BtoB Strategy and Management based on IT

本研究是对批发商基于电子数据交换的有效企业对企业（BtoB）策略的检验。重点是两种BtoB现象：采用和扩散。对1999年在美国收集的209个样本和2001年在日本收集的609个样本的分析表明：(1)BtoB采用：从M.E. Porter的五力模型中提取了供应商侧和客户侧的7个竞争压力因素。除了这些因素外，供应商和客户都可以迫使批发商采用BtoB系统。这种来自BtoB采用的压力可能是另一种类型。我们分析了所有因素之间的相互关系，发现在这两个国家，采用BtoB的压力独立于其他7种压力，尽管一些压力的强度因国家而异。(2) BtoB扩散：通过协方差结构分析，我们发现美国和日本的BtoB战略存在差异。美国批发商倾向于将b2b扩展到客户端，而日本批发商则试图加深与供应商的关系。日本的以供应商为中心的战略是合适的，因为建立可信赖的供应链来代替“经连”对于在日本保持竞争优势尤为重要。

This study is an examination of an effective business-to-business (BtoB) strategy based on Electronic Data Interchange for wholesalers. The focus is on two BtoB phenomena: adoption and diffusion. Analysis of 209 U.S. samples gathered in 1999 and 609 samples gathered in Japan in 2001 indicates the following:(1) BtoB adoption: 7 factors of competitive pressures on the supplier side and on the customer side were extracted from the M.E. Porter's five forces model. Apart from these factors, both suppliers and customers can force wholesalers to adopt BtoB systems. This pressure derived from BtoB adoption can be a different type. We analyzed the interrelationships among all factors and found that, in both countries, the pressure of BtoB adoption was independent of the other 7 pressures, though the strength of some pressures differed from one country to the other.(2) BtoB diffusion: Covariance structure analysis was conducted, and we found that BtoB strategy between the U.S. and Japan was different." U.S. wholesalers tend to expand BtoB to the customer side, whereas Japanese wholesalers try to deepen the relationships to the supplier side. Japanese supplier-focused strategy is suitable, because establishing trustworthy supply chain in place of "Keiretsu" is especially important to sustain competitive advantage in Japan.