Chương 2 giao dịch điện tử docx

Chuang 2
GIAO DICH
OIEN To.
2.1. Ho ding din tir
2.1.1. Khdi niem, rkic diim hgp clang dien
tic
Trong b6i canh nen kinh to the giei phat then vii tic dO nhanh chong
va su canh tranh gift cac doanh nghiep ten the gioi dien ra ngay cang kh6c
Viec tim kiem d6i tac, khach hang, tim kiem thi truing mai, to chuc
kenh cung irng linh host, gin nhe, nhanh chong vii chi phi giam cling nhu
kha nang phan ling nhanh ham vii cac ca hOi mai trong nen kinh to town
cau
la nhang loci the khing the thieu dii vii mOt doanh nghiep mutin tin tai va
phat trien theo kip thi truing the giai. Thuang mai dien tir noi chung va hop
ding dien tir noi rieng chinh la chic kh6a giup cac doanh nghiep nang cao
nang l%rc earth tranh trong lieu kien hOi nhap kinh to qu6c te.
2.1.1.1. Khai niem hop clang then ter
Theo quy dinh tai di'eu 388, BO lust Dan su Viet Nam (2005):
"Hop
cling dan su la ste thoa thuan girea cac ben ve viec xac lap, thay doi hoac
cham dtit quyen, nglira vu dan sy.".
Dieu 24, Luat Thuang mai (sea
d6i,
2005) ding quy dinh ye hinh thirc hap ding mua ban hang h6a. Theo do,
"Hop cling mua ban hang hOa dupe the hien bang lOri noi, bang van ban
hoac dirge xac lap bang hanh vi
cu
the. Doi vii cac logi hop ding mua ban
hang hoa ma phap luat quy Binh phcii decoy lap bang van ban thi phai twin
theo car quy dinh dó".
V'e ca ban, hop .ding dien tir ding gi6ng hop ding truyen thing ve

chirc nang, nOi dung va gia tri phap
1ST.
Diem khac biet noi bat la hinh thirc
the hien va phuang thirc ky ket h9p ding dien tir. Lust
mAu ve
Thuang mai
dien tiz cua UNCITRAL (1996) quy dinh
"Ye hinh thicc hop &Ong, trio khi
cac ben có quy dinh khac, chao hang va chOp nhan chao hang có the &toy
the hien bang thong cliep du- lieu. Khi thOng diep da. lieu Ayr su dung de
53
hinh thanh hop djng, hop &Ong do khong bi phu nhan gia tri phap 135 chi vi
no dtrorc thi hien 1•44'ng thong diep di? lieu"
[Dieu 11, mix
1].
Luat Giao dich dien tir caa Viet Nam ding da quy dinh:
"Hop dcing
dien tit la hop ding dwoc thiit lap duol dgng thong diep dit lieu theo quy
dinh cua Luat nay"
[Dieu 33]. "Thong diep du lieu" ding dugc quy dinh cu
the la "thong tin
dugc
tao ra, dugc giri di va dugc luu frit bang phucmg lien
dien tir", ding theo d6, "phucmg lien dien tir" dugc quy dinh la "phuong tien
hoat Ong dua tren cong nghe dien, dien tir, ky thu4t so, tir tinh, truyen dAri
khong day, quang hoc, dien tir ho4c cong nghe tuang tu" [Dieu 4, muc 12].
Ludt Giao dich dien tir Viet Nam va Cong uac cila Lien hop quic ve sir
dung thong diep dit lieu trong giao ket
.
hop doing quic to deu khong phan

biet hgp dung dien tir co tinh thumg mai va hgp ding dien tir khong co tinh
thucmg mai. Doing thari cac nguin lua't nay ding khOng phan biet cong nghe
cu the nao dirge sir dung
a ky
ket hop ding. Dieu nay la phii hop vi hop
ding dien tir dugc dieu chinh chu yeu ve viec hinh thanh hop ding va gia tri
phap
1S
,
dm hop ding nham giam thieu su thay doi, bi sung cac nguin lu'at
lien quan khi ap dung hop ding dien
Hop ding dien tir dugc ky ket co nhieu cap de tir dan gian den phirc
tap. Viec ky ket hgp ding dien tir co the don gian nhu dZit mua ye may bay,
mua sach hay mua met chiec dien thoai di deng qua mang Internet va
thanh town bang the tin dimg. Viec ky ket hop ding dien tir ding c6 the phirc
tap han, vi du nhu viec lua chin va mua met chi& may tinh ten website
ban hang to doing, ho4c Iva chin va d4't mua met chiec 8 to qua Internet.
Hgp ding dien tir con co the dugc hinh thanh phirc tap han qua hinh thirc
dau gia tivc tuyen gifta cac ca nhan tren website cua eBay ho4c cac nha
cung cap linh kien san xuAt 0 to teen website mua sam dia cac nha san xuAt
8 to. Mire dO phirc tap nay thuong kh6ng chi do ding nghe hinh thanh hgp
ding ma con do tinh pink tap dia ban than giao dich thuang mai hay quy
trinh kinh doanh trong timg linh vuc cu the.
Hgp ding dien tir du thucmg mai hay phi thucmg mai, du don gian hay
phirc tap tnrac het Van la met hop ding, c6 cac nOi dung ca ban nhu hop
ding truyen thing. Su khac biet loin nhAt la o each thirc giao ket va hinh
thanh hop ding, di la giao ket thong qua cac phuang tien dien tit va hgp
ding dien tir dugc truyen gixi, nhan thOng qua cac mang van thong. Chinh
su khac biet nay tao nen mot s8 d4c diem rieng dm hop &Ong dien
54

* Khai niem v"J giao kit hop cljng lien ter
Giao ket h9p dtmg la thuat ngcr dugc BO lust Dan str Viet Nam nAm
2005 sir dung
a
chi viec 14 ket h9p Sing. VI vay, giao ket h9p dong dien tir
la qua trinh dam phan, thuang thao, tao lap va ky ket hap Sing thong qua
viec trao d6i cac dir lieu dien tir. Cac hap d6ng dugc giao ket nhu vay se
dugc luu tit mOt phAn hoac hoan toan a dang dir lieu dien tCr. Lust Giao
dich dien tir n'am 2005 dm Viet Nam dinh nghia "Giao ket hap d6ng dien tir
la viec sir dung thong diep dir lieu
a
lien hanh mOt ph&n hoac toan b0 giao
dich trong qUa trinh giao ket h9p dtmg".
2.1.1.2. Dac diem clic: hop djng then ter
Do hap Sing dien tir dugc hinh thanh qua cac th8ng diep dir lieu va
truyen giri qua Internet va cac mang vien thong nen hop diing dien tir co
nhimg dac diem chinh sau day:
(i).
Thj hien being thong diep dir lieu:
Dac diem not bat nh
l
at dm hop
d6ng dien tir la hinh th*c the hien. Hap Sing dien tir dugc tao lap bai cac
thong diep dit lieu, de hien thi cac nOi dung oh hap Sing dien tir can có cac
thiet bi dien tir vi du nhu may tinh, dien thoai di dung Hinh thirc dm hop
Sing dien tir hoan toan khac voi hinh thuc ph6 bien nhAt cua hop ding
truyen th6ng tren giAy. Chinh dac diem nay cua hqp Sing tao cam giac h9p
Sing dien tir la "ao", khOng "cam nAm" dugc mOt each
a
clang.

(ii).
Do cac phwong tien dien tir too ra, trulett 01 vie lwee tra.:
Hop
dong dien tir duce giao ket thong qua cac phucmg tien dien tir nha su tien b0
cua cac cong nghe hien dai nhu: cong nghe dien tir, ding nghe s6, tir tinh,
quang h9c, mpg vien thong khong day, mang Internet Viec sir dung cac
phucmg tien dien tir va mpg vien thong gill') viec giao ket h9p Sing thuan
tien, chinh xac va nhanh han so vai truyen th6ng. DSc biet, c8 nhting giao
dich dien to ma h9p &Ong dien tir dugc 14 ket hoan toan to dOng gifra mOt
ben la Ichach hang va mOt ben la doanh nghiep dugc dai dien bai website
ban hang to dOng nhu trong cac mo hinh ban le B2C.
(iii).
Pham vi ky kit Ong:
H9p ding dien tir duce 14 ket thong qua cac
phucmg tien dien tir va mang vien thong, chinh cac yeu t6 nay ma rOng
pham vi giao ket hap dong dien tir ra khip the giai. DSc biet la viec sir dung
mang Internet trong qua trinh giao ket hap Sing, cac ben tham gia h9p dong
có the 14 ket hgp ding tir m9i nai ten the gioi.
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(iv).
Pink tap v'
e Ity thaft:
Ben canh su thu'an lien va Wet kiem chi phi
do sir dung phuong tien dien tir va
mpg vien
thong de ky ket hgp ding.
Chinh nhimg
y611 to
nay lai tao ra met se khO khan ban dAu cho vice sir dung
vi hop ding dien tir dei hei nguoi sir dung can c6 kiln thirc va ky nang nhAt

dinh khi sir dung cac phucmg tien dien dr.
(v).
La@ clan chink chwa hg thimg viz chi tilt:
Phap luat truyen thong
chua de cap den cac vAn de nhu thong diep dir lieu, trao del dir lieu dien dr,
chit k5
,
dien ter, chUng thuc chit 14 dien ter, phong tranh va xir IST cac hanh vi
gian len, lira dao, gia mao chit k3'r dien tir Chinh vi hop ding dien tir la
met linh vx.rc mai dei vai ca cac ben tham gia va cac ca quan quan ly nen
chua the c6 met
h0
thong hoan chinh de giai quyet triet de nhimg van de
phat sinh.
2.1.1.3. Phan loci hop clang dien tit
flgp
ding dien ter hinh
thanh va phat trien song song voi su hinh thanh
va phat
trien cua thuang mai
dien tir. Dua tren thuc an qua trinh phat trien
va cong nghe dugc sir dung trong qua trinh ky ket harp ding dien tir, co the
phan chia thanh ben loai hop ding dien tir phi bin sau:
a.
Hop cling truye'n thong Arc clua len web
Met se harp ding truyen thong d'a dugc sir dung thutmg xuyen va chuAn
nei dung, do met ben sop thao va dua len website de cac ben tham
gia ky ket. Hgp ding dien tir loai nay thuamg dugc sir dung trong met se
linh vuc nhu dich vu vien thong, Internet, dien thoai, du lich, van tai, bao
hiem, tai chinh, ngan Cac hop ding dugc dua toan

bi)
nei dung len
web va phia duai thuOng c6 nut
"Ding
ST"
hoc
"Khong ding Si"
a
cac
ben tham gia lua chin va xac than su ding
y
vai cac dieu khoan cua hop
ding. Co hai loai hgp ding dien tir phi bien: Hgp ding truyen thong dugc
hinh thanh qua giao dich to ding &
Hop ding co sir dung Chit
kS
,

b.
Hop clang dien tit hinh thanh qua giao dich to clang
Day la hinh thirc hgp ding dien ter dugc sir dung phi bin tren cac
website thuang mai dien ter ban le (B2C), dien hinh nhu: Amazon.com
,
Dell.com
, Ford.com
, Chodientu.vn
, Thegioididong.com.vn
Trong hinh
thirc nay, nguad mua tien hanh cac busk dat hang tuAn to tren website cua
nguad ban theo quy trinh da dugc to ding hoa. Quy trinh

nay
thong thuamg
56
gom
cac buac tir tim kiem san pham, lira chip, dat hang, tinh gia, chin hinh
thirc giao hang, thanh town, xac nhan h9p ding
Dac diem nii bat dm loci hgp ding dien tir nay la nOi dung h9p ding
khong dugc sop sin ma dugc hinh thanh trong giao dich to dOng. May tinh
to fling h9p nOi dung va xir ly trong qua trinh giao dich dua teen cac thong
tin do nguiyi mua nhap vao. MOt so giao dich dien tir ket thitc bang hop
ding, mOt so khac ket thitc bang don da't hang dien tir. Cuii qua trinh giao
dich, hop ding dien tir dugc tong hgp va hien thi de nguoi mua xac nhan su
dingy von cac nOi dung dm h9p ding. Sau do, nguoi ban se dugc thong bao
ve
hap ding va giri xac nhan dii von hgp ding den nguari mua qua nhieu hinh
thirc, co the bang email hoac cac phuong thirc khac nhu dien thoai, fax
c.
Hap dOng dien to hinh thanh qua Mu dien to
Day la hinh thirc hap ding dien tir dugc sir dung phi bien trong cac
giao dich dien tir giita cac doanh nghiep von doanh nghiep (B2B), dac bit la
trong cac giao dich thuong mai dien tir quic te. Trong hinh thirc nay, cac
ben sir dung thu dien tir de tien hanh cac giao dich, cac buck phi bien
thuemg bao chao hang, h6i hang, dam phan ve cac dieu lchoan cita h9p
ding nhu quy cach pham chat, gia Ca, so luting, dieu kien co sa giao hang
Quy trinh giao dich, dam phan, ky ket va thuc hien h9p ding tuang to quy
trinh giao dich truyen thing, diem khac biet la phuong tien sir dung
a
thuc
hien giao ket hgp ding la may tinh, mang Internet va email.
Hinh thirc giao ket hgp ding dien tir qua email c6 uu diem nii bat la

truyen tai dugc nhieu chi tiet, nhieu thong tin, tic dO giao dich nhanh, chi
phi thap, pham vi giao dich rang. Tuy nhien, hinh thirc nay co mOt nhugc
diem la tinh bao mat cho cac giao dich va kha nang rang buOc trach nhiem
cua
cac ben con thap. H9p ding nay thuong dugc thiet lap qua nhieu email
trong qua trinh giao dich, tuy nhien, cac ben thuftg tap h9p thanh mOt hgp
ding hoan chinh sau qua trinh giao dich de thing nhat lai cac nOi dung da
nit& tri trong qua trinh dam phan.
d.
Hap clOng dien to co sir dung chit kj so
Day la hinh thirc hop ding dien tir da dugc sir dung tren cac san giao
dich dien tir tien tien nhu Alibaba.com
, Asite.com
, Covisint.com
,
Bolero.net
Dac diem nii bat la cac ben phai c6 chit 14 s6 de kST vao cac
57
thong diep dir lieu trong qua trinh giao dick. Chinh vi c6 sir dung chit ky s6
nen loai hgp ding dien to nay c6 dO bao mat va rang buOc trach nhiem cac
ben cao ham cac hinh thirc tren. Tuy nhien, de c6 the sir dung chit ky so, can
co su tham gia cua cac ca quan chfmg thvc chit kj
,
s6 ma teen the giai cong
nhu tai Viet Nam hien nay, dich vu nay con trong giai down bAt dau trien
khai.
Quy trinh ca ban de ky ket hop ding dien tfr c6 sir dung chit ky s6 bang
cong nghe khoa ding khai PKI (Public Key Infrastructure) thuimg gom sau
buac ca ban:
Bit& 1.

MOt ben (nguai gfri) sop thao hgp ding, sau d6 rut gin hgp
ding bang phan mem. Quy trinh nay thuong dugc ggi la quy trinh rut gin
hgp ding (Hash-Function).
Bade 2.
Ben do lien hanh tao chit ky so tir ban rut gin cua hgp ding
bang each sir dung khOa bi mat cua minh. Hai buck nay thu6ng dugc ggi la
qua trinh kj
,
so.
Bade 3.
He dam bao bi mat nOi dung hop ding va chit ky so, ben nay
lien hanh ma hga ca hgp ding va chir ky so vira tao bang kh6a cong khai
cila ben kia. Sau do gfri hgp ding va chir ky
so da
dugc ma He qua Internet
den ben kia (nguoi nhan). Buck nay dugc ggi IA "goi phong bi so".
Bade
4. NguOri nhan tien hAnh "ma phong bi sin bang each sir dung
khoa bi mat cua minh de giAi ma thong diep nhan dugc. Buck nay dAm bAo
chi duy nhat .nguoi than c6 the nhan dugc thOng diep va chit ky so
cua
nguoi gfri. Khi da ngu6i nhan se co trong tay hgp ding va chi/ ky so
cua
nguoi giri. Tiep theo nguoi nhan
tien
hanh xac thvc tinh town ven nOi dung
cua
hgp ding va chit ky so.
Bit* 5.
Nguai nhan tien hanh Kit gin hgp ding va nhan dugc ban rut

gin thfr nhat; tier, do nguoi nhan tien hanh giai ma chit ky se; bang kh6a
cong khai cua ngu6i gfri va nhan dugc ban rut gin thir hai.
Bade 6.
Nguai nhan
lien hanh
so sanh hai ban rut gin nay, neu giing
nhau chfmg t6 sir toan yen cua hgp ding va chit ky so dfmg la cua ngu6i
gfri. Neu co su khac biet chung to
da
c6 su thay doi nOi dung hgp ding hoac
chit kj
,
so.
Ve ca ban quy trinh ky ket Nip ding dien tfr co six dung chit ky so
tuang ttx nhu quy trinh giao dich thucmg mai dien tfr B2C hoac B2B, diem
58
khac bit la trong moi buac giao dich, cac ben sir dung chit 1c5f
s6 a
bao mat
nOi dung va xac thvc ngu6i giri hop dOng.
2.1.1.4. Loi ich cita hap along alien tit
Sir dung hop dOng din tir dem lai cho doanh nghi6p b8n 19i ich co ban.
Thu nhat,
hop dog din tir giup cac b6n tit ki6m thoi gian, chi phi giao
dich, dam phan va 1c5
,
Vet h9p dOng.
Thu hai,
sir dung hop dOng din tir
giup

cac doanh nghi6p giam chi phi ban hang.
Thu ba,
sir dung hop dOng din tir
giiip qua trinh giao dich, mua ban nhanh va chinh xac han.
Thu tu,
sir dung
hop dOng din tir giup cac doanh nghi6p nang cao nang hrc canh tranh va
kha rang hoi nhap kinh to quOc te. Hop dOng din tir khong chi dem lai loci
ich cho cac nha san xuAt ma con dem lai nhieu 19i ich cho cac ding ty
thucmg mai.
Di8n hinh la cong ty Thucmg mai va XuAt nhap khAu Li-Fung tai Wing
Kong da sir dung h9p Sing din tir rat thanh cong. C6ng ty nay hoat d6ng
vOi to cach la trung gian gioi thi6u cac san phAm cua Trung QuOc va HOng
Kong sang thi tnrong MY va Chau Au. Li-Fung da timg buac xay dung
dugc he
thOng mang giao dich din tir 1c8t n6i cac nha san
xuAt
tai Trung
QuOc, Hong Kong von cac khach hang tai My, Chau Au de" ki8m tra hang
hoa, nguyen lieu
r6i tin toi ky
kOt hop doting. Teen ca so h6 thOng giao dich
din tir nay, Li-Fung có th6 ky hqp dOng cung cAp hang h6a cho cac lchach
hang My, Chau Au va qua do ciing lien hanh ky
k6t
hop dOng von cac nha
san xuAt tai Trung QuOc, Wong Kong va h9p dOng mua nguyen lieu von cac
nha cung cAp Nhat Ban, Han QuOc. Hang Ma duoc giao trkrc tip tir nha
may dm cac nha san xuAt sang cac Ichach hang tai My va Chau Au. Thong
qua h8 thOng giao dich din tir, Li-Fung da giam chi phi va th6i gian luu

trix
hang, nguyen lieu, th6i gian tir khi dat hang den luc giao hang tir 6 tun
xuOng con 16 ngay, di6u nay tao ra loi th
l
e canh tranh cua Li-Fung so von dOi
thu
canh tranh khac.
2.1.2. KS
,
kit hpp (tang CO ter
2.1.2.1. Kf
,
kit hop siting dien tit B2B
B2B la chit vi6t tit ciia Business-To-Business d8 chi mo hinh giao dich
59
throng mai dien tir gift doanh nghiep voi doanh nghiep. Giao dich B2B
thtking dien ra tai cac san giao dich dien tir B2B (B2B emarketplace), trao
d6i
giao dich qua thu dien tir hoac mang truy'en tai dir lieu dien tir (EDI).
Theo website nghien cfru thi truang - eMarketer (2003) va Citing ty dit lieu
qu6c to - International Data Corporation (2004), tong gia tri giao dich thucmg
mai dien tir B2B dat 1.400 tS
,
USD trong nam 2003 va 2.400 ty USD trong
nam 2004. Cling theo tinh toan cna hai ding ty nay, tong gia tri thucmg mai
dien to B2B toL cau nam 2008 dat khoang 10.000 t'
S
,
USD. TS
,

le phan tram
giao dich B2B dIra tren Internet trong tong gia tri giao dich thucmg mai
B2B khong qua Internet tang tir 0,2% nam 1997 len 2,1% nam 2000 va
khoang 10% nam 2005. TS
,
trong cac giao dich thuang mai dien tir B2B
chiam trung binh khoang 85% tong gia tri giao dich thucmg mai dien tir.
Thuang mai dien tir B2B da trai qua 5 giai doan phat tri6n tinh tir nam
1995 an nay, bao g6m:
- Giai doan 1 (1995-1997): Hien dien ten web, quang ba va Vic ti6n;
- Giai doan 2 (1997-2000): Dat hang ft
-
km tuy6n B2B;
- Giai doan 3 (2000-2001): San giao dich dien tir B2B, B2G;
- Giai doan 4 (2001-2002): Quan tri ngu6n hrc doanh nghiep (ERP);
- Giai dog' 5 (2002 - nay): Ban hang to dOng, dich vu true tuy6n, tich
hop he th6ng thong tin trong va ngoai doanh nghiep, lien k6t va ph6i hop
von d6i taz thOng qua
N
th6ng SCM va CRM.
Thucmg mai dien tir B2B dang buac vao giai doan thir nam, trong giai
dog' nay cac doanh nghiep tang cuamg ling dung ding
-
nghe thong tin d6
xay dung cac he tilting thong tin tich hop giira nha cung cap
,
va ngu6i mua,
cai thin day chuytn cung ling, nang cao hieu qua san xuat ben trong va
phan ph6i ben ngoai doanh nghiep, xay dung cac he th6ng ban hang va dich
vu khach hang thong minh, tryc tuy6n.

Thuang mai diO tir B2B ding dugc chia thanh b6n loaf hinh ca bL
clva ten quy trinh giao dich, d6i tugng xay chpig ca so ha tang cho giao dich
dien tir va s6 lugng cac ben tham gia san giao dich dien tu. Cac san giao
dich nay bao g6m:
- San cna nguiri ban: do ngoai ban ban thanh lap cho nhi'eu
ngu&i mua.
- San ciia nguiri mua: do nguiyi mua thanh lap cho nhi6'u ngoai ban.
60
.
- San cim trung gian:'cho
nhieu nguai ban va nhieu nguai mua.
- Cling thirong mai dign tir tick ho:
do nhieu ben phi hgp nham
chia se thong tin va giao dich gala doanh nghiep, co quan quan ly, cac to
chirc.
CO nhieu san giao dich thucmg mai dien tir dien hinh cho
tat
ca cac mo
hinh tren nhu: Cisco - San giao dich cua nguai ban; General Electric,
Boeing, Marshall - San giao dich cua nguai mua; Alibaba - San giao dich
cua trung gian hay Belero.net
- Cling thuong mai dien tir. Cisco dugc coi la
mOt trong nhang cong ty dau tien da xay dung thanh cong san giao dich dien
tir B2B tren the giOi.
a. Ki kit hap djng tren san giao dich thizang mai dien to disci Cisco
Systems
Cisco Systems (www.cisco.com
) la nha san xuat b0 dinh tuyen (router),
b0 chuyen mach (switch), day la nha cung cap dich vg lien ket mang hang dau
the gi&i. Cisco da khong ngimg mo reng trong vai nam gall day va da phat

trien thanh san giao dich thuong mai dien tir chuyen cung cap dich vu ban
hang tivc tiep cho cac khach hang la doanh nghiep lan nhat ten the gioi. Tir
nam nam 1994, Cisco dua town b0 he thOng kinh doanh cua minh len mang va
dat ten la Ket not Cisco trkrc tuyen (Cisco Connection Online - CCO).
Den nam 2001, website nay da don nhan khoang 1.3 trieu lugt khach
hang va cac doi tac trung gian truy cap de nhan dugc su ho trg
ky thu4t,
dat
hang va kiem tra tinh hinh thIrc hien hgp dOng, hoac tai phan mem. Dich vv
nay thu but khoang 85% cac yeu eau dich vu cua khach hang va 95% phan
mem cap nhat dugc thvc hien trvc tuyen. Dich vu ten website B2B cua
Cisco dugc cung cap bang 14 thin tieng. MO hinh cua Ciso dugc coi la mOt
mo hinh B2B thanh cong dien hinh dau tien tren the gioi.
KST
ket hcrp thing di?n tir B2B: Cisco xay dimg
tat ca
cac san pham
cua minh theo don dat hang dm cac khach hang doanh nghiep, vi the có rat
it san pham lam san. Truck khi có he th6ng kinh doanh twc tuyen CCO, dat
hang va quan 15
,
cac don dat hang la mOt cong viec ton thai gian, phirc tap
va hay xay ra loi, vi no dugc tien hanh bang fax hay thu truyen thong. Cisco
bat dau irng dung cac cong cu thuong mai dien tir dua ten nen tang Web
vao thang 7 nam 1995, va trong yang 1 nam, trung tam san pham Internet da
61
có the cho phep khach hang mua bat kS
,
san pham nao cila Cisco tren Web.
Ngay nay, mOt

ky
su cua khach hang di the ng6i tai mOt chiec may vi tinh,
thiet ke mOt san pham va có the phat hien ngay lap tirc neu có bat 14 mOt sai
sot gi trong eau hinh do thOng qua he th6ng 111) trg thiet ke to Ong oh
Cisco. Bang viec cung cap gia ca va cac cong cu cho phdp khach hang to
eau hinh san pham theo nhu cau cua minh, hau het cac don hang (khoang
98% ) au dugc dat thong qua CCO, tiet kiem th6i gian va chi phi cho ca
Cisco va khach hang. Nam 1996, trong yang 5 thang dau hoat Ong dat hang
dien tir, Cisco da ghi nhan doanh thu ban hang
trkrc tuy6n
teen 100 trieu
USD. Con s6 nay tang len 4 tS
,
nam 1998 va hcrn 8 tSr nam 2002.
b. Giao dich tren cdng thwang mai dien tee Bolero.net:

MO hinh san giao dich dien tir qu6c to B2B dugc thanh lap dau tien tren
the gioi la Bolero.net
, veri muc dich trien khai van don dien tir va tat ca cac
chimg tir dien tir trong qua trinh giao dich thuong mai
qu6c t6.
Dac diem n6i
bat oh mo hinh nay la sir dung chit
14 s6 trong tat
ca cac giao dich. Tai moi
buck giao dich, cac ben au sir dung chit 14 s6 de ma hoa va bao mat thong
diep dir lieu tnrac khi truyen giri. Chit 14 s6 ding co the dugc sir dung tai
cac san giao dich dien tir, tai do cac ben có the sir dung chit 14 s6 de 14, giri,
nhan, xac thuc cac ben va nOi dung cac chit/1g tir dien dr.
Toan 1)0 quy trinh giao nhan dien tir thong qua Bolero.net

trong do bao
ghln ca quy trinh phat hanh van don dien tir, chuyen quyen sa hitu tir ngtecri
xuat khau sang nguoi nhap khau, an viec xuat trinh cho dai ly ngtr•M
chuyen cha tai nuov nhap khau de nhan hang dugc minh hoa qua 14 buoc
cu the nhu sau:
Mt* 1:
Ngu6i nhap khau clang nhap vao Bolero.net
va dat hang thong
qua
N
th6ng xir ly thong diep Trung tam (BCMP - Bolero Core Messaging
Platform);
Buyk 2:
Nguoi xuat khau Bang nhap vao Bolero.net
va nhan don dat
hang cila ngu6i nhap khau;
13trac 3:
Nguei nhap khau giri cho ngueri xuat khau mOt thong diep you
cau cac chimg tir can xuat trinh sau khi giao hang
a
dugc thanh toan;
Bwor 4a:
Nguei xuat khau giri chap nhan cho ngold nhap khau;
62
Bwck 4b:
Nguai nhap khau giri del) thong diep den ngan hang yeu eau
ma L/C;
Burk 5:
Ngan hang ma L/C th6ng bao cho ngued xuat khau thong qua
Bolero.net

va Nguai xuat khau thtrc hien giao hang nhu trong truyen th6ng;
Bwor 6:
Nguai xuat khau giri cat yeu eau lay cat chirng tir can thiet
den cac co quan nhu Chimg nhan kiem dich, Chimg nhan xuat xir, Chung
nhan chat lucmg, Van don duemg bien, Bao hiem don ;
Mc&
7: Cat chimg tir dien tir dugc chuyen den cho nguai xuat khau
thong qua Bolero.net
;
Bwor 8:
Nguai xuat khau giri b0 chimg tir dien tir cho Trung tam xir15
,
thanh town (SURF - Settlement Utility for managing Risk and Finance)
thu0c Bolero.net
de t6 chirc kiern tra va tien hanh thanh town;
Bwor 9:
SURF kiern tra cat chirng tir vai L/C va thong bac, cho nguai
xuat khau va ngan hang cua nguai nhap khau;
Bwoc 10:
Nguai nhap khau thanh toan cho Ngan hang nhap khau, b0
chimg tir dugc chuyen cho nguai nhap khau;
Bwor 11:
Ngan hang nhap khau thanh town cho ngan hang dm nguai
xuat khau;
Bithc 12:
Khi hang den cang, dai Vr cua nguai chuyen chithong bao
hang da den cang cho nguai nhap khau;
Bwoc 13:
Nguai nhap khau xuat trinh van don dien tir de d6i lay leash
giao hang;

BwOc 14:
Nguai nhap khau dung leash giao hang
a
than hang tir nguai
van tai.
Mac du phucmg thirc giao dich dien tir teen, dac biet la viec ky lc& hgp
dting va sir citing cat chimg tir dien tir, da dugc phat trien qua hcm 20 nam
nhtmg van chua thtrc str dap img dugc nhu eau giao dich dien dr. Nguyen
nhan IA do trong thucmg mai qu6c to c6 rat nhieu ben tham gia vao qua trinh
giao dich, van tai, giao than, thanh town, bao hiem
Tuy nhien, vai t6c dq phat trien cita ung citing cong nghe thong tin nhu
hien nay, khi cat t6 chirc nay c6 du dieu kien ve cong nghe va co mot moi
twang phap ly dAy du d6i vai hgp d6ng va cac chimg tir dien tir; cong tham
gia mOt he th6ng cac sin giao dich dien tir B2B tieu chuan nhu Bolero hoac
63
5.
XACNHAN
N GUtil
XUAT
KHAU
6.
YAti cin
Hinh 2.1. Quy trinh giao nh4n din sir thong qua Bolero.net

1.
D411 T
HANG
4-a. Chip nhin

14.

4-b. Giii
•
d€n Ngin
hing
BOLERO
CORE
MESSAGING
PLATFORM
S-b. Thong bin eho
nguiri Bin
5-a.

Co quip kiim dick
Chung nhin x.xir
Chtmg nhin
chluong
Vin don throng
bihu
# • •

04. Ter tai hii gum
6. Yen nig 14-

Bio bairn don
TA
clang thqc
.


este chin; tar



nip thiet

NGIrei
XUAT
►

KHAU
£1 urge eip
cie chin; tip
tin thiet
D4i
1j c>Ia
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chuyen c
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NRAP
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NGAN HANG
CIYA NGUY:1I
XUAT KHAU
S. Girt 134
thing ti
dijn
tir cho SURF
NGAN HANG
CtJA NGLA111
NHAP KHAU
4

n
•
n
107
11.
Thank toin
NGAN HANG
CUA NGTA:11
NHAP !CHAU
12.
Thong bio
hing di din
tang

lo• • • • •
13.
Xuit trioh
11/1.
14.
Linh giao
blunt

•
twang to thi viec ky ket
va
thuc hien hop d'Ong dien to
se
thuc
su

dugc
ap
dung rang rai tao dieu kien thuan lgi han de phat trien va h'ei nhap kinh to
qu6c
Ngudn: Nhom
tow
gia ttt tang kp
64
2.1.2.2. KY) kit hpp cMng dien to B2C
Thucmg mai dien to B2C (Business-To-Consumer) la mo hinh giao dich
thucmg mai dien ter Oita doanh nghiep vai khach hang ca nhan, dien hinh la
viec doanh nghiep thong qua website ban hang tivc tier
,
cho ngtroti tieu dung.
Mo hinh thanh ding nhat den nay va ding la met trong cac mo hinh thucmg
mai dien ter dau tien ve ban le trvc tuyen la Amazon.com
. Khai dau bang mo
hinh cfra hang ban sach trvc tuyen, den nay da phat trien thanh dm hang
trvc tuyen lam nhat the giai. Amazon.com
c6 ten day du la Amazon.com Inc.,
ducic
thanh lAp Warn 1994, c6 try so tai Seattle, Washington, Hoa Ks/. Doanh
s6 ban hang dm Amazon.com
nam 2007 la 14,84 tS
,
USD, lgi nhuAn rang la
476 trieu USD v6i tong s6 nhan vien 17.000 nguai. Mo hinh ky ket hgp
dang B2C ten Amazon.com
da troy thanh mo hinh chuart de cac doanh
nghiep ban le trvc tuyen tham khao khi xay dung quy trinh ban le cua minh.

Quy trinh dugc thvc hien gitra met ben la khach hang thvc va met ben la he
thong ban hang to dOng cita Amazon.com
thong qua Internet. Quy trinh ky
ket hop dang dien ter B2C ten Amazon.com
gem 10 buck, cu the nhu sau:
Mak 1.
Tim kiem san pham tren website cua Amazon.com . Cong cu
tim kiem (Search Engine) gem nhieu chirc nang tim kiem firth to de khach
hang c6 the
a
dang tim dtrgc san pham met cach nhanh chong;
Buoc 2.
Cho phdp khach hang xem chi tiet san pham. Tai buac nay,
khach hang c6 the xem cac th6ng tin ve nha san xuat, tac gia, thong tin
chung ve san pham, dac biet la xem cac binh ch9n, danh gia cua khach hang
dA mua san pham;
Bic* 3.
Them san pham vao gia mua hang (Add to Shopping Cart): Tai
buck nay, website Wong tac cua Amazon.com
to dOng ggi y met se san
pham, dtra ra quang cao, khuyen mai lien quan den san pham dang mua sam;
Bid& 4.
NhAp thong tin ngueri mua hang (buyer login): Tai buac nay,
website cho phep khach hang to dang nhAp hoac dang ky th8ng tin ve minh
de thuAn tien cho cac giao dich sau nay;
Btror 5.
NhAp vao (ha chi nhAn hang (shipping address);
Moir 6.
Ch9n phucmg thirc giao hang: Tai buac nay, khach hang c6 the
lira ch9n cac dich vu giao hang vai thoi han khac nhau, khach hang ding c6

the dAng ky cac yeu eau rieng ve giao hang vai Amazon.com
;
65
Mr&
7. Ch9n phuong thirc thanh toan: Khach hang c6 the Iva ch9n
nhieu hinh thirc thanh toan khac nhau, bao g6m thanh toan bang the tin
dung, bang lenh chuyen tien, giao hang tra tien;
Buck 8.
Nhap vao dia chi nguesi thanh toan;
&Air 9.
Kiem tra toan b0 don hang: Tai bulk cu6i cling, khach hang
kiem tra lai toan b0 nOi dung don hang do he thtmg ban hang dm ngueri ban
to
tong h9p va sau do co the xac nhan don hang;
Bu* 10.
He thtmg ban hang giri email xac nhan don at hang den dia
chi email cim ngueri mua. NOi dung h9p &Ong dien tir B2C nay thuemg g6m
cac not dung co ban nhu: Ten hang, s6 lucmg, don gia, tong gia tri, phuong
thirc thanh toan, dia chi thanh toan, dia chi giao hang, phuong thirc giao
hang va mOt s6 not dung khac nhu Bich vv kem theo, bao
Ve co ban, hop d6ng dien tir B2C duoc hinh thanh giita mOt ben la
khach hang ca nhan va mOt ben la he th6ng thong tin to &Ong cua doanh
nghiep ban le. Tuy nhien, tren thirc
t6
hop d6ng dien tir c6 the doge hinh
thanh mOt phan bang giao dich dien tir nhu ten va mOt phan bang giao dich
truyen thtmg. Trong
MUM
buac giao dich tren day, khach hang c6 the thvc
hien cac biz& tir 1 den 6 thong qua he th6ng giao dich dien tir to dOng teen

website sau d6 viec thanh toan co the thvc hien bang chuyen khoan, viec
xac nh4n h9p d6ng co the thvc hien qua fax, dien thoai hoac email.
2.1.2.3. Kfl kit hcrp citing (lien ter C2C
MO hinh giao dich dien tir giita ca than vai nhau thuong g9i la C2C
(Consumer-To-Consumer) cho phep cac Ca nhan co the ter chao ban cac san
phAm, thong qua qua trinh dAu gia trvc tuyen
a
lira ch9n nguori tra gia cao
nhat. Website thanh ding dien hinh cita mo hinh nay la EBay.com
, khac voi
cac cira hang ban le hay sieu thi dien tir, EBay la mOt website cho phep
ngueri mua va ngueri ban g'a'p nhau de tien hanh cac giao dich dAu gia tr%rc
tuyen. EBay.com
cling khac vai Alibaba.com
a ch.!) d6i tuong tham gia
EBay chit yeti cac cac ca than trong khi Alibaba.com
thu but d6i tuong
tham gia la cac doanh nghiep.
Quy trinh khach hang giao dich va ky ket hop ding dien tir tren website
cua EBay.com
g6m cac bulk co ban nhu sau:
Birec
1.
Dan ky thanh vien;
66
Bwoc 2.
Tim kiem san pham;
Bwerc 3.
Lua chgn cach thirc mua hang: DL gia, dat hang qua EBay
hoac mua hang truc tier, tir EBay;

Bwor 4.
Lua ch9n phucmg thirc thanh toan;
Bufic 5.
Sir dung My EBay;
Bwor 6.
Lien
N vai
cac thanh vien.
EBay.com
An dugc coi la mo hinh dau gia Ulm tuyen C2C thanh cong
nhat hien nay. Ten My du la eBay Inc., cong ty nay dugc thanh lap na'm
1995, cal tru soy tai San Jose, California, Hoa KSI. M6 hinh ban ciL la san dau
gia truc tuyen, sau nay dugc mar rang sang thanh toan dien fir - PayPal;
thong tin truc tuyen - Skype; cua hang truc tuyen - Shopping.com
; thue xe
truc tuyen - Rent.com
; Quang cao true tuyen - Ban ye dien tir -
Stubhub.com
; Mang xa hOi - StumbleUpon.com
. Doanh thu cua eBay narn
2007 dat 7,67 ty USD. T6ng s6 nhan vien la 11.600 nguad.
Tren eBay, m9i nguoi tham gia c6 the dau gia hAu nhu moi thir, eBay
thu met khoan phi dang tin Au gia va tri gia giao dich (1,25% den 7,25% tri
gia giao dich). Quy trinh dau gia dugc bat dau khi nguad ban dien vao mau
thong tin ve hang h6a. Nguad ban ding phai dat mirc gia
tai
thieu va thad
gian
hieu luc cua chao ban. Trong thoi gian nay, nguad mua c6 the tra gia
tuy y. Phien dau gia ket thfic khi het thoi gian do nguad ban quy dinh. Sau

do, nguad ban va nguari mua c6 the thuang lucmg hinh thirc thanh toan, giao
hang, cac dieu khoan bao hanh, dich vu khac. Tren san giao dich nay, eBay
dong vai tra trung gian qua dO nguai mua va nguad ban c6 the yen tam ham
khi giao dich.
2.1.3. Quy trinh that hien kip clang din
tur
2.1.3.1. Thtec hien hop cVing dien tic B2B
Viec thuc hien hgp &Zing dien tir B2B dugc trien khai theo hai cap dO.
Cap d6 thir What, cac ben lien hanh thanh toan, giao hang va cung cap dich
vu nhu truyen th6ng vori su ket hgp dia met s6 (mg dung ding nghe thong
tin nhu email, website de trao d6i thOng tin va cung cap dich vu. Cap d6 thu
hai, cac ben sir dung nhimg san giao dich dien tir lam trung tam de qua dO
tin
hanh
cac
giao dich, thanh toan, phan ph6i, dac biet la xir Vr Chung tir
dien dr. Tai cap d6 nay, cac san giao dich dien to cho phep cac d6i tac tham
67
gia nhu nguoi mua, ngu6i ban, ngu6i chuyen cher, cac ngan hang c6 the
tham gia va tien hanh cac giao dich dien
Met
s6
cong ty to xay dung cac he thong thuong mai dien tit va thik
lap cac m8 hinh thuc hien hgp deng dien tir phii hgp voi nganh hang kinh
doanh cua minh nhu Dell trong nganh may tinh, VW va General Motor
trong nganh o to, Boeing trong nganh san xuat may bay, Walmart trong mua
sarn B2B de phuc vu he thong ban le
Dell Computer la met trong s6 it cac cong ty dau tien
t6
chirc ky kk

hgp deng dien tir B2B thanh ding. Dell ding la ding ty dau tien trien khai
thuc hien hgp deng dien tit thanh cong thong qua viec img dung thucmg mai
dien to de ket not cac nha cung cAp, lap rap va phan phoi san pharn may tinh
tren khap the giai. Dell Computer Corp dugc Michael Dell thanh lap nam
1985 la ding ty dau tien cung cap PC qua thu dat hang. Dell to thiet ke cac
may tinh Ca nhan va cho 010 khach hang to cau hinh va lira chon he thong
tiny 5/ thong qua mo hinh Build-to-Order va chinh mo hinh nay da tao nen
thanh ding cila Dell Computer.
Nam 1993, Dell bat dau trien khai he thong dat hang
trkrc tuy6n
(Online-order-taking) va m6 cac chi nhanh tai Chau Au va chau
A.
Dell bat
dau chao ban cac san pham cua minh qua website Dell.com
. Chinh hoat
dOng nay tao the mph cho Dell trong cuec canh tranh vai cac hang may
tinh 16
.
n khac nhu IBM, HP va Compag.
Den nam 2000, Dell tra thanh cong ty cung cAp PC hang du the gioi.
Vao thoi diem do doanh thu ciia Dell qua mang dat 50 trieu USD/ngay va
trac tinh khoang 18 tS
,
USD/nam. Hien nay, doanh se kinh doanh qua mang
cua Dell.com
dat khoang 50 tS
,
USD/nam.
* Thttc hien hop cleing dien
to to

Dell Computer
Dell cung cap cho hcm 100.000 khach hang doanh nghiep dich vu ho
trg khach hang dac biet voi.ten g9i la Premier Dell Service. Khach hang
dien hinh la British Airways (BA) sir dung Dell nhu doi tac chitin lugc de
cung cAp he thong thong tin. Dell cung cap khoang 25.000 may tinh xach
tay va
a
ban cho nhan vien ciia BA. Dell cling cung cap hai he thong mua
sam truc tuyen cho BA, qua do cho pile') BA theo doi, mua va kiem tra cac
dam hang qua website da dugc Dell customize phit hgp voi BA. Tai website
68
cita Dell, Britich Airway cif) the lua ch9n va to xay dung cau hinh may tinh
sao cho phit Nip von tong bq ph4n kinh doanh cua minh. Nhan vien cita BA
thing qua he thing Intranet dugc ket not von he thing dm Dell ding dugc
phep lua chon va at mua may tinh phit hgp von nhu cAu sir dung cua minh.
De thuc hien cac hgp ding, cac don &at hang dien tir
' hieu qua, Dell a
phii hgp von cac
d4Si
tac thing qua ket not
he
thing thing tin dm minh den
cac nha cung cap thiet 1)1, linh kien ten kkap the giai. D'ing that de phan
phi san pham, Dell sir dung dich vu dm FedEx va UPS
de
nh4n, luu kho va
van chuyen linh kien, thiet bi tir cac nha cung cap khac nhau. Dell sir dung
19i the cita cong nghe thing tin va web de chia se thing tin gitta cac dii tat
nharn giam thieu hang hia luu kho va th6i gian thuc hien cac don at hang.
Cac no luc tich hgp

N
thing thing tin von cac
ci6i
tic (B2Bi — Business
to Business Integration) cita Dell bat dau tir nam 2000, khi do Dell sir dung
PowerEdge Servers dua tren kien trim cita Intel va he thing giai phap phAn
mem webMethods B2B integration de ket nii cac he thing quan tri nguin luc
doanh nghiep (ERP-enterprise resource planning) dm khach hang, he thing
mua hang true tuyen cilia Dell voi cac dii tac san xuat va thuong mai. Dell
da
xay dung dugc he thing thing tin von 15.000 nha cung cap tren the giai.
Ben earth phan phii san pham, Dell cling di dau trong irng dung cong
nghe th6ng tin de cung cap dich vu khach hang tivc tuyen (e-Customer
Service). De trien khai
t6t
nhat hoat ding quart tri quan he khach hang (CRM-
customer relationship management), Dell
cung cap
dich vu ho trg true tuyen
qua mpg 24/7 cling nhu dich vu quay so ttIrc tiep cho cac chuyen gia ho trg
ky thu4t. Cac dich vu ho trg da clang tir xir 1S
,
su co, huong an six dung, Wang
cap, downloads, tin tire, ding nghe FAQs, thing tin tinh tang thuc hien
don hang, "my account", din dan de trao dii thing tin, cong nghe va kinh
nghiem, ban tin va cac hoat ding tuong tac gift khach hang va khach hang
khac. Sir dung cac phan mem xir 1S
,
dir lieu (data mining tools), Dell co the
phan tich va tim hieu dugc nhieu van de lien quan den nhu eau va hanh vi

cita khach hang tir do co ke hoach va giai phap phpc vu
t6t
hon.
De c6 kha nang phii hgp
t6t
von cac nha cung cap va phan phii, dieu
kien tien quyet la tang cuing he thing thing tin
not bq
doanh.nghiep. Tir do
Dell da co the thuc hien cac don at hang von so lugng 16n trong thed gian
ngan nhat. D4c biet la de nang cao kha nang san xuat theo don hang (Build-
69
To-Order), nang cao dO chinh xac cita du doan nhu cau va hieu qua trong du
tit de san
xuat,
giam tiled gian tir khi dat hang den khi giao hang (Order-To-
Delivery) va nang cao dich vu khach hang Dell hgp tac voi Accenture de xay
dung he thOng quan tri chuOi cung cap (SCM- Supply Chain Management).
Hien nay he thOng nay dugc sir dung tai
tat
ca cac nha may ciia Dell ten khap
the gibi cho phep Dell c6 the thich nghi voi moi trutmg kinh doanh va cong
nghe bien d6i nhanh dtmg then duy tri dugc Ilieu qua hoat dOng cao nhat. Dell
ding da to dung h6a viec lap Ice hoach san xuat, du down nhu cau, quan tri
kho qua sir dung cong nghe thong tin va mo hinh e-supply chain. Dell d'a tra
thanh mgt trong 5 ding ty dugc tap chi Fortune danh gia cao tir nam 1999.
Dell TA xay dung han 100 website cho timg thi twang qu6c gia khac nhau
va duy tri 19i nhuan o mirc khoang 3 ty USD/nam.
2.1.3.2. Thyv hien hop &Mg dien tif B2C
Quy trinh thuc hien cac h9p dtmg dien tir B2C dugc bat dau tir khi

ngued ban nhan dugc dcm dat hang qua website thuang mai dien tir, ve ca
ban qua trinh nay g6m cac buoy nhu sau:
Buck 1. Kam tra thanh loan:
Tay phucmg thirc thanh town giira cac
ben ma quy trinh tra va nhan thanh town khac nhau. Trong giao dich dien tir
B2C, phuang thirc thanh toan ph6 bien nhat la bang the tin dung va dugc
thuc hien qua website cua ngueri ban hang trong qua trinh dat hang. Ben
canh do c6 nhieu phucmg thirc thanh town khac nhu: giao hang tra lien, sir
dung tien dien tir, chuyen lchoan trip tiep vao tai khoan cua nguoi
Bwor 2. Kilm tra tinh Wong hang trong kho:
Ngued ban kiem tra hang
hoa c6 san de phan phOi hay khong. TuST tang tnxemg hcp co the hang da san
sang de giao hoac phai mua sam nguyen lieu, tien hanh san xuat, hoac lien
he voi ngueli cung cap
a b6
sung them hang;
Bwor 3. T6 char vin tab
San pham co the phan chia thanh hai loaf,
hang hoa so hoa va hang h6a khong s6 hoa dugc. Doi vOi hang s6 hoa dugc,
mat hang nay thutmg lam san sang do ban chat dac tha dm hang so h6a, tuy
nhien viec giao ngay hay khong giao ngay con phu thuOc mOt s6
y'eu to
khac
nhu: ban quyen, tOc dO dung truyen DOi v6i hang hoa hftu hinh, viec
phan ph& co the do ngueri ban to to chirc thuc hien hoac thue dich vu cua
cac cong ty chuyen ve phan ph6i, giao nhan hang hoa;
70
Buyk 4. Mua bao Nam:
Trong met so truamg hop, hang hoa can dugc
mua bao hiem. Thong tin de mua bao hiem can dugc trao d6i vai ding ty

bao hiem va khach hang;
Btroc 5. San xuat hang:
Sau khi nhan dugc don dal hang, hang hoa co
the dugc san xuAt, lap rap hoac mua tir nha san xuAt. Viec san xuAt co the dugc
tien hanh trong doanh nghiep hoac ky hgp d6ng thue ben ngoai san xuAt;
Buyk 6. Dich vu:
Ben canh viec t6 chirc thu mua hay san xuk, can t6
chirc cung cap cac dich vu kern theo nhu huang dAn sir dung, bao hanh,
nang cap;
Btror 7. Mua sam va kho yips:
Neu nguai kinh doanh thuong mai dien
tir la nguai ban le nhu trtftg hgp cua www.amazon.com
hay
www.walmart.com
, hay vinabook.com.vn
tai Viet Nam viec t6 chirc mua lai
hang hod tir nhung nha san xuAt la can thiet. Met so ma' hinh c6 the dugc ap
dung, hoac la hang hoa dugc km trong kho cua chinh nguai kinh doanh, vi
du nhu each Amazon.com luu kho nhung cuOn sach ban chay nhAt. Tuy
nhien, dOi v6i nhung guy& sach chi co met so don hang thi tit nhien viec
phan phidugc thix hien tir kho cua trung gian hay nha xuAt ban;
Buyk 8. Lien
he
voi khdch hang:
Tap hgp thOng tin khach hang de sir
dung trong nhfing lan giao dich sau va chao ban cac san phArn khach hang
yeu cAu;
Buyk 9. Xir Ifi hang tra lgi:
Trong met so trutmg h9p, khach hang
muOn d6i hay tra 10 hang, nguai ban can c6 he dieing de nhan va xir ly hang

tra lai hieu qua. Theo so lieu thong ke cila Bayles, a My
ti le
cac hang hoa
mua tren mang c6 lien quan den tra lai nguOi ban tucmg doi cao. Cling tir day
phat sinh met hoat Ong ho tro thvc hien cac hgp &Ong dien tir B2C goi la
"reverse logistics" hay giao nhan va van tai hang tra lai.
2.1.4. So stinh hpp clang dien tir y& hpp &mg truydn thong
Hqp (fang truyen thong la nhung hgp d6ng dugc ky ket theo nhfing
phucmg thuc truyen thOng nhu cac ben trkrc tiep gap go
.
', dam phan va giao
ket hgp dling trvc tiep bang lad n6i, bang van ban, tham chi bang hanh vi cu
the hoac giao ket hgp ding thong qua trao dOi thu tir, tai lieu giao dich bang
duang buu dien. Con hgp ding dien tir la hgp d6ng giao kat bang phucmg
tien dien
71
* Su giong nhau:
Thing mai dien tir khong lam thay doi khai niem thuong mai truyen
thing. Thucmg mai dien tir la mot hinh thirc kinh doanh mai, kinh doanh qua
mot each thirc mai tren co sa ap dung cac cling nghe hien dai. Vi vay hop
ding dien tir va hop ding truyen thing co nhieu diem giing nhau co ban:
- Chimg deu la hgp ding, ma hgp ding dugc hieu "la sir thoa thuan
gifta cac ben ve viec xac lap, thay doi hooc cham dirt quyen va nghia vu vOi
nhau" - Dieu 308 BO luat dan sir Viet Nam da khang dinh.
- Ca hgp ding truyen thing va hop ding dien tir khi giao ket va thud
hien chimg deu phai dua tren nhftng co sa phap 1S
,
nhat dinh va tuan thu
nhftng quy dinh lien quan den hinh thirc cua hgp ding, chill the dm hap
ding, dieu kien hieu lire dia hap ding, quy trinh giao ket hap ding, elle di

trach nhiem do vi pham hgp ding va giai quy& tranh chip phat sinh neu co.
* Su khac nhau:
•
Ben canh nhQng diem giing nhau co ban neu tren, hap ding dien tir va
hgp ding truyen thing ding co nhieu diem khac nhau. Nhftng diem khac
biet do la:
- Ve cac chit the tham gia vao viec giao ket hgp ding dien tir:
Trong giao dich dien tit, ngoai cac chit the tham gia vao giao ket nhu
doi von thuong mai truyen thing (nguai ban, nguai mua, ) &A' xuat hien
cac ben thin ba co lien quan chat the den hgp ding dien tir. D6 la cac nha
cung cap cac dich vu mang va cac co quan chimg thud chit 1c5r dien tir.
Nhftng ben thin ba nay co nhiem vu chuyen di, litu gift cac thong tin glib cac
ben tham gia giao dich thuong mai dien tir, ding thai h9 ding c6 the dung
vai tro trong viec xac nhan di tin clay cua cac thing tin trong giao dich
thuong mai dien tir.
Vai dac thu dugc giao ket clued dang phi giAy ttc, viec giao ket hgp
ding dien tir se gap rui ro neu khong co cac nha cung cap dich vu mang va
cac co quan chimg thud chit 1c5
,
dien tir. Cac nha cung cap dich vu mang co
trach nhiem duy tri he thing Mang (mang not be• cua doanh nghiep ding nhu
mang quid gia) luon a trong tinh trang hoat ding tot von co the 24/24 gi&.
He thing mpg true trac lap tirc se anh huang den viec giao ket hgp ding
dien tir. Co quan chimg thud chit 14 dien tir se ding vai tra quan trong trong
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viec xay dung va tao ra dugc met ca the sao cho cac h9p ding dien tir
khong the bi gii mao va khong the bi phu nhan khi tranh chip phat sinh.
Nhitng ngued tint ba nay khong tham gia vao qua trinh dAm phan, giao
ket hay thuc hien hop &Ong dien tir. H9 tham gia von tu each lA cac ca quan
hO trg nham dam bao tinh hieu quA va gia tri phap ly cho viec giao ket va

thuc hien hap ding dien
- Ve nei dung: hap ding dien tir c6 met s6 diem khac biet so voi hap
ding truyen thing:
+
Dia chi phap Ur: ngoai dia chi phap IST thong thuemg (dia chi btru
dien) hap ding dien tit con c6 dia chi email, dia chi website, dia chi xac dinh
nai, ngay gier giri thong diep du lieu, Nhung dia chi nay c6
Srnghia
rat 16n
de
xac dinh tinh hien hint, su tin tai that sir cua cac ben giao ket h9p ding voi
tu each la chu the cila viec giao ket hgp ding dien
+
Cac quy dinh ve quyen truy cap, cai chinh thong tin dien tir. Vi du
nhu viec thu hii hay hily met de nghi giao ket hap ding teen mang Internet.
+
Cac quy dinh ve chit 14 dien tir hay met each thirc khac nhu mat
khAu, ma

de xac dinh dugc cac thong tin c6 gia tri ve cac chii the giao
ket hap ding.
+
Viec thanh toan trong cac hop ding dien tir clang thuemg dugc thuc
hien thong qua cac phuang tien dien tix. Vi vay, trong hop dong dien tix
thuemg c6 nhitng quy dinh chi
tit ve
phucmg thirc thanh toan dien tir. Vi du:
thanh toan bang the tin dung, lien dien tir, vi dien
- Ve quy trinh giao IC& h9p ding dien
Day lA diem khac biet lan nhit gifra hap ding dien tir von hap ding

truyen thing. Met hgp ding truyen thing, dac biet la hap ding thuang mai
truyen thing, se dugc giao ket bang viec cac ben gap true tier) nhau hay trao
d6i
von nhau bang cac phuang tien
"giAy
tet", "vat chit" va kS
,
bang chit 14
tay. Con met hgp ding dien tir se dugc giao ket bang phucmg tien tit va hqp
ding se dugc "14" bang chit lqr dien tit. Hai phucmg thirc giao ke hoAn toan
khac nhau se lam phat sinh nhi:mg diem khac biet lan lien quan den quy
trinh giao ket: viec xac dinh theri gian va dia diem giao ket hgp ding dien tir
se tit)
,
nen kh6 khan hcm so voi h9p ding truyen thing vi then diem "giri" va
"nhan" met thOng diep dir lieu (chinh IA met chao hang hay met chip nhan
chao hang) ter nen kilo xac dinh trong moi truing dien
73
- Ve luat dieu chinh:
Ve mat phap 1St, ngoAi cac quy dinh chung ve hgp ding trong BO luat
Dan su se dugc ap dung cho ca h9p ding truyen thing va hgp ding dien tir,
do tinh chAt dac thit cua h9p ding truyen thing va hgp ding dien tir va do
nhting van de phap 1S
,
dac biet nay sinh trong qua trinh giao ket va thuc hien
cac hop ding dien tu, ma loai hgp ding nay thu6ng con phai dugc dieu
chinh boi mOt he thing quy pham phap luat dac thit, danh rieng cho h9p
ding dien tir. Ngay nay, a nhieu nuac, ben canh cac dao luSt ve hgp ding
truyen thing, ngued to
da

phai ban hAnh Luat Giao dich dien tit, Lust ve
Giao ket hgp ding dien tir, Luat ve Thuong mai dien tir, Luat ve Chit 14
dien tir,
2.1.5. Drdu kren hteu lyr cria hip filing dren
tic
* Hinh thirc
Hgp ding dien tir IA hop ding dugc thiet lap duoi ding th8ng diep dir
lieu. Hop ding dien tir co the lA hop ding dugc thao va giri qua thu dien tir
hoac la hgp ding "NhAn nut ding S
,
" (NhAp chuat, gO va luat web) qua cac
trang web ban hang.
* NOi dung
NOi dung dm hop ding dien tir bao Om cac dieu khoan th6a thuan
gitra cac chit the. Cach hien thi not dung dm hop ding dien tir
- Hien thi khong co duemg dart: (without hyperlink), nguoi ban thuong
ghi chit a cuii moi dim dat hang rang: "Hgp ding nay tuan theo cac dieu
khoan tieu churn cua C8ng ty". Tuy nhien, each thirc nay co nhugc diem lA
chua dit manh de thu hitt su chit Sr dm khach hang va neu khach hang co de
Sr
di nira thi h9 cling khong biet tim cac dieu khoan cua cong ty a dau.
- Hien thi co du6ng clan: (with hyperlink):
6
truing h9p nay, ding co
su ghi chit giing truing h9p tren nhung co du6ng din den trang web chira
cac dieu khoan tieu chuAn cua ding ty. Cach thirc nay dugc phap 16n nguoi
ban true tuyen sir dung. Nhugc diem dm phucmg phap nay lA chua chic
khach hang da vac, trang web de d9c cac dieu khoan not tren.
- Hien thi dieu khoan a cuii trang web: theo each hien thi nay, thay vi
du6ng din tai mOt trang web khac thi ngu6i ban tr%rc

tuytn de
town dieu
74
khoan a cuii trang. Khach hang muin xem het trang web thi buOc phai thuc
hien thao tac cuOn trang va buOc phai di qua cac dieu khoan. TAt nhien, viec
doc hay khong tuy thuOc vao chinh ban than khach hang nhung no cung the
hien ro thien chi dm nguai ban trong viec muin cung cap, chuyen tai va dua
nOi dung hgp ding den tay khach hang.
- Hien thi dieu khoan a clang hOp thoai (Dialogue box): khach hang
muin tham gia giao ket hgp ding phai keo chuOt qua tat ca cac dieu khoan
cuii trang rii mai tai dugc hOp thoai "toi ding Sr" (accept) hoc "Vol da xem
cac dieu khoan hgp ding" (agree with all the terms in the contract). Khi
click chuOt vao hOp thoai nay thi coi nhu hgp ding da dugc giao ket.
Phucmg phap nay khAc phlic dugc nhugc diem cua hai phuong phap tren
chi: khi khach hang click chuOt vao hOp thoai c6 nOi dung nhu ten, ho se to
co nhu cau va phai doc nhung dieu khoan ma h9 dingy rang buOc ban than.
Tuy nhien, cach the hien nOi dung nay khong phai la khong co nhugc diem,
do la nguai truy cap se cam thAy nan khi phai doc nhimg dieu khoan dai
cu6i trang. Ho co the bO cuOc glib chimg, d'ac biet la khi mua ban nhitng
mat hang co gia tri thAp.
Trong cac cach hien thi nOi ten, hien thi a clang hOp thoai
dugc
sir
dung nhieu him ca. Twang hop nguai mua vao kho hang tut tuyen cua
nguai ban
a
d'at hang ding vay. Sau khi chin hp hang h6a, h9 chi có the
giri dugc dim dg hang sau khi da cuOn het trang web
a
doc toan bO dieu

khoan lien quan den nOi dung cila hop ding va click chuOt vao hOp thoai
"Giri dan d4t hang va ding
y
vai m9i dieu khoan
a
ten".
2.1.6. Afp't so dilm can lwu j5 khi sir thing hpp ding din
tir
2.1.6.1. Vdn cle ban gjc va iuu frit hpp citing
Trong thucmg mai truyen thing, cac hgp ding thterng dugc ket thim
voi nOi dung sau "hop ding nay thuang dugc chia thanh 4 ban co gia tri
ngang nhau", có nghia la c6 4 ban gic hop ding. Ban gic la the hien tinh
toan yen dm thong tin chira dImg trong van ban, dam bao thOng tin trong tai
lieu lchong bi thay doi, la bAng chimg c6 tinh quyet dinh ve su tin tai hop
ding gifra cac ben.
Dii vai hop ding dien tu, vi dugc the hien qua thong diep dir lieu nen
co the sao, hru, phat tan teen mang, do do ma co the tao ra nhieu ban gic. Vi
75
the, khai niem "ban g6c" va "luu tit" trong hap (fang dien tir fret nen kh6
khan hon. H9p &mg dien tir thuemg dugc luu tit trong he th6ng thong tin
cita cac ben dtroi clang thong diep s6. Neu cac thong diep s6 do bi sira d6i thi
khong the xac dinh dugc dau la ban g6c. He giai guy& dugc cac van de nay,
thi truac tien can phai sir dung mot s6 bien phap nhAt dinh de dam bao cac
th6ng diep s6 khong bi thay d6i, dam bao dugc su nguyen ven va tinh chinh
xac. Day la cong viec phirc tap, doi hoi c6 su ket hgp ch4t the ca van de
ksi
thu4 ding nghe vbi van de phap l5r ma cac ben giao ket kh8ng the bo qua
neu mu6n CO du chUng cir hgp le cho mot vu tranh chAp. Sau day la mot s6
lieu luat di'eu chinh van de ban g6c va tuu trit h9p deng dien tir:
- Theo Luat giao dich dien tir quy dinh:

Dieu 12.
Thong diep du lieu c6 gia tri nhu van ban:
"Tryong hop phap luat yeu cdu thong tin phai &toy th'j hien bang van
ban thi thong diep du lieu dugc xem la clap itng yeu cdu nay niu thong tin
chita trong thong diep del lieu do co the truy cap via sit dyng &toy de tham
chilu khi can that".
Dieu 13.
Thong diep
dit
lieu co gia tri nhu ban g6c:
"Thong diep dit lieu c6 gia tri flint ban g'dc khi dap zing dugc cac dthu
kien sau day:
1.
Nal dung dm' thong diep di( lieu dugc bao dam toan yen
kez
tit khi
dugc khai too kin ddu tien dyad clang mat thong diep du lieu hoan chinh.
Nai dung caa thong diep dit lieu dztoc xem let town ven khi nai dung do
chtta bi thay dal, frit nhang thay doi v'
d hinh thac phat sinh trong qua tranh
hru Ira hoac hi'dn thi thong diep die lieu;
2.
Nai dung dm' thong diep dit lieu c6 the truy cap va sit dyng throe
chtai dong hoan chinh khi can thilt."
-
Theo nghi dinh v'e Thucmg mai dien
Dieu 9.
Gia tri phap ly nhu ban g6c:
"1. Chang tit dien tit c6 gia tri
phap ly nhu ban gac niu

thew man
ddng thai ca hai di"Ju kien sau:
a) Co su dam bao dit tin cay v'J tinh toan ven caa thong tin chaa trong
cluing tit dien tit tit khi thong tin dugc too ra a dong cuOi cang la thing tit
dien tit hay
clang khcic.
76
b) Thong tin china trong thong tit dien tin c6 the truy cap, sir dung
du.o.c chrai clang hoan chinh khi can thiet.
2.
Tieu chi clanh gia tinh toan yen la thO'ng tin con day du va chtra bi
thay doi
,
ngoai nhcrng thay dai ve hinh there phat sinh trong qua trinh trao
dai, ltru trir hoac hien thi chirng tie dien tin:
3.
Tieu chudn ve str tin cay dtroc xem xet phit hop vai myc dich thong
tin dtro
.
c tgo ra va moi bon ccinh lien quan."
2.1.6.2. Thai diem hinh thanh hop clang
Th6i gian giao ket hgp ding la yeu
t6
quan trong de xac dinh tiled diem
c6 hieu hrc cua hop ding khi khong c6 mot thoa thuSn nao khac cua cac
ben. C6n dia diem giao ket hgp ding la mgt trong nhcmg can dr de xac dinh
lust dieu chinh cac giao dich trong hgp ding quic
Theo luSt giao dich dien tin VN quy dinh:
Dieu 17. Thai diem, dia diem giri thong diep dir lieu
Trong truing hop cac ben tham gia giao dich khOng c6 thoa thuan

khcic thi then diem, dia diem gin thong diep du lieu dtrov quy clinh nhu. sau:
1.
Thai diem geri mat thong cliep du lieu la than diem th6ng diep
du
lieu nay nhap vao
he
thong thong tin niim ngoai su kiem soot et:ha nguai
khoi tgo;
2.
Dia diem gal thong diep dir lieu la try sa cua nguai khai tgo neu
nguai khai tgo
lei
co
.
quan, to chic hoac nal cu trio caci ngoai khai tgo niu
nguai khol tgo la ca nhan. Truing hop nguai khan tgo c6 nhieu try so thi
dia diem girl thong diep dir lieu la try so c6
mii lien he mat thiet nhAt vii
giao dich.
Dieu 19.
Thai diem, dia diem nhan thong diep dir lieu
Trong truing hop cac ben tham gia giao dich kh6ng c6 thoa thuan
khac thi than diem, dia diem nhan thong diep
du lieu
&coy quy dinh nhu.
sau:
1. Truing hop nguai nhan da chi dinh mat
he
thong thong tin de nhan
thong diep dir lieu thi that diem nhan la then diem thong diep dir lieu nhap

77