电子商务VS传统商务

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VS传统商务传统商务B2BC2CB2C2LearningObjectives学习目标Inthischapter,youwilllearnabout:Strategiesthatbusinessesusetoimprovepurchasing,logistics,andothersupportactivities

改进采购、物流和其他支持活动的业务战略;Electronicdatainterchange,howitworks,andhowbusinessesaremovingittotheInternet电子数据交换(EDI)及其工作原理;HowbusinessesaremovingelectronicdatainterchangeoperationstotheInternet企业在互联网上开展EDI的方式;3LearningObjectives学习目标4Purchasing,Logistics,andSupportActivities

采购—物流—支持活动

Electroniccommercepossessesthepotentialforcostreductionandbusinessprocessimprovementinpurchasing,logistics,andsupportactivities.

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。Anemergingcharacteristicofpurchasing,logistics,andsupportactivitiesisthattheyneedtobeflexible.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。55.2.1PurchasingActivities采购活动Purchasingactivitiesinclude:采购活动包括：Identifyingvendors寻找卖主Evaluatingvendors评估卖主Selectingspecificproducts选择特定产品Placingorders发送订单Resolvinganyissuesthatariseafterreceivingtheorderedgoodsandservices解决收货后出现的问题6PurchasingActivities采购活动Procurementincludesallpurchasingactivities,plusthemonitoringofallelementsofpurchasetransactions.

“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ByusingaWebsitetoprocessorders,thevendorsinthismarketcansavethecostofprintingandshippingcatalogsandthecostofhandlingtelephoneorders.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。7PurchasingActivities采购活动

8PurchasingActivities采购活动Productsthatcompaniesbuyonarecurringbasisarecalledmaintenance,repair,andoperating(MRO)supplies.

很多企业经常性地采购的那些间接物料称为MRO产品（办公用品集中采购）TwoofthelargestMROsuppliersintheworldareMcMaster-CarrandW.W.Grainger.

McMaster-Carr公司andW.W.Grainger公司是世界上最大的MRO供应商。OfficeDepotandStaplesarealsoexamplesinthisarea.OfficeDepot公司andStaples公司在这一领域都是成功范例9PurchasingActivities采购活动Businessesmakeadistinctionbetweendirectandindirectmaterials.企业认为直接物料与间接物料完全不同Directmaterialsarethosematerialsthatbecomepartofthefinishedproduct.直接物料是指在生产过程中进入成品的物料；Indirectmaterialsareallothermaterialsthatthecompanypurchases.间接物料是公司采购的其他物料

10物流流活活动动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。13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经济组织的的网络模式式Thetrendinpurchasing,logistics,andsupportactivitiesisashiftawayfromhierarchicalstructurestowardnetworkstructures.采购、物流流和支持活活动的一个个发展趋势势是从等级级制度结构构转向网络络结构TheWebisenablingthisshiftfromhierarchicalformsofeconomicorganizationtonetworkforms.网站可以支支持经济组组织结构由由等级制形形式转向网网络形式HighlyspecializedfirmscannowexistandtradeservicesveryefficientlyontheWeb.高度专业化化的公司现现在能够在在网上生存存并有效地地提供服务务175.2.6NetworkModelofEconomicOrganization经济组织的的网络模式式TherootsofWebtechnologyforB2Btransactionslieinelectronicdatainterchange(EDI).企业间交易易的Web技术却来自自于一种方方法——电子数据交交换（EDI）Theseemergingnetworksoffirmsaremoreflexibleandcanrespondtochangesintheeconomicenvironmentmuchmorequicklythanhierarchicallystructuredbusinessesevercould.这些网络形形式的公司司非常灵活活，比等级级制结构的的企业更快快地对环境境变化做出出反应185.3ElectronicDataInterchange(EDI)电子数据交交换EDIisacomputer-to-computertransferofbusinessinformationbetweentwobusinessesthatusesastandardformat.

EDI是一某种标标准形式在在企业之间间以计算机机对计算机机的方式传传递企业信信息Thetwobusinessesthatareexchanginginformationarecalledtradingpartners.交换信息的的两家企业业通常称为为交易伙伴伴FirmsthatexchangedatainspecificstandardformatsaresaidtobeEDI-compatible.如果企业是是以特定标标准形式来来交换数据据，则称企企业是EDI兼容的。195.3ElectronicDataInterchange(EDI)电子数据交交换Thebusinessinformationexchangedisusuallytransactiondata;however,itcanincludeotherinformationrelatedtotransactions,suchaspricequotesandorder-statusinquiries.所交换的业业务信息通通常是交易易数据，但但也包括同同交易有关关的其他信信息，如报报价和订单单状态等。。TransactiondatainB2Btransactionsincludestheinformationusuallyonpaperinvoices,purchaseorders,requestsforquotations,billsoflading,andreceivingreports.企业间的交交易数据一一般包括：：发票、订订购单、报报价请求、、发货单和和收获通知知等。205.3.1EarlyBusinessInformationInterchangeEfforts早期的业务务信息交换换Inthe1950s,informationflowsbetweenbusinessescontinuedtobeprintedonpaper.在20世纪50年代，企业业间的信息息流还是记记录在纸面面上。Bythe1960s,businesseshadbegunexchangingtransactioninformationonpunchedcardsormagnetictape.到20世纪60年代，企业业开始交换换在穿孔卡卡或磁带上上记录的交交易信息In1968,anumberoffreightandshippingcompaniesformedtheTransportationDataCoordinatingCommittee(TDCC)tocreatetheTDCCstandardformat.1968年很多运输输公司组成成了运输数数据协调委委员会（TDCC），并建立立了一套标标准信息集集。215.3.2EmergenceofBroaderEDIStandards广泛标准的的出现TheAmericanNationalStandardsInstitute(ANSI)hasbeenthecoordinatingbodyforstandardsintheU.S.since1918.美国国家标标准协会(ANSI)是成立于1918年的美国国国家标准的的协调组织织。In1979,ANSIcharteredanewcommitteetodevelopuniformEDIstandards.ThiscommitteeiscalledtheAccreditedStandardsCommitteeX12(ASCX12).在1979年，ANSI制定一个新新的子委员员会来制定定统一的EDI标准，该委委员会称为为公认标准准委员会(ASCX12).In1987,theUnitedNationspublisheditsfirststandardsunderthetitle“EDIforAdministration,Commerce,andTransport(EDIFACTorUN/EDIFACT)”.1987年，联合国以以“管理、商商务和运输””的EDI名义公布了第第一个标准225.3.4Value-AddedNetworks增值网EDIreducespaperflowandstreamlinestheinterchangeofinformationamongdepartmentswithinacompanyandbetweencompanies.

EDI减少了纸面单单证的流动，，使公司内部部各部门之间间以及公司之之间的信息交交换更为顺畅畅。TradingpartnerscanimplementtheEDInetworkandEDItranslationprocessesinseveralwaysusingeitherdirectconnectionorindirectconnection.贸易伙伴可通通过多种方式式来实现EDI网络和和EDI翻译处处理，，这些些方式式可分分为直直接连连接和和间接接连接接。23DirectConnectionBetweenTradingPartners贸易伙伙伴间间的直直接连连接方方式DirectconnectionEDIrequireseachbusinessinthenetworktooperateitsownon-siteEDItranslatorcomputer.直接连连接EDI要求网网络上上每个个企业业都运运行自自己的的EDI翻译计计算机机。TheseEDItranslatorcomputersarethenconnecteddirectlytoeachotherusingmodemsanddial-upphonelinesordedicatedleasedlines.这些EDI翻译计计算机机通过过调制制解调调器以以及拨拨号电电话线线或专专线直直接连连接。。如下图图所示示：24DirectConnectionBetweenTradingPartners25IndirectConnectionBetweenTradingPartners贸易伙伙伴间间的间间接连连接方方式Insteadofconnectingdirectlytoeachofitstradingpartners,acompanymightdecidetousetheservicesofavalue-addednetwork.除了与与贸易易伙伴伴直接接连接接外，，企业业还可可以通通过增增值网网与贸贸易伙伙伴间间接连连接。。Avalue-addednetwork(VAN)isacompanythatprovidesthecommunicationsequipment,software,andskillsneededtoreceive,store,andforwardelectronicmessagesthatcontainEDItransactionsets.增值网网是指指一个个企业业提供供接收收、存存储和和发送送电子子信息息（包包括EDI报文））所需需的通通信设设备、、软件件和技技术。。26IndirectConnectionBetweenTradingPartners27VAN增值网网CompaniesthatprovideVANservicesincludeGeneralElectricInformationServices,GPAS,HarbingerCorp.,IBMGlobalServices,etc.提供增增值网网服务务的公公司有有：GeneralElectricInformationServices,GPAS,HarbingerCorp.,IBMGlobalServices,etc.CostisanissuetoVAN.MostVANsrequireanenrollmentfee,amonthlymaintenancefee,andatransactionfee.VAN的一个个问题题是成成本太太高。。大部部分VAN要收注注册费费、月月租费费、和和交易易费。。285.4EDIontheInternet互联网网上的的EDITradingpartnerswhohadbeenusingEDIbegantoviewtheInternetasapotentialreplacementfortheexpensiveleasedlines.随着互互联网网的出出现，，那些些原来来采用用EDI的贸易易伙伴伴开始始考虑虑用互互联网网替代代昂贵贵的专专线和和拨号号连接接ThemajorroadblocktoconductingEDIovertheInternetwassecurity.在互联联网上上进行行EDI的主要要障碍碍是互互联网网的安安全性性较差差AstheTCP/IPwasenhancedandSHTTPprotocolwasdeveloped,businessesworriedlessaboutsecurityissues.随着互互联网网的TCP/IP基础结结构用用SHTTP等安全全协议议和多多种加加密技技术增增强之之后，，企业业对互互联网网安全全问题题的担担心减减少了了，但但还没没有完完全消消除。。29互联联网网的的开开放放式式体体系系结结构构Anumberofnewfirms,suchasCommerceOneandIPNet,havebegunprovidingEDIservicesontheInternet.CommerceOneandIPNet等很很多多新新企企业业已已开开始始提提供供互互联联网网的的EDI服务务。。EDIontheInternetisalsocalled““openEDI””becausetheInternetisanopenarchitecturenetwork.互联联网网的的体体系系结结构构是是开开放放的的，，所所以以互互联联网网EDI也称称为为开开放放式式EDINewtools,suchasXML,arehelpingtradingpartnersbeevenmoreflexibleinexchangingdetailedinformation.XML等新新工工具具可可以以使使贸贸易易伙伙伴伴间间的的信信息息交交换换更更加加开开放放灵灵活活30金融融EDITheEDItransactionsetsthatprovideinstructionstoatradingpartner’’sbankarecalledfinancialEDI(FEDI).向贸贸易易伙伙伴伴的的银银行行发发出出指指令令的的EDI报文文标标准准称称为为金金融融EDIAllbankshavetheabilitytoperformelectronicfundstransfers(EFTs).所有有银银行行都都可可以以进进行行电电子子资资金金转转帐帐(EFTs).MostEFTsarehandledthroughtheAutomatedClearingHouse(ACH).美国国大大部部分分的的EFTs都是是通通过过自自动动清清算算所所(ACH)完成成的的SecurityandreliabilityareissuesofFEDI.FEDI的问问题题是是安安全全性性和和可可靠靠性性31HybridEDISolutions混合合的的EDI解决决方方案案SomefirmsareofferinghybridEDIsolutionsthatusetheInternetforpartofthetransaction.一些企业业提供混混合的EDI解决方方案，，即通通过互互联网网完成成部分分交易易活动动BottomlineTechnologies’payBasepackageisanexampleofhybridEDI.Bottomline技术公公司提提供的的payBase软件包包就是是混合合的EDI的实例例。OtherhybridsolutionsincludeEDI-HTMLtranslationservices.其他混混合的的EDI解决方方案包包括提提供EDI-HTML翻译服服务。。325.5SupplyChainManagement供应链链管理理Thepartofanindustryvaluechainthatprecedesaparticularstrategicbusinessunitisoftencalledasupplychain.某个战战略业业务单单元之之前的的行业业价值值链通通常称称为价价值链链Acompany’ssupplychainforaparticularproductorserviceincludesalltheactivitiesundertakenbyeverypredecessorinthevaluechaintodesign,produce,promote,market,deliver,andsupporteachindividualcomponent.企业产产品或或服务务的供供应链链包括括价值值链上上的各各种经经营者者所开开展的的设计计、生生产、、促销销、销销售、、运输输和支支持等等活动动。Thepurchasingdepartmenthastraditionallybeenchargedwithbuyingallthesecomponentsatthelowestpricepossible.传统意意义上上，采采购部部门负负责以以可能能低的的价格格购买买所有有零件件，而而忽略略了供供应链链的总总成本本。335.5.1ValueCreationintheSupplyChain供应链中的的价值创造造Theprocessoftakinganactiveroleinworkingwithsupplierstoimproveproductsandprocessesiscalledsupplychainmanagement(SCM).主动同供应应商合作来来改进产品品和业务流流程的过程程称为供应应链管理SCMwasoriginallydevelopedasawaytoreducecosts.供应链管理理最初的目目标是降低低成本34ValueCreationintheSupplyChain供应链中的的价值创造造Today,SCMisusedtoaddvalueintheformofbenefitstotheultimateconsumerattheendofthesupplychain.现在，供应应链管理的的目标是为为供应链末末端的最终终用户提供供更多的价价值。Supplychainmemberscanreducecostsandincreasethevalueofproductsorservicestotheultimatecustomer.通过合作，，供应链成成员可以降降低成本、、增加最终终顾客获得得的产品或或服务的价价值35InternetTechnologiesintheSupplyChain供应链中的的网络技术术ClearcommunicationsandquickresponsestothosecommunicationsareakeyelementofsuccessfulSCM.明确的沟通通以及成员员对沟通的的快速响应应是供应链链管理成功功的关键TechnologiesoftheInternetandtheWebcanbeveryeffectivecommunicationenhancers.互联网技术术是实现这这一沟通的的有效工具具Figure5-3liststheadvantagesofusingInternetandWebtechnologiesinSCM.表5-3所示为在供供应链管理理中使用互互联网技术术的好处36表5-3InternetTechnologiesintheSupplyChain供应链中的的网络技术术37表5-3InternetTechnologiesintheSupplyChain供应链中的的网络技术术38IncreasingEfficiencyintheSupplyChain提高供应链链的效率ManycompaniesareusingInternetandWebtechnologiestomanagesupplychainsinwaysthatyieldincreasingefficiencythroughoutthechain.很多多公公司司利利用用互互联联网网技技术术管管理理供供应应链链，，以以提提高高整整个个互互联联网网的的效效率率年，，生生产产和和计计划划的的失失误误使使得得波波音音公公司司损损失失超超过过15亿美美元元UsingEDIandInternetlinks,Boeingisworkingwithsupplierssothattheycanprovidetherightpartattherighttime.波音音公公司司用用EDI和互互联联网网连连接接同同供供应应商商合合作作，，使使供供应应商商能能够够在在正正确确的的时时间间提提供供正正确确的的零零部部件件。。39TechnologyintheSupplyChain供应应链链技技术术DellComputerhasalsousedtechnology-enabledSCMtogivecustomersexactlywhattheywant.戴尔尔公公司司也也采采用用技技术术支支持持的的供供应应链链管管理理手手段段向向客客户户准准确确提提供供所所需需产产品品Dellhasbeenabletodramaticallyreducetheamountofinventoryitmusthold.戴尔公司通过过掌握更多的的市场信息，，大幅度降低低了库存信息息。Dellhasalsosharedthisinformationwithmembersofitssupplychain.戴尔公司也与与供应链的其其他成员共享享这些信息。。40UsingTechnologytoCreateanUltimateConsumerOrientation建立消费者导导向Oneofthemaingoalsofsupplychainmanagementistohelpeachcompanyinthechainfocusonmeetingtheneedsoftheconsumerwhoisattheendofthesupplychain.供应链管理的的一个主要目目标是帮助供供应链上的每每家公司专注注于满足供应应链末端的消消费者的需求求SinceInternettechnologiesaretoolsthatimprovecommunicationsataverylowcost,theyareidealaidsforenhancingthecreationofahighlycoordinatedandeffectivesupplychain.由于互互联网网技术术是以以低成成本进进行沟沟通的的工具具，因因此非非常适适合辅辅助建建立协协调与与高效效的供供应链链。41建立与与维系系供应应链的的信任任Themajorissuethatmostcompaniesmustdealwithinformingsupplychainalliancesisdevelopingtrust.对大多多数企企业来来说，，建立立供应应联盟盟的主主要问问题是是建立立彼此此间的的信任任关系系Continualcommunicationandinformationsharingarekeyelementsinbuildingtrust.持续的的沟通通和信信息共共享是是建立立信任任的主主要手手段VendorsarefindingthattheWebgivesthemanopportunitytostayincontactwiththeircustomersmoreeasilyandlessexpensively.供应商商发现现互联联网为为自己己提供供了同同客户户进行行方便便、低低成本本沟通通的机机会。。425.6ElectronicMarketplacesandPortals电子集集市与与门户户AstheWebemergedinthemid-1990s,manybusinessresearchersandconsultantsbelievedthatitwouldprovideanopportunityforcompaniestoestablishinformationhubsforeachmajorindustry.在20世纪90年代中中期互互联网网出现现的时时候，，很多多企业业研究究顾问问认为为它可可以提提供一一个为为企业业建立立行业业信息息中心心的机机会Theseindustryhubswouldoffernews,researchreports,analysesoftrends,andin-depthreportsoncompaniesintheindustry.这些行行业信信息中中心将将提供供新闻闻、研研究报报告、、趋势势分析析和公公司深深度分分析等等，就就像行行业贸贸易杂杂志的的内容容Inadditiontoinformation,thesehubswouldoffermarketplacesandauctions.除此之之外，，它还还提供供交易易和拍拍卖中中心。。43ElectronicMarketplacesandPortals电子集市与与门户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。。44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公司又创办办了面向医医疗用品的的Promedix，面向食品品业的AmphireSolutions面向企业普普通用品与与服务的MarketMile以及其他许许多电子集集市。ThehomepageofCheM,whichcompeteddirectlywithVentrointhebulkchemicalsmarket,appearsinFigure5-12.下图所示为为目前还在在运营的散散装化学品品行业集市市CheM的主页46IndustryMarketplaces行业集市47IndustryMarketplaces行业集市Thenumberofnewentrantsintothesebusinessesgrewrapidlyduringthenexttwoyears.接下来的两两年进入这这些行业的的很多公司司快速成长长Bymid-2000,thereweremorethan2200independentexchangesinawidevarietyofindustries.到2000年中期，大大约有2200家各行各业业的第三方方交易中心心。Forexample,therewere200exchangesoperatinginthemetalsindustryalone.例如：仅金金融行业就就有200家交易中心心在运营。。485.6.2PrivateStoresandCustomerPortals专门店铺与与客户门户户Asestablishedcompaniesinvariousindustrieswatchednewbusinessesopenmarketplaces,theybecameconcernedthattheseindependentoperatorswouldtakecontroloftransactionsawayfromtheminsupplychains.各行行业业的的公公司司都都在在关关心心着着这这些些新新建建的的公公共共电电子子集集市市，，担担心心这这些些电电子子集集市市会会从从他他们们手手里里夺夺取取供供应应链链交交易易的的控控制制权权，，而而这这是是他他们们花花了了多多年年才才取取得得的的。。Largecompaniesthatselltomanyrelativelysmallcustomerscanexertgreatpowerinnegotiatingprice,quality,anddeliverytermswiththosecustomers.面对很很多小小客户户的大大公司司就价价格与与交付付条款款进行行谈判判时处处于有有利地地位，，Thesesellersfearedthatindustrymarketplaceswoulddilutethatpower.他们担担心行行业电电子集集市会会夺取取这个个权力力。49PrivateStoresandCustomerPortals专属店店铺与与客户户门户户ManyoftheselargecompanieshadalreadyinvestedheavilyinWebsitesthattheybelievedwouldbettermeettheneedsoftheircustomersthananyindustrymarketplace.这些大大公司司已经经在自自己的的网站站上投投入巨巨资，，认为为自己己会比比任何何行业业电子子集市市更好好地满满足客客户。。Forexample,CiscoandDellofferprivatestoresforeachoftheirmajorcustomerswithintheirsellingWebsites.例如：：思科科和戴戴尔都都在自自己的的网站站上伟伟大客客户提提供专专属店店铺。。Othercompanies,suchasGraingerandMilacron,provideadditionalservicesforcustomersontheirsites.其他公公司，，例如如GraingerandMilacron公司还还提供供额外外的服服务。。50专属电电子集集市Largecompaniesthatpurchasefromvendorsthatarerelativelysmallcanexertgreatpoweroverthosevendorsinpurchasingnegotiations.从许多多小的的供应应商那那里采采购的的大公公司在在交易易谈判判时也也处于于有利利地位位。Thesecompaniescaninvestinprocurementsoftware.这些公公司能能在采采购软软件商商投资资。Companiesthatimplemente-procurementsoftwareusuallyrequiretheirsupplierstobidfortheirbusiness.实施了了电子子采购购软件件的公公司会会要求求供应应商在在网上上投标标，51PrivateCompanyMarketplaces私人电电子集集市Whenindustrymarketplacesopenedforbusiness,theselargecompanieswerereluctanttoabandontheirinvestmentsine-procurementsoftware.出现行行业电电子集集市以以后，，这些些大公公司不不愿意意放弃弃自己己在电电子采采购软软件方方面的的投资资Thesecompaniesusetheirpowerinthesupplychaintoforcesupplierstodealwiththemontheirowntermsratherthannegotiatewithsuppliersinanindustrymarketplace.这些公公司利利用自自己在在供应应链上上的权权力，，直接接要求求供应应商同同自己己交易易，而而不是是在电电子集集市里里同供供应商商谈判判。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。52行业共同电子子集市Somecompanieshadrelativelystrongnegotiatingpositionsintheirindustrysupplychain,butdidnothaveenoughpowertoforcesupplierstodealwiththemthroughaprivatecompanymarketplace.有些公司在行行业供应链中中处于相对强强势的谈判地地位，但没有有强到迫使供供应商在专属属电子集市进进行交易。Thesecompaniesbegantoformconsortiatosponsormarketplaces.这些公司开始始结盟共同建建立电子集市市Anindustryconsortia-sponsoredmarketplaceisamarketplaceformedbyseverallargebuyersinaparticularindustry.行业共同电子子集市是由某某个行业多家家大采购者联联合建立的电电子集市53Marke