一． 立论
【正1：】3’
在座的老师，同学，对方辩友，大家好，我方的观点是，电子商务当然不能取代传统商务。尽管，自从 1996 年 IBM 公司首次提出了电子商务的概念，随着网络不断发展，电子商务日益被广大人民所接受。在电子商务刚刚兴起的时候，很多人认为：电子商务将取代传统销售业，传统的销售业将消亡，但是经过几年的发展，从世界销售业发展的态势分析，电子商务的出现，反而使销售业的各个环节都发生了变化，但并不能取代传统的销售业。
传统商务可以通过店面装修以及特色服务等方式给人一种直观而深刻的文化感受，而电子商务只能通过影音技术给人留下虚拟印象，不能让人有实质的体验感。比如餐饮业，为什么世界上那么多的餐厅注重装修的品味以及用餐氛围，因为他们关注的不仅体验感,仅是温饱，而是让顾客享受整个用餐过程，体会其饮食文化。
分析电子商务自身的属性，同样可得其难以构成替代传统商务形式的结论。电子商务其属性决定难以达到传统商务形式的信任度。由于网络的虚拟性，未谋面的买卖双方很难达到传统商务形式的信任度。不全面的商品信息，也增加买方网上贸易的不确定性。况且，电子商务的运营难以摆脱其所依托的网络所存在的弊端。随着电子商务的重要性的提高，网络不稳定性所带来的危害将会被无限制的放大，电子商务自身不可磨灭的弊病也终将阻碍其自身发展。
综上，现实世界的传统商务不可能被虚拟世界的电子商务完全代替。
Dear Pro.Li,clamates and my fellow debaters.Hello everyone.Our view is that E-commerce cannot complectly replace traditional commerce.In 1996, the concept of e-commerce was firstly proposed by IBM.In recent years,with the rapid development of computer science and modern technology,E-commerce has been increasingly accepted and widely used by the public.Therefore, some scholars predicted that e-commerce would complectly replace the traditional commerce.However, as time went by, the expected results didn’t turn up.Admittedly,e-commerce has been one kind of driving force for the promotion of every section of sales and marketing, rather than a substitute of the traditional commerce.
Taking catering industry as an example.Traditional commerce can give customers intuitive and profound cultural experience by providing
1 special indoor decorating and distinctive services.while e-commerce can only leave an audio and vedio impreion,which may eventually lead to an unsubstantial experience.Why there are so many restaurants pay such more attention on the indoor decorating and dining atmosphere,because the whole dining proce or even diet cultural are the sellers\' top concern,as opposed to focus on the food quality only.and this spiritual care of meal can only be offered by traditional commerce.In addition,sense of trust is another problem which can not be ignored.Because the network is virtual,it is difficult for the buyers and sellers to develop a mutual and long-lasting trust between each other,which forms another barrier for online transactions.What’s more, the ambigious and exaggerating information about the products and the rising number of fraud or dishonesty also intensify the distrust between the traders.So if the distrust of e-com itself cannot be resolved,it is more likely to prevent the e-com for its further development.All in all, the traditional commerce cannot be completely replaced by e-com, and being the state of co-existence is relatively reasonable for their combination and better development in the future.【反1：】3’
老师，同学们，对方辩友，大家下午好，很高兴对方辩友能够承认电商崛起的大背景，正是依据这种背景，我方认为电子商务取代传统商务将成为必然。近年来，随着全球经济化的发展，电子商务已经不再是什么新鲜事物了，它正以日新月异的高科技手段挑战传统的贸易方式，并已经对传统销售业的观念和行为方式产生巨大的影响和冲击。
为什么电子商务能够短时间内对传承千百年的传统行业造成如此大的冲击？因为电子商务有着传统行业无法匹敌的多种优势。
首先，成本优势。电子商务通过互联网络实现商务活动，突破了传统的时空观念,大大提高了物流、资金流和信息流的有效传输和处理，为制造者、销售者和消费者提供了能更好地满足各自需求的极好的机会。
其次，便捷时尚。正如我们所见，现在社会处于一个高节奏运转之中，购物这些事情在人们生活中的地位越来越边缘化。便捷与时尚成为这个社会追求的一种主流的价值观。电子商务的出现，正是迎合了消费者的这一点需求。
第三，快速反馈、反应。传统的商业形式反应比较迟钝。电子商
2 务则不同，快速反应和反馈的机制，可以通过消费者的评价与购买体验反馈，以及销量的数据库分析，了解商品的最新动态，并针对反馈或者消费者的购买情况制定价格策略和促销策略。
综上所述，我方认为电子商务是时代的产物，在信息化数字化的今天，传统的销售和运营方式已经不再被社会所接受，而更为廉价便捷的电子商务成为取而代之的新一代商业模式，必将取代传统商务。
二． 驳论
【反2：】2’
非常值得一提的是电子商务这个概念，这里我们讨论的是广义的电子商务。顾客来餐厅吃饭没有电子商务的参与吗？如何得到餐厅的信息？如何到达餐厅？如何在点餐前就知道自己要吃什么，而不是碰运气？另一方面，餐厅的运营，从财务到人力，到原材料的采购，库存的管理，物流运输调度，无不涉及电子商务的参与，而随着电子商务的日趋成熟，这种渗透会越来越彻底和全面，传统的商务则渐渐名存实亡。
对方辩友提到了网络的不确定性，随着电子商务总量的激增，的确带来了一些困扰，但技术的快速进步同样为问题的解决提供了支持，总体来说，科技的快速发展，网络技术的成熟为降低不确定性提供了保障。
【正2：】2’
对方辩友在刚刚的陈述中阐述了以下三点，成本优势，便捷时尚，快速反馈、反应。我也从这三个反面进行驳论。如今电子商务的成本也与从前大不一样，从宣传平台的使用，到新的宣传方式的形成，再到为最终效应所支付的成本已大幅提高，还有多少的空间？其次，便捷时尚也就从本质上说明了电子商务受众的狭隘性。正因为其快捷时尚的特点，同时也就忽略了更为广泛、普遍的非时尚群体。而在这些群体当中有着无数的潜在客户，因为这样的方式而放弃这些，对方辩友应该更多的考虑这样的结果孰轻孰重。而最后一点快速反馈、反应更是效用低下，在已经失去了如此多潜在客户的前提下，即使再快速的反馈也无法带来真实的销量，而这也违背了销售的初衷。综上所述，电子商务的优势其实也正是它的局限所在。
Just now, my fellow debator discued the advantages of e-commerce from the following three aspects: the cost advantage, convenience and quick response .So now, I will also refute from these three aspects.Firstly,iues about the cost of e-commerce has been different from
3 the very beginning.The e-commerce company has to adopt diverse kinds of propaganda to open up and expand their market,which means tons of exce money be poured into the ads or PRs(public relations) before gaining profits.Secondly,the advantage of convenience eentially illustrates the limitations of e-commerce audience.Because of its fashion, e-commerce pay more attention on the fashion group and always arise the interest of young person, inevitably they ignore the broader and general non-fashion groups,such as people in their 40s,let alone the seniors.In these groups which has a myriad of potential customers,but it is pretty diffidult for these juniors and seniors to give up their shopping habits .Finally, because its low levels of utility and le of potential customers,e-commerce enterprises hardly exert its advantages into reality.In summary, the advantages of e-commerce is also the limitations of itself and will barricade its futher development.三． 质辩
【正3：】15’’
企业在实施网络营销战略时面对的最严重的问题是渠道冲突问题。为了降低多重渠道冲突，企业在网上销售的定价不能低于传统渠道中的价格，这样才不会引起网络渠道和传统渠道之间的竞争。请问对方一辩，在这种情况下如何推进电子商务的发展？
The most serious problem faced by enterprises in the implementation of network marketing strategy is channel conflict.In order to reduce the multi-channel conflict, pricing of the online sales can’t be le than the price of the traditional channels, so as not to cause competition between the network channels and traditional channels.In this situation, how could enterprises carry out Informationizational reform? 【反1：】30’’
举个例子可以解决这个问题。安利与微软，IBM合作建立了捷星公司，捷星是安利的兄弟公司，以电子商务为平台，经营的产品除了自有的纽崔莱，雅姿，金锅，净水器等以外，还代理了adidas、reebuk、lee等品牌3万多种产品，是一家网上的超级商城，安利本身的直销已经降低了成本，捷星的售价较安利还要低，捷星的广告全靠消费者。
如今，捷星公司已成为全球最大的电子商务公司，成为勇敢革新，华丽转身，最终获得巨大成功的典范。
4 An example can solve this problem.Amway join hands with Microsoft and IBM to establish the brother company of Amway called Quixtar, which sales, by e-commerce platform, the products of its own nutrilite, artistry, JinGuo, and acted as agent for more than 30000 products brand such as adidas, reebuk, lee.Quixtar is an online super mall.Although Amway’s direct selling has lowered the cost, the selling price of the star is Amway even lower.Quixtar advertise all by consumers.Now, the company named Quixtar has become the world\'s largest e-commerce company, become the model of a huge succe and courage of reform.【正3：】15’’
根据“柠檬理论”交易双方信息不对称，部分卖方进行欺诈行为，导致好产品和坏产品利润相当，好产品被挤出，形成次品市场，这种情况在电商时代尤为突出，制约电商的发展，对方辩友如何看待这个问题？
According to “Lemon theory”, information asymmetry leads to part of the sellers’ fraudulent conduct, resulting in acquiring the same profit no matter they are good products or not and finally shaping a Inferior Goods Market without good products.This problem becomes so serious in e-com age that restrict the development of e-com.What’s your opinion about this?
【反2：】30’’
任何事物的发展过程中，都伴随着缺点，金无足赤人无完人，相同条件下数码相机的照相效果不如胶片相机，但这本应该致命的缺点，却并没有阻止数码相机的风靡和胶片相机的衰落，完善电子商务立法，建立可信赖的第三方支付平台，建立合理的网络征信系统，足矣消除次品市场，完善电子商务。
Within the development of anything, shortcomings are unavoidable.Every bean has its black.Under the same condition, the digital camera is not as effective as film camera, which should be a fatal defect but actually do no harm to the popularization of the digital camera or the fading of the film camera.To eliminate the influence of the Inferior Goods Market and perfect e-com, we can perfect the legislation for electronic commerce; establish a reliable third-party platform and a reasonable network credit reporting system.
5 【反3：】15’’
传统行业不会被电子商务取代，那又如何解释传统图书行业在网上书城面前溃不成军？
Since you not think traditional commerce will be replaced by e-com, so how can you explain that the traditional book industry is completely routed by the online bookstore? 【正1：】30’’
诚然，电子商务有着传统商务无可比拟的优势,如可以增加销售机会、减少交易成本、24 小时运作、开拓全球性市场等等,但就此认为电子商务将完全取代传统商务是不对的。如今的网上出城也纷纷陷入杀价**，便宜的优势大不如前，而转型后的书店，以更雅致更富文学底蕴的消费享受，依然有很多人愿意光顾，由此可见，传统商务依旧坚挺。
Admittedly, compared with the traditional busine,e-commerce has its incomparable advantages, such as it can increase sales,gain more profits,cut transactional cost, and explore the global market, and so on.But just based on these advantages provided by e-busine,we can’t aume that e-com will completely replace the traditional busine.Nowadays, online bookstores also trapped into the bargain storm and its price advantage has been weaken.However,some entity bookstore has completed its transformation by creating an elegant and comfortable atmosphere for the readers,such as “eslite” bookstore in Taibei (诚品书店).So it is clearly that traditional commerce is still strong and has great protential to develop and fight against e-commerce.【反3：】15’’
正方辩友认为体验购物是传统商务重要的支持点，但现今科技发展的速度越来越快，在可预见的将来，全新技术将带来的全新消费体验，过去不可触，不可见，不可测 等问题，都可能不再是问题，传统行业还有存在的意义吗？
【正2：】30’’
大家都知道SNS的崛起，从SNS的爆发式发展可以看到，现在的网络是人与人的网络，而非人与信息的网络，再真实的虚拟体验，也不能代替真是的人间交流。
另外，技术不能代表一切，谷歌技术远超百度，但还是输给了百度，因为技术再高也改变不了消费习惯，网上的体验在好，也改变不了千百年实体消费的“习惯”，电子商务只能作为传统商务的补充。
We all know the rise of SNS.From the explosive development of
6 SNS we can see that nowadays’ network is a human-to-human network, rather than a man-to-information network.No matter how real the virtual experience is, it can\'t take the place of the true communication.In addition, Technology isn\'t everything.Google’s tech is much better than Baidu, but Google still lose to Baidu.The reason can be high tech cannot change the spending habits.E-com is only the supplement of traditional commerce.【反3：】15’’
电子商务的弊病可以通过技术革新，法制完善和加强服务来解决，然而传统行业的弊病却不能再有寸进，唯有电子商务对传统商务的替换，才能从根本上提高效率，降低成本，传统行业如何求得生存？
【正4：】30’’
传统商务本身或许的确没有太多的发展空间，但是电子商务的出现恰恰弥补了这个缺陷，正如我方一辩在立论中提到的，电子商务的出现，事实上，非但没有完全排挤传统商务，而是促进了传统商务各环节的优化，让传统商务得到新的发展。电子商务使得传统商务的信息对称性得到提高，得到精确信息的消费者，更放心大胆的消费。因此电子商务在短期内完全取代传统模式是不可能的，目前它只是传统商务的补充和延伸。
The traditional busine itself may do not too much space for development.But the emergence of electronic busine just makes up for the defect.As our NO.1 debater mentioned in the Argues stage, the emergence of electronic busine, in fact, didn’t completely exclude the traditional busine, but promote the traditional busine in each section of optimization, letting the traditional busine get new development.E-commerce enabled the traditional busine information symmetry improve, so that consumers, having got precise information, become more brave of consumption.So the electronic commerce completely replace the traditional mode in the short term is impoible, at present it is traditional busine complement and extension.质辩小结：
【正3：】2’
目前电子商务的迅猛发展毋庸置疑，但电子商务的缺陷也非常明显，而同时，预期将亏损的传统商务，却得到电子商务的补充，蓬勃出新的生机。在3C领域，京东、易购、库巴每年的营业额增速都成倍的增长，但与此同时近几年国美、大中、鼎好、e世界等线下实体
7 商场销售额也实现了大幅的增长。
技术革命的确可以让电子商务越来越完善，但趋于完美的电子商务也是几十年甚至更久的将来，而千百年流传的购物习惯已经深植人们的生活之中。
传统行业也没有坐以待毙，华丽地转身之后，传统商务以更人性化的服务吸引了更多的消费者，电子商务完全取代传统商务是不可能的。
At present, there is no doubt about the rapid development of electronic commerce.But the defects of the electronic commerce are also very obvious.But at the same time, the traditional busine that is expected to lo, however, gets the electronic commerce for supplement, and vigorous out new vitality.In the 3 C field, Jingdong, Yigou, KuBa double the annual turnover growth, but at the same time, Gome, Dazhong, Dinghao, e-world offline store sales entity also realize sharp growth in recent years.The technology revolution can really make the electronic commerce more perfect, but tend to perfect needs decades or more years.And through the ages, the shopping habits have deeply turned into people\'s life.The traditional industry isn’t waiting to die.After the transformation, the traditional busine with more human services attracts more customers.That electronic commerce completely replace the traditional busine is not poible.【反3：】2’
传统行业的在电子商务的作用下补完确有其事，但电子商务不会停下步伐，传统商务的局限性太明显，而电子商务广阔的发展空间还有待被开发利用，现阶段的电子商务还是不完善的电子商务，但从捷星公司的成功不难看出电子商务的美好前景。
直销大家都听说过，安利和雅芳的成功可以看出直销削减中间商的优势所在，电子商务将这种优势发挥到极致，无障碍无成本的直接沟通消费者和生产者，是电子商务对传统商务最大的挑战，目前看来，电子商务是成功的，成本的降低和便捷的交易过程，都是传统商务不可企及的，电子商务需要的只是时间去完善，取代传统商务指日可待。
四． 自由辩论 五． 总结陈词
8 【反3：】3’
新陈代谢是自然最根本的法则，哺乳动物取代消逝的恐龙，数码相机取代了古老的胶卷相机，DVD取代了曾经的VCD，电子商务也正逐步取代传统行业的方方面面。
电子商务与传统的商务活动方式相比，它将交易虚拟化，通过Internet为代表的计算机互联网络进行的贸易，整个交易都在网络这个虚拟的环境中进行，使得买卖双方的交易成本大大降低，无需传统宣传，实现“无纸贸易”“无纸办公”，同时，也使交易效率提高，极大地缩短了交易时间。交易的过程也愈加透明化，通畅、快捷的信息传输可以保证各种信息之间互相核对，可以防止伪造信息的流通。
电子商务利用数字化和信息化，打造出一个全新的电子世界。虽然现在的电子商务还不是很完善，信息化的推进也困难重重，但潮流所向，时代所趋，电子商务的繁荣指日可待。通过推进技术，完善法制，加强诚信，电子商务的发展不可预期。我方坚定地相信：电子商务一定可以取代传统商务。
Metabolism is the most fundamental rule in nature,mammals finally replaced the dinosaurs, digital cameras have already replaced the traditional cameras, DVD replaced the former VCD, so e-commerce inevitably replace all aspects of the traditional industries.
Compared to traditional busine, e-commerce has visualized the whole trading proce through the Internet.Because of this, buyers and sellers can achieve the goals of \"paperle trading\" and “paperle office\" to lower transactional costs.Meanwhile,it is also helpful to enhance the efficiency and shorten the transactional time significantly.Moreover,the transparency(透明化) of whole transaction proce makes the information-checking proce more smooth and efficient,and you can effectively prevent the circulation of false information.E-commerce has created a new electronic world by using digital and informational technology.E-commerce now is not perfect, but with the development of technology and improvement of legal system,the trend of e-commerce boom is just around the corner.So we firmly believe that: e-commerce will be able to replace the traditional busine.【正4：】3’
传统商务虽有瓶颈，电子商务也有陷阱，不久前大批倒闭的网购企业，让狂热的投资人们瞬间清醒，电子商务运行的环境还不够成熟，其本身也具有诸多问题。电子商务不能够独立的承担市场的各个方面。而与此同时的，传统商务却发现了可以将电子商务融合进来，以达到提升传统商务模式的目的，迎来了传统商务的
9 又一个春天。
传统商务也有电子商务无法具有的优势,如与顾客面对面的交流、购物时的亲身经历、对商品的亲自查验、选购后立即使用的便利等,且对于一些价值很低的日用品而言,在门口的便利店购买显然要比网上方便得多。
作为消费者，亲自逛街购物的第一手感官享受，是电子商务所不能给予的。眼见为实的购物信任感也是电子商务所欠缺的。俗话说：跑得了和尚跑不了庙，消费者更倾向于传统商务模式的踏实感。
综合起来，我方认为,现实世界的传统商务不可能被虚拟世界的电子商务完全代替,而合理的情况应该是二者以互补的状态出现。
At present, traditional commerce is going through its “bottleneck” period, and not long ago, a large number of e-commerce businees bankrupted,which gives the investors a big shock and makes them more rational(理性).So it is still not mature enough for the thorough replacement of traditional commerce,and e-commerce itself also has a lot of problems to be solved.On the contrary, if we blend the e-commerce into the traditional busine and combine them together, we can construct the busine model at a optimism level.Traditional commerce has its unique advantage, such as buyers can communication with customers face to face.Shopping itself provides customers with personal experience, and they can check and make sure of the good quality by themselves.Additionally,customers can require the goods or services immediately,as opposed to be waiting for the delivery.for instance,it’s more convenient to buy commodity in the convenient store near their neighbourhood.So because of its personal shopping experience and its first-hand shopping senses,consumers are preferred to go shopping in physical store,as opposed to shopping online.All in all,the traditional commerce can not be completely replaced by e-com,and being the state of co-existence is relatively reasonable,for their combination and better development.
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