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Business-to-Business E-Commerce

Contents Learning Objectives
Opening Case: Alibaba.com—The World’s Largest
B2B Marketplace ......................................................................... 101 Upon completion of this chapter, you will be able to:
1. Describe the B2B field.
4.1 Concepts, Characteristics, and Models
of B2B E-Commerce ........................................................... 104 2. Describe the major types of B2B models.
3. Discuss the models and characteristics of the sell-side
4.2 B2B Marketing: Sell-Side E-Marketplaces....................... 109
marketplace, including auctions.
4.3 Selling via E-Auctions ......................................................... 110 4. Describe sell-side intermediaries.
4.4 One-from-Many: E-Procurement at Buy-Side 5. Describe the characteristics of the buy-side marketplace
E-Marketplaces ................................................................... 112 and e-procurement.
4.5 Reverse Auctions at Buy-Side E-Marketplaces 6. Explain how reverse auctions work in B2B.
(E-Tendering) ...................................................................... 115 7. Describe B2B aggregation and group-purchasing models.
8. Define exchanges and describe their major types.
4.6 Other E-Procurement Methods ......................................... 118
9. Describe third-party exchanges.
4.7 B2B Exchanges (E-Marketplaces):
Definitions and Concepts .................................................... 119 10. Describe how B2B can benefit from social networking
and Web 2.0.
4.8 B2B in Web 2.0 and Social Networking ............................ 123
11. Describe collaborative commerce.
4.9 Collaborative Commerce .................................................... 125
Managerial Issues ......................................................................... 129
OPENING CASE: ALIBABA.COM—THE
Closing Case: The University of Sheffield’s
E-Tendering System ..................................................................... 133 WORLD’S LARGEST B2B MARKETPLACE
References ..................................................................................... 134
Alibaba Group is a collection of Internet-based e-commerce
companies, some of which are B2B (notably Alibaba.com);
the others are B2C and EC services (e.g., payments). For a
company overview, see alibabagroup.com/en/about/over-
view. The company started as a portal for connecting Chinese
manufacturers with buyers from other countries. By 2014,
Alibaba Group became the world’s largest e-commerce enter-
prise. Its business-to-business (B2B) operation (Alibaba.
com) is the world’s largest marketplace. The fascinating story
Electronic supplementary material: The online version of this chapter
(doi:10.1007/978-3-319-50091-1_4) contains supplementary material, of the company is described by Charles (2014) and by
which is available to authorized users. Erisman (2015).

© Springer International Publishing AG 2017 101
E. Turban et al., Introduction to Electronic Commerce and Social Commerce,
Springer Texts in Business and Economics, DOI 10.1007/978-3-319-50091-1_4