电子商务chap05中文

Chapter

5Business-to-BusinessStrategies:FromElectronicDataInterchangetoElectronicCommerce企业间电子商务战略(B2B)

从EDI到电子商务1电子商务务VS传传统商务务传统商务务B2BC2CB2C2LearningObjectives学习目标标Inthischapter,,youwilllearnabout:Strategiesthatbusinessesusetoimprovepurchasing,logistics,,andothersupportactivities改进采购购、物流流和其他他支持活活动的业业务战略略;Electronicdatainterchange,,howitworks,andhowbusinessesaremovingittotheInternet电子数据据交换(EDI)及其工作作原理;HowbusinessesaremovingelectronicdatainterchangeoperationstotheInternet企业在互互联网上上开展EDI的方式;3LearningObjectives学习目标标4Purchasing,Logistics,,andSupportActivities采购—物物流—支支持活动动Electroniccommercepossessesthepotentialforcostreductionandbusinessprocessimprovementinpurchasing,logistics,,andsupportactivities..在采购—物物流—支支持活动动过程中中，为了了节省的的成本和和对业务务流程的的改进，，电子商务务发挥了了巨大的的潜力。。Anemergingcharacteristicofpurchasing,logistics,,andsupportactivitiesisthattheyneedtobeflexible..采购—物物流—支支持活动动的一个个新特征征就是要要求这些些活动具具备灵活活性。55.2..1PurchasingActivities采购活动动Purchasingactivitiesinclude:采购活动动包括：：Identifyingvendors寻找卖主主Evaluatingvendors评估卖主主Selectingspecificproducts选择特定定产品Placingorders发送订单单Resolvinganyissuesthatariseafterreceivingtheorderedgoodsandservices解决收货货后出现现的问题题6PurchasingActivities采购活动动Procurementincludesallpurchasingactivities,plusthemonitoringofallelementsofpurchasetransactions..“采购””一词涵涵盖所有有购买活活动以及及对购买买过程中中所有活活动的监监控ByusingaWebsitetoprocessorders,thevendorsinthismarketcansavethecostofprintingandshippingcatalogsandthecostofhandlingtelephoneorders..在网络上上处理订订单可以以让供应应商节省省印刷与与邮寄产产品目录录的成本本和处理理电话订订购的成成本。7PurchasingActivities采购活动动8PurchasingActivities采购活动动Productsthatcompaniesbuyonarecurringbasisarecalledmaintenance,repair,andoperating(MRO))supplies.很多企业业经常性性地采购购的那些些间接物物料称为为MRO产品（办公用用品集中中采购））TwoofthelargestMROsuppliersintheworldareMcMaster-CarrandW..W.Grainger..McMaster-Carr公司andW.W.Grainger公司是世世界上最最大的MRO供应商。。OfficeDepotandStaplesarealsoexamplesinthisarea.OfficeDepot公司andStaples公司在这这一领域域都是成成功范例例9PurchasingActivities采购活动动Businessesmakeadistinctionbetweendirectandindirectmaterials.企业认为为直接物物料与间间接物料料完全不不同Directmaterialsarethosematerialsthatbecomepartofthefinishedproduct.直接物料料是指在在生产过过程中进进入成品品的物料料；Indirectmaterialsareallothermaterialsthatthecompanypurchases..间接物料料是公司司采购的的其他物物料105.2..3LogisticActivities物流活动动Theclassicobjectiveoflogisticsistoprovidetherightgoodsintherightquantitiesintherightplaceattherighttime.物流以前前的目标标是在正正确时间间将正确确数量的的正确物物品送到到正确地地点。Businesseshavebeenincreasingtheiruseofinformationtechnologytoachievethisobjective..企业是通通过加强强信息技技术的应应用来实实现这个个目标。。FedExandUPShavefreighttrackingWebpagesavailabletotheircustomers.联邦快递递公司((FedEx)和联合包包裹公司司(UPS))已为顾客客提供了了网站上上货运跟跟踪。115.2..4SupportActivities支持活动动OnlineBenefitsisafirmthatduplicatesitsclients’humanresourcefunctionsonasecureWebsitethatisaccessibletoclients’employees..OnlineBenefits帮助一家家公司将该公司司客户的的人力资资源职能能复制在在加密的的网站上上，实现现客户的的员工可可访问此此网站。。Supportactivitiesinclude:支持活动动包括：：Financeandadministration财务与行行政管理理Humanresources人力资源源Technologydevelopment技术开发发12TrainingandKnowledgeManagement培训与知知识管理理Onecommonactivitythatunderliesmultipleprimaryactivitiesistraining.支持多种种关键活活动的一一个常见见活动就就是培训训。Knowledgemanagementisanothersupportactivitythatintentionallycollects,classifies,anddisseminatesinformationaboutacompany,itsproducts,anditsprocesses.知识管理理是专门门收集、、分类和和发布有有关企业业、产品品和业务务流程的的信息。。BroadVisionhasinstalledK--Net,orKnowledgeNetwork,thatorganizesalltheinformationsourcesthatitsemployeesuseregularlyintheirjobs..宏道（BroadVision）公司的的内部知知识网（（K-Net）将自己己员工在在工作中中经常使使用的信信息源组组织起来来。135.2..5E-Government电子政务务Althoughgovernmentsdonottypicallysellproductsorservicestocustomers,theydoperformmanyfunctionsfortheirstakeholders.虽然政府府并不向向客户销销售产品品或服务务，但他他们要为为利益相相关者执执行许多多职能。。Governmentsalsoperformbusiness--likeactivities;forexample,theyemploypeople,buysuppliesfromvendors,anddistributebenefitpaymentsofmanykinds..政府也会会进行类类似企业业的活动动，如雇雇佣员工工、采购购用品、、发放工工资和福福利。Theuseofelectroniccommercebygovernmentsandgovernmentagenciestoperformthesefunctionisoftencallede-government.政府及其其机构利利用电子子商务执执行这些些职能称称为电子子政务。。14E-Government电子政务务TheU.S.government’sFinancialManagementService((FMS)openeditsWebsite,P.2000年，美国国政府的的财政管管理局（（FMS）建立了了P网站FMSisresponsibleforreceivingthegovernment’stax,license,andotherfeerevenue.FMS部门主要要负责接接收政府府的税费费收入，，FMSisresponsibleforpayingoutSocialSecuritybenefits,veteransbenefits,taxrefunds,,andotherdisbursements.FMS部门并负负责发放放社保金金、退休休金、退退税及其其他支出出。StategovernmentsarealsocreatingtheirownWebsitesforconductingbusinessandinteractingwiththeirstakeholders.州政府也也建立网网站开展展业务并并与利益益相关者者沟通。。15E-Government电子政务务165.2..6NetworkModelofEconomicOrganization经济组织织的网络络模式Thetrendinpurchasing,logistics,andsupportactivitiesisashiftawayfromhierarchicalstructurestowardnetworkstructures..采购、物物流和支支持活动动的一个个发展趋趋势是从从等级制制度结构构转向网网络结构构TheWebisenablingthisshiftfromhierarchicalformsofeconomicorganizationtonetworkforms..网站可以以支持经经济组织织结构由由等级制制形式转转向网络络形式HighlyspecializedfirmscannowexistandtradeservicesveryefficientlyontheWeb.高度专业业化的公公司现在在能够在在网上生生存并有有效地提提供服务务175.2..6NetworkModelofEconomicOrganization经济组织织的网络络模式TherootsofWebtechnologyforB2Btransactionslieinelectronicdatainterchange((EDI).企业间交交易的Web技术却来来自于一一种方法法——电子数据据交换（（EDI）Theseemergingnetworksoffirmsaremoreflexibleandcanrespondtochangesintheeconomicenvironmentmuchmorequicklythanhierarchicallystructuredbusinessesevercould.这些网络络形式的的公司非非常灵活活，比等等级制结结构的企企业更快快地对环环境变化化做出反反应185.3ElectronicDataInterchange(EDI))电子数据据交换EDIisacomputer-to-computertransferofbusinessinformationbetweentwobusinessesthatusesastandardformat.EDI是一某种种标准形形式在企企业之间间以计算算机对计计算机的的方式传传递企业业信息Thetwobusinessesthatareexchanginginformationarecalledtradingpartners..交换信息息的两家家企业通通常称为为交易伙伙伴FirmsthatexchangedatainspecificstandardformatsaresaidtobeEDI--compatible.如果企业业是以特特定标准准形式来来交换数数据，则则称企业业是EDI兼容的。。195.3ElectronicDataInterchange(EDI))电子数据据交换Thebusinessinformationexchangedisusuallytransactiondata;however,itcanincludeotherinformationrelatedtotransactions,,suchaspricequotesandorder-statusinquiries.所交换的的业务信信息通常常是交易易数据，，但也包包括同交交易有关关的其他他信息，，如报价价和订单单状态等等。TransactiondatainB2Btransactionsincludestheinformationusuallyonpaperinvoices,,purchaseorders,requestsforquotations,,billsoflading,andreceivingreports.企业间的的交易数数据一般般包括：：发票、、订购单单、报价价请求、、发货单单和收获获通知等等。205.3..1EarlyBusinessInformationInterchangeEfforts早期的业业务信息息交换Inthe1950s,,informationflowsbetweenbusinessescontinuedtobeprintedonpaper.在20世纪50年代，企企业间的的信息流流还是记记录在纸纸面上。。Bythe1960s,,businesseshadbegunexchangingtransactioninformationonpunchedcardsormagnetictape.到20世纪60年代，企企业开始始交换在在穿孔卡卡或磁带带上记录录的交易易信息In1968,anumberoffreightandshippingcompaniesformedtheTransportationDataCoordinatingCommittee((TDCC))tocreatetheTDCCstandardformat..1968年很多运运输公司司组成了了运输数数据协调调委员会会（TDCC），并建建立了一一套标准准信息集集。215.3..2EmergenceofBroaderEDIStandards广泛标准准的出现现TheAmericanNationalStandardsInstitute((ANSI)hasbeenthecoordinatingbodyforstandardsintheU..S.since1918.美国国家家标准协协会(ANSI)是成立于于1918年的美国国国家标标准的协协调组织织。In1979,ANSIcharteredanewcommitteetodevelopuniformEDIstandards..ThiscommitteeiscalledtheAccreditedStandardsCommitteeX12((ASCX12)..在1979年，ANSI制定一个个新的子子委员会会来制定定统一的的EDI标准，该该委员会会称为公公认标准准委员会会(ASCX12)..In1987,theUnitedNationspublisheditsfirststandardsunderthetitle“EDIforAdministration,Commerce,andTransport((EDIFACTorUN/EDIFACT)”..1987年，联合合国以““管理、、商务和和运输””的EDI名义公布布了第一一个标准准225.3..4Value-AddedNetworks增值网EDIreducespaperflowandstreamlinestheinterchangeofinformationamongdepartmentswithinacompanyandbetweencompanies..

EDI减少了纸纸面单证证的流动动，使公公司内部部各部门门之间以以及公司司之间的的信息交交换更为为顺畅。。TradingpartnerscanimplementtheEDInetworkandEDItranslationprocessesinseveralwaysusingeitherdirectconnectionorindirectconnection.贸易伙伴伴可通过过多种方方式来实实现EDI网络和EDI翻译处理理，这些些方式可可分为直直接连接接和间接接连接。。23DirectConnectionBetweenTradingPartners贸易伙伴伴间的直直接连接接方式DirectconnectionEDIrequireseachbusinessinthenetworktooperateitsownon--siteEDItranslatorcomputer.直接连接接EDI要求网络络上每个个企业都都运行自自己的EDI翻译计算算机。TheseEDItranslatorcomputersarethenconnecteddirectlytoeachotherusingmodemsanddial-upphonelinesordedicatedleasedlines..这些EDI翻译计算算机通过过调制解解调器以以及拨号号电话线线或专线线直接连连接。如下图所所示：24DirectConnectionBetweenTradingPartners25IndirectConnectionBetweenTradingPartners贸易伙伴伴间的间间接连接接方式Insteadofconnectingdirectlytoeachofitstradingpartners,acompanymightdecidetousetheservicesofavalue--addednetwork.除了与贸贸易伙伴伴直接连连接外，，企业还还可以通通过增值值网与贸贸易伙伴伴间接连连接。Avalue-addednetwork((VAN)isacompanythatprovidesthecommunicationsequipment,software,,andskillsneededtoreceive,,store,andforwardelectronicmessagesthatcontainEDItransactionsets.增值网是是指一个个企业提提供接收收、存储储和发送送电子信信息（包包括EDI报文）所所需的通通信设备备、软件件和技术术。26IndirectConnectionBetweenTradingPartners27VAN增值网CompaniesthatprovideVANservicesincludeGeneralElectricInformationServices,,GPAS,,HarbingerCorp.,IBMGlobalServices,etc.提供增值值网服务务的公司司有：GeneralElectricInformationServices,GPAS,HarbingerCorp.,,IBMGlobalServices,,etc.CostisanissuetoVAN.MostVANsrequireanenrollmentfee,,amonthlymaintenancefee,,andatransactionfee.VAN的一个问问题是成成本太高高。大部部分VAN要收注册册费、月月租费、、和交易易费。285.4EDIontheInternet互联网上上的EDITradingpartnerswhohadbeenusingEDIbegantoviewtheInternetasapotentialreplacementfortheexpensiveleasedlines.随着互联联网的出出现，那那些原来来采用EDI的贸易伙伙伴开始始考虑用用互联网网替代昂昂贵的专专线和拨拨号连接接ThemajorroadblocktoconductingEDIovertheInternetwassecurity.在互联网网上进行行EDI的主要障障碍是互互联网的的安全性性较差AstheTCP/IPwasenhancedandSHTTPprotocolwasdeveloped,businessesworriedlessaboutsecurityissues.随着互联联网的TCP//IP基础结构构用SHTTP等安全协协议和多多种加密密技术增增强之后后，企业业对互联联网安全全问题的的担心减减少了，，但还没没有完全全消除。。295.4..1OpenArchitectureoftheInternet互联网的的开放式式体系结结构Anumberofnewfirms,,suchasCommerceOneandIPNet,havebegunprovidingEDIservicesontheInternet.CommerceOneandIPNet等很多新新企业已已开始提提供互联联网的EDI服务。EDIontheInternetisalsocalled“openEDI”becausetheInternetisanopenarchitecturenetwork.互联网的的体系结结构是开开放的，，所以互互联网EDI也称为开开放式EDINewtools,,suchasXML,arehelpingtradingpartnersbeevenmoreflexibleinexchangingdetailedinformation.XML等新工具具可以使使贸易伙伙伴间的的信息交交换更加加开放灵灵活305.4..2FinancialEDI金融EDITheEDItransactionsetsthatprovideinstructionstoatradingpartner’sbankarecalledfinancialEDI(FEDI).向贸易伙伙伴的银银行发出出指令的的EDI报文标准准称为金金融EDIAllbankshavetheabilitytoperformelectronicfundstransfers(EFTs).所有银行行都可以以进行电电子资金金转帐(EFTs)..MostEFTsarehandledthroughtheAutomatedClearingHouse(ACH)).美国大部部分的EFTs都是通过过自动清清算所(ACH)完成的SecurityandreliabilityareissuesofFEDI.FEDI的问题是是安全性性和可靠靠性31HybridEDISolutions混合的EDI解决方案案SomefirmsareofferinghybridEDIsolutionsthatusetheInternetforpartofthetransaction.一些企业业提供混混合的EDI解决方案案，即通通过互联联网完成成部分交交易活动动BottomlineTechnologies’payBasepackageisanexampleofhybridEDI.Bottomline技术公司司提供的的payBase软件包就就是混合合的EDI的实例。。OtherhybridsolutionsincludeEDI-HTMLtranslationservices..其他混合合的EDI解决方案案包括提提供EDI--HTML翻译服务务。325.5SupplyChainManagement供应链管管理Thepartofanindustryvaluechainthatprecedesaparticularstrategicbusinessunitisoftencalledasupplychain..某个战略略业务单单元之前前的行业业价值链链通常称称为价值值链Acompany’’ssupplychainforaparticularproductorserviceincludesalltheactivitiesundertakenbyeverypredecessorinthevaluechaintodesign,produce,promote,market,deliver,andsupporteachindividualcomponent.企业产品品或服务务的供应应链包括括价值链链上的各各种经营营者所开开展的设设计、生生产、促促销、销销售、运运输和支支持等活活动。Thepurchasingdepartmenthastraditionallybeenchargedwithbuyingallthesecomponentsatthelowestpricepossible.传统意义义上，采采购部门门负责以以可能低低的价格格购买所所有零件件，而忽忽略了供供应链的的总成本本。335.5..1ValueCreationintheSupplyChain供应链中中的价值值创造Theprocessoftakinganactiveroleinworkingwithsupplierstoimproveproductsandprocessesiscalledsupplychainmanagement(SCM)).主动同供供应商合合作来改改进产品品和业务务流程的的过程称称为供应应链管理理SCMwasoriginallydevelopedasawaytoreducecosts.供应链管管理最初初的目标标是降低低成本34ValueCreationintheSupplyChain供应链中中的价值值创造Today,SCMisusedtoaddvalueintheformofbenefitstotheultimateconsumerattheendofthesupplychain..现在，供供应链管管理的目目标是为为供应链链末端的的最终用用户提供供更多的的价值。。Supplychainmemberscanreducecostsandincreasethevalueofproductsorservicestotheultimatecustomer.通过合作作，供应应链成员员可以降降低成本本、增加加最终顾顾客获得得的产品品或服务务的价值值35InternetTechnologiesintheSupplyChain供应链中中的网络络技术ClearcommunicationsandquickresponsestothosecommunicationsareakeyelementofsuccessfulSCM.明确的沟沟通以及及成员对对沟通的的快速响响应是供供应链管管理成功功的关键键TechnologiesoftheInternetandtheWebcanbeveryeffectivecommunicationenhancers.互联网技技术是实实现这一一沟通的的有效工工具Figure5-3liststheadvantagesofusingInternetandWebtechnologiesinSCM.表5-3所示为在在供应链链管理中中使用互互联网技技术的好好处36表5-3InternetTechnologiesintheSupplyChain供应链中中的网络络技术37表5-3InternetTechnologiesintheSupplyChain供应链中中的网络络技术38IncreasingEfficiencyintheSupplyChain提高供应应链的效效率ManycompaniesareusingInternetandWebtechnologiestomanagesupplychainsinwaysthatyieldincreasingefficiencythroughoutthechain.很多公司司利用互互联网技技术管理理供应链链，以提提高整个个互联网网的效率率In1997,productionandschedulingerrorscostBoeingover$1.5billion.1997年，生产产和计划划的失误误使得波波音公司司损失超超过15亿美元UsingEDIandInternetlinks,Boeingisworkingwithsupplierssothattheycanprovidetherightpartattherighttime..波音公司司用EDI和互联网网连接同同供应商商合作，，使供应应商能够够在正确确的时间间提供正正确的零零部件。。39TechnologyintheSupplyChain供应链技技术DellComputerhasalsousedtechnology-enabledSCMtogivecustomersexactlywhattheywant.戴尔公司司也采用用技术支支持的供供应链管管理手段段向客户户准确提提供所需需产品Dellhasbeenabletodramaticallyreducetheamountofinventoryitmusthold..戴尔公司司通过掌掌握更多多的市场场信息，，大幅度度降低了了库存信信息。Dellhasalsosharedthisinformationwithmembersofitssupplychain.戴尔公司司也与供供应链的的其他成成员共享享这些信信息。40UsingTechnologytoCreateanUltimateConsumerOrientation建立消费费者导向向Oneofthemaingoalsofsupplychainmanagementistohelpeachcompanyinthechainfocusonmeetingtheneedsoftheconsumerwhoisattheendofthesupplychain.供应链管管理的一一个主要要目标是是帮助供供应链上上的每家家公司专专注于满满足供应应链末端端的消费费者的需需求SinceInternettechnologiesaretoolsthatimprovecommunicationsataverylowcost,,theyareidealaidsforenhancingthecreationofahighlycoordinatedandeffectivesupplychain..由于互联联网技术术是以低低成本进进行沟通通的工具具，因此此非常适适合辅助助建立协协调与高高效的供供应链。。415.5..3BuildingandMaintainingTrustintheSupplyChain建立与维维系供应应链的信信任Themajorissuethatmostcompaniesmustdealwithinformingsupplychainalliancesisdevelopingtrust.对大多数数企业来来说，建建立供应应联盟的的主要问问题是建建立彼此此间的信信任关系系Continualcommunicationandinformationsharingarekeyelementsinbuildingtrust.持续的沟沟通和信信息共享享是建立立信任的的主要手手段VendorsarefindingthattheWebgivesthemanopportunitytostayincontactwiththeircustomersmoreeasilyandlessexpensively.供应商发发现互联联网为自自己提供供了同客客户进行行方便、、低成本本沟通的的机会。。425.6ElectronicMarketplacesandPortals电子集市市与门户户AstheWebemergedinthemid-1990s,manybusinessresearchersandconsultantsbelievedthatitwouldprovideanopportunityforcompaniestoestablishinformationhubsforeachmajorindustry..在20世纪90年代中期期互联网网出现的的时候，，很多企企业研究究顾问认认为它可可以提供供一个为为企业建建立行业业信息中中心的机机会Theseindustryhubswouldoffernews,,researchreports,,analysesoftrends,andin-depthreportsoncompaniesintheindustry.这些行业业信息中中心将提提供新闻闻、研究究报告、、趋势分分析和公公司深度度分析等等，就像像行业贸贸易杂志志的内容容Inadditiontoinformation,thesehubswouldoffermarketplacesandauctions.除此之外外，它还还提供交交易和拍拍卖中心心。43ElectronicMarketplacesandPortals电子集市市与门户户BecausethesehubswouldofferadoorwaytotheInternetforindustrymembersandwouldbeverticallyintegrated,theseplannedenterpriseswerecalledverticalportalsorvortals.由于这些些交易中中心为本本行业成成员提供供了网上上门户和和垂直集集成，这这些企业业也被称称为垂直直门户。。Aswithmanyelectroniccommercepredictions,thepredictionthatverticalportalswouldchangebusinessforeverdidnotturnouttobeexactlycorrect.像其他许许多对电电子商务务的预言言一样，，垂直门门户将会会改变行行业的预预言也没没有成为为现实。。445.6..1IndustryMarketplaces行业集市市Thefirstcompaniestolaunchindustryhubsthatfollowedtheverticalportalmodelcreatedtradingexchangesthatwerefocusedonaparticularindustry.最早采用用垂直门门户模式式的公司司建起行行业交易易中心，，它强调调于特定定的行业业。Theseverticalportalsbecameknownbyvariousnamesincludingindustrymarketplaces,,independentexchanges,orpublicmarketplaces.这些垂直直门户有有各种名名称，包包括行业业电子集集市，第第三方交交易中心心，或公公共电子子集市。。45IndustryMarketplaces行业集市市Ventroopeneditsfirstindustrymarketplace,Chemdex,in1997totradebulkchemicals.Ventro公司在1997年初建立立了自己己第一个个行业电电子集市市Chemdex。VentroalsoopenedPromedixforspecialtymedicalsupplies,AmphireSolutionsforfoodservice,MarketMileforgeneralbusinessproductsandservices,andanumberofothers.Ventro公司又创创办了面面向医疗疗用品的的Promedix，面向食食品业的的AmphireSolutions面向企业业普通用用品与服服务的MarketMile以及其他他许多电电子集市市。ThehomepageofCheM,whichcompeteddirectlywithVentrointhebulkchemicalsmarket,appearsinFigure5-12.下图所示示为目前前还在运运营的散散装化学学品行业业集市CheM的主页46IndustryMarketplaces行业集市市47IndustryMarketplaces行业集市市Thenumberofnewentrantsintothesebusinessesgrewrapidlyduringthenexttwoyears..接下来的的两年进进入这些些行业的的很多公公司快速速成长Bymid--2000,thereweremorethan2200independentexchangesinawidevarietyofindustries.到2000年中期，，大约有有2200家各行各各业的第第三方交交易中心心。Forexample,therewere200exchangesoperatinginthemetalsindustryalone.例如：仅仅金融行行业就有有200家交易中中心在运运营。485.6..2PrivateStoresandCustomerPortals专门店铺铺与客户户门户Asestablishedcompaniesinvariousindustrieswatchednewbusinessesopenmarketplaces,,theybecameconcernedthattheseindependentoperatorswouldtakecontroloftransactionsawayfromtheminsupplychains..各行业的的公司都都在关心心着这些些新建的的公共电电子集市市，担心心这些电电子集市市会从他他们手里里夺取供供应链交交易的控控制权，，而这是是他们花花了多年年才取得得的。Largecompaniesthatselltomanyrelativelysmallcustomerscanexertgreatpowerinnegotiatingprice,quality,anddeliverytermswiththosecustomers..面对很多多小客户户的大公公司就价价格与交交付条款款进行谈谈判时处处于有利利地位，，Thesesellersfearedthatindustrymarketplaceswoulddilutethatpower.他们担心心行业电电子集市市会夺取取这个权权力。49PrivateStoresandCustomerPortals专属店铺铺与客户户门户ManyoftheselargecompanieshadalreadyinvestedheavilyinWebsitesthattheybelievedwouldbettermeettheneedsoftheircustomersthananyindustrymarketplace.这些大公公司已经经在自己己的网站站上投入入巨资，，认为自自己会比比任何行行业电子子集市更更好地满满足客户户。Forexample,CiscoandDellofferprivatestoresforeachoftheirmajorcustomerswithintheirsellingWebsites.例如：思思科和戴戴尔都在在自己的的网站上上伟大客客户提供供专属店店铺。Othercompanies,,suchasGraingerandMilacron,provideadditionalservicesforcustomersontheirsites.其他公司司，例如如GraingerandMilacron公司还提提供额外外的服务务。505.6..3PrivateCompanyMarketplaces专属电子子集市Largecompaniesthatpurchasefromvendorsthatarerelativelysmallcanexertgreatpoweroverthosevendorsinpurchasingnegotiations.从许多小小的供应应商那里里采购的的大公司司在交易易谈判时时也处于于有利地地位。Thesecompaniescaninvestinprocurementsoftware.这些公司司能在采采购软件件商投资资。Companiesthatimplemente-procurementsoftwareusuallyrequiretheirsupplierstobidfortheirbusiness..实施了电电子采购购软件的的公司会会要求供供应商在在网上投投标，51PrivateCompanyMarketplaces私人电子子集市Whenindustrymarketplacesopenedforbusiness,theselargecompanieswerereluctanttoabandontheirinvestmentsine-procurementsoftware.出现行业业电子集集市以后后，这些些大公司司不愿意意放弃自自己在电电子采购购软件方方面的投投资Thesecompaniesusetheirpowerinthesupplychaintoforcesupplierstodealwiththemontheirowntermsratherthannegotiatewithsuppliersinanindustrymarketplace..这些公司司利用自自己在供供应链上上的权力力，直接接要求供供应商同同自己交交易，而而不是在在电子集集市里同同供应商商谈判。。Asmarketplacesoftwarebecamemorereliable,manyofthesecompaniesdevelopedprivatecompanymarketplaces..随着电子子集市软软件的逐逐渐可靠靠，这些些公司开开始建立立专属电电子集市市。525.6..4IndustryConsortia--SponsoredMarketplaces行业共同同电子集集市Somecompanieshadrelativelystrongnegotiatingpositionsintheirindustrysupplychain,butdidnothaveenoughpowertoforcesupplierstodealwiththemthroughaprivatecompanymarketplace..有些公司司在行业业供应链链中处于于相对强强势的谈谈判地位位，但没没有强到到迫使供供应商在在专属电电子集市市进行交交易。Thesecompaniesbegantoformconsortiatosponsormarketplaces..这些公司司开始结结盟共同同建立电电子集市市Anindustryconsortia--sponsoredmarketplaceisamarketplaceformedbyseverallargebuyersinaparticularindustry.行业共同同电子集集市是由由某个行行业多家家大采购购者联合合建立的的电子集集市53Marketplaces集市54复习题什么是直直接物