises were called vertical portals or vortals.这些交易中心为本行

56、业成员提供了网上门户和垂直集成，这些企业也被称为垂直门户。 the first companies to launch industry hubs that followed the vertical portal model created trading exchanges that were focused on a particular industry.最早采用垂直门户模式的公司建起行业交易中心，它强调特定的行业，专注于一个特定的行业贸易交流 these vertical portals became known by various names including industry

57、 marketplaces, independent exchanges, or public marketplaces. 这些垂直门户有各种名称，包括行业电子集市，第三方交易中心，或公共电子集市。114independent industry marketplaces独立的行业集市的各种名称，特点1.1. industry marketplacesindustry marketplaces: focused on a single industry and sellers just entering the industry 行业电子集市:专注于一个行业1152.2. independent

58、 exchangesindependent exchanges: not controlled by established buyer or seller in the industry第三方交易中心:在行业内不是由买方或卖方控制3. public marketplaces3. public marketplaces: open to new buyers 公共电子集市:开放给刚进入市场的新买家 ventro opened its first industry marketplace, chemdex, in 1997 to trade bulk chemicals. ventro公司在19

59、97年初建立了自己第一个行业电子集市chemdex 。117promedix for specialty medical suppliesamphire solutions for food servicemarketmile for general business products and servicesand a number of others. 又创办了面向医疗用品的promedix，面向食品业的amphire solutions面向企业普通用品与服务的marketmile以及其他许多电子集市。 the number of new entrants into these busin

60、esses grew rapidly during the next two years.接下来的两年进入这些行业的很多公司快速成长 by mid-2000, there were more than 2200 independent exchanges in a wide variety of industries.到2000年中期，大约有2200家各行各业的第三方交易中心。例如仅金融行业就有200家交易中心在运营by 2010: fewer than 70 industry marketplaces still operating到2010年: 只有少于70行业市场仍然操作due to l