电子商务chap中文

Chapter5,Business-to-BusinessStrategies:FromElectronicDataInterchangetoElectronicCommerce企业间电子商务战略(B2B)从EDI到电子商务,2,电子商务VS传统商务,传统商务,B2B,C2C,B2C,LearningObjectives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;,LearningObjectives学习目标,SupplychainmanagementandhowbusinessesareusingtheInternetandWebtechnologiestoimproveit供应链管理及企业用互联网和WWW技术改进供应链管理的方法;Electronicmarketplacesandportalsthatmakepurchase-salenegotiationseasierandmoreefficient提高采购与销售业务效率的电子集市与门户。,Purchasing,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。,5.2.1PurchasingActivities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,PurchasingActivities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。,PurchasingActivities采购活动,PurchasingActivities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,PurchasingActivities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,5.2.3LogisticActivities物流活动,Theclassicobjectiveoflogisticsistoprovidetherightgoodsintherightquantitiesintherightplaceattherighttime.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。Businesseshavebeenincreasingtheiruseofinformationtechnologytoachievethisobjective.企业是通过加强信息技术的应用来实现这个目标。FedExandUPShavefreighttrackingWebpagesavailabletotheircustomers.联邦快递公司(FedEx)和联合包裹公司(UPS)已为顾客提供了网站上货运跟踪。,5.2.4SupportActivities支持活动,OnlineBenefitsisafirmthatduplicatesitsclientshumanresourcefunctionsonasecureWebsitethatisaccessibletoclientsemployees.OnlineBenefits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。Supportactivitiesinclude:支持活动包括：Financeandadministration财务与行政管理Humanresources人力资源Technologydevelopment技术开发,TrainingandKnowledgeManagement培训与知识管理,Onecommonactivitythatunderliesmultipleprimaryactivitiesistraining.支持多种关键活动的一个常见活动就是培训。Knowledgemanagementisanothersupportactivitythatintentionallycollects,classifies,anddisseminatesinformationaboutacompany,itsproducts,anditsprocesses.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。BroadVisionhasinstalledK-Net,orKnowledgeNetwork,thatorganizesalltheinformationsourcesthatitsemployeesuseregularlyintheirjobs.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。,5.2.5E-Government电子政务,Althoughgovernmentsdonottypicallysellproductsorservicestocustomers,theydoperformmanyfunctionsfortheirstakeholders.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。Governmentsalsoperformbusiness-likeactivities;forexample,theyemploypeople,buysuppliesfromvendors,anddistributebenefitpaymentsofmanykinds.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。Theuseofelectroniccommercebygovernmentsandgovernmentagenciestoperformthesefunctionisoftencallede-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。,E-Government电子政务,TheU.S.governmentsFinancialManagementService(FMS)openeditsWebsite,P.2000年，美国政府的财政管理局（FMS）建立了P网站FMSisresponsibleforreceivingthegovernmentstax,license,andotherfeerevenue.FMS部门主要负责接收政府的税费收入，FMSisresponsibleforpayingoutSocialSecuritybenefits,veteransbenefits,taxrefunds,andotherdisbursements.FMS部门并负责发放社保金、退休金、退税及其他支出。StategovernmentsarealsocreatingtheirownWebsitesforconductingbusinessandinteractingwiththeirstakeholders.州政府也建立网站开展业务并与利益相关者沟通。,E-Government电子政务,5.2.6NetworkModelofEconomicOrganization经济组织的网络模式,Thetrendinpurchasing,logistics,andsupportactivitiesisashiftawayfromhierarchicalstructurestowardnetworkstructures.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TheWebisenablingthisshiftfromhierarchicalformsofeconomicorganizationtonetworkforms.网站可以支持经济组织结构由等级制形式转向网络形式HighlyspecializedfirmscannowexistandtradeservicesveryefficientlyontheWeb.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,5.2.6NetworkModelofEconomicOrganization经济组织的网络模式,TherootsofWebtechnologyforB2Btransactionslieinelectronicdatainterchange(EDI).企业间交易的Web技术却来自于一种方法电子数据交换（EDI）Theseemergingnetworksoffirmsaremoreflexibleandcanrespondtochangesintheeconomicenvironmentmuchmorequicklythanhierarchicallystructuredbusinessesevercould.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,5.3ElectronicDataInterchange(EDI)电子数据交换,EDIisacomputer-to-computertransferofbusinessinformationbetweentwobusinessesthatusesastandardformat.EDI是一某种标准形式在企业之间以计算机对计算机的方式传递企业信息Thetwobusinessesthatareexchanginginformationarecalledtradingpartners.交换信息的两家企业通常称为交易伙伴FirmsthatexchangedatainspecificstandardformatsaresaidtobeEDI-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。,5.3ElectronicDataInterchange(EDI)电子数据交换,Thebusinessinformationexchangedisusuallytransactiondata;however,itcanincludeotherinformationrelatedtotransactions,suchaspricequotesandorder-statusinquiries.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。TransactiondatainB2Btransactionsincludestheinformationusuallyonpaperinvoices,purchaseorders,requestsforquotations,billsoflading,andreceivingreports.企业间的交易数据一般包括：发票、订购单、报价请求、发货单和收获通知等。,5.3.1EarlyBusinessInformationInterchangeEfforts早期的业务信息交换,Inthe1950s,informationflowsbetweenbusinessescontinuedtobeprintedonpaper.在20世纪50年代，企业间的信息流还是记录在纸面上。Bythe1960s,businesseshadbegunexchangingtransactioninformationonpunchedcardsormagnetictape.到20世纪60年代，企业开始交换在穿孔卡或磁带上记录的交易信息In1968,anumberoffreightandshippingcompaniesformedtheTransportationDataCoordinatingCommittee(TDCC)tocreatetheTDCCstandardformat.1968年很多运输公司组成了运输数据协调委员会（TDCC），并建立了一套标准信息集。,5.3.2EmergenceofBroaderEDIStandards广泛标准的出现,TheAmericanNationalStandardsInstitute(ANSI)hasbeenthecoordinatingbodyforstandardsintheU.S.since1918.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。In1979,ANSIcharteredanewcommitteetodevelopuniformEDIstandards.ThiscommitteeiscalledtheAccreditedStandardsCommitteeX12(ASCX12).在1979年，ANSI制定一个新的子委员会来制定统一的EDI标准，该委员会称为公认标准委员会(ASCX12).In1987,theUnitedNationspublisheditsfirststandardsunderthetitle“EDIforAdministration,Commerce,andTransport(EDIFACTorUN/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,5.3.4Value-AddedNetworks增值网,EDIreducespaperflowandstreamlinestheinterchangeofinformationamongdepartmentswithinacompanyandbetweencompanies.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。TradingpartnerscanimplementtheEDInetworkandEDItranslationprocessesinseveralwaysusingeitherdirectconnectionorindirectconnection.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。,DirectConnectionBetweenTradingPartners贸易伙伴间的直接连接方式,DirectconnectionEDIrequireseachbusinessinthenetworktooperateitsownon-siteEDItranslatorcomputer.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。TheseEDItranslatorcomputersarethenconnecteddirectlytoeachotherusingmodemsanddial-upphonelinesordedicatedleasedlines.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：,DirectConnectionBetweenTradingPartners,IndirectConnectionBetweenTradingPartners贸易伙伴间的间接连接方式,Insteadofconnectingdirectlytoeachofitstradingpartners,acompanymightdecidetousetheservicesofavalue-addednetwork.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。Avalue-addednetwork(VAN)isacompanythatprovidesthecommunicationsequipment,software,andskillsneededtoreceive,store,andforwardelectronicmessagesthatcontainEDItransactionsets.增值网是指一个企业提供接收、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。,IndirectConnectionBetweenTradingPartners,VAN增值网,CompaniesthatprovideVANservicesincludeGeneralElectricInformationServices,GPAS,HarbingerCorp.,IBMGlobalServices,etc.提供增值网服务的公司有：GeneralElectricInformationServices,GPAS,HarbingerCorp.,IBMGlobalServices,etc.CostisanissuetoVAN.MostVANsrequireanenrollmentfee,amonthlymaintenancefee,andatransactionfee.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。,5.4EDIontheInternet互联网上的EDI,TradingpartnerswhohadbeenusingEDIbegantoviewtheInternetasapotentialreplacementfortheexpensiveleasedlines.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ThemajorroadblocktoconductingEDIovertheInternetwassecurity.在互联网上进行EDI的主要障碍是互联网的安全性较差AstheTCP/IPwasenhancedandSHTTPprotocolwasdeveloped,businessesworriedlessaboutsecurityissues.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。,5.4.1OpenArchitectureoftheInternet互联网的开放式体系结构,Anumberofnewfirms,suchasCommerceOneandIPNet,havebegunprovidingEDIservicesontheInternet.CommerceOneandIPNet等很多新企业已开始提供互联网的EDI服务。EDIontheInternetisalsocalled“openEDI”becausetheInternetisanopenarchitecturenetwork.互联网的体系结构是开放的，所以互联网EDI也称为开放式EDINewtools,suchasXML,arehelpingtradingpartnersbeevenmoreflexibleinexchangingdetailedinformation.XML等新工具可以使贸易伙伴间的信息交换更加开放灵活,5.4.2FinancialEDI金融EDI,TheEDItransactionsetsthatprovideinstructionstoatradingpartnersbankarecalledfinancialEDI(FEDI).向贸易伙伴的银行发出指令的EDI报文标准称为金融EDIAllbankshavetheabilitytoperformelectronicfundstransfers(EFTs).所有银行都可以进行电子资金转帐(EFTs).MostEFTsarehandledthroughtheAutomatedClearingHouse(ACH).美国大部分的EFTs都是通过自动清算所(ACH)完成的SecurityandreliabilityareissuesofFEDI.FEDI的问题是安全性和可靠性,HybridEDISolutions混合的EDI解决方案,SomefirmsareofferinghybridEDIsolutionsthatusetheInternetforpartofthetransaction.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BottomlineTechnologiespayBasepackageisanexampleofhybridEDI.Bottomline技术公司提供的payBase软件包就是混合的EDI的实例。OtherhybridsolutionsincludeEDI-HTMLtranslationservices.其他混合的EDI解决方案包括提供EDI-HTML翻译服务。,5.5SupplyChainManagement供应链管理,Thepartofanindustryvaluechainthatprecedesaparticularstrategicbusinessunitisoftencalledasupplychain.某个战略业务单元之前的行业价值链通常称为价值链Acompanyssupplychainforaparticularproductorserviceincludesalltheactivitiesundertakenbyeverypredecessorinthevaluechaintodesign,produce,promote,market,deliver,andsupporteachindividualcomponent.企业产品或服务的供应链包括价值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。Thepurchasingdepartmenthastraditionallybeenchargedwithbuyingallthesecomponentsatthelowestpricepossible.传统意义上，采购部门负责以可能低的价格购买所有零件，而忽略了供应链的总成本。,5.5.1ValueCreationintheSupplyChain供应链中的价值创造,Theprocessoftakinganactiveroleinworkingwithsupplierstoimproveproductsandprocessesiscalledsupplychainmanagement(SCM).主动同供应商合作来改进产品和业务流程的过程称为供应链管理SCMwasoriginallydevelopedasawaytoreducecosts.供应链管理最初的目标是降低成本,ValueCreationintheSupplyChain供应链中的价值创造,Today,SCMisusedtoaddvalueintheformofbenefitstotheultimateconsumerattheendofthesupplychain.现在，供应链管理的目标是为供应链末端的最终用户提供更多的价值。Supplychainmemberscanreducecostsandincreasethevalueofproductsorservicestotheultimatecustomer.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,InternetTechnologiesintheSupplyChain供应链中的网络技术,ClearcommunicationsandquickresponsestothosecommunicationsareakeyelementofsuccessfulSCM.明确的沟通以及成员对沟通的快速响应是供应链管理成功的关键TechnologiesoftheInternetandtheWebcanbeveryeffectivecommunicationenhancers.互联网技术是实现这一沟通的有效工具Figure5-3liststheadvantagesofusingInternetandWebtechnologiesinSCM.表5-3所示为在供应链管理中使用互联网技术的好处,表5-3InternetTechnologiesintheSupplyChain供应链中的网络技术,38,表5-3InternetTechnologiesintheSupplyChain供应链中的网络技术,供应商利用互联网和WWW技术可以：共向顾客需求波动信息；及时得到产品设计改变和调整的通知；更有效地提供产品说明和图纸；加快交易处理的速度；降低交易处理的成本；减少交易数据输入的错误；共享次品率和次品类型信息。,IncreasingEfficiencyintheSupplyChain提高供应链的效率,ManycompaniesareusingInternetandWebtechnologiestomanagesupplychainsinwaysthatyieldincreasingefficiencythroughoutthechain.很多公司利用互联网技术管理供应链，以提高整个互联网的效率In1997,productionandschedulingerrorscostBoeingover$1.5billion.1997年，生产和计划的失误使得波音公司损失超过15亿美元UsingEDIandInternetlinks,Boeingisworkingwithsupplierssothattheycanprovidetherightpartattherighttime.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。,TechnologyintheSupplyChain供应链技术,DellComputerhasalsousedtechnology-enabledSCMtogivecustomersexactlywhattheywant.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Dellhasbeenabletodramaticallyreducetheamountofinventoryitmusthold.戴尔公司通过掌握更多的市场信息，大幅度降低了库存信息。Dellhasalsosharedthisinformationwithmembersofitssupplychain.戴尔公司也与供应链的其他成员共享这些信息。,UsingTechnologytoCreateanUltimateConsumerOrientation建立消费者导向,Oneofthemaingoalsofsupplychainmanagementistohelpeachcompanyinthechainfocusonmeetingtheneedsoftheconsumerwhoisattheendofthesupplychain.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SinceInternettechnologiesaretoolsthatimprovecommunicationsataverylowcost,theyareidealaidsforenhancingthecreationofahighlycoordinatedandeffectivesupplychain.由于互联网技术是以低成本进行沟通的工具，因此非常适合辅助建立协调与高效的供应链。,5.5.3BuildingandMaintainingTrustintheSupplyChain建立与维系供应链的信任,Themajorissuethatmostcompaniesmustdealwithinformingsupplychainalliancesisdevelopingtrust.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Continualcommunicationandinformationsharingarekeyelementsinbuildingtrust.持续的沟通和信息共享是建立信任的主要手段VendorsarefindingthattheWebgivesthemanopportunitytostayincontactwiththeircustomersmoreeasilyandlessexpensively.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。,5.6ElectronicMarketplacesandPortals电子集市与门户,AstheWebemergedinthemid-1990s,manybusinessresearchersandconsultantsbelievedthatitwouldprovideanopportunityforcompaniestoestablishinformationhubsforeachmajorindustry.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Theseindustryhubswouldoffernews,researchreports,analysesoftrends,andin-depthreportsoncompaniesintheindustry.这些行业信息中心将提供新闻、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Inadditiontoinformation,thesehubswouldoffermarketplacesandauctions.除此之外，它还提供交易和拍卖中心。,ElectronicMarketplacesandPortals电子集市与门户,BecausethesehubswouldofferadoorwaytotheInternetforindustrymembersandwouldbeverticallyintegrated,theseplannedenterpriseswerecalledverticalportalsorvortals.由于这些交易中心为本行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。Aswithmanyelectroniccommercepredictions,thepredictionthatverticalportalswouldchangebusinessforeverdidnotturnouttobeexactlycorrect.像其他许多对电子商务的预言一样，垂直门户将会改变行业的预言也没有成为现实。,5.6.1IndustryMarketplaces行业集市,Thefirstcompaniestolaunchindustryhubsthatfollowedtheverticalportalmodelcreatedtradingexchangesthatwerefocusedonaparticularindustry.最早采用垂直门户模式的公司建起行业交易中心，它强调于特定的行业。Theseverticalportalsbecameknownbyvariousnamesincludingindustrymarketplaces,independentexchanges,orpublicmarketplaces.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。,IndustryMarketplaces行业集市,Ventroopeneditsfirstindustrymarketplace,Chemdex,in1997totradebulkchemicals.Ventro公司在1997年初建立了自己第一个行业电子集市Chemdex。VentroalsoopenedPromedixforspecialtymedicalsupplies,AmphireSolutionsforfoodservice,MarketMileforgeneralbusinessproductsandservices,andanumberofothers.Ventro公司又创办了面向医疗用品的Promedix，面向食品业的AmphireSolutions面向企业普通用品与服务的MarketMile以及其他许多电子集市。ThehomepageofCheM,whichcompeteddirectlywithVentrointhebulkchemicalsmarket,appearsinFigure5-12.下图所示为目前还在运营的散装化学品行业集市CheM的主页,IndustryMarketplaces行业集市,IndustryMarketplaces行业集市,Thenumberofnewentrantsintothesebusinessesgrewrapidlyduringthenexttwoyears.接下来的两年进入这些行业的很多公司快速成长Bymid-2000,thereweremorethan2200independentexchangesinawidevarietyofindustries.到2000年中期，大约有2200家各行各业的第三方交易中心。Forexample,therewere200exchangesoperatinginthemetalsindustryalone.例如：仅金融行业就有200家交易中心在运营。,5.6.2PrivateStoresandCustomerPortals专门店铺与客户门户,Asestablishedcompaniesinvariousindustrieswatchednewbusinessesopenmarketplaces,theybecameconcernedthattheseindependentoperatorswouldtakecontroloftransactionsawayfromtheminsupplychains.各行业的公司都在关心着这些新建的公共电子集市，担心这些电子集市会从他们手里夺取供应链交易的控制权，而这是他们花了多年才取得的。Largecompaniesthatselltomanyrelativelysmallcustomerscanexertgreatpowerinnegotiatingprice,quality,anddeliverytermswiththosecustomers.面对很多小客户的大公司就价格与交付条款进行谈判时处于有利地位，Thesesellersfearedthatindustrymarketplaceswoulddilutethatpower.他们担心行业电子集市会夺取这个权力。,PrivateStoresandCustomerPortals专属店铺与客户门户,ManyoftheselargecompanieshadalreadyinvestedheavilyinWebsitesthattheybelievedwouldbettermeettheneedsoftheircustomersthananyindustrymarketplace.这些大公司已经在自己的网站上投入巨资，认为自己会比任何行业电子集市更好地满足客户。Forexample,CiscoandDellofferprivatestoresforeachoftheirmajorcustomerswithintheirsellingWebsites.例如：思科和戴尔都在自己的网站上伟大客户提供专属店铺。Othercompanies,suchasGraingerandMilacron,provideadditionalservicesforcustomersontheirsites.其他公司，例如GraingerandMilacron公司还提供额外的服务。,5.6.3PrivateCompanyMarketplaces专属电子集市,Largecompaniesthatpurchasefromvendorsthatarerelativelysmallcanexertgreatpoweroverthosevendorsinpurchasingnegotiations.从许多小的供应商那里采购的大公司在交易谈判时也处于有利地位。Thesecompaniescaninvestinprocurementsoftware.这些公司能在采购软件商投资。Companiesthatimplemente-procurementsoftwareusuallyrequiretheirsupplierstobidfortheirbusiness.实施了电子采购软件的公司会要求供应商在网上投标，,PrivateCompanyMarketplaces私人电子集市,Whenindustrymarketplacesopenedforbusiness,theselargecompanieswerereluctanttoabandontheirinvestmentsine-procurementsoftware.出现行业电子集市以后，这些大公司不愿意放弃自己在电子采购软件方面的投资Thesecompaniesusetheirpowerinthesupplychaintoforcesupplierstodealwiththemontheirowntermsratherthannegotiatewithsuppliersinanindustrymarketplace.这些公司利用自己在供应链上的权力，直接要求供应商同自己交易，而不是在电子集市里同供应商谈判。Asmarketplacesoftwarebecamemorereliable,manyofthesecompaniesdevelopedprivatecompanymarketplaces.随着电子集市软件的逐渐可靠，这些公司开始建立专属电子集市。,5.6.4IndustryConsortia-SponsoredMarketplaces行业共同电子集市,Somecompanieshadrelativelystrongnegotiatingpositionsintheirindustrysupplychain,butdidnothaveenoughpowertoforcesupplierstodealwiththemthroughaprivatecompanymarketplace.有些公司在行业供应链中处于相对强势的谈判地位，但没有强到迫使供应商在专属电子集市进行交易。Thesecompaniesbegantoformconsortiatosponsormarketplaces.这些公司开始结盟共同建立电子集市Anindustryconsortia-sponsoredmarketplaceisamarketplaceformedbyseverallargebuyersinaparticularindustry.行业共同电子集市是由某个行业多家大采购者联合建立的电子集市,Marketplaces集市,55,复习题,什么是直接物料和间接物料？为什么一家大公司会有两个不同的部门来分别管理这两种物料的采购？那些行业最先建立EDI报文标准？为什么这些行业在制定标准会比其他行业更积极？给出知识管理的定义，并简述一家管理咨询公