Understanding the B2B E-Market in China

摘要

This paper seeks to develop a conceptual model that is inherently suitable for analyzing the complexity of B2B e-market and transaction performance in China. The case study of CCEC.com provides an insight on how one excellent B2B e-market has executed a successful strategy utilizing the existing source within the current business climate of China. The data from the case research illustrate e-commerce strategies and crucial business activities. Further, the B2B E-Market Model is proposed for studying the critical strategy component of value creation in e-markets of China. The Model involves with two variables: the e-commerce process and the controlling complexity. Building on process insight, the e-commerce process can be modelled by separating main business activities into four phases designed to exploit value creation opportunity. Controlling complexity refers to supervising and controlling the transactional processes for security, trust and efficient transaction environment. The Model illustrates the relationship between the business components required to support the e-commerce processes with the value creation factor and the controlling complexity. Using the model in comparisons of B2B e-markets in USA and in China, we find unique characteristics in transactional processes - the information, negotiation, payment and delivery phases. It offers an effective approach to studying dynamic structure of transactional process and a high performance e-commerce strategy.