Revenue Growth Research Articles

Strategic Upward Striving Toward $100 Million Revenue: Setting Goals to Attract External Attention

We provide evidence that in certain contexts, firms set upward-striving goals and that this upward striving yields significant performance and visibility benefits. We develop a model of variable attention in which, as firms’ performance levels approach cognitively salient round numbers, managers strategically shift their focus from easier-to-reach goals based on historical and social reference points to more challenging goals that provide external visibility and capital market benefits. As one specific yet important instance of an upward shift in attention, we document a significant increase in revenue growth rates as firms’ annual revenue approaches $100 million. Firms achieving this goal obtain discontinuous increases in analyst and media coverage, investment by new institutional investors, and executive compensation. We find no evidence of decreased investment efficiency or profitability, suggesting that managers typically build slack into their goal levels. Our theory extends to goals based on other salient round numbers, such as revenue of $10 million, $500 million, and $1 billion. This study recasts behavioral theory of firm research in an open systems perspective, highlighting the externally directed aspects of firm goal setting. Supplemental Material: The online appendices are available at https://doi.org/10.1287/orsc.2021.15148 .

Сущность синергетического подхода к управлению доходами и расходами в холдингах в условиях санкционных ограничений и неопределенности

New approaches to the management of income and expenses of holding-type production enterprises are being investigated in order to increase the efficiency of their work during the introduction of sanctions restrictions and economic uncertainty. The impact of the imposed sanctions and restrictions on the problems arising from the management of enterprises associated with the violation of the usual logistics links with suppliers of materials, components and high-tech equipment, the refusal of foreign customers to fulfill their obligations under already concluded contracts and the discussion of new contracts is revealed. All this leads to a decrease in sales revenue, an increase in costs, and a change in the structure of the company’s expenses. It is determined that economic uncertainty complicates the choice of scenarios for the development of economic activity, causes the need to adjust the accepted tactical and strategic management concepts of enterprise development. Managers have to identify sources of revenue growth by integrating production, warehouse, and transport companies into the perimeter of the holding. The distinctive features of the holdings are formulated and the reasons that motivate the management to integration transformations are identified. It is revealed that some of the mergers and acquisitions are not effective due to the lack of a clear understanding of the further joint interaction of the combined enterprises. At the stage of the integration plan, it is necessary to form hypotheses about the presence of interconnections in the group structure – technologies, supply, product quality control, storage, management infrastructure, sales, etc.; sources of interconnections – common types of products, common technologies, sales channels, generalized buyers, common management functions; possible forms of joint activities – joint production technologies, joint storage, joint transportation; joint use of the competencies of the staff of the parent company. In this regard, it becomes urgent to search for a new approach to managing income and expenses at production holdings, which requires improving accounting procedures based on the management of the holding as a system of enterprises with synergetic properties that can influence changes in the scale of income and expenses.

How Do Self-Service Kiosks Improve COVID-19 Pandemic Resilience in the Restaurant Industry?

As many customers stopped dining out during COVID-19, most restaurants suffered financially. Even after the pandemic, some customers remain wary of being in a crowded place and show resistance to eating out. Restaurants faced with customer resistance and a labor shortage started to adopt electronic devices to minimize human contact and were recognized as having safety protocols in place. Kiosks have gained popularity in the restaurant industry as they can help reduce interpersonal contact, save labor costs, streamline the ordering process, and increase customer satisfaction and loyalty. This study finds that self-service technologies (e.g., kiosks) can be an effective tool for restaurants to utilize in dealing with COVID-wary customers and to remain resilient. This study not only examines various kiosk attributes and their effect on the customers’ experience but also links them to potential revenue growth. By examining a comprehensive set of kiosk attributes, the objective of this study is to understand the role of kiosk attributes in creating a memorable experience for customers based on the concept of the experience economy. The data were collected from 408 restaurant patrons in South Korea who had used self-service technologies. Three analyses were performed using partial least squares structural equation modeling (PLS-SEM), multigroup analysis (MGA), and importance–performance map analysis (IPMA) with SmartPLS 4. The findings are as follows: for male customers, assurance, customization, enjoyment, design, and functionality are considered important aspects of their experience. For female customers, design, enjoyment, and security are important factors in their experience. The finding suggests that males and females consider different attributes in evaluating the technology experience. Additionally, this study finds that a memorable experience with technology affects customers’ intention to revisit the restaurant, playing a mediating role between technology attributes and revisit intention. Lastly, this study finds distinct differences between males and females in their assessment of customization and design. The gender-based differences suggest that men and women assess kiosk technologies differently. Future research may be needed to further investigate the underlying causes of the differences.

Formulating Knowledge Management Strategy to Provide Flawless Services (Case Study at PT Flawless’ A&T Department)

PT Flawless Indonesia (PT Flawless) is a leading provider of critical administrative services of Accounting and Tax (A&T), Human Resource and Payroll (HRP), and Global Entity Management (GEM). As aligned with the improved Indonesia’s economic growth after Covid-19 pandemic that attract foreign investors, and the complexity of Indonesia’s regulatory, PT Flawless is benefited from the increasing demand of local assistances to keep the foreign investors in compliant with the local regulations. During 2020 until 2022, PT Flawless recorded satisfactory financial performances as reflected by the increase of Gross Revenue, Gross Profit, and Net Income after Tax. However, A&T Department experiences anomaly since it achieves the highest year-on-year revenue growth but, suffers from the decrease of client satisfaction. This research aims to develop Knowledge Management (KM) strategy to make PT Flawless “famous for flawless services” by increasing client satisfaction and work productivity. This research uses APO KM Assessment Tool to assess KM maturity level of PT Flawless and interview with the Management and staffs to understand the Management’s commitment on KM practice as well as the current states of KM implementation. As the result, currently PT Flawless is at “Refinement” level that it continually assesses and evaluates the KM implementation and seek for improvements. This research proposes PT Flawless to establish a resolute team to manage the KM practice, formalize company policy regarding KM practice, create staffs’ competences map and database, set up regular knowledge sharing, and develop company’s technology to support the KM practice. All of them are aimed to improve PT Flawless’ service excellence and work productivity and at the end, make PT Flawless “famous for flawless services”.

THE INFLUENCE OF THE FACTORS FOR CREATING THE VALUE AND COMPETITIVE ADVANTAGES OF THE ORGANIZATION ON HUMAN CAPITAL IN ORGANIZATIONS

Abstract: The significance of human capital management strategies in acquiring and maintaining advantages against the competition is determined by extensive academic studies. Research studies show that competitive advantage on the market can be maintained through a systematic attraction, development, motivation, management and appreciation of human resources in an organization. In order to maintain their competitive advantage(s) and ensure their survival, organizations have to take care of the strategy of scale, the diversification of activities, the allocation of resources, the orientation towards the buyer, value chains, change management, innovations and the strategic renewal of the organization itself. Organizations that manage human resources can freely be said to be making better financial results if perceived through different parameters, such as revenue growth, productivity, the volume of sales, the operational profit, the net profit margin, return on capital, share value growth, i.e. the growth of the market value of the organization. This paper is aimed at determining whether the level of the factors for creating the value of the organization and the level of the competitive advantage of the organization actually affect or do not affect the level of human capital in the organization. Based on the research conducted in the paper, it can be concluded that the level of human capital in the organization increases simultaneously with the increasing of the level of the factors for creating the value of the organization and the level of the competitive advantage of the organization.

Analysis the Poverty Level in Jambi Province, Indonesia

This research has purposed: 1) Revealing and analyze those impact from original local government revenue towards the poverty level in Jambi Province; 2) Discovered and analyze those impact from economic growth towards poverty level in Jambi Province; 3) Determined and analyze those simultaneously impact from original local government revenue and economic growth towards the poverty level in Jambi Province. These research analysis techniques used was multiple linear regression analysis by compared to the result of data panel analysis. According to the results from partial and simultaneous tests it said that original local government revenue and economic growth variables both individually or simultaneously have a significant affect towards the poverty level in Jambi Province. These panel data analysis results found if the Human development index, Economic growth and Educational level in Jambi has a significant affect towards the poverty level in Jambi Province.

Disruptive Innovation and Business Growth of Fashion Entrepreneurial Start-Ups in Nigeria

This empirical study examined the relationship between disruptive innovation and business growth of fashion entrepreneurial start-ups in Nigeria. The study adopted the cross-sectional research survey design. Primary data was generated through structured questionnaire. The population, which also served as the sample size, for this study was sixty-three fashion entrepreneurs, fashion bloggers, fashion enthusiasts, fashion industry experts and clients of fashion outlets with social media presence in Nigeria. The reliability of the instrument was achieved by the use of the Cronbach Alpha Coefficient with all the items scoring above 0.70. The hypotheses were tested using the Spearman’s Rank Order Correlation Coefficient. The tests were carried out at a 0.05 significance level. The findings of the study indicate a positive and significant relationship between disruptive innovation and business growth (proxied by customer acquisition, brand presence and revenue growth) of fashion entrepreneurial start-ups in Nigeria. This suggests that fashion start-ups in Nigeria can leverage disruptive innovation strategies to foster growth, differentiate themselves in the market, and respond to evolving consumer demands. Therefore, the study recommends fashion start-ups should leverage technology-driven innovations to enhance business growth. This should involve adopting e-commerce platforms, mobile applications, and social media marketing strategies to reach and engage with a broader customer base. Utilizing data analytics and personalized marketing approaches can also help target and attract potential customers more effectively. Keywords: Disruptive Innovation, Business Growth, Fashion Entrepreneurial Start-Ups

Analysis of JD.com's Acquisition of Deppon

The old logistics company Deppon. founded in 1996, whose market value after listing was as high as 30 billion yuan. Contemporarily, the era of Internet e-commerce has arrived, the main express Deppon wants to share in this market in 2018 to optimize the original business, expand the transportation business of large express delivery. However, this transformation has put it into decline. Its new business growth was sluggish, and express revenue growth declined and market value has been falling. After the sharp drop in value, JD Logistics a logistics giant with a market value of more than 100 billion yuan, made an acquisition. After this acquisition, the two companies have integrated their businesses, complemented each other's advantages, and achieved great advantages in the fierce market competition. According to the analysis, the acquisition will improve the concentration of logistics industry in China and is beneficial to the healthy development of logistics industry. Overall, these results shed light on guiding further exploration of the significance of mergers and acquisitions.

An analysis of the impact of the increase in social security contributions approved in 2023

Rationale The latest pension reform, approved in 2023, included three measures to increase social security contributions, aiming to boost social security revenue. This article analyses the impact and calculates the ex ante effect of the changes approved. Takeaways •The growth in the maximum contribution base will have an uneven impact on workers and firms, among other reasons because the contributions made by middle-aged and more highly-educated workers and by employees of large firms are more likely to be subject to the cap on contributions. •The higher social security contributions approved in 2023 will also have an uneven impact across the wage distribution. In particular, effective contribution rates will increase more for high wage levels. •The recently adopted increase in social security contributions could boost social security revenue ex ante by 0.9% of GDP in 2050. But this revenue growth could be smaller if higher labour costs adversely affect competitiveness, wages or employment.

ANALISIS KINERJA KEUANGAN KOTA MAGELANG PERIODE 2016 – 2021 PENILAIAN KINERJA BERDASARKAN RASIO KEUANGAN

This study aims to examine the financial performance of the local government of Magelnag City for the 2016-2021 fiscal year period. This calculation is carried out using financial ratios which include the regional independence ratio, effectiveness ratio, efficiency ratio and revenue growth analysis. This research uses a quantitative descriptive method with ratio analysis. The secondary data used in this analysis is the Magelang City APBD Realization Report for the period 2016-2021. Based on the results of the study, the level of independence of Magelang City for the 2016-2021 budget period is in the good category, the effectiveness ratio shows very effective, the efficiency ratio shows less efficient performance, while for revenue growth analysis for the 2016-2021 budget period shows fiscal year instability. The local government of Magelang city is expected to be able to accelerate revenue growth by implementing regional financial management properly, increasing regional economic potential and resource quality.

Tax Reforms, Structural Breaks, and Dynamics of Tax Revenue in Fiji

ABSTRACT: The changing dynamics of tax revenue and its responses to domestic and external shocks play a pivotal role in the discussion of the sustainability of public finance in small developing economies. However, the empirical literature on the response of tax revenue to various shocks in developing economies in the Pacific is sparse. Despite several tax reforms over the last decade, the spending plans of the Fijian government since the 2017/2018 budget announcements have stimulated frequent public discussions regarding the sustainability of public debt. Against this background, the main purpose of this paper is to investigate the response of tax revenue in Fiji - a small developing island economy, to external and domestic shocks using historical annual data covering more than five decades. This study uses unit root tests that account for single and multiple endogenous structural breaks and finds that tax revenue in Fiji is a non-stationary process, I (1) with break dates coinciding with tax reforms, general elections, and political coups. The findings reveal that tax reforms and political developments are possible important sources of shocks to tax revenue and have important policy implications. First, shocks to tax revenue will have persistent effects, with the effects of adverse shocks being transmitted to other related variables and sectors of the Fijian economy. Second, historical values of tax revenue cannot be used to formulate forecasts of tax revenue and policymakers should consider other determinants of tax revenue (for example, the share of the agriculture sector, trade volume, political stability, education, life expectancy, infant mortality rates, age composition of the population, urbanization, inflation rate, and corruption) for forecasting purposes. The evidence of non-stationarity indicates that future studies on tax revenue need to carefully reflect on the modeling technique to avoid spurious regressions. Furthermore, our findings reveal that temporary fiscal measures will not have a permanent effect on tax revenue and sustainable revenue growth requires focusing on long-term (rather than short-sighted) reforms. Thus, our findings underscore the importance of evidence-based policy reforms to improve the resilience, efficiency, and sustainability of the tax system in Fiji to shelter it from future adverse shocks.

Replenishing the pipeline: A quantitative approach to optimising the sourcing of new projects.

Large pharmaceutical companies maintain a portfolio of assets, some of which are projects under development while others are on the market and generating revenue. The budget allocated to R&D may not always be sufficient to fund all the available projects for development. Much attention has been paid to the selection of optimal subsets of available projects to fit within the available budget. In this paper, we argue the need for a forward-looking approach to portfolio decision-making. We develop a quantitative model that allows the portfolio management to evaluate the need for future inflow of new projects to achieve revenue at desired levels, often aspiring to a certain annual revenue growth. Optimisation methods are developed for the presented model, allowing an optimal choice of number, timing and type of projects to be added to the portfolio. The proposed methodology allows for a proactive approach to portfolio management, prioritisation, and optimisation. It provides a quantitatively based support for strategic decisions regarding the efforts needed to secure the future development pipeline and revenue stream of the company.

Impact of non-oil tax revenue on economic growth in Anglophone and Francophone countries

This study examined the impact of non-oil tax revenue on economic growth in Anglophone and Francophone countries. Specifically, the study sought to: ascertain the impact of capital-gain tax revenue on economic growth in Anglophone and Francophone countries; determine the impact of custom/excise tax revenue on economic growth in Anglophone and Francophone countries and evaluate the impact of property tax revenue impact on economic growth in Anglophone and Francophone countries. The variables used in the study were capital gain tax revenue (CGT), custom/excise tax revenue (CET), the property tax revenue (PRT) and real GDP growth and were collected over period of 1991 to 2021 from World Bank database (WDI) 2021. Sample of five (5) Anglophone and Francophone countries namely Nigeria, Ghana, Mali, Togo and Burkina-Feso out of twenty (20) Anglophone and Francophone countries were used in the study. The method of data analysis was Generalized panel least square. The empirical results showed that capital gain tax revenue (CGT) has positive and significant impact on economic growth in Anglophone and Francophone countries; property tax revenue (PIT) has positive and significant impact on economic growth in Anglophone and Francophone countries and custom/excise tax revenue (CET) has positive but insignificant impact on economic growth in Anglophone and Francophone countries. The study recommended that Government of Anglophone and Francophone countries should review capital-gain income tax (CGT) collection modality with a view of incorporating public enlightenment programme in respect to capital-gain income tax. The public enlightenment programme should involve awareness campaigns on who should pay, how to compute, where to pay and when to pay CGT.

Building threat resilience into ecosystem strategy

PurposeAs businesses in a wide range of industries increasingly adopt digital ecosystems, the benefits include opening up new and untapped customer segments and channels, enabling access to new and untapped talent pools and expanding previously unexplored modes of innovation. Ecosystems – defined as digitally enabled networks that enhance value propositions by linking business functions, suppliers, distributors, partners, customers and other stakeholders – are now an engine that drives performance. Multiple studies confirm that value creation and competitive advantage are increasingly tied to organizations’ ability to engage partners and stakeholders. IBM Institute of Business Value’s most recent research has found that revenue growth of ecosystem leaders outpaces others by a five-to-one ratio.Design/methodology/approachYet despite these notable successes there is also a dark side to digital ecosystem engagement. Large ecosystems have become a central to business strategy while little attention has been paid to the potential for cyber threats. Increased openness of business operations can result in greater risk.FindingsSecurity must graduate into a central enabler of business transformation. If businesses do not fundamentally rethink their security equation, ecosystems and the trust on which they are built, which often take years and billions of investment dollars to build, can be squandered in minutes by ever-growing security threats.Practical implicationsLarge ecosystems have become a central to business strategy while little attention has been paid to the potential for cyber threats.Originality/valueMature, risk-mitigated ecosystems are starting to resemble a mature supply chain, where some risks are precluded by design, some partners are favored based on established trust criteria and remaining risks are explicitly managed transactionally as part of the partner relationship.

The Role of Salesforce in Improving Sales Productivity in B2B Business

In the rapidly evolving world of B2B sales, organizations are constantly seeking ways to enhance sales productivity and drive revenue growth. Salesforce, a leading customer relationship management (CRM) platform, has emerged as a powerful tool for optimizing sales processes in B2B businesses. This research paper explores the role of Salesforce in improving sales productivity and its impact on B2B sales success. The paper examines the benefits, challenges, and best practices associated with implementing Salesforce inB2B sales environments. It also delves into real-world case studies to highlight the practical applications and outcomes of Salesforce in enhancing sales productivity. By synthesizing existing literature, industry insights, and empirical evidence, this research paper provides a comprehensive analysis of the role of Salesforce in improving sales productivity in B2B business.

The impact of Two-way Direct Investment on Tax Revenue: An Empirical Analysis Based on Jiangsu Province

Two-way direct investment is an important part of the open economic system. The financial pressure causes local governments to generate internal motivation to absorb more tax revenue. The research on the relationship between them is helpful for us to have a deeper understanding of the local government behavior in the new opening up pattern. This paper uses GMM estimation and panel threshold model to discuss the tax effect of two-way direct investment based on the municipal data of 13 cities in Jiangsu Province from 2010 to 2020. The results show that: first, increasing two-way direct investment can significantly increase local government tax revenue, and this effect is more significant in the region with higher degree of foreign direct investment and outward foreign direct investment. Second, with FDI as the threshold variable, the optimization of industrial structure will increase the tax revenue of the whole province and the central and northern regions of Jiangsu while inhibiting the tax revenue of southern Jiangsu. The investment in fixed assets will reduce the tax revenue in northern Jiangsu and help increase the tax revenue in the whole province and southern Jiangsu. Third, when OFDI is the threshold variable, improving economic development level, optimizing industrial structure, increasing fixed asset investment and per capita wage can promote the growth of tax revenue. Therefore, in today's free and open market economy, Jiangsu Provincial government should continue to formulate and improve relevant policies, ctively introduce foreign direct investment and encourage outward foreign direct investment.

Research on Two-level and Two-stage Scheduling Optimization Model of Distributed Photovoltaic Generation Energy System

Distributed PV (photovoltaic generation) is a distributed PV energy system that uses photovoltaic modules to convert solar energy into electric energy. In this paper, a two-level and two-stage scheduling optimization model and its solution algorithm under distributed PV energy system are constructed. Firstly, based on load forecasting and intermittent energy output forecasting data, this paper establishes a two-stage scheduling optimization model of distributed energy system under active distribution network. Then, the improved PSO (Particle swarm optimization) algorithm is introduced to optimize the scheduling model. Finally, the proposed model is validated by simulation results. The simulation results show that using the double-layer and two-stage scheduling strategy proposed in this paper to optimize the distributed PV energy system can not only optimize the power consumption structure, but also play the role of peak shaving and valley filling, and the state of charge of the battery has been higher than 50%, which can effectively increase its service life. Under the double-level and two-stage scheduling strategy, users get the most benefits, and the revenue growth rate is 20.07%.

The Influence of Organisational Support, Advancement, Meaningfulness and Psychological Safety on Employee Engagement in a Petrochemical Organisation

By fostering employee engagement, organisations can achieve a range of benefits, including retaining top talent, increasing productivity and safety, improving customer satisfaction and retention, and achieving better financial results such as revenue growth and total shareholder return. This study aimed to investigate the impact of factors such as organisational support, advancement opportunities, meaningful work, and psychological safety on employee engagement among engineers in a petrochemical company, highlighting the crucial role of work engagement in ensuring sustainable performance. A quantitative research approach was utilized to collect data by surveying 84 engineers through questionnaires, using judgmental sampling in one of the organisation’s regional operating hubs. Descriptive, reliability and inferential statistics were utilized to examine the relationship between employee engagement, meaningfulness, and psychological safety. According to the descriptive statistics, the respondents had ample growth opportunities, including a high degree of variety, learning opportunities, and job independence. Advancement was also provided in terms of good salaries, although some respondents indicated that they lacked financial rewards, promotions, and training opportunities. Most respondents indicated a positive level of psychological safety, stating that they could be themselves at work and express their opinions. However, their level of engagement was average, and some differences based on demographic information were observed. According to the study, there was a notable and affirmative correlation between employee engagement, organisational support, psychological safety, and meaningful work. As a result, the study suggests that enhancing employee engagement levels, not just among engineers but other employees as well can lead to an increase in productivity and overall performance. The study provides recommendations on how to achieve this goal.

Объекты маркетинга в студенческом спорте

The article analyzes the main objects of marketing in Russian student sports, examines the opportunities for marketing in university sports– international sporting events and sports organizations that create and earn from their marketing products. The relevance of this study is justified by the need to find new sources of funding for the development of university sports in Russia. The objective is to identify existing marketing markets, marketing objects and marketing products in university sports, assess the potential for their implementation and leverage of additional financing. Based on the results of the research, we have identified marketing objects in university sports, segmented markets and studied marketing opportunities for different objects, opportunities and options for realizing the marketing potential of university sports. Currently, university sports in Russia has all the attributes of a developing marketing market – it creates and offers marketing products, works with interested audiences, and has clearly defined marketing objects in the form of sports events, student sports leagues, student sports clubs, student athletes. The market has positive potential for further growth and increase in extra-budgetary revenues of student sports organizations.

FINANCIAL ANALYSIS OF TCS

This financial analysis of TCS provides an overview of the company's financial performance and position over the past few years. TCS is a leading Indian multinational information technology services and consulting company. The analysis covers key financial ratios, such as liquidity, and solvency ratios. The analysis highlights TCS's strong financial performance, with consistent revenue growth, healthy profitability, strong liquidity, and a stable capital structure. Overall, the analysis suggests that TCS is well-positioned to sustain its growth and profitability in the long term.