NG DNG THNG MI IN T TRONG DOANH NGHIP

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B MN THUNG MI IN T

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GIO TRNH

THNG MI IN T CN BN

H ni, 2009

Mc lc

7Chng 1. Tng quan v Thng mi in t

71. Khi nim chung v Thng mi in t

71.1. S ra i v pht trin ca Internet

81.2. Khi nim thng mi in t

131.3. Cc phng tin thc hin thng mi in t

151.4. H thng cc hot ng c bn trong thng mi in t

161.5. Qu trnh pht trin thng mi in t

171.6. Cc vn chin lc trong thng mi in t

182. c im, phn loi thng mi in t

182.1. c im ca thng mi in t

202. 2. Phn loi thng mi in t

223. Li ch v hn ch ca thng mi in t

223.1. Li ch ca thng mi in t

253.2. Hn ch ca thng mi in t

264. nh hng ca thng mi in t

264. 1. Tc ng n hot ng marketing

274. 2. Thay i m hnh kinh doanh

284. 3. Tc ng n hot ng sn xut

294. 4. Tc ng n hot ng ti chnh, k ton

294. 5. Tc ng n hot ng ngoi thng

304. 6. Tc ng ca Thng mi in t n cc ngnh ngh

355. C s vt cht, k thut v php l pht trin TMT

365. 1. Xy dng c s php l v chnh sch (v m)

395. 2. Pht trin h tng cng ngh thng tin v truyn thng

405. 3. Xy dng h tng kin thc - chnh sch v o to nhn lc

405. 4. Xy dng h thng bo mt trong thng mi in t

415. 5. Xy dng h thng thanh ton in t

425. 6. Xy dng chin lc v m hnh kinh doanh ph hp

425. 7. Xy dng ngun nhn lc cho thng mi in t

435. 8. p dng ph hp cc phn mm qun l tc nghip

436. Thc trng pht trin Thng mi in t ti Vit Nam v trn Th gii

436. 1. Thc trng pht trin thng mi in t trn th gii

476. 2. Thc trng pht trin TMT ti Vit Nam

61Chng 2. Giao dch in t

611. Hp ng in t

611.1. Khi nim, c im hp ng in t

681.2. K kt hp ng in t

771.3. Quy trnh thc hin hp ng in t

811.4. So snh hp ng in t vi hp ng truyn thng

841.5. iu kin hiu lc ca hp ng in t

851.6. Mt s im cn lu khi s dng hp ng in t

912. Thanh ton in t

912.1. Tng quan v thanh ton in t

992.2. Mt s hnh thc thanh ton in t ph bin

1062.3. Case study: Flylady ng dng thanh ton in t qua PayPal

1092.4. Thanh ton i vi thng mi in t ti Vit Nam

1463. Ch k s v dch v chng thc ch k s

1463.1. Tng quan v ch k in t v ch k s

1623.2. Chng thc ch k in t v dch v chng thc ch k in t

1823.3. iu kin m bo cho s pht trin dch v chng thc CKT

189Ngi nm gi ch k: l ngi khi to ch k c trong cc thng ip d liu hay i din ca ngi k.Chng 3. Marketing in t

190Chng 3. Marketing in t

1901.1. Cc khi nim c bn v E-marketing

1901.2. Cc hnh thc pht trin c bn ca marketing in t

1931.3. u im ca marketing in t so vi marketing truyn thng

1941.4. Tc ng ca thng mi in t n hot ng marketing

1951.5. Mt s iu kin cn p dng marketing in t thnh cng

1962. ng dng marketing in t trong doanh nghip

1962.1. Nghin cu th trng qua mng

1982.2. Phn tch hnh vi mua sm ca khch hng qua mng

2002.3. Phn on th trng trong marketing in t

2032.4. Cc chin lc marketing in t hn hp (E-marketing mix)

2103. ng dng marketing in t trong hot ng xut nhp khu

2103.1. Khai thc h thng cc Trade Points trn Internet qung co

2123.2. Khai thc cc sn giao dch thng mi in t B2B

2133.3. Tm hiu thng tin th trng qua S giao dch hng ho trn Internet

2143.4. Tm kim th trng v bn hng trn Internet

2153.5. H thng thng tin xc tin thng mi trn Internet

2163.6. Cc website thng tin xc tin thng mi in hnh

2183.6. Mt s vn cn lu khi ng dng marketing in t

2193.7. Nhng lu khi vn dng marketing in t trong xut nhp khu

2224. Bi tp tnh hung

225Chng IV. Ri ro v phng trnh ri ro trong thng mi in t

2251. Tng quan v an ton v phng trnh ri ro trong thng mi in t

2251.1. Vai tr ca an ton v phng trnh ri ro trong thng mi in t

2261.2. Ri ro trong thng mi in t ti Vit Nam

2271.3. Vai tr ca chnh sch v quy trnh bo m an ton i vi TMT

2282. Ri ro chnh trong thng mi in t

2282.1. Mt s ri ro chnh doanh nghip c th gp phi trong thng mi in t

2282.2. Mt s dng tn cng chnh vo cc website thng mi in t

2323. Xy dng k hoch an ninh cho thng mi in t

2333.1. Nhng bin php c bn no m bo an ton cho giao dch TMT

2373.2. Cc bin php c bn nhm m bo an ton cho h thng TMT

2393.3. Mt s bin php khc nhm m bo an ton cho h thng TMT

2404. Bi tp tnh hung

2404.1. i ph vi cc v tn cng vo website thng mi in t

2414.2. Phng chng la o qua mng (phishing)

2434.3. Gii php gim ri ro trong thng mi in t ca iPremier

249Chng V. ng dng thng mi in t trong doanh nghip

2491. Xy dng h thng thng mi in t trong doanh nghip

2501.1. Lu tr wesbite thng mi in t

2691.2. Phn mm gii php thng mi in t cho doanh nghip

2801.3. Mt s gii php thng mi in t cho doanh nghip ln

2851.4. Bi tp tnh hung

285Case 1. Lands End u t vo Thng mi in t

287Case 2. Sear ng dng thng mi in t

2892. Trin khai d n thng mi in t trong doanh nghip

2892.1. Cc phng php trin khai d n thng mi in t trong doanh nghip

3092.3. Quy trnh mua v trin khai phn mm thng mi in t

3162.4. K nng qun l d n thng mi in t trong doanh nghip

3203. ng dng cng ngh thng tin vo qun tr quan h khch hng

3203.1. Tng quan v CRM

3323.2. Cc chc nng c bn ca CRM

3343.3. Quy trnh trin khai CRM trong doanh nghip

3353.4. La chn gii php CRM ph hp vi doanh nghip

3413.5. Kinh nghim ng dng CRM trong doanh nghip

3493.6. Ci t v s dng mt s phn mm CRM

3534. ng dng cng ngh thng tin vo qun tr chui cung ng ca doanh nghip

3534.1. Tng quan v Qun tr Chui cung ng (SCM - Supply Chain Management)

3614.2. Cc li ch ca SCM

3624.3. Cc chc nng ch yu ca h thng SCM

3644.4. Phn tch cc bi hc v ng dng SCM thnh cng

3674.5. Cc phn mm ng dng trong qun l chui cung ng

3744.6. Tch hp chui cung ng v qun tr ngun lc doanh nghip

3754.7. Bi tp tnh hung

3775. ng dng cng ngh thng tin vo qun tr ngun lc doanh nghip

3775.1. Tng quan v ERP

3795.2. Trin khai d n ERP

3915.3. La chn gii php ERP ph hp vi doanh nghip

4005.4. Bi hc kinh nghim v ng dng ERP thnh cng

4045.5. Ci t v s dng phn mm ERP

4126. Xy dng k hoch kinh doanh in t

4126.1. Tng quan v k hoch kinh doanh in t

4166.2. Cu trc k hoch kinh doanh in t

4246.3. M t chung v hot ng kinh doanh: S mng, tm nhn, mc tiu

4346.4. M hnh kinh doanh

4416.5. Phn tch th trng

4476.6. Phn tch cnh tranh

4546.7. T chc thc hin

4606.8. Phn tch hiu qu ti chnh

4646.9. Trnh by k hoch kinh doanh in t mt cch hiu qu

4657. Xy dng website v qun l website thng mi in t v bn hng trc tuyn

4657.1 Cc cng ngh xy dng website thng mi in t

4667.2. My ch web, H qun tr c s d liu, Ngn ng lp trnh web

4717.3. Ci t v qun l website thng mi in t

4797.4. Ci t v qun l ca hng trc tuyn

4817.5. Nng cp v pht trin website thng mi in t

4817.6. Thc hnh s dng hp ng in t v thanh ton in t B2C

486Chng VI. Lut iu chnh thng mi in t

4861. Khi qut khung php l v thng mi in t trn th gii

4861.1. Lut mu v thng mi in t ca UNCITRAL

4871.2. Lut mu v ch k in t ca UNCITRAL

4881.3. Cng c ca Lin hp quc v s dng chng t in t trong hp ng thng mi quc t

4892. Khung php l v thng mi in t ca mt s nc v khu vc

4892.1. Khung php l v thng mi in t ca Hoa K

4922.2. Khung php l v thng mi in t ca Singapore

4942.3. Khung php l v thng mi in t ca Canada

4952.4. Khung php l v thng mi in t ca EU

4972.5. Khung php l v thng mi in t ca APEC

4993. Nhng quy nh lin quan n thng mi in t

4993.1. Incoterms 2000

4993.2. eUCP

5004. Khung php l v thng mi in t ca Vit Nam

5004.1. Lut cng ngh thng tin

5004.2. Lut giao dch in t

5014.3. Ngh nh s 57/2006/N-CP v thng mi in t

5034.4. Ngh nh s 26/2007/N-CP v ch k s v dch v chng thc ch k s

5064.5. Ngh nh s 27/2007/N-CP v giao dch in t trong hot ng ti chnh

5084.6. Ngh nh s 35/2007/N-CP v giao dch in t trong hot ng ngn hng

511Ph lc 1: Cc m hnh thng mi in t thnh cng trn th gii

554Ph lc 2: Qui trnh k kt v thc hin hp ng in t bng email

572Ph lc 3: Lut mu ca UNCITRAL v thng mi in t (Model Law on Electronic Commerce)

582Phc lc 3: UNCITRAL Model Law on Electronic Signatures

589Ph lc 4: UnitedNations Convention on the Use of Electronic Communications in International Contracts

Chng 1. Tng quan v Thng mi in t

1. Khi nim chung v Thng mi in t1.1. S ra i v pht trin ca Internet

Internet l mng lin kt cc mng my tnh vi nhau. Mc d mi thc s ph bin t nhng nm 1990, internet c lch s hnh thnh t kh lu:

1962: J.C.R. Licklider a ra tng kt ni cc my tnh vi nhau, tng lin kt cc mng thng tin vi nhau c t khong nm 1945 khi kh nng hy dit ca bom nguyn t e da xa s nhng trung tm lin lc qun s, vic lin kt cc trung tm vi nhau theo m hnh lin mng s gim kh nng mt lin lc ton b cc mng khi mt trung tm b tn cng.

1965: Mng gi cc d liu c chia nh thnh tng packet, i theo cc tuyn ng khc nhau v kt hp li ti im n (Donald Dovies); Lawrence G. Roberts kt ni mt my tnh Massachussetts vi mt my tnh khc California qua ng dy in thoi

1967: Lawrence G Roberts tip tc xut tng mng ARPANet (Advanced Research Project Agency Network) ti mt hi ngh Michigan; Cng ngh chuyn gi tin - packet switching technology em li li ch to ln khi nhiu my tnh c th chia s thng tin vi nhau; Pht trin mng my tnh th nghim ca B quc phng M theo tng ARPANet

1969: Mng ny c a vo hot ng v l tin thn ca Internet; Internet - lin mng bt u xut hin khi nhiu mng my tnh c kt ni vi nhau

1972: Th in t bt u c s dng (Ray Tomlinson)

1973: ARPANet ln u tin c kt ni ra nc ngoi, ti trng i hc London

1984: Giao thc chuyn gi tin TCP/IP (Transmission Control Protocol v Internet Protocol) tr thnh giao thc chun ca Internet; h thng cc tn min DNS (Domain Name System) ra i phn bit cc my ch; c chia thnh su loi chnh bao gm .edu -(education) cho lnh vc gio dc, .gov - (government) thuc chnh ph, .mil - (miltary) cho lnh vc qun s, .com - (commercial) cho lnh vc thng mi, .org - (organization) cho cc t chc, .net - (network resources) cho cc mng

1990: ARPANET ngng hot ng, Internet chuyn sang giai on mi, mi ngi u c th s dng, cc doanh nghip bt u s dng Internet vo mc ich thng mi

1991: Ngn ng nh du siu vn bn HTML (HyperText Markup Language) ra i cng vi giao thc truyn siu vn bn HTTP (HyperText Transfer Protocol), Internet thc s tr thnh cng c c lc vi hng lot cc dch v mi. World Wide Web (WWW) ra i, em li cho ngi dng kh nng tham chiu t mt vn bn n nhiu vn bn khc, chuyn t c s d liu ny sang c s d liu khc vi hnh thc hp dn v ni dung phong ph. WWW chnh l h thng cc thng ip d liu c to ra, truyn ti, truy cp, chia s... thng qua Internet. Internet v Web l cng c quan trng nht ca TMT, gip cho TMT pht trin v hot ng hiu qu. Mng Internet c s dng rng ri t nm 1994, Cng ty Netsscape tung ra cc phn mm ng dng khai thc thng tin trn Internet vo thng 5 nm 1995. Cng ty IBM gii thiu cc m hnh kinh doanh in t nm 1997... Dch v Internet bt u c cung cp ti Vit Nam chnh thc t nm 1997 m ra c hi hnh thnh v pht trin thng mi in t. Nm 2003, thng mi in t chnh thc c ging dy mt s trng i hc ti Vit Nam.

1.2. Khi nim thng mi in t

Thng mi in t c bit n vi nhiu tn gi khc nhau, nh thng mi in t (Electronic commerce), thng mi trc tuyn (online trade), thng mi khng giy t (paperless commerce) hoc kinh doanh in t (e- business). Tuy nhin, thng mi in t vn l tn gi ph bin nht v c dng thng nht trong cc vn bn hay cng trnh nghin cu ca cc t chc hay cc nh nghin cu. Thng mi in t bt u bng vic mua bn hng ha v dch v thng qua cc phng tin in t v mng vin thng, cc doanh nghip tin ti ng dng cng ngh thng tin vo mi hot ng ca mnh, t bn hng, marketing, thanh ton n mua sm, sn xut, o to, phi hp hot ng vi nh cung cp, i tc, khch hng... khi thng mi in t pht trin thnh kinh doanh in t, tc l doanh nghip ng dng thng mi in t mc cao c gi l doanh nghip in t. Nh vy, c th hiu kinh doanh in t l m hnh pht trin ca doanh nghip khi tham gia thng mi in t mc cao v ng dng cng ngh thng tin chuyn su trong mi hot ng ca doanh nghip.

* Khi nim TMT theo ngha hp

Theo ngha hp, thng mi in t l vic mua bn hng ho v dch v thng qua cc phng tin in t v mng vin thng, c bit l my tnh v internet.

Cch hiu ny tng t vi mt s cc quan im nh:

- TMT l cc giao dch thng mi v hng ho v dch v c thc hin thng qua cc phng tin in t (Din n i thoi xuyn i Ty Dng, 1997)

- TMT l vic thc hin cc giao dch kinh doanh c dn ti vic chuyn giao gi tr thng qua cc mng vin thng (EITO, 1997)

- TMT l vic hon thnh bt k mt giao dch no thng qua mt mng my tnh lm trung gian m bao gm vic chuyn giao quyn s hu hay quyn s dng hng ho v dch v (Cc thng k Hoa K, 2000)

Theo ngha hp, thng mi in t bt u bng vic cc doanh nghip s dng cc phng tin in t v mng internet mua bn hng ha, dch v ca doanh nghip mnh, cc giao dch c th gia doanh nghip vi doanh nghip (B2B) hoc gia doanh nghip vi khch hng c nhn (B2C), c nhn vi nhau (C2C); V d: Alibala.com; Amazon.com, eBay.com

* Khi nim TMT theo ngha rng

c nhiu t chc quc t a ra khi nim theo ngha rng v thng mi in t

- EU: TMT bao gm cc giao dch thng mi thng qua cc mng vin thng v s dng cc phng tin in t. N bao gm TMT gin tip (trao i hng ho hu hnh) v TMT trc tip (trao i hng ho v hnh).

- OECD: TMT gm cc giao dch thng mi lin quan n cc t chc v c nhn da trn vic x l v truyn i cc d kin c s ho thng qua cc mng m (nh Internet) hoc cc mng ng c cng thng vi mng m (nh AOL).

- Thng mi in t cng c hiu l hot ng kinh doanh in t, bao gm: mua bn in t hng ho, dch v, giao hng trc tip trn mng vi cc ni dung s ho c; chuyn tin in t - EFT (electronic fund transfer); mua bn c phiu in t - EST (electronic share trading); vn n in t - E B/L (electronic bill of lading); u gi thng mi - Commercial auction; hp tc thit k v sn xut; tm kim cc ngun lc trc tuyn; mua sm trc tuyn - Online procurement; marketing trc tip, dch v khch hng sau khi bn...

- UNCTAD:

* Thng mi in t bao gm cc hot ng ca doanh nghip. Trn gc doanh nghip TMT l vic thc hin ton b hot ng kinh doanh bao gm marketing, bn hng, phn phi v thanh ton thng qua cc phng tin in t

Khi nim ny cp n ton b hot ng kinh doanh, ch khng ch gii hn ring mua v bn, v ton b cc hot ng kinh doanh ny c thc hin thng qua cc phng tin in t.

Khi nim ny c vit tt bi bn ch MSDP, trong :

M Marketing (c trang web, hoc xc tin thng mi qua internet)

S Sales (c trang web c h tr chc nng giao dch, k kt hp ng)

D Distribution (Phn phi sn phm s ha qua mng)

P Payment (Thanh ton qua mng hoc thng qua bn trung gian nh ngn hng)

Nh vy, i vi doanh nghip, khi s dng cc phng tin in t v mng vo trong cc hot ng kinh doanh c bn nh marketing, bn hng, phn phi, thanh ton th c coi l tham gia thng mi in t.

* Di gc qun l nh nc, thng mi in t bao gm cc lnh vc:

I - C s h tng cho s pht trin TMT (I)

M - Thng ip (M)

B - Cc quy tc c bn (B)

S - Cc quy tc ring trong tng lnh vc (S)

A - Cc ng dng (A)

M hnh IMBSA ny cp n cc lnh vc cn xy dng pht trin TMT nh sau:

+ I: Infrastructure: C s h tng Cng ngh thng tin v truyn thng. Mt v d in hnh l dch v Internet bng thng rng ADSL. Ti nc ta, theo thng k nm 2008 ca Cc Thng mi in t, c n 99% doanh nghip kt ni internet, trong 98% doanh nghip l s dng dch v bng thng rng ADSL truy cp Internet vi tc cao giao dch qua mng. Suy cho cng, nu khng ph cp dch v Internet th khng th pht trin thng mi in t c. Chnh v vy, UNCTAD a ra lnh vc u tin cn pht trin chnh l C s h tng Cng ngh thng tin v truyn thng, to lp v u tin cho TMT.

+ M : Message: Cc vn lin quan n Thng ip d liu. Thng ip chnh l tt c cc loi thng tin c truyn ti qua mng, qua Internet trong thng mi in t. V d nh hp ng in t, cc cho hng, hi hng qua mng, cc chng t thanh ton in t ... u c coi l thng ip, chnh xc hn l thng ip d liu. Ti cc nc v ti VN, nhng thng ip d liu khi c s dng trong cc giao dch TMT u c tha nhn gi tr php l. iu ny c th hin trong cc Lut mu ca Lin hp quc v giao dch in t hay Lut TMT ca cc nc, cng nh trong Lut Giao dch in t ca Vit Nam.

+ B: Basic Rules: Cc quy tc c bn iu chnh chung v TMT: chnh l cc lut iu chnh cc lnh vc lin quan n TMT trong mt nc hoc khu vc v quc t..V d: Vit Nam hin nay l Lut Giao dch in t (3/2006), Lut Cng ngh Thng tin (6/2006). i vi khu vc c Hip nh khung v TMT ca cc khu vc nh EU, ASEAN, Hip nh v Cng ngh thng tin ca WTO, v Bo h s hu tr tu, v v vic tha nhn gi tr php l khi giao dch xuyn bin gii quc gia.

+ S: Sectorial Rules/ Specific Rules: Cc quy tc ring, iu chnh tng lnh vc chuyn su ca TMT nh chng thc in t, ch k in t, ngn hng in t (thanh ton in t). Th hin di kha cnh php lut Vit Nam c th l cc Ngh nh chi tit v tng lnh vc. Hay cc tp qun thng mi quc t mi nh Quy tc v xut trnh chng t in t trong thanh ton quc t (e-UCP), hay quy tc s dng vn n in t (ca Bolero)

+ A: Applications: c hiu l cc ng dng TMT, hay cc m hnh kinh doanh thng mi in t cn c iu chnh, cng nh u t, khuyn khch pht trin, trn c s gii quyt c 4 vn trn. V d nh: Cc m hnh Cng TMT quc gia (ECVN.gov), cc sn giao dch TMT B2B (Vnemart.com) cng nh cc m hnh B2C (golmart.com.vn, Amazon.com), m hnh C2C (Ebay.com), hay cc website ca cc cng ty XNK... u c coi chung l cc ng dng TMT.

- WTO: Thng mi in t bao gm vic sn xut, qung co, bn hng v phn phi sn phm c mua bn v thanh ton trn mng Internet, nhng c giao nhn c th hu hnh hoc giao nhn qua internet di dng s ho.

- AEC (Association for Electronic Commerce): Thng mi in t l lm kinh doanh c s dng cc cng c in t, nh ngha ny rng, coi hu ht cc hot ng kinh doanh t n gin nh mt c in thoi giao dch n nhng trao i thng tin EDI phc tp u l thng mi in t.

Lut mu v Thng mi in t ca y ban lin hip quc v lut thng mi quc t (UNCITRAL Model Law on Electronic Commerce, 1996) nh ngha: Thng mi in t l vic trao i thng tin thng mi thng qua cc phng tin in t, khng cn phi in ra giy bt c cng on no ca ton b qu trnh giao dch.

Thng tin c hiu l bt c th g c th truyn ti bng k thun in t, bao gm c th t, cc file vn bn, cc c s d liu, cc bn tnh, cc bn thit k, hnh ho, qung co, hi hng, n hng, ho n, bng gi, hp ng, hnh nh ng, m thanh...

Thng mi c hiu theo ngha rng, bao qut mi vn ny sinh t mi mi quan h mang tnh thng mi, d c hay khng c hp ng. Cc mi quan h mang tnh thng mi bao gm, nhng khng gii hn , cc giao dch sau y: bt c giao dch no v cung cp hoc trao i hng ho hoc dch v; i din hoc i l thng mi; u thc hoa hng; cho thu di hn; xy dng cc cng trnh; t vn; k thut cng trnh; u t cp vn; ngn hng; bo him; tho thun khai thc hoc t nhng; lin doanh v cc hnh thc khc v hp tc cng nghip hoc kinh doanh; chuyn ch hng ho hay hnh khch bng ng bin, ng khng, ng st hoc ng b.

Mc d mn hc c tn gi thng mi in t nhng phm vi nghin cu rng hn bao trm ln c cc m hnh v cc vn kinh doanh in t vi mc ch trang b cc kin thc, k nng v thng mi v kinh doanh in t ngi hc p dng trong mi lnh vc kinh doanh v cc t chc lin quan.

1.3. Cc phng tin thc hin thng mi in t

Cc phng tin thc hin thng mi in t (hay cn gi l phng tin in t) bao gm: in thoi, fax, truyn hnh, in thoi khng dy, cc mng my tnh c kt ni vi nhau,... v mng Internet. Tuy nhin, thng mi in t pht trin ch yu qua Internet v thc s tr nn quan trng khi mng Internet c ph cp. Mc d vy, gn y cc giao dch thng mi thng qua cc phng tin in t a dng hn, cc thit b in t di ng cng dn dn chim v tr quan trng, hnh thc ny c bit n vi tn gi thng mi in t di ng (Mobile-commerce hay M-commerce).

- in thoi: l mt phng tin ph thng, d s dng, v gn nh xut hin sm nht trong cc phng tin in t c cp. Mt s dch v c th cung cp trc tip qua in thoi nh dch v bu in, ngn hng, hi p, t vn, gii tr. Vi s pht trin ca in thoi di ng, lin lc qua v tinh, ng dng ca in thoi ang v s tr nn rng ri hn. Nhng in thoi c mt hn ch l ch truyn ti c m thanh v mi cuc giao dch vn phi kt thc bng giy t. Ngoi ra, chi ph giao dch bng in thoi, nht l giao dch in thoi ng di, cn kh t. Thng mi in t vn s dng in thoi nh mt cng c quan trng, tuy nhin in thoi c hiu theo ngha rng, khng gii hn in thoi c nh m c hiu l tt c cc hnh thc giao tip bng ging ni thng qua cc phng tin in t: in thoi qua Internet, voice chat, voice message qua Yahoo Messenger (YM) hay Skype... y cng chnh l li th ni bt ca Internet vi cc ng dng truyn thoi qua mi trng ny v cc thit b in t nh my tnh c s dng trong giao dch thng mi in t ny. V d: m phn, k kt hp ng qua YM & th in t.

- My fax: C th thay th dch v a th v gi cng vn truyn thng. Tuy nhin hn ch ca my fax l ch truyn c vn bn vit, khng truyn ti c m thanh, hnh nh ng, hnh nh ba chiu. Fax qua Internet l mt dch v mi c ng dng kh rng ri gim chi ph trong giao dch in t. Thit b in t cng khng gii hn my fax truyn thng m m rng ra my vi tnh v cc thit b in t khc s dng cc phn mm cho php gi v nhn vn bn fax. Hot ng ny cng lm m rng khi nim thng mi in t v nhng quy nh v vn bn gc, bng chng, vn bn do bn gc ca fax trc y l vn bn giy, bn gc ca fax qua my vi tnh c th l vn bn in t. V d: s dng winfax gi vn bn word t my vi tnh n my fax ca i tc.

- Truyn hnh: ngy nay, truyn hnh tr thnh mt trong nhng cng c in t ph thng nht. Truyn hnh ng vai tr quan trng trong thng mi, nht l trong qung co hng ha. Song truyn hnh mi ch l mt cng c truyn thng mt chiu, qua truyn hnh, khch hng khng th tm kim c cc cho hng, khng th m phn vi ngi bn v cc iu khon mua bn c th. Gn y, khi my thu hnh c kt ni vi my tnh th cng dng ca n c m rng hn. Vic giao dch v m phn bng video conference thc hin qua Internet tr nn quan trng v y mnh thng mi in t khi tit kim c thi gian v chi ph ca cc bn m vn c hiu qu nh m phn giao dch trc tip truyn thng. V d: e-learning s dng video-conference v net-meeting

- My tnh v mng Internet: thng mi in t ch thc s c v tr quan trng khi c s bng n ca my tnh v internet vo nhng nm 90 ca th k 20. My tnh v Internet gip doanh nghip tin hnh giao dch mua bn, hp tc trong sn xut, cung cp dch v, qun l cc hot ng trong ni b doanh nghip, lin cc cc doanh nghip trn ton cu, hnh thnh cc m hnh kinh doanh mi. Khng ch gii hn my tnh, cc thit b in t v cc mng vin thng khc cng c ng dng mnh m vo thng mi lm a dng cc hot ng thng mi in t t vic s dng th thng minh trong thanh ton in t, mobile phone trong cc giao dch in t gi tr nh, h thng thng mi in t trong giao thng x l v tu in, xe bus, my bay n giao dch chng khon, ti chnh, ngn hng in t, hai quan in t trong nc v quc t. Nhng tp on ton cu cng chia s thng tin trong hot ng thng mi qua mng ring ca mnh hoc qua internet. V d: ngn hng in t (e-banking), mua sm in t (e-procurement).

1.4. H thng cc hot ng c bn trong thng mi in t

Theo Micheal Porter, thng mi in t c th ng dng vo tt c cc giai on trong chui gi tr. Tt nhin, khi ng dng su v rng thng mi in t y c hiu theo ngha rng, tr thnh kinh doanh in t.

Hnh 1.1. ng dng thng mi in t trong cc giai on ca chui gi tr

Ngun: Marketing Management, Porter M.E. 2001

1.5. Qu trnh pht trin thng mi in t

Thng mi in t pht trin qua 3 giai on ch yu

* Giai on 1: Thng mi thng tin (i-commerce)

Giai oan nay a co s xut hin cua Website. Thng tin v hang hoa va dich vu cua doanh nghip cung nh v ban thn doanh nghip a c a ln web. Tuy nhin thng tin trn chi mang tinh gii thiu va tham khao. Vic trao i thng tin, am phan v cac iu khoan hp ng, gia doanh nghip vi doanh nghip hay gia doanh nghip vi khach hang ca nhn chu yu qua email, din an, chat roomThng tin trong giai oan nay phn ln chi mang tinh mt chiu, thng tin hai chiu gia ngi ban va mua con han ch khng ap ng c nhu cu thc t. Trong giai on ny ngi tiu dng c th tin hnh mua hng trc tuyn, tuy nhin th thanh ton vn theo phng thc truyn thng.

* Giai on 2: Thng mi giao dch (t-commerce)

Nh co s ra i cua thanh toan in t ma thng mai in t thng tin a tin thm mt giai oan na cua qua trinh phat trin thng mai in t o la thng mai in t giao dich. Thanh toan in t ra i a hoan thin hoat ng mua ban hang trc tuyn. Trong giai oan nay nhiu san phm mi a c ra i nh sach in t va nhiu san phm s hoa.

Trong giai on ny cc doanh nghip xy dng mng ni b nhm chia s d liu gia cc n v trong ni b doanh nghip, cng nh ng dng cc phn mm qun l Nhn s, K ton, Bn hng, Sn xut, Logistics, tin hnh k kt hp ng in t

* Giai on 3: Thng mi cng tc (c-Business)

y l giai on pht trin cao nht ca thng mi in t hin nay. Giai oan nay oi hoi tinh cng tac, phi hp cao gia ni b doanh nghip, doanh nghip vi nh cung cp, khch hng, ngn hng, c quan qun l nh nc. Giai oan nay oi hoi vic ng dung cng ngh thng tin trong toan b chu trinh t u vao cua qua trinh san xut cho ti vic phn phi hang hoa.

Giai on ny doanh nghip trin khai cc h thng phn mm Qun l khch hng (CRM), Qun l nh cung cp (SCM), Qun tr ngun lc doanh nghip (ERP)

Hnh 1.2. S pht trin kinh doanh in t

Ngun: UNCTAD, E-commerce development 2003

1.6. Cc vn chin lc trong thng mi in t

Theo nghin cu ca UNCTAD nm 2003, pht trin thng mi in t c 25 hot ng cc nc cn trin khai t thp n cao. i vi cc nc pht trin c h tng cng ngh thng tin tin tin th vic trin khai thng mi in t s d dng v nhanh chng hn. Theo nh nghin cu ca UNCTAD, pht trin thng mi in t cc nc cn quan tm, ch trng nht vo 4N trong thng mi in t bao gm: Nhn thc, Ni mng, Nhn lc v Ni dung. Thng mi in t l mt lnh vc hon ton mi nn vic nng cao nhn thc v vai tr ca thng mi l v cng quan trng. Nng cao nhn thc v thng mi in t s gip cho vic trin khai v pht trin thng mi in t c nhanh chng hn. Ngoi ra thng mi in t l mt lnh vc rt rng i hi s phi hp cao nn cn phi c s kt ni tt gia y nhanh hot ng thng mi vi pht trin cng ngh thng tin. lm c iu ny i hi phi c mt i ng gii chuyn mn.

Vn kh khn nht hin nay i vi thng mi in t gm: thanh ton trc tuyn, an ninh, bo mt trong giao dch thng mi in t, chng thc in t quc t

Hnh 1.3. Cc bc trin khai thng mi in t

2. c im, phn loi thng mi in t

2.1. c im ca thng mi in t

- S pht trin ca thng mi in t gn lin v tc ng qua li vi s pht trin ca ICT. Thng mi in t l vic ng dng cng ngh thng tin vo trong mi hot ng thng mi, chnh v l m s pht trin ca cng ngh thng tin s thc y thng mi in t pht trin nhanh chng, tuy nhin s pht trin ca thng mi in t cng thc y v gi m nhiu lnh vc ca ICT nh phn cng v phn mm chuyn dng cho cc ng dng thng mi in t, dch v thanh ton cho thng mi in t, cng nh y mnh sn xut trong lnh vc ICT nh my tnh, thit b vin thng, thit b mng.

- V hnh thc: giao dch thng mi in t l hon ton qua mng. Trong hoat ng thng mai truyn thng cac bn phai gp g nhau trc tip tin hanh am phan, giao dich va i n ky kt hp ng. Con trong hoat ng thng mai in t nh vic s dung cac phng tin in t c kt ni vi mng ton cu, ch yu l s dng mng internet, ma gi y cac bn tham gia vao giao dich khng phai gp g nhau trc tip ma vn co th am phan, giao dich c vi nhau du cho cac bn tham gia giao dich ang bt c quc gia nao. V d nh trc kia mun mua mt quyn sach th bn c phai ra tn cua hang tham khao, chon mua mt cun sach ma minh mong mun. Sau khi a chon c cun sach cn mua thi ngi c phai ra quy thu ngn thanh toan mua cun sach o. Nhng gi y vi s ra i cua thng mai in t thi chi cn co mt chic may tinh va mang internet, thng qua vai thao tac kich chut, ngi c khng cn bit mt cua ngi ban hang th h vn co th mua mt cun sach minh mong mun trn cac website mua ban trc tuyn nh amazon.com; vinabook.com.vn.

- Phm vi hot ng: trn khp ton cu hay th trng trong thng mi in t l th trng phi bin gii. iu ny th hin ch mi ngi tt c cc quc gia trn khp ton cu khng phi di chuyn ti bt k a im no m vn c th tham gia vo cng mt giao dch bng cch truy cp vo cc website thng mi hoc vo cc trang mng x hi.

- Ch th tham gia: Trong hot ng thng mi in t phi c ti thiu ba ch th tham gia. l cc bn tham gia giao dch v khng th thiu c tham gia ca bn th ba l cc c quan cung cp dch v mng v c quan chng thc, y l nhng ngi to mi trng cho cc giao dch thng mi in t. Nh cung cp dch v mng. Nh cung cp dch v mng v c quan chng thc c nhim v chuyn i, lu gi cc thng tin gia cc bn tham gia giao dch Thng mi in t, ng thi h cng xc nhn tin cy ca cc thng tin trong giao dch Thng mi in t.

- Thi gian khng gii hn: Cc bn tham gia vo hot ng thng mi in t u c th tin hnh cc giao dch sut 24 gi 7 ngy trong vng 365 ngy lin tc bt c ni no c mng vin thng v c cc phng tin in t kt ni vi cc mng ny, y l cc phng tin c kh nng t ng ha cao gip y nhanh qu trnh giao dch.

- Trong thng mi in t, h thng thng tin chnh l th trng. Trong thng mi truyn thng cc bn phi gp g nhau trc tip tin hnh m phn, giao dch v k kt hp ng. Cn trong thng mi in t cc bn khng phi gp g nhau trc tip m vn c th tin hnh m phn, k kt hp ng. lm c iu ny cc bn phi truy cp vo h thng thng tin ca nhau hay h thng thng tin ca cc gii php tm kim thng qua mng internet, mng extranet. tm hiu thng tin v nhau t tin hnh m phn k kt hp ng. V d gi y cc doanh nghip thng mi mun tm kim cc i tc trn khp ton cu th ch cn vo cc trang tm kim nh google, yahoo hay vo cc cng thng mi in t nh trong nc l ecvn.com hay ca hn quc l ec21.com.

2. 2. Phn loi thng mi in t

C nhiu tiu ch khc nhau phn loi cc hnh thc/ m hnh Tmdt nh:

+ Phn loi theo cng ngh kt ni mng: Thng mi di ng (khng dy), thng mi in t 3G.

+ Phn loi theo hnh thc dch v: Chnh ph in t, gio dc in t, ti chnh in t, ngn hng in t, chng khon in t.

+ Phn loi theo mc phi hp, chia s v s dng thng tin qua mng: Thng mi thng tin, thng mi giao dch, thng mi cng tc

+ Phn loi theo i tng tham gia: C bn ch th chnh tham gia phn ln vo cc giao dch thng mi in t: Chnh ph (G), doanh nghip (B), khch hng c nhn (C), ngi lao ng (E). Vic kt hp cc ch th ny li vi nhau s cho chng ta nhng m hnh thng mi in t khc nhau. Di y l mt s m hnh thng mi in t ph bin nht hin nay:

2. 2.1. Thng mi in t gia Doanh nghip v ngi tiu dng (B2C)

Doanh nghip s dng cc phng tin in t bn hng ha v dch v ti ngi tiu dng; ngi tiu dng thng qua cc phng tin in t la chn, mc c, t hng, thanh ton v nhn hng. M hnh B2C ch yu l m hnh bn l qua mng nh www.Amazon.com, qua doanh nghip thng thit lp website, hnh thnh c s d liu v hng ha, dch v, tin hnh cc quy trnh tip th, qung co v phn phi trc tip ti ngi tiu dng. Thng mi in t B2C em li li ch cho c doanh nghip ln ngi tiu dng: doanh nghip tit kim nhiu chi ph bn hng do khng cn phng trng by hay thu ngi gii thiu bn hng, chi ph qun l cng gim hn. Ngi tiu dng s cm thy thun tin v khng phi ti tn ca hng, ngi bt c ni u, bt c khi no cng c kh nng la chn v so snh nhiu mt hng cng mt lc, cng nh tin hnh vic mua hng. Hin nay, s lng giao dch theo m hnh thng mi in t B2C rt l ln, tuy nhin th gi tr giao dch t hot ng ny chim t l nh trong tng gi tr thng mi in t ngy nay, chim khong 5%. Trong tng lai thng mi in t theo m hnh B2C s cn pht trin nhanh hn na. M hnh thng mi in t B2C cn c gi di ci tn khc l bn hng trc tuyn (e-tailing)

2. 2.2. Thng mi in t gia doanh nghip vi doanh nghip (B2B)

B2B l loi hnh giao dch qua cc phng tin in t gia doanh nghip vi doanh nghip. Cc giao dch B2B ch yu c thc hin trn cc h thng ng dng Thng mi in t nh mng gi tr gia tng VAN, SCM, cc sn giao dch Thng mi in t B2B (emarketplaces)... Cc doanh nghip c th cho hng, tm kim bn hng, t hng, k kt hp ng, thanh ton qua cc h thng ny. mc cao, cc giao dch ny c th din ra mt cch t ng v d nh www.alibaba.com. Thng mi in t B2B em li li ch rt thc t cho cc doanh nghip, c bit gip cc doanh nghip gim cc chi ph v thu thp thng tin tm hiu th trng, qung co, tip th, m phn, tng cng cc c hi kinh doanh. Ngy nay, s lng giao dch thng mi in t B2B cn rt khim tn ch khong 10%, tuy nhin th gi tr giao dch t hot ng ny chim rt cao, trn 85% gi tr giao dch thng mi in t hin nay.

2.3. Thng mi in t gia doanh nghip vi c quan nh nc (B2G)

Trong m hnh ny, C quan nh nc ng vai tr nh khch hng v qu trnh trao i thng tin cng c tin hnh qua cc phng tin in t. C quan nh nc cng c th lp cc website, ti ng ti nhng thng tin v nhu cu mua hng ca c quan mnh v tin hnh vic mua sm hng ha, la chn nh cung cp trn website. V d nh hi quan in t, thu in t, chng nhn xut x in t, u thu in t, mua bn tri phiu chnh ph.....

2. 2.4. Thng mi in t gia ngi tiu dng vi ngi tiu dng (C2C)

y l m hnh Thng mi in t gia cc c nhn vi nhau. S pht trin ca cc phng tin in t, c bit l internet lm cho nhiu c nhn c th tham gia hot ng thng mi vi t cch ngi bn hoc ngi mua. Mt c nhn c th t thit lp website kinh doanh nhng mt hng do mnh lm ra hoc s dng mt website c sn u gi mn hng mnh c. Gi tr giao dch t hot ng thng mi in t C2C ch chim khong 10% tng gi tr giao dch t hot ng thng mi in t. Ebay.com l mt v d thnh cng nht trn th gii cho m hnh thung mi in t C2C.

2. 2.5. Thng mi in t gia C quan nh nc v c nhn (G2C)

M hnh G2C ch yu cp ti cc giao dch mang tnh hnh chnh, tuy nhin cng c th mang nhng yu t ca thng mi in t. V d nh hot ng ng thu c nhn qua mng, tr ph ng k h s,...

3. Li ch v hn ch ca thng mi in t

3.1. Li ch ca thng mi in t

3.1.1. Li ch i vi t chc

- M rng th trng: Vi chi ph u t nh hn nhiu so vi thng mi truyn thng, cc cng ty c th m rng th trng, tm kim, tip cn ngi cung cp, khch hng v i tc trn khp th gii. Vic m rng mng li nh cung cp, khch hng cng cho php cc t chc c th mua vi gi thp hn v bn c nhiu sn phm hn.

- Gim chi ph sn xut: Gim chi ph giy t, gim chi ph chia s thng tin, chi ph in n, gi vn bn truyn thng.

- Ci thin h thng phn phi: Gim lng hng lu kho v tr trong phn phi hng. H thng ca hng gii thiu sn phm c thay th hoc h tr bi cc showroom trn mng, v d trong ngnh sn xut t (GM, Ford Motor) tit kim c chi ph hng t USD t gim chi ph lu kho.

- Vt gii hn v thi gian: Vic t ng ha cc giao dch thng qua Web v Internet gip hot ng kinh doanh c thc hin 24/7/365 m khng mt thm nhiu chi ph bin i.

- Sn xut hng theo yu cu: Cn c bit n di tn gi Chin lc ko, li ko khch hng n vi doanh nghip bng kh nng p ng mi nhu cu ca khch hng. Mt v d thnh cng in hnh l Dell Computer Corp.

- M hnh kinh doanh mi: Cc m hnh kinh doanh mi vi nhng li th v gi tr mi cho khch hng. M hnh ca Amazon.com, mua hng theo nhm hay u gi nng sn qua mng n cc sn giao dch B2B l in hnh ca nhng thnh cng ny.

- Tng tc tung sn phm ra th trng: Vi li th v thng tin v kh nng phi hp gia cc doanh nghip lm tng hiu qu sn xut v gim thi gian tung sn phm ra th trng.

- Gim chi ph thng tin lin lc: email tit kim hn fax hay gi th truyn thng

- Gim chi ph mua sm: Thng qua gim cc chi ph qun l hnh chnh (80%); gim gi mua hng (5-15%)

- Cng c quan h khch hng: Thng qua vic giao tip thun tin qua mng, quan h vi trung gian v khch hng c cng c d dng hn. ng thi vic c bit ha sn phm v dch v cng gp phn tht cht quan h vi khch hng v cng c lng trung thnh.

- Thng tin cp nht: Mi thng tin trn web nh sn phm, dch v, gi c... u c th c cp nht nhanh chng v kp thi.

- Chi ph ng k kinh doanh: Mt s nc v khu vc khuyn khch bng cch gim hoc khng thu ph ng k kinh doanh qua mng.

- Cc li ch khc: Nng cao uy tn, hnh nh doanh nghip; ci thin cht lng dch v khch hng; i tc kinh doanh mi; n gin ha v chun ha cc quy trnh giao dch; tng nng sut, gim chi ph giy t; tng kh nng tip cn thng tin v gim chi ph vn chuyn; tng s linh hot trong giao dch v hot ng kinh doanh.

3.1.2. Li ch i vi ngi tiu dng

- Vt gii hn v khng gian v thi gian: Thng mi in t cho php khch hng mua sm mi ni, mi lc i vi cc ca hng trn khp th gii

- Nhiu la chn v sn phm v dch v: Thng mi in t cho php ngi mua c nhiu la chn hn v tip cn c nhiu nh cung cp hn

- Gi thp hn: Do thng tin thun tin, d dng v phong ph hn nn khch hng c th so snh gi c gia cc nh cung cp thun tin hn v t tm c mc gi ph hp nht

- Giao hng nhanh hn vi cc hng ha s ha c: i vi cc sn phm s ha c nh phim, nhc, sch, phn mm.... vic giao hng c thc hin d dng thng qua Internet

- Thng tin phong ph, thun tin v cht lng cao hn: Khch hng c th d dng tm c thng tin nhanh chng v d dng thng qua cc cng c tm kim (search engines); ng thi cc thng tin a phng tin (m thanh, hnh nh) gip qung b, gii thiu sn phm tt hn

- u gi: M hnh u gi trc tuyn ra i cho php mi ngi u c th tham gia mua v bn trn cc sn u gi v ng thi c th tm, su tm nhng mn hng mnh quan tm ti mi ni trn th gii.

- Cng ng thng mi in t: Mi trng kinh doanh TMT cho php mi ngi tham gia c th phi hp, chia s thng tin v kinh nghim hiu qu v nhanh chng.

- p ng mi nhu cu: Kh nng t ng ha cho php chp nhn cc n hng khc nhau t mi khch hng

- Thu: Trong giai on u ca TMT, nhiu nc khuyn khch bng cch min thu i vi cc giao dch trn mng

3.1.3. Li ch i vi x hi

- Hot ng trc tuyn: Thng mi in t to ra mi trng lm vic, mua sm, giao dch... t xa nn gim vic i li, nhim, tai nn

- Nng cao mc sng: C nhiu hng ha, nhiu nh cung cp s to p lc gim gi, do tng kh nng mua sm ca khch hng, nng cao mc sng

- Li ch cho cc nc ngho: Nhng nc ngho c th tip cn vi cc sn phm, dch v t cc nc pht trin hn thng qua Internet v TMT. ng thi cng c th hc tp c kinh nghim, k nng... o to qua mng cng nhanh chng gip cc nc ny tip thu cng ngh mi

- Dch v cng c cung cp thun tin hn: Cc dch v cng cng nh y t, gio dc, cc dch v cng ca chnh ph... c thc hin qua mng vi chi ph thp hn, thun tin hn. Cp cc loi giy php c cp qua mng, dch v t vn y t.... l cc v d thnh cng in hnh

3.2. Hn ch ca thng mi in t

C hai loi hn ch ca Thng mi in t, mt nhm mang tnh k thut, mt nhm mang tnh thng mi.

Hn ch v k thut

Hn ch v thng mi

1. Cha c tiu chun quc t v cht lng, an ton v tin cy

1. An ninh v ring t l hai cn tr v tm l i vi ngi tham gia TMT

2. Tc ng truyn Internet vn cha p ng c yu cu ca ngi dng, nht l trong Thng mi in t

2. Thiu lng tin v TMT v ngi bn hng trong TMT do khng c gp trc tip

3. Cc cng c xy dng phn mm vn trong giai on ang pht trin

3. Nhiu vn v lut, chnh sch, thu cha c lm r

4. Kh khn khi kt hp cc phn mm TMT vi cc phn mm ng dng v cc c s d liu truyn thng

4. Mt s chnh sch cha thc s h tr to iu kin TMT pht trin

5. Cn c cc my ch thng mi in t c bit (cng sut, an ton) i hi thm chi ph u t

5. Cc phng php nh gi hiu qu ca TMT cn cha y , hon thin

6. Chi ph truy cp Internet vn cn cao

6. Chuyn i thi quen tiu dng t thc n o cn thi gian

7. Thc hin cc n t hng trong thng mi in t B2C i hi h thng kho hng t ng ln

7. S tin cy i vi mi trng kinh doanh khng giy t, khng tip xc trc tip, giao dch in t cn thi gian

8. S lng ngi tham gia cha ln t li th v quy m (ho vn v c li)

9. S lng gian ln ngy cng tng do c th ca TMT

10. Thu ht vn u t mo him kh khn hn sau s sp hng lot ca cc cng ty dot.com

4. nh hng ca thng mi in t

4. 1. Tc ng n hot ng marketing

Thng mi in t l vic ng dng cc phng tin in t v mng vin thng tin hnh cc hot ng thng mi, m y ch yu chnh l vic tin hnh hot ng thng mi thng qua website. Chnh v vy m hot ng marketing trong thng mi in t c nhiu thay i so vi hot ng marketing truyn thng. Trong hot ng thng mi truyn thng ch yu trin khai chin lc marketing y th trong hot ng thng mi in t ch yu l trin khai hot ng marketing ko. Hng ha trong thng mi in t c tnh c bit ha cao do thng qua website doanh nghip c th giao tip trc tip vi mt lng khch hng ln cng mt thi im, nh vy doanh nghip s bit c th hiu ca ngi tiu dng cng nh nhng thay i v th hiu ngi tiu dng t to ra nhng sn phm cht lng tt nht p ng cao nht nhu cu ngi tiu dng. iu ny ng ngha vi vic vng i sn phm s rt ngn li. Ngoi ra thng mi in t cn gip cc doanh nghip gim chi ph phn phi, chi ph bn hng xung ti mc thp nht do loi bt c cc thnh phn trung gian tham gia vo hot ng marketing. c bit l i vi hng ha s ha th vic mua bn, trao i v thanh ton din ra cng mt lc cho d ngi mua v bn cc quc gia khc nhau trn th gii.

4. 2. Thay i m hnh kinh doanh

Mt mt, cc m hnh kinh doanh truyn thng b p lc ca Thng mi in t phi thay i, mt khc cc m hnh kinh doanh thng mi in t hon ton mi c hnh thnh. V d nh:

-Dell c bit ti l mt trong s cc nh sn xut thnh cng nht trn th gii. Nm 1996, Dell bt u bn my tnh qua mng. Nm 2000, cng ty bn c trn 50 sn phm mi ngy qua mng. Dell l cng ty u tin xy dng mt h thng sn xut theo yu cu ca khch hng( BTO). Vi m hnh kinh doanh mi, Dell em li cho khch hng nhiu s chn la vi nhng sn phm tt nht, v sn phm mang tnh c bit cao. Nh vic ng dng internert vo trong hot ng kinh doanh m gi y cng ty bn hng trc tip ti khch hng cui cng m khng phi s dng ti cc nh phn phi trung gian.

- Amazon.com: l doanh nghip thng mi in t u tin trn th gii. Ngay t ngy u thnh lp cng ty xy dng cho mnh mt m hnh kinh doanh l bn hng hon ton trc tuyn trn mng ( click and motor). Thay v xy dng cc gian hng ngoi i thc th cng ty xy dng cc gian hng o trn trang web ca cng ty l amazon.com, ni m ngoi tiu dng c th vo tm kim thng tin sn phm, tin hnh vic mua hng v thanh ton ti trang web cng ty. Amazon.com c nh gi l trang web bn l ln nht trn th gii hin nay v n c mt tm nh hng ln ti hu ht cc ca hng bn l.

- Cisco: l cng ty sn xut cc thit b kt ni, router v switch hng u trn th gii. Nm 1994, cng ty trin khai vic bn hng trc tuyn. Cng ty cng xy dng mt m hnh kinh doanh gn ging Dell l sn xut theo yu cu ca khch hng bng cch trin khai mt h thng h tr trc tuyn c tn l Cisco Connection Online - CCO. Dch v h tr trc tuyn ny c rt nhiu khch hng v i tc ca cng ty quan tm. 85% dch v khch hng trc tuyn l c trin khai qua h thng ny.

4. 3. Tc ng n hot ng sn xut

Thng mi in t lm thay i hot ng sn xut t sn xut hng lot thnh sn xut ng lc v theo nhu cu. Trong thng mi in t, h thng sn xut c tch hp vi h thng ti chnh, hot ng marketing, v cc h thng chc nng khc trong v ngoi t chc. Gi y nh ng dng thng mi in t m doanh nghip c th hng dn khch hng t hng theo nhu cu ca tng c nhn ch trong vi giy bng cch s dng phn mm ERP trn nn website. Vng i ca mt s sn phm c rt ngn khong 50% nh ng dng thng mi in t. V d nh:

- Li&Fung l mt doanh nghip thng mi in t ch yu theo m hnh B2B chuyn sn xut qun o, hng dt may, th cng, chi, th thao v cc sn phm cho gia nh. Thnh cng ca Li&Fung ngy hm nay c c l nh doanh nghip bit ng dng thng mi in t vo trong chui cung ng nhm to ra c nhiu gi tr gia tng trong mi trng sn xut khng bin gii. Cng ty l doanh nghip u tin trin khai mng intranet ton cu cho hot ng sn xut vo nm 1995. Vic trin khai mng intranet gip cho doanh nghip mua v vn chuyn nguyn ph liu ng lc, kim tra trc tuyn qu trnh sn xut thng qua hnh nh s ha ghi c t nh my. Ngoi ra vo nm 1997, cng ty xy dng c mt mng extranet nhm kt ni cng ty vi cc i tc v khch hng. Mng extranet ca cng ty cho php pht trin sn phm trc tuyn cng nh theo di n hng trc tuyn, xa b cc cng vic giy t

- Ford l cng ty sn xut oto ln th hai trn th gii, hot ng trn 40 quc gia vi 114 nh my sn xut v hn 350.000 nhn vin. Cng ty tin hnh thay i hot ng kinh doanh bng cch ng dng cng ngh cao v internet vo trong hot ng sn xut cng nh phn phi sn phm v dch v ti khch hng mt cch nhanh nht, tt nht v hiu qu ti a. Nh vic s dng website lin lc v giao tip vi cc nh cung cp v nh phn phi m cng ty tit kim c khong 25% gi thnh xe oto. Ford cng cho php khch hng thit k ra cc kiu xe trn web v t sn xut da trn nhng thit k ny.

4. 4. Tc ng n hot ng ti chnh, k ton

Thng mi in t l vic ng dng cng ngh thng tin vo trong mi hot ng thng mi, chnh v l m hot ng ti chnh v k ton trong lnh vc ny c nhng c trng ring. Khc bit ln nht gia hot ng ti chnh, k ton trong lnh vc thng mi in t so vi truyn thng ch yu l nm h thng thanh ton in t. Gi y h thng thanh ton truyn thng l khng cn hiu qu vi hot ng thng mi in t, thay vo l vic trin khai cc gii php thanh ton trc tuyn. Gii php thanh ton trc tuyn gip cho khch hng v doanh nghip tit kim c rt nhiu chi ph v thi gian ng thi y nhanh tc giao dch trong hot ng ti chnh, k ton. Hin ny, trong lnh vc thng mi in t xut hin nhiu thut ng mi nh v in t, tin in t.. Hay v d nh trong lnh vc ngn hng hnh thnh v pht trin nhiu hot ng mi nh: ngn hng trc tuyn, thanh ton th tnh dng trc tuyn, thnh ton bng th thng minh, ngn hng di ng.

4. 5. Tc ng n hot ng ngoi thng

Thng mi in t c mt c im l th trng ton cu, phi bin gii cho nn hot ng ngoi thng trong giai on ny c nhng im khc bit so vi hot ng ngoi thng trc y. Nh vic ng dng thng mi in t m vic tin hnh cc hot ng ngoi thng ngy cng tr ln d dng hn, c bit l i vi hot ng xut nhp khu hng ha s ha nh sch in t, bn nhc, phim, nh.hay dch v nh dch v ti chnh, dch v vn ti.Ngoi ra thng mi in t gip cc doanh nghip gim c rt nhiu chi ph v thi gian bao gm chi ph i li, chi ph giao dch, chi ph cho trung gian. Hin nay thng mi in t c xem l mt cng c hu hiu cho vic tin hnh cc hot ng xut nhp khu ca cc doanh nghip va v nh c bit l cc doanh nghip mi thnh lp. Trin khai thng mi in t, hay y l vic dng internet vo trong hot ng kinh doanh gip cc doanh nghip c th tip cn nhanh chng ti tt c th trng trn ton cu vi chi ph thp nht m khng phi qua bt c trung gian no.

M l quc gia u tin tin hnh cc hot ng thng mi in t v thu c nhiu li ch to ln trong vic thc y hot ng ngoi thng. Hin nay, hot ng thng mi in t ca M chim khong 4/5 tng s giao dch thng mi in t trn ton cu. Trong khi nm 2007 tng kim nghch xut nhp khu ca M chim khong 1/9 tng kim nghch xut nhp khu ca ton th gii. Qua y thy rng thng mi in t c tc ng to ln ti hot ng ngoi thng ca nc M.

4. 6. Tc ng ca Thng mi in t n cc ngnh ngh4. 6.1. Tc ng ca Thng mi in t n ngnh m nhc, gii tr

Trong m hnh trn, cu trc v quy trnh ca ngnh m nhc hu nh vn gi nh truyn thng, hu ht hot ng phn phi c thc hin thng qua bn l, v marketing ca cc cng ng ngi nghe nhc thng qua cc knh truyn thng. S tin b r rng nht l vic phn phi bn l ng dng thng mi in t vi cc a nhc nn c rao bn qua mng nhng c giao hng bng phng php truyn thng (qua dch v bu in hoc chuyn pht nhanh). Cc nh bn l trc tuyn cng cung cp thm cc dch v h tr tm kim v cung cp thng tin v cc ngh s thng qua web hoc email cho cc khch hng.

Tuy nhin, cng vi s pht trin mnh m ca cng ngh, internet tc ng mnh m hn ti ngnh m nhc. Vi internet, c 2 loi my tnh, l my ch v my khch. My ch (cc nh phn phi, cung cp sn phm m nhc) lu tr d liu v thng tin, my khch (ngi tiu dng) dnh cho ngi s dng tm kim v tra cu thng tin. Tuy nhin hin nay, ranh gii ny m i: Th nht l cng ngh ng truyn bng thng rng, lun trong trng thi kt ni. Vi a ch IP c nh, my tnh c th tr thnh my ch trong nhng trng hp nht nh. Th hai l cng ngh chia s d liu ngang hng cng c kh nng chuyn mt my tnh c nhn thng thng nht thnh mt my ch. Tnh t do v tnh m ny lm nn cuc cch mng thng tin trong thi gian qua. M hnh cu trc ca ngnh m nhc thay i.

Thay i th nht, l hng duy nht t sn xut ti vic phn phi thng thay i, ngh s, ngi tiu dng v cc b phn trong ngnh m nhc ha trong mt mng vi s h tr ca cng ngh internet.

Thay i th hai, l cc chc nng ca hot ng sn xut, phn phi v marketing tr thnh cc ng dng, mang tnh trung lp hn v t b ph thuc hn vo s khng chc chn ca mi quan h tng tc qua li gia cc ngh s v cc doanh nghip kinh doanh lnh vc m nhc. Cng ngh tr thnh ngun lc chung cho tt c nhng ai tham gia vo ngnh v cng ngh P2P cng c p dng trn phm vi quc t, vic sn xut cc sn phm n theo ca cc fan cng tng ln. Vic s dng cc phn mm ti nn cc tp t cc a CD v DVD cng khuyn khch ngnh m nhc tm kim gii php cho cng ngh bo h quyn s hu s (DRM) m v mt k thut.

4. 6.2. Tc ng ca Thng mi in t n ngnh gio dc

Vi s pht trin ca cng ngh in t v c bit l s ra i v pht trin ca internet, ngnh gio dc cung cp nhng hnh thc o to mi: ngoi o to trc tip trn ging ng hay o to t xa truyn thng cn c hnh thc o to in t (e-learning). o to in t c th l o to trc tuyn (online education) hoc hn hp (blended learning).

o to in t l vic s dng cc phng tin in t (nh i, tivi, CD/DVD, my tnh hay email, web) thc hin cc hnh thc o to. o to trc tuyn l mt phn ca o to in t, trong ch yu s dng internet cung cp cc kha hc trc tuyn trong cho php trao i gia gio vin v ngi hc qua mng. o to hn hp l s kt hp ca cc hnh thc trn, tuy trn thc t ch yu l s kt hp gia o to trc tuyn v hng dn trc tip.

Hnh 1.4. M hnh o to trc tuyn

o to trc tuyn pht trin mnh. Nguyn nhn, chnh l cng ngh internet to ra nhng ng lc cho vic u t v pht trin hnh thc o to ny:

- Nng cao nng lc cung cp dch v o to: Internet cho php tip cn c vi nhiu i tng hc hn nhng vng a l xa hn, kh c iu kin s dng dch v o to truyn thng

- Nng cao cht lng hc: Hc trc tuyn cho php tng cng kh nng c bit ha vi tng ngi hc, mm do hn v tng s la chn cho ngi hc, t nng cao cht lng hc.

- Tng cng kh nng tip cn: o to in t c th cung cp cc gii php hu hiu i vi nhng vn v tip cn gio vin

- Hiu qu v chi ph: o to in t c kh nng lm tng nng lc cung cp dch v v tng kh nng tip cn ca sinh vin, do c kh nng tit kim chi ph (cung cp dch v cho nhiu ngi hc hn vi chi ph thp hn) thng qua vic gim chi ph i vi tng hc vin, t nng cao v th ti chnh ca t chc o to. Tuy nhin, tnh kinh t quy m ca o to trc tuyn trn thc t cn cha th hin r v u t ban u vo c s h tng kh cao, v bc khi u cn nhiu thi gian.

- Tng cng kh nng nm gi cc k nng v c s h tng v cng ngh thng tin, t y mnh vic tip cn n nn kinh t tri thc.

- Chin lc marketing v cnh tranh: V o to trc tuyn chnh l thuc v tng lai, nn cc t chc cung cp dch v o to phi u t vo h tng cho o to trc tuyn c th cnh tranh v tn ti c

- Hin nay, rt nhiu trng i hc trn th gii, c nhng nc pht trin v nhng nc ang pht trin cung cp dch v o to trc tuyn: University of Monterrey (Mexico); Mauritius University; National University (Lesotho); Indira Gandhi Open University (n ); UK Open University; LEAD (Anh); UN University (UNCTAD TrainForTrade); Finnish Virtual University; UK eUniversity; Malaysia University of Science and Technology; Massachusetts Institute of Technology (M);

Doanh s o to trc tuyn trn th gii nm 2002 l 6.6 t USD (5,6 t t nc M) v d kin nm 2006 l 23.7 t USD) v s cn tng cao.

Vit Nam: Ch s sn sng cho o to trc tuyn: xp hng 57 th gii (3.7 im)

4. 6.3. Tc ng ca Thng mi in t n Chnh ph in t

Chnh ph ca hu ht cc quc gia hin nay, vi s pht trin mnh m ca thng mi in t, cng ang c nhng bc i tch cc tin ti xy dng mt Chnh ph in t, trong cc dch v cng ca chnh ph v cc giao dch vi chnh ph c thc hin qua mng, thng mi hoc phi thng mi. Cc dch v phi thng mi thng bao gm: thng tin cng cng (xut bn cc kt qu nghin cu khoa hc, thng tin y t trc tuyn, o to cng trc tuyn), thun li ha vic thanh ton (np t khai thu in t, np pht,) hoc cc dch v khc. Cc dch v thng mi ca chnh ph bao gm: nhng hot ng xc nhn danh tnh (h chiu, chng minh th,), bng cp (bng li xe, ng k t xe my), cng nh ng k thu thu in t. Tt c cc giao dch trn u c th s dng vi s h tr ca phng tin in t, c bit l internet.

Thng mi in t cng c tc ng mnh n quy trnh mua sm ca chnh ph. Vi s khc bit r nt trong mua sm t (kinh doanh thng mi) v mua sm cng, quy trnh mua sm cng cn phi m bo tt c nhng nh cung cp tim nng u phi c thng bo v cuc u thu, v khng c nh cung cp no c th c thng tin li th hn ngi khc, v d nh vo thng tin bn trong. Ngoi ra, yu t trong sch, trong cc quy nh mi thu phi r rng v d hiu d chm thu, v vic quyt nh trng thu cng phi theo nhng trnh t c thit lp, thng nht v r rng trn giy t. V Chnh ph in t cng phi m bo thc hin c nhng tiu chun trn cho vic mua sm.

Hin nay, chin lc mua sm in t p ng cc yu cu trn ang c cc quc gia nghin cu v nhiu nc a vo p dng. Mt chin lc in hnh l m hnh ca Phn Lan.

4. 6.4. Tc ng ca Thng mi in t n ngnh Bo him

Cng vi s ra i ca internet, ngnh bo him cng c hnh thc kinh doanh Bo him in t v cu trc ca ngnh bo him cng thay i. Khi cha c internet, cu trc ngnh bo him hu nh theo chiu ngang, trong , cc khch hng ngi c bo him (c nhn hoc cng ty) chun ri ro sang cho ngi bo him hoc ti bo him. Vic chuyn ri ro c th thc hin trc tip hoc thng qua trung gian l cc i l hay mi gii bo him.

Hnh 1.5. M hnh kinh doanh bo him khi cha c internet

Ngun: UNCTAD, 2002

Khi th trng v ngnh bo him hot ng da trn nn internet, m hnh trn thay i. ng chuyn ri ro v thng tin t ngi mua bo him sang ngi bo him/ti bo him khng cn. Ngi mua bo him c th c nhiu cch c c thng tin v cc dch v bo him v chnh sch bo him. Nh bo him v ti bo him cng nh i l v trung gian bo him cng m rng th trng hn thng qua vic hin din trn internet. Mt im mi, l vic s dng cc tiu chun trong ngnh bo him (ACORD), to thun li hn trong giao dch v tha thun bo him. Mt im mi na l s xut hin ca phn mm tng tc (middleware), cho php chia s ngun thng tin v d liu gia cc nh bo him vi nn kinh t internet.

5. C s vt cht, k thut v php l pht trin TMT

Theo nghin cu ca CommerceNet (commerce.net), 10 cn tr ln nht ca TMT ti M ni ring v cc nc trn th gii ni chung theo th t l:

1. D mt an ton

2. Thiu tin tng v ri ro

3. Thiu nhn lc v TMT

4. Khc bit vn ha

5. Thiu h tng v ch k s ha (hot ng ca cc t chc chng thc cn hn ch)

6. Nhn thc ca cc t chc v TMT cn cha cao

7. Gian ln trong TMT (th tn dng...)

8. Cc sn giao dch B2B cha thc s thn thin vi ngi dng

9. Cc ro cn thng mi quc t truyn thng

10. Thiu cc tiu chun quc t v TMT

Vy hn ch nhng ro cn ni trn nhm pht trin thng mi in t hn na th cn phi quan tm ti nhng vn di y:

5. 1. Xy dng c s php l v chnh sch (v m)

TMT pht trin, trc ht cn c mt h thng php lut v chnh sch vng vng, to mi trng thun li cho cc giao dch TMT. iu ny s khuyn khch cc doanh nghip, c quan v t chc tham gia vo TMT; to lng tin v bo v ngi tiu dng.

TMT vi c trng c h tng cng ngh pht trin rt nhanh, do xy dng c s php l cho TMT khng nhng phi t c mc tiu to thun li cho cc hot ng TMT, m cn phi mang tnh m to iu kin ng dng nhng cng ngh mi cho TMT ngy cng pht trin hn.

Xy dng c s php l v chnh sch cho TMT phi gii quyt c nhng vn chnh sau:

(i) Tha nhn gi tr php l cho tt c nhng giao dch c thc hin thng qua cc phng tin in t. iu ny m bo cho cc doanh nghip tham gia TMT, trong khun kh cho php, tnh hp php khi thc hin nhng hot ng thng mi in t.

(ii) Hi ha ha gia cc quy nh c lin quan ca php lut lin quan n TMT: Ngoi vic tha nhn gi tr php l cho cc giao dch TMT, cc vn lin quan nh: gi tr nh vn bn, vn bn gc, vn ch k v con du, vn gi tr lm chng c, m trong cc lut chung hoc lut chuyn ngnh yu cu i vi cc giao dch truyn thng, phi c quy nh c th i vi giao dch TMT.

(iii) C chnh sch to ra mi trng cnh tranh nht pht trin nhng nn tng cho TMT nh: chnh sch u t v pht trin i vi th trng ICT, chnh sch u tin pht trin v ng dng cng ngh ICT vo trong hot ng ca cc t chc, doanh nghip v c nhn,

(iv) C chnh sch bo v quyn s hu tr tu v bo v ngi tiu dng

Hin nay, vic xy dng c s php l cho Thng mi in t ang rt c quan tm trn c phm vi quc t v phm vi quc gia:

a. Cc t chc Quc t (Ngun: Ecommerce Legal kit Volume 1)

- UNCITRAL - y ban ca LHQ v Lut Thng mi Quc t: i u trong vic a ra Lut mu v Thng mi in t vo nm 1996

- OECD - T chc Hp tc v Pht trin Kinh t: i u v cc nghin cu, iu tra mt s lnh vc ca Thng mi in t nh thu, bo v ngi tiu dng v ring t c nhn, tc ng ca ICT n tng trng kinh t

- WIPO - T chc Bo v S hu tr tu: i u v cc lnh vc bn quyn, nhn hiu thng mi v cc vn lin quan n tn min

- ICANN - gii quyt cc tranh chp v tn min quc t

- WTO - gii quyt cc vn lin quan n ro cn thng mi in t quc t

- Phng Thng mi quc t ICC: ra bn ph trng ca UCP (eUCP) quy nh cc vn lin quan n vic xut trnh chng t in t

b. Cc nc Trn th gii v Khu vc:

- EU: Nm 2000 a ra hng dn chung v thng mi in t Directive on electronic commerce

- M: Lut giao dch in t thng nht UETA (Uniform Electronic Transactions Act)

- Canada: Lut giao dch in t

- Australia: Lut giao dch in t cc bang

- Singapore: Lut giao dch in t, nm 1998

c. Vit Nam

- V chnh sch: Vit Nam cng sm nhn ra nhng li ch v thng mi in t em li cho nn kinh t, th hin s quan tm inh hng ca chnh ph trong chnh sch pht trin kinh t t nhng nm 2005 tr li y nh sau:

+ Chnh sch quan trng nht, lin quan trc tip ti hot ng thng mi in t l K hoch tng th pht trin thng mi in t giai on 2006-2010.

+ Chnh sch lin quan n pht trin h tng chung v cng ngh thng tin nh Chin lc pht trin cng ngh thng tin v truyn thng Vit Nam giai on 2011-2020( gi tt l Chin lc ct cnh)

+ Chnh sch h tr doanh nghip ng dng cng ngh thng tin nh n H tr doanh nghip ng dng cng ngh thng tin phc v hi nhp v pht trin giai on 2005 2010

+ K hoch tng th pht trin Chnh ph in t n nm 2010

+ K hoch tng th ng dng v pht trin cng ngh thng tin nghnh thng mi n nm 2010

+ n thanh ton khng dng tin mt giai on 2006-2010 v nh hng n nm 2020 ti Vit Nam

+ ......

- V lut php: Trong thi gian qua, cc c quan nh nc tch cc xy dng, hon chnh v b sung cc quy nh php lut lin quan ti thng mi in t. Nh nc ban hnh rt nhiu lut chi tit cng ngh nh v thng t hng dn

+ Thng 12/2005 Vit Nam ban hnh Lut giao dch in t (c hiu lc t 1/3/2006)

+ Ngh nh s 57/2006/N-CP v Thng mi in t

+ Ngh nh s 26/2007/N-CP qui nh chi tit thi hnh Lut giao dch in t v Ch k s v Dch v chng thc ch k s.

+ Ngh nh s 27/2007/N-CP v Giao dch in t trong hot ng ti chnh

+ Ngh nh s 35/2007/N-CP v Giao dch in t trong hot ng ngn hng

+ Thng t s 09/2008/TT-BCT hng dn ngh nh thng mi in t v cung cp thng tin v giao kt hp ng trn website thng mi in t

+......

Ngoi ra th Vit Nam ang d tho thng t hng dn v giao dch in t trong lnh vc chng khon. Bn cnh nhng lut, ngh inh iu chnh chi tit cc hot ng trong lnh vc thng mi in t, th thng mi in t ti nc ta cn chu s iu chnh ca cc ngun lut chung nh B lut Dn s, Lut Thng mi, Lut Hi quan, Lut Cng ngh....

5. 2. Pht trin h tng cng ngh thng tin v truyn thng

TMT l nhng giao dch thng mi c thc hin ch yu thng qua my tnh v mng internet. Do , TMT c th pht trin c, yu cu v h tng cng ngh thng tin v truyn thng l khng th thiu.

Cc yu t trong h tng CNTT v truyn thng bao gm:

- Ngnh cng nghip thit b ICT (my tnh, thit b mng, ...). y l cc yu t thuc v phn cng trong u t cho TMT.

- Ngnh cng nghip phn mm

- Ngnh vin thng (cc h thng dch v vin thng c nh, di ng,...)

- Internet v cc dch v gia tng da trn nn internet

- Bo mt, an ton v an ninh mng

- Xy dng h tng CNTT v truyn thng TMT pht trin phi t c nhng mc tiu sau:

- Cho php ngi dn v cc t chc, doanh nghip c th s dng cc thit b CNTT v truyn thng nh my tnh v cc thit b x l.

- Cho php ngi dn v cc t chc, doanh nghip tip cn v s dng dch v vin thng c bn v internet vi gi r. Ngoi ra, mi doanh nghip, cng ng v cng dn u c kt ni v tip cn ti c s h tng bng rng v mobile

- Thit lp c cc h thng mng vin thng c nh v khng dy mnh.

Nng cao nng lc ng tuyn vi h thng bng thng rng, cho php cc t chc v doanh nghip c th s dng cc dch v cht lng cao vo cc ng dng TMT ca mnh vi chi ph chp nhn c. Ngoi vic u t mi cho cc thit b, vic nng cp cc h thng thit b hin thi l iu khng th thiu, v cc ng dng TMT ngy cng phc tp hn, dung lng d liu cn truyn ti ngy cng ln hn, do , yu cu v mt thit b v cng ngh cng cao hn.

5. 3. Xy dng h tng kin thc - chnh sch v o to nhn lc

TMT lin quan n vic ng dng cng ngh thng tin vo cc giao dch thng mi. Do , c th trin khai c hot ng thng mi in t th i hi ngun nhn lc cho hot ng ny cn phi hiu r nhng kin thc c bn v thng mi in t. iu ny ng ngha vi vic phi c chnh sch v tuyn truyn v o to ngun nhn lc cho TMT, ph bin kin thc chung cho mi ngi dn v vic s dng cng nh vn hnh cc phn mm TMT. Thng mi in t li l mt lnh vc cn rt mi nhng li pht trin nhanh chng do vy o to nhn lc nhm pht trin thng mi in t hn na l rt cn thit. Ngoi ra, trong hot ng thng mi in t th trng l ton cu, v ch c duy nht mt gi cho mt loi sn phm tt c cc th trng khc nhau, do vy m con ngi l nhn t quyt nh to s khc bit gia cc doanh nghip. Chnh v vy m o to ngun lc thng mi in t l mt yu t ti quan trng ti s thnh cng ca tng doanh nghip ni ring cng nh ti s pht trin ca hot ng thng mi ni chung.

5. 4. Xy dng h thng bo mt trong thng mi in t

Trong bi cnh lng thng tin v giao dch trao i qua mng tng nhanh, vn an ton, an ninh mng ni chung v cho thng mi in t ni ring ang ngy cng c cc t chc, doanh nghip quan tm.

Vic xy dng h thng bo mt trong TMT phi t c nhng mc tiu c bn:

- Chng li cc cuc tn cng vi mc ch ly cp thng tin: Thng tin trong cc giao dch TMT rt nhy cm v cn thit phi c bo v. C rt nhiu dng tn cng nhm nm bt ni dung thng tin: tn cng trn ng truyn d liu, ngn chn cc thng bo gia my ch v my khch, hoc truy cp vo my ch/my khch, l cc im ngun v ch ca thng bo, c c ni dung ca cc thng bo. D dng no, cc h thng cng cn phi c cc bin php thch hp phn ng v ngn chn cc cuc tn cng trn.

- Bo m tnh b mt ca thng tin: ch nhng ngi c quyn mi c php xem v sa i ni dung thng tin. Trn thc t, nhiu thng tin nhy cm c th b xm phm bt hp php v iu ny c th gy ra nhng hu qu rt ln nu khng c ngn chn. V d, cc tha thun hp ng gia cng ty A v cng ty B l hon ton ring t v ch nhng ngi c trch nhim lin quan hai cng ty l c bit. Trng hp mt ngi ca cng ty i th cnh tranh vi cc cng ty trn bit c v mun gy hi, h c th c v s dng thng tin ny trong cuc cnh tranh trn thng trng. iu ny c th gy thit hi ln cho c hai cng ty A v B. Nhng trng hp tng t cn c loi b trong mt h thng TMT.

- Bo m tnh tnh ton vn ca thng tin: Thng tin i t ngun ti ch khng b sa i. Trn thc t, nhiu thng tin nhy cm b i th chn li trn ng i, tm cch sa i ni dung ri tip tc gi n a ch ch m ngi nhn hon ton khng bit v vic sa i ny. Do vy, h thng TMT cn c nhng gii php kim sot thng tin, nhm pht hin ra s mo danh cng nh s khng ton vn ca thng tin.

- Bo m tnh sn sng ca d liu: khi ngi s dng cn n thng tin, chng phi c v trng thi c th khai thc c. Trn thc t, tin tc c th dng nhiu hnh thc lm gim tnh sn sng ca h thng, hoc nghim trng hn, lm t lit h thng vi cch thc n gin nht l to ra mt s lng ln cc gi tin yu cu c x l trong cng mt thi gian, lm cho h thng khng c kh nng p ng.

t c nhng mc tiu trn, mi t chc hay c nhn u phi nghin cu u t, xy dng mt chin lc an ton mng cho chnh mnh. Bc u tin cho chin lc ny, chnh l xc nh nhng ti sn hay nhng thng tin g cn phi bo mt (v d s th tn dng ca cc khch hng). Sau , xc nh quyn truy cp nhng thng tin thuc v nhng ai trong cng ty hay t chc ca mnh, v cui cng, tm kim nhng ngun lc v gii php bo v nhng thng tin y. Nhng ngun lc y c th l: t xy dng hoc mua cc phn mm bo mt, phn cng, cc thit b bo v,..

5. 5. Xy dng h thng thanh ton in t

Mt trong nhng khu c bn trong quy trnh thc hin thng mi in t l khu thanh ton. S pht trin ca hot ng thanh ton trong thng mi in t gip cho hot ng thng mi tr ln d dng v l mt chu trnh khp kn. Thanh ton in t c s dng n cc phng tin in t kt ni mng vin thng cho nn thanh ton trong thng mi in t cng c nhng c th ring, trong hot ng thanh ton in t khng nht thit phi gn lin vi mt ngn hng hay t chc ti chnh truyn thng m c th thng qua mt t chc trung gian cung cp dch v thanh ton qua mng. Thanh ton in t pht trin gip y nhanh hot ng ngoi thng gia cc quc gia vi nhau, khng ch trong hot ng xut nhp khu gia cc doanh nghip vi nhau m cn thc y hot ng mua bn gia cc sc nhn vi nhau. Hin nay hot ng thanh ton in t rt pht trin ti cc quc gia pht trin nh M, Canada.

5. 6. Xy dng chin lc v m hnh kinh doanh ph hp

Mi hot ng trong i sng kinh t mun pht trin u phi c chin lc c th cho tng bc i. Vy mun pht trin thng mi in t th trc ht doanh nghip thng mi in t cn phi xy dng cho mnh mt chin lc c th. xy dng mt chin lc thng mi in t thnh cng trc ht phi xy dng mt chin lc cho pht trin cng ngh thng tin, m y chnh l xy dng c s h tng cng ngh thng tin, o to ngun lc cho nghnh cng ngh thng tin nhm h tr cho hot ng thng mi in t.

Phn ln cc giao dch thng mi in t ch yu l thc hin qua internet thng qua cc website. Do vy pht trin thng mi in t, trc ht cc doanh nghip cn phi c chin lc xy dng v qung b website. Ngoi ra cc doanh nghip thng mi in t cng cn phi xc nh c m hnh kinh doanh ca doanh nghip kinh doanh hiu qu sao cho ph hp vi kh nng v ngun lc ca doanh nghip. V d nh xc nh xem l doanh nghip s hng ti m hnh hot ng u gi C2C( ebay.com) hay hng ti m hnh hot ng bn hng trc tuyn B2C ( Amazon.com) , B2B( Dell.com)....

5. 7. Xy dng ngun nhn lc cho thng mi in t

So vi nhiu hot ng kinh t th thng mi in t cn rt non tr. Thng mi in t mi ch hnh thnh trong khong 20 nm tr li y. Chnh v l m xy dng v pht trin ngun nhn lc cho thng mi in t l rt cn thit. Ngun nhn lc cho lnh vc thng mi in t i hi khng ch nm vng kin thc v kinh t m cn cn phi nm vng kin thc v cng ngh thng tin.

5. 8. p dng ph hp cc phn mm qun l tc nghip

6. Thc trng pht trin Thng mi in t ti Vit Nam v trn Th gii

6. 1. Thc trng pht trin thng mi in t trn th gii

6. 1.1 S lng ngi s dng Internet trn th gii, theo khu vc

T nm 2000 n nay, s lng ngi s dng internet trn th gii lin lc tng nhanh (xem bng). n cui nm 2006, tng s ngi s dng internet l hn 1t ngi, trong hu ht thuc khu vc Chu v Chu u. M vn l quc gia c s lng ngi s dng internet ln nht th gii vi 185 triu ngi, gp 2 ln nc ng th 2 l Trung Quc. S ngi s dng internet ti cc nc ang pht trin cng ang dn dn bt kp vi cc nc pht trin.

Xt v tc tng trng, trong giai on 2002-2006, Chu Phi v Chu vn duy tr tc tng trng cao nht, tc tng trng trng bnh mc 43.5% v 23.9%, trong khi Chu u vt ln Bc M vi t l tng trng 20.7%.

Bng 1.1. S lng ngi dng internet theo khu vc v mc pht trin kinh t

Ngun: UNCTAD trn s liu ca trung tm quc t v vin thng,2007

Tuy nhin, im ng lu l dch v internet bng thng rng vi tc truy cp kh cao mt iu kin thun li cho vic ng dng cc hot ng TMT, c s dng rt rng ri ti tt c cc nc, k c cc nc ang pht trin.

6. 1.2. T l ngi s dng Internet trn th gii, theo khu vc

Vo cui nm 2006, ton th gii c 17.3% dn c s dng internet, tuy nhin c s phn b khng u gia cc nc pht trin v cc nc ang pht trin mc d s ngi s dng internet ti cc nc ang pht trin tng mnh.

Bng 1.2. T l ngi s dng internet theo khu vc v mc pht trin kinh t

T l ngi dng internet cc nc pht trin l 58.2% dn c trong khi cc nc ang pht trin ch l 9.7 %. M l nc c t l ngi s dng internet cao nht th gii hin nay. Tip theo l cc nc: Trung Quc, Nht Bn, c, n .

6. 1.3. Tc pht trin thng mi in t trn th gii

Thng mi in t tip tc pht trin mnh m trn khp ton cu, c bit l ti cc nc ang pht trin ni bt ngun ca thng mi in t. Cc nc pht trin chim hn 90% tng gi tr giao dch thng mi in t ton cu, trong ring phn ca Bc M v chu u ln ti trn 80%.Tc pht trin thng mi in t nhanh nht khu vc Bc M, tip n l ti khu vc Chu - Thi Bnh Dng v Ty u. Ti Chu c hai nc Singapore v Trung Quc l c tc pht trin thng mi in t nhanh chng v theo kp vi cc nc Bc M. Cn nhng nc cn li Chu , thng mi in t c pht trin tuy nhin cn rt l chm.

M l nc c trnh thng mi in t pht trin nht trn th gii. Hin ny hot ng thng mi in t ca M chim khong trn 70% t l thng mi in t ca ton cu. Doanh s bn l ca nc ny t hot ng bn hng trc tuyn tng u hng nm v nm sau cao hn nm trc. Ch trong vng by nm t 1999-2006 doanh s bn l trc tuyn ca nc ny tng gn 10 ln. Tc tng doanh s bn l trc tuyn ca M nm sau cao hn nm trc. Trong nm 2006 c nh du l nm c tc pht trin nht, tng 24.8% so vi cng k nm 2005.

Bng1.3. Doanh s bn l t hot ng thng mi in t ca M nm 2000-2003

Ngun: Cc thng k ca M, 2005

Thng mi in t ti cc nc Chu M La tinh pht trin rt nhanh trong nhng nm va qua. Trong nm 2005 hot ng thng mi in t ti khu vc ny thu v 5 t la, nm 2006 l 7.78 t la, nm 2007 l 10.9 t la, tng 121% so vi nm 2005. Venezuela l nc c tc pht trin thng mi in t nhanh nht trong khu vc, tng 224% trong vng hai nm t 2005 2007. Sau Venezuela l cc nc Chile, Mexico, Brasil c tc pht trin thng mi in t tng ng l 183%, 143%, 116% . Chi tiu cho hot ng thng mi in t ti khu vc ny trong nm 1998 ch l 167 triu la nhng n nm 2003 l 8 t . Hot ng thng mi in t ng gp 0.32% vo tng thu nhp quc dn( GDP) ca ton khu vc. Hinh thc thanh ton trc tuyn ph bin nht ca nc ny l th tn dng. Thng mi in t B2B chim 80% gi tr giao dch thng mi in t ti Chu M La tinh. Brasil l nc c tc pht trin thng mi in t nhanh nht trong khu vc, tip theo l Mexico, Argentina. Hin nay, 88% cc website thng mi in t B2B trong khu vc l ca Brasil.

Trong nhng nm gn y, ti cc nc ang pht trin, t l cc doanh nghip gi v nhn n hng qua internet cng tng. Phn Lan l nc c t l doanh nghip tin hnh cc n hng qua mng internet nhiu nht; tip n l Thy in, an Mch v c. Singapore l mt trong s rt t cc nc trong khu vc Chu m c t l doanh nghip trin khai thng mi in t cao, th hin qua vic cc doanh nghip ca quc gia ny tin hnh nhn gi n hng qua mng rt nhiu.

Hnh 1.6. Doanh nghip tin hnh nhn gi n hng qua mng

Ngun: UNCTAD,2005

6. 2. Thc trng pht trin TMT ti Vit Nam

6. 2.1. Tnh hnh ban hnh cc lut v vn bn php quy lin quan

Trong bi cnh cng tc xy dng php lut nm 2005 c y mnh p ng cc yu cu v hi nhp kinh t quc t, cc vn bn quy phm php lut lin quan n thng mi in t cng bc u c hnh thnh v b sung Vit Nam:

* Lut Giao dch in t

Ngy 29/11/2005, Lut Giao dch in t c thng qua v c hiu lc t ngy 1/3/2006. Lut quy nh v thng ip d liu, ch k in t v chng thc ch k in t, giao kt v thc hin hp ng in t, giao dch in t ca c quan nh nc; an ninh, an ton, bo v, bo mt trong giao dch in t; gii quyt tranh chp v x l vi phm trong giao dch in t.

Lut Giao dch in t tha nhn thng ip d liu khng b ph nhn gi tr php l, c gi tr nh vn bn, bn gc v lm chng c. Lut cng cng nhn hp ng in t v cc loi thng bo c th hin di dng thng ip d liu.

Tuy to ra nn tng php l cho cc giao dch in t trong thng mi, nhng Lut Giao dch in t vn khng th th hin ht nhng c trng ring ca thng mi in t, do vy cn c vn bn di lut hng dn chi tit.

* Lut Thng mi

Lut Thng mi (sa i) c Quc hi thng qua ngy 14/6/2005 v c hiu lc t ngy 1/1/2006. Lut Thng mi mi m rng phm vi iu chnh so vi Lut Thng mi nm 1997, khng ch bao gm mua bn hng ha m cn iu chnh c cung ng dch v v xc tin thng mi. Nhiu loi hnh hot ng thng mi mi cng c cp nh dch v logistics, nhng quyn thng mi, bn hng a cp, mua bn qua s giao dch hng ha, v.v...

Lut Thng mi l vn bn php l nn tng cho cc hot ng thng mi, trong c thng mi in t. iu 15 (Nguyn tc tha nhn gi tr php l ca thng ip d liu trong hot ng thng mi) ca Lut ghi nhn: "Trong hot ng thng mi, cc thng ip d liu p ng cc iu kin, tiu chun k thut theo quy nh ca php lut th c tha nhn c gi tr php l tng ng vn bn."

Ngoi ra, mt iu khon khc lin quan n thng mi in t l khon 4, iu 120 (Cc hnh thc trng by, gii thiu hng ho, dch v), trong coi "Trng by, gii thiu hng ha, dch v trn Internet" l mt hnh thc trng by, gii thiu hng ha, dch v.

* B lut Dn s

B lut Dn s c Quc hi kha XI, k hp th 7 thng qua ngy 14/6/2005 c hiu lc thi hnh ngy 1/1/2006 l mt vn bn php lut quan trng iu chnh cc quyn v ngha v ca cc ch th tham gia quan h dn s. Khon 1, iu 124 "Hnh thc giao dch dn s" thng ip d liu c gi tr nh vn bn: "Giao dch dn s thng qua phng tin in t di hnh thc thng ip d liu c coi l giao dch bng vn bn."

Bn cnh cc quy nh v giao dch dn s, ti sn v cc hnh thc s hu, B lut Dn s dnh mt ni dung quan trng cho hp ng dn s. Cc quy nh v hp ng dn s l nn tng cho php lut v hp ng ni chung, trong c hp ng thng mi.

B lut Dn s a ra quy nh c th v cc trng hp giao kt, sa i, thc hin, hy b hp ng. Theo , thi im giao kt hp ng l thi im bn ngh nhn c tr li chp nhn giao kt. i vi hp ng bng vn bn th thi im giao kt l thi im bn sau cng k vo vn bn. a im giao kt hp ng dn s do cc bn tho thun, nu khng c tho thun th a im giao kt hp ng dn s l ni c tr ca c nhn hoc tr s ca php nhn a ra ngh giao kt hp ng. y l nhng khi nim quan trng cn tnh n khi xy dng cc vn bn php lut lin quan n giao kt hp ng trong mi trng in t.

* Lut Hi quan

Lut Hi quan (sa i) c Quc hi thng qua ngy 14/6/2005 v c hiu lc t ngy 1/1/2006. So vi Lut Hi quan nm 2001, lut ny b sung mt s quy nh m ng cho p dng hi quan in t (trnh t khai hi quan in t, a im khai, h s hi quan in t). iu 39 quy nh v th tc hi quan i vi hng ha xut nhp khu bng thng mi in t.

Lut Hi quan l mt vn bn php lut c ng gp tch cc vo vic trin khai chnh ph in t v thng mi in t trong giai on hin nay.

* Lut S hu tr tu

c Quc hi kha XI, k hp th 8 thng qua ngy 29/11/2005 v c hiu lc thi hnh ngy 1/7/2006, Lut S hu tr tu th hin mt bc tin trong vic hon thin h thng vn bn php lut bo h quyn s hu tr tu.

Lut S hu tr tu c mt s iu khon lin quan n thng mi in t, v d quy nh v cc hnh vi b xem l xm phm quyn tc gi, quyn lin quan trong mi trng in t: c hy b hoc lm v hiu cc bin php k thut do ch s hu quyn tc gi, quyn lin quan thc hin bo v quyn ca mnh; c xa, thay i thng tin qun l quyn di hnh thc in t c trong tc phm; d b hoc thay i thng tin qun l quyn di hnh thc in t m khng c php ca ch s hu quyn lin quan. Tuy khng c quy nh c th lin quan n lnh vc thng mi in t, nhng cc nguyn tc trong Lut S hu tr tu c th p dng i vi mi trng mi ny. V d: hnh vi s dng nhn hiu hng ho tri php trn Internet vn b coi l hnh vi vi phm quyn c quyn i vi nhn hiu hng ho ca ch s hu nh hnh vi vi phm trong mi trng truyn thng.

Tuy nhin, vi s pht trin nhanh chng ca thng mi in t Vit Nam trong thi gian ti y, cng vi s khc bit v bn cht ca i tng s hu tr tu trong mi trng in t, v d: bn sao (tc phm c bo h theo lut v bn quyn) trong mi trng in t khng c s khc bit vi bn gc, vic s dng meta tag l nhn hiu hng ho ca ngi khc....) c th khin cho vic p dng lut ca cc c quan t php s gp kh khn. Do , trong thi gian ti, vic ban hnh mt s vn bn di lut iu chnh cc quan h s hu tr tu trong thng mi in t l rt cn thit to ra s minh bch, thc y s pht trin ca thng mi in t.

* Lut Cng ngh thng tin

iu 23 "Thit lp website" quy nh t chc, c nhn c quyn thit lp website v phi ng k vi c quan nh nc c thm quyn. Trong khi quy nh tng t do B Vn ha - Thng tin ban hnh trc y vn cha c d b th quy nh ny (d ch l "ng k" ch khng phi "xin php") vn l mt th tc phin phc khng ng c v kh c kh nng p dng thc t, nht l khi nhu cu thit lp website cho hot ng kinh doanh ngy cng tng cao.

c bit, Lut Cng ngh thng tin dnh hn mt mc v thng mi in t, bao gm cc iu t 32 n 40, trong c nhng quy nh v quyn v trch nhim ca t chc, c nhn cung cp thng tin, sn phm, dch v trn mi trng mng (iu 34), website bn hng (iu 35), trch nhim cung cp thng tin cho vic giao kt hp ng trn mi trng mng (iu 36), t hng trn mi trng mng (iu 37), qung co trn mi trng mng (iu 39).

Cc quy nh trn c ni dung cp trc tip n hot ng thng mi in t, tuy nhin cn cha y do khng th bao qut ht cc vn ca thng mi in t trong khi li c nhng ni dung lin quan n phm vi iu chnh ca cc vn bn php lut khc, v d vn qung co, thanh ton, hoc bo v thng tin c nhn (iu 17). V vn ny, ti mt s cuc hp v hi tho, i din B Thng mi cng nh mt s c quan khc cho rng Lut Cng ngh thng tin khng nn quy nh qu chi tit v tng lnh vc ng dng nh thng mi in t, cha bnh t xa, o to trc tuyn m ch nn a ra nhng quy nh chung khuyn khch cc hot ng ny pht trin.

* Cc vn bn php quy khc

+ Ngh nh v thng mi in t

+ Ngh nh v ch k s v chng thc in t

+ Cc vn bn v thanh ton in t

+ Ngh inh 101/2001/N-CP ngy 31/6/2001 quy nh chi tit mt s iu ca Lut hi quan

6. 2.2. Tnh hnh ng dng cng ngh thng tin trong doanh nghip

* Kt ni Internet

Trong cuc iu tra vi hn 500 doanh nghip trn ton Vit Nam ca B TM, 89% doanh nghip c hi cho bit c kt ni Internet. Trong s nhng doanh nghip kt ni Internet, t l s dng dch v bng thng rng tip tc tng (99% so vi 66% ca nm 2004). c bit, t l doanh nghip truy cp Internet bng ADSL chim n trn 92%, tng hn hn so vi mc 54% ca nm 2004, cho thy s pht trin ca dch v ADSL tip tc l mt trong nhng ng lc thc y ng dng Internet trong doanh nghip. Vi chi ph ngy cng gim v cht lng c ci thin hn, ADSL ang c la chn ngy cng nhiu nh mt phng thc hiu qu nhm phc v nhu cu thng tin, giao dch ca doanh nghip.

Tuy nhin, vn cn tn ti mt s yu t gy tr ngi i vi vic trin khai ng dng Internet trong doanh nghip nh vn cng ngh, chi ph, cht lng ng truyn, an ton bo mt

* u t CNTT

Kt qu iu tra tng quan tnh hnh ng dng CNTT trong cc doanh nghip cho thy t trng u t cho CNTT trn tng chi ph hot ng thng nin vn cn tng i thp: 70% cc cng ty c kho st chi di 5% cho vic trin khai ng dng CNTT, bao gm c chi ph vin thng, u t phn mm, bo dng h thng, v o to ng dng CNTT. Ch c khong 6% s cng ty cho bit ang dnh trn 15% chi ph hot ng thng nin u t cho CNTT, tuy nhin con s ny khng tng so vi nm 2004. Kt qu phng vn cc doanh nghip cho thy xu hng trong vng 1-2 nm ti vn cha thay i, a phn doanh nghip chn phn b khong trn di 5% chi ph hot ng thng xuyn ca mnh cho u t ng dng CNTT.

Phn tch su hn c cu u t CNTT trong cc doanh nghip c kho st, c th thy tnh hnh vn cha c ci thin nhiu so vi nm 2003 v 2004. u t cho phn cng vn chim t trng ln t trong tng u t CNTT ca doanh nghip, bnh qun t xp x 77%, so vi 23% dnh cho phn mm v 12,4% dnh cho o to. t trong tng quan vi th gii, c cu u t nng v phn cng v coi nh phn mm ny cn nhiu im bt hp l, i hi s thay i trong t duy qun l cng nh nhn thc v ng dng CNTT ca doanh nghip.

Bng 1.4.C cu u t CNTT trong doanh nghip

Khon mc u t

T trng bnh qun

Ti thiu

Ti a

Phn cng

76,8%

25%

100%

Phn mm

22,9%

0%

65%

o to

12,4%

0%

20%

Ngun: Bo co thng mi in t Vit Nam, B Cng thng

Nhn vo kt qu kho st, c th thy mt trong nhng l do gii thch cho t trng u t thp v phn mm l doanh nghip cha thc s quan tm trin khai cc ng dng chuyn su nhm phc v hot ng sn xut kinh doanh trong n v mnh. Kt qu kho st cho thy s lng phn mm tc nghip c doanh nghip a vo s dng hin cn rt hn ch. Ph bin nht hin nay l phn mm k ton, vi gn 80% doanh nghip c hi cho bit trin khai ng dng cc cp khc nhau. Phn mm qun l nhn s, qun l hng ha v qun l khch hng, mc d bc u c cc doanh nghip quan tm (trn 20% s doanh nghip iu tra cho bit ang nghin cu trin khai) nhng trong cc phn mm chuyn dng chim s lng khng nhiu.

Bng 1.5. T l s dng cc phn mm tc nghip

Qun l Cng vn

Qun l Nhn s

Ti chnh K ton

Qun l Hng ha

Qun l Khch hng

Phn mm lp K hoch

Khc

17,1%

25,8%

78,9%

26,4%

21,8%

10,5%

13,1%

Ngun: Bo co thng mi in t Vit Nam, B Cng thng

Kt qu iu tra ny cng ph hp vi thc t hin nay ca Vit Nam. Phn mm k ton hin l loi phn mm tc nghip hng u c cc cng ty dch v phn mm v gii php CNTT trin khai nghin cu, thng mi ha v a vo kinh doanh mt cch hiu qu. Mt s cng ty chuyn v phn mm k ton nh MISA, FAST, Bravo, xc lp c ch ng vng chc trn th trng, xy dng c mng li i tc thng xuyn v c doanh thu n nh. Nhiu doanh nghip bt u m rng nghin cu xy dng cc b gii php trn gi v qun tr doanh nghip (ERP). T kha cnh cung, c th nh gi tng i kh quan v trin vng pht trin cu. Trong vng 1-2 nm ti, khi li ch ca cc phn mm tc nghip i vi bi ton qun l c doanh nghip nhn thc r, khi cc phn mm qun tr doanh nghip tr nn thng dng v ph hp hn vi iu kin Vit Nam, s c ngy cng nhiu doanh nghip la chn trin khai cc sn phm phn mm chuyn nghip t nhng ngun chnh thng. u t cho phn mm do s tng, ph hp hn vi mt bng chung ca th gii.

* Pht trin ngun nhn lc cho CNTT v thng mi in t

Mc d mt bng chung v mc u t cho o to CNTT ca doanh nghip nm 2005 cha c nhiu thay i (t trng ca o to trong tng u t CNTT nm 2005 bnh qun l 12,4%, so vi 12,3% ca nm 2004), nhng nhn thc ca doanh nghip v vn ny c tin b ng k. Nm 2004, gn 30% doanh nghip c hi cho bit khng p dng bt c hnh thc o to CNTT no cho i ng nhn vin ca mnh. Nm nay con s ny gim xung cn 20%. Mc d hnh thc o to vn cha thc s chuyn nghip (gn 60% s doanh nghip c hi chn phng thc o to ti ch, ngha l nhn vin t hc hi v hng dn ln nhau khi pht sinh vn trong cng vic), nhng t l doanh nghip kt hp c mt cch bi bn cc phng thc o to khc nhau cng tng hn so vi nm 2004. So vi 30% doanh nghip c gi nhn vin i tham gia cc kha o to ngn hn v CNTT nm 2004, con s 40% ca nm 2005 cho thy mt du hiu ng khch l v s pht trin nhu cu o to CNTT trong doanh nghip.

6. 2.3. Tnh hnh ng dng thng mi in t trong doanh nghip

Thng mi in t xut hin ti Vit Nam trong khong 10 tr li y k t khi internet c trin khai vo nm 1997. Tuy nhin, ng dng thng mi in t mi ch thc s ph bin trong khong gn 4 nm tr li y k t khi lut giao dch in t c ban hnh vo thng 12/2005 v c hiu lc vo thng 3/2006. Lut giao dch in t c ban hnh c xem l mt bc ngot cho pht trin thng mi in t ti nc ta. iu ny cho thy rng chnh ph Vit Nam thc s thy c vai tr ca thng mi in t i vi pht trin kinh t v x hi. Bn cnh vic ban hnh lut, chnh ph cn a ra K hoch tng th pht trin thng mi in t giai on 2006-2010. Mc tiu ca k hoch l:

- 60% DN c quy m ln tin hnh giao dch TMT loi hnh DN vi DN (B2B);

- 80% DN va v nh bit ti tin ch ca TMT v tin hnh giao dch TMT loi hnh DN vi ngi tiu dng (B2C) hoc DN vi DN (B2B);

- 10% h gia nh tin hnh giao dch TMT loi hnh DN vi ngi tiu dng (B2C) hoc ngi tiu dng vi ngi tiu dng (C2C);

- Cc cho thu mua sm ca Chnh ph c cng b trn trang tin in t ca cc c quan chnh ph v ng dng giao dch TMT trong mua sm chnh ph (B2G).

Sau 4 nm ban hnh lut cng nh k hoch tng th pht trin thng mi in t, ti nc ta thng mi in t c ng dng trong nhiu lnh vc nh sn xut; mua bn hng ha v dch v; dch v ti chnh, ngn hng; dch v vn ti; dch v du lch; dch v cng v trong lnh vc o to vi qui m rng khp c nc. Trong lnh vc sn xut v dch v, cc doanh nghip trin khai cc phn mm thng mi in t vo trong qun tr doanh nghip nh: phn mm qun tr k ton, phn mm qun tr ngun lc doanh nghip, phn mm qun tr ngun cung ng, phn mm qun l c s d liu khch hng.

Bng 1.6. Tnh hnh ng dng cc phn mm trong doanh nghip

Ngun: Bo co thng mi in t Vit Nam, B Cng thng

Nhn vo bng trn thy rng vic ng dng cc phn mm thng mi in t trong cc doanh nghip tng theo nm, nm sau nhiu hn nm trc. Cng ty Vinamilk l mt trong s t doanh nghip trin khai xy dng mt h thng qun l quan h khch hng SAP CRM v qun tr ngun cung ng ca Oracle. Vic trin khai cc ng dng ny gip cho ban qun tr ca cng ty c c nhng thng tin chnh xc v trc tuyn v tnh hnh hot ng kinh doanh trn ton quc. Ngoi ra cc phn mm ny cn gip cho nhn vin cng ty nng cao nng lc, tnh chuyn nghip v kh nng nm bt thng tin th trng tt nht. Thm vo , cc phn mm ny cn gip cng ty qun l xuyn sut cc chnh sch gi, khuyn mi trong h thng phn phi.

Cn trong lnh vc mua bn trc tuyn, s lng cc sn giao dch, hay ch o tng ln nhanh chng. Theo nghin cu ca cc thng mi in t v cng ngh thng tin - B Cng Thng, tnh n cui nm 2007 s lng sn thng mi in t B2B ti nc ta l 40 sn, B2C l 100 sn. Sn thng mi in t C2C cng pht trin nhanh. Tc pht trin sn thng mi in t C2C trong nhng nm 2006-2007 chm hn so vi nm 2003-2004. Tuy nhin cht lng ca cc sn giao dch C2C c ci thin rt l nhiu. S lng sn thng mi in t B2B t hn B2C nhng tc tng doanh thu t sn giao dch B2B li cao hn. Tham gia vo cc sn giao dch thng mi in t gip cc doanh nghip k kt c nhiu hp ng hn. Nm 2008, trong s cc doanh nghip tham gia vo sn thng mi in t c 69,7% doanh nghip k kt c hp ng t sn giao dch thng mi in t , cao so vi t l 63% ca nm 2007. Doanh thu t hot ng thng mi in t B2B chim 67% tng doanh thu t hot ng thng mi in t, C2C l 33%. Nhn vo c cu hng ha, dch v c gii thiu trn cc website doanh nghip, c th thy nhm hng ha ph bin nht hin nay vn l thit b in t - vin thng, dch v du lch v hng tiu dng. Nm 2008 c xem l nm pht trin nng ca hot ng bn l hng in t vin thng, th hin ch cc siu th in t vin thng mc ln nh nm. Cng theo xu th pht trin ca nghnh hng in t vin thng th s lng cc website kinh doanh mt hng ny cng tng mnh trong nm 2008. y l mt knh mua sm mi cho ngi tiu dng bn cnh knh mua sm truyn thng. Trong nm 2006 s lng website kinh doanh mt hng in t vin thng ch chim 13.4% tng s website thng mi in t; 2007 l 12.6% nhng n nm 2008 con s ny l 17.4%.

Trong lnh vc dch v ti chnh v ngn hng, nc ta trin khai c hot ng ngn hng in t, chng khon in t. Nhng tin ch m m ngi tiu dng hng li t hot ng ngn hng in t nh truy vn thng tin ti khon, thng tin ngn hng, in sao k, chuyn khon trong v ngoi h thng, thanh ton ha n. Ngi tiu dng c th tip cn vi cc dch v ngn hng in t thng qua mng internet (internet banking) hay qua mng di ng (SMSbanking). Cn trong lnh vc chng khon in t, ngi tiu dng c th truy vn thng tin th trng, thng tin ti khon, ng k m ti khon, qun l danh mc u t, t lnh giao dch cng nh l nhn thng tin v kt qu giao dch. Vo thng 9 nm 2008, ln u tin h thng quyt ton chng khon kt vi vi h thng thanh ton lin ngn hng. iu ny em li s tin li cho cc nh u t chng khon, thu ht c nhiu nh u t tham gia vo hot ng u t chng khon.

Trong lnh vc vn ti hnh khch, cc cng ty vn ti hnh khch, c bit l vn ti ng st v hng khng, trin khai hot ng bn v trc tuyn. Vic trin khai hoat ng bn v in t trong lnh vc hng khng l i hi tt yu khi tham gia vo hip hi vn ti hng khng quc t (IATA). Jestar Pacific, m tin thn l Pacific Airlines, l hng bay Vit Nam u tin tin hnh hot ng bn v in t vo thng 3 nm 2006. Sau 2 nm vo thng 7 nm 2008 hng hng khng quc gia Vit nam(Vietnam Airline) cng hon tt vic trin khai bn v my bay in t. Tnh n thng 10 nm 2008, Vietnam Airline kt ni c v in t vi 59 hng hng khng i tc trn th gii.

Tnh n ht nm 2008, Vit Nam trin khai c mt s dch v cng trc tuyn nh: khai bo hi quan in t, cp giy chng nhn xut x in t, k khai thu in t, mua sm cng trc tuyn, cp giy chng nhn ng k kinh doanh, giy chng nhn u t, giy php thnh lp vn phng i din in t, ng k con du trc tuyn. Vic trin khai dch v cng trc tuyn gip cho chnh ph trin khai k hoch mt ca mt cch nhanh chng. Ngoi ra cn to mi trng minh bch v cng khai cho tt c cc dch v cng. i vi hot ng cp chng nhn xut x in t, Vit nam trin khai h thng eCoSys theo quyt nh s 0519/Q-BTM v n Qun l v cp chng nhn xut x in t. Qui trnh cp CO in t n gin, nhanh chng v thun tin gip cho doanh nghip tit kim c rt nhiu thi gian, chi ph v nhn lc, gp phn nng cao nng lc cnh tranh ca doanh nghip. Quan trng hn na, eCoSys gip y nhanh hot ng xut khu ti nc ta. Ngoi ra nc ta cng trin khai hot ng hi quan in t theo quyt nh s 149/2005/Q-TTg ngy 20 thng 6 nm 2005. Theo thng k ca Tng cc Hi quan, t trng kim nghch xut khu hng ha thng qua th tc hi quan in t tng dn theo cc nm, t 8% nm 2006 ln trn 16% nm 2007 v 9 thng u nm 2008 t 17.5% tng kim nghch xut khu. Sau hn 3 nm trin khai hot ng hi quan in t, nc ta t c mt nhng kt qu kh quan trong thc y xut nhp khu, tuy nhin th vn cha t c kt qu nh mong i. Cho n nay th tc thng quan in t mi ch thc s thun li vi cc doanh nghip c hng ha xut khu thuc lung xanh. Cn i vi hng ha xut nhp khu thuc lung vng v lung th quy trnh khai bo vn cn tng i phc tp. Hai na l t l doanh nghip tham gia th tc hi quan in t cn cha cao. Bn cnh vic trin khai hai dch v cng trc tuyn nu trn th t nm 2009 vit nam cng trin khai hot ng mua sm chnh ph in t(e-procurement)- u thu qua mng trn 3 n v ln VNPT, EVN v y ban nhn dn thnh ph H Ni.

Tnh ti cui nm 2007 a c trn 30 tnh ph duyt chng trnh, k hoch pht trin thng mi in t ti a phng giai on ti nm 2010. Trn mi d tho k hoch khc a c cc s xy dng xong v trnh cp c thm quyn ph duyt. Nhiu k hoch c xy dng vi cht lng tt v c tnh kh thi cao, chng hn nh Chng trnh pht trin thng mi in t Thnh ph H Ch Minh giai on 2008 2010 hay K hoch pht trin thng mi in t tnh Bc Ninh giai on 2007 2010.

Bn cnh vic pht trin thng mi in t v qui m trn khp c nc, Vit nam cng rt quan tm ti hp tc thng mi in t vi th gii. Nc ta ch ng tham gia vo cc din n a phng v thng mi in t vi cc t chc APEC, UNCITRAL,UN/CEFACT, UNTACD..v song phng vi cc quc gia, vng lnh th c hot ng thng mi in t pht trin nh Hoa K, Trung Quc, Hn QucHp tc song phng v thng mi in t vi Trung Quc nhm y mnh hot ng giao thng gia hai quc gia, vi Hoa K th tp trung vo nng cao nng lc bo v d liu c nhn. Hin nay nhiu tp on ln ca Hoa K trong lnh vc cng ngh thng tin v thng mi in t nh Microsoft, IBM, Intel, IDG, Yahoo, Google, Ebay. chnh thc c mt v hot ng tch cc ti th trng ti Vit Nam. Trong lnh vc mua bn trc tip, vic hp tc gia chodientu.vn vi Ebay-sn giao dch u gi trc tuyn hng u trn th gii- c xem l bc ngot ln trong vic pht trin thng mi in t ti nc ta.

Tm li hot ng thng mi in t ti vit nam vn trong giai on u pht trin. Tuy nhin ch trong vng 4 nm ph bin thng mi in t th vit nam trin khai c mt s ng dng thng mi in t nh trong mua bn hng ha dch v, cung cp dch v cng cho d kt qu t c cha cao. Cc hot ng thng mi in t trin khai ti vit nam ch mi mang tnh hnh thc do hn ch v h tng k thut cng nh nhn thc ca ngi dn.

Cu hi n tp

1. Thng mi in t l g? Cho bit cc loi hnh chnh ca thng mi in t.

2. Thng mi in t khc g so vi kinh doanh in t?

3. Nu qu trnh pht trin ca thng mi in t.

4. Nu nhng c im chnh ca thng mi in t trong giai on ny.

5. Thng mi in t c tc ng nh th no ti doanh nghip v x hi.

6. Nu nhng li ch ca thng mi in t i vi doanh nghip, ngi tiu dng v x hi.

7. Nu nhng mt cn hn ch ca thng mi in t.

8. Nu qui trnh mua bn hng trn amazon.com, qui trnh u gi trn ebay.com.

9. Nu thc trng thng mi in t trn th gii v ti Vit Nam hin nay.

10. Cho bit 3 cng ty bn l trc tuyn hng u trn th gii trong nm 2008. Nu nhng thnh cng v cch thc m 3 cng ty bn l ny tin hnh t c kt qu .

Thut ng

I: Infrastructure C s h tng Cng ngh thng tin v truyn thng

M : Message Cc vn lin quan n Thng ip d liu

B: Basic Rules Cc quy tc c bn iu chnh chung v TMT

S: Sectorial Rules/ Specific Rules Cc quy tc ring, iu chnh tng lnh vc chuyn su ca TMT

A: Applications c hiu l cc ng dng TMT, hay cc m hnh kinh doanh thng mi in t cn c iu chnh

Internet l mng my tnh c kt ni vi nhau trn khp ton cu

M hnh ngi bn (Sell-side): mt ngi bn nhiu ngi mua ngi bn s bn hng thng qua cc catalog in t, hay tin hnh bn thng qua hnh thc u gi tng

M hnh ngi mua (Buy-side): mt ngi mua nhiu ngi bn thng qua hnh thc u thu in t, mua hng trn cac sn giao dch in t.

Sn giao dch in t (Electronic Exchange): nhiu ngi bn nhiu ngi mua sn giao dch o

M hnh thng mi in t cng tc (Collaborative Commerce): nhng trang web thng mi in t B2B kiu ny ch yu tp trung vo hot ng tng tc gia ngi bn v mua hn l vic tin hnh cc hot ng mua v bn

Chnh ph in t ( e-gorvement: G2C, G2B,G2G, ): m hnh thng mi in t trong chnh ph s s dng cc phng tin in t ( ch yu l my tnh v mng internet) lin lc vi doanh nghip, ngi dn v cc t chc ca chnh ph, cung nh cung cp cc dch v cng cho cc thnh phn ni trn

Chng 2. Giao dch in t

1. Hp ng in t

1.1. Khi nim, c im hp ng in t

Trong bi cnh nn kinh t th gii pht trin vi tc nhanh chng v s cnh tranh gia cc doanh nghip trn th gii din ra ngy cng khc lit. Vic tm kim i tc, khch hng, tm kim c th trng mi, t chc c knh cung ng linh hot, gn nh, nhanh chng vi chi ph gim cng nh kh nng phn ng nhanh hn vi cc c hi trong trong gung quay ca th gii kinh doanh l nhng li th khng th thiu i vi mt doanh nghip mun tn ti v pht trin theo kp th trng th gii. Thng mi in t ni chung v hp ng in t ni ring chnh l chic cha kha dn cc doanh nghip ti kh nng nng cao nng lc cnh tranh trong iu kin hi nhp kinh t quc t.

1.1.1. Khi nim

Theo quy nh ti iu 388, B lut Dn s Vit Nam (2005): Hp ng dn s l s tha thun gia cc bn v vic xc lp, thay i hoc chm dt quyn, ngha v dn s. iu 24, Lut Thng mi (sa i, 2005) cng quy nh v hnh thc hp ng mua bn hng ha. Theo , Hp ng mua bn hng ha c th hin bng li ni, bng vn bn hoc c xc lp bng hnh vi c th. i vi cc loi hp ng mua bn hng ha m php lut quy nh phi c lp bng vn bn th phi tun theo cc quy nh .

V c bn, hp ng in t cng ging hp ng