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1、附录1电子商务本文研究在电子商务时代买主和供应商的交互式关系。通过在相关的话题上对先前工作的归纳和总结，本文提出一个概念模型，用来证明在电子商务环境下，信息服务提供商的参与下，买主和供应商之间的相互关系。由信息服务提供商作为中间人所提出的这个模型包括买主，供应商和信息服务提供商三个主要成员。这个目的通常分为两种：价格和质量。这个模型同时也考虑了以下三条：（1）信息流；（2）商品或服务流；（3）反馈信息。最后，我们研究并提供出了能影响买主和供应商之间的交互关系的因素；经理的惯例、关系的类型、以及公司控制市场的程序。1、介绍在最近的几年里，许多行政和技术上的革新大大影响了商业组织。目前它们大多正在
2、发展中或者已经被实现了。从另外的观点上看，这些新想法的实现与否决定了许多生意的成功或失败。在过去十年里，在信息技术行业，朗读好的信息价格比和在全球范围内不断扩大的通讯基础结构的结合，为公司能够支撑和维护大规模的战略优势创造了条件（Cash&Konsynski,1985:Porter&Millar,1985;Bakos,1991a;Kekre&Mudhopadhyay,1992）。电子商务（EC），是建立在IT和通讯网络之上的脊梁。为了便于数据管理和传输，包括若干种复杂的数据类型（例如声音、影像和图像等），它给一个公司提供交易实践的结合体，由罗勃特与麦凯于1998年提出。EC在重新设计生意过程中
3、创造竞争优势所取得的重要成绩，使得学术界和产业界的焦点进一步集中到在这个话题上。最明显的地方是，在这些问题材之中都沿用了EC系统的介绍，这种机构对双方战略合作和同等协调都是起着重要的作用（罗勃特与麦凯，1998）。可以这样说，利用这些优点，将掀起一股技术上的革新推动行政上的革新的新浪潮。本文研究了在EC环境下买主和供应商的交互性质。在过去，若干种的关系类型，例如垂直统一管理关系、契约关系等（Williamson,1985:Dwyer,&Oh,1987;Elram,1991），都已经被讨论过。通过这些讨论得出了明显的结论;随着EC系统的到来，为本研究提供了一种动机。为了在今天的市场上竞争成功，公
4、司需要有选择的管理几个关键的地区：供应链管理的效率SCM，材料的管理，在供应商/制造商/顾客网络（Ellram,1991;Scott&Westbrook,1991;Harand,Williams,&Fitzgerald,1993;Harland,1996;Thomas&GriSn,1996）,信息和金融的流动的管理。EC系统的选任的使用支持供应链的管理和出售来快速回答市场通过组织集成信息和材料的流动。本文主要的目标是，通过在EC和SCM的话题上的先前的工作的总结和回顾，提出一个概念模型，来表明在信息服务供应商（1SP）的参与下，买主和供应商在EC时代相互作用的基本原理。由于这个模型建立在客观性
5、质上，并且，它是这个领域更进一步研究的基础。本文将对此按照如下的方式被组织：在第二节，我们首先描绘EC的性质和它在价值链上的影响：在第三节，我们描述SCM的本质，买主和供应商的关系，以及中间人的作用；在第四节，个人的动机和行为将被讨论：在第五节基于先前的讨论，我们将为在EC交互式的买主和供应商关系建立一个概念模型：最后，我们提出研究的意义和结论。2、一个新的商业范例（1）EC的性质EC是在商业领域的一个相对比较新的概念，由Wigand在1977年提出。它在IT行业普通使用，并且被认为是一种低费用和高效能。随着在通讯基础结构中带宽和速度的发展和它日益的成熟，大大激励了产业的交易方式。这个变化是新
6、一代商业的反映，与传统商业模型相对立的基本原理的转变。一个重要的认证是通过在电子商务中的前后联系，它拥有反它与传统型的商业的行为区分开来的唯一的特征，从而，我们从下列的几个观点来研究描述电子商务。数字媒介，现代的计算机和通讯技术为公司进行经营过程重组以及管理组织上的重新设计提供了一个手段。当前激烈竞争中，这一手段是非常必要和重要的。市场的机制和结构，随着计算机和通讯技术的提高和使用，要求也将进一步的提高。比如说，电子的数据交换（EDI）和电子邮件，它提供红色免费，和电子生意的连接，已经被从事EC行为的公司作为工具讨论（Kekre与Mudhopadhyay,1992）这两种工具能作为一程增值的网
7、络服务，使用户能够用文件的网络服务与电子的服务代替传统型基于纸的订单的服务。现在因特网的流行，与它强大的能力和已经证明过了的可靠性，已经作为新式的媒介被认可了（Wigand,1995）万维网(WWW),是第一个以超媒体计算机为媒体环境的在全球实现的网络，并且逐渐地作为重要的商业媒介被市场环境所认可（Hoffman与Novak,1996,1997）交易中的对象，在EC环境下执行交易通常包含以下三个主要成员；买主、供应商、和ISP。买主和供应商在交易过程中的存性是很容易就能证明的。在EC的环境下，其价值的网络服务范围秀广，包括EDI服务、发电子邮件、文件的传输、和电子资金的转移，被专门的网络服务公
8、司所提供（Tallarico,1998），它就是在本文中的Internet服务提供商（ISP）。类似的观点能在Bakos(1991a,b)中被发现，他详细说明了操作电子市场系统的（或电子的市场）公司作为中间人，它可以是一个市场参加者、一个买主或一个卖主、一个独立的第三方或一个多商号的国际财团。交易的内容光焕发：调查的结果，它被Chen(1998)在台湾研究，显示出在电子商务商店的商品能被划分为两种范畴：一种是商吕有形并且必须通过物理的分发隧道被送到顾客手中，例如：书，衣服，等等；另一程是无形的能被存储的商品并且依靠电子的转移，例如：电子商务杂志、联机的数据库搜索和可以下载的软件。Hwang(1
9、998)，从商店的操作和销售来看，在电子商务中交易的商品可以划分为耐用的商品和非耐用的商品，并且联机的服务形式。从本文中可以得出结论，基于以前的参考研究，把商品划分成能通过物理的分发隧道被交付的有形商品和无形信息，例如服务或软件。应用程序：EC系统的机构和它固有的方法能被运用于很多领域，并且若干研究的结果证明了这个结论。例如：Barbaro(1996)调查了：在护理工业的EDI和EC的Alba(1997),Rowley(1996)表明了顾客、零售商和制造商的作用，以及在交互式的国内购物行业中的关系，并且Crede(1995)宣称商业活动的最终的目标是创造一个支持在全球物虚拟市场的安全有效的支付
10、系统。研究的其它领域包括“旅行行业（Bloch与Segev.1997）,供应链管理（Hinkkanen,Kalakota,Saengcharoenrat,Stallaert,&Whinston,1997;Roberts&Mackay,1998）,甚至非职业人员的教职工育和数官的图书馆（Adam&Yesha,1996）（2）价值链方面的影响Porter在1985年开发了价值链模型。考虑从供应商连接到顾客所存在的最基本的关系活动。IT业被看成是有利于这种活动，并且允许通过电子市场和电子的层次在价值链上令近的环节更近一步的集成（Malone,Yates,&Benjamin,1987）。电子互联网的开
11、发极大地减少了信息交换的时间和费用。有选择的并且紧密的连接从供应商到买主的过程，帮助他们搜索、编辑，并且对于每宗交易找到更合适对象进行交易。这些电子互联网络的效果山Malone等人在1987年证明了。包括：电子通讯的效果，电子经纪业务的效果和电子的集成的效果。另外一个观点被Bakos于1991年提出，这个观点基于一个垂直市场内的供应商和顾客之间的关系，这是一个不同于信息相连接的电子市场的垂直市场内部组织系统（IOS）。他认为这样一个ISO能提供网络外的服务到系统的参加者，创造价格转换，并且有利于经济规模的提高和中间媒体作用的发挥，买主和供应商可以互相选择对方，因为，更多的市机会可以给买主提供更
12、多的购买选择，并且信息服务供应商能额外的为他们提供市场信息收费（Bakos,1991ab;Wigand&Benjamin,1995）。通过电子市场系统带来的这种选择，将促进市场的发展，使市场从单一化的环境发展到多样化、个性化。这种观点由Malone等在1987年提出。附录2Electronic CommerceIn this paper the interactive nature of the buyer-suppiler relationshipin theera of electronic commerce will be explored.Through broad range rev
13、iews of previous works on relevant topics,this paper proposes a conceptual model to demonstrate therationale of the buyer-suppiler interaction whit information service providers mediation in the electronic commerce environment.Bytaking information seruice provider as an intermediary,our model includ
14、es buyer,supplier and information servicve provider as three major parties.The rationale of interactionbetween buyer and supplier is rooted in individual partys objectives which usually fall into two categories:cost and quality.This model also takes the following three items into consideration:910in
15、formation flow,(2)flow of goods or services,and(3)feedback information,Finally,our study provides the implications and suggests that the following factors can affect the way buyer and supplier interact:the managerial practices ,the typesof relationship,and the extent to which companies dominate the
16、market(2001 Published by elsevier ScienceLtd.)1.IntroduceIntecent years,there have been many administrative and technicalinnovations which have large impacts on business organizations.Now they areisther in progress orhav been implemented.From another point ofview,the implementation of these pivotal
17、new ideas determines the success or failure of many business ventures.In the past decade,the excellent performance/cost ratio of information technology(IT)cupled with the global expansion of communication ifrastructure,has enabled corporations to create and sustain large-scale strategic advantages(C
18、ash&Kon-synski,1985;Porter&Millar,1985 Bakos,1991a;Kekre&Mudhopadhyay,1992).the Intecent years there toelectronic commerce(EC)backbone,which is built upon these IT and communication networks,furnishes companies with a powerful platform to facilitate data administration and transmission, including se
19、veral complex data types(e.g.audio,video,and image).The EC system is actually a combination of technologies,applications,processes,business strategies and practices which are necessary to do business ele ctronically (Roberts&Mackay,1998).The outstanding performance achieved by EC in redesigning busi
20、ness processes and creating competitive advantages has rompter both the academic community and industry to focus attention on this topic.One of the most prevalent issues,among several which followed the introduction of EC systems,is the ability to establish a dynamic and flexible structures for buye
21、r-supplier relationships which deterministically drive both parties to ward strategic partnerships and coordination(Roberts&Mackay,1998)It can be said given these advantages,that technical innovation will drive a newwave of administrative innovation.This paper explores the interactive nature of the
22、buyer-supplier relationship within the EC environment.In the past,several types of reationships,such as vertical integration, conteractul relationship,and relationnal exchanges,hav been discussed.the broad implicattions of the above discussions,combined with the coming of the EC system,provide a mot
23、vaton for this research. To compete successfully in todaysmarket place,companies need to eletively manage several key areas;the efficiency of supply chainmanagemet(SCM),management of materials,information and finncial foow within the supplier/manufactuer/customer network(Ellram,1991;Scott&Westbrook,
24、1991;Harland,Williams,&Fitzgerald,1993;Harland,1996;Thomas&GriSn,1996)The elective usr of the EC system suppore-ing supply chain management and providng quick responses to market requires oragnizations to coordinate and integrate the flow of information and material withs and across the oragnization
25、.The primay goal of this paper is,through broad range reviews of previous works on relevant topics of EC and SCM,to propose a conceptual model to demonstrate the rational of the buyer-supplier interaction with information service providers(ISP)meiation in the rea of EC.Due to the objective-based nat
26、ure of this model,furthermore it can also be the foundation for further researches in the field.This paper is organized as follows:in Section 2,we first depict the nature of EC and its impact on value chain.In Section 3,we describe theessence of SCM,the buyer-suppiler relationship,and the role of th
27、einter mediary,In Section 4,the Objectivers and behaviors of the individual parties will be discussed ,In Section 5,based on previous discussions,we will propose a conceptual model for interactive buyer-suppiler relationship in EC. finally,the implicattions and conclustion of our study will be provi
28、ded2.EC:a new business paradim(1)The nature of ECEC is a relatively new concept in business domain(Wigand,1997).It can be foudn that the widespread use of IT,which is characterized by low cost and high performance ,together whit the emergence of communication infrastructure and its maturajon in band
29、width and speed ,has encouraged industry to change the way it does business.This change is rflected in what is called the new generation business:a fundamental transformation that goes against the traditional business paradigm.An important consideration in the contextual definittion of EC is to reco
30、gize that it possesses unique features that distinguish from traditional commercialbehavior.Thus,our research characterizer EC form the following perspectives;Digital media:Modem computer and communication thechnolgy provides a means for companies to conduct organizational redesign and business proc
31、ess re-engineering which is required by the intensified competition.The mechanism and structure of the market,with the increasing use of computer and ommuniction technology,require a certain degree of modification.for examp.the electronic data exchange(EDI)and e-mail.which provide paper-free,electro
32、nic business connections,hav been dicussed as tools by companies engaging in EC.Both of these tools can be understood as one kind of value-added network service that enables users to replace traditional,paper-based orders and documents with electronic ones.The present prevaence of the InterNet,with
33、its vast capabilities and proven reliability,has been recognized as a new-fashioned media(Wigand,1995).The World Wide Web(WWW),the first and current networked global implementation of a hypermedia computer-mediated environment,is increasingly being recognized as an important commercial medium and ma
34、rketing envirgnment,The parties involved in transactions:the transactions executed in EC usually involve the following three major parties:(1)buyer,(2)supplier,and(3)ISP.The validity of the fact that buyer and supplier exist in transactions can be easily justified .In the EC environment,a wide range
35、 of valued-addednetwork services,including EDI services,E-mail.file transfer,and electronic funds transfer,are provided by specific network service companies(Tallarico,1998),which is the deinittion of an SIP used in this paper,Similar notions ca be found in Bakos(1991a,b)who defined the firms operat
36、ing electronic maret system(orelectronic marketplace)as the intermediary,which may be a market participant a buyer or a seller ,an independent third party,or a multi-firm consortium.Contene of transaction:The results of survey,which is conducted by Chen(1998)it Taiwan,shows that the merchandise in E
37、-stores can be divided into two categories:(1)the merchandise which is tangible and must be delivered to end-customers through physical distribution channels,such as books,apparel,etc,and (2)the merchandise which is intangible and can be stored and transferred elecronically,such as E-magazines,on-li
38、ne database search,and downloadable software,Hwang(1998),form the perspectivers of stoer operation and selling location,divided the goods sold in the e_store into hard goods,soft goods,and on-line service.It can be concluded in this paper,basedon the prevously referred to researches, to divide the m
39、erchandise into the tangible goods that can be delivered through physical distribution channel and the intangible information,such as services or software.The procedure:The organization of the EC system is make use of with its proper method ability in a lot of realms, and the result of some research
40、es proved this conclusion.For example:The Barbaro(1996) investigate:Be protecting science and engineeringThe EDI of the industry and the Alba(1997) of the EC, the Rowley(1996) expressed the customer,dealer and the function of the manufactory, and in the relation in the interactive local shopping pro
41、fession, and the Crede(1995) enounceThe end target of the business activity is to create a safety that supports a virtual market at the global thing to pay system effectively.Other realms of the research includethe trip profession(the Bloch and Segev.1997), provideShould the chain management(Hinkkan
42、en, Kalakota, Saengcharoenrat, Stallaert, &Whinston, 1997;Roberts& Mackay, 1998), even the nonprofessional personnel teach the officers and workers how to teach with the few officersLibrary(Adam& Yesha, 1996)(2)Impact on the value chainPorter(1985) developped value chain model to Consider the most b
43、asic relation activity that links customer to exist from the supplier.The IT industry is see is be advantageous to this distance activity, and allow to pass an electronicsThe layer of the market and electronics makes a nearer one step of near link on the value chain of integration.(Malone, Yates, &B
44、enjamin, 1987)The development of the electronics Internet reduced an information to exchange biggest of timeWith expenses.There is choice of and close conjunction from supplier to the process of the buyer, help them to search and edit, and hand over to each one the night find out more suitable objec
45、t to carry on bargain.These electronicses are with each otherThe result mountain Malone of the network waited for someone to prove in 1987.Include:The result of the electronics communication, the result of the result of the electronics agent business and the integration of theelectronics.Another sta
46、ndpoint is been in 1991 by the Bakos.Put forward, this standpoint according to the relation of of a supplier and the customer in the perpendicular market, this is a differs from an information to connect with each other of the perpendicular market internal organization system(IOS) of the electronics
47、 market.HeThink thus an ISO can provide the outside of the network to serve to the system to attend, creating the price conversion, and being advantageous to an exaltation and the middle medium function of economic scale of exertive, the buyer and supplier canMutual choice the other party, because o
48、f, more city opportunities can give the buyer provide to purchase a choice morely, and the information service supplier ability additionally of provide the market information charge for them(Bakos, 1991 abs;Wigand& Benjamin, 1995).The elects brought to market by the electron ic market system,will prompt an evolution in the market from a biased environment to an unbiased,personalized marker(Malone et a/.,1987)设计巴巴工作室