Cognitive Modeling in Improving the Organization Competitiveness

Алпеева, Е. А.; Zelenov, Alexander V.; Serebryakova, Nadezhda А.

doi:10.1007/978-3-030-40749-0_45

Cited by 2 publications

(5 citation statements)

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“…С точки зрения процессного подхода, категория «сбыт» включает в себя комплекс организационно-управленческих, оперативнораспорядительных и плановых мероприятий, связанных с проектированием, производством, поставкой, реализацией и продвижением продукции на целевом рынке [7,11]. Можно выделить три характеристики сбытовой деятельности (рисунок 2) [8,9,13].…”

Section: результаты и их обсуждениеunclassified

“…Работа сбытовых служб, в основном, направлена на своевременность, ритмичность, комплектность и ассортимент поставок (рисунок 3) [9,11].…”

Section: результаты и их обсуждениеunclassified

“…─ повышает уровень обоснованности и логичности стратегических решений со стороны топ-менеджмента [6,11].…”

Section: результаты и их обсуждениеunclassified

“…Реализация товарной продукции через посредников. Среди основных причин, когда производитель выбирает посредников для реализации собственного товара, следует отметить: [11,13]. Среди ключевых факторов, которые определяют целесообразность и логичность использования посреднических структур при сбыте продукции, также отметим: потенциальные потребительский рынок весьма масштабен с позиции административно-географического критерия; объемы реализации продукции в каждой отдельной территориальной зоне имеют небольшие значения; важным критерием как для потребителя, так и для производителя является скорость поставки готовой продукции; реализуемый товар имеет высокую степень стандартизации.…”

Section: результаты и их обсуждениеunclassified

“…В целях повышения эффективности работы с контрагентами по договорам поставок и продаж, а также предупреждения снижения объемов продаж по причине некомпетентности последних каждому из них присваивается определенная категория риска. Их ранжирование может проводить руководитель договорного или правового отдела сбыта, принимая во внимание следующие факторы: процент выполнения обязательств по расчетам, содержание первичной информации (документы, отзывы) [11,14]. 4.…”

Section: результаты и их обсуждениеunclassified

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Features of the organization of management of effective sales activities at the enterprise

Богомолова

Urazova

Ibragimov

et al. 2021

Vestn. Voronež. gos. univ. inž. tehnol.

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Sales activity is an essential element of the unified management system of any modern business entity. At present, sales of products are no less important than the production component. It is worth noting that in certain industry segments, as well as industrial and manufacturing sectors, an effectively organized and implemented sales system forms about 70% of the success of all business activities. These circumstances are predetermined by the fact that such industrial enterprises are forced to operate in a highly competitive market environment. At present, thanks to the research of modern theoretical scientists and various specialists, the management of product sales has reached a completely different qualitative level of development of theoretical and methodological justification, as well as scientific and applied solutions. All this justifies and actualizes the high degree of significance and prospects of the selected subject area of scientific research. In the context of the latter, the content essence and conceptual tasks of the marketing activity of an economic entity were studied; the system of organization and promotion of sales of products in conditions of risk, instability and uncertainty at the endo - and Exo-levels is investigated; the features of the process of selling industrial products of the object of research are identified and analyzed. The scientific achievement was a carefully developed scientific and theoretical basis for the system of organization, functioning and promotion of sales activities of the object under study in conditions of risk, instability and uncertainty of the market environment. Author's scientific achievements (directions of realization of sales activity at the enterprise; principles of organization of the sales management system in modern market conditions; elements of sales planning; means of sales promotion; forms of sales in the organization of sales activities at the enterprise; methods for improving the efficiency of the sales network at the enterprise), presented in the content part of the study, have a high theoretical and utilitarian significance, the latter determines the possibility of applying developments in research, educational and applied fields of activity.

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Section: результаты и их обсуждениеunclassified

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Features of the organization of management of effective sales activities at the enterprise

Богомолова

Urazova

Ibragimov

et al. 2021

Vestn. Voronež. gos. univ. inž. tehnol.

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The critical success factors of the highly competitive organizations; a systematic literature review

Ubaid

2023

TQM

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PurposeThe current research aims to analyze the literature to determine its strengths and weaknesses and extract the required information, which will be used to identify the characteristics of the highly competitive organization (HCO), define it and identify the HCO's critical success factors (CSFs). Finally, the future research agenda will be proposed.Design/methodology/approachA multiple stages research methodology was used to fulfill the research objectives. The research started with the systematic literature review (SLR). Then, focus group discussions and Pareto analysis were used to fulfill research objectives.FindingsEleven points were identified in the research to represent the characteristics of the HCO. Then, the HCO was defined based on the elements of these points. Moreover, the vital few CSFs to successfully implement many research scopes were identified. Then, the CSFs of the HCO was generated based on these vital few CSFs.Research limitations/implicationsThe main limitation of the current research is the literature sample size. A larger sample selection could enrich the generated lists with many other CSFs.Practical implicationsMany implications points were highlighted in this research which showed the importance of the current research for academic and practical audiences.Originality/valueThe SLR process showed that the reviewed literature lacked a consolidated list of the HCO characteristics and a clear definition of the HCO. Moreover, the reviewed literature lacked a unified list of the HCO CSFs. Therefore, the current research approach is novel and original.

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Cognitive Modeling in Improving the Organization Competitiveness

Cited by 2 publications

References 1 publication

Features of the organization of management of effective sales activities at the enterprise

Features of the organization of management of effective sales activities at the enterprise

The critical success factors of the highly competitive organizations; a systematic literature review

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