Session07-B2BStrategies.pptVIP

Chapter 5: Business-to-Business Strategies Dr. Min Qingfei School of Management Dalian University of Technology Objectives In this chapter, you will learn about: Strategies that businesses use to improve purchasing, logistics, and other support activities Electronic data interchange and how it works How businesses are moving electronic data interchange operations to the Internet. Objectives (continued) Supply chain management and how businesses are using the Internet and Web technologies to improve it Electronic marketplaces and portals that make purchase-sale negotiations easier and more efficient 5.1 Purchasing, Logistics, and Support Activities Purchasing activities（采买活动） Include identifying vendors, evaluating vendors, selecting specific products, and placing orders Supply chain Part of an industry value chain that precedes a particular strategic business unit Purchasing, Logistics, and Support Activities (continued) Procurement （采购） Includes all purchasing activities, plus monitoring of all elements of purchase transactions Supply management Term used to describe procurement activities Purchasing, Logistics, and Support Activities (continued) Sourcing（供应） Procurement activity devoted to identifying suppliers and determining their qualifications E-procurement or e-sourcing Use of Internet technologies in procurement and sourcing activities Steps in a Typical Business Purchasing Process 5.1.2 Direct vs. Indirect Materials Purchasing Direct materials（直接物料） Materials that become part of the finished product in a manufacturing process Replenishment purchasing (补货采购/合同采购) The company negotiates long-term contracts for most of the materials that it will need Spot purchasing （现货采购） Indirect materials Other materials that the company purchases, including factory supplies such as sandpaper, hand tools, and replacement parts for manufacturing machinery. Maintenance, Repair and Operating (MRO)，指维修与作业耗材 买方市场与采购管理 B2B有两种采购方式：直接和间接。 直接物资（也被称为生产物资）被直接送到产品的生产或装配商那里，或服务的提