I.

Khi qut chung v tnh hnh thng mi in t ti Vit Nam Sau 4 nm trin khai v thc hin k hoch tng th pht trin thng mi in t giai on 2006-2010, thng mi in t Vit Nam c s pht trin mnh v lng v v cht, tng bc i vo cuc sng, gp phn tch cc cho s pht trin chung ca t nc. Vic ng dng TMT ca doanh nghip t kt qu tt, gn nh 100% cc doanh nghip t chc trin khai ng dng TMT nhiu quy m v mc khc nhau. Vic ng dng TMT mang li hiu qu cao cho doanh nghip. 100% doanh nghip tham gia kho st trang b my tnh v trung bnh mi doanh nghip c 25,8 my tnh. C 98% doanh nghip kt ni Internet di nhiu hnh thc khc nhau, trong 96% l kt ni bng bng thng rng (ADSL) v ng truyn ring (leased line). Cc doanh nghip cng ch trng ti vic khai thc ng dng c bn ca TMT l th in t (email) vi 86% doanh nghip s dng email cho mc ch kinh doanh, trong t l s dng ca cc doanh nghip ln l 95%, doanh nghip nh v va l 78%. Mua bn hng ha v dch v qua interet dn tr nn quen thuc vi mt b phn ngi tiu dung ti cc th ln. Hnh thc mua bn qua internet ph bin nht hin nay la mua bn hng ha v dch v qua cc website thng mi in t. n nay c rt nhiu doanh nghip t chc bn hng ha v dch v qua website TMT, i u l cc DN thuc lnh vc hng khng, du lch, siu th bn hng tng hp Cho n cui nm 2009, vic mua bn qua cc website TMT tr nn kh ph bin i vi mt s loi hng ha, dch v nh ve my bay, in t, in thoi di ng, my tnh, sch, tour du lch, phng khch sn, nc hoaPhng thc thanh ton v giao hng cng c cc DN thc hin rt linh hot, p ng hu ht cc yu cu ca ngi mua t thanh ton trc tuyn, chuyn khon sau khi t hng cho n kho nhn hng. Cng vi s pht trin ca TMT l s ra di ca cc sn giao dch TMT. Mi DN u c li ch t sn giao dch TMT. Mt sn giao dch TMT cho php cc DN hi t li v s dng internet thc hin cc giao dch phc tp v gia tng hiu qu t cc giao dch . n nay doanh thu t cc hot ng TMT B2B chim khong 80% so vi tng doanh thu t cc hot ng TMT. Chng ta c th thy c TMT B2B v ang chim mt v tr quan trng trong lnh vc TMT bi nhng li ch m n mang li. Tuy nhin, bn cnh n cung cn mt s hn ch m chng ta cn phi c gng khc phc. II. TMT B2B nhng li ch v hn ch 1. Li ch ca TMT B2B Khi tham gia vo cc sn giao dch TMT,c ngi mua v ngi bn u c hng nhng li ch nht nh nh vo c trng v quy m ca TMT B2B. 1.1 TMT B2B gip to ra cc c hi mua bn mi

Nu nh trong thng mi truyn thng qu trnh mua hng ca doanh nghip c tin hnh chm chp bi rt nhiu l do nh thi gian, a l, cch thc tm kim ngun hng Vi thng mi in t B2B, cc doanh nghip hon ton c c hi mua bn mi m khng b hn ch v khng gian, thi gian. Cc doanh nghip c th c nhiu phng php qung co, bn hng ca mnh nh bn hng trc tip qua catalog ca cng ty hoc bn thng qua u gi (t doanh nghip t chc hoc thng qua website trung gian u gi trc tuyn). Ngc li bn mua c th tm ra cho mnh nh cung cp ng nht bng cch tm hiu v thng tin ca nh cung cp v nguyn liu, sn phm ca h thng qua website ca doanh nghip hoc tm ra mc gi ng nht thng qua sn giao dch trc tuyn. Ti Vit Nam s doanh nghip c website chim ti 45% trn tng s v 36% trong s ny c thc hin mua bn hng ha v dch v.Vi vic ra i cc trung gian trc tuyn nh eBay.com, Alibaba.com cc doanh nghip c nhiu c hi mua bn nhiu hn. Ra i t nm 1999 nhng cho n nay alibaba.com c coi l website trung gian B2B ln nht th gii vi s tham gia ca hn 38 triu thnh vin n t hn 240 quc gia v vng lnh th.Do c hi mua bn ca cc doanh nghip l rt ln khi gii hn v khng gian a l cng nh thi gian c xa b. Cc thnh vin khi tham gia vo cc sn giao dch c th tham kho thng tin ca nhau, v mi thnh vin cng c th t gii thiu v bn thn DN ca mnh v cc mt hng thuc lnh vc kinh doanh ca DN. T , cc i tc s d dng tm n vi nhau v c th tin hnh cc m phn giao dch. Alibaba.com l mt trong nhng sn thng mi in t B2B hng u th gii vi tng ti sn ln ti 2,5 t USD, trong Yahoo chim 40%. Nm 2007 Alibaba c hng triu doanh nghip thnh vin vi hn 10 triu giao dch online. Ring Vit Nam c gn 5000 ti khon ca nh cung cp ng k ti Alibaba cho bn sn phm xut khu. Vi mc ch gip cho cc doanh nghip Vit Nam tip cn tt hn vi dch v ca Alibaba nh ng k ti khon, gii thch thut ng, cc phng php cho hng hay h tr ngn ng, gia thng 4 nm 2008 Alibaba tin hnh tip xc vi Vinalink Media. Vinalink l mt cng ty kinh doanh trc tuyn ti Vit Nam, hin ang qun l sn giao dch Thp (Metal.com.vn), Danh b website Vit Nam (Vietnamwebsite..net), Chuyn trang B2B (Vietnamexport.net) v Danh b Cng ty (company.vn). Alibaba la chn Vinalink l i tc chnh thc ti Vit Nam, c quyn cung cp cc cng c ca Alibaba trn h thng website ca mnh. Cc doanh nghip Vit Nam c th ng k ti khon trc tip thng qua nhng website ny, tham gia giao dch mua bn, nng cp thnh vin hay hi p trc tip bng ting Vit vi cc

chuyn gia ca Vinalink. Ngoi ra cc thnh vin trn h thng ca Vinalink cng s c tch hp vo c s d liu ca Alibaba qung b ra ton th gii. 1.2 Tham gia vo mi trng TMT B2B gip cc DN c th loi b bt c cc loi giy t v ct gim chi ph qun l. Khi DN tham gia vo cc sn giao dch TMT B2B, a ng dng trao i d liu in t vo trong qu trnh hot ng. Khi giao dch c thc hin bng EDI, h thng my tnh ca DN s hot ng nh mt kho d tr cc d liu cn thit h tr cc giao dch . Khi c s dng, EDI rt thng tin t nhng ng dng ca cng ty v truyn ti cc chng t giao dch phi giy t di dng my tnh c c qua ng dy din thoi hoc cc thit b vin thng khc. u nhn, d liu c th nhp trc tip vo h thng my tnh ca i tc, c t ng x l vi cc ng dng ni b ti ni nhn. Ton b qu trnh ny din ra trong vi pht m khng cn phi g li thng tin v trnh cho cc bn nhng phin toi v giy t i km vi vic x l vn bn bng tay. S dng EDI qua s gip tng gi tr khon u t ca DN cho vic ng dng phn mm giao dch. Hn na vic to, gi v nhn cc chng t giao dch EDI c th c t ng ho v tch hp vi nhng ng dng my tnh hin hnh trong ni b cng ty. Vi EDI, cc phn mm ng dng ca DN c th gi chng t giao dch trc tip n h thng my tnh ca i tc m khng cn s can thip ca con ngi. EDI gip gim thiu cng sc ca nhn vin v hn ch nhng chm tr hay li thng i km vi vic x l chng t bng tay. Bng cch n gin ho v tinh gim cc quy trnh giao dch, EDI c th gip DN kim sot c chi ph, tng tnh hiu qu v ci thin trnh phc v khch hng. Hills Discount Chain l mt cng ty gm mt lot ca hng gim gi. Cng ty ny trao i in t vi cc i tc thng mi t nhiu nm nay theo tiu chun Truyn thng lin k ngh t nguyn, tc chun ANSI X12 cho ngnh cng nghip bn l. Dng EDI cho cc phiu t hng l v cng quan trng i vi cng ty v tnh phc tp ca chng. Mt phiu t hng c th t mua ti 200 mt hng cho mt hoc mt s ca hng l chuyn thng tnh. Do , v s lng ln cc phiu t v phc tp ca chng nn rt d b li khi vo d liu v ngi bn hng thng mt khong hai tun chuyn ng n cc phiu n h thng nhp phiu. Nhng vi vic thc hin EDI, cc vn nh nguy c b li gy ra tha hng hoc thiu hng trong kho hoc vn chuyn chm, b gim i ng k hoc b loi tr hon ton. Mt khc h thng lp ho n ca cng ty Hills cng rt phc tp. l v ni bn hng khng nhng phi chuyn hng ti nhiu a im khc nhau trong cng mt n hng, m cn phi gi ho n bn hng cho cc a im khc nhau . Mc d ho n c gi ti ca hng, nhng ca hng li khng phi l ni tr tin cho ho n , m ch kim chng cc ho n thi. Sau cc ho n li c gi li cho tng hnh dinh ni t hng tr tin. Nu dng EDI trong h thng lp ho n bn hng, th ngi bn hng c th gi cc ho n cho

tng hnh dinh mt cch t ng, gii thch r rng v vic phn phi hng ho v gi thnh ca chng cho cc ca hng, v cc ca hng ch vic kim chng nhng g m h nhn c. EDI cn c kt hp cng vi mt phng php qut im bn hng gi l p ng nhanh. Theo , sn phm c nh du bng m vch theo m sn phm chung (UPC Universal Product Code). Khi mt mt hng c bn, th m vch c qut v ghi vo h thng. Thng tin ny dng cp nht cc biu ghi tn kho mc bn l v to ra phiu t mua hng. Phiu t mua hng sau c truyn ti nh cung cp thng qua EDI. Kt qu l s nhn bit c xu hng v cc hng ho c chuyn nhanh ti lm y li kho. 1.3 Gip gim chi ph tm kim v thi gian i vi ngi mua Thng qua my vi tnh, ngi mua hng c th tip cn nhng thng tin y v tng qut v sn phm, vic t hng, xc nhn giao dch t ng, v cp nht thng tin v vic thc hin n hng mt cch thng xuyn. Sn giao dch thng mi in t gip cho ngi mua gim chi ph mua hng v tip cn th trng mt cch nhanh hn. Bng cch tham kho thng tin t nhiu b phn phng ban v cng ty, ngi mua hng c nhiu hi ginh c cc iu khan thng mi u i hn t pha cc nh cung cp. Bng cch tham kho thng tin t nhiu nh cung cp, ngi mua hng c th tit kim cho ph ca mnh. Thm vo , sn giao dch thng mi in t cn gip gim thiu thi gian tip cn th trng thng qua h thng cung cp hiu qu cc sn phm v dch v. Cc cng c phn tch ca thng mi in t cng thc y xu hng hp tc gia cc nh cung cp. Ngi mua c th bit c sn phm no c mua, ni no muat h c th lai ra cc nh cung cp khng ph hp v m phn vi nhng nh cung cp cn li t c nhng iu kin mua hng c li hn. Vi nhng nh phn phi trc tuyn, ngi mua ch phi t hng mt ln v ch phi tr mt ho n; l l do h lun thch th c lm vic vi nhng nh phn phi trc tuyn. Chng hn, trang Web Mercateo.com - mt trang Web phn phi trc tuyn sn phm MRO ch t hng t mt vi nh cung cp u t nht i vi mi loi hng ho. Cc trang Web thng c nhng hng dn r rng bng chnh nhng kin ca cc khch hng hoc nhng nh nghin cu c lp v trnh by nhiu cch gii quyt vn cho khch hng ca mnh. Mt khi ngi mua bit c h mun g, cng c tm kim trn trang Web s to thun li cho vic mua hang ca h. Nh cng ty SciQuest chng hn, l mt nh phn phi nhng thit b nghin cu, th nghim, kt ni trang Web tm kim v t hng ca n vi cc h thng ni

b ca cc khch hng; nh , mt khi ngI qun l chp nhn mua hng th n t hng s c chuyn pht mt cch t ng. 1.4 Tng nng sut lao ng ca cn b cng nhn vin lm cng tc mua, bn Thng qua my vi tnh v internet, vic t hng, xc nhn giao dch t ng, v cp nht thng tin v vic thc hin n hng mt cch thng xuyn. iu ny gip cc phng ban ph trch vic thu mua hng ha c th p dng nhng quy tc kinh doanh, gim chi ph do cc v giao dch la o gy ra, v m phn c nh cung cp gim gi nhiu hn thng qua cc cng c qun l vic mua hng trc tuyn. Nh vo tnh thng sut ca th trng m cng ty c th nng cao hiu qu hot ng kinh doanh ca mnh v tm kim c nhng ngun nguyn vt liu m mnh cn t nhng nh cung cp tt nht (v tt c cc phng din nh: gi c, cht lng, iu kin thanh ton.) trn quy m ton cu. Sn giao dch thng mi in t cho php cng ty vt qua nhng ro cn v a l, vn ra th trng tan cu, vic m trc y h kh c th t c. Bn cnh , sn giao dch gip tin trnh mua hng c tin hnh thun li hn, nng cao hiu qu hot ng mua hng, gim bt chi ph hnh chnh ca vic mua hng truyn thng. Sn giao dch thng mi in t gip ngi bn gia tng khch hng hin ti, m rng knh bn hng, gim chi ph bn hng. Ngi bn c th tng cng cc dch v khch hng v thc hin nhiu giao dch hn vi khch hng. Ngoi ra ngi bn c th ng bn hoc thanh l cc mt hng tn kho m khng vi phm cc quy nh v gi. H c iu kin m rng th trng nc ngai, tit kim chi ph kho bi, tng cng tnh chnh xc ca hp ng, v nhn tin thanh tan nhanh hn thng qua cc hnh thc thanh tan trc tuyn. 1.5 Gim sai st v tng cht lng dch v Thng thng cc n t hng qua website thng t sai st hn so vi cc n t hng theo cc phng tin khc nht l qua in thoi. V khi t hng qua web khch hng c th kim tra li hng ha m mun t hng hoc c th thay i quyt nh ca mnh. Trong trng hp hng ha khng ng vi yu cu ca ngi mua, hng ha b li, hng giao chm hoc thiu ngi mua c th t chi vic nhn hng v hy b giao dch.

Thng qua my vi tnh, ngi mua hng c th tip cn nhng thng tin y v tng qut v sn phm, vic t hng, xc nhn giao dch t ng, v cp nht thng tin v vic thc hin n hng mt cch thng xuyn. iu ny gip cc phng ban ph trch vic thu mua hng ha c th p dng nhng quy tc kinh doanh, gim chi ph do cc v giao dch la o gy ra, v m phn c nh cung cp gim gi nhiu hn thng qua cc cng c qun l vic mua hng trc tuyn. 1.6 Gim mc d tr v chi ph lin quan d tr, h gi thnh Nh vo tnh thng sut ca th trng m DN c th nng cao hiu qu hot ng kinh doanh ca mnh v tm kim c nhng ngun nguyn vt liu m mnh cn t nhng nh cung cp tt nht (v tt c cc phng din nh: gi c, cht lng, iu kin thanh ton.) trn quy m ton cu. Sn giao dch thng mi in t cho php DN vt qua nhng ro cn v a l, vn ra th trng tan cu, vic m trc y h kh c th t c. Bn cnh , sn giao dch gip tin trnh mua hng c tin hnh thun li hn, nng cao hiu qu hot ng mua hng, gim bt chi ph hnh chnh ca vic mua hng truyn thng. Nh vo mi trng kinh doanh mng, cc DN s tin hnh nhn n t hng v sn xut theo n t hng hoc d tr mt s ngun hng thit yu theo s lng hng t trung bnh ca cc k trc. Nh vy, DN c th tit kim c cc chi ph lien quan n d tr nh chi ph nh kho, chi ph vn chuyn t ni sn xut n kho, chi ph bo qunChi ph u vo cho sn phm s c gim bt, DN c th h gi thnh sn phm v tng tnh cnh tranh v gi ca sn phm so vi i th cnh tranh trn th trng. 1.7 Chi ph giao dch thp Trong thng mi truyn thng, chn ra c mt i tc kinh doanh, cc doanh nghip s tn rt nhiu thi gian cng nh cng sc tm hiu xem DN no thch hp. V cng phi qua mt thi gian mi c th m phn c v gi c, cht lng, dch vKhi tham gia vo sn giao dch TMT B2B cc DN s c li rt nhiu nh vo vic gim bt 1 s cng on trong vic tm kim i tc kinh doanh. Bi sn giao dch thng mi in t gip cho ngi mua gim chi ph mua hng v tip cn th trng mt cch nhanh hn. Bng cch tham kho thng tin t nhiu b phn phng ban v cng ty, ngi mua hng c nhiu hi ginh c cc iu khan thng mi u i hn t pha cc nh cung cp. Bng cch tham kho thng tin t nhiu nh cung cp, ngi mua hng c th tit kim cho ph ca mnh. Thm vo , sn giao dch thng mi in t cn gip gim thiu thi gian tip cn th trng thng qua h thng

cung cp hiu qu cc sn phm v dch v. Cc cng c phn tch ca thng mi in t cng thc y xu hng hp tc gia cc nh cung cp. Ngi mua c th bit c sn phm no c mua, ni no muat h c th lai ra cc nh cung cp khng ph hp v m phn vi nhng nh cung cp cn li t c nhng iu kin mua hng c li hn. TMT ph v cc gii hn ca thi gian v khng gian. V d, hiu sch ln nht th gii c th cha khong 170.000 cun sch. Nhng bn c th xem hng triu cun sch ca Amazon trn Internet. Hn th na, s lng sch ngy cng tng theo thi gian. L do l n khng b hn ch v khng gian v thi gian. Mt im na l hu ht cc hiu sch b gii hn v gi m ca. Mc d xut hin cc hiu sch m ca 24 gi/ ngy th nhng hiu sch ny vn cn rt t i. Bn vn cn phi i ra khi nh v tm tn cun sch bn mun trn gi sch. Vic ny tiu tn c thi gian v cng sc. V bn c th thm ch khng tm thy cun sch m bn mun. Tuy nhin, cc hiu sch trc tuyn m ca 24gi/ ngy v 7 ngy/ tun. Thm ch, nu bn thc dy vo lc na m, bn ch cn n bn phm tm cun sch bn mun v bn tm cun sch theo thi gian thc. Bn khng b rng buc bi cc gii hn v khng gian v thi gian. V n mt lc no cc hiu sch truyn thng s b loi ra. Tr khi bn khng quan tm n vic tiu tn thi gian v cng sc tm mt quyn sch mt hiu sch, lm sao bn c th chng li tng ca mt hiu sch trc tuyn? Cc hot ng thng mi khng ngng Khng c k ngh hng nm; dch v 24 gi/ngy.Cc hot ng thng mi khng ngng l mt hnh thc ph v cc gii hn ca khng gian v thi gian. TMT c th thc hin 24 gi trong ngy, 365 ngy trong nm. Gi s ti mun mua mt o len di tay vo lc 1 gi sng nhng cc ca hng ng ca vo gi . Vo ngy hm sau, ti li qun vic mua o. Nh th, ca hng mt i mt c hi bn o. Do gii hn thi gian, c hi bn chic o len di tay cho ti mt. 1.11 Thun tin cho c bit ha nhu cu ca khch hng Thng mi in t B2B vi c im l giao dch ch yu gia cc doanh nghip vi cc doanh nghip thng qua h thng c s h tng cng ngh thng tin thng mi in t, hng ha c giao dch thng vi s lng ng k bi ch yu giao dch ny s dng hng ha khng vo mc ch s dng cui cng m ch yu l ch bin v sn xut nn hng ha a s l dng nguyn vt liu.Giao dch thng mi in t B2B thun tin cho c 2 bn mua v bn c th d dng tip xc trao i nhu cu ca mnh c bit l bn mua hng thun tin xut kin ca mnh v loi hng ha mong mun bn bn c th p ng c cc khch hng c bit.i vi cc khch hng quen thuc th doanh nghip B2B c th d dng nm bt nhu cu thng qua thi quen mua sm hay lch s mua hng, cn i vi nhng khch hng mi ring l cha tng mua hng ti doanh nghip th to lng tin v cm gic an ton khi mua

hng th doanh nghip thng mi in t cn nhn din khch hng, nh gi v d on nhu cu, mong mun ca khch hng.i vi nhng doanh nghip thng mi in t nh khi mun pht huy li th ca mnh thng ngh n kh nng c bit ha nhu cu khch hng, vic ny s gip cho doanh nghip thng mi in t to c vi khch hng cm gic c bit, c trn trng v doanh nghip c khch hng coi l khch hng duy nht thc y khch hng quay li mua hng, tiu dng nhiu hn v gii thiu sn phm ca doanh nghip ti ngi thn. Sn giao dch thng mi in t gip ngi bn gia tng khch hng hin ti, m rng knh bn hng, gim chi ph bn hng. Ngi bn c th tng cng cc dch v khch hng v thc hin nhiu giao dch hn vi khch hng. Ngai ra ngi bn c th ng bn hoc thanh l cc mt hng tn kho m khng vi phm cc quy nh v gi. H c iu kin m rng th trng nc ngai, tit kim chi ph kho bi, tng cng tnh chnh xc ca hp ng, v nhn tin thanh tan nhanh hn thng qua cc hnh thc thanh tan trc tuyn. Nhng ngi bn c u c nhanh nhy bit nm bt v tha mn nhu cu khch hng bng cch to nn website thng mi in t hiu qu s thu ht c lng khch hng ln hn, to dng c quan h hp tc di hn vi khch hng, ng thi cnhiu ngi bit n hn. Nhng doanh nghip tin phong ny s gp phn xc dnh nhng g m ngi tiu dng thi nay trng i, nhng doanh nghip chmt r hn ch c th i theo bt chc m hnh ca h. 1.12 Tng kh nng ci thin dch v khch hng Cc cng c phn tch ca thng mi in t cng thc y xu hng hp tc gia cc nh cung cp. Ngi mua c th bit c sn phm no c mua, ni no muat h c th lai ra cc nh cung cp khng ph hp v m phn vi nhng nh cung cp cn li t c nhng iu kin mua hng c li hn. Ngi bn c th tng cng cc dch v khch hng v thc hin nhiu giao dch hn vi khch hng, do c th trao i thng xuyn cp nht nhng thc mc ca khch hng vi i ng nhn vin ca doanh nghip, dch v tt chnh l to ra s tin tng ca khch hng cho doanh nghip l iu rt quan trng trong thng mi in t bi do tnh cng ngh khc vi thng mi truyn thng.Hin nay vi s cnh tranh khc lit trn th trng cc doanh nghip u hng ti m bo dch v chm sc khch hng mt cch tt nht thu ht v gi chn khch hng, B2B gip chm sc khch hng mt cch tt hn v hng ti khch hng nhanh chng thun tin hn, cc doanh nghip trnh by t vn cho khch hng v sn phm mt cch tt nht gip khch hng a ra quyt nh chnh xc cho sn phm mnh mun mua. Cng Thng mi in t quc gia (ECVN) ti www.ecvn.com l sn giao dch thng mi in t B2B hng u Vit Nam hin nay. ECVN gip doanh nghip d dng hn trong vic

tm kim bn hng, thng tin kinh doanh.gip cc doanh nghip tham gia sn giao dch thun li trao i thng tin gip cho bn bn tng kh nng ci thin dch v thng qua thng tin t sn giao dch. Hot ng t thng 8 nm 2005, ti nay ECVN a gop phn thc hin muc tiu h tr cc doanh nghip lm quen vi thng mi in t, thc y thng mi trong nc v c bit l pht trin xut khu.c bit thng qua sn giao dch ny vic chm sc khch hang c bit khch hang l cc cng ty nc ngoi c khong cch ln v a l, th sn giao dch s gip thng tin trao i c minh bch hn r rang hn to s tin tng ln nhau gia cc bn. 1.13 To s minh bch v gi Vi s tr gip ca cng ngh thng tin v h tng c s truyn thng c bit l internet cc thnh phn trong mi quan h giao dch thng mi in t B2B cc bn c th cung cp cho i tc r rng cc chi ph sn xut, vn chuyn v gi thnh chnh xc ca sn phm mt cch r rng nht, to s tin tng ln nhau.i vi cc doanh nghip thng mi in t to s tin tng l rt quan trng bi v khch hng v uy tn l yu t cn quan tm hng u,to lng tin cho khch hng l vic khng n gin v s minh bch v gi c l mt vic cn thit, qun tr thng mi in t B2B gip to ra s minh bch v gi gia cc doanh nghip mua bn trong chui giao dch ny.Cc khch hng ca cc doanh nghip thng mi in t B2B ch yu l cc doanh nghip mua nguyn liu v sn xut li bn cho ngi tiu dng hoc bn li ch t doanh nghip mua v s dng trc tip nn s lng mua hng thng ln nn gi c cn r rng minh bch gip c 2 bn cng c li, bn khch hng rt cn iu ny bi r rng v gi c s gip h c th tnh ton ph hp cho gi sn phm u ra cui cng bn cho ngi tiu dng. 2. Hn ch ca TMT B2B 2.1 Loi b cc nh phn phi v nhng ngi bn l Vi vic tham gia trc tip vo cc sn giao dch TMT B2B, cc DN c th d dng lin h m phn giao dch vi nhau m khng cn qua trung gian. Vic cc DN lin h trc tip vi nhau nh vy gip gim bt chi ph giao dch, chi ph u vo. Tuy nhin, iu cng s em li mt s hn ch cho DN. Nu nh s dng trung gian marketing, qua nhng tip xc, kinh nghim, s chuyn mn ha v quy m hot ng ca h s em li cho nh sn xut nhiu iu li hn so vi vic nh sn xut t phn phi. khc phc hn ch th cc DN tin hnh pht trin h thng marketing a knh. Vic ng dng nhng h thng marketing a knh gip DN vn ti cng mt th trng hay nhng th trng khc nhau. Chng hn, M cng ty General Electric va phn phi sn phm cho cc nh bun c lp, va bn thng cho cc nh thu xy dng ln. Vit Nam,

cng ty nc gii kht IBC va phn phi cho cc nh bun c lp, va phn phi cho cc im HOREKA (Hotel, Restaurant, Karaoke). 2.2 Xung t knh Nu nh trc y, cc cng ty ch s dng mt knh phn phi bn hng ti mt th trng hay mt phn on th trng th ngy nay vi s a dng ha khch hng, ngy cng c nhiu cng ty s dng h thng phn phi nhiu knh hay cn gi l h thng phn phi kp. y l h thng phn phi trong mt cng ty to ra cho mnh hai hay nhiu knh phn phi vi ti 1 hay nhiu phn on th trng khc nhau. V d, hng my tnh IBM s dng rt nhiu knh phn phi khc nhau phn phi sn phm ca mnh cho cc i tng s dng khc nhau. Ngoi h thng ca hng trc tip ca IBM, my tnh IBM cng c mt ti cc ca hng bn l khc; ngi tiu dng c th mua my tnh IBM ti cc hng chuyn bn my tnh hoc c th mua t nhng ca hng bn l ln nh Wal-Mart, K-Mart... hoc thm ch h c th mua trc tip qua mng trn website ca cng ty www.ibm.com. S dng h thng phn phi nhiu knh c ci li l c th tip cn c nhiu loi i tng khch hng song h thng phn phi kiu ny thng rt phc tp v kh kim sot ng thi c th gy ra xung t gia cc knh trong cng mt h thng v u cnh tranh bn hng. Chng hn, khi IBM bt u bn hng trc tip qua mng v qua in thoi, cc ca hng bn l my tnh cho rng l cnh tranh khng bnh ng v e da s khng bn hng hoc gim lng hng bn ca IBM. Cng vi s pht trin ca cng ngh thng tin, hnh thc phn phi cng c nhng thay i v cht. M, ngi tiu dng c th d dng mua my tnh Dell t mng ca Dell hoc t trang web ca cc cng ty bn l khc nh Best Buy, Compusa hay Circuitcity; v my bay c th mua trc tip t website ca cc hng hng khng American Airlines, United Airlines.. hoc c th mua t website ca cng ty dch v du lch trn mng nh Travelocity.com hay Cheapticket.com...; sch bo, bng a nhc c th mua trn Amazon.com, hoa c th mua trn 1-800-Flowers.com....Ngay c nhng th hng ha cng knh nh g cng c th t mua trn mng. Thng mi in t ang ni ln v thay th dn nhng hnh thc mua bn truyn thng, thay th dn nhng ca hng bng gch v va. Ngy cng c nhiu lai hng ha dch v c phn phi qua hnh thc ny v ngy cng nhiu ngi tiu dng la chn hnh thc mua hng qua internet. Thng mi in t t ra c c hi v thch thc i vi nh sn xut v cc i tng trung gian trong h thng phn phi (nh bn bun, bn l). c sc cnh tranh, cc nh sn xut tt nhin phi tm cho mnh nhng c hi mi tip cn khch hng nh Internet hoc bn hng qua in thoi, qua catalogue... Tuy nhin, pht trin nhng hnh thc mi ny li y h phi cnh tranh v nhiu khi i n mu thun vi nhng knh bn hng truyn thng. gii quyt tnh trng ny, cc i tng trung gian trong h thng phn

phi phi tm cch c thm gi tr gia tng ca mnh trong ton h thng m nu ngi sn xut mun bn hng trc tip cng kh hoc khng th to ra c gi tr gia tng . Cn cc nh sn xut, trnh c mu thun vi nhng h thng bn hng truyn thng thit lp trc y trong khi vn c th pht trin hnh thc bn hng mi, h phi c cch tip cn dung ha v kt hp gia hnh thc bn hng c v bn hng mi. Chng hn, hng my tnh HP sau khi nhn n hng trc tip t 3 mng ca hng l Shopping Village, HP Commerce Center v Electronic Solutions Now th HP li a nhng n hng ny cho cc nh bn l h hon tt n hng, gi hng v nhn mt phn hoa hng. Bng cch ny, HP va c th pht trin c cch thc bn hng mi va duy tr c h thng bn hng c v hn ch xung t gia cc knh bn hng khc nhau. 2.3 Hot ng ca cc th trng giao dch cng cng Bt u xut hin vo nm 2003, s lng sn B2B ti Vit Nam tng trng nhanh trong hai nm 2005-2006. Tuy nhin, n nm 2007 tc tng trng c xu hng chng li v n nm 2008, s lng sn B2B bt u c xu hng gim i. Nhng sn thng mi in t ang tn ti v hot ng cng i mt vi thch thc ln v yu cu ci tin cht lng, m rng tnh nng v nng cao tnh chuyn nghip ca dch v c th tr vng trong bi cnh cnh tranh ngy cng gay gt. Cho n nay tin ch ca phn ln cc sn B2B Vit Nam vn ch dng vic ng ti thng tin doanh nghip v nhu cu mua bn. Hu nh cha sn no c nhng tin ch hu dng h tr doanh nghip m phn, giao kt hp ng trc tuyn v theo di tin trnh thc hin hp ng. Tuy nhin, trc sc p cnh tranh trong bi cnh hi nhp quc t ngy cng su rng, quuy trnh vn hnh v hot ng ca cc sn thng mi in t B2B Vit Nam trong nm 2008 c nhiu chuyn bin v cht lng. Trc tin l n lc ca cc n v qun l sn nhm ci tin giao din, a dng ha dch v v to iu kin cho doanh nghip thnh vin c nhiu c hi hn trong vic tip xc vi th trng cng nh gia tng khi lng giao dch. Trc thc t ny, cc sn B2B ang hot ng ci tin v thay i trong phng thc kinh doanh v phng thc cung cp dch v ca mnh. Nhng thay i kp thi mang li kt qu kinh doanh tch cc cho cc sn trong bi cnh kinh t th gii v trong nc kh khn. Mt trong nhng kt qu l trong nm 2008, trc s suy thoi kinh t ton cu, cc hot ng thng mi c xu hng chng li nhng s lng thnh vin v s lng truy cp vo cc sn B2B vn tng ln so vi cc nm trc. Nm 2008 cng chng kin s chuyn i v phng thc hot ng ca mt s sn thng mi in t B2B. Trc y a s sn hot ng trn c s phi li nhun, vi mc tiu h tr

doanh nghip lm quen vi thng mi in t v thit lp knh xc tin thng mi mi. Cn hin nay cc n v qun l sn u ang ng trc yu cu t hch ton kinh doanh, to ngun thu m bo s pht trin bn vng hn trong tng lai. III. Kt lun Mc d lc u ch l mt hin tng kinh t, TMT nay tr thnh b phn ca mt qu trnh ci bin x hi rng ln hn nhiu trn nn tng ca xu th ton cu ho, ca qu trnh dch chuyn ti nn kinh t da trn c s tri thc v thng tin, vi cng ngh cao (cng ngh sinh hc, cng ngh thng tin...) bin chuyn nhanh chng, thi gian t nghin cu n ng dng ngy cng rt ngn. C t nht hai yu t x hi dng xem xt trnh pht trin v hiu qu ca TMT: (i) kh nng lin kt bi TMT, cc iu kin v h qu (v d, thu nhp v thi gian), (ii) nim tin. Cc iu kin s dng Internet v mng my tnh nh hng ti mc chp nhn TMT ca x hi v ca nn kinh t, c bit l cc iu kin cho cc doanh nghip va v nh c cc nn kinh t pht trin v ang pht trin. Cc nghin cu c tin hnh nhiu nc cho thy c s lin h tch cc gia s dng cng ngh thng tin (s dng my tnh v Internet) v thu nhp - ni chung ngi c s dng cng ngh thng tin c thu nhp cao hn so vi ngi khng s dng hoc t s dng cng ngh thng tin. Ngc li, nhng ngi c thu nhp cao hn thng s dng my tnh v Internet thng xuyn hn nhng ngi c thu nhp thp. TMT gip gim thi gian giao dch, dn ti mt s thay i quan trng trong hot ng kinh t v x hi.