我的第一份工作是替一個法國的中小企業進行電子採購及安排物流，因此，我便以電子採購當成論文題目。我對這種因網路而興起的採購模式十分感興趣；這樣的採購模式擴大了業主的地理限制，也讓跨國採購更加多樣化。在論文中，我更進一步去分析提供電子採購的平台。
此論文試圖去分析究竟專業買家在網路採購的過程中，究竟會被怎麼樣的因素給影響。18年前，提供網路採購的平台首次成立，這樣的新工具讓物流商和購買商找到了買賣的新契機。但是，經過調查後，雖然網購平台不停的增加，使用網購平台的廠商卻不如預期的多。本文也試圖去探討為何網購平台不如預期的成功，並提出幾個假設：究竟是因為買家在技術上和經濟上尚未準備好，或是因為這種經濟模式有太多的不確定性？或者甚至是因為網購平台不夠吸引人？
本文的研究分成兩個階段：首先，我先做了關於此主題的文獻探討；其次，我做了實務性的調查去分析網購的環境。藉由試圖去了解專業買家為何裹足不前，本文希望能提供關於本課題的新想法，並改善整體網購平台的品質。

After a specialization in purchasing & logistic and a first working experience in sourcing for a French SME, the field I chose for my thesis was “e-sourcing”. I was really interested in the new ways of working developed with the increased use of Internet, the wider geographical alternatives and optimization possibilities. It led me to the deep analysis of the platforms of e-procurement.
This thesis aims to better understand the factors that influence the use of e-procurement platforms by professional buyers. The first e-procurement platforms appeared about eighteen years ago. They are new tools to find and negotiate with suppliers which have revolutionized the way to do procurement. However, the reality shows that their utilization rate is disappointing compared to what was forecasted, even if the e-procurement platforms are in a booming sector.
Therefore the objective of this thesis is to better understand the reasons for its limited success. Is it due to buyers who are not prepared both technically and financially to engage in these new tools? Is it due to the uncertainties of e-commerce? Is it due to an unfavorable environment?
This research will be conducted in two stages, first by a review of theoretical research that has already been done on the subject, and then an empirical analysis that allow us to test the confidence and the pressure of the environment. This project will try to provide new elements and more knowledge about this topic.
By understanding the reasons for the reluctance of buyers, it is the improvement of e-procurement platforms, and thus, more generally e-purchase which is at stake.

Table of Contents
Thesis Approval Form----------------------------------------------------------------------------i
Abstract---------------------------------------------------------------------------------------------ii
中文摘要-------------------------------------------------------------------------------------------iii
Table of Contents----------------------------------------------------------------------------------iv
Introduction: Understand What is E-Purchasing----------------------------------------------1
First Part: Theoretical Analysis-----------------------------------------------------------------4
Part I: The Reluctance and Expectations from Professional Buyers-----------------------15
Part II: Which are the External Aspects with the Company Which Can Influence the Use of EPP-------------------------------------------------------------------------------------30
Conclusion and Assumption of Research------------------------------------------------------39
Second Part: Empirical Framework------------------------------------------------------------40
General Conclusion ------------------------------------------------------------------------------76
Appendix-------------------------------------------------------------------------------------------78
Bibliography--------------------------------------------------------------------------------------101
Dictionary of concepts--------------------------------------------------------------------------109
Dictionary of theories---------------------------------------------------------------------------111

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