The purpose of this article is to choose a maintenance procedure for the critical equipment of a forging production line with five machines. The research method is quantitative modelling and simulation. The main research technique includes retrieving time between failure and time to repair data and find the most likely distribution that has produced the data. The most likely failure rate function helps to define the maintenance strategy. The study includes two kinds of maintenance policies, reactive and anticipatory. Reactive policies include emergency and corrective procedures. Anticipatory policies include predictive and preventive ones combined with a total productive maintenance management approach. The most suitable combination for the first three machines is emergency and corrective choice. For the other machines, a combination of total productive maintenance and a predictive approach is optimal. The study encompasses the case of a serial production manufacturing line and maximum likelihood estimation. The failure rate function defines a combination of strategies for each machine. In addition, the study calculates the individual and systemic mean time to failure, mean time to repair, availability, and the most likely number of failures per production order, which follows a Poisson process. The main contribution of the article is a structured method to help define maintenance choices for critical equipment based on empirical data.
{"title":"Maintenance Strategy Choice Supported by the Failure Rate Function: Application in a Serial Manufacturing Line","authors":"M. Sellitto, B. Pinho","doi":"10.3311/ppso.18627","DOIUrl":"https://doi.org/10.3311/ppso.18627","url":null,"abstract":"The purpose of this article is to choose a maintenance procedure for the critical equipment of a forging production line with five machines. The research method is quantitative modelling and simulation. The main research technique includes retrieving time between failure and time to repair data and find the most likely distribution that has produced the data. The most likely failure rate function helps to define the maintenance strategy. The study includes two kinds of maintenance policies, reactive and anticipatory. Reactive policies include emergency and corrective procedures. Anticipatory policies include predictive and preventive ones combined with a total productive maintenance management approach. The most suitable combination for the first three machines is emergency and corrective choice. For the other machines, a combination of total productive maintenance and a predictive approach is optimal. The study encompasses the case of a serial production manufacturing line and maximum likelihood estimation. The failure rate function defines a combination of strategies for each machine. In addition, the study calculates the individual and systemic mean time to failure, mean time to repair, availability, and the most likely number of failures per production order, which follows a Poisson process. The main contribution of the article is a structured method to help define maintenance choices for critical equipment based on empirical data.","PeriodicalId":35958,"journal":{"name":"Periodica Polytechnica, Social and Management Sciences","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2022-02-04","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"42608906","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
K. Boiarynova, O. Popelo, S. Tulchynska, S. Gritsenko, I. Prikhno
The authors propose to assess and forecast the innovative development of regions using an improved methodological approach, which consists of substantiating statistical indicators of the innovative development, which are verified by correlation analysis (thereby avoiding autocorrelation between indicators of the innovative development of regions). Verification of the evaluation indicators makes it possible to determine the impact factors and the most influential indicators according to the integrated index of the innovative development of regions. Using the Bartlett method for modelling and making predictions makes it possible to take into consideration the impact of the most influential indicators on the values of the integral index, as well as to adjust the predicted values of the integral index. The calculated and forecasted integrated index of the innovative development of regions can be used by local authorities to develop measures that aim to intensify the innovative development of regions, taking into account the most influential factors for each region. The proposed methodological approach for estimating and forecasting the integrated index of the innovative development of regions was tested on the example of Polish voivodeships. To permit a more detailed consideration of the results obtained, three voivodeships, Kujawsko-Pomorskie, Pomeranian and Swiętokrzyskie, were studied and compared. The results showed that these voivodeships have different values on the integrated index, which can be attributed to different regions having different levels of innovation development. The most influential factors also differ for each of the regions.
{"title":"Conceptual Foundations of Evaluation and Forecasting of Innovative Development of Regions","authors":"K. Boiarynova, O. Popelo, S. Tulchynska, S. Gritsenko, I. Prikhno","doi":"10.3311/ppso.18530","DOIUrl":"https://doi.org/10.3311/ppso.18530","url":null,"abstract":"The authors propose to assess and forecast the innovative development of regions using an improved methodological approach, which consists of substantiating statistical indicators of the innovative development, which are verified by correlation analysis (thereby avoiding autocorrelation between indicators of the innovative development of regions). Verification of the evaluation indicators makes it possible to determine the impact factors and the most influential indicators according to the integrated index of the innovative development of regions. Using the Bartlett method for modelling and making predictions makes it possible to take into consideration the impact of the most influential indicators on the values of the integral index, as well as to adjust the predicted values of the integral index. The calculated and forecasted integrated index of the innovative development of regions can be used by local authorities to develop measures that aim to intensify the innovative development of regions, taking into account the most influential factors for each region. The proposed methodological approach for estimating and forecasting the integrated index of the innovative development of regions was tested on the example of Polish voivodeships. To permit a more detailed consideration of the results obtained, three voivodeships, Kujawsko-Pomorskie, Pomeranian and Swiętokrzyskie, were studied and compared. The results showed that these voivodeships have different values on the integrated index, which can be attributed to different regions having different levels of innovation development. The most influential factors also differ for each of the regions.","PeriodicalId":35958,"journal":{"name":"Periodica Polytechnica, Social and Management Sciences","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2022-02-03","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"47780766","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
L. Diez-Echavarria, Gerardo Gutiérrez-Gutiérrez, Diana Carolina Ríos-Echeverri
Despite having interesting results of analyzing the adoption of e-commerce using social networks, diffusion does not occur in a single-layered network. There is sufficient evidence that game theory, complex networks and Theory of Planned Behavior are suitable frameworks to represent some part of the dynamics of innovation diffusion. However, it is necessary to integrate this methodological triplet to accept that an emergent behavior is generated by more real causes. We analyzed the effect of the multiplex topology when people decide to make transactions through virtual or physical channels, and found that connectivity is a key issue when managing the agent’s behavior. This also translates into greater coordination in the agents' decisions. When a multiplex is formed by at least one network with very efficient information flow, this network will govern the dynamics affecting channel selection and will also reduce transaction uncertainty. In addition, we found that investing in connectivity is worthwhile when trust is low in at least one channel; otherwise, it does not have enough impact to increase current transactions. This article makes a significant methodological contribution by showing a new way to analyze the impact of multiplex social networks, as well as a practical contribution by evidencing the effects of the structures on both intentions and actions.
{"title":"Competitive Dynamics between Physical and Virtual Markets in Multiplex Networks","authors":"L. Diez-Echavarria, Gerardo Gutiérrez-Gutiérrez, Diana Carolina Ríos-Echeverri","doi":"10.3311/ppso.17935","DOIUrl":"https://doi.org/10.3311/ppso.17935","url":null,"abstract":"Despite having interesting results of analyzing the adoption of e-commerce using social networks, diffusion does not occur in a single-layered network. There is sufficient evidence that game theory, complex networks and Theory of Planned Behavior are suitable frameworks to represent some part of the dynamics of innovation diffusion. However, it is necessary to integrate this methodological triplet to accept that an emergent behavior is generated by more real causes. We analyzed the effect of the multiplex topology when people decide to make transactions through virtual or physical channels, and found that connectivity is a key issue when managing the agent’s behavior. This also translates into greater coordination in the agents' decisions. When a multiplex is formed by at least one network with very efficient information flow, this network will govern the dynamics affecting channel selection and will also reduce transaction uncertainty. In addition, we found that investing in connectivity is worthwhile when trust is low in at least one channel; otherwise, it does not have enough impact to increase current transactions. This article makes a significant methodological contribution by showing a new way to analyze the impact of multiplex social networks, as well as a practical contribution by evidencing the effects of the structures on both intentions and actions.","PeriodicalId":35958,"journal":{"name":"Periodica Polytechnica, Social and Management Sciences","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2022-02-03","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"46235307","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
An organisation's efficiency and effectiveness can be viewed as depending on the qualification of its employees. Organisational support and career development are among the factors that enable organisations to employ and retain qualified people. This study, which was conducted within the context of a social exchange, investigates the effect of career development on job engagement. As a result of the literature research, it has been determined that career development has a positive effect on job engagement, and it is further considered that normative commitment might have a mediating effect and organisational justice might have a moderating role in this relationship. The data was collected from 234 academics from four foundation universities in the Ankara and Mersin provinces of Turkey. The collected data were analysed using SPSS and AMOS package programs and the R and Python programming languages. The analyses demonstrate that there is a positive causal relationship between career development and job engagement, while normative commitment has a partial mediating role in this relationship, and organisational justice does not have a moderator role.
{"title":"The Mediating Role of Normative Commitment and the Moderating Role of Organisational Justice on the Influence of Career Development on Job Engagement","authors":"Mustafa Bekmezci, Kenan Orçanlı, Z. Fırat","doi":"10.3311/ppso.16652","DOIUrl":"https://doi.org/10.3311/ppso.16652","url":null,"abstract":"An organisation's efficiency and effectiveness can be viewed as depending on the qualification of its employees. Organisational support and career development are among the factors that enable organisations to employ and retain qualified people. This study, which was conducted within the context of a social exchange, investigates the effect of career development on job engagement. As a result of the literature research, it has been determined that career development has a positive effect on job engagement, and it is further considered that normative commitment might have a mediating effect and organisational justice might have a moderating role in this relationship. The data was collected from 234 academics from four foundation universities in the Ankara and Mersin provinces of Turkey. The collected data were analysed using SPSS and AMOS package programs and the R and Python programming languages. The analyses demonstrate that there is a positive causal relationship between career development and job engagement, while normative commitment has a partial mediating role in this relationship, and organisational justice does not have a moderator role.\u0000 ","PeriodicalId":35958,"journal":{"name":"Periodica Polytechnica, Social and Management Sciences","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2022-01-28","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"44995542","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
M. Chernyaev, Timofey Mikhailovich Mazurchuk, Tatyana Fedorovna Kreidenko
The digitalisation of the urban environment is one of the key areas for the development of modern urban studies. The projects within the framework of the "Smart City" concept are being implemented not only with a view to digital transformation and automation of urban processes, but also with the aim of achieving a comprehensive increase in the efficiency of the urban infrastructure, Hence, the purpose of this research paper is to propose the most effective estimation methods for the socio-economic changes taking place in Russia. The research consists in an analysis of urban infrastructure digitalisation projects, focusing on the most socially and economically profitable ones, both in terms of performance and functionality, in particular. The main set of research tools consists of searching and selecting information, analysing and processing statistical data, as well as generating a multi-purpose method for the project socio-economic efficiency assessment. Based on this methodology, it is possible to offer optimal solutions and forecast efficiency at the project development stage.The article is concerned with the digital technology projects implemented by the Ministry of Construction of the Russian Federation as a part of the "Smart City" development programs. The authors have concluded that adopting the multi-purpose methods for identifying the socio-economic impact of the "Smart City" digitalisation projects would accelerate the new technology implementation and efficient management of the entire "Smart City" system.
{"title":"A Possible Method for the Socio-Economic Efficiency Estimation of Smart City Projects, Paying Particular Regard to their Digital Technology Content","authors":"M. Chernyaev, Timofey Mikhailovich Mazurchuk, Tatyana Fedorovna Kreidenko","doi":"10.3311/ppso.17513","DOIUrl":"https://doi.org/10.3311/ppso.17513","url":null,"abstract":"The digitalisation of the urban environment is one of the key areas for the development of modern urban studies. The projects within the framework of the \"Smart City\" concept are being implemented not only with a view to digital transformation and automation of urban processes, but also with the aim of achieving a comprehensive increase in the efficiency of the urban infrastructure, Hence, the purpose of this research paper is to propose the most effective estimation methods for the socio-economic changes taking place in Russia. The research consists in an analysis of urban infrastructure digitalisation projects, focusing on the most socially and economically profitable ones, both in terms of performance and functionality, in particular. The main set of research tools consists of searching and selecting information, analysing and processing statistical data, as well as generating a multi-purpose method for the project socio-economic efficiency assessment. Based on this methodology, it is possible to offer optimal solutions and forecast efficiency at the project development stage.The article is concerned with the digital technology projects implemented by the Ministry of Construction of the Russian Federation as a part of the \"Smart City\" development programs. The authors have concluded that adopting the multi-purpose methods for identifying the socio-economic impact of the \"Smart City\" digitalisation projects would accelerate the new technology implementation and efficient management of the entire \"Smart City\" system.","PeriodicalId":35958,"journal":{"name":"Periodica Polytechnica, Social and Management Sciences","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2022-01-28","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"69499931","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2022-01-21DOI: 10.26794/2404-022x-2021-11-4-55-70
R. Fattakhov, M. Nizamutdinov, A. R. Atnabaev, M. Akhmetzyanova
Nowadays, one of the most important tasks of the state in the framework of ensuring sustainable socio-economic and demographic development of the country is the regulation of migration processes. The changes observed in a complex political situation, including the impact of sanctions and pandemics, have affected on the priorities transformation of the population when choosing a potential place of residence. In this regard, it is important and timely to identify trends and factors of population migration, as well as to assess the level of migration activity using modern economic and mathematical methods of analysis. These issues are most relevant for those regions where there is a migration outflow of the population. In order to identify the factors influencing a human behavior when making a decision to change their place of residence, a component analysis was conducted on 22 indicators of socio-economic development of 67 subjects of Russia. This process identifed fve main components. The obtained results formed the basis for assessing the level of attractiveness of the territories and further cluster analysis of the regions. This caused to the formation of four clusters, including the subjects of the Russian Federation with a similar level of socio-economic development. Combining the results of the multi-factor assessment made it possible to determine the complex level of socio-economic development for each region. At the next stage of the study, the identified relationships between the socio-economic development of the regions and the migration level were formalized using the methods of regression analysis. The obtained simulation results let the authors develop a forecast of the migration processes dynamics, taking into account the implementation of the inertial and optimistic scenarios for the development of the socioeconomic situation.
{"title":"Assessment and forecasting of the russian regions attractiveness as a factor of Interregional migration","authors":"R. Fattakhov, M. Nizamutdinov, A. R. Atnabaev, M. Akhmetzyanova","doi":"10.26794/2404-022x-2021-11-4-55-70","DOIUrl":"https://doi.org/10.26794/2404-022x-2021-11-4-55-70","url":null,"abstract":"Nowadays, one of the most important tasks of the state in the framework of ensuring sustainable socio-economic and demographic development of the country is the regulation of migration processes. The changes observed in a complex political situation, including the impact of sanctions and pandemics, have affected on the priorities transformation of the population when choosing a potential place of residence. In this regard, it is important and timely to identify trends and factors of population migration, as well as to assess the level of migration activity using modern economic and mathematical methods of analysis. These issues are most relevant for those regions where there is a migration outflow of the population. In order to identify the factors influencing a human behavior when making a decision to change their place of residence, a component analysis was conducted on 22 indicators of socio-economic development of 67 subjects of Russia. This process identifed fve main components. The obtained results formed the basis for assessing the level of attractiveness of the territories and further cluster analysis of the regions. This caused to the formation of four clusters, including the subjects of the Russian Federation with a similar level of socio-economic development. Combining the results of the multi-factor assessment made it possible to determine the complex level of socio-economic development for each region. At the next stage of the study, the identified relationships between the socio-economic development of the regions and the migration level were formalized using the methods of regression analysis. The obtained simulation results let the authors develop a forecast of the migration processes dynamics, taking into account the implementation of the inertial and optimistic scenarios for the development of the socioeconomic situation.","PeriodicalId":35958,"journal":{"name":"Periodica Polytechnica, Social and Management Sciences","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2022-01-21","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"81459775","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2022-01-21DOI: 10.26794/2304-022x-2021-11-4-116-117
I. Belyaeva, O. Polishchuk
.
．
{"title":"“Finance and Corporate Governance in a Changing Worln” (Based on the Materials of the iii All-Russiaт scientifc and Practical Сonference)","authors":"I. Belyaeva, O. Polishchuk","doi":"10.26794/2304-022x-2021-11-4-116-117","DOIUrl":"https://doi.org/10.26794/2304-022x-2021-11-4-116-117","url":null,"abstract":"<jats:p>.</jats:p>","PeriodicalId":35958,"journal":{"name":"Periodica Polytechnica, Social and Management Sciences","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2022-01-21","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"88371363","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2022-01-21DOI: 10.26794/2304-022x-2021-11-4-118-120
A. Editorial
.
．
{"title":"Contents of the journal for 2021","authors":"A. Editorial","doi":"10.26794/2304-022x-2021-11-4-118-120","DOIUrl":"https://doi.org/10.26794/2304-022x-2021-11-4-118-120","url":null,"abstract":"<jats:p>.</jats:p>","PeriodicalId":35958,"journal":{"name":"Periodica Polytechnica, Social and Management Sciences","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2022-01-21","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"75966369","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2022-01-21DOI: 10.26794/2404-022x-2021-11-4-86-98
E. Kirillova
Sustainable long-term economic development in modern industrial and economic conditions becomes impossible without innovations, which require an active interaction of three subjects: science, industry and state. This study analyzed the development trends of the above subjects in the Russian Federation in conformity with the world leaders, and also it studied the current specific alterations in the modern economic community. The analysis showed that the structure of the industrial production still has a predominant part of the raw material component in Russia. The using of financial resources in innovative activities were not efficiently enough. The prevailing budget sources of financing in the structure of research and development costs show a weak interest of Russian companies in the real economic sector in the research and development results. Those scientific subjects which note a tendency of funds lackage also have an extremely low interest in the research focused on the market needs and bringing them to a commercialization form, as well as they seem not interested in the practical implementation of the possibilities of their significant human and material and technical potential. The specifics of modern conditions and the peculiarities of the development of the three main subjects of innovation determine the need for close, long-term scientific and technical cooperation with the support of the state as a regulator, stabilizer and catalyst for the development of these processes. The factors constraining the development of innovations, together with the nature of innovations, determine the need to meet this need for cooperative activity even more urgently. Integration of efforts, abilities and resource mobilization, especially in the post-crisis period, as well as the possibility of risk sharing and sharing existing equipment, as well as obtaining additional funds through in-kind exchange are necessary conditions. It is also necessary to note the role of the state as a regulator, stabilizer and catalyst for the development of innovative processes. The study schematically presents the conclusions of a regression analysis of several factors and their impact on innovative development. They confirmed the need for cooperation with educational organizations of higher education as a priority partner. Based on the analysis, there were identified organizational and economic prerequisites for the development of scientific and industrial cooperation.
{"title":"Comparative analysis of the main trends in the Interaction of scientifc and educational Organizations with Industrial enterprises","authors":"E. Kirillova","doi":"10.26794/2404-022x-2021-11-4-86-98","DOIUrl":"https://doi.org/10.26794/2404-022x-2021-11-4-86-98","url":null,"abstract":"Sustainable long-term economic development in modern industrial and economic conditions becomes impossible without innovations, which require an active interaction of three subjects: science, industry and state. This study analyzed the development trends of the above subjects in the Russian Federation in conformity with the world leaders, and also it studied the current specific alterations in the modern economic community. The analysis showed that the structure of the industrial production still has a predominant part of the raw material component in Russia. The using of financial resources in innovative activities were not efficiently enough. The prevailing budget sources of financing in the structure of research and development costs show a weak interest of Russian companies in the real economic sector in the research and development results. Those scientific subjects which note a tendency of funds lackage also have an extremely low interest in the research focused on the market needs and bringing them to a commercialization form, as well as they seem not interested in the practical implementation of the possibilities of their significant human and material and technical potential. The specifics of modern conditions and the peculiarities of the development of the three main subjects of innovation determine the need for close, long-term scientific and technical cooperation with the support of the state as a regulator, stabilizer and catalyst for the development of these processes. The factors constraining the development of innovations, together with the nature of innovations, determine the need to meet this need for cooperative activity even more urgently. Integration of efforts, abilities and resource mobilization, especially in the post-crisis period, as well as the possibility of risk sharing and sharing existing equipment, as well as obtaining additional funds through in-kind exchange are necessary conditions. It is also necessary to note the role of the state as a regulator, stabilizer and catalyst for the development of innovative processes. The study schematically presents the conclusions of a regression analysis of several factors and their impact on innovative development. They confirmed the need for cooperation with educational organizations of higher education as a priority partner. Based on the analysis, there were identified organizational and economic prerequisites for the development of scientific and industrial cooperation.","PeriodicalId":35958,"journal":{"name":"Periodica Polytechnica, Social and Management Sciences","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2022-01-21","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"80843551","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2022-01-21DOI: 10.26794/2404-022x-2021-11-4-99-115
A. Nazarov
The unyielding efforts to develop a methodology for building a sales management system are yet another proof of its relevance. These efforts will continue, as the business community needs a sustainable and consistent operation model. The last 7 years have seen a general economic downturn and a slow recovery. Such topics as improvement of business effciency and investment performance, validation of costs, enhancement of management quality and cost controls have been gaining in relevance. Efforts to improve effciency of businesses, primarily of those which are associated with high costs and risks are becoming increasingly important. Since 2015, the author has been receiving an ever-increasing number of client enquiries on the subject “Sales Management”. The research described was started in 2010 and it is still ongoing. The bulk of the research work and experiments, the results of which are described in the article, were completed in 2016. The novelty of the proposed approach lies in its systemic analysis of the entire managerial paradigm governing the corporate sales system. It does not offer a description of feasible operation methods but it does offer a logically consistent chain of managerial decisions following the “if…, then…” principle. The proposed methodology is logically complete and organised in a hierarchical pattern where decisions made are arranged in a graded order according to their importance. The proposed research approach relies in part on the principles of holistic thinking and it is focused on the analysis of the hierarchy of managerial decisions made and their interplay. The research was conducted while working with the clients who sought sales management consultancy services. The study results proved the effectiveness of the developed model and its high reliability for the analysis of different sales systems when one has to make managerial decisions designed to improve the sales system (though the study results are to a lesser extent applicable to retail sales). The prospects for the practical application of the results generated by this study are encouraging: modern companies need a sustainable model to analyse and streamline their sales management system. The research methodology and conclusions form the basis of the education programmes and training courses offered at the Graduate School of Corporate Management at the Russian Presidential Academy of National Economy and Public Administration (RANEPA) and Moscow Business School.
{"title":"Sales management. Methodology of Improving the efficiency of the company’s sales system","authors":"A. Nazarov","doi":"10.26794/2404-022x-2021-11-4-99-115","DOIUrl":"https://doi.org/10.26794/2404-022x-2021-11-4-99-115","url":null,"abstract":"The unyielding efforts to develop a methodology for building a sales management system are yet another proof of its relevance. These efforts will continue, as the business community needs a sustainable and consistent operation model. The last 7 years have seen a general economic downturn and a slow recovery. Such topics as improvement of business effciency and investment performance, validation of costs, enhancement of management quality and cost controls have been gaining in relevance. Efforts to improve effciency of businesses, primarily of those which are associated with high costs and risks are becoming increasingly important. Since 2015, the author has been receiving an ever-increasing number of client enquiries on the subject “Sales Management”. The research described was started in 2010 and it is still ongoing. The bulk of the research work and experiments, the results of which are described in the article, were completed in 2016. The novelty of the proposed approach lies in its systemic analysis of the entire managerial paradigm governing the corporate sales system. It does not offer a description of feasible operation methods but it does offer a logically consistent chain of managerial decisions following the “if…, then…” principle. The proposed methodology is logically complete and organised in a hierarchical pattern where decisions made are arranged in a graded order according to their importance. The proposed research approach relies in part on the principles of holistic thinking and it is focused on the analysis of the hierarchy of managerial decisions made and their interplay. The research was conducted while working with the clients who sought sales management consultancy services. The study results proved the effectiveness of the developed model and its high reliability for the analysis of different sales systems when one has to make managerial decisions designed to improve the sales system (though the study results are to a lesser extent applicable to retail sales). The prospects for the practical application of the results generated by this study are encouraging: modern companies need a sustainable model to analyse and streamline their sales management system. The research methodology and conclusions form the basis of the education programmes and training courses offered at the Graduate School of Corporate Management at the Russian Presidential Academy of National Economy and Public Administration (RANEPA) and Moscow Business School.","PeriodicalId":35958,"journal":{"name":"Periodica Polytechnica, Social and Management Sciences","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2022-01-21","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"83339950","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
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