Contents
1. Introduction 1 1.1. Research Objectives 2 1.2. Structure of the Work 4 2. Theoretical Framework 7 2.1. Wholesale Trade 7 2.1.1. Definition and Classification of Wholesale Trade 7 2.1.2. Wholesale Trade-a Theoretical Foundation 9 2.1.2.1. The Baligh/Richartz-Effect 12 2.1.2.2. The Wholesale Theorem ofGümbel 15 2.1.2.3. The Game Theory Approach of Griebel 17 2.2. Electronic Business 19 2.2.1. Definition of Electronic Business 19 2.2.2. Participants and Interaction Patterns of Electronic Business... 23 2.2.3. Activities of Electronic Business 25 2.2.4. Applications of Electronic Business 28 2.2.4.1. Electronic Procurement 29 2.2.4.2. Electronic Distribution 43 2.2.5. Technological Foundations of Electronic Business 53 2.2.5.1. Intra-organizational Electronic Business 53 2.2.5.2. Inter-organizational Electronic Business 59 2.3. Impact of E-Business on Traditional Wholesale Trade 63 2.3.1. E-Business Impact on the Industry Structure 64 2.3.2. The Impact of E-business on the Value Chain 67 2.3.2.1. Assortment Selection 69 2.3.2.2. Collection, Evaluation and Distribution of Information 70 2.3.2.3. Physical Distribution 71 2.3.2.4. Financial Transactions 72 2.3.2.5. Compound Services 73 2.4. Competitive Advantage 75 2.4.1. Definition of Competitive Advantage 75 2.4.2. Sources of Competitive Advantage 77
VII
An Analytical Model 81 3.1. Dynamic Resource-Based View 81 3.2. A Typology of Resources 84 3.3. Attributes of Resources 85 3.3.1. Ex Ante Limits to Competition 86 3.3.2. Ex Post Limits to Competition 88 3.4. Generation of Sustained Competitive Advantage in the
E-Business Environment - An Analytical Model 92 4. Operational Effectiveness in the E-Business
Environment 97 4.1. E-business: A Reference Model for Wholesale
Establishments 98 4.1.1. Procurement 100 4.1.1.1. Purchasing 101 4.1.1.1.1. Supplier Management 101 4.1.1.1.2. Article Management 103 4.1.1.1.3. Conditions Management 105 4.1.1.1.4. Contract Management 106 4.1.1.2. Disposition 108 4.1.1.2.1. Limit Calculation 109 4.1.1.2.2. Demand Calculation 109 4.1.1.2.3. Order Quantity Calculation 110 4.1.1.2.4. Delivery Quantity Calculation 111 4.1.1.2.5. Allocation of the Ordered Goods 112 4.1.1.2.6. Purchase Order Transmitting 113 4.1.1.2.7. Purchase Order Supervision 114 4.1.1.3. Receiving 115 4.1.1.3.1. Planning of Receiving 116 4.1.1.3.2. Receipt and Inspection of Goods 118 4.1.1.3.3. Returns 118 4.1.1.3.4. Transfer of Goods to the Warehouse 119 4.1.1.3.5. Entry of Received Goods 119 4.1.1.3.6. Delivery Note Valuation 120 4.1.1.4. Invoice Checking 120 4.1.1.4.1. Invoice Entry 121 4.1.1.4.2. Invoice Control 122 4.1.1.4.3. Invoice Release 123 4.1.1.4.4. Invoice Post-Processing 123 VIII
Refund Processing 124 Accounts Payable 124
Creditor Master Data Management 125 Posting Operation 125 Settlement 126 Request for Payment 126 Interest Rate 126 Distribution 127 Marketing 127 Customer Master Data Management 129 Assortment Policy 130
Conditions Policy 131 Advertising 133
Online Traffic Steering 133 Online Advertising Means 135 Online Advertising Performance Measurement 137 Sales 139
Request for Quotation Processing 140 Customer Offer Processing 141 Order Set Generation 141 Order Processing 144 Processing of Customer Reclamations 144 Field Sales Force Support 145 Goods Issue 146 Shipping Route Planning 147 Picking Planning 149 Picking 149 Goods Issue Posting 150 Stock Entry 151 Customer Returns Processing 151 Invoicing 151
Customer Delivery Note Valuation 152 Customer Invoicing and Bill Presentation 152 Credit/Debit Note Processing 154 Subsequent Reimbursement Processing 154 Accounts Receivable 155
Accounts Receivable Master Data Management 155 Posting Operation 156 4.1.2.5.3. Payment 156 4. 4. 4. 4. 4. 4 4. 4. 4. 4 4 4 4. 4. 4 4. 4. 4. 4. 4 4. 4. 4. 4. 4. 4. 4 4. 4. 4. 4. 4
A.'
IS 1.1.5. 1.1.5.1. 1.1.5 2. 1.1.5.3. 1154 1.1.5.5. 1.2. 1.2. I 2 I 2 I 2 1.2 1.2. I 2 1.2. I. 1 9 3 4 41 4^ 43 1.2.2. 1.2.2.1. 1.2.2.2. 1.2 2 3. 1.2.2.4. 1.225 1.2.2.6. 1.2.3. 123 1 1.2.3.2. 123 3 1.2.3.4. L.2.3.5. L 2 3 6 1.2.4. 9.4 1 4.1.2.4.2. 4.1.2.4.3. 4.1 2 44 4.1.2.5. 4.1.2.5.1. 4.1.2.5.2. .3. Warehouse 159 .3.1. Warehouse Master Data Management 159 .3.2. Stock Transfer andReposting 160 .3.3. Stocktaking 161 .3.4. Warehouse management 162System as a Source of Sustained Competitive Advantage 162 4.2.1. The Analysis of Merchandise Management System as a
Source of Sustained Competitive Advanatage 163 4.2.2. E-Business-based Operational Effectiveness: The
Summarized Results of the Analysis 166 5. Strategic Positioning in the E-Business Environment 167 5.1. A Strategic Perspective of E-Business and Its Evolving
Role in Wholesale Establishments 167 5.1.1. Early Information Systems: The Transition from Data
Processing to Information Systems Management 168 5.1.2. The Era of Strategic Information Systems 173 5.1.3. Strategic Information Systems - the Planning Implications for
Wholesale Establishments 176 5.1.4. The Position of the E-Business Strategy in the Wholesale
Establishment Strategy 178 5.1.5. E-Business Strategic Planning - Tools for Wholesale
Establishments 181 5.1.5.1. Strategic Opportunities for Wholesale Establishments
-The Impact of E-Business 182 5.1.5.2. Portfolio Techniques for Strategic Planning 184 5.1.5.2.1. Industry Life Cycle 185 5.1.5.2.2. The Boston Consulting Group Business Matrix 187 5.1.5.2.3. Analysis of Strategic Importance of Information
Technology and Information Systems 192 5.1.5.2.4. Benefit Level Matrix 194 5.2. Wholesale Trade and Electronic Business - Competitive
Strategy Analysis 196 5.2.1. Threat of Entry 196 5.2.2. Rivalry among Existing Competitors 203 5.2.3. Substitutes 209 5.2.4. Bargaining Power of Buyers 209 5.2.5. Bargaining Power of Suppliers 211 5.2.6. Strategy Concepts 213 5.2.6.1. Overall Cost Leadership 213 5.2.6.2. Differentiation Strategy 215 5.2.6.3. Focus Strategy 216 5.2.7. Risks Connected With the Generic Strategies 217
5.3. Analysis of the Sources of Sustained Competitive Advantage for Wholesale Establishments in the Dynamic Environment of E-Business 219 5.3.1. Strategic Positioning: Sources of Sustained Competitive
Advantage 219 5.3.1.1. External Relationship Management as a Source of
Sustained Competitive Advantage 222 5.3.1.2. Customer Relationship Management as a Source of
Sustained Competitive Advantage 228 5.3.1.3. E-Business Planning and Change Management as a
Source of Sustained Competitive Advantage 233 5.3.1.4. Managerial E-Business Skills as a Source of Sustained
Competitive Advantage 238 5.3.2. E-Business-based Strategic Positioning: The Summarized
Results of the Analysis 242
