电子商务cha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帮助一家公公司将该公司客客户的人力力资源职能能复制在加加密的网站站上，实现现客户的员员工可访问问此网站。。Supportactivitiesinclude:支持活动包包括：Financeandadministration财务与行政政管理Humanresources人力资源Technologydevelopment技术开发12TrainingandKnowledgeManagement培训与知识识管理Onecommonactivitythatunderliesmultipleprimaryactivitiesistraining.支持多种关关键活动的的一个常见见活动就是是培训。Knowledgemanagementisanothersupportactivitythatintentionallycollects,classifies,anddisseminatesinformationaboutacompany,itsproducts,anditsprocesses.知识管理是是专门收集集、分类和和发布有关关企业、产产品和业务务流程的信信息。BroadVisionhasinstalledK-Net,orKnowledgeNetwork,thatorganizesalltheinformationsourcesthatitsemployeesuseregularlyintheirjobs.宏道（BroadVision）公司的内内部知识网网（K-Net）将自己员员工在工作作中经常使使用的信息息源组织起起来。135.2.5E-Government电子政务Althoughgovernmentsdonottypicallysellproductsorservicestocustomers,theydoperformmanyfunctionsfortheirstakeholders.虽然政府并并不向客户户销售产品品或服务，，但他们要要为利益相相关者执行行许多职能能。Governmentsalsoperformbusiness-likeactivities;forexample,theyemploypeople,buysuppliesfromvendors,anddistributebenefitpaymentsofmanykinds.政府也会进进行类似企企业的活动动，如雇佣佣员工、采采购用品、、发放工资资和福利。。Theuseofelectroniccommercebygovernmentsandgovernmentagenciestoperformthesefunctionisoftencallede-government.政府及其机机构利用电电子商务执执行这些职职能称为电电子政务。。14E-Government电子政务TheU.S.government’sFinancialManagementService(FMS)openeditsWebsite,P.

2000年，美国政政府的财政政管理局（（FMS）建立了P网站FMSisresponsibleforreceivingthegovernment’stax,license,andotherfeerevenue.FMS部门主要负负责接收政政府的税费费收入，FMSisresponsibleforpayingoutSocialSecuritybenefits,veteransbenefits,taxrefunds,andotherdisbursements.FMS部门并负责责发放社保保金、退休休金、退税税及其他支支出。StategovernmentsarealsocreatingtheirownWebsitesforconductingbusinessandinteractingwiththeirstakeholders.州政府也建建立网站开开展业务并并与利益相相关者沟通通。15E-Government电子政务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。21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22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要求网络上每每个企业都运运行自己的EDI翻译计算机。。TheseEDItranslatorcomputersarethenconnecteddirectlytoeachotherusingmodemsanddial-upphonelinesordedicatedleasedlines.这些EDI翻译计算机通通过调制解调调器以及拨号号电话线或专专线直接连接接。如下图所示：：24DirectConnectionBetweenTradingPartners25IndirectConnectionBetween

TradingPartners贸易伙伴间的的间接连接方方式Insteadofconnectingdirectlytoeachofitstradingpartners,acompanymightdecidetousetheservicesofavalue-addednetwork.除了与贸易伙伙伴直接连接接外，企业还还可以通过增增值网与贸易易伙伴间接连连接。Avalue-addednetwork(VAN)isacompanythatprovidesthecommunicationsequipment,software,andskillsneededtoreceive,store,andforwardelectronicmessagesthatcontainEDItransactionsets.增值网是指一一个企业提供供接收、存储储和发送电子子信息（包括括EDI报文）所需的的通信设备、、软件和技术术。26IndirectConnectionBetween

TradingPartners27VAN增值网CompaniesthatprovideVANservicesincludeGeneralElectricInformationServices,GPAS,HarbingerCorp.,IBMGlobalServices,etc.提供增值网服服务的公司有有：GeneralElectricInformationServices,GPAS,HarbingerCorp.,IBMGlobalServices,etc.CostisanissuetoVAN.MostVANsrequireanenrollmentfee,amonthlymaintenancefee,andatransactionfee.VAN的一个问题是是成本太高。。大部分VAN要收注册费、、月租费、和和交易费。285.4EDIontheInternet互联网上的EDITradingpartnerswhohadbeenusingEDIbegantoviewtheInternetasapotentialreplacementfortheexpensiveleasedlines.随着互联网的的出现，那些些原来采用EDI的贸易伙伴开开始考虑用互互联网替代昂昂贵的专线和和拨号连接ThemajorroadblocktoconductingEDIovertheInternetwassecurity.在互联网上进进行EDI的主要障碍是是互联网的安安全性较差AstheTCP/IPwasenhancedandSHTTPprotocolwasdeveloped,businessesworriedlessaboutsecurityissues.随着互联网的的TCP/IP基础结构用SHTTP等安全协议和和多种加密技技术增强之后后，企业对互互联网安全问问题的担心减减少了，但还还没有完全消消除。295.4.1OpenArchitectureoftheInternet互联网的开放放式体系结构构Anumberofnewfirms,suchasCommerceOneandIPNet,havebegunprovidingEDIservicesontheInternet.CommerceOneandIPNet等很多新企业业已开始提供供互联网的EDI服务。EDIontheInternetisalsocalled““openEDI”becausetheInternetisanopenarchitecturenetwork.互联网的体系系结构是开放放的，所以互互联网EDI也称为开放式式EDINewtools,suchasXML,arehelpingtradingpartnersbeevenmoreflexibleinexchangingdetailedinformation.XML等新工具可以以使贸易伙伴伴间的信息交交换更加开放放灵活30金融EDITheEDItransactionsetsthatprovideinstructionstoatradingpartner’sbankarecalledfinancialEDI(FEDI).向贸易伙伴的的银行发出指指令的EDI报文标准称为为金融EDIAllbankshavetheabilitytoperformelectronicfundstransfers(EFTs).所有银行都可可以进行电子子资金转帐(EFTs).MostEFTsarehandledthroughtheAutomatedClearingHouse(ACH).美国大部分的的EFTs都是通过自动动清算所(ACH)完成的SecurityandreliabilityareissuesofFEDI.FEDI的问题是安全全性和可靠性性31HybridEDISolutions混合的EDI解决方案SomefirmsareofferinghybridEDIsolutionsthatusetheInternetforpartofthetransaction.一些企业提供供混合的EDI解决方案，即即通过互联网网完成部分交交易活动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。33供应链链中的的价值值创造造Theprocessoftakinganactiveroleinworkingwithsupplierstoimproveproductsandprocessesiscalledsupplychainmanagement(SCM).主动同同供应应商合合作来来改进进产品品和业业务流流程的的过程程称为为供应应链管管理SCMwasoriginallydevelopedasawaytoreducecosts.供应链链管理理最初初的目目标是是降低低成本本34ValueCreationintheSupplyChain供应链链中的的价值值创造造Today,SCMisusedtoaddvalueintheformofbenefitstotheultimateconsumerattheendofthesupplychain.现在，，供应应链管管理的的目标标是为为供应应链末末端的的最终终用户户提供供更多多的价价值。。Supplychainmemberscanreducecostsandincreasethevalueofproductsorservicestotheultimatecustomer.通过合合作，，供应应链成成员可可以降降低成成本、、增加加最终终顾客客获得得的产产品或或服务务的价价值35InternetTechnologiesintheSupplyChain供应链链中的的网络络技术术ClearcommunicationsandquickresponsestothosecommunicationsareakeyelementofsuccessfulSCM.明确的的沟通通以及及成员员对沟沟通的的快速速响应应是供供应链链管理理成功功的关关键TechnologiesoftheInternetandtheWebcanbeveryeffectivecommunicationenhancers.互联网网技术术是实实现这这一沟沟通的的有效效工具具Figure5-3liststheadvantagesofusingInternetandWebtechnologiesinSCM.表5-3所示为为在供供应链链管理理中使使用互互联网网技术术的好好处36表5-3InternetTechnologiesintheSupplyChain供应链链中的的网络络技术术37表5-3InternetTechnologiesintheSupplyChain供应链链中的的网络络技术术38IncreasingEfficiencyintheSupplyChain提高供供应链链的效效率ManycompaniesareusingInternetandWebtechnologiestomanagesupplychainsinwaysthatyieldincreasingefficiencythroughoutthechain.很多公公司利利用互互联网网技术术管理理供应应链，，以提提高整整个互互联网网的效效率年，生生产和和计划划的失失误使使得波波音公公司损损失超超过15亿美元元UsingEDIandInternetlinks,Boeingisworkingwithsupplierssothattheycanprovidetherightpartattherighttime.波音公公司用用EDI和互联联网连连接同同供应应商合合作，，使供供应商商能够够在正正确的的时间间提供供正确确的零零部件件。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。。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面向企业普通通用品与服务务的MarketMile以及其他许多多电子集市。。ThehomepageofCheM,whichcompeteddirectlywithVentrointhebulkchemicalsmarket,appearsinFigure5-12.下图所示为目目前还在运营营的散装化学学品行业集市市CheM的主页46IndustryMarketplaces行业集市47IndustryMarketplaces行业集市Thenumberofnewentrantsintothesebusinessesgrewrapidlyduringthenexttwoyears.接下来的两年年进入这些行行业的很多公公司快速成长长Bymid-2000,thereweremorethan2200independentexchangesinawidevarietyofindustries.到2000年中期，大约约有2200家各行各业的的第三方交易易中心。Forexample,therewere200exchangesoperatinginthemetalsindustryalone.例如：仅金融融行业就有200家交易中心在在运营。485.6.2PrivateStoresandCustomerPortals专门店铺与客客户门户Asestablishedcompaniesinvariousindustrieswatchednewbusinessesopenmarketplaces,theybecameconcernedthattheseindependentoperatorswouldtakecontroloftransactionsawayfromtheminsupplychains.各行业的公司司都在关心着着这些新建的的公共电子集集市，担心这这些电子集市市会从他们手手里夺取供应应链交易的控控制权，而这这是他们花了了多年才取得得的。Largecompaniesthatselltomanyrelativelysmallcustomerscanexertgreatpowerinnegotiatingprice,quality,anddeliverytermswiththosecustomers.面对很多小客客户的大公司司就价格与交交付条款进行行谈判时处于于有利地位，，Thesesellersfearedthatindustrymarketplaceswoulddilutethatpower.他们担心行业业电子集市会会夺取这个权权力。49PrivateStoresandCustomerPortals专属店铺与客客户门户ManyoftheselargecompanieshadalreadyinvestedheavilyinWebsitesthattheybelievedwouldbettermeettheneedsoftheircustomersthananyindustrymarketplace.这些大公司已已经在自己的的网站上投入入巨资，认为为自己会比任任何行业电子子集市更好地地满足客户。。Forexample,CiscoandDellofferprivatestoresforeachoftheirmajorcustomerswithintheirsellingWebsites.例如：思科和和戴尔都在自自己的网站上上伟大客户提提供专属店铺铺。Othercompanies,suchasGraingerandMilacron,provideadditionalservicesforcustomersontheirsites.其他公司，例例如GraingerandMilacron公司还提供额额外的服务。。505.6.3PrivateCompanyMarketplaces专属电子集市市Largecompaniesthatpurchasefromvendorsthatarerelativelysmallcanexertgreatpoweroverthosevendorsinpurchasingnegotiations.从许多小的供供应商那里采采购的大公司司在交易谈判判时也处于有有利地位。Thesecompaniescaninvestinprocurementsoftware.这些公司能在在采购软件商商投资。Companiesthatimplemente-procurementsoftwareusuallyrequiretheirsupplierstobidfortheirbusiness.实施了电子采采购软件的公公司会要求供供应商在网上上投标，51PrivateCompanyMarketplaces私人电子集市市Whenindustrymarketplacesopenedforbusiness,theselargecompanieswerereluctanttoabandontheirinvestmentsine-procurementsoftware.出现行业电子子集市以后，，这些大公司司不愿意放弃弃自己在电子子采购软件方方面的投资Thesecompaniesusetheirpowerinthesupplychaintoforcesupplierstodealwiththemontheirowntermsratherthannegotiatewithsuppliersinanindustrymarketplace.这些公司利用用自己在供应应链上的权力力，直接要求求供应商同自自己交易，而而不是在电子子集市里同供供应商谈判。。Asmarketplacesoftwarebecamemorereliable,manyofthesecompaniesdevelopedprivatecompanymarketplaces.随着电子集市市软件的逐渐渐可靠，这些些公司开始建建立专属电子子集市。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.这些公司开开始结盟共共同建立电电子集市Anindustryconsortia-sponsoredmarketplaceisamarketplaceformedbyseverallargebuyersinaparticularindustry.行业共同电电子集市是是由某个行行业多家大大采购者联联合建立的的电子集市市53Marketplaces集市54复习题什么是直接接物料和间间接物料？？为什么一一家大公司司会有两个个不同的