External Sales Research Articles

Fuzzy Testing Model Built on Confidence Interval of Process Capability Index CPMK

A variety of process capability indices are applied to the quantitative measurement of the potential and performance of processes in manufacturing. As it is easy to understand the formulae of these indices, this method is easy to apply. Furthermore, a process capability index is frequently utilized by a manufacturer to gauge the quality of a process. This index can be utilized by not only an internal process engineer to assess the quality of the process but also as a communication tool for an external sales department. When the manufacturing process deviates from the target value T, the process capability index CPMK can be quickly detected, which is conducive to the promotion of smart manufacturing. Therefore, this study applied the index CPMK as an evaluation tool for process quality. As noted by some studies, process capability indices have unknown parameters and therefore must be estimated from sample data. Additionally, numerous studies have addressed that it is essential for companies to establish a rapid response mechanism, as they wish to make decisions quickly when using a small sample size. Considering the small sample size, this study proposed a 100 (1 − α)% confidence interval for the process capability index CPMK based on suggestions from previous studies. Subsequently, this study built a fuzzy testing model on the 100 (1 − α)% confidence interval for the process capability index CPMK. This fuzzy testing model can help enterprises make decisions rapidly with a small sample size, meeting their expectation of having a rapid response mechanism.

EXPRESS: Optimizing Pricing Delegation to External Sales Forces via Commissions: an Empirical Investigation

In this paper, using data from indirect auto lending and a structural model of external sales representative (ESR) behavior, we investigate i) the role of commissions as a potential tool to influence ESRs’ pricing decisions under limited authority, ii) the impact of optimized commissions on firm profitability and iii) the implications for customer welfare. The results provide strong evidence for ESRs being strategic (vs. myopic) in their pricing and effort decisions; and in both cases, strategic behavior is inversely proportional to customer risk. Moreover, once optimized, commissions are an effective tool for firms to bridge the profitability gap between centralized pricing and pricing delegation. Our analyses on social justice and fairness reveal that customer groups along the dimensions of customer risk, income class, and gender, which have been traditionally marginalized in society, suffer from inequities in the indirect-lending ecosystem. While, the optimization of commissions does not intensify these biases, we found females to be the exception, and that the inequities due to gender bias not only persist in the optimized regime, but also deepen. Through counterfactual simulations, we propose two policies for firms to minimize social inequity, which helps them balance immediate profit-maximizing goals with responsible AI initiatives.

EXPORT, DOMESTIC SALES AND IMPORT: INTERCONNECTIONS ON EXPORTER’S MARKET

The paper develops a model of partial equilibrium of an export-oriented market, which includes three markets for a differentiated product: the domestic markets of a selected exporting country and a global exporter (a set of other exporting countries that supply to the external sales market of the exporting country), as well as the external, the combined market of importing countries, which considers the competition between the exporting country and the global exporter. At the same time, it was assumed that imports in exporting countries are small and can be excluded from consideration. The new statement takes into account the supply of importsto the domestic market of the exporting country. In a state close to equilibrium, the model ensures the fulfillment of the following relationships: 1) the external supplies of the exporting country are positively related to their own production. For the dependence of the external supplies of the exporting country on the output volumes of the global exporter, the conditionsunder which it has a negative or positive relationship are specified. In general, the nature of this relationship depends on the size of the exporting country's market, and in most casesthis relationship is negative; 2) the import of the exporting country positively depends on theoutput of the global exporter, solutions have been found in which the dependence on the output of the exporting country can be both negative and positive; 3) the price of the domesticmarket of the exporting country is negatively related to the output of the global exporter, its relationship with the production of the exporting country in most cases is negative. Based on the model, the impact of supply and demand shocks on the export-oriented market is analyzed. The scenario associated with the fall in global barley production is considered,which, in general, confirmed the adequacy of the model. The theoretical significance of thestudy lies in substantiating the nature of the relationships that arise in the sales markets of the exporting country, in particular, depending on the size of the exporter's sales market. The practical relevance of the model lies in its great scientific potential for solving problemsrelated to assessing the impact of supply and demand shocks on the domestic market, with the development of measures to stabilize it.

Sanctions on Russia’s central bank

Central-bank sanctions imposed in February 2022 by Canada, the European Commission, France, Germany, Italy, the United Kingdom and the United States against Russia have constrained the country’s ability to manage its capital account and lowered its future growth potential. There are, however, gaps in the sanctions regime, and some hard currency held by Moscow has flowed abroad, where it has been invested productively. In addition, Russia has been able to replace the assets immobilised by sanctions through external sales of oil and gas.

基于物联网的农产品冷链物流安全监控系统设计

In order to improve the safety of cold chain logistics transportation and the accuracy of monitoring results, a design method of agricultural products cold chain logistics safety monitoring system based on the Internet of Things is proposed. The monitoring system includes wireless sensor, embedded and GPS technologies. In order to effectively realize the management of logistics monitoring data, this paper proposes improved Leda criteria to remove outliers in information fusion, and an information transmission method based on multicast greedy forwarding (MGF) algorithm on the basis of traditional management means, thus realizing logistics vehicle monitoring and logistics information tracing. The result shows that the object loss rate of the proposed logistics supervision method is only 1.7%, which is significantly lower than other supervision methods. And the monitoring accuracy of the monitoring method proposed in the study is also significantly higher than other methods, which can achieve effective supervision in the cold chain transport process of agricultural products. The above results show that it is feasible to adopt improved methods to realize the safety monitoring of logistics cold chain transportation, which is of great significance to the external sales of agricultural products and the development of logistics technology.

Integration of novel uncertainty model construction of green supply chain management for small and medium-sized enterprises using artificial intelligence

In this paper to promote the coordinated growth of the economy and the environment, green supply chain management requires businesses to pay attention to environmental protection, energy conservation, and emission reduction in the closed loop of the entire life cycle, including initial research and development and design, procurement and selection of materials, production, external sales, recycling, and waste disposal. This paper also combines artificial intelligence deep learning technology to build a green supply chain management system for small and medium-sized enterprises, improving the intelligent algorithm and creating an intelligent model. These two factors together improve the effect of green supply chain management for small and medium-sized enterprises. The results of the experimental research demonstrate that the green supply chain management system for small and medium-sized businesses built in this paper, which is based on artificial intelligence deep learning technology, has good management and decision-making effects and can successfully reduce the carbon emissions of the supply chain of small and medium-sized businesses.

Study on distribution routing optimization for part-time riders under crowdsourcing Ordering takeout

In recent years, "Ordering takeout" has become an important part of today's fast-paced life, so the crowdsourcing takeout delivery platform has been born. In this paper, we considers the characteristics and distribution process of part-time riders, takes path minimization as the objective function and distribution cost as the constraint condition, establishes a delivery crowdsourcing part-time rider distribution model, To win over Excel "planning solution" function. Combined with VLOOKUP and INDEX functions, the method of adding All Different constraint conditions to the mathematical model was optimized for the distribution path of external sales. This method reduces the high cost of purchasing professional programming software, making the optimization of delivery route become a routine office affair, and improving the overall optimization efficiency of the delivery enterprise.

Public policy tools for Ukraine’s export capacity realization and agricultural financial capacity reinforcement

At the current stage of Ukraine’s socio-economic development, agriculture is the priority industry in the national economy that constitutes a substantial share of GDP, secures the growing volumes of exports and foreign currency inflow, and improves the export-import balance and the country’s position in international labor division. Ukraine’s export capacity is developed and the financial security of agriculture is maintained in conditions of significant problems and obstacles related to the loss of commodities shipment channels and commodities exports in war, consistent low value-added and depth of agricultural processing, high concentration of raw materials, unformed consistent systems of commodities shipment and promotion of the domestic agriculture on external sales markets, limited investment in technical and technological modernization of export-oriented agricultural entities’ capacity, the need to standardize and certify agriculture following international standards of security, quality, quotas, and customs-tariffs restrictions on domestic agricultural exports to external markets. Therefore, to overcome them, it is necessary to introduce a set of tools that includes the diversification of commodities shipment channels and entry of agricultural exporters to the new external food markets, establishment of new manufacturing of high value-added agriculture and expansion of processing, creation of agricultural and processing clusters, the establishment of distribution-logistics chains of domestic products promotion on external markets, improvement of accessibility of investment framework of agricultural companies’ production capacity and export activity development, minimization of transaction costs of agricultural manufacturing and exports, improvement of the system of information and consulting services provided to agricultural exporters, diversification of external markets, and optimal-rational distribution of domestic agriculture on the global market.

Country of brand origin positioning and financial performance: effects on internationalized companies from an emerging market

Purpose The purpose of this study is to investigate whether the internationalization characteristics of companies from an emerging market (internationalized company stage and presence of a sales subsidiary abroad) moderate the influence of country of brand origin positioning over the companies' financial performance. Design/methodology/approach The authors performed an ex-post-facto study of internationalized companies from Brazil spanning 16 years. Generalized estimating equations in panel data revealed the results with market share, return on assets (ROA) and Tobin's Q as dependent variables. Findings The result revealed that country of brand origin positioning is worth doing for internationalized companies from an emerging market, especially for multinationals with sales activity in the destination country. It positively affects all three financial metrics. For exporters, it is effective in increasing market share and returns on assets. Practical implications The research demonstrates the effectiveness of the image positioning of exporting and multinational companies that have internationalization initiatives and allocation of external sales activities. Originality/value In emerging markets, country of brand origin positioning is a branding strategy used by companies seeking to internationalize. This research shows that the contexts of the characteristics of internationalization strategies change the results, and therefore the need to be considered for testing the effectiveness of country-of-brand-origin positioning.

Egyptian Pottery in Nubia: Stages of Existence

The article analyzes the stages of penetration and peculiarities of existence of ancient Egyptian pottery in Nubia – the southern neighbour of Egypt and the area of its expansionist interests. The first traces of such penetration were recorded at the beginning of the 3rd millennium B.C. and were associated with the founding of the Egyptian outposts in the middle reaches of the Nile. In the middle of the 2nd millennium B.C. Nubia became a part of the Egyptian Empire, which led to the Egyptization of various aspects of Nubian life, including craft, and to the existence of traditional Egyptian ceramic types, mainly made on a pottery wheel. After the return of independence, the wheel-made pottery of the Napata Kingdom continued to demonstrate Egyptian features, but gradually there was an individual evolution.As a result, already in the Meroitic Period, this led to the forming of the original and unique style of Meroitic ceramics. Egyptian pottery, mainly from the southern regions bordering on Nubia (primarily from Aswan), continued to be imported into the Kingdom of Meroe; its presence on archaeological sites clearly demonstrates the active trade relations of the two neighbouring regions, and also, possibly, indicates that the Aswan pottery workshops could be oriented not only to the internal, but also to the external sales market, due to their proximity to the borders of Meroe. At the same time, Egyptian pottery is represented in Nubia in much smaller quantities than one would expect. This can be explained, on the one hand, by not always accurate attribution of archaeological finds. On the other hand, the Nubian ceramics has long roots and traditions; it was able to provide for the everyday needs of the unpretentiouslocal population. Although Egyptian influence can be traced in certain groups of Nubian pottery, but local pottery producing of the Meroitic time became highly developed and was competitive with imported samples in the domestic market.

ЕАЭО ЖАҒДАЙЫНДА ҚАЗАҚСТАННЫҢ ЭКСПОРТҚА БАҒДАРЛАНҒАН АУЫЛ ШАРУАШЫЛЫҒЫ ӨНІМІН ӨНДІРУ

The system of measures of public support for production of export-oriented agricultural products in Kazakhstan and the EAEU member States is considered, directions for its improvement are determined. Indicators of production of gross domestic product, gross agricultural output, the share of crop production industry in it on average for 2015-2019 are presented. The prospects for export of domestic food have been studied; for this purpose, it is necessary to strengthen agricultural specialization of each industry. The authors note that phytosanitary measures are currently not regulated, there is no unified method for calculating the level of support, unified requirements for obtaining breeding products, a unified procedure for animal identification, unified rules for laboratory research and veterinary control. It is required to systematize and harmonize the existing tools and mechanisms for the development of the branches of agro-industrial complex of the republic in order to form a single market for the States of the Eurasian Economic Union, as well as develop sectoral programs. The article substantiates the need for systematic public support for the development of agro-industrial complex, aimed at meeting the needs of the domestic market and the implementation of centralized policy to promote exports. It is shown that environmental friendliness is one of the main competitive advantages of food products in the republic, contributing to the strengthening of Kazakhstan's positions on external sales market. The structure of exports of Kazakhstani agricultural products should be focused on reducing the share of raw materials in favor of agricultural products with high added value. In industries with high export potential, large specialized commodity zones and optimal flows of goods will be formed in order to ensure the country's food security.

The analysis of the state and development of the vegetable oil market of East Kazakhstan

The current state and development of the oilseed market of the East Kazakhstan region, which is the country's main supplier of sunflower seeds, as well as raw materials for oil refineries, is investigated. This article analyzes the development of the oil and fat industry of East Kazakhstan region for 2015-2019 by the following indicators: gross yield of oilseeds; productivity; sown area; level of utilization of average annual production capacity. Volumes of vegetable oil production by their types, which are the main factor resources and sources of oilseed raw materials and their processing, are presented. Along with this, the main problems of the oil and fat industry of the region are identified, ways to solve them, also prospects for the development of internal and external sales markets are proposed. In order to increase the efficiency of the oil and fat industry in the region and Kazakhstan, the need for the production of high-quality raw materials, also the solution of other issues related to ensuring food security, was noted.Particularly, the formation and maintenance of the production cycle: selection - growing - storage, as well as oilseed processing. Providing state support in providing farmers with quality seeds and modern technology, monitoring the export of high-quality oilseeds, as well as stimulating the export of final products.

Alles F&E? Performance-Effekte phasenspezifischer externer Kooperation in KMU

Zusammenfassung Kleine und mittlere Unternehmen (KMU) sind stark auf externes Wissen angewiesen. Gleichzeitig weisen KMU einen geringen Strukturierungsgrad in der unternehmensinternen Forschung und Entwicklung (F&E) auf, wodurch der Zugriff auf externes Wissen auch über kooperative F&E hinaus erfolgen muss. Basierend auf Argumenten aus der ressourcenbasierten Sicht auf das Unternehmen (RBV) und aus der Forschung zu organisationaler Absorptionsfähigkeit wird argumentiert, dass KMU in verschiedenen Phasen des Innovationsprozesses von der Kooperation mit unternehmensexternen Partnern profitieren. Die aufgestellten Hypothesen werden anhand von Daten aus dem Mannheimer Innovation Panel (MIP) getestet. Der Datensatz umfasst 1.475 KMU. Der Einfluss von phasenspezifischer Kooperation auf den innovativen Umsatz geht weit über F&E hinaus und ist vom gewählten Partner abhängig. Abstract Small and medium sized enterprises (SMEs) strongly depend on external knowledge. At the same time, SMEs face several resource constraints. Especially the marginally structured internal research and development (R&D) function leads to knowledge sourcing beyond cooperative R&D. Using arguments from the Resource-Based View of the firm (RBV) and Absorptive Capacity (AC), this study hypothesizes on external collaboration and innovative sales taking partner- and stage-specificity into account. Data originates from the Mannheim Innovation Panel (MIP) comprising 1.475 SMEs Results suggest a broad impact of stage-specific collaboration on innovative sales, which depends on the type of partner.

COMPETITIVENESS OF BANKS IN THE MODERN CONDITIONS OF FINANCIAL MARKET DEVELOPMENT

The article carries out the comparative analysis of the basic approaches to the choice of competitive strategies of banks. The aim of the paper is to substantiation of theoretical and methodical principles of banks' competitiveness in the current conditions of financial market development.The factors that affect the level of competitiveness of banks are determined. The authors of the article classifies them into factors that cause structural imbalances in the economy, factors of macroeconomic and microeconomic functioning of banks.Competitiveness of banks can not be considered without the competitiveness of their products and services. Between them there is a close relationship, they determine the development of each other.The authors of the article prove that banking competition differs from classical competition between commodity producers. These differences are: the object of banking competition is not goods, but the resources that the bank generates to carry out active operations; in banking market, banks can act as a seller, not only the buyer; the implementation of banking services may be carried out within the bank without the involvement of external sales channels; the situation of competition arises not only between banking institutions, it is also connected with the activities of non-banking financial institutions; the activities of banking institutions are strictly regulated by the National Bank of Ukraine. Modern conditions of functioning of the banking market testify to the necessity of development and introduction of strategic management of bank competitiveness, development of new methods of formation and implementation of competitive advantages and strategies. Development strategies need to be developed taking into account uncertainty, they should be as flexible as possible and provide for the possibility of realizing banking risks. Thus, it can be construed that the current state of development of banking business is accompanied by crises occurring both in the economic and financial spheres of the country; therefore, ensuring the competitiveness of banks must first of all be based on the development of effective, convincing messages for investors, clients and employees. The main actions of banks that make it possible to present their competitiveness should be this: ensuring financially sustainable development; the protection of the existing own banking business is the elaboration of a contingency plan; work on the prospect.

O negócio dos negócios não são apenas os negócios: a sustentabilidade empresarial como elemento estratégico

Based on theoretical and empirical studies, better business results are possible to achieve when there is alignment between the organization's strategy and sustainability management, as this alignment generate value for the organization and attend its stakeholders directly. Thus, this paper aims to highlight the reasons why companies should invest in sustainability, drawing up conclusions from literature and the perception of managers and coordinators of different areas in a Brazilian mining company. In order to do that, a qualitative research was conducted based on semi-structured interviews with those responsible for the mining company. As the main result, we have a synthesis of ten reasons why companies should invest in sustainability, that are: image, increase internal and external sales, valorization in the capital market, reduction of costs, improvement in company’s image before its stakeholders, reduction of risks, attraction and retention of talents, innovative capacities, competitive advantage and quick response or anticipation to legislation.

Cash flow management by risk-neutral and risk-averse stochastic approaches

This article presents a dynamic cash flow management problem with uncertain parameters in a finite planning horizon via two-stage stochastic programming (SP). We propose a risk-neutral mixed-integer two-stage SP model and risk-averse versions based on the minimax regret and conditional value-at-risk (CVaR) criteria. The models support decisions in cash management that deals with different grace periods, piecewise linear yields and uncertainty in the exchange rate of external sales. The developed approach is applied to a real-world stationery company in Brazil. Numerical results assess the trade-off between risk and return, showing that the optimisation models generate effective solutions for the company’s treasury with reduced risks, which might be appealing for companies from other sectors as well.

The limits of relational governance: Sales force strategies in the U.S. medical device industry

Research Summary: We explore how interorganizational relationships shape firm boundary decisions. Using data on 545 U.S. medical device manufacturers' product portfolios and sales‐governance choices (i.e., internal or external sales forces) from 1983 to 1996, we find relational capital between manufacturers and external sales forces influences future firm boundary decisions. Relational capital lowers the likelihood of integrating the sales function, but only when firms remain focused on the same product market. Further, launching an innovative product has a nuanced effect. For firms lacking relational capital, innovation increases the likelihood of sales integration. This pattern reverses as relational capital accumulates, but only when innovations are in the firm's existing focal product market. Our findings suggest important limits on the effect of relational governance on firm strategy. Managerial Summary: Choosing between in‐house or external sales is a key strategic decision. In the medical device industry, this decision is particularly important because salespeople are conduits between R&D and customers. For firms who initially choose external sales, the trade‐off between maintaining existing links (via external sales) and developing new, direct relationships (by bringing sales in‐house) can change significantly as product portfolios change. Analyzing 545 U.S. medical device manufacturers from 1983 to 1996, we find that existing relationships with external sales forces reduce the likelihood of bringing sales in‐house, but only when firms remain in the same product market, such as orthopedic implants. When firms launch products in new markets, especially innovations, they are more likely to bring sales in‐house.

Towards a governance approach to determinants of reseller management success

PurposeIn mature global business-to-business (B2B) product markets, management of external sales channels, governed by contractual relationships, is a key determinant of business performance. However, existing sales channel management literature lacks focus on contractual governance and reseller management success. The purpose of the study is to systematically review different governance theories in relation to sales channel management and to show which factors are the most influential in making or keeping external sales channels effective.Design/methodology/approachA case study on a large B2B information and communication technology (ICT) company is used to reflect on the way the different theoretical governance perspectives explain sales channel management success. Interviews and mini-questionnaires were used to collect data.FindingsExpressions of interdependence and equality alongside persevered personal relationships are important in managing daily business activities and in avoiding bad will at the reseller’s grass-root level. Future-oriented planning, long-term-oriented support and jointly set incentive systems are important for reseller management. Degree of professional management sets resellers apart through shifts in power balance.Research limitations/implicationsA multi-theory governance perspective offers a holistic view over reseller management and provides a comprehensive view over different sales channel management issues and their relative importance.Practical implicationsThe findings highlight the importance of long-term orientation and cooperation in setting up a reseller management system to gain and nurture distributors’ trust and commitment towards the manufacturer.Originality/valueThe study is the first to comprehensively use governance perspective in studying reseller management.

The Asahi Shimbun Photoarchives -Digitalization of photos and external sales business-

The Asahi Shimbun Photoarchives -Digitalization of photos and external sales business-

Sullair: Redefining its Channel of Distribution

This case examines the interplay between Sullair, an air compressor manufacturer, and its channel of distribution. Unlike the two market leaders, Sullair has chosen not to compete with its distributors and offers them exclusive territories so as to minimize any intra-brand competition. The tension in the case is to understand the quid pro quo between Sullair and its channel. One would expect that, in exchange for exclusivity, the channel would recognize that it must allow Sullair some degree of input into certain decisions that have traditionally been controlled by the channel. The case traces the decisions that Sullair must consider in its attempt to gain more influence over the actions of its channel partners, who are seen as an extension of the Sullair sales force. Excerpt UVA-M-0772 April 21, 2009 SULLAIR: REDEFINING ITS CHANNEL OF DISTRIBUTION Introduction In February 2007, John Thompson, vice-president and general manager of customer care at Sullair, was drafting his presentation for the Sullair distributors' conference in Florida. Although the conference was an annual event, the agenda for this year's conference had taken the previous six months to prepare. Some of the issues that remained unresolved were Sullair's current go-to-market strategy, its overall growth objectives—in light of its plan not to increase the number of distributor partnerships—and the performance measurement tools required to standardize the end-use customer experience. To be consistent with the Sullair culture, both the agenda for this meeting and the proposed strategy would revolve around the end-use customers' experience. Thompson had commissioned an extensive survey to provide the data upon which the new go-to-market strategy would be built. The survey was intended to gather information from both distributors and customers and reflected both the end-use customers' experiences and distributors' perceptions of their relationship with Sullair. Sullair was very mindful that customers did not differentiate between the company and its independent distributors. In the minds of the end user, the distributors simply were an extension of Sullair—Sullair's face to the marketplace—and were viewed as Sullair's external sales force. Yet due to the autonomous nature of the relationship with its channel, Sullair had difficulty imparting to them a sense of urgency for growth; many distributorships were managed to provide the principal owners adequate sales to support a comfortable lifestyle, with little motivation to grow their business as Sullair might have wished. . . .