The Managerial Aspects B2B E-Commerce - Research Paper Example

Introduction Business to Business, (B 2 B) Electronic Commerce (E Commerce) has brought about a sea change in the way transactions are carried out between different entities in business. B2B provides a way for manufacturers to develop products for clients, circumventing the traditional channels involved in doing business. The manufacturer, vendors and customers can directly communicate with each other rather than letting intermediaries mediate. In facilitating easy access, E Commerce provides a cost saving method for different parties to a business to develop maximum productivity. The geographical barriers to conducting trade or manufacturing no longer exist. A manufacturer can sell or market through the Internet on a ‘virtual’ platform but will make huge profits in the real world as he can now get through to a buyer or supplier any where in the world. Specifically E Commerce integrates telecommunications, computers and stream lined work processes. Business to Customer (B2C) e commerce enables customers to get in touch with manufacturers. B2B helps organizations communicate. In both forms of this system, parties to a transaction avoid the unnecessary overhead costs and the impact of the technology does more to expand the business than before. The digitized transaction will require taxation and customs regulations to be reviewed to adapt to this change. In many parts of the world, resources are inadequate or stretched to produce mediocre good, which do not find worldwide markets. Even those firms, which aspire to international reach for their products, are hampered by poor infrastructure and unnecessary problems on the way. Additionally there are government regulations, which have not reacted to changing technological environments as rapidly as they should. Partly this may be due to political compulsions especially in developing countries, which impede quick decisions and action. There are developing countries, which could be serious players in the B2B scenario but are not cost competitive enough. B2B e-business exchange model (e-procurement) has been an issue in developing countries where it is a relatively new tool for production enhancement. The model is delivered through channels using information technology and information exchange. For example, instead of having to send along inventory, a manufacturer can rely on the vendor managed inventory software for B2B, which relies on a certain level of information substituting actual inventory. Manufacturers principally use B2B processes, to pass down to suppliers their requirements of their manufacturing program. A traditional supply management program would have involved intricate formalities to be fulfilled. Electronic trading improves productivity, greatly enhances customer satisfaction, and a major consequence of adopting it is reduced inventory lines due to just in time production methods. The need for stocking inventory is negligible as information passes rapidly down the electronic corridor. One of the greatest advantages of an e commerce platform is that information is exchanged between manufacturer and customer directly. Therefore, a product can be designed quickly and delivered. This motivates a shift to a more customer centric focus rather than a top-heavy inventory policy, which can lead to a build up of obsolete stock. The greatest advantage of E commerce is the flexibility it provides to production to take advantage of information sharing long the production chain. A production unit can manipulate this information to great profit customer needs can be coordinated better with processes. In future, order processing, invoicing and transportation may increasingly share the resources of e commerce. If such an eminent and important presence it is obvious that more research is needed on this sector particularly in the field of effective B2B e-business exchange model (e-procurement) for a contemporary construction company. The said construction company that would be taken into account is Grosvenor Builders and Property Services and similar other companies like Consolidated Contractors International Company, Emaar Properties, Orascom Construction, Ciner Group, Al Rajhi, Turkiye Seker Fabrikalari and Genting Berhad Malaysia Diversified. Aim: To identify the most effective B2B e-business exchange model (e-procurement) for a contemporary construction company. Objectives: 1. To identify the different types of B2B e-business exchange model (e-procurement) for a contemporary construction company. 2. To analyze the effect of each B2B e-business exchange model (e-procurement) on a contemporary construction company. 3. To evaluate and forecast the effect of each B2B e-business exchange model (e-procurement) on a contemporary construction company. Company background Grosvenor Builders and Property Services are operational for the last 17 years and it is specialised in the craft of Building and Construction. Up till now, the operational area of Grosvenor Builders and Property Services was based on and around the area of London West End. Their services are cost effective with supportive project manager and about 20 regular employees. With the help of e-commerce, the company is preparing to excel in their business and a proper B2B e-business exchange model (e-procurement) would be extremely helpful. Models based on other companies like Consolidated Contractors International Company, Emaar Properties, Orascom Construction, Ciner Group, Al Rajhi, Turkiye Seker Fabrikalari and Genting Berhad Malaysia Diversified would also be taken into account. Literature Review One of the major aspects of impact of E-commerce on the parameters of B2B e-business exchange model (e-procurement) is its managerial perspective and to acquire enough information on the subject the book Weak Links: Stabilizers of Complex Systems from Proteins to Social Networks by Peter Csermely would be extremely helpful. Another book on the subject would be very useful and if this book is directed towards data gathering and management relating to impact of E-commerce and such a book is Industry History Analysis: Regression for Longitudinal Event Data by Paul D. Allison. The most effective method of discussion and understanding the multitudes of studies conducted on sales and marking inclusion of theories and technology would be in the fact that we must first divide the process into manageable segments. These segments are self-divided within the research itself. (Manning, 2003) Those pieces include divisions between retailers, wholesalers and manufactures and through corporate operations. The vast majority of the literature would be concentrated from the year 2000 through to the present, more than likely as advances in computer and other electronic technology has managed leaps and bounds in both affordability and availability. This is especially true for markets across the country, there is no reason why it would be not applicable for the UK market segments and thus directly relate to E commerce, and it effects on supply chain management. (Reuvid, 2005) The several research pieces brought into this literature review would in fact be between the years 2000 and 2006 and would focus on the ability for technological innovation of E commerce and it effects on supply chain management to enhance sales and marking in a variety of sales and marking settings in general and specifically on the industry of security relating to E commerce. (Mentzer, 2001) One recognizable difference would be in the fact that literature which remains in the time span since the turn of the century would in fact be the speed, the accessibility and the overall development of systems and the internet itself. (Nissanoff, 2006) These elements, as they become more and more integrated into daily life outside of the consumers must be both understood by management and integrated into their sales and marking processes and procedures to keep the potential customers as well as the managements current in their information capacities. (Powell, 2004) Furthermore, it can well be said that the purpose of this literature review is to provide evidence of prior research managed in regard to sales and management strategy relating to the movement of E commerce and it effects on supply chain management market segment of United Kingdoms amidst consumers. This is to assist the researcher in informative matters for understanding positive and negative aspects to the use of e business from the perspective of the potential consumers. (Prawer, 2005) It also provides aspects of security measures related to e commerce and its use including probable annual charges, installation, maintenance and up gradations whether in the hands of manufacturers, retailers or wholesalers. (Cook, 2001) This exploration of literature provides a broader examination of each of the aspects that concern E commerce and it effects on supply chain management use and abuse by consumers and focuses in many ways on potential customers and their specific use of system. (Banyard, 2005) One of the most valuable texts for this literature review is Michael Hutt and Thomas Speh’s Business Marketing Management: A Strategic View of Industrial and Organizational Markets. This is a very important piece of text because it deals with the various aspects of marketing perspectives that is the most relevant feature of the dissertation. This book not only analyze and evaluate the marketing perspective of a given market segment but also deals intricately into the parameters of the consumers and especially the notion of the commercial enterprises. (Tyerman, 2005)This part is very relevant to the topic, as the E commerce requires deep insight of consumer perspective on the product as a potential consumer from the commercial enterprise market segment. (Erwin, 2003) Furthermore, this book presents a wonderful overview of the marketing strategies in terms of the control of the business. This is important because it is not only important to penetrate the market and occupy a proper market segment but it is more important to sustain it and set momentum to the procedure for a long-term benefit. Another very important aspect of this book is its deep understanding of the management of selling functions relating to personnel under marketing communications of business. It presents a thorough insight of the subject with several essential and important models that are important for sustainability of the business. This part not only incorporates the customer relationship within the management system but also provides enough evaluation of the strategic approaches relating to deployment analysis. Thus, it can well be mentioned that this book by Michael Hutt and Thomas Speh presents a wide range of information on the aspects of management of sales forces and it is an invaluable source of information for the study. (Hutt & Speh 2001) While Michael Hutt and Thomas Speh’s text is more general, principals of marketing techniques Urban Geography by Tim Hall deals directly with the business of e commerce and along with it the variables related to B2B e-business exchange model (e-procurement). It is true that the book mainly deals about the market of the United States but it is relevant for the study simply because it provides a thorough insight story about the market segment of the e commerce and customer services in the US. It can be stated that though the market of US is different from that of the market segment of the UK there are certain principals that stay true under all conditions. (King, 2007) For example, the operating result of a certain product can be translated into an alien market if the variables are taken well into consideration. Similarly, the security principals of the US can well be utilized for the UK markets too. (Hall 2006) However, it can well be mentioned that the element that was lacking in Hall’s book can be complemented with Michael Pacione’s Britain's Cities: Geographies of Division in Urban Britain. Though this book is not very recent, as it was published in 1997, it is a very important text in the aspect of analysis of the demographics of United Kingdom and the implementation of e commerce. This book is specifically targeted towards the different aspects of alternate commerce system and a complete evaluation this book would enable the study to understand the various aspects of market segmentations. (Pacione 1997) Thus once the market segments of the Regions of UK is evaluated and understood it becomes important to understand both the manufacturers’ and customers’ perspective of this form of e commerce system to indulge into the characteristics of supply chain as this would help the study understand the inner formulation of the system and help the study to incorporate better and effective manner. (Komiak, 2004) This is why it is necessary to use the information provided by Porges and Barrie in their book Design of Electrical Services. This is one of latest publications incorporated in this literature review and thus it is able to provide the latest development and application related to the industry. (Barrie and Porges 2005) Harinarayan Kumar’s Win Some, Lose None: The Approach of a Successful Salesman presents a thoughtful strategically formulated book that deals into the aspects of Business Markets versus Consumer Goods Markets with subsequent ethical values that lead to the better understanding of a given market segment. This book is well illustrated with several graphs and data that are essential for any case study. (Koontz, 1994) The author also looks into the different variables of sales including research and development and cognitive manufacturing techniques. (Timmers, 2000) The approach of the author is somewhat very aggressive and few of the models of consumer relationship could be termed as detrimental in the realistic world. This is because the author assumes too many variables to be favourable for the seller and much less, variables are aligned with the consumers. Because of this assumption, the result can be flawed in the material world and the cutthroat competitive market. (Seybold, 2001)An aggressive marking can well be capable of loosing the competitive advantage in a true competitive market structure. (Lamb, 2004) However, it can be always stated that with proper and intelligent use of the formula used by Kumar the best can be obtained out of these aggressive procedures. Nevertheless, it can always be stated that the book is quite important for the study because it is able to provide a huge amount of data and information related to marketing and building business relations. Furthermore, this book sets a well-organized value structure that should be incorporated within the minds of the potential customers about the product. (Lummus, 1998) This is an interesting approach of sales and this model can well be incorporated within the marketing strategy of E commerce. Another important aspect of Kumar’s book is the discussion of working relationship under the parameters of cross function. This includes compatibility, responsive behaviours and methodical communications. This part is very interesting can well be used in the study. (Kumar 2005) Summary and Dissertation Question Business to Business, (B 2 B) Electronic Commerce (E Commerce) has brought about a sea change in the way transactions are carried out between different entities in business. B2B provides a way for manufacturers to develop products for clients, circumventing the traditional channels involved in doing business. In facilitating easy access, E Commerce provides a cost saving method for different parties to a business to develop maximum productivity. Specifically E Commerce integrates telecommunications, computers and stream lined work processes. Business to Customer (B2C) e commerce enables customers to get in touch with manufacturers. B2B helps organizations communicate. The model is delivered through channels using information technology and information exchange. Manufacturers principally use B2B processes, to pass down to suppliers their requirements of their manufacturing program. The need for stocking inventory is negligible as information passes rapidly down the electronic corridor. One of the greatest advantages of an e commerce platform is that information is exchanged between manufacturer and customer directly. B2B e commerce may greatly impact the way B2B e-business exchange model (e-procurement) are handled by sharing information on production schedules and demand forecasts and this is particularly effective for companies like Consolidated Contractors International Company, Emaar Properties, Orascom Construction, Ciner Group, Al Rajhi, Turkiye Seker Fabrikalari and Grosvenor Builders and Property Services. A production unit can manipulate this information to great profit customer needs can be coordinated better with processes. The business alignment reaps huge savings for the manufacturer owing to costs saved by timely information. As for the dissertation questions it could be formulated that the main questions in the context is stated as a four-fold measure. Whether if it is possible to identify the most effective B2B e-business exchange model (e-procurement) for a contemporary construction company? Whether if it is possible to identify the different types of B2B e-business exchange model (e-procurement) for a contemporary construction company? Whether if it is possible to analyze the effect of each B2B e-business exchange model (e-procurement) on a contemporary construction company? Whether if it is possible to evaluate and forecast the effect of each B2B e-business exchange model (e-procurement) on a contemporary construction company? Methodology A Qualitative method of study differs from the usual quantitative methods (used in the study of pure sciences) in the sense that it tends to be far more subjective. This is in sharp contrast to the methods used in pure sciences which are exclusively objective. The research methods for marketing are a combination of both quantitative and qualitative methods. Being open to qualitative methods of study also allows social scientists to incorporate non-quantitative data (i.e. non-numerical data, such as words, images, gestures, impressions etc.) in their study. Since human beings tend to operate in terms of such data and not in terms of the terminology used in ordinary sciences this broader outlook is far more applicable in the study of social sciences. In keeping with the methodology employed in marketing researches the theories too are formulated and used keeping in mind that they are not necessarily applicable to all conditions. Be it psychology, history, political science or economics human events are most likely to influence the rules which define the basic theories of a marketing subject. Success in the field of marketing researches can therefore be achieved if and only if it is understood that the subject has no space or opportunity for watertight methodologies or theories. (Sioros, 67) It can always be stated that Qualitative research is a process that includes interpretative paradigm under the measures of theoretical assumptions and the entire approach is based on sustainability that is depended on people’s experience in terms of communication. It can also be mentioned that the total approach is because reality is created on the social formulations. It can also be mentioned that the basic target of qualitative research is instrumented towards social context under normal circumstances where it would be possible to interpret, decode and describe the significances of a phenomenon. The entire process is operational under the parameter of interpretative paradigm that can minimize illusion and share subjectivity under contextualization, authenticity and complexity of the investigation. (Rigby, 422) The basic advantages of qualitative measures are multiword. Firstly, it presents a completely realistic approach that the statistical analysis and numerical data used in research based on quantitative research cannot provide. Another advantage of qualitative measures is that it is more flexible in nature in terms of collected information interpretation, subsequent analysis and data collection. It also presents a holistic point of view of the investigation. Furthermore, this approach of research allows the subjects to be comfortable thus be more accurate as research is carried on in accordance to the subject’s own terms. The best statistical method would be to interview long well formulated day-to-day working procedure at a specific and well selected location and in this case, it would be the three selected events mentioned. Throughout the procedure, it should be noticed whether there are specific variables within the testable population or not. These variables would be extremely important while evaluating the basic data in the final stages where the adjustments would be made to the formulated data in accordance to the observations. However, it is important to take into account the aspects of fundamental variables of an individual such as ethnicity, religious belief or positive support from the sales structure of the management and individual. Conclusion B2B e commerce may greatly impact the way B2B e-business exchange model (e-procurement) are handled by sharing information on production schedules and demand forecasts and this is particularly effective for companies like Consolidated Contractors International Company, Emaar Properties, Orascom Construction, Ciner Group, Al Rajhi, Turkiye Seker Fabrikalari, Genting Berhad Malaysia Diversified and Grosvenor Builders and Property Services. Further, this information can be integrated into distribution channels and manufacturing activity to provide customer orientation of manufacturing activity to an organisation. The current business environment is dynamic and uneven. Manufacturers need to be on the Internet and other application platforms to change their way of doing business. The greatest advantage of E commerce, particularly for these Services, is the flexibility it provides to production to take advantage of information sharing long the production chain. A production unit can manipulate this information to great profit customer needs can be coordinated better with processes. In future, order processing, invoicing and transportation may increasingly share the resources of e commerce. For example, a unit can introduce e commerce as a forward and backward integration tool into the supply chain. Simply speaking this means the unit will be available 24 hours (electronically, of course) to its vendors and end customers. An e-mail connection can be the start to electronic exchange of information. The most vital piece of information to any production set up is the status of orders. When the next B2B e-business exchange model (e-procurement) will be coming in is important for the operations chief of an organization. The more timely he gets this information, the better position he will be in to predict cash flows and availability of stocks. On the managerial aspects B2B e commerce streamline operations as the need for paper data is done away with and reduce the need for clerical inputs. This facilitates system integration. Therefore, the unit is closely connected with vendors and customers through an appropriate information base, which can be changed to the situation. The business alignment reaps huge savings for the manufacturer owing to costs saved by timely information. E Commerce also has an impact on tightening of order time lags between a manufacturer and supplier. The B2B electronic platform also enables the movement of goods directly between producers and suppliers and customers. This removes an additional layer of intermediaries in the cost chain and truly realizes value along the chain. It will be interesting to watch if E commerce can be adopted by larger units and corporations to realize even bigger gains. 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Taylor & Francis Routledge, New York Seybold, Pat; (2001); Customers.com; Crown Business Books (Random House) Sioros, D. 2000, Building for the 21st Century: Energy and the Environment, Fairmont Press, Lilburn, Ga Timmers, Paul; (2000), Electronic Commerce - strategies & models for business-to-business trading, pp.31, John Wiley & Sons, Ltd Textiles and clothing sector in the EU-25, textile and Clothing industry in the Mediterranean zone Last update: 16/02/2005, available from http://europa.eu.int/comm/enterprise/textile/euromed.htm The Economist (on-line), (2005). The sorry state of fashion today - European textiles. Available from, http://www.portugalinbusiness.com/Noticias/Noticia.asp?iA=14809 Tyerman, J. 2005, Invention of the Crusades: The Aggressive Approach of Industrial and Organizational Markets, Arc Publishers, Canberra Read More