电子商务环境下工业分销商发展策略研究

上海交通大学硕士学位论文电子商务环境下工业分销商发展策略研究姓名：隋杰申请学位级别：硕士专业：企业管理指导教师：伍青生20060201II,,IIIAbstractIIIRESEARCHONDEVELOPMENTSTRATEGYOFINDUSTRIALDISTRIBUTORSUNDERE-COMMERCEENVIRONMENTABSTRACTAlongwiththedevelopmentoftheglobaleconomyandinformationtechnology,thebusinessenvironmentofindustrialdistributorsisundergoingprofoundchange.Facingtheunprecedenteduncertaintyofdemandandever-increasingcompetition,industrialdistributorsarereconsideringtheirstrategy.Thisthesisdiscussesthedisadvantagesoftraditionalindustrialdistributorsundere-commerceenvironment,putsforwardanewprofitpatternforindustrialdistributors“industrialdistributorbasedonvaluenets”andgivesthestrategytorealizeit.Themaincontentinthisthesisincludes:Chapter1introducesthebackgroundoftheresearch,discussesthesignificanceoftheresearch,andindicatesthenewresearchconclusions.Chapter2presentsthetheoreticalfoundationsoftheindustrialdistributors,includingTransactionCosttheory,CoreCompetencetheory,ValueChaintheoryandValueNetstheory.Chapter3discussesthebusinesspatternsoftraditionalindustrialdistributors,aswellasthechallengesfacingthem.Chapter4raisesanewbusinesspatternforindustrialdistributors:industrialdistributorbasedonValueNetsandfurtherstudiesitsfeatures,valueandcompetitiveadvantages.Applyingquantitativemodels,theresearchcomparesthetraditionalindustrialdistributorwithindustrialdistributorbasedonvaluenetsandtheresultssupportstheaboveideas.Thenitintroducesstrategiestorealizethenewbusinesspattern:relationshipmanagementbasedonnetwork,dynamicproductandproceduremanagementandsystematicknowledgemanagement.Chapter5focusesoncasestudy.Basedonthecaseofindustrialdistributor-“Arrow/Schweber”,theresearchanalyzedthedevelopmentstrategyandvaluechain,AbstractIVandprovedthevalidityofthenewprofitpattern.Chapter6summarizesthewholepaperandresultsandgivesafutureviewonthestudywithinthisfield.Theinnovationofthisthesisisthatitputsforwardthenewindustrialdistributorpatternbasedonvaluenets,provesitscompetitiveadvantageandgivesthestrategiestoachieveit.KEYWORDS:e-commerce,industrialdistributor,valuenets,businesspattern,developmentstrategy20062222006222200622211.1B2B2003101933.69[1]B2BB2BB2BAndersonNarusFrazier21.290WebsterFontenotWilsonSusanMudambiRajAggarwal[2]CRMPOMKMW.BenoyJoseph,JohnT.Gardner,SharonThach,FrancesVernon[3]PaulA.Pavlou[4]5S.TamerCavusgil,Poh-linYeohMichelMitri[5]RevaBermanBrownRichardHerring[6]31.3WTO1-1Figure1-1:Disquisitiontechnicalcourse1.44WTO52.1•2030•1937[7]619751985KennethArrow1234[8]1Simon19572712(Koopmans•T•C)32.2••1995George.B.RichardsonParahalad(Hamel)19905-68•Teece2-1[9]12345921[9]1900-192519571959196019721982198219841988199019991992199319941997•102.3MichaelE.Porter1985PorterPorterPeterHinesMichaelE.Porter1HinesPorter2HinesPorter3Hines11HinesJefferyF.RayportJohnJ.Sviokla199553Malone122.42.4.1AdrianSlywotzky()()()(SCM)SCM132.4.2[10]12314456DavidBovet2-12-1Figure2-1:DavidBovet’svaluenetsmodelPrabakarDavid15PrabakarKathandaramanDavidT.Wilson(2-2)2-2PrabakarDavidFigure2-2:PrabakarandDavid’svaluenetsmodel()VIV2002(2-3)IVVVIIIIIII162-3Figure2-3:WuHaipingandXuanGuoliang’svaluenetsmodel173.13.1.1AndersonNarus[11]31a339b33631Figure3-1Industrialdistributor’seconomiceffect[11]185123453.1.232193-2Figure3-2:Industrialdistributor’slinearrelationship333-3Figure3-3:Industrialdistributor’srelationshipnets3.1.32012341233.23.2.120ERPB2BB2BB2B[12]21343-4Figure3-4:Industrialdistributor’srelationshipine-commercecircumstance3.2.222123423242004Ferguson60B2B254.14.1.1[13][14]264-14.1.212JIT2734124.1.328123294-1Figure4-1:DavidBovet’svaluenetsmodel11A2B3C12302[14]qpctKsf(q)F(q)(*)eπab(*)rπ12[15]0()()()KKSKfxxdxKfxdx∞=+∫∫3-1KK()KKfxdx∞∫()Kfxxdx∞∫3-13-20()()()KSKKKxfxdxK=−−∫3-2()fx[],qsqs−+(GiovanniPerrone2002)/4sq1()()2qsqsExabpcdxqs+−=−−==∫3-3312(,)()()[4()]4rpcpKpcSKtKKsKsqtKsπ−=−−=−+−−3-4222(,)()(())4rpKpcsKqssπ∂−−+−=∂222()(())0,(0)4pcsqsqpcs−−++−=−3-5131A()()Exabpcq=−−=Kq=(,)()()(())epKpcKtKpctabpcπ=−−=−−−−3-6**(2),,22AAabtactbKPb−++==2()4eAabbπ−=2*()(2)(,,)442AabtsatcbpKsbbπ−++=−×A(2)42satcbb++×14s*(2)2AactbPb++=(2)42satcbb++×2B()SK32KK-(3-3)(3-4)pcz−=2stKsabzz=+−−3-73222()1()(2())0ezzbzabtzstzzπϕ==−−++=∂3-8(3-3)(3-7)21tKqsz−=−K-zpc=−2zt0Kq−;2K-0AB(3-4)A(3-4)B**BAππ3-93CBBB4-2Figure4-2334-3Figure4-3(3-8)221(()2)szabtbzt=+−0,0zs34()B****cBcBzzPP→***CBAπππ(1(3-9))=0*2AabyPZccPbϕϕ+=+=+=A34Zϕ*****CBACBZZZPZcPPϕϕ→=+(3-10)35K2stZbβ=2()82assasbtZbω+++−=BZβZω*,CBZZZβω*,CBK*,CBZ*,CBZ*,CBZ*,2CBZt*,CBK*,2CBZt*,CBK342***ACBPPP((3-10))*CZ2t*CK*BK(*,CBK)A=0=0***ACBKKKABB2BB2BB2BAB1A2B335APabK=−KVπTπ()VPKabKKπ==−(3-11)0VddKπ=2VaKb∗=2()4VVVaabKKbπ∗∗=−=VK∗k36TK2TVaKKkkb∗=−=−22()[()]()224TTTaaaabKKabkkbkbbbπ=−=−−−=−bbVπTπbbb2204Vabbδπδ=−2224Takobbδπδ=−−VbδπδTbδπδ:VTbbδπδπδδ,VTbbδπδπδδ374.24-4Figure4-4:Valuenetsindustrialdistributoradd-valuemodel4.2.138Frazier[16]20809039TSAsTSAsEDI404.2.2CRMLancioniEDIERPCRMJITB2BFindMRO.com41RonPaulson4.2.3[4]42435.119921996565.25.2.144totalcostofownershipactivity-based-costing5.2.2305451977198719971CARESWindows2ElectronicDataInterchangeEDI345.2.346PLDISO90