Enterprise product sales market selection model

Vladimir Anisimov,Tatyana Saurenko,Evgeniy Anisimov,V Breskich

doi:10.1051/e3sconf/202021707024

Vladimir Anisimov, Tatyana Saurenko + Show 2 more

Open Access

https://doi.org/10.1051/e3sconf/202021707024

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Abstract

Efficient sales logistics is the foundation of sustainability of enterprises in the real economy. This is due to the fact that it is the closing link in the logistics system, production of goods and provides a choice of distribution channels and their participants. The choice of distribution channels, first of all, involves the determination of markets for the products manufactured by the enterprise. Due to the need to ensure the effectiveness of this choice of taking into account a large number of various factors, the solution to this problem involves the use of formalized models and techniques. The article proposes a model and methodology that provides a reasonable choice of markets for the products of an enterprise in the real sector of the economy at the initial stage of forming its marketing logistics strategy. The model is based on a formal apparatus of statistical conclusions based on nonparametric statistics. This made it possible to take into account the inherent uncertainty of the source information inherent in the considered selection problem. The proposed model may be useful for digitalization in the field of logistics management of enterprises in the real sector of the economy.

Highlights

The most important element of enterprise management in the real sector of the economy is the formation of a sales logistics strategy [1 - 5]
In the current information situation, it can be assumed that the coefficients j (j = 1,2, ..., J) of the rank correlation of the compared sales markets of the enterprise’s products are random variables distributed in accordance with the β - distribution
The proposed model provides a comparative assessment of the markets for the products of an enterprise in the real sector of the economy

Summary

Introduction

The most important element of enterprise management in the real sector of the economy is the formation of a sales logistics strategy [1 - 5]. Its formation, first of all, involves the choice of markets for manufactured products. The solution to this problem often has to be carried out in conditions of significant uncertainty. A typical information situation is the lack of reliable quantitative assessments of possible markets for enterprises. In such a situation, one has to rely on many of their qualitative characteristics, often exhausted by the ability to rank markets according to some preference criteria. The formation of a model for substantiating the choice of a market for manufactured products in this information situation is the purpose of this article

Formalized representation of the model

Conclusions