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英国Supply Chain in B2B-B2B里供应链管理研究Essay [5]

论文作者:留学论文论文属性:学期论文 termpaper登出时间:2014-03-19编辑:caribany点击率:16190

论文字数:3442论文编号:org201403171559333717语种:中文 Chinese地区:英国价格:免费论文

关键词:Supply Chain in B2BB2B供应链produce value产生价值subject of logistics

摘要:本文是有关B2B供应链管理的英国Essay 格式:文章提到供应链管理是相互关联的,通过上游和下游之间的联系产生价值(产品和/或服务),以最终消费者的过程之间的组织/个人的联网管理。供应链管理的全过程,可以被看作是涉及组织/个人的所有活动,以最终客户的网络。在B2B战役,最终客户通常被认为是组织,机构,政府部门等。

nic Article Surveillance (EAS) labels. All products must be tagged, and authorized by a Source Tagging Lab.


Those above assessments are not only facing Wal-Mart’s suppliers, but also suit to Wal-Mart’s stores and retailers. For example, Wal-Mart asks its retailers to have abilities of understanding industry and market information. Wal-Mart’s warehousing and distribution are very famous in the industry. Based on this, its warehouse management and tracing system are all operated by IT system. That is one of reasons why Wal-Mart’s supply chain solution is so successful in retailing industry. In B2B campaign, if Wal-Mart can not use its IT system to monitor and supervise its situation of warehouse and transportation, its commitment of delivery just in time would have no chance to become true. Management in Wal-Mart’s supply chain is the most significant process.

DELL’s Management with Its Partners

戴尔与它的合作伙伴管理


DELL’s supply chain management solution is not as famous as Wal-Mart is. however, in B2B, DELL has its own advantage in supply chain. It has great relationship with its all partners in the supply chain in order to make sure its marketing strategy goes well. Now, DELL is the world’s leading computer company with a market share of almost 19% (Dell Computer Corporation 2003). In 2002 DELL employed 34,600 people worldwide and generated net revenue of more than 31bn USD (Dell Computer Corporation 2003). DELL’s top competitors are Hewlett-Packard, IBM, Fujitsu and NEC in the personal computer market, which constitutes Dell’s main market. It is known that Dell’s famous marketing strategy is direct marketing activities. Direct selling to customers could get cost reduction and high customer acquisition. Dell’s direct marketing activities also can maintain and enhance the relationship between Dell and customers. That is to say, DELL’s strategy is all around with its direct marketing activity. Its direct model directly created and enhanced a relationship between customers and the company. This part is going to deeply analyze Dell’s management with its partners in its supply chain by five aspects: Customer market Supplier market Internal market Recruitment market

Influence & Referral market


Customer market: DELL organizes its business around three main customer segments: large corporate customers also called relationship customers, home and small businesses and the public sector. (Kraemer et al 2000, p.8). Hence the company approaches each segment differently and customized to the specific needs. This computer manufacturer mainly utilizes two communication channels, the Internet and call centres. DELL also assigns sales and telephone service representatives to individual relationship customers, whereas each sales representative is dedicated to only one customer. (Kraemer et al. 2000, p.9).


The direct marketing activity plays a significant role in DELL’s maintenance with its customers. DELL deals directly with their customers so that they can gain timely customer response. This response in turn provides the company with precious feedback.


The Company has a clear customer strategy by concentrating on what they call “scalable business”, i.e. customers who revenues can be increased stronger than expenses.

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