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Electronic Commerce Ch05
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1000-0001-C42C-0001DAD3
Part 3: Business-to-Business E-Commerce
B2B E-COMMERCE: SELLING
AND BUYING IN PRIVATE
E-MARKETS
5
CHAPTER
Content
General Motors’ B2B Initiatives
5.1 Concepts, Characteristics, and Models of
B2B EC
5.2 One-to-Many: Sell-Side E-Marketplaces
5.3 Selling via Intermediaries and
Distributors
5.4 Selling via Auctions
5.5 One-from-Many: Buy-Side
E-Marketplaces and E-Procurement
5.6 Buy-Side E-Marketplaces: Reverse
Auctions
5.7 Other E-Procurement Methods
5.8 Automating B2B Tasks
5.9 Infrastructure, Integration, and
Software Agents in B2B EC
Managerial Issues
Real-World Case: Eastman Chemical Makes
Procurement a Strategic Advantage
Upon completion of this chapter, you will be able to:
1. Describe the B2B field.
2. Describe the major types of B2B models.
3. Discuss the characteristics of the sell-side marketplace, including auctions.
4. Describe the sell-side intermediary models.
5. Describe the characteristics of the buy-side marketplace and e-procurement.
6. Explain how reverse auctions work in B2B.
7. Describe B2B aggregation and grouppurchasing models. 8. Describe other procurement methods.
9. Explain how B2B administrative tasks can be automated. 10. Describe infrastructure and standards requirements for B2B.
11. Describe Web EDI, XML, and Web Services.
Learning Objectives
217
ISBN: 0-555-00989-0
Electronic Commerce 2008: A Managerial Perspective, by Efraim Turban, David King, Judy McKay, Peter Marshall, Jae Lee,

References: Ariba.com. ariba.com (accessed March 2007). November 2006). Boucher-Ferguson, R. “Writing the Playbook for B2B.” Wilson Internet, January 29, 2002. current_issues/2005/feb/integInfra1.asp (accessed September 2006). Bush, D. “e-Sourcing Does Not Equal Reverse Auction.” E-Sourcing Forum, March 24, 2006 com/?cat=8 (accessed September 2006). March 24, 2003. Cisco Annual Report. Cisco Systems, 2005. cisco.com/web/ about/ac49/ac20/ac19/ar2005/index.html (accessed March 2007). “Dynamic Pricing for E-Commerce,” in Khosrow-Pour (2006). (2002). Eastman. eastman.com (accessed November 2006). eMarketer. “Has B2B E-Commerce Stagnated?” Emarketer.com, February 3, 2003 Sources: Compiled from eastman.com (accessed November 2006), Aberdeen Group (2006), King (2001), Business Wire (2003), and Microsoft (2000).