turban ec2012 pp 04

B2B E-Commerce

Learning Objectives
1. Describe the B2B field.
2. Describe the major types of B2B models.
3. Discuss the models and characteristics of
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6.
7.

the sell-side marketplace, including auctions.
Describe the sell-side intermediaries.
Describe the characteristics of the buy-side marketplace and e-procurement.
Explain how reverse auctions work in B2B.
Describe B2B aggregation and group purchasing models.
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Learning Objectives
8. Describe other procurement methods.
9. Define exchanges and describe their major

types.
10. Describe B2B portals.
11. Describe third-party exchanges.
12. Describe how B2B can benefit from social networking and Web 2.0.
13. Describe Internet marketing in B2B, including organizational buyer behavior.
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Concepts, Characteristics, and Models of B2B E-Commerce

business-to-business e-commerce (B2B

EC)
Transactions between businesses conducted electronically over the Internet, extranets, intranets, or private networks; also known as eB2B (electronic B2B) or just B2B

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Concepts, Characteristics, and Models of B2B E-Commerce

THE BASIC TYPES OF B2B TRANSACTIONS

AND ACTIVITIES
Sell-side
Buy-side
Exchanges
Supply chain improvements and

collaborative commerce

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Concepts, Characteristics, and Models of B2B E-Commerce
THE BASIC TYPES OF B2B E-

MARKETPLACES AND SERVICES
One-to-Many and Many-to-One: Private E-

Marketplaces


company-centric EC
E-commerce that focuses on a single company’s buying needs (many-to- one, or buy-side) or selling needs (one-to- many, or sell-side)

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Publishing as Prentice Hall

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Concepts,