ti: Phn tch v ly cc dn chng minh ha lm r cc li ch v hn ch ca TMT B2B

MC LC

LI M U1 I, L thuyt.2 1. 2. Thng mi in t.2 Thng mi in t B2B (Business to Business)

II, Thc t ca TMT B2B... 1. 2. Li ch. Hn ch

KT LUN...

LI M U
Trong nn kinh t ton cu, thng mi in t v kinh doanh in t tr thnh mt yu t cn thit ca chin lc kinh doanh v l mt cht xc tc mnh m cho s pht trin kinh t. Vic lng ghp ca cng ngh thng tin v truyn thng (ICT) vo kinh doanh cch mng ho mi quan h trong ni b cc t chc v gia cc t chc v c nhn. c bit vic s dng CNTT&TT trong kinh doanh tng cng nng sut, khuyn khch s tham d nhiu hn ca khch hng v to iu kin cho vic phc v khch hng trn din rng, bn cnh vic gim chi ph.Vi s pht trin trong cng ngh Internet v cng ngh Web, s khc bit gia cc th trng truyn thng v th trng mng ton cu, chng hn nh vn kinh doanh, gia nhng yu t khc, dn dn c thu hp. Tn ca tr chi l nh v chin lc, kh nng ca mt cng ty nhm xc nh cc c hi ang xut hin v s tn dng k nng ngun nhn lc cn thit (nh l cc ngun tr tu) nhm bin nhng c hi ny qua cc chin lc kinh doanh in t tr nn n gin hn, c th p dng c trong phm vi thng tin ton cu v mi trng kinh t mi. Vi tnh hiu qu ca n trong vic cn bng sn chi, thng mi in t c th i cng vi chin lc v chnh sch ph hp cho php cc cng ty va v nh cnh tranh vi cc doanh nghip ln v nhiu vn. Theo s liu thng k cho thy c n 70 % doanh nghip s dng Internet giao thng quc t? Qu thc Internet thay i quan nim v giao thng truyn thng. Ngy nay, bn khng ch c th mua, bn mi th qua Internet m cn chuyn i quy trnh giao dch qua knh trc tuyn ny. Nu doanh nghip bit cch khai thc, tn dng, Internet s mang n ngun li ng k cho doanh nghip. Vy lm cch no s dng Internet mt cch ti u nht, m khng phi chi tr mt khon chi ph qu ln. Tr li cho cu hi ny chnh l s ra i v pht trin mnh m ca cc trang thng mi in t B2B

I, L thuyt 1. Thng mi in t. * nh ngha: Thng mi in t (e-commerce) bao hm mt lot cc hot ng kinh doanh trn mng cho cc sn phm v dch v. N cng l bt c dng no ca giao dch kinh doanh trong cc bn trao i qua li in t hn l trao i vt l hay lin lc trc tip vt l. Thng mi in t thng ng ngha vi vic mua v bn qua Internet, hoc tin hnh bt c v giao dch no lin quan n vic chuyn i quyn s hu hoc quyn s dng hng ha hoc dch v qua h thng my tnh. Mc d ph cp nhng nh ngha ny cha hon ton nm bt c s pht trin gn y trong hin tng kinh doanh mi v

mang tnh cch mng ny. Mt nh nghi hon chnh hn l Thng mi in t l vic s dng cc phng tin truyn thng in t v cng ngh x l thng tin s trong giao dch kinh doanh nhm ro ra, truyn ti v nh ngha li mi quan h to ra cc gi tr gia cc t chc v gia cc t chc vi cc c nhn. * Cc loi hnh thng mi in t: Trong thng mi in t, cng ngh thng tin v truyn thng (ICT) c s dng trong hoc trong giao dch gia cc t chc B2B (giao dch gia cc cng ty v t chc vi nhau) v trong giao dch doanh nghip vi khch hng B2C (giao dch gia cng ty/ t chc vi tng c nhn, ngi tiu dng vi ngi tiu dng C2C v thng mi di ng mcommerce. 2. Thng mi in t B2B. Thng mi in t B2B l giao dch thng mi (trao i tin ly hng ha hoc dch v) c tin hnh gia 2 doanh nghip bt k thng qua mng Internet, cc mng truyn thng v phng tin in t khc. Giao dch B2B c th din ra trc tip gia cc doanh nghip hoc thng qua mt i tc th ba (hay mt trung gian giao dch) ng vai tr cu ni gia ngi mua v ngi bn ng thi to iu kin cho giao dch gia h din ra c thun li. Mc ch ca cc hot ng giao dch thng mi B2B l phc v sn xut (u vo); lu thng hng ha, a hng ha sn xut ti tay ngi tiu dng thng qua cc knh phn phi (u ra). Cc loi hnh dch v trong B2B: Cc dch v du lch v gii tr Bt ng sn Dch v ti chnh Giao dch chng khon trc tuyn Dch v ti chnh trc tuyn Cc dch v trc tuyn khc Thng mi in t B2B c nh ngha n gin l thng mi in t gia cc cng ty. y l loi hnh thng mi in t gn vi mi quan h gia cc cng ty vi nhau. Khong 80% thng mi in t theo loi hnh ny v phn ln cc chuyn gia d bo rng thng mi in t B2B s tip tc pht trin nhanh hn B2C. Th trng B2B c hai thnh phn ch yu: h tn o v th trng o. H tng o l cu trc ca B2B gm nhng vn sau: Hu cn- vn ti, nh kho v phn phi (v d Procter and Gamble) Cung cp cc dch v ng dung- tin hnh, my ch v qun l phn mm trn gi t mt trung tm h tr (v d Oracle v Linkshare) Cc ngun chc nng bn ngoi ca thng mi in t nh my ch trang web, bo mt, gii php chm sc khch hng (vi d: nh cung cp cc ngun ngoi nh eshare, netsale, iXL Enterphrises v Universal Access) Cc phn mm gii php u gi cho vic iu hnh v duy tr cc hnh thc u gi trn Internet (Moai Technologies and Opensite Technologies) Phn mm qun l ni dung cho vic h tr qun l v a ra ni dung trang web (Interwoven v Procurenet) Cho php thng mi da trn web (Commerce One, phn mm mua bn t ng trn XML) Th trng mng c nh ngha n gin l nhng trang web ni m ngi mua ngi bn trao i qua li vi nhau v thc hin giao dch Nhng v d chung v B2B v nhng m hnh thc hnh tt nht l IBM, Hewlett Packard (HP), Cisco v Dell. V d, Cisco nhn c hn 90% n t hng qua Internet Phn ln cc ng dng B2B l trong lnh vc qun l cung ng (c bit l chu trnh t hng mua hng), qun l kho hng (chu trinh qun l t hng- gi hng- vn n), qun l phn phi (c bit l vic chuyn giao cc chng t gi hng) v qun l thanh ton (v d h thng thanh ton in t hay EPS).

Cc ch th tham gia giao dch TMT B2B l cc doanh nghip. Mc ch ca cc doanh nghip bn mua tham gia l:

Mua nguyn vt liu, hng ha cho qu trnh sn xut - kinh doanh (Purchasing).

yl mc ch thng thy nht ca cc giao dch gia cc doanh nghip.Doanh nghip trong qu trnh sn xut s cn cc nguyn liu u vohoc trong cn hng ha cho qu trnh thng mi ha. y, doanh nghip bn mua s tham gia vo chui cung ng (supply chain) nh mt mt xch trung gian.

Mua hng ha, dch v phc v cho qu trnh hot ng, iu hnh.

yl hot ng m cc doanh nghip bn mua s mua cc hng ha, dch v phc v cho qu trnh hot ng ca Doanh nghip. Chng hn, mua mymc, vt t, vn phng phm, phn mm qun l Nhvy, trong hot ng ny, doanh nghip nm cui trong chui cung ng(i vi sn phm m doanh nghip tiu th). Doanh nghip cng ng vaitr nh 1 ngi tiu dng cui cng. Mua thit b, linh kin phc v cho hot ng duy tu, bo tr, sa cha my mc, thit b, t liu sn xut.

Mcch ny pht sinh khi cc t liu sn xut ca doanh nghip phi botr, sa cha. Nhng sn phm m doanh nghip phi mua sm khi c thch l cc linh kin cn thay th ca my mc, nhng cc linh kin nys rt kh kim trn th trng ph thng. Cc m hnh kinh doanh B2B ch yu bao gm: Th trng/ Trung tm giao dch B2B (B2B e-MarketPlace) nh Alibaba, IBM MarketPlace

Nh phn phi in t (e-Distributors) nh Dell Primes, FPT Distributors. Nh cung cp dch v B2B (Services Providers) nh Ariba, Yahoo! Business Mi gii giao dch B2B (B2B e-Brokers) nh PriceLine, Cng thng tin (B2B Portal) nh ECVN, Gophatdat

Cc hnh thc giao dch B2B c nn tng ch yu l hot ng trao i d liu in t (EDI). II, Thc t ca TMT B2B 1. Thc trng Mc d hin nay TMT mi ch chim mt t l nh trong cc hot ng kinh t, n v ang gp phn y mnh cc qu trnh thng mi thng thng v m ra cc cch lm n mi, cc cch t chc cng vic mi. TMT l pht trin cc loi sn phm, dch v h tr cho cc qu trnh cnh tranh gi, c bit l vic s dng intelligent agents. Theo iu tra 303/500 doanh nghip

Kt ni Internet: C website:

82,9 % 25,3 %

y l mt bc tin ln so vi nm 2002, s kt ni Internet 30% v s website l 10%. Theo iu tra 227/300 doanh nghip c website, t l thuc cc ngnh khc nhau

Dch v:

34,8 %

Th cng m ngh: in t, vin thng: CN nh: C kh: Nng, lm, thy sn: Khc:

11,3 % 16,1 % 14,8 % 7,4 % 2,2 % 42,1 %

Tnh hnh kt ni Internet: Hnh thc kt ni Chung c website

Leased line ADSL Dial-up

12,36 % 53,93 % 33,71 %

16,29 % 70,14 % 13,57 %

u t trung bnh cho :

Phn cng: Phn mm: o to:

61,6 % 29,2 % 12,3 %

* Cc hnh thc website thng mi in t Tnh nng thng mi in t ca cc website ca doanh nghip Vit Nam

Gii thiu sn phm: 92,17 % Gi c: t hng: Dch v: Thanh ton: 47,83 % 40,43 % 47,83 % 10,47 %

- Website gii thiu cng ty v ngnh hng kinh doanh: + Cc cng ty xut nhp khu: Barotex, Artexport, Inproexim + Cng ty da giy H Ni + Cc cng ty my tnh: Netshop - Website siu th trc tuyn: + www.golmart.com.vn + www.vietnamshops.com + www.camnangmuasam.com + www.megabuy.com.vn

* Nhng mt hng ph bin trong TMT ti Vit Nam - Hng c tiu chun cao + Ch my tnh: www.canthomart.com - Sn phm s ha: + Phn mm: www.phanmemvietnam.com + Sch in t: www.book-vn.com + Th vin in t: http://ebooks.vdcmedia.com + Gii tr: www.giaidieu.net; www.mp3-vn.com - Sn phm thng tin: + Sch: www.nhasach.net - Thip, hoa, qu tng: + Qu: www.vinaGifts.net + Hoa: www.hoaviet.com + Thip: www.kienvanggreetingcards.com - Hng th cng m ngh: + Sn giao dch: www.vnemart.com.vn; www.goodsonline.com; www.vnmarketplace.net + Gm s: www.gomsubattrang.com + My tre: www.tienphuong.com.vn * Nhng dch v ng dng Thng mi in t - Gii php thng mi in t v phn mm: + www.vietsoftware.com + www.ecpvn.com + http://escvn.com - Dch v du lch : + http://hanoitourism.com.vn + www.saigontourist.com.vn + www.bookingvietnam.com - Dch v thng tin in t + www.vnexpress.net + www.tuoitre.com.vn + www.thanhnien.com.vn - Dch v thng tin chuyn ngnh + www.vneconomy.com.vn

+ www.vinanet.com.vn + www.vietlaw.com.vn - Dch v t vn + www.luatviet.com/index + www.giapham.com + www.vietnam-lawyers.com - Dch v gio dc v o to trc tuyn: + www.elearning.com.vn + www.onlinevarsity.com(APTECH) + www.truongthi.com - Dch v thi trc nghim trn mng: + www.danangpt.vnn.vn/tnghiem(Bu in Nng) + http://testonline.netcenter-vn.net (Netsoft) + www.ftu.edu.vn/onlinetest.aspx (Trng i hc Ngoi thng)

* Cc dch v h tr thng mi in t - Cc sn giao dch B2B: + www.techmart.hochiminhcity.gov.vn + www.exim-pro.com + www.worldtradeB2B.com + www.vnmarketplace.net + www.vnet.com.vn + www.vnemart.com + www.kitra-emart.com.vn + www.evnb2b.com + www.vnb2b.com - Sn giao dch ca thng nhn nc ngoi + www.aecvn.com + www.bizviet.com + www.vietnamtrade.org + www.thitruongtinhoc.com + www.muagiodau.com - Trang tin xc tin thng mi ca cc t chc

+ www.ninhbinh.gov.vn + www.hanoi.gov.vn + www.trade.hochiminhcity.gov.vn + www.bvom.com(cng xc tin thng mi Vit M) + www.vieteuronet.com(cng xc tin thng mi Vit u) + www.vbd.com.vn(cng xc tin thng mi Vit c) Trong mt nghin cu gn y, cng ty KnowledgeStorm a ra mt s thng k sau: Trong s nhng cng ty B2B th c: 90% tham gia vo video 80% tham gia vo blog 80% tham gia vo mng wikis 69% tham gia vo cc mng x hi 53% tham gia vo podcasts

Theo kho st ca Cng ty Vinalink (Vietnamsurvey.com), ti Vit Nam hin c khong 9.300 website B2C vi doanh thu t mua sm trc tuyn kt hp vi cc phng thc t hng qua website, qua in thoi trn website vo khong 450 triu USD, chim 0,5% GDP; v B2B c gn 3.000 doanh nghip vi doanh thu khong 1,5 t USD chim 2% GPD. Nh vy c B2B v B2C chim 2,5% GDP. Amazon, mt trong nhng trang web thng mi in t hng u th gii trong nm ngoi vn lm n pht t bt chp suy thoi kinh t ton cu. Li nhun trong 3 thng cui nm 2008 ca hng t 225 triu USD. so snh, li nhun cng k nm 2007 ch t 207 triu USD. Doanh thu cng tng tng ng 18% ln 6,7 t USD. iu ny cho thy s a chung mua sm trn Internet ti M. Cn ti Trung Quc nc lng ging ca chng ta, gi tr giao dch trn Internet trong mt ngy t 100 triu USD. Xt v tng quan dn s, tim nng thng mi in t Vit Nam vn cn rt ln. S lng th thanh ton c pht hnh tng nhanh t 13,4 triu th cui nm 2008, n nay l 17 triu th. Ngoi thanh ton trc tuyn ngay trn website, s dng v in t, Internet banking, khch hng cng c th la chn mua hng ha qua Internet v thanh ton ATM. Nhng ngi tr tui nh sinh vin, nhn vin vn phng l tng lp lm quen nhanh nht vi hnh thc thanh ton mi do thng xuyn tip xc vi Internet, tui sinh vin s dng internet chim 32,7%, nhn vin di 30 tui chim 29,7% (theo Vinalink). Nhng ngi ny cng rt nhanh chng hc c cch s dng cc ng dng v cng ngh mi, phc v cho tin ch cuc sng. H cng c kh nng trao i thng tin v hc hi kinh nghim nhanh hn thng qua mng Internet, sm tip cn v ha nhp vi cc tro lu quc t ha. B2B ti Vit Nam mt thi nhn c qu u t th rt rm r, vi nm sau th ra i mt cch thm lng...tht ng tic trong khi ch s TMT ca Vit Nam t nm 2004 l 4% n hin ny l 1415%, mt con s rt tim nng. B2B ti Vit Nam mt thi nhn c qu u t th rt rm r, vi nm sau th ra i mt cch thm lng...tht ng tic trong khi ch s TMT ca Vit Nam t nm 2004 l 4% n hin ny l 1415%, mt con s rt tim nng.

Do quanh cc website vietgo.com, b2bvietnam.com, gophatdat.com, vietnamb2b.com, vnemart.com, daugia247.com, marofin.com... u tnh trng khng th truy cp hoc ht hn s dng. Xem li cc website B2B ca Vit Nam hu nh ch theo vt alibaba.com m khng c chin lc ring ph hp vi thc trng cc doanh nghip Vit Nam, u th ly doanh thu t chi ph ca Thnh Vin Vng. Khi l thnh vin ca sn th doanh nghip cn nhng thng tin n hng tht s, nu ai tng kinh doanh thi mi hiu vic tm c mt hp ng mi t i tc nc ngoi khng phi l chuyn n gin ngy mt ngy hai m cn s h tr rt nhiu t sn TMT trong vic xc tin thng mi. Ngoi ra v B2B khng hon ton ph thuc vo thanh ton online ma hu ht cc giao dch u bng hp ng LC m tht s c sn no h tr tt vai tr ny? Mt vn khc s nhy bn v TMDT ca cc doanh nghip Vit Nam cha cao nh cc doanh nghip Trung Quc. Mt khi cc doanh nghip ti VN khng mn m hnh thc ny th rt kh gi l pht trin. Khi lm v B2B tc th trng ton cu th v hnh trung cnh tranh trc tip vi alibaba.com, m nh vy phn thng thng thuc v alibaba, do vy cc doanh nghip lun chn alibaba hn l cc sn B2B ti VN. 2. Li ch 2.1 Ct gim chi ph kinh doanh Vic ct gim xy ra 3 lnh vc: Chi ph tm kim i tc: Ngi mua khng phi tn tin tr cho nhng ngi trung gian giao dch trong vic tm kim ngun hng, sn phm cn mua, t l nng gi bnVi internet, thi gian v cng sc dnh cho vic giao dch qua li gia 2 bn cng gim rt nhiu v internet cung cp knh giao dch thng tin tin li cho c 2 bn. Chi ph cho qu trnh giao dch: l nhng chi ph cho tin trnh mua bn gia 2 bn bao gm trao i cc yu cu, gi vn n, bo gi, t hng,, thanh tonD thy s tit kim ny khi ta so snh vi tin trnh trn trong mt ln mua bn theo phng thc truyn thng, khi mi s giao dch xy ra bng th t gi qua bu chnh, in thoi, in bo Chi ph qun l hng tn kho, hu cnk c chi ph gi hng cho ngi mua khi bn bn gi hng xut t kho ca cng ty ni gn ngi mua nht. 2.2 Giao dch trc tip khng qua trung gian Ngi mua hng v ngi bn trao i trc tip vi nhau mi vn lin quan n ln giao dch, loi tr mi tc ng ca ngi trung gian, trong c th k n vai tr ca cc i l bn hng. Tuy nhin, cn lu l lc ny chnh th trng o tr nn mt loi hnh trung gian mi. 2.3 Tng s minh bch v gi c Khi gi bn c nim yt trc tip trn cc trang web ca cc cng ty, iu ny gip cho ngi mua c th so snh gi ca nhiu ngi cung cp. Nh vy, ngi mua c th mc c gi bn vi mt cng ty bn hng, iu ny c li l lm cho gi s c gim ti mc gi tha thun ph hp vi c

hai. H qu ln hn l s c th xy ra v u gi gia nhiu ngi bn hoc gia nhiu ngi mua khi cng mun mua hoc bn mt mn hng. Ngi bn c th bn c mn hng vi gi cao hn hoc ngi mua c th mua vi gi thp hn. 2.4 Tng kh nng cnh tranh ca cc cng ty nh vi cc cng ty ln Internet to c hi cho cc cng ty nh mt quc gia kh nng cnh tranh vi cc cng ty ln khi cng tham gia vo mt cuc mua bn. D nhin cn nh l thnh cng th nhng cng ty ny phi c chin lc kinh doanh lu di, mnh nu khng h s d tht bi trc nhng cng ty ln vn c s chun b tt hn. Kinh nghim ca ln n bong bng ca cc cng ty kinh doanh mng vo nhng nm u 2000 cho thy iu . Thng mi in t c th gip doanh nghip nh ngang bng vi cc i gia trong lnh vc tip th v giao thng quc t. V th, vic la chn mt sn giao dch in t, vi nhng tin ch thit thc, l iu cc doanh nghip nn lu . S nhiu kh khi tham gia thng trng quc t khin nhiu doanh nghip nh chn bc. Trn thc t, qu trnh ny i hi doanh nghip phi c mt khon ngn sch dnh cho vic nghin cu th trng v tm kim cc c hi giao thng, cha k thi gian u t sng lc, pht trin khch hng. V th, nhiu doanh nghip nh ngy nay tm n thng mi in t c thm li th khi bc vo cuc cnh tranh ton cu. Thng qua cc ch in t, doanh nghip c th tip cn cc c hi kinh doanh, khng k khong cch khng gian v thi gian. c bit, nh cng ngh sp xp t chc d liu ti cc mng ny, cc c hi c sng lc, chn la sao cho ph hp vi nhu cu kinh doanh ca ngi mua v ngi bn.

2.5 Hiu ng mng v phm vi ca cc nn kinh t:

S tng trng nhanh chng ca th trng mng B2B to ra nn kinh t cung cp da trn gi thnh truyn thng. Hn th na, vic em li cng vi nhau mt cch c ngha s lng
ngi mua v ngi bn cung cp cc nn kinh t nhu cu hay l hiu ng mng. Mi mt s tham gia thm vo trong th trng mng to ra gi tr cho tt c nhng ngi tham gia theo mt bn nhu cu. Thm nhiu ngi tham gia nh hnh nn s lng ch yu, l cha kho cho s thu ht thm nhiu ngi ti th trng mng * Mt s tin ch ca cc sn giao dch B2B Doanh nghip c m mt vn phng in t (e-office) gii thiu thng tin v mnh, hng ha trng by, nhu cu mua/bn vi cc chi tit v sn phm, quy cch sn xut, gi c, iu kin giao hng Thng tin y c thit k ngn gn, sc tch nhm to hiu qu cao nht cho vic tm kim, la chn v giao dch qua mng.- Cc sn cn kt ni doanh nghip qua vic gii thiu ngi mua/bn c nhu cu i ng gp nhau; t vn cho ngi mua/bn v cc vn trong giao thng quc t, th trng, dch thut thng mi nhm h tr hai bn t n tha thun sau cng. Tnh kt ni ny s gip hot ng thng mi ca doanh nghip tr nn chuyn nghip hn, nht l ci thin v th ca doanh nghip nh trong nc trc cc i tc ln Tuy nhin cng cn lu cc sn giao dch B2B - ch in t ton cu ny l do ngi mua v ngi bn t tm n vi nhau. V vy, cc sn s khng th can thip trc tip vo cc giao dch, m ch cung cp v qun l mt h thng kt ni s ph hp gia cc nhu cu mua v bn. H thng ny m bo cht lng ca cc thnh vin tham gia, kim sot chnh xc ca thng tin nhm em n cho doanh nghip cc c hi kinh doanh tt nht. Khi doanh nghip cng b thng tin v mnh, v sn phm v nhu cu mua bn, b phn ni dung s kim duyt tnh chnh xc trc khi cho ng rng ri, nhm bo m tin cy cao nht ca thng tin. Sn Gophatdat.com cn thc hin dch v chng thc s tn ti ca ngi mua v ngi bn. 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. 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. 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. Nh vo tnh thng sut ca th trng m cng ty c th nng cao hiu qu hat 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. Cc nh phn tch tnh tan rng chi ph cho vic mua hng chim t 30 n 50 phn trm ca chi ph nguyn vt liu c mua. Bn cnh , nhn vin mua hng mt ba phn t thi gian cho cc th tc hnh chnh v c rt t thi gian tm kim nh cung cp tt nht t pha nc ngai. Chnh v th, c ti 65-70 phn trm cc iu khan trong hp ng khng c m phn k lng v phn ln vic mua hng c tin hnh vi cc nh cung co trung gian. Cc nh phn tch cho rng vic mua hng thng qua sn giao dch thng mi in t B2B s gim t 15 n 25 phm trm cc chi ph mua hng ny. Thm vo , B2B cng a ra gii php nhm gim bt chi ph thc hin hp ng. Nhng gim c ph trch mua hng thng li khng phi l ngi kho st th trng hiu qu. Do nhng kho st khng hiu qu ny, 90% hng c mua ch tp trung vo 20% nh cung cp. Mt trong nhng nguyn nhn chnh ca vic thc hin nhng hp ng mua hng thiu hiu qu ny l do thiu thng tin. Gii php B2B gip t ng ha cc ngun thng tin gip tit kim chi ph mt cch hiu qu. V d mt vi sn giao dch thng mi in t B2B cung cp cng c u gi cho ngi mua, thng qua cc nh cung cp phi cnh tranh vi nhau c th bn c hng bng cch cung cp cc sn phm dch v c cht lng cao hn hoc a ra cc iu kin iu khan u i hn. Nh , chi ph mua hng s gim hn 20%, cho php tit kim mt khan ng k trong qu trnh thc hin hp ng. 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. i vi ngi bn: 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. Nhng ngi bn trc tip c li th hn ngi bn gin tip v c s h tng sn c gip h p dng thng mi in t nganh chng. Nhng ngi bn trung gian phi cn nhc nhiu chin lc hn , v d nn xem thng mi in t l mt knh bn hng duy nht, hay l mt knh bn hng tng thm bn cnh nhng knh c sn. Tp an t vn yankee cho rng nhng doanh nghip i u trong thng mi in t l nhng doanh nghip bit tn dung thng mi in t nh mt nhn t

c tnh n by nhm gia tng gi tr ca knh bn hng truyn thng, ch khng thay th hon ton knh ny. V d : Trong m hnh B2B phn ln cc cng ty bn hng cho cc doanh nghip u phi tin hnh tch hp h thng ca mnh vi h thng ca doanh nghip i tc v h thng ca h phi c kh nng giao kt vi h thng ca khch hng m khng cn s can thip trc tip ca con ngi. Vi General Electric, s tch hp gia h thng my tnh ca cng ty v cc i tc thng qua cc ng dng lin quan n vic qun l dy chuyn cung ng (Supply Chain Management - SCM), qun l quan h khch hng (Customer Relationship Management - CRM) v k hoch ha ngun lc doanh nghip (Enterprise Resources Planning - ERP) l v cng quan trng gip cho GE gim c gi thnh sn phm trong khi c th tng li nhun, qun l dy chuyn sn xut tt hn. Kt qu quan trng nht i vi GE Lighting l gim thi gian ca quy trnh mua hng - ch cn 10 ngy, thay v 4 tun v loi b bt giy t v cc chi ph x l hnh chnh giy t. Ngoi ra cng ty cng thu c nhng li ch khc. Phng Mua Hng c th tip cn v gi hi hng n nhiu nh cung ng hn so vi trc y, c bit l cc nh cung ng nc ngoi c th tham gia vo chui cung ng m t gp hn ch khng gian hn. Chnh s cnh tranh rng hn gia cc nh cung ng gip GE Lighting gim c gi vt liu n 20% Cu chuyn thnh cng ca GE Lighting trn gip chng ta hnh dung c mt phn v cc li ch ca TMT B2B. Nhn tng quan TMT B2B c th gip cho doanh nghip:

Qun l h thng cung cp hng ho hiu qu hn: thng qua mng li tch hp gia doanh nghip v mng li cung cp s gim thi gian v chi ph giao dch. iu chnh theo nhu cu ca khch hng nhanh chng hn: khi doanh nghip kt ni vi i tc mua sn phm v dch v th cc yu cu ca i tc s c doanh nghip nhanh chng tip nhn v iu chnh p ng khch hng. a sn phm ra th trng mt cch nhanh hn: xt v u ra th TMT B2B gip doanh nghip ct gim cc khu phn phi trung gian tip cn n nh bn l ti th trng khu vc. V vy thi gian a sn phm ra th trng nhanh hn. Gim chi ph i li giao dch: vi cc cng c nh th in t, h thng mng tch hp, trao i d liu in t, . s gip cc doanh nghip gim cc chuyn i gp g giao dch. Gim chi ph thu mua u vo: thng qua giao dch B2B, doanh nghip c nhiu c hi la chn cc nh cung cp tt hn vi gi thnh u vo r hn. Gim chi ph tip th v phn phi: v d khi mt doanh nghip sn xut a b gii thiu sn phm ln mng Internet, doanh nghip ny c th tip cn n nhiu doanh nghip xut nhp khu trn th gii v thu hp cc bc phn phi truyn thng tip cn nh bn l ngay.

i vi mi i tng ngi s dng Mi doanh nghip u c li ch t sn giao dch thng mi in t. Mt sn giao dch thng mi in t cho php cc doanh nghip hi t li v s dng Internet thc hin cc giao dch phc tp v gia tng hiu qu t cc giao dch . Kt qu l c ngi mua v ngi bn u hng li ch kinh t nh quy m v c th mua hoc bn bt c th g tht nhanh chng, d dng v tit kim. Sn giao dch thng mi in t cho php cc cng ty vt qua nhng ro cn v a l, m rng ra tan cu, vn ti nhng th trng m trc y h khng th no tip cn c. Bn cnh , n gip n gin ha tin trnh mua hng v ci thin tin trnh bn hng, gim chi ph hnh chnh ca vic mua hng truyn thng da trn giy t. Vic hp tc v giao dch nhanh chng, thun tin hn gip tit kim thi gian, rt ngn thi gian giao hng, tng cng mi quan h gia cc kng cung cp. Sn giao dch thng mi in t gip doanh nghip phn ng kp thi hn vi nhng bin ng ca th trng thng qua cc thng tin hu ch v th trng, gip doanh nghip a ra nhng k hoch kinh doanh hiu qu hn v i ph d dng hn vi nhng bin ng ca th trng * i vi x hi

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 (DNVVN) 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. Hot ng trc tuyn: thng mi in t to ra mi trng lm vic, mua sm, giao dch t xa nn gim vic i li, nhim, tai nn. Nng cao mc sng: nhiu hng ha, nhiu nh cung cp to p lc gim gi do kh nng mua sm ca khch hng cao hn, nng cao mc sng ca mi ngi. TMT lm tng thm lng tin ca ngi dn, to iu kin cho cc dch v khc pht trin. Li ch cho cc nc ngho: nhng nc ngho c th tip cn vi cc sn phm, dch v t cc nc pht trin hn thng qua Internet v TMT. ng thi cng c th hc tp c kinh nghim, k nng c o to qua mng. Dch v cng c cung cp thun tin hn: cc dch v cng cng nh y t, gio dc, cc dch v cng ca chnh ph c thc hin qua mng vi chi ph thp hn, thun tin hn. Cp cc loi giy php qua mng, t vn y t. l cc v d thnh cng in hnh.

3.

Hn ch

C hai loi hn ch ca Thng mi in t, mt nhm mang tnh k thut, mt nhm mang tnh thng mi. Theo nghin cu ca CommerceNet (commerce.net), 10 cn tr ln nht ca TMT ti M theo th t l: 1. An ton 2. S tin tng v ri ro 3. Thiu nhn lc v TMT 4. Vn ha 5. Thiu h tng v ch k s ha (hot ng ca cc t chc chng thc cn hn ch) 6. Nhn thc ca cc t chc v TMT 7. Gian ln trong TMT (th tn dng) 8. Cc sn giao dch B2B cha thc s thn thin vi ngi dng 9. Cc ro cn thng mi quc t truyn thng 10. Thiu cc tiu chun quc t v TMT Bt chp cc kh khn, hn ch ny thng mi in t vn pht trin rt nhanh trong cc nm qua. Theo thng k ca Emarketer.com vo thng 6.2002, ti M s lng giao dch chng khon qua mng tng t 300.000 nm 1996 ln 25 triu nm 2002. Theo Korean Times, ti Hn Quc s lng giao dch tng t 2% nm 1998 ln 51% nm 2002. Theo IDC (2000) s lng khch hng tham gia giao dch chng khon qua mng nm 2004 t 122.3 triu so vi 76.7 triu nm 2002. HN CH CA THNG MI IN T Hn ch v k thut Hn ch v thng mi

1. Cha c tiu chun quc t v cht lng, an ton v tin cy 1. Tc ng truyn Internet vn cha p ng c yu cu ca ngi dng, nht l trong Thng mi in t 1. Cc cng c xy dng phn mm vn trong giai on ang pht trin 1. Kh khn khi kt hp cc phn mm TMT vi cc phn mm ng dng v cc c s d liu truyn thng 1. Cn c cc my ch thng mi in t c bit (cng sut, an ton) i hi thm chi ph u t 1. Chi ph truy cp Internet vn cn cao 1. Thc hin cc n t hng trong thng mi in t B2C i hi h thng kho hng t ng ln

1. An ninh v ring t l hai cn tr v tm l i vi ngi tham gia TMT 1. Thiu lng tin v TMT v ngi bn hng trong TMT do khng c gp trc tip 1. Nhiu vn v lut, chnh sch, thu cha c lm r 1. Mt s chnh sch cha thc s h tr to iu kin TMT pht trin 1. Cc phng php nh gi hiu qu ca TMT cn cha y , hon thin 1. Chuyn i thi quen tiu dng t thc n o cn thi gian 1. S tin cy i vi mi trng kinh doanh khng giy t, khng tip xc trc tip, giao dch in t cn thi gian 1. S lng ngi tham gia cha ln t li th v quy m (ho vn v c li) 1. S lng gian ln ngy cng tng do c th ca TMT 1. Thu ht vn u t mo him kh khn hn sau s sp hng lot ca cc cng ty dot.com

KT LUN
Trong thng mi in t B2B, bn hng cho mt doanh nghip khc bao gm c vic m phn gi c, cc iu kin giao hng, yu cu v c tnh k thut ca sn phm, v hon ton khng n gin nh vic bn hng cho ngi tiu dng. iu ny gii thch ti sao cc cng ty bn l c th a catalog sn phm ln mng trc tuyn d dng hn so vi cc cng ty trin khai B2B. cng chnh l l do ti sao nhng ng dng B2B u tin thng ch p dng cho qu trnh mua bn hng ho m khu m t v nh gi l tng i n gin. Cc cng ty tham gia vo th trng B2B phi c k hoch kinh doanh r rng, hiu bit su sc v phng thc kinh doanh v th trng m h tham gia. Ngoi ra cng ty cn tch hp h thng cng ngh thng tin phc v cho sn xut kinh doanh vi cc cng ty cung cp cc ng dng v dch v ph tr lin quan.

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