B2B商业模式及其价值评价

20011B2BBtoBBtoB;,BtoBF72416C1008-2778(2001)01-0018-05,,,,,B2B,B2B()(,directselling),,,,1988174,400,97;1993150,016%(,directmarketing),(onetoonemarket2ing);;,;,,;,;,,,,,,,,(),(PhilipKotler)1997911995INTERNET(FBOI,FirstBankofInternet),VISA,83200000VISA/PLUS81:,1997,38©1995-2005TsinghuaTongfangOpticalDiscCo.,Ltd.Allrightsreserved.(ATM),(PIN,personalidentificationnumber)1997,500,60-70:,,(ELECTRONICMONEY)(EMONEY):,,,;,,,,INTERNET,,20004500-600010,,1,2005,1125,,,,24,;,;,;,,;,19953700,6000,,19973112,200040D.PepperM.Rogers19931996:,,,,,,,,,,B2B20004B-to-C(),B-to-B(),91()():,1999,11681:,1997,72199892119988181998925©1995-2005TsinghuaTongfangOpticalDiscCo.,Ltd.Allrightsreserved.??(),,,:B-to-BB-to-CC-to-BC-to-CB2BB2CB2B()B2B11B-to-B1999B-to-B430,B-to-C5,Forrseter,2003B-to-B13000,B-to-C10,9%,19983500,3014,17303,250,203800,3,30001,,80%65%BCG:19986710,920,5790(EDI)2003,2,EDI7800,B-to-B,21B2BB2B1EDI23community4collaborativeB2B,,,Source:MorganStanleyDeanWitterInternetResearch.2000.31B2B,:(1),,:ThomasRegister,Chemdex,SciQuest.comchinapages(19995)(2)B2B,B2CB2B:;B2C:;B2B:;B2C:EC123(3)MRO2500:W.Grainger,Fastparts(4)1500,,,5000:EMS,e-speed,,,,(5),CNUOL:176,18,6,2002©1995-2005TsinghuaTongfangOpticalDiscCo.,Ltd.Allrightsreserved.CAdatatrust,,:,,,IBM,Oracle,Microsoft,AsiaOnline,Bigstep,Smartage,:;DADPTT:(6)imark.com,Adauction.com(7)PaperExchange,e-steelB2B()B2BB2B:11;21;31;41;51(),,,:11,,,,,,,,21,,,,,31,41,,,;,B2B,B2B,e-steela2luminum,,:B2B,()B2B?,?:,ONE-STOPSHOPPING,,,||-B2B-::::-B2B-:StevenKaplan,MohanbirSawhney:B2BE-C,,,,,,,,,(),,,,,,12©1995-2005TsinghuaTongfangOpticalDiscCo.,Ltd.Allrightsreserved.,,,,,,3/70,,70%,,B2B70101010206015525253515Source:Figure-MorganStanleyDeanWitterInternetResearch.Format-Ventro.2000.B2B,35,15,,50Source:Figure-MorganStanleyDeanWitterInternetResearch.Format-Ventro.2000.()B2BB2B,:::,,,::(::100836)(29),;,;,,,,,(::510140)22©1995-2005TsinghuaTongfangOpticalDiscCo.,Ltd.Allrightsreserved.