Matakuliah : E-Business

Tahun : 2017

5
Business to Business (B2B)

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 Learning Outcomes

Pada akhir pertemuan ini, diharapkan mahasiswa

akan mampu :
• Memberikan contoh tentang model e-
bisnis

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 Outline Materi

• Karakteristik B2B
• Model B2B
• Manajemen Pengadaan
• Summary

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 Karakteristik dari B2B

• Komponen utama dari B2B

– Buying company with procurement management perspective
– Selling company with marketing management perspective
– Electronic Intermediary, an optional third party directory service
provider (the scope of service may be extended to order fulfillment)
– Deliverer who can fulfill a just-in-time delivery
– Network platform such as the Internet, VAN, intranet and extranet
– Protocol of communication such as EDI and comparison
shopping possibly using software agents
– Back-end information system possibly implemented using the
intranet and Enterprise Resource Planning (ERP) systems

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 Karakteristik dari B2B

• Hubungan dengan Pemasaran Elektronik

(electronic Marketing)
– Supplier-oriented marketing
– Used to sell the company’s products and
services to business customers on the
Internet
– Electronic catalogs are basically the same as
that for B2C EC, but they may be customized
– Using electronic auctions to liquidate
surpluses
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 Karakteristik dari B2B

• Hubungan dengan Manajemen

Pengadaan (Procurement)
– Purchasing company’s point of view : a
medium of achieving the goals of procurement
management
– Procurement management’s point of view : the
buyer-oriented market can be effective
– Using a RFQ (Requisitions For Quotations)-
bidding mechanism

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 Models of B2B EC

• Supplier-Oriented Market Place

– Individual consumers and business buyers use the
same supplier-provided market place (May pay
different prices due to quantity discount)

Consumers Business
Customers
Supplier’s
Electronic Mall
Supplier’s Customer’s
Products Catalog Order Information
B2C E-commerce B2B E-Commerce

© Prentice Hall, 2000

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 Models of B2B EC (cont.)

• Buyer-Oriented Market Place

– Buyer opens a market on
its own server and Business
invites potential Suppliers
suppliers to bid on RFQs Buyer’s
– Offer opportunity to Electronic Mall
committed suppliers
– BUT as the number of
such sites increase, only
Buyer’s
very big buyers can Products
Suppliers’
Bids, Information
afford to fully utilize this Catalog, RFQ

approach
© Prentice Hall, 2000
– OVERCOME with the aid
of software agents 8
 Models of B2B EC (cont.)

• Intermediary-Oriented Market Place

– Establish an electronic intermediary company
– Similar to an intermediary-based B2C mall; bring
buyers and suppliers (bidders) to one place
– The corporate information systems need tight
coupling with the intermediary electronic mall

Business Business
Customers Suppliers

Intermediary’s
Electronic Mall
© Prentice Hall, 2000

Customer’s Shared Supplier’s

Order Information Products Catalogs Product Information
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 Procurement Management Using
B2B EC Platform
• Purchasing is now a strategic function, to increase
profit margins
• By automating and streamlining the laborious routine
of the purchasing function, purchasing professionals
can focus on more strategic purchases, achieving the
following goals:
– Reducing purchasing cycle time and cost
– Enhancing budgetary control
– Eliminating administrative errors
– Increasing buyers’ productivity
– Lowering prices through product standardization and
consolidation of purchases
– Better information management;
e.g. supplier’s information and pricing information
– Improving the payment process
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 Summary

• Generating and qualifying leads with the

Internet
• Using Internet events to promote products
and services
• Executing instant fulfillment on the Internet
• Generating orders through the Internet
• Enhancing customer relationships with the
Internet
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