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Kinh doanh in t v thng mi in t

Zorayda Ruth Andam

Thng 5/2003

Nhm cng tc e-ASEAN UNDP-APDIP

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LI NI U
Mt trong nhiu thch thc m cc nc trong khu vc Chu -Thi Bnh Dng ngy nay ang phi i mt l vic chun b sn sng cho x hi v chnh ph ca h trong bi cnh ton cu ho v cch mng thng tin truyn thng. Cc nh hoch nh chnh sch, doanh nhn, cc nh hot ng ca cc t chc phi chnh ph (NGO), cc hc gi, v thng dn ang ngy cng quan tm ti nhu cu xy dng x hi tr nn cnh tranh trong nn kinh t thng tin ang pht trin. Nhm cng tc e-ASEAN v Chng trnh pht trin thng tin chu Thi Bnh Dng ca UNDP (UNDP-APDIP) c chung nim tin rng vi cng ngh thng tin v truyn thng (ICT), cc nc c th i mt vi cc thch thc ca k nguyn thng tin. Vi ICT, h c th vn ti mt tm cao mi trong s nghip pht trin kinh t, x hi v chnh tr. Chng ti hy vng rng trong vic thc hin bc nhy vt ny, cc nh hoch nh chnh sch, nhng ngi lp k hoch, nghin cu vin, nhng ngi trin khai k hoch, cc nh bnh lun v nhng ngi khc s thy cc quyn sch khoa hc thng thc in t (e-primers) v x hi thng tin, kinh t thng tin v t chc x hi ny l b ch. E-primers c mc ch gip cho ngi c hiu bit r rng v nhng thut ng, nh ngha, xu hng v nhng vn khc nhau gn lin vi k nguyn thng tin. E-primers c vit vi ngn ng n gin, d hiu bao gm cc v d, trng hp tiu biu, cc bi hc thu c v nhng thc hnh tt nht gip cc nh xy dng k hoch v nhng ngi ra quyt nh trong vic nu ln nhng vn thch hp v xy dng chnh sch chin lc ph hp trong nn kinh t thng tin. E-primers bao gm nhng phn sau: K nguyn thng tin Net, Web v C s h tng thng tin Thng mi in t v kinh doanh in t Nhng vn v php lut v qui ch trong nn kinh t thng tin Chnh ph in t Cng ngh thng tin v truyn thng (ICT) v gio dc Gen, cng ngh v chnh sch: Gii thiu ti cng ngh sinh hc Cc ti liu trn c th tm thy trn mng qua a ch www.eprimers.org v www.apdip.net

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Sch khoa hc thng thc E-primers ny do UNDP-APDIP thc hin, nhm to ra mt mi trng thc y ICT qua vic ci t chnh sch v ng h ti khu vc chu Thi Bnh Dng v qua nhm cng tc e-ASEAN, mt sng kin ICT v s pht trin ca mi nc thnh vin ca Hip hi cc quc gia ng Nam . Chng ti hoan nghnh kin ca cc bn v nhng ch v vn mcm theo ni dung ca E-primers c th hu dng. Cui cng, chng ti xin cm n nhng ngi vit bi, cc nh nghin cu, nhng ngi ng gp kin v nhm cng tc - nhng ngi thc hin v tham gia ng gp i vi quyn sch E-primers ny .

Roberto R. Romulo Ch tch (2000-2002) Nhm cng tc e-ASEAN UNDP-APDIP Manila. Philippines

Shahid Akhtar iu phi vin chng trnh Kuala Lumpur, Malaysia www.apdip.net

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MC LC
Gii thiu _____________________________________________________________ 6 I. KHI NIM V NH NGHA _________________________________________ 8 Thng mi in t l g?_______________________________________________ 8 C phi nn kinh t Internet ng ngha vi thng mi in t v kinh doanh in t? ____________________________________________________________________ 9 Cc loi hnh ca thng mi in t _____________________________________ 11 ng lc pht trin ca thng mi in t ________________________________ 16 Nhng nhn t gp phn vo thnh cng ca mt giao dch thng mi in t c th? _______________________________________________________________ 18 Internet lin quan ti thng mi in t th no? ___________________________ 20 Vai tr quan trng ca mng ni b i vi doanh nghip trong thng mi in t? 20 Li ch ca thng mi in t trong kinh doanh?___________________________ 20 Thng mi in t gip cung cp hng ho theo yu cu ____________________ 21 Thng mi in t gip ngi tiu dng nh th no? ______________________ 22 Mi quan h kinh doanh c chuyn ti th no qua thng mi in t? _______ 22 Thng mi in t lin kt khch hng, cng nhn, nh cung cp, nh phn phi v i th cnh tranh nh th no? _________________________________________ 22 Nhng yu t lin quan ti mt m hnh thng mi in t? ______________ 23 II. NG DNG THNG MI IN T: VN T RA V TRIN VNG _ 24 Cc phng php mua hng v thanh ton qua mng ang s dng cc nc ang pht trin ___________________________________________________________ 25 H thng thanh ton in t v Vai tr ca h thng thanh ton in t __________ 25 Mc tin cy ca khch hng trong vic s dng EPS l g? _________________ 26 Ngn hng in t____________________________________________________ 26 III. THNG MI IN T CC NC ANG PHT TRIN ____________ 31 Vai tr quan trng ca thng mi in t i vi SMEs cc nc ang pht trin? Quy m th trng thng mi in ca SMEs nh th no? __________________ 31 M rng vic ng dng ICT gia cc doanh nghip SMEs cc nc ang pht trin ___________________________________________________________________ 34 Li ch ca thng mi in t i vi ph n? N gip trao quyn cho ph n nh th no________________________________________________________________ 38 Vai tr ca chnh ph trong vic pht trin ca thng mi in t cc nc ang pht trin ___________________________________________________________ 39 TI LIU THAM KHO ____________________________________________ 45 CHI CH __________________________________________________________ 47

-5V TC GI _______________________________________________________ 51 LI CM N ______________________________________________________ 51

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Gii thiu
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. Mt kha cnh khc, cc nc ang pht trin ang c a ra nhiu s tip cn ti th trng ton cu, ni m h cnh tranh vi cc nc pht trin hn. Phn ln, nhng khng phi tt c cc nc ang pht trin tham d vo thng mi in t, hoc l nh ngi bn hoc l nh ngi mua. Tuy nhin, nhm h tr cho thng mi in t tng trng ti nhng nc ny, h tng thng tin lin quan cn phi c nng cp. Mt s lnh vc cn s can thip ca chnh sch: - Chi ph Internet cao, gm c ph kt ni, ph giao dch v ph my ch cho trang web vi bng thng hiu qu. - Hn ch v kh nng ca th tn dng v h thng th tn dng ton quc - H tng giao thng khng pht trin dn n vic giao hng v dch v chm v khng chc chn - Nhng vn v an ton mng v h thng bo mt khng hiu qu - Thiu ngun nhn lc c k nng v cc cng ngh ch cht (chng hn nh lc lng chuyn gia v CNTT) - Vic cm on v ni dung trong nhng vn v an ninh quc gia v cc chnh sch cng nh hng rt ln n kinh doanh lin quan

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n cc dch v thng tin chng hn nh lnh vc truyn thng v gii tr. - Nhng vn gia cc quc gia, chng hn nh vic tha nhn giao dch theo lut ca cc nc thnh vin ASEAN, dch v chc thc, thc y cc phng php giao hng v h tr hi quan - Gi thnh lao ng tng i thp, dn n vic hng ti gii php m rng ngun vn mt cch tng i (bao gm u t vo vic thc y h tng mng v h tng c bn) th khng r rng Ngi ta tha nhn rng trong k nguyn thng tin, thng mi trn Internet l mt cng c hu hiu cho vic tng trng kinh t ca cc nc ang pht trin. Trong khi ch c nhng du hiu v s tham gia vo thng mi in t ca cc cng ty ln ti cc nc ang pht trin, dng nh c rt t hoc khng ng k cc cng ty va v nh tham gia vo vic s dng Internet trong thng mi in t. Thng mi in t ha hn em li s kinh doanh tt hn cho cc doanh nghip va v nh (SMEs) v s pht trin kinh t bn vng cho cc nc ang pht trin. Tuy nhin, iu cn ph thuc v quyt tm chnh tr mnh m v vic qun l tt cng nh l da vo thnh phn t nhn h tr v c trch nhim trong mt khung chnh sch hiu qu. Cun sch ny s a ra nhng hng dn v chnh sch phn sau.

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I. KHI NIM V NH NGHA

Thng mi in t l g? Thng mi in t (e-commerce) bao hm mt lot hot ng kinh doanh trn mng cho cc sn phm v dch v.1 N cng l bt c dng no ca giao dch kinh doanh trong cc bn trao i qua li in t hn l s trao i vt l hay lin lc trc tip vt l2. Thng mi in t thng ng ngha vi vic mua v bn qua Internet, hoc tin hnh bt c s giao dch no lin quan n vic chuyn i quyn s hu hoc quyn s dng hng ho hoc dch v qua mng li my tnh.3 Mc d ph cp nhng nh ngha ny th khng hon ton nm bt c nhng s pht trin gn y trong hin tng kinh doanh mi v mang tnh cch mng ny. Mt nh ngha 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 to ra, chuyn ti v nh ngha li mi quan h to ra cc gi tr gia cc t chc v gia cc t chc v cc nhn.4 T chc d liu quc t (IDG) c on rng gi tr thng mi in t ton cu nm 2000 t 350, 38 t US$. iu ny hng ti vic t c 3,14 nghn t US$ vo nm 2004. IDC cng d on rng vic tng s phn trm ca chu trong doanh thu thng mi in t ton cu s t 5% nm 2000 ln 10% vo nm 2004. (Hnh 1)

Doanh thu ca thng mi in t khu vc chu Thi bnh dng d on s tng t 76,8 t US$ vo cui nm 2001 ln 338,5 t US$ vo cui nm 2004.

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C phi thng mi in t (e-commerce) ging nh kinh doanh in t (ebusiness)? Trong khi mt s ngi cho rng thng mi in t v kinh doanh in t c th thay th nhau, thc ra chng l hai khi nim ring r. Trong thng mi in t, cng ngh thng tin v truyn thng (ICT) c s dng trong kinh doanh 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 ti khch hng (B2C) (giao dch gia cc cng ty/t chc ti tng c nhn). Mt khc, trong kinh doanh in t, ICT c s dng tng cng vic kinh doanh ca tng ch th. N bao gm bt c qu trnh no m mt t chc kinh doanh (hoc l phi li nhun, hoc t chc chnh ph, hoc c li nhun) thc hin qua mng my tnh. Mt nh ngha tng th hn ca kinh doanh in t: Vic chuyn ti qu trnh ca mt t chc trong vic a thm nhng gi tr khch hng qua vic ng dng cng ngh, trit l v m hnh tnh ton ca nn kinh t mi. C ba qua trnh chnh c tng cng trong kinh doanh in t: 5 Qu trnh sn xut, bao gm vic mua hng, t hng v cung cp hng vo kho, qu trnh thanh ton, cc mi lin kt in t vi nh cung cp v qu trnh qun l sn xut. Qu trnh tp trung vo khch hng, bao gm vic pht trin v marketing, bn hng qua Internet, s l n t hng ca khch hng v thanh ton, h tr khch hng Qu trnh qun l ni b, bao gm cc dch v ti nhn vin, o to, chia x thng tin ni b, hi hp qua video v tuyn dng. Cc ng dng in t tng cng lung thng tin gia vic sn xut v lc lng bn hng nhm tng sn lng bn hng. Vic trao i gia cc nhm lm vic v vic a ra nhng thng tin kinh doanh ni b s to c hiu qu hn. 6 C phi nn kinh t Internet ng ngha vi thng mi in t v kinh doanh in t? Nn kinh t Internet c khi nim rng hn so vi thng mi in t v kinh doanh in t. N bao gm c thng mi in t v kinh doanh in t. Nn kinh t Internet gn vi tt c cc hot ng kinh t s dng mng lin kt vi Internet v vic mua ca cc dch v ng dng 7 nh l cung cp cc phn cng phn mm v thit b mng cho vic bn l v siu th o trn mng.N c cu thnh trn ba phn chnh: h tng t nhin, h tng kinh doanh v thng mi 8. T chc CREC (Trung tm nghin cu v thng mi in t) ti trng i hc Texas pht trin mt khung khi nim v vic nn kinh t Internet lm vic nh th no. Khung ny ch ra bn lp ca nn kinh t Internet, ba c cp trn v lp th t c gi l trung gian. (Bng1)

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Bng 1: Khung khi nim v vic nn kinh t Internet Cc lp ca Lp 1: H Lp 2: H ng nn kinh t tng Internet: tng Cc cng ty dng Internet cung cp Internet. Cc phn cng, cng ty lm phn mm v ra cc sn thit b mng phm phn cho Internet mm h tr v trang web cho vic giao dch qua (WWW) trang Web; cc cng ty cung cp thit k pht trin trang web v dch v t vn ng dng Hnh thi Mng thng mi Phn cng ty Internet cng/Phn Pht trin mm Pht trin trang web Phn mm ng dy vn Sn xut T Internet phn cng My tnh v o to trn mng my ch Cung cp Phn mm mng trc tm kim Internet C s d liu Cung cp trn web dch v a truyn Internet thng (ISPs) ng dng Bn cc sn phm bo mt Sn xut cp quang Lp 3: Trung gian Internet: Cc cng ty kin kt ngi mua v ngi bn trn mng; cc cng ty cung cp ni dung trang web; cc cng ty cung cp th trng mng m giao dch thng mi in t c th c thc hin To ra th trng theo trc dc Cc ngnh Du lch trn mng i l Mi gii trn mng Ni dung Tp hp Qung co trn mng Mi gii Cung cp cng ni dung Lp 4: Thng mi Internet: Cc cng ty bn sn phm hoc dch v trc tip ti khch hng hoc cc doanh nghip

Bn hng trn mng Gii tr trn mng v cc dch v chuyn nghip Sn xut Bn v my bay Cc cng ty thu ph

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V d

Trung tm nghin cu v thng mi in t ti trng i hc Texas www.Internetindicators.com. Cc loi hnh ca thng mi in t Cc loi chnh khc nhau ca thng mi in t l doanh nghip vi doanh nghip (B2B); doanh nghip vi ngi tiu dng (B2C); ngi tiu dng vi ngi tiu dng (C2C) v thng mi di ng (m-commerce). B2B l g? 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 on rng thng mi in t B2B s tip tc pht trin nhanh hn B2C. Th trng B2B c hai thnh phn ch yu: h tng o v th trng o. H tng o l cu trc ca B2B ch yu bao gm nhng vn sau: 9 Hu cn - Vn ti, nh kho v phn phi (v d Procter and Gamble); Cung cp cc dch v ng dng - 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 t bn ngoi trong chu trnh thng mi in t nh my ch trang web, bo mt v gii php chm sc khch hng (v d; nh cung cp cc ngun bn ngoi nh eShare, NetSales, iXL Enterprises 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 da 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. 10 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.

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Phn ln cc ng dng B2B l trong lnh vc qun l cung ng (c bit chu trnh t hng mua hng), qun l kho hng (Chu trnh qun l t hnggi hng-vn n), qun l phn phi (c bit trong vic chuyn gia cc chng t gi hng) v qun l thanh ton (v d h thng thanh ton in t hay EPS). 11 eMarketer nh hng tng phn thng mi in t B2B trong tng thng mi in t ton cu t 79.2% nm 2000 ln 87% nm 2003 v gim phn B2C t 20,8% nm 2000 xung cn 13% nm 2004 (hnh 2)

Tng t nh vy, tng trng B2B lun lun dn trc B2C trong khu vc chu thi bnh dng. Theo nh eMarketer c tnh nm 2001, doanh thu B2B trong khu vc s t qut 300 t US$ vo nm 2004. Bng 2 ch ra kch c ca thng mi in t B2B trong giai on 20002004

Hp 1: Cc li ch ca thng mi in t B2B trong cc th trng ang pht trin

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Tc ng ca th trng B2B vi nn kinh t ca cc nc ang pht trin c th hin nh sau: Chi ph giao dch: C ba loi chi ph c gim xung mt cch ng k qua vic thc hin thng mi in t B2B. Th nht l gim chi ph tm kim, nh l khch hng khng cn phi thng qua cc trung gian tm kim thng tin v nh cung cpm sn phm v gi c nh trong chui cung ng truyn thng. Trn kha cnh cc n lc, thi gian v tin bc b ra, Internet l knh thng tin hiu qu hn l cch truyn thng. Trong th trng B2B, ngi bn v ngi mua tp hp li cng vi nhau trong mt cng ng thng mi n nht, gim nhiu hn chi ph tm kim. Th hai l vic gim chi ph trong qu trnh giao dch. (V d ho n, thanh ton v t hng) khi m B2B cho php vic t ng ho trong qu trnh giao dch v t , thc hin nhanh chng nhng cng vic nh vy so vi cc phng thc khc (nh in thoi v fax). Tnh hiu qu trong qu trnh v giao dch thng mi cng c tng cng qua kh nng ca th trng o B2B nhm thc hin qu trnh bn hng qua u gi trn mng. Th ba, x l trn mng thc y vic qun l kho hng v hu cn. Loi b trung gian: Qua th trng B2B, ngi cung cp c kh nng trao i trc tip vi ngi mua, t loi b nhng ngi trung gian v cc nh phn phi. Tuy nhin, cc hnh thi mi ca trung gian cng ang xut hin. V d, th trng mng t bn thn n c th c xem xt nh l trung gian bi v chng ng gia ngi cung cp v ngi mua trong mt chui cung ng. Minh bch trong gi c: Gia nhng li ch ca th trng mng l vic tng cng tnh minh bch trong gi c. Vic tp hp mt lng ln ngi mua v ngi bn trong mt th trng mng n nht s l ra thng tin v gi c th trng v qu trnh giao dch ti nhng ngi tham d. Internet cho php vic xut bn thng tin v mt hot ng mua bn hoc giao dch, lm cho thng tin sn sng c tip cn v sn c vi tt c thnh vin ca th trng mng. Tng tnh minh bch ca gi c c nh hng ti vic ko s chnh lch gi trong th trng xung. Vi ni dung ny, ngi mua c cung cp nhiu thi gian hn so snh gi v ra nhng quyt nh mua hng tt hn. Hn th na, th trng mng B2B m rng bin gii cho vic thng thuyt gi c cho d u, nhiu ngi bn v ngi mua tham d vo vic nh hnh gi v u thu hai chiu. Trong mi trng nh vy, nhng yu cu cho c ngi mua v ngi bn c tp hp li t c nhng gi cnh tranh, thp hn nhng gi do tng c nhn a ra. 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

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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 Thng mi in t B2C l g? Thng mi in t B2C hay l thng mi gia cc cng ty v ngi tiu dng, lin quan n vic khch hng thu thp thng tin, mua cc hng ho thc (hu hnh nh l sch hoc sn phm tiu dng) hoc sn phm thng tin (hoc hng ho v nguyn liu in t hoc ni dung s ho, nh phn mm, sch in t) v cc hng ho thng tin, nhn sn phm qua mng in t. 12 y l hnh thi ln nht v sm nht ca thng mi in t. Khi ngun ca n c th k n vic bn l trn mng (e-tailing) 13 V vy m hnh kinh doanh chung ca B2C l cc cng ty bn l trn mng nh Amazon.com, Drugstore.com, Beyond.com, Barnes and Noble v ToysRus. V d khc lin quan n cc hng ho thng tin l E-trade v Travelocity. Cc ng dng chung ca loi hnh thng mi in t ny l trong cc lnh vc mua sn phm v thng tin, qun l i chnh c nhn, i km vi qun l u t c nhn v ti chnh vi vic s dng cc cng c ngn hng. (V d Quicken) 14 eMarketer c tnh rng doanh thu thng mi in t B2C trn ton cu s tng t US$ 59,7 t nm 2000 ln US$ 428,1 t nm 2004. Giao dch bn l trn mng to ln phn c ngha ca th trng ny. eMarketer cng c tnh rng trong khu vc chu thi bnh dng, doanh thu B2C, trong khi ng k mt con s mi nht so vi B2B, th li tng ln 8,2 t US$ cui nm 2001, vi con s ny gp hai ln cui nm 2002 vi tng s bn hng ton cu B2C di 10%. Thng mi in t B2C gim chi ph giao dch (c bit l chi ph tm kim) bng cch tng s truy cp ca khch hng vo thng tin v cho php khch hng tm kim gi cnh tranh nht cho mt sn phm hoc dch v. Thng mi in t B2C cng gim cc ro cn vo th trng t khi gi ca vic thit lp v duy tr mt Website r hn vic thnh lp mt cng ty thc ti. Trong trng hp hng ho thng tin, thng mi in t B2C cn hp dn hn bi v n gip cc cng ty tit kim t vic lu tin cc chi ph thm vo ca mng phn phi thc ti. Hn th na, vi nhng nc vi s tng trng ca ngi dng Internet mt cch mnh m th vic a cc hng ho thng tin tr thnh kh thi. Thng mi in t B2G l g?

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Thng mi in t gia doanh nghip vi chnh ph (B2G) c nh ngha chung l thng mi gia cng ty v khi hnh chnh cng. N bao hm vic s dng Internet cho mua bn cng, th tc cp php v cc hot ng khc lin quan ti chnh ph. Hnh thi ny ca thng mi in t c hai c tnh: th nht, khu vc hnh chnh cng c vai tr dn u trong vic thit lp thng mi in t, th hai, ngi ta cho rng khu vc ny c nhu cu ln nht trong vic bin cc h thng mua bn tr nn hiu qu hn. 15 Cc chnh sch mua bn trn web tng cng tnh minh bch ca qu trnh mua hng (v gim ri ro ca vic khng ng quy cch). Tuy nhin, ti nay, kch c ca th trng thng mi in t B2G nh l mt thnh t ca ca tng thng mi in t th khng ng k, khi m h thng mua bn ca chnh ph cn cha pht trin. Thng mi in t B2C l g? Thng mi in t khch hng ti khch hng C2C n gin l thng mi gia cc c nhn v ngi tiu dng. Loi hnh thng mi in t ny c phn loi bi s tng trng ca th trng in t v u gi trn mng, c bit vi cc ngnh theo trc dc ni cc cng ty/ doanh nghip c th u thu cho nhng ci h mun t cc nh cung cp khc nhau.16 C l y l tim nng ln nht cho vic pht trin cc th trng mi. Loi hnh thng mi in t ny ti theo ba dng: u gi trn mt cng, chng hn nh eBay, cho php u gi trn mng cho nhng mt hng c bn trn web H thng hai u nh Napster (mt giao thc chia x d liu gia ngi dng s dng din n ni chuyn IRC) v cc hnh thc trao i file v tin Qung co phn loi ti mt cng nh Excite Classifieds v eWanted (mt th trng mng trao i qua li ni ngi mua v ngi bn c th thng thuyt v vi c th ngi mua hng ti & mun qung co) Giao dch khch hng ti doanh nghip C2B bao gm u gi ngc, trong khch hng l ngi iu khin giao dch. Mt v d c th ca n l khi hng hng khng cnh tranh a ra cho ngi mua gi v tt nht p li qung co ca ngi mua rng anh ta mun bay t New York ti San Francisco. C rt t thng tin v quy m ca thng mi in t C2C. Tuy nhin, con s C2C v cc trang web thng dng C2C nh l eBay v Napster ch ra rng th trng ny th rt ln. Nhng trang web ny to ra hng triu la bn hng mi ngy. Thng mi di ng l g? (M-commerce)

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Thng mi di ng (Mobile commerce) l vic mua v bn hng ho v dch v qua cng ngh khng dy- chng hn nh cc thit b cm tay nh my in thoi di ng v thit b h tr s c nhn (PDAs). Nht Bn l nc ng u trn th gii v m-commerce. Vic chuyn ti ni dung qua cc thit b khng dy tr nn nhanh hn, an ton hn, mt s ngi tin rng m-commerce s vt tri thng mi in t trn dy nh l mt phng php la chn cho giao dch thng mi s. iu ny c th ng cho Chu - Thi bnh dng ni m s ngi s dng mobile phone nhiu hn s ngi s dng Internet. Cc ngnh b nh hng bi m-commerce gm c: Dch v ti chnh bao gm ngn hng di ng (khi khch hng s dng cc thit b cm tay truy cp vo ti khon ca h v thanh ton ho n), cng nh l dch v mi gii (trong ch s chng khon c th c hin th v vic mua bn c th tin hnh t cng mt thit b cm tay) Vin thng, trong s thay i dch v, thanh ton ho n v xem xt ti khon c th c tin hnh t cng mt thit b cm tay. Dch v/bn l, khi khch hng c a ra nhng kh nng t hng v tr cho n t hng mt cch nhanh chng. Dch v thng tin, bao gm vic a ra gii tr, tin tc ti chnh, thng tin th thao v cp nht tc nghn giao thng ti cc thit b mobile. 17 Forrester Research c tnh rng 3, 4 t US$ bn hng s c dng qua PDA v in thoi di ng vo nm 2005. (Bng 3) ng lc pht trin ca thng mi in t C ba ng lc chnh cho thng mi in t: ng lc kinh t, marketing v mi tng tc vi khch hng v cng ngh, c bit l tch hp truyn thng a phng tin.18 Bng 3: c tnh ca Forrester Research v bn hng qua m-commerce

ng lc kinh t: Mt trong nhng li ch ca thng mi in t l tnh hiu qu kinh t t c t vic gim chi ph truyn thng, h tng cng

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ngh gi thnh thp, tc hn v giao dch in t kinh t hn vi nh cung cp, chi ph chia x thng tin ton cu v qung co thp hn v la chn dch v khch hng r hn. S hi nhp kinh t hoc l bn trong hoc l bn ngoi. S hi nhp bn trong lin quan ti mng li kinh t ca cc tng cng ty, nh cung cp, khch hng v cc nh thu c lp vo trong mt cng ng truyn t ti mt mi trng o (vi Internet nh l phng tin). Vic tch hp Internet, mt khc l mng li ca nhiu ban trong mt cng ty v ca cc hot ng kinh doanh v chu trnh. iu ny cho php thng tin kinh doanh quan trng c lu gi di dng s c th ly c ngay lp tc v truyn ti in t. Vic tch hp ni b l minh ho tt nht l mng ni b cng ty (intranets). Gia cc cng ty c mng ni b hiu qu l Procter and Gamble, IBM, Nestle v Intel. Hp 2: SESAMi.NET: Kt ni th trng chu qua trung tm B2B SESAMi.NET l trung tm o ln nht B2B ca chu , mt s trao i o lng ghp v kt ni cc doanh nghip (va, nh v ln) ti cc i tc thng mi, nhng th trng o v h thng ni b doanh nghip vi mc ch tm kim nh cung cp, mua v bn hng ha v cc dch v trn mng trong mt thi im thc t. Trung tm o ny phc v nh mt trung tm qun l ni dung v chu trnh s l cc giao dch kinh doanh vi cc dch v h tr nh dch v ti chnh v thng tin. y l s kt ni chin lc v nng ng ti trang web thng mi ton cu (GTW), mng ln nht th gii ca cc cng ng thng mi trn Internet. Bi v y l s lin kt rt quan trng , SESAMi t c mt mng rng khp ca cc th trng o khu vc, theo trc dc v tp trung vo cc ngnh trn ton cu. ng lc th trng: Cc t hp cng ty c khuyn khch s dng thng mi in t trong tip th v thc y sn phm nhm nm bt c th trng quc t, c ln v nh. Tng t, Internet c s dng nh l mt phng tin cho tng cng cc dch v v h tr khch hng. iu ny d hn nhiu cho cc cng ty nhm cung cp cho ngi tiu dng vi chi tit hn v sn phm v thng tin dch v qua vic s dng Internet. Hp 3: Brazils Submarino 19: Thc y cc dch v khch hng qua Internet Brazil Submarino l mt v d c in v s thnh cng trong s dng Internet cho thc y dch v v h tr khch hng. T mt cng ty a phng v thng mi in t B2C Sao Paulo bn sch, CD, video cassette, V, chi, cc sn phm in t v my tnh Brazil, n pht trin tr thnh cng ty ln nht trong lnh vc ny Achentina, Mexico, Ty Ba Nha v B o Nha. Gn 1/3 s 1,4 t ngi s dng Internet Brazil

- 18 -

mua hng qua trang web ny. Nhm tng cng dch v khch hng, Submarino a dang ho vic a ra h tng hu cn v cng ngh cho cc nh bn l khc, bao gm kinh nghim v chuyn mn trong phn tch tn dng, theo di n t hng v h thng so snh sn phm. ng lc cng ngh: S pht trin ca ICT l nhn t chnh trong s tng trng ca thng mi in t. V d, tin b cng ngh trong s ho ni dung, nn v thc y h thng m cng ngh m ng cho hi t dch v truyn thng vo mt mt bng duy nht. i li, iu ny lm cho truyn thng hiu qu hn, nhanh hn, d dng hn v kinh t hn v nhu cu thit lp mng ring bit cho cc dch v in thoi, TV, TV cp v truy cp Internet b loi tr. T quan im ca doanh nghip, cng ty v ngi tiu dng, ch c mt nh cung cp thng tin c ngha l chi ph truyn thng thp hn. 20. Hn th na, nguyn tc ca tip cn ph cp c th t c d dng hn vi s hi t. Hin ti chi ph cao ca vic lp t cc ng dy trn t lin ti cc vng nng thn tha tht lm nn lng cc cng ty vin thng nhm lp t in thoi ti cc khu vc ny. Lp t ng dy trn mt t cc vng nng thn c th hp dn thnh phn t nhn hn nu doanh thu t vic ny khng gii hn vi chi ph in thoi ng di v ni a. S pht trin ny s m bo s tip cn c th chp nhn c ti thng tin cho nhng ngi vng nng thn v s gim bt cho chnh ph nhng vn v chi ph lp t t nhng ng dy ny.21 Nhng nhn t gp phn vo thnh cng ca mt giao dch thng mi in t c th? Thng mi in t khng ch lin quan n vic cng ty thit lp mt trang web vi mc ch bn hng cho ngi mua qua Internet. thng mi in t tr thnh mt phng n cnh tranh vi giao dch thng mi truyn thng v cho mt cng ty ti a ho li ch ca thng mi in t, mt s vn v cng ngh cng nh cho php phi c xem xt. Mt chu trnh giao dch thng mi in t c trng lin quan n nhng ngi tham gia chnh sau v vi nhng yu cu tng ng: Ngi bn cn phi c nhng yu t sau: - Mt trang web vi kh nng thng mi in t (v d nh my ch giao dch an ton) - Mt mng ni b cng ty cc n t hng c x l theo phng php hiu qu v - Nhn vin vi k nng v CNTT qun l lung thng tin v duy tr h thng thng mi in t

- 19 -

i tc giao dch bao gm: - Cc ngn hng a ra nhng dch v chng t thanh ton giao dch (v d x l thanh ton th tn dng v chuyn tin in t) - Cc cng ty vn ti quc gia v quc t c kh nng vn chuyn hng ho thc trong, ngoi nc. Vi giao dch doanh nghip ti ngi tiu dng, h thng ny phi a ra nhng hnh thc cho vic vn chuyn gim chi ph vi nhng gi hng nh (chng hn nh mua sch qua Internet th khng c t hn l mua t hiu sch) - C quan chng thc c coi l bn th ba m bo tnh xc thc v an ton ca giao dch Khch hng (trong giao dch doanh nghip ti khch hng) l ngi: - Hnh thnh nn nhng s ng vi s tip cn vo Internet v vi thu nhp sn c cho php dng th tn dng - C nh mua hng qua Internet hn l mua hng thc t Cc cng ty/ doanh nghip (trong giao dch doanh nghip ti doanh nghip) cng vi nhau hnh thnh nn mt s lng cng ty (c bit trong chui cung ng) vi s tip cn Internet v kh nng t hng qua Internet. Chnh ph, nhm thit lp: - Khung php l qun l cc giao dch thng mi in t (bao gm chng t in t, ch k in t v..v) - Cc th ch php lut thc hin khung php l (lut v quy nh) v bo v ngi tiu dng v doanh nghip khi nhng vi phm V cui cng l Internet, vic s dng thnh cng ca n tu thuc vo nhng iu sau: - H tng vng chc v ng tin cy ca Internet - Cu trc gi khng ngn cn ngi tiu dng s dng thi gian vo v mua hng qua Internet (v d mt cc ph mt bng hng thng cho c tip cn ISP v cc cuc gi ni vng) Cho thng mi in t pht trin, nhng yu cu trn v nhn t trn phi c t ng ch. Cc nhn t t pht trin l s tr ngi cho vic tng s thm nhp vo thng mi in t trn tng th. V d mt nc vi h tng Internet rt tt s khng c nhng ch s v thng mi in t cao nu ngn hng khng a ra h tr v cc dch v lin quan cho giao dch thng mi in t. nhng nc c cc ch s thng mi in t ng k, mt chu trnh chc chn s tng cng cc yu t ca n trong chu trnh ny22.

- 20 -

Internet lin quan ti thng mi in t th no? Internet cho php mi ngi trn khp th gii kt ni vi nhau mt cch ng tin cy v vi chi ph khng t. Nh l mt h tng cng ngh, n l mt s thu thp ton cu v mng, kt ni chia x thng tin s dng mt b giao thc chung. 23 Cng vy, nh l mt mng li khng l ngi v thng tin, 24 Internet l ng lc cho thng mi in t khi chng cho php doanh nghip trng by v bn sn phm v dch v ca h trn mng v a nhng khch hng tim nng, khch hng tng lai v i tc kinh doanh tip cn ti thng tin v doanh nghip ny v sn phm cng nh dch v ca h m dn n vic mua hng. Trc khi Internet c s dng cho cc mc ch thng mi, cc cng ty s dng cc mng ring nh EDI (trao i d liu in t) giao dch kinh doanh vi nhau. l hnh thi sm hn ca thng mi in t. Tuy nhin, lp t v duy tr mt mng ring rt tn km. Vi Internet, thng mi in t pht trin nhanh chng bi v chi ph thp hn v bi v Internet da trn cc tiu chun m 25 Vai tr quan trng ca mng ni b i vi doanh nghip trong thng mi in t? Mt mng ni b (intranet) gip vic qun l thng tin ni b cng ty v c th ni vi mt giao dch thng mi in t ca mt cng ty (hoc giao dch thc hin ngoi mng ni b). Inasmuch l mng ni b cho php lng thng tin tc thi, thng tin c x l cng mt lc v khp vi d liu t giao dch thng mi in t bn ngoi. Vi tnh cht nh vy, chc nng ca cng ty, quyt nh v chu trnh lin quan n hot ng thng mi in t r rng hn v c t chc hn. S gia tng ca mng ni b dn n vic chuyn i mt t chc theo th t ra lnh v iu hnh ti mt t chc da trn thng tin. Vic chuyn i ny nh hng ti trch nhim qun l, truyn thng v lung thng tin v cu trc lm vic theo nhm. Li ch ca thng mi in t trong kinh doanh? Thng mi in t c coi l mt s cn bng. N cho php cc cng ty mi thnh lp v cc cng ty va v nh vi ti th trng ton cu. Hp 4: Cn bng sn chi qua thng mi in t: Trng hp ca Amazon.com Amazon.com l mt ca hng sch o. N khng c mt ca hng thc s no bn l. Tuy vy, Amazon.com c t l bn hng t 1,2 t US$ hng nm, tng ng vi khong 235 ca hng ca Barnes&Noble (B&N).

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Nh tnh hiu qu ca vic bn hng qua web, Amazon chi tiu ch c 56 triu US$ vo ti sn c nh trong khi B&N tiu ht 118 triu US$ cho 235 ca hng ca mnh. (Cho cng bng th Amazon cha c li nhun nhng iu khng ngn c rng trong nhiu ngnh kinh doanh thng mi in t r hn l theo cch truyn thng) Tuy nhin, iu ny khng loi tr rng nu khng c mt chin lc kinh doanh in t t, thng mi in t c th phn bit cc cng ty SME bi v n biu l s s hu v thng tin gi c. Mt k hoch kinh doanh in t tt khng hon ton loi tr nhng gi tr kinh t c. S bng n cc cng ty .com l bng chng cho iu ny. Hp 5: Bi hc t s bng n .com Theo thng k ca Webmergers.com, khong 862 cng ty .com tht bi t khi nh im bng n ca .com vo thng 1/2000. Phn ln nhng cng ty ny l thng mi in t v ni dung. Vic ng ca nhng cng ty ny ko theo s i xung ca cc nh cung cp ni dung Internet, cc cng ty v h tng, nh cung cp dch v Internet v cc nh cung cp v tip cn Internet quay s v bng thng khc.26 T vin cnh ca cc ngn hng u t, s bng n ca .com c th v vi mt vn bi trong nhng ngi nhiu tin hn l nhng nh t bn mo him v nhng ngi t cc trn bn l nhng nh u t nh. S bng n ny ch yu l do nhng ngi chi khng quen vi lnh vc ny, cng vi s tht bi i ph vi tc cch mng Internet v tng vn quay vng 27. Cc doanh nghip Internet thit lp gi hng ho v dch v ca mnh vi mc rt thp nhm t c th phn v hp dn cc nh t bn mo him rt vn. S sp bt u khi cc nh u t bt u yu cu thu v nhng gi tr cao hn. Cc cng ty Internet cng tiu qu nhiu vo chi ph qun l trc khi t c th phn 28 Thng mi in t gip cung cp hng ho theo yu cu Cc ng dng thng mi in t trong lnh vc ny bao gm h thng t hng d s dng cho php khch hng la chn v t hng theo tnh cht ring bit v c nhn. V d mt cng ty sn xut t vi chin lc thng mi in t cho php cc n t hng qua mng c th c nhng chic t mi c lp rp trong vng vi ngy (thay cho vi tun thng thng lm ra mt chic t mi) da trn nhng chi tit k thut ca khch hng. iu ny c th thc hin hiu qu hn nu qu trnh sn xut ca cng ty tin tin v lng ghp vo h thng t hng.

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Thng mi in t cho php sn xut mng. iu ny lin quan n vic chia nh tng phn qu trnh sn xut vi cc nh thu, nhng ngi cch nhau v mt a l nhng kt ni vi nhau qua mng my tnh. Li ch ca sn xut mng bao gm: gim gi thnh, tip th chin lc tp trung hn v h tr bn hng cho cc sn phm, dch v v h thng mi khi cn. Vi sn xut mng, mt cng ty c th phn cng nhim v ti cc nh my trn th gii chuyn nghip trong nhim v ny (v d vic lp rp cc thnh phn c bit). Thng mi in t gip ngi tiu dng nh th no? Trong giao dch C2B, khch hng/ngi tiu dng chu nh hng nhiu hn v sn phm c lm nh th no v dch v c thc hin ra sao, t m rng s la chn ca khch hng. Thng mi in t cho php qu trinh nhanh hn v m hnm vi khch hng c s iu khin nhiu hn. Thng mi in t lm cho thng tin v sn phm v th trng tng th sn c v d tip cn, tng tnh minh bch ca gi c, cho php khch hng ra nhng quyt nh mua hng ng n hn. Mi quan h kinh doanh c chuyn ti th no qua thng mi in t? Thng mi in t chuyn mi quan h kinh t c (quan h theo trc dc/ngang) sang mi quan h kinh t mi phn loi bi cc gii php qun l mi quan h t u ny sang u kia (hi nhp hoc m rng) Thng mi in t lin kt khch hng, cng nhn, nh cung cp, nh phn phi v i th cnh tranh nh th no? Thng mi in t h tr mng li cc t chc, kha cnh cc cng ty nh ph thuc vo cc doanh nghip i tc cho vic cung cp v phn phi sn phm nhm nhn mn vo nhu cu khch hng hiu qu hn. Nhm qun l chui mng li kt ni khch hng, cng nhn, nh cung cp, nh phn phi v c i th cnh tranh, mt gii php qun l chui cung ng lng ghp hoc m rng rt cn thit. Qun l chui cung ng (SCM) c nh ngha nh l s kim sot vt liu, thng tin v ti chnh khi chng c chuyn t nh cung cp ti nh sn xut ti ngi bn bun ti nh bn l ri ti khch hng. N lin quan ti s phi hp v hi nhp ca nhng lung ny c trong v gia cc cng ty. Mc ch ca h thng qun l chui cung ng hiu qu l cung cp ng lc hng ho v dch v ti nhng kt ni tip theo trong chui ny (v cui cng l vic gim hng trong kho ti mi kt ni). 29 C ba lung chnh trong SCM:

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- Lung hng ho, bao gm s chuyn hng ho t nh cung cp ti khch hng cng nh t khch hng quay li hoc cc dch v cn thit - Lung thng tin, bao gm vic chuyn ti ca n hng v cp nht tnh hnh giao hng v - Lung ti chnh bao gm tn dng, k hoch tr tin v k gi thanh ton v thu xp ch s hu. Mt s ng dng SCM da trn m hnh d liu m h tr vic chia x d liu c trong v ngoi doanh nghip, c gi l doanh nghip m rng v bao gm nh cung c chnh, nh sn xut v ngi s dng cui cng ca mt cng ty c th. Chia x d liu nm trong h thng c s d liu a dng, hoc kho cha d liu ti vi trang web khc nhau v ti cng ty. Chia x thng tin i ln (vi nh cung cp ca cng ty hay i xung (vi khch hng ca cng ty cho php cc ng dng SCM thc y vic ng lc ca sn phm v gim gi thnh. N cng cho php tt c cc bn tham gia trong chui cung ng qun l t hn ngun lc hin ti v k hoch cho cc nhu cu trong tng lai. 30
Mi quan h kinh t c Ngi sn xut hng Ngi bn l Khch
Mi quan h kinh t mi

Ngi sn xut Ngi bn l Ngi sn xut hng

Khch hng

Khch

Hnh 3: Mi quan h kinh t mi vi mi quan h kinh t c Nhng yu t lin quan ti mt m hnh thng mi in t? Mt m hnh thng mi in t phi c: 31 Mt h tng kinh doanh tin ch chia x ng dng k thut s, bao gm sn xut s ho v cng ngh phn phi (bng thng/mng khng dy, cng ngh to ni dung v h thng qun l thng tin) cho php doanh nghip tham gia to ra v tn dng nn kinh t mng theo phm tr 32 v phm vi. 33 Mt m hnh vn hnh tinh vi, bao gm cc chui cung ng lng ghp gm c chui cung ng 34 v chui mua hng 35. Mt m hnh qun l kinh doanh in t, bao gm cc i kinh doanh v mi quan h i tc

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Chnh sch, th ch v h thng x hi v d chnh sch kinh doanh i cng vi lut thng mi in t, lm vic t xa/o, hc t xa, chnh sch khuyn khch v nhng chnh sch khc. Hp 6: Dawsons Antiques v Sothebys: Mt trng hp nh v sng to chin lc kinh doanh in t. Dawsons Antiques l mt doanh nghip kinh doanh c c 23 nm. Vi s xut hin ca cc trang web u gi trn mng, ngi ch l Linda Dawson, nhn thy c nhu cu khng nhng s dng Internet vo kinh doanh ca mnh m cn li dng c n nhm duy tr vic kinh doanh. N c tha nhn rng nhiu khch hng ca c mua rt nhiu c t cc i th cnh tranh trn mng u gi vi gi thp hn gi c a ra. Trong khi , Sothebys, mt trang web u gi ang pht trin (hin ti l mt trong nhng trang u gi ln nht) nhn ra li ch ca vic tng hng u gi nhm thu ht nhiu ngi hn trn Internet. Cng ty ny sa li chin lc Internet bng cch m mt trang Web, sothebys.com ti cc nh giao dch nh hn v cc trang u gi nh hn thay cho cnh tranh trc tip vi i th ca mnh trong kinh doanh u gi trn mng. Vi cch tip cn ny, Sotheby t c tng trng theo cp s nhn hng trong kho, do hp dn c th trng ln hn. S tham gia ca Dawson vo Sothebys l phng tin trong vic m rng danh sch khch hng. Nhm bin iu ny d dng hn, Sothebys khng nhng cung cp trang web cho cc thnh vin ca mnh (bao gm c Dawson) m cn sp xp nm tt c ho n v b su tp. Vi chin lc mi, Sothebys tp hp c 4,600 thnh vin, i li vic m rng kho u gi ln 5 ln so vi trc tng ng 5.000 l hng mi tun. Vi Dawson, vic bn hng trn mng chim 25% tng s bn hng gia nm 2000 v 50% trong thng 1/20001.

II. NG DNG THNG MI IN T: VN T RA V TRIN VNG

Cc ng dng khc nhau ca thng mi in t ang tip tc nh hng ti xu hng v vin cnh ca kinh doanh trn Internet, bao gm ngn hng in t (e-banking), bn l trn mng (e-tailing) v xut bn trn mng. Mt mi trng pht trin v hon thin hn cho ngn hng in t ng vai tr quan trng trong thng mi in t bng cch khuyn khch s chuyn hng t m hnh truyn thng v thanh ton (tin mt, sc hay bt c hnh thc trn giy no c tha nhn) sang cc phng php in t (nh h thng thanh ton trn mng), t ng li mt chu trnh thng mi in t.

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Cc phng php mua hng v thanh ton qua mng ang s dng cc nc ang pht trin
Ti phn ln cc nc ang pht trin, cc hnh thc thanh ton sn c cho giao dch trn mng gm c: A. Cc phng php thanh ton truyn thng Thanh ton lc giao hng (Cash-on-delivery): Rt nhiu phng php thanh ton trn mng lin quan ti vic a ra n mua hng trn mng. Thanh ton bng tin mt sau khi nhn c hng tht Thanh ton qua ngn hng: Sau khi t hng trn mng, thanh ton c thc hin bng cch t cc tin mt vo ti khon ngn hng ca cng ty bn hng. Giao hng tng t nh cch quy c B. Cc phng php thanh ton in t Nhng i mi nh hng ti ngi tiu dng: bao gm th tn dng v th ghi n, my rt tin t ng (ATMs), th lu gi gi tr v ngn hng in t. Nhng i mi thc y thng mi in t: tin o (e-cash), sc o (e-check), th thng minh (smart cards) v th tn dng m ho. Cc phng php thanh ton ny khng tht ph cp ti cc nc ang pht trin. Chng c chp nhn bi vi cng ty ln ti cc knh an ton da trn giao dch Nhng i mi nh hng ti cc cng ty gn vi h thng c cu thanh ton m ngn hng cung cp cho khch hng ca mnh bao gm chuyn tin gia cc ngn hng qua h thng thanh ton t ng cho php thanh ton bng cch t cc trc tip.

H thng thanh ton in t v Vai tr ca h thng thanh ton in t Mt h thng thanh ton in t (EPS) l mt h thng trao i ti chnh gia ngi mua v ngi bn trong mi trng mng c h tr bi cc cng c ti chnh c s ho (chng hn nh s th tn dng c m ho, sc in t, hay tin mt s ho) c cng nhn bi ngn hng, trung gian hay nh thu hp l. EPS ng vai tr quan trng trong thng mi in t v n khp li mt chu trnh thng mi in t. Ti cc nc ang pht trin, h thng thanh ton trn mng khng pht trin l mt s tr ngi rt ln cho s pht trin ca thng mi in t. Ti cc nc ny cc doanh nghip khng c kh nng chp nhn thanh ton th tn dng qua Internet do cc vn v lut php v kinh doanh. Vn ch yu l an ton giao dch. S vng mt ca h tng lut php qun l cc hot ng thanh ton trn mng cng l mt vn . y, cc ngn hng vi cc hot ng ngn hng in t t tho thun cc dch v gia h v khch hng.

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Ngnh cng nghip th tn dng km pht trin ti nhiu nc ang pht trin cng l mt ro cn cho thng mi in t. Ch c mt phn nh s dn c th mua hng ho v dch v trn Internet do th trng th tn dng nh b. Cng c mt vn yu cu v s ng r rng (chng hn nh ch k) bi ngi ch th trc khi giao dch th c coi nh l yu cu c gi tr v khng tn ti M v ti cc nc pht trin khc. Mc tin cy ca khch hng trong vic s dng EPS l g? Rt nhiu nc ang pht trin vn cn l mt nn kinh t tin mt. Tin mt l hnh thc thanh ton c a chung khng ch v l do an ton m cn bi v tnh nc danh, c s dng cho cc mc ch trn thu hay gi b mt v tin c s dng vo ci g. Vi cc nc khc, vn bo mt c rt nhiu vic phi lm vi vic thiu mt khung php l cho iu chnh cc li v s khng chc chn v cc gii hn lut php trong trch nhim i vi vic mt hay b mt th tn dng. Tm li, nhng vn lin quan cn c gii quyt lin quan ti EPS l: Bo v ngi tiu dng t nhng li qua s hiu qu qua vic gi li cc d liu, tnh ring t v an ton trong giao dch, cc dch v thanh ton cnh tranh nhm m bo s tip cn ngang bng ti khch hng v quyn la chn phng php v t chc thanh ton. Khung php l ti cc nc ang pht trin cng bt u tha nhn giao dch in t v cc phng php thanh ton. Ngn hng in t Ngn hng in t (e-banking) bao gm cc sn phm in t hon ho v quen thuc vi th trng pht trin, nh l ngn hng qua in thoi, th tn dng, ATM v t cc trc tip. N cng bao gm thanh ton ho n in t v cc sn phm chim phn ln trong giai on pht trin, bao gm th lu gi gi tr (th thng minh/tin thng minh) v cc sn phm lu gi gi tr trn Internet. Hp 7. Cc phng php thanh ton v vn bo mt: Trng hp ca Trung quc Ti Trung quc, trong khi ngn hng pht hnh th tn dng v trong khi nhiu th ghi n c rt trc tip t ti khon ngn hng, c rt t ngi s dng th tn dng ca h cho thanh ton trn mng. Tr tin lc giao hng vn l phng thc ph bin nht trong thanh ton thng mi in t. Tuy nhin thanh ton trn mng ang t c s ng bi v s xut hin ca

- 27 -

Chinapay v Cyber Beijing, a ra mt h thng thanh ton trn mng ton thnh ph Vai tr ca ngn hng in t ti cc nc ang pht trin l g? Ngn hng in t ti cc nc ang pht trin ang trong giai on bt u pht trin. Phn ln dch v ngn hng ti cc nc pht trin vn c thc hin theo cch thng thng. Tuy nhin, c mt s tng trng cc dch v ngn hng trn mng, ch ra mt tng lai ha hn ca cc dch v ngn hng trn mng ti cc nc ny. Di y l bc tranh rng ln v ngn hng in t ti ba nc ASEAN. Kinh nghim ca Philippin Ti Philippine, Citybank, Bank of Phillipine Islands (BPI), Philippine National Bank v cc ngn hng ln khc tin phong v ngn hng in t vo u nhng nm 1980. Mng lin ngn hng trong nc nh Megalink, Bancnet v BPI Expressnet l nhng ngi tin phong sm nht v ln nht v cng ngh ATM. BPI a ra BPI express online vo thng 1/2000. Cc dch v ti chnh chung nht bao gm t cc, chuyn tin, m ti khon mi, ngng thanh ton cho sc ban hnh, n mua nh v t, th tn dng v chuyn tin. Kinh nghim ca Singapore Ti Singapore, hn 28% ngi s dng Internet vo cc trang web ngn hng in t vo thng 5/2001. 36 Nghin cu ca NetValue (Mt cng ty trn Internet) ch ra rng trong khi s lng ngi tham gia vo ngn hng in t ti Singapore tng ln, thi gian trung bnh cho cc trang web ny gim xung xp x gn 4 ln t thng ba n thng 5/2001. S gim xung ny c th do yu t rng nhiu khch hng s dng thi gian hon thnh nhng giao dch tn t thi gian hn l vo cc trang web khc. Theo nh kho st, hai trong ba khch hng thc hin giao dch. Tt c cc ngn hng chnh Singapore c s hin din Internet. Nhng ngn hng ny a ra mt lot sn phm trc tip ti khch hng qua cc trang web Internet. Nhng ngn hng ny chuyn t s tp trung ban u vo cc dch v ngn hng bn l sang cc cng ty va v nh v cc sn phmdch v ngn hng cho cc t hp cng ty. Cc sn phm a ra gm c - Chuyn tin qua h thng thanh ton - Lng ghp cc sn phm thng mi in t B2B, lin quan ti chn sn phm, t hng mua, pht hnh ho n v thanh ton

- 28 -

- t hng chng khon v bo him, cc hot ng th trng vn - Mua bn chng khon - Dch v ngn hng bn l Kinh nghim ca Malaysia Ngn hng in t ca Malayxia bt u vo nm 1981 vi s gii thiu ca h thng ATM. Sau l s ra i ca ngn hng qua in thoi vo u nhng nm 1990 vi nhng thit b vin thng c ni vi h thng t ng qua vic s dng cng ngh t tr li bng ting (AVR). Sau l cc dch v ngn hng qua my tnh s dng cc phn mm thch hp, ph cp vi cc khch hng cng ty hn l khch hng bn l. Vo 1/6/2000, Malaysian Bank cho php cc ngn hng thng mi a ra cc dch v ngn hng trn Internet. Vo 15/6/2000, Maybank, mt trong nhng ngn hng ln nht Malaysia a ra dch v ngn hng Internet u tin. Ngn hng ny p dng cng ngh m ho 128 bit nhm bo mt cc giao dch ca mnh. Cc ngn hng a phng khc a ra cc dch v ngn hng in t l Southern Bank, Hong Leong Bank, HSBC bank, Multipurpose Bank, Phileo Allied Bank v RHB Bank. Cc ngn hng a ra cng ngh WAP v Mobile Banking l OCBC Bank, Phileo Allied Bank v United Overseas Bank. Cc dch v ngn hng in t thng mi chung nht bao gm cc chc nng yu cu ngn hng, thanh ton ho n, thanh ton th tn dng, chuyn tin, chia u t, bo him, du lch, mua hng trn mng v cc dch v ngn hng c bn khc. 37 Nhng yu t th trng, cn tr v vn nh hng ti s pht trin ca ngn hng in t ti cc nc ang pht trin. Cc thu ngn vin v my rt tin t ng tip tc l nhng knh ngn hng la chn ti cc nc ang pht trin. Ch c s lng nh ngn hng ng dng ngn hng Internet. Gia nhng ngi c thu nhp trung bnh v cao chu c phng vn trong kho st ca McKinsey, ch c 2,6% thc hin ngn hng Internet trong nm 2000. Ti n , Indonesia v Thi lan, con s cn di 1%, ti Singapore v Hn quc, l t 5 ti 6%. Nhn chung ngn hng Internet chim t hn 0,1% cc giao dch ngn hng ca khch hng, nh l trong nm 1999. Internet th c s dng nhiu hn trong vic m ti khon mi nhng s lng khng ng k t hn 0,3% c s dng, tr Trung quc v Philipine ni s lng ny tng ln 0,7% v 1% ln lt. S lng nh ny khng th do vic hn ch tip cn ti Internet khi 42% s ngi c phng vn ni rng h truy cp my tnh v 7% ni rng h truy cp vo Internet. Cn tr ln nht chu v nh hng ti th trng ang pht trin ny l tnh bo mt. y l l do chnh cho vic khng m ti

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khon trn mng v ti khon u t. R rng ngi ta thch s lin l cc nhn hn ti ngn hng. Tip cn ti cc sn phm cht lng cao cng l mt vn . Phn ln cc ngn hng chu ang trong giao on u ca cc dch v ngn hng qua Internet v nhiu cc dch v ny rt c bn. Xu hng v vin cnh ca ngn hng in t ti nhng nc ny l g? C tim nng cho vic tng trng ng dng ngn hng in t ti chu . Nhng ngi phng vn ca McKinsey a ra cc ch s sau: 1. Nhng ngi s dng tin phong: 38% nhng ngi c phng vn cho rng h c nh m mt ti khon trn mng trong tng lai gn. Nhng ngi s dng i u ny thc hin nhiu hn 1/3 s giao dch so vi nhng ngi s dng khc v h c nh p dng tt c cc knh ca ngn hng thng xuyn hn. 2. Nhng ngi theo sau: Khong 20% na ch ra rng cui cng h s m mt ti khon trn mng nu t chc chnh a ra v nu khng c ph ngn hng no thm vo 3. Nhng ngi t chi: 42% (so vi con s 58% ca nhng ngi i u v nhng ngi theo sau) cho rng h khng hng th vi hoc khng mun dch v ngn hng Internet. Cn nhn mnh rng nhng ngi c phng vn ny thch s chc chn v n gin, chng hn nh s hu t hn cc sn phm ngn hng v gii quyt t hn vi cc t chc ti chnh. t hn 13% nhng ngi s dng i u v nhng ngi theo sau ch ra mt s quan tm ti vic thc hin cc hot ng phc tp trn Internet nh l mua bn c phiu hay np n bo him, th tn dng v n. Khong 1/3 nhng ngi s dng dn u v nhng ngi theo sau ch thc hin nhng chc nng ngn hng c bn nh l tm kim s d ti khon, chuyn tin gia cc ti khon qua Internet. 38 Bn l qua mng 39 Bn l trn mng (e-tailing) l vic bn hng ho bn l trn Internet. y l hnh thi chung nht ca giao dch doanh nghip ti ngi tiu dng (B2C). Hp 8: Bn l trn mng: Xu hng tin phong trong thng mi in t Nm 1997 c xem nh nm u tin cho bn l trn mng. l khi Dell Computer thng bo hng t la t hng c thc hin qua trang web. Cng nh vy, s thnh cng ca Amazon.com (bt u t nm 1996) khuyn khich Barnes & Noble m mt trang bn l trn mng. Mi lo ngi bo mt qua n t hng trn Internet dn dn c y li. Trong cng nm, Auto-by-tel bn hng triu la t qua trang web v

- 30 -

CommerceNet/Nielsen Media thng bo rng 10 triu ngi thc hin mua bn qua trang Web. Xu hng v vin cnh ca bn hng trn mng l g? Jupiter cho rng bn l trn mng s tng US$ 37 t nm 2002. Mt c lng khc tng th trng trn mng s tng 45% vo nm 2001, t 65 t US$. Kh nng li nhun khc nhau gia cc nh bn l trn trang web, theo catalog v theo kho hng. Cng c s gim ng k trong chi ph khch hng cho tt c cc nh bn l trn mng t trung bnh US$38 xung cn US$ 29 vo nm 2000. Mt nghin cu v bn l trn mng do Retail Forward tin hnh ch ra rng 8 trong s 10 nh bn l trn mng 40 l a knh, c ngha l h khng ch da vo bn hng trn mng Hnh 4 ch ra 10 cng ty dn u theo doanh s thu c trn mng trong nm 2001

Thm vo , mt nghin cu ca Boston Consulting Group v Shop. Org cho rng th trng bn l nhiu kn ti M m rng 72% t nm 1999 n nm 2002 so vi tng trng hng nm l 67.8% trong tng s th trng trn mng cho nm 1999-2002 Xut bn qua mng l g? ng dng ph bin ca n? Xut bn trn mng l qu trnh s dng my tnh v cc hnh thi phn mm c bit nhm kt hp on vn v hnh nh nhm to ra cc ti liu da trn trang web nh l tp ch, c s d liu, sch minh ho v cc n phm khc nh sch vv.. vi Internet nh l phng tin cho xut bn Li ch v thun li ca vic xut bn trn mng l g? Nhng li ch ca vic s dng cc phng tin thng tin truyn thng trn mng l tip cn ph cp chi ph thp, s c lp v thi gian v a im v

- 31 -

d phn phi. y l nhng l do ti sao Internet c coi nh mt phng tin tip th vt tri hiu qu v thng c s dng tng cng dch v thng tin. Nhng vn v xut bn trn mng? Vn trong xut bn trn mng c th nhm li theo hai c im: thch thc v qun l v vn chnh sch xut bn. C hai vn chnh v qun l: - Cu hi v li nhun, nhn mnh rng s hin din trn mng c th em li li nhun nh th no v loi kinh doanh no s t kt qu trong doanh thu - Vn v kch thc gn vi tnh hiu qu ca trang web v s cng bng ph qung co Vn v chnh sch cng chung nht phi lm l bo v bn quyn v kim duyt. Nhiu nh xut bn b ngn cm xut bn trn mng v vic bo v bn quyn khng ng n. Mt cu hi quan trng cn c a ra l: Vic bo v bn quyn hin hnh trong mi trng in c th thc hin vi mi trng mng nh th no? Phn ln cc gii php l cng ngh hn l v mt lut php. Cc gii php cng ngh chung hn bao gm m ho cho nhng thu bao tr tin, v thng tin c s dng o trn mt bng mch v tiu nhng ti liu phc tp kim duyt tnh thng xuyn v cch on vn c xem v s dng. Trong tip th trn mng, c mt vn v nhng th in t thng mi khng mi m n gi l spam e-mail. Nhng th ny khng ch l vn b lm phin m cn tn km. Bn cnh nhng th in t thng thng v hu dng, l do chnh ti sao spam email l mt vn ln trong tip th trn mng l nhng chi ph ng k chuyn t ngi gi sang ngi nhn loi th ny. Gi mt lot th kiu ny r hn nhiu so vi vic nhn. Nhng th tp nham nh vy tiu tn rng ca bng thng (Vi vic mua ISP), lm cho truy cp Internet ca khch hng chm hn v tng chi ph s dng Internet. 42

III. THNG MI IN T CC NC ANG PHT TRIN

Vai tr quan trng ca thng mi in t i vi SMEs cc nc ang pht trin? Quy m th trng thng mi in ca SMEs nh th no? Cho cc doanh nghip va v nh (SMEs) ti cc nc ang pht trin, thng mi in t a ra nhng thun li cho vic gim gi thnh tm kim

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thng tin v chi ph giao dch (nh thc y tnh hiu qu ca hot ng, gim thi gian thanh ton, s l th tn dng, vv). Cc kho st ch ra rng thng tin trong nhng vn sau l gi tr nht vi SMEs: khch hng v th trng, thit k sn phm, cng ngh x l v iu khon v ngun ti chnh. Internet v ICT h tr vic tip cn ti cc thng tin ny.43 Thm vo , Internet cho php vic phn phi v trn gi t ng thng tin (bao gm thng tin khch hng) ti nhng nhm ring bit. Tuy nhin, c s nghi ng lin quan ti liu c thng tin trn web c lin quan ti v gi tr cho cc SME trong mt nc pht trin, c th bin vic u t vo truy cp Internet tr thnh kh thi. S tht l phn ln SME ti cc nc ang pht trin ang cung cp cho th trng a phng v t da ch yu vo ni dung v thng tin bn a. V l do ny, c mt nhu cu cho vic tng bn vng tng s v cht lng ni dung bn a (bao gm c ni dung vi ngn ng bn a) trn Internet nhm lm cho n hu dng c bit vi nhng doanh nghip thu nhp thp.44 Hp 9: ICT-4-BUS: Gip cc doanh nghip va v nh i mt vi nhng thch thc ca thng mi in t. Chng trnh i mi cng ngh thng tin v truyn thng cho thng mi in t v pht trin SME, c bit nh l ICT-4-BUS, l mt sng kin ca Qu h tr a phng v CNTT v s pht trin ca Ngn hng InterAmerican Development Bank (IDB) nhm tng cng tnh cnh tranh, sn lng v tnh hiu qu ca cc doanh nghip va v nh ti chu M Latin v Carribe qua vic cung cp s tip cn ti cc gii php ICT. Vic ny cng vi cc n lc ca khu vc v th gii nhm t c mt x hi thng tin. Cc chng trnh v d n trong khun kh sng kin ny bao gm s ph bin nhng bi hc hay nht trong khu vc, k nng my tnh v cc chng trnh o to, v nhng n lc iu phi nhm h tr s tip cn ti tn dng v ti chnh cho vic thc hin thnh cng cc gii php thng mi in t. Sng kin a ra nh l mt cng c chin lc v mt phng tin cho ti a ho th trng thng mi in t tim nng ca SME to Chu M Latin c chng minh bng US$ 23.51 triu doanh thu thng mi in t gia cc SME chu M Latin.46 eMarkerter d on rng doanh thu thng mi in t ca SME s tng t 6,53 t US$ ti 28,53 t US$ ti ng u, Chu Phi v Trung ng kt hp li; 127,25 t US$ trong nm 2003 ti 502,69 t US$ trong nm 2005 ti khu vc chu Thi bnh dng; 23,51 t US$ trong nm 2003 ti 89,81 t US$ vo nm 2005 ti Chu M Latin; t 340,41 t US$ trong nm 2003 ti US$971,47 t vo nm 2005 ti Ty u v t 384,36 t US$ nm 2003 ti 1,18 chc t US$ vo nm 2005 ti Bc M.

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Thng mi in t hu dng nh th no vi cc doanh nghip ti cc nc ang pht trin? C t nht l nm cch trong thng mi in t v Internet hu dng i vi cc doanh nghip ti cc nc ang pht trin 1. N h tr s tip cn ca th th cng 47v SME ti th trng th gii 2. N h tr thc y v pht trin ca du lch ti cc nc ang pht trin trong phm vi ton cu 3. N h tr vic tip th ca cc sn phm nng nghip v nhit i trn th trng th gii. Hp 10: IFAT: Tng quyn cho ngnh nng nghip quan thng mi in t B2C Lin on quc t v thng mi (IFAT) l mt n lc chung nhm trao quyn cho ngnh nng nghip ti cc nc ang pht trin. N bao gm 100 t chc (bao gm 70 t chc ti cc nc ang pht trin) ti 42 nc. Thnh vin ca t chc bn khong 200-400 triu US$ hng nm cc sn phm th cng v nng nghip t cc nc thu nhp thp hn. Thm vo , IFAT cung cp s gip ti cc nh sn xut ti cc nc ang pht trin trong vic h tr hu cn, kim tra cht lng, ng gi v xut khu. 4. N cung cp ng cho cc cng ty ti cc nc ngho vo chui cung ng B2B v B2G 5. N h tr cc cng ty cung cp dch v ti cc nc pht trin bng cch cho php chng hot ng hiu qu hn v cung cp trc tip cc dch v c bit ti khch hng trn ton cu. Hp 11: Trung tm x l d liu xa b: Thng mi in t ti ni lm vic trong lnh vc dch v Cc trung tm x l d liu xa b, cung cp s sao chp d liu v cc chc nng hu vn phng ti cc doanh nghip dch v nh cc cng ty bo him, hng khng, th tn dng v ngn hng, l cc cng ty ph bin ti cc nc ang pht trin v c cc nc pht trin mc thp. Thc t, cc trung tm cuc gi h tr khch hng ca cc cng ty .com v thng mi in t c xem nh mt trong nhng thnh t pht trin nhanh nht ca cc dch v xa b ti nhng nc ny n v Philippin t ho l nhng ni chnh ca ng vo d liu xa b v chng trnh my tnh Chu , vi n thit lp mt nng lc pht trin phn mm phc tp vi nhn lc k nng cao h tr n. 48 Cc SME ti cc nc ang pht trin trong lnh vc dch v m rng th trng vi kh nng giao dch trc tip vi khch hng quc t v nc ngoi v nhm qung co cho cc dch v ca h. iu ny c bit ng cho cc doanh nghip nh hot ng trong lnh vc du lch. Ban du lch cung cp s h tr trong mt danh sch cc nh cung cp dch v theo tiu

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ch ti trang web ca h. Thm vo , cho SME ti cc nc ang pht trin, Internet l phng tin nhanh chng, d dng, ng tin cy v r tin cho vic t c nhng h tr k thut ttrc tuyn v nhng cng c phn mm v ng dng, a ra nhng yu cu k thut, yu cu sa cha v t hng nhng phn hay cng c mi.49 Internet cng l mt cng c cho php cc SME ti cc nc ang pht trin tham gia vo nhng nhm tho lun trn ton cu vi nhng ngi lin quan ti vic kinh doanh ging nhau, v t chia x thng tin, kinh nghim v gii php cho cc vn k thut c th. iu ny c bit gi tr cho cc doanh nghip, nhng ngi xa cch v mt a l nhng cng ging nhau v kinh doanh.50 M rng vic ng dng ICT gia cc doanh nghip SMEs cc nc ang pht trin Hin ti, Internet c cc SME s dng rng ri nht ti cc nc ang pht trin cho vic truyn thng v nghin cu; Internet c s dng t hn cho thng mi in t. Th in t (e-mail) c xem nh cng c quan trong ca vic giao tip. Tuy nhin, vic m rng s dng th b gii hn bi s tha nhn ca SME v tm quan trng ca giao dch trc din vi khch hng v nh cung cp. Mc tin cy v s dng e-mail cho giao tip vi c khch hng v nh cung cp tng ln ch sau giao dch trc din. V th email tr thnh mt phng tin duy tr mi quan h kinh doanh. N l bc u tin trong thng mi in t, khi m n cho php mt cng ty tip cn ti thng tin v duy tr giao tip vi khch hng v nh cung cp. iu ny c th dn n nhng hot ng thng mi in t cao hn. M hnh ng dng ICT gia cc SME ti cc nc ang pht trin ch ra mt s tin b t vic s dng Internet cho giao tip (ch yu l e-mail) ti vic s dng ca Internet cho nghin cu v tm kim thng tin ti s pht trin ca trang web vi thng tin v hng ho v dch v ca cng ty, v cui cng s dng Internet cho thng mi in t. Hp 12: E-mail v Internet ti cc nc ang pht trin Hin ti, e-mail l s s dng vt tri v quan trng nht ca Internet ti cc nc ang pht trin. Ti Bangladesh, 82% vic s dng Internet l email, so vi 5% ti M. Trang web chim khong 70% ca vic s dng Internet ti M. 51 iu ny do chi ph truy cp Internet tng i caco ti phn ln cc nc ang pht trin. Tuy nhin, Internet c xem l khng t, mc d khng hon ton, l s thay th cho in thoi hay fax n khng t v tc truyn ti thng tin cao v khng hon ho v n khng cung cp giao tip hai chiu ging nh in thoi.52

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Nhiu cng ty s dng Internet nhm giao tip vi khch hng v nh cung cp ch nh l mt knh nhm duy tr mi quan h kinh doanh. Khi cc cng ty pht trin ti mt mc tin cy nht nh v li ch ca e-mail trong vic tin hnh giao dch kinh doanh v tim nng tng trng bn hng t vic s dng n, h s xem n s la chn pht trin trang web ring ca h. Nghin cu ca The Asia Foundation v vic m rng s dng ICT gia cc SME ti Philippine, Thailand v Indonesia ch ra nhng cch ng dng chung, nh: 1. Vic s dng rng ri ca Internet cho e-mail bi v chi ph v li ch v tnh hiu qu 2. Vic s dng trang web nhiu hn cho thc y hn l bn hng trn mng hay thng mi in t, ch ra rng SME ti cc nc ny vn ang trong giai on u ca thng mi in t. 3. Vic s dng ph bin ca Internet cho nghin cu c bn 4. Xu hng s dng cc giao dch ngoi mng hn l thng mi in t v nhng vn an ton bo mt SME tri qua nhng chng khc nhau ca vic chp nhn thng mi in t. H bt u vi vic to ra mt trang web ch yu qung co v thc y cng ty v sn phm v dch v. Khi nhng cng ty ny bt u to ra nhng vn , yu cu v cui cng l bn hng qua trang web, h bt u i vo thng mi in t. Hp 13: Ph n v tip th ton cu trn web: Trng hp ca Guyanan Weavers Cooperative Guyanan Weavers Cooperative l mt t chc thnh lp bi 300 ph n ti booj lc Wapishana v Macushi Guyana, bc Nam M. T chc ny phc hi li nhng tc phm c xa t nhng chic vng dt c s dng trong th k 19 v minh ho cho ngnh dt do nhng ngi du lch chu u v vic trng vi bng ti cc gia nh cng nh vic dt. T chc ny sau thu mt vi ngi to ra trang web, l cng c em sn phm ca h ln mng. Khng lu sau , vo gia nhng nm 1990, mt nhm th dt (Rupununi weavers Society) c kh nng bn vng ti Hong hu Elizabeth, Hong t Philip, Vin Smithsonian v Bo tng Anh. T nm 1998 h bn khong 20 vng qua Internet vi gi tr US$1,000/chic. Trng hp ny cng ch ra rng SME c tim nng rt ln cnh tranh trong th trng cho cc sn phm cha c bit ti mc d doanh s bn thp Thm vo , nhiu trang web cung cp thng tin th trng v k thut, li khuyn v nng nghip v cng c qun l ri ro cho SME (cho cc nng dn trng ch v c ph ti cc nc ang pht trin chng hn) bt u xut hin.53

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Cn tr v nhng thch thc vi SME trong ng dng ICT vo kinh doanh hay trong vic gn vi thng mi in t l g? Theo nh kho st gn ay tin hnh ti cc nc ng nam , cc ro cn bn ngoi c th hiu c vi thng mi in t bao gm mi trng kinh t khng thun li, chi ph ICT cao v vn an ton. Nhng ro cn bn trong l s h tng truyn thng ngho nn bn trong cc cng ty SME, thiu nhn thc v ICT v kin thc cng nh l kh nng ICT ca cc nh qun l v cng nhn khng y , ngun ti chnh khng hiu qu v thiu s lin quan cn thit hay cc gi tr thm vo ca ICT vi vic kinh doanh ca h. Nhn chung, nhng vn chnh lin quan c coi l ro cn vi s thm nhp CNTT v thng mi in t l: - Thiu nhn thc v hiu bit v cc gi tr ca thng mi in t: Phn ln SME ti cc nc ang pht trin khng p dng c thng mi in t hay s dng Internet bi v h khng thy c gi tr ca thng mi in t vi vic kinh doanh ca h. Nhiu ngi ngh rng thng mi in t ch ph hp vi cc cng ty ln v s thm vo nhng chi ph m khng mang li li nhun no trong u t - Thiu tri thc v k nng v ICT: Con ngi ng vai tr quan trng trong pht trin thng mi in t. Tuy nhin, k nng cng ngh cn rt hn ch vi phn ln cc nc ang pht trin. S thiu cng nhn tay ngh cao ti SME, l mt vn chnh cho vic hng ti s dng cng ngh thng tin trong kinh doanh. Cng c s nghi ng rng liu SME c th tht s tn dng c li ch ca vic tip cn vi th trng ton cu qua Internet, vi nhng kh nng gii hn trong vic thit k, phn phi, tip th v h tr sau bn hng. Trong khi Internet c th hu dng trong vic tip cn vi cc k nng thit k quc t, SME khng tin rng h c th yu cu s u i trong gi c vi nhng hng ho ca mnh tr khi h a ra nhng i mi v sn phm. Tuy nhin, h c th thu li vn t vic h l nhng nh cung cp gi r. Hn th na, s ni bt trong thit k c cc nh mt c tn tui nm bt, trong cc sn phm dt. SME nghi ng rng liu s hin din ca trang web s h tr vic tha nhn tn tui ca h trn phm vi ton cu khng. 54 - Chi ph ti chnh: Chi ph l mt vn quan trng. S u t ban u cho vic chp nhn cng ngh mi l s nng gnh hn cho cc cng ty nh hn l cc cng ty ln. Chi ph cao ca my tnh v truy cp Internet l mt ro cn cho vic thc hin thng mi in t. i mt vi hn ch v ngn qu, SME xem nhng chi ph thm vo cho ICT qu ln trong vic u t m khng c thu hi ngay. Nhiu SME thy rng tip th trn Internet l t . C mt trang web th khng tng t nh c mt trang web c nhiu ngi vo.

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Mt l do rng c th khng c nhu ngi s dng. Mt l do khc l s thch thc ca tnh nc danh vi SME. Bi v s hin din ca v s doanh nghip trn Internet, dng nh vic tha nhn nhn hiu s lm cnh tranh hn. Hn th na, mt trang web c thng tin v thn thin th khng ; n cn phi cp nht thng xuyn. Cc cng c tm kim phi yu cu trc tip ti trang web v tin tc v trang web cn phi c ph bin rng khp. ng k hnm kinh nghim ca nhiu nc OECD chng minh rng chin lc tip th trn mng tt nht l tt hn khng thay th cc hnh thi truyn thng thng thng. 55. Mt gii php c th khuyn khch vi SME tp hp li cc thng tin ca mnh trn mt trang web ring m c trch nhim xy dng nhn hiu bng cc lin kt hay cp nht. - H tng. H tng mng o v mng tht ca nhiu nc ang pht trin c coi nh mt in thoi tng i thp l mt ro cn ti thng mi in t. Cng c t ng in thoi cho kinh doanh i vi SME - Bo mt: m bo an ton trong thanh ton v tnh ring t ca cc giao dch trn mng l cha kho cho vic chp nhn rng ri v ng dng thng mi in t. Trong khi cc chnh sch ph hp c a ra nhm h tr thng mi in t, thiu s tin tng vn l mt ro cn s dng Internet thc hin giao dch trn mng. Hn th na vic s dng th tn dng ti nhiu nc ang pht trin cn tng i thp56. Cng nh vy, ngi tiu dng min cng s dng Internet cho tin hnh giao dch vi SME do tnh khng chc chn v cc chnh sch hon tr ca SME v vic s dng thng tin. - Cc vn khc lin quan ti tnh ring t v bo mt57: Trong khi vn bo mt c dng ph bn nh l mt l do tc thi cho rt nhiu l do khc nhau ti sao cc c nhn v cng ty khng ho hng vi thng mi in t v s dng cc cng ngh Internet, c mt l do khc lin qua v l vn vn cha c gii quyt, l s trn thu, tnh ring t v tnh nc danh, xem xt li v trch nhim lut php vi th tn dng. Ti nhiu nc, tin mt c a thch hn khng ch v l do an ton m cn v s mun giu mt vi nhng ngi trn thu hoc vi nhng ngi ch n gin khng mun nhng ngi khc bit h dng tin u. Nhng ngi khc lo lng rng thiu s bo v ca php lut vi nhng li (v d khng c iu khon v sa li v gii hn lut php v trch nhim, chng hn, cho vic mt v b mt th tn dng). Cn thit phi phn bit nhng vn ny ra ngoi nhng vn bo mt (nh tnh ring t trong giao dch, bo v v an ton) khi chng c th khng c a ra bng cch ng dng phng php m ho hiu qu (hay cc phng php bo mt khc)

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Li ch ca thng mi in t i vi ph n? N gip trao quyn cho ph n nh th no Ni chung, Internet v thng mi in t trao quyn cho cc thnh phn trc v phn bit li. Kinh nghim ca Guyanan c th chng minh iu ny Ph n t c ch ng vng chc trong nhiu lnh vc thng mi in t. Trong B2C phn ln cc cu chuyn thnh cng v cc cng ty ph n nm quyn u c tip th cc sn phm duy nht vi thu nhp sn c. Ngi tiu dng c tm thy ti cc nc ang pht trin, ch ra rng c nhu cu cho h tng hiu qu giao cc sn phm cho vic kinh doanh pht t v to lng tin. Chng hn, nu mt doanh nghip c th u t vo vic sn xut cc hng ho s nh nhc hay phn mm m c th chuyn ti in t hay nu nhng hng ho ny c th c phn phi v giao ni vng, th y l s la chn kh thi v thc tin hn. Bn cnh kinh nghim ca Guyanan, c nhiu trng hp thnh cng v thit lp thng mi in t m ph n c th c th ho. Mt s v d c th l Tortasperu.com (www.tortasperu.com.pe), mt doanh nghip lin quan n tip th bnh Peru do ph n vi thnh ph Peru iu hnh; Ethiogift (www.ethiogift.com) lin quan ti vic ngi Ethiopia mua cu v cc loi qu qua Internet giao cho gia nh h ni khc trong nc, t c th b qua nhng vic giao hng thc s nc ngoi, v hip hi ph n nng thn tnh pha nam chu Phi s dng Internet qung co g ti khch hng ca mnh Pietersburg.58 Trong khi phn ln cc v d lin quan ti B2C, cn phi nhn mnh rng ph n hu nh tham gia vo kinh doanh bn bun ti cc nc pht trin, do h c th thm nhp vo th trng B2B v B2G Hp 14. Ph n c trao quyn Bangladesh: Trng hp ca mng in thoi lng Grameen Mng in thoi lng Grameen l mt v d c in v vic trao quyn cho ph n ti Bangladesh. Nhng ngi iu hnh in thoi lng l nhng ph n ngho kh (nhng ngi c la chn v s trong sch v uy tn ca h). Nhng in thoi lng ny thng c ving thm bi cc thnh vin nam do lng b nhim. ang ni l nhng doanh nghip n ny(nhng ngi iu hnh in thoi) c hng nhng li ch t cc dch v in thoi nhiu hn l thu nhp t cc h gia nh ca h

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Vai tr ca chnh ph trong vic pht trin ca thng mi in t cc nc ang pht trin Trong khi c s ng chung rng thnh phn t nhn cn nm vai tr dn u trong vic pht trin v s dng thng mi in t, chnh ph ng vai tr nh mt cng c trong vic khuyn khch s tng trng ca thng mi in t qua nhng phng php thc hnh c th nh l 1. To ra mt mi trng chnh sch thun li cho thng mi in t 2. Tr thnh ngi s dng hng u ca thng mi in t v cc ng dng ca n trong hot ng ca mnh v l ngi cung cp cc dch v cho cc cng dn ca chnh ph, nhm khuyn khch vic s dng rng khp Mi trng chnh sch thun li cho thng mi in t l g? Mt s vn chnh sch cng trong thng mi in t chnh ph cn thc hin l: - Xa khong cch s hay thc y vic tip cn ti mng thng tin d tip cn v r tin - Vic tha nhn hp php cc giao dch thng mi in t - Bo v ngi tiu dng t li vi phm - Bo v quyn ca ngi tiu dng vi s ring t - Bo v hp php vi s t nhp (hay s tip cn khng c php ti h thng my tnh) - bo v quyn s hu tr tu Cc gii php cho nhng vn ny cn phi c bao gm vi chnh sch v khung php l cho thng mi in t. N rt quan trng rng chnh ph a ra chnh sch, lut php v sng kin tp trung vo thc y lng tin gia nhng ngi tham gia vo thng mi in t v pht trin mt khung quc gia tng thch vi cc tiu chun quc t v thng mi in t (v d nh thi hnh hp ng, bo v ngi tiu dng, phn b trch nhim, bo v s ring t, quyn s hu tr tu, thng mi a bin v thc y h tng giao hng.59) Chnh ph s dng thng mi in t nh th no60. Chnh ph c th s dng thng mi in t theo nhng cch sau: - Mua bn trn mng. Cc t chc chnh ph cn c kh nng thng mi in t vi tt c nhng nh cung cp s dng nhng tiu chun m qua chng trnh kh nng ca c quan, kh nng ca nh cung cp, v h thng thng tin mua bn trn mng - Th tc hi quan. Vi vic tin hc ho cc cng on v vn hnh (np n trn mng, x l v thanh ton trn mng v h thng t ng cho vo s liu nhm lng ghp cc bng biu, m v nh gi khch hng), ngi ta c th hy vng vo nhng thng tin chnh xc hn c on trc v thi gian lm th tc v hng giao.

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- Qun l thu. Vic ny bao gm mt h thng x l in t v chuyn ti cc thng tin hon thu, bo him v th tc thanh ton thu, giy php trn mng v qu trnh ng k trn mng ca doanh nghip v ngi tr thu Cc sng kin thng mi in t ca chnh ph l thc o ch ra liu h tng c ng h vic s dng thng mi in t ca cc cng ty t nhn. iu ny c ngha nu chnh ph khng c kh nng ng dng mua bn trn mng, bo mt cc d liu trn mng hay c ph hi quan hon tr in t hay khng, do thnh phn t nhn cng c nhng kh khn trong vic ng dng thng mi in t. Li ch t thng mi in t cng n vi chnh ph, theo nh kinh nghim ca mt s nc 61. H thng lut hin ti c hiu qu bo v nhng thnh phn tham gia vo thng mi in t Khng may, h thng lut php hin ti hu ht cc nc ang pht trin th khng hiu qu bo v nhng thnh phn tham gia vo thng mi in t. Chng hn, lin quan ti hp ng, lut hin hnh hnh thnh vo thi im khi t vit, chng t, ch k lin quan ti nhng t trong mu giy t. Mt khc, trong giao dch trn mng ngy nay, giy t khng c dng gi d liu hay lm hp ng. Mt vn php lut quan trng v ph bin khc i mt vi nhiu nc ang pht trin l s khng chc chn lin quan n liu to n chp nhn hp ng in t hay chng t vi ch k in t nh l mt bng chng khng. Mt quan nim rng, vn tnh tha nhn ca cc minh chng in t s khng c gii quyt tr khi lut php a ra v thng qua. L hng ny tn ti trong h thng php lut hin hnh l nguyn nhn cho s pht trin ca t nht hai quan im khc nhau: mt bin gii cho s gii ngha bo th ca t chng t nh l t khng da trn giy t v quan im na lin quan n vic xy dng t do, cho php i tc s dng chng t in t. Trong khu vc ASEAN, ch c ba nc Singapore (lut giao dch in t ca Singapore), Malaysia, (Cyberlaws), v Philippin (Lut thng mi in t Philippine) c mt khung php lut cho thng mi in t. Nhng khung ny cung cp vic tha nhn v mt lut php ca chng t v ch k in t v pht nhng s xm phm v ti phm trn mng. Nhng vn chnh sch lin quan no cn c a ra? Nhng vn chnh sch lin quan n iu kin tin quyt c bn v h tng cho thnh cng ca thng mi in t nh sau 1. Gi v vic thc hin vin thng Mt trong nhng mc ch ca chnh sch v th ch cn c c m bo rng cng chng tip cn ti cc dch v vin thng c bn vi chi

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ph hp l. Mc ch c bn l truy cp ph cp hay tip cn rng ri ti dch v thng tin v truyn thng ng tin cy vi chi ph hp l v tnh sn c vi khong cch hp l. Nhm tng cng cht lng cc dch v vin thng, cc chnh sch cn khuyn khch - Tip cn m, lin quan ti s thiu vng cc bin php khng cnh tranh ca cc nh cung cp mng - Kin trc m, gn vi vic thit k mt h thng h tr s kt ni gia cc h thng khc nhau v dch v v khi chng pht trin qua thi gian - Tip cn linh hot, gn vi mng kt ni v hot ng ca vin thng, truyn thng v xut bn in t, ni m hnh thc c s ho v bng thng s c iu chnh theo yu cu ca ngi s dng v tnh cht ca giao tip.62 2. Cht lng v tc ca hu cn phn phi (cu v ng) Cu v ng, c bit ti cc nc ang pht trin, vn hnh thnh mt phn ca h tng thng mi in t. Rt t hng ho c giao qua h tng thng tin hay Internet (ngoi tr nhc v phn mm). Phn ln hng ho mua qua Internet vn c giao qua cch thng thng (giao thc t). T , cu v ng ti, h thng vn ti khng hiu qu cng vi chi ph dch v chuyn hng quc t cao v th tc hi quan tham nhng l nhng vt cn chnh trong vic ng dng thng mi in t ti cc nc ang pht trin.63 Do chnh ph cn to ra mt mi trng chnh sch m s: - Khuyn khch u t trong h tng giao thng quc gia - Cung cp th tc hi quan in t nhm loi b tnh tham nhng v cho php hot ng hi quan minh bch hn, hiu qu hn C hai iu ny ng gp vo vic gim chi ph phn phi v hu cn Chnh ph can thip vo vic thc y v pht trin ca thng mi in t vi SME nh th no? Sau y l nhng lnh vc lin quan cho vic can thip ca chnh ph lin quan n ng dng ca SME vi thng mi in t.64 Pht trin E-SME : Th trng iu khin s pht trin ca thng mi in t nhng thnh phn t nhn li lp y n. Chnh ph c th cung cp nhng khch l nhm khuyn khch vic s dng rng ri thng mi in t ca SMEs. Mt chng trnh pht trin E-SME trong nhiu thnh phn khc nhau c th cung cp s h tr k thut cho cc SME nhm thc y thng mi in t, c th c pht trin. Ngn hng, cc t chc cho vay ti chnh v o to v cc cng ty nn c khuyn khch pht trin bn SME trong a ra nhng nhu cu c th ca SME. c bit, cc bc cn c thc hin nhm:

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- Cung cp s khch l vi cc c nhn tr thnh doanh nghip bng cch h thp li vay - Cung cp s khch l ti cc SMEs c nh s dng thng mi in t trong hot ng ca mnh - M rng h tr tn dng cho SME h s dng ICT v thng mi in t - a ra s gim gi cho cc gii php phn mm trn gi v giy php s dng phn mm Hn th na, cc doanh nghip v cng ty ln cn c khuyn khch chuyn giao cng ngh ti cc SME bng cch a ra nhng kho o to min ph v ICT v thng mi in t. Chin dch v nhn thc: Bng chng gi rng SME c kin thc v CNTT v thng mi in t khng y . Nhiu SME thy c s thiu tri thc v cng ngh thng tin ca h nh l mt trong nhng ro cn chnh trong vic s dng thng mi in t. Mi quan h i tc gia chnh ph v thnh phn t nhn c th cng gn vi nhng chin dch ph bin thng tin ti SME v chnh sch thng mi in t, nhng bi hc hay nht, nhng cu chuyn thnh cng v c hi v vt cn lin quan ti vic s dng ICT v thng mi in t. Nhng chin dch nng cao nhn thc ny c th bao gm nhng kho o to min ph v hi tho v thng mi in t, bo mt v tnh ring t, cc chng trnh trao thng v cc trung tm thng tin nhm h tr SME. Cui cng, nhng chin dch thng tin ny cn ti hnh thi mt chin lc tng th pht trin thng mi in t cho kinh t, tp trung vo nhng ng dng i mi khc nhau cho SMEs. Chnh ph in t: Chnh ph cn l ngi s dng i u ca thng mi in t nu cc thnh phn doanh nghip v t nhn khc nhau lin quan ti cc hot ng c khuyn khch tham gia mng. T chnh ph tr thnh mt s nh hng tch cc. Chnh ph in t c th hnh thnh t cc giao dch in t nh l ng k cng ty, thu, ng dng cho cc yu cu lin quan ti nhn vin v doanh nghip. H tng mng v a phng ho ni dung: Mt h tng thng tin quc gia pht trin th cn thit, mc d khng hiu qu, iu kin cho vic ng dng thng mi in t ca SME. Khng c cc dch v vin thng v thng tin ng tin cy v r tin, SME s khng c kh nng ln mng. Mt chin lc quan trng lin quan ti vn ny l vic xy dng cc trung tm in thoi hay cc trung tm cng ng in t m c th phc v nh l mt nn tng kt ni v tip cn chia x gia cc cng ng c bit ti cc vng nng thn (v d mt trung tm thng tin nng nghip in t cung cp thng tin th trng cho nng dn ti cc vng nng thn). Nhng trung tm in thoi ny cng c th l ni cho vic xy dng nng lc, tng cng cc k nng, o to, giao tip v pht trin ni dung. 65

- 43 -

Chnh ph cng c th p dng cch tip cn tch t ti vic s dng Internet nhm gim gi thnh (chng hn nh tp hp xut khu nh l cc cng/trao i B2B hay B2C cho cc SME, m h tr vic thng mi vi cc SME v vi cc cng ty trn th trng quc t Nhn mnh vic bo v ngi tiu dng: Nhng vn lin quan ti s tin cym SME nhn mn khi xem xt liu c p dng thng mi in t hay khng l: Thanh ton thc hin u v nh th no (Tht s hay trn mng); khi no vic thanh ton c thc hin (trc, trong hay sau khi giao dch); ai thanh ton,; giao dch l B2B hay B2C; v liu s thanh ton c th theo di c hay khng? Tuy nhin, nhn chung, nhng ngi s dng thng mi in t ti cc nc ang pht trin, bao gm SME, c rt t thin ch cung cp nhng thng tin ti chnh nhy cm qua Internet.66 Mt khc, ngi tiu dng c s e d trong giao dch vi SME qua Internet do s thiu cc chnh sch r rng v vic hon tr v s dng thng tin. lm r vn ny, chnh ph cn khuyn khch cc cng ty/SME a ra cc chnh sch r rng v tnh ring t trn trang web ca h. Mt bin php tng th m chnh ph c th thc hin nhm m bo tnh bo mt trong giao dch thng mi in t l vic thit lp mt c quan chng thc, m xc nhn danh tnh ngi bn v ngi mua, kim tra cc giao dch v cc th tc bo mt v cp cc chng nhn s cho nhng ngi c kh nng p ng nhng tiu chun v bo mt. Mt v d tt v nhng n lc ca chnh ph l C quan chng thc ca Singapore, Netrust. S gi ny khng nhm gim i s quan trng ca cc gii php an ton do thnh phn t nhn a ra nh l trang web Hypermart, lm ch v xy ln nhng gian hng cho SME trong khi cung cp cho h mt h thng chung v thanh ton bo mt.68 Hp 15: Bo v d liu v an ton giao dich Vic an ton giao dch gn vi ba thnh t quan trng v nhng vn lin quan nh sau: - Tnh ring t trong giao dch, c ngha l giao dch cn phi c thc hin ring t v khng b ng chm, vi nhng ngi khng c u quyn khng c kh nng hiu ni dung thng ip - Tnh b mt trong giao dch, ng rng s theo di cc giao dch phi c y ra khi mng cng cng v hon ton khng c trung gian c cho php nm gi bn sao ca cc giao dch tr phi c u quyn lm nh vy - Tnh nguyn vn ca giao dch, gn vi s quan trng ca vic bo v cc giao dch t s can thip tri php lut- chng hn nh giao dch phi c gi khng thay i v khng sa cha. Trong mt mng m nh Internet, dng nh kh khn m bo nhng iu ny. Tuy nhin c nhng gii php cng ngh tm ra cch gii quyt nhng mi lo ngi v an ton. Nhng gii php ny thng trong

- 44 -

hnh thi cc k hoch cho php, chng hn nh nhng chng trnh m m bo rng ch c nhng ngi c u quyn c th t c s truy cp ti ngun thng tin nh l ti khon ca ngi s dng, cc d liu. Mt v d tiu biu ca k hoch cho php l: bo v bng mt khu, th thng minh m ho, sinh trc hc (in du vn tay, qut mt) v bc tng la.67 Mt bc tng la l h thng cc phng php m ho do cc my o bo v nhm m bo s an ton v lu tr ca thng tin v s bo v ca n t s xm nhp c bn trong v bn ngoi. K hoch cho php ph bin nht cho d liu v giao dch l s m ho lin quan n vic thit lp mt b m b mt bo v nhng thng tin nhy cm qua cc knh cng cngtrn mng. N bin thng tin khng th c c tr nhng ngi c kho gii m. Chnh ph cng c th cung cp hng dn cho SME trong vic pht trin mt h thng nh gia hp tc, cho nhng doanh nghip c th trnh by trn trang web ca h khng ch thng tin m cn m bo cho khch hng ca h v s an ton. Chng hn, trong vic trao i in t, khch hng cn c kh nng nh gi v nh cung cp lin quan ti cht lng sn phm hay dch v v tc giao hng. Nhm ti thiu ho cc li, nhng s bo v chc chn cn c xy dng vo h thng nh gi ging nh p t yu cu v bng chng hin din ca vic mua hng trc khi nh gi mt ai, vi vic nh gi cc khch hng thng xuyn th coi trng hn. Cc xu hng trong nh gi v bnh lun cn c sn c cho tt c mi ngi s dng. SME cn c khuyn khch qua nhng k hoch thc y ng n ca chnh ph tham gia vo vic nh gi cc trang web c tha nhn trn th gii69. Chnh ph cng c th thit k v thit lp mi trng php l cung cp nhng tiu chun ti thiu v yu cu v tnh minh bch, cng bng v ng lc. Trong khi ti nhiu nc ang pht trin iu ny c th l mt mc tiu rt tham vng, ti mt thi hn trung bnh, SME c th s dng m t quy nh thc hin, v d chnh sch hon tr, bo v d liu, v cc mu c th chp nhn v ni dung, c th ng dng trong cc hip hi, t chc hay nhm lin quan ca cc doanh nghip trn mng.70 Vic quan trng c khng nhng mt h thng nh gi m cn mt th ch c thc hin mi ngi c th tin cy. Pht trin ngun nhn lc. Chnh ph c th a ra nhng d n th nghim tin phong v cc chng trnh cho vic xy dng nng lc, o to v cc dch v h tr thng mi in t nh l thit k trang web. V d ti Kenya, thanh nin t cc khu vc chut Nairobi ang c o to trong k nng thit k trang web. Ni chung, sng kin ca chnh ph cn i cng vi nhng n lc trong cc lnh vc lin quan i u. S phi hp vi cc t chc hp tc pht trin th quan trng nhm trnh s trng nhau v sng kin v n lc.

- 45 -

TI LIU THAM KHO

Business Software Alliance. 2001. E-commerce and Developing Markets: Technology,Trade and Opportunity. Coward, Chris. August 2002. Obstacles to Developing an Offshore IT-Enable Services Industry in Asia: The View from the US. A report prepared for the Center for Internet Studies, University of Washington. E-commerce/Internet: B2B:2B or Not 2B? Version 1.1, Goldman Sachs Investment Research (November 1999 and September 14, 1999 issues) Japan External Trade Organization. February 2002. Electronic Commerce in APEC Economies: Focusing on Electric/Electronic Parts Procurements. Lallana, Emmanuel C, Patricia J. Pascual, Zorayda Ruth B. Andam. April 2002. SMEs and eCommerce in Three Philippine Cities. A study/report prepared for the Asia Foundation by Digital Philippines. January 2002. SMEs and e-commerce. A study/report prepared for The Asia Foundation, Castle Asia. Lallana, Emmanuel, Rudy S. Quimbo and Zorayda Ruth B. Andam. 2000. E-Primer: An Introduction to E-commerce. DAI-AGILE, a USAID-funded project. Mann, Catherine with Sue E. Eckert and Sarah Cleeland Knight. 2000. Global Electronic Commerce: A Policy Primer. Washington DC: Institute for International Economics. Sch Bonnett, Kendra. 2000. An IBM Guide to Doing Business on the Internet. U.S.A.: McGraw-Hill. Cronin, Mary J. 2000. Unchained Value: The New Logic of Digital Business. U.S.A.: Harvard Business School Press. Cronin, Mary J., ed. 1998. Banking and Finance on the Internet. U.S.A.: John Wiley & Sons. Evans, Philip and Thomas S. Wurster. 2000. Blown to Bits: How the New Economics of Information Transforms Strategy. U.S.A.: Harvard Business School Press. Kalakota, Ravi and Andrew B. Whinston. 1997. Electronic Commerce: A Managers Guide. Addison Wesley Longman, Inc. Kanter, Rosabeth Moss. 2001. e-Volve: Succeeding in the Digital Culture of Tomorrow. U.S.A.: Harvard Business School Press. Lamont, Douglas. 2001. Conquering the Wireless World: The Age of m-Commerce. United Kingdom: Capstone Publishing Inc. Plant, Robert. 2000. eCommerce Formulation of Strategy. U.S.A.: Prentice Hall Inc. Rosen, Anita. 2000. The E-commerce Question and Answer Book: A Survival Guide for Business Managers. American Management Association. Smith, Dayle. 2001. The E-business Book: A Step-by-Step Guide to E-commerce and Beyond. Princeton: Bloomberg Press. Tapscott, Don, David Ticoll and Alex Lowy. 2000. Digital Capital: Harnessing the Power of Business Webs. Great Britain: Nicholas Brealey Publishing. Young, Patrick and Thomas Theys. 1999. Capital Market Revolution: The Future of Marlets in an Online World. Great Britain: Pearson Education Limited. Catherine Mann xut bn Mann, Catherine. Forthcoming. Balance and Overlap in the Global Electronic Marketplace:

- 46 The UCITA Example. Washington University Journal of Law & Policy. 2002. Electronic Commerce, Networked Readiness, and Trade Competitiveness. In Geoffrey Kirkman et al. eds. Global IT Readiness Report. Harvard University and World Economic Forum. 2002. Electronic Commerce, the WTO, and Developing Countries. In Hoekman, Aaditya Mattoo, and Philip English, eds. Development, Trade, and the WTO: A Handbook. Washington DC: The World Bank. October 2000. Transatlantic Issues in E-commerce. In Isabella Falautano and Paolo Guerrieri, eds. Beyond Seattle: A New Strategic Approach in the WTO 2000, IAI Quaderni No. 11, Rome. An English version is available as IIE Working Paper no. 007, October 2000. August 2000. Global Electronic Commerce: Challenge and Opportunity for Government Policy. In Company Secretary. Hong Kong Institute of Company Secretaries. July 17, 2000. Global Electronic Commerce: Macroeconomic Benefits and Policy Choices. Invited Op-Ed, Nikkei Journal (Tokyo). 2000. Electronic Commerce in Developing Countries: Issues for Domestic Policy and WTO Negotiations. In Robert Stern, ed. Services in the International Economy: Measurement, Modeling, Sectoral and Country Studies, and Issues in the World Services Negotiations. University of Michigan Press. October 21, 1999. Liberalizing Services: Key to Faster Global Growth and the Sustainability of the US Trade Deficit. Testimony before the Subcommittee on International Trade of the Senate Finance Committee with Sarah Cleeland Knight. July 2000. Electronic Commerce in the World Trade Organization. In Jeffrey Schott, ed. The WTO After Seattle. Institute for International Economics. Bi bo From The McKinsey Quarterly 2000 (The New World of Personal Financial Services). No. 3: - Will the Banks Control Online Banking? by Sandra Boss, Devin McGranahan, and Asheet Mehta, p. 70 - The Future for Bricks and Mortar by Matthias M. Bekier, Dorlisa K. Flur, and Seelan J. Singham, p. 78 - Banking on the Device by David Maude, Raghunath R, Anupan Sahay, and Peter Sands, p.86 - How E-tailing Can Rise from the Ashes by Joanna Barsh, Blair Crawford, and Chris Grosso, p. 98 - Building Retail Brands by Terilyn A. Henderson and Elizabeth A. Mihas, p. 110 - M-Commerce: An Operators Manual by Nick Barnett, Stephen Hodges, and Michael J. Wilshire, p. 162 - The Real Business of B2B by Glenn Ramsdell, p. 174 From The McKinsey Quarterly 2000 (What Mergers Miss). No. 4: - Marketing Lessons from E-failures by Vittoria Varianini and Diana Vaturi, p. 86 - From Products to Ecosystems: Retail 2010, p. 108 From The McKinsey Quarterly 2000 (e-performance). No. 1: - E-performance: The Path to Rational Exuberance by Vikas Agrawal, Luis D. Arjona and Ron Lemmens, p. 30 - B2Basics by Ryan Kerrigan, Eric V. Roegner, Dennis D. Swinford and Craig C. Zawada, p. 44

- 47 - Beyond the Business Unit by Russell Eisenstat, Nathaniel Footye, Jay Galbraith, and Danny Miller, p. 54 CD-ROM Digital Economy for Communities and SMEs Development, 19-21 June, 2002, Siam Intercontinental Hotel, Bangkok, Thailand by APEC Electronic Commerce Training Center (Workshop on Electronic Commerce Policy and Regional Cooperation). Kt ni APEC Task Force on Electronic Commerce homepage. http://www.dfat.gov.au/apec/ecom/ Business Software Alliance homepage. http://www.bsa.org E-ASEAN Task Force homepage. http://www.e-aseantf.org Electronic Commerce World Journal homepage. http://www.ecworld.utexas.edu International Trade Centre UNCTAD/WTO homepage. http://www.intracen.org United Nations Conference on Trade and Development homepage. http:// www.unctad.org United Nations International Computing Centre homepage. http://www.unicc.org World Customs Organisation homepage. http:// www.wcoomd.org Varian, Hal R. Markets for Information Goods (University of California, Berkeley: April 1998, revised October 16, 1998). Available from http://www.sims.berkeley.edu/edu/~hal/Papers/japan/. Accessed 25 September 2002.

CHI CH
1 Anita Rosen, Sch hi v p v thng mi in t (USA: American Management Association, 2000), 2 MK, Euro Info Correspondence Centre (Belgrade, Serbia), Yu t thng mi in t ca tng trng kinh t available from http://www.eicc.co.yu/newspro/viewnews.cgi?newsstart3end5; Internet; accessed 25 September 2002. 3 Thomas L. Mesenbourg, Kinh doanh in t: nh ngha, khi nim v k hoch thc hin. 4 nh ngha v v d ca Emmanuel Lallana, Rudy Quimbo, Zorayda Ruth Andam, ePrimer:Gii thiu v thng mi in t (Philippines: DAI-AGILE, 2000), 2. 5 Ibid. 6 Lallana, Quimbo, Andam, 4. Cf. Ravi Kalakota and Andrew B. Whinston, Thng mi in t: Hng dn (USA: Addison Wesley Longman, Inc., 1997), 19-20. 7 Lallana, Quimbo, Andam, 4. 8 Breakdown of the International Data Corp. 9 Thng mi in t/ Internet: B2B: 2B hay khng 2B? (Goldman Sachs Investment Research,November 1999), v. 1.1, 16,68-71. 10 Ibid. 11 Kalakota and Whinston, 18-19. 12 Lallana, Quimbo, Andam, 4.

- 48 13 c tho lun trong phn sau ca bi ny 14 Kalakota and Whinston, 20-21. 15 D n h tr k thut, Thng mi in t; available from http://www.tab.fzk.de/en/projekt/skizze/ecommerce. htm; Internet; accessed 26 September 2002. 16 Traderinasia.com; available from http://www.traderinasia.com/classifieds.html; Internet; accessed 26 September 2002. 17 whatis.com, searchWebServices.com; available from http://whatis.com/ 18 Cf. Kalakota and Whinston, 7-11. 19 Cf. Business Software Alliance, THng mi in t v cc th trng ang pht trin, 17-18. 20 Thm tho lun v s hi t, tham kho vi Edwin S. Soriano, Nets, Webs, v h tng thng tin. 21 Lallana, Quimbo, Andam, 13. 22 ng dng t ti liu v bnh lun ca Mr. Chris Coward. 23 Industry Canada, Canadas Business and Consumer Site; available from http://strategis.gc.ca; accessed 26 September 2002.. 24 Ibid. 25 Lallana, Quimbo and Andam, 2. 26 Michael Chait, Liu cc cng ty. Com c bng n ti s kt thc? (July 8, 2002); available from http://www.Internetnews.com/bus-news/article.php/1381331; accessed 26 September 2002. 27 Reshma Kapadia, iu g gy nn bng n.com?; available from http:// www.news24.com/News24/Technology/0,1113,2-13_1142765,00.html; accessed 26 September 2002. 28 Reid Goldscborough, Quan im v my tnh c nhn: Qun i s bng n.com, Vn c tin ly. Available from http://www.industryweek.com/Columns/Asp/columns.asp?ColumnId=881; accessed September 26, 2002. 29 whatis.com, searchEBusiness.com. 30 Ibid. 31 Lynda M. Applegate, Trch dn t sch thng mi in t (The St. Lucie Press, 2002); available from http://hbswk.hbs.edu/tools/print_item.jhtml?id=3007&t=ecommerce; accessed 26 September 2002. 32 Phm tr kinh t mng t c khi cc cng ty hoc t chc chia x mt h tng chung, kh nng v khch hng cho vic sn xut, phn b v dch v nhanh hn, tt hn. 33 Phm vi nn kinh t mng cho php cc cng ty trong cng mt mang chia x vic sn xut v dch v ca sn phm v dch v mi v cho vic to ra nhng th trng mi hoc a ra nhng kinh doanh mi hiu qu hn i th 34 Chui cung ng lng ghp cho php nhng nh phn phi kt ni nh cung cp vi khch hng 35 Chui cung ng cho php nh phn phi kt ni vi nh sn xut v ngi tiu dng 36 NetValue Research 37 Suganthi, Balachandher and Balachandran, Bo tr ngn hng Internet: iu tra Malaysia; available from http://www.arraydev.com/commerce/jibc/0103_01.htm; accessed 26 September 2002. 38 McKinsey survey. 39 Phn ny c lin quan ti tho lun B2C.

- 49 40 c ghp vo Forwards Top e-retailers, cng ty cn phi to ra t nht 50% bn hng t khch hng trc tip. 41 Cf. http://www.emarketer,com/news/article.php?1001447&ref=ed Company Online Revenues (in billions of dollars) Amazon.com 3.12 Office Depot 1.60 Staples 0.95 Gateway.Inc. 0.76 Costco Wholesale 0.45 Barnesandnoble.com 0.41 Buy.com 0.4 QVC.com 0.35 Spiegel Group 0.33 J.C. Penny 0.32 42 CAUCE (Coalition Against Unsolicited Commercial E-mail); available from http://www.cauce.org/about/problem.shtml. Accessed 26 September 2002. 43 Andrea Goldstein and David OConnor, Thng mi in t cho pht trin: Vin cnh v cc vn chnh sch, (OECD Development Centre, September 2000); available from http// www.oecd.org/dev/publication/tp1a.htm; accessed 26 September 2002. 44 Ibid. 45 Noah Elkin, Cc nc ang pht trin i mt vi thch thc kinh doanh in t, February 5, 2003. 46 Theo con s 2003 ca AMI-Partners, mt nhm nghin cu v th trng cc doanh nghip nh 47 Phn ln th th cng n sng cc lng rt ho lnh. Vic c lp ca h l l do ti sao th cng sng st 48 Goldstein and OConner. 49 Ibid 50 Ibid. 51 ITU, 1999. 52 Goldstein and OConner. 53 Ibid. 54 Ibid. 55 Ibid. 45 56 Emmanuel Lallana, Patricia J. Pascual, and Zorayda Ruth Andam, SMEs v thng mi in t: trng hp ca Philippin 57 Ti liu v bnh lun ca Dr. Catherine Mann. 58 Nancy Hafkin and Nancy Taggart, Gii, CNTT v cc nc pht trin: Nghin cu phn tch June 2001. 59 Ibid. 60 Cho vic tho lun su hn v chnh ph in t, xem phn : Chnh ph in t ca Patricia J. Pascual. 61 Ti liu v bnh lun ca Dr. Catherine Mann 62 Phng thng mi v giao tip. Chnh sch cho nn kinh t thng tin: ti liu t vn December 2000. 63 Lallana, Quimbo and Andam, 14. 64 Lallana, Pascual and Andam; Cf. SMEs v thng mi in t: trng hp ca Indonesia. 65 Ibid.

- 50 66 Goldstein and OConner. 67 Firewalls nh l ngn lc gia mng cng ty v Internet, gi mng cng ty an ton t nhng ngi xm nhp nhng cho php nhng ngi s dng bn trong tip cn ti Internet (Source: Kalakota and Whinston). 68 Ibid., Cf. ITC, 2000. 69 Ibid. 70 Ibid.

- 51 -

V TC GI Zorayda Ruth B. Andam l sinh vin lut nm th 5 ti trng i hc Philippin. C c bng c nhn v Kinh t cng t trng ny. C l ng tc gi ca: Gii thiu v thng mi in t (2000) v SME v thng mi in t ti 3 thnh ph ca Philippin (4/2003). C Adam l mt thnh vin ca USAID cung cp s h tr k thut ti chnh ph Philippin trong vic pht trin v thng qua lut v thng mi in t

LI CM N Tc gi xin cm n nhng ng xem bi, Dr. Catherine Mann (Thnh vin ca Vin kinh t quc t), Mr. Chris Coward (Gim c nghin cu trung tm Internet) v Mr. Carter Eltzroth (Ph ch tch, Global Public Policy, MIH Group) vi nhng ng gp gi tr ca h trong bi ny