Sales Stage Research Articles

Stochastic Linear Programming Method in Housing Investment Feasibility in West Jakarta

This research was conducted in light of a planned investment for residential development in West Jakarta, given the very limited availability of land in the area in terms of land size, price, shape, and other factors, necessitating an investment feasibility study. The purpose of the investment feasibility study is to analyze the viability of this investment. Besides the limited land availability, there is often uncertainty during the sales stage. Thus, this study employs a two-stage stochastic programming model. The houses to be built are divided into two types, namely houses with a width of 4 meters and houses with a width of 4.5 meters. The two-stage stochastic programming model created consists of 2 steps, namely step 1 during housing construction and step 2 during home sales. The objective function is to get the maximum net present value (Zmax). The overall time required in this investment is 4 years. After creating a two-stage stochastic programming model, the analysis was carried out using the Solver Add-in in Microsoft Excel. The analysis concluded that the maximum net present value expected in this investment is 4,092.036 million Rupiah, with a positive net present value, this investment is acceptable. This analysis was added with the calculation of IRR as a supporter of the net present value which resulted in an interest rate of 23,63%. With a large enough IRR interest rate, it can be concluded that this housing development investment is acceptable.

Empirical Analysis of Food Losses and Waste in Ukraine

Abstract At each stage of the food chain, the cost of food losses differs significantly. Also, they are significantly differentiated depending on the type of products and the region, which requires different approaches to solving this problem. The purpose of our research is to assess the degree of impact of food losses and waste at each of the stages of the food chain in their total volume for a specific type of product. The empirical research was conducted using primary sources and secondary data. Primary sources were used to calculate food losses and waste according to the FAO methodology. Secondary data were used for correlation and regression analysis. According to the results of the correlation and regression analysis, the assumption of relationship absence is not confirmed, all factors are significant. It was established that the greatest impact on the volume of food losses and waste per person occurs at the stages of production and consumption, except potatoes and vegetables – the greatest impact on the amount of food losses in these groups is caused by losses at the stage of delivery and sale, at the same time food losses at the stage of handling and storage have the least impact on the performance indicator – physical restriction of access to food. The results of this empirical study are a necessary condition for making appropriate management decisions regarding the implementation of measures to achieve SDG 2, 12 in Ukraine.

Inventiveness as a Driver of Small and Medium-Sized Business Profitability in South Africa: A Quantile Regression Method

In South Africa, inventiveness is a critical factor in expansion and growth, and small and medium-sized businesses have been designated as tools for achieving the societal and economic objectives and innovation outlined in the National Development Plan. The aim of this research is to look at the impact of inventiveness on small and medium-sized profitability in South Africa. The quantile regression method was utilised in empirical studies to explore the influence of inventiveness on enterprise profitability across different sales stages. The research was based on data from the World Bank's business questionnaire. The research results showed that expenses on development and research had a positive and substantial influence on profitability for businesses with greater sales (fast expansion or bigger enterprises). Existing proof demonstrates that incorporating new items and services boosts profitability for businesses with low progress or tiny businesses. Based on empirical evidence, inventiveness is essential for the growth and development of small and medium-sized businesses. Smaller or low-growth businesses don't have the ability to make expenditures on R&D because of a shortage of funds, which could contribute to their low chances of surviving. Considering the significant cash investment needed for R&D expenditures, additional support could be offered to smaller businesses in less powerful sales expansion. Because of a lack of funding for R&D, smaller businesses are being driven to create new items and production procedures that do not require big financial commitments.

УПРАВЛЕНИЕ ЖИЗНЕННЫМ ЦИКЛОМ КЛИЕНТОВ АВТОМОБИЛЬНЫХ ДИЛЕРОВ С ПРИМЕНЕНИЕМ ИННОВАЦИОННЫХ IТ-ПЛАТФОРМ

The system of standards used in dealerships for the sale and maintenance of cars is con-sidered. The procedures of the company's interaction with customers at the stage of sale and after-sales service are investigated. Recommendations on the implementation of the process approach in the quality man-agement system of the enterprise, taking into account modern conditions, are given. The possibility of import substitution of soft-ware products for customer service support is considered. It is shown that the introduc-tion of a process approach in the manage-ment of car sales and after-sales service allows you to automate the process of inter-action between the manager and the client, reduce the number of errors in the work and, as a result, improve the quality of customer service.

Использование молочных продуктов с предельным сроком хранения при создании кормовых рецептур

The dairy industry inevitably loses a lot of products at the stage of sale because their shelf-life is limited. However, non-marketed dairy products can be recycled into whole milk substitutes with close-to-natural amino acid and fat composition. This research offers a comprehensive analysis of variables that affect the efficiency of recycling plants that specialize in dairy products. The authors linked the performance of recycling plants with various economic indicators to develop a performance test criterion. The article also introduces some basic principles of developing amino acid and fat compositions of feed products and additives obtained from non-marketed dairy products.

Implementasi Perdagangan Ekspor Pisang Cavendish PT. Great Giant Pineapple (GGP) dengan Jepang pada Tahun 2022

This study aims to determine the implementation of the cavendish banana export trade at PT. Great Giant Pineapple (Indonesia) with Japan. The theory used in this study is the theory of comparative advantage according to David Ricardo, using qualitative research methods. The results showed that the implementation of the cavendish banana export trade by PT. Great Giant Pineapple (Indonesia) with Japan was realized through several stages, namely the purchasing stage which consisted of a purchasing order (PO), namely a document made to show the goods purchased, signing the SO and goods entering the warehouse. In addition, the sales stage which consists of sales orders (SO), travel documents, sales invoices, and receipt of accounts receivable, and finally, the export process stage which consists of stuffing goods, sending goods to the port to the destination country, namely Japan, then distributing it to buyers. . The documents needed in implementing PT GGP's export trade to Japan include the main documents, namely invoices, packing lists, shipping instructions, PEB and bills of lading, as well as supporting documents consisting of COO, health cert, and phytosanitary cert.

WAYS OF IMPROVING THE DESIGN OF THE WALNUT CONVECTIVE DRYER

Walnuts belong to the products most exposed to the risk of oxidative deterioration at the stages of storage, transportation and sale. At the same time, it should be taken into account that specific botanical varieties grown in different geographical regions have an individual chemical composition that determines the intensity of the ongoing oxidation processes, therefore nuts of different batches have different potential for storage. The lack of a system of traceability of purchased nut batches at the stages of production, logistics and sale, as well as the lack of objective methods for assessing the potential level of preservation, which leads to the incorrect establishment of the expiration dates of walnuts, and as a result, more than 30% are sold in trade networks walnuts with signs of bitterness. The quality of nuts during storage depends mainly on the moisture content, storage temperature, relative humidity, oxygen content level, commercial type of nuts, packaging materials, storage form and type of technological processing of nuts (without shell, in shell, fried, etc.). Nuts are products of long-term storage. The purpose of the research is a comprehensive analysis of the operation of modern convective dryers of agricultural raw materials and the determination of ways to improve them to ensure high-quality and uniform drying. According to the results of the analysis of the existing drying units, their disadvantages and advantages were determined. The peculiarities of the application of hopper dryers in various production lines among industrial goods, food products, and construction materials that require mixing of bulk products are analyzed. The use of these dryers has shown high reliability in operation when drying significant volumes of raw materials, absence of stagnant zones, high efficiency of the process and automation of the entire technological process of drying. In order to intensify the process of convective drying, it is necessary to improve the heat and mass transfer both inside and outside the raw material, an increase in the drying temperature will inevitably lead to overheating of the product and loss of biologically useful substances, so one of the ways to increase the drying speed can be the use of mixing devices and devices , installed inside the drying chamber.

Analysis of the Energy Complex Member of the EАEU Countries and the Formation of Groups-Technologies of its Digitalization

Due to the increasing internationalization of the member countries of the Eurasian Economic Union (EAEU), it is planned to create a common energy market and an electric energy market. To ensure the reliable functioning of the energy systems of individual states of the Union and their common energy market, it is necessary to increase energy efficiency and reduce costs at each stage of production, transmission, distribution and sale of electricity by optimizing processes in the industry through the introduction of digital technologies. The purpose of this work is to analyze the electric power complexes of the EAEU member states and to consider groups of digitalization technologies of industries in the context of the electric power industry, to form an algorithm for creating a classification of digitalization technologies of the electric power industry and on the basis of the latter to create the classification itself. The article provides an overview of the dynamics of the main economic indicators of the Union countries and the main indicators of their electric power industries, examines the structure of electricity production, energy portfolio, average electricity prices, total electricity consumption by sector. The import-export potential and the level of electricity losses in the networks have been analyzed. The interpretation of digital technologies of the electric power complex in the context of existing groups-digitalization technologies was made, the components of the interconnection of digital technologies were identified; the classification of the above components by production stages has been developed. Recommendations on the further use of the classification for the formation of an indicative system for assessing the level of digitalization of the electric power complex are put forward. It is concluded that digitalization of the electric power system on the technical side increases the energy security of the state and the competitiveness of the energy system on the world market, and on the economic side it helps to reduce costs at all stages of the entire technological cycle.

Research on Pricing Decision Considering Advertising Benefit and Consumer Psychological Benefit

For perishable goods, the optimal pricing models studied by current scholars seldom consider price effect, psychological benefit and consumption time. Based on the current basic newsboy model, this paper focuses on the price characteristics and consumer psychology of perishable products under the background of single dealer, in order to build a complete optimal price decision model of perishable products. According to the two-stage ladder pricing of perishable products in the pricing stage, this paper constructs the optimal price decision model of dealers in different sales stages by representing consumer demand and dealer profit equation, so as to provide enterprises with the maximum optimal strategy. Moreover, sensitivity analysis of parameters in the model is carried out to ensure the stability of the model.

Merchandising – a way to attract and retain customers

Merchandising, as one of the branches of marketing, is currently a rapidly developing field. It is noted that this term is approaching in number of formulations to the multi-valued term "quality". The authors of the article consider the concept of "merchandising" of goods. A general classification of merchandising (manufacturer and seller) is given, as well as its types (category and visual). The main techniques of merchandising include the following types: manipulating the flow of store visitors; positioning shelves; allocating limited space between competing offerings; using materials at the point of sale and installing special displays. It is noted that the consumer receives up to 80...86% of information through the most important sensory modality - vision. Due to the understanding of the importance of vision and sense of aesthetics and taste in merchandising has appeared a whole separate area - visual merchandising. This article discusses 25 types of POS materials ("Points of Sale Materials"). These include advertising wobblers, shelf talkers, hardposters, teabaggers, dorhangers, jumbies, magnetic bookmarks, nekhengers, menhoders and others. Examples are given of the use of basic merchandising principles in practice: bierdeckel - as an active advertising of the institution and drinks; the location of posters (or billboards) in front of the entrance to the public catering establishment; advertising stands in retail outlets for consumer appreciation of new foods; moulage dishes or popular products to attract consumer attention in stores, catering establishments and exhibitions; life-size figures, etc. POS materials should be aimed at performing five steps or stages of sale in terms of influencing the customer: attracting attention, arouse interest, creating desire, building confidence and direction of action. It is noted that the effective promotion of goods, works and services is possible only when the implementation of merchandising principles are approached from the positions of a systematic approach, which includes methodological work on teaching and training of specialists, merchandisers

Dynamic pricing and inventory control of online retail of fresh agricultural products with forward purchase behavior

In this paper we formulate and analyze a novel model on a retailer’s inventory and pricing decisions for fresh agricultural products with consumers’ forward consuming behavior under online channel. We consider a dynamic stochastic setting, where every period consists of two stages, discounting pricing stage and regular sale stage. At the beginning of the period, the retailer decides how much new fresh agricultural products to order and sets discount price for leftover inventories from the previous period which will be disposed otherwise, and determines regular price for fresh products on the second stage, respectively. Since forward purchase consumers may buy the products during discount pricing stage, which may cannibalize future sales at regular price, the retailer needs to make a trade-off decision between regular price and discounting price. We bring forward a dynamic optimization model and use nonlinear programming method of Karush Kuhn Tucker condition to obtain the optimal dynamic strategy, which is comparatively analyzed to dominate the related static strategy. We also show that consumers forward buying behavior will negatively influence the retailer’s profit. When the price is set too low in regular or discounting sales, the profit will show an up-down trend if the inventory exceeds a certain threshold. Meanwhile, when fresh goods returns are allowed and resold in the secondary stage, the retailer’s profit will increase. We finally conduct numerical studies to further characterize the optimal policy, and to evaluate the loss of efficiency under static policies when compared to the optimal dynamic policy.

Innovation Funding and the Valley of Death

Innovation is a public good. As with other public goods, it is expected to be underproduced if only private incentives are present. Therefore, the law strives to encourage innovation via an array of stimulus mechanisms. The law offers three main mechanisms: intellectual property (IP), cash transfers—mainly prizes and grants—and tax incentives. Vast literature analyzes and compares these innovation stimuli in search of the optimal mix to boost innovation. Yet a key problem is largely overlooked: together, the existing stimuli do not cover the lion’s share of the innovation lifecycle. At the beginning of the innovation process, companies can win grants or prizes to cover research & development (R&D) expenses. When the company is already selling, it can enjoy IP payoffs and tax credits. In between, no targeted stimuli exist. This is an incongruity because most innovative endeavors struggle neither in the R&D phase nor at the sales stage. In particular, for startups in the high-tech sector, it is precisely the phases between R&D and sales that prove fatal. This phenomenon is so well-known that the market has created a nickname for it: “the valley of death.” The gap in funding yields high costs. First, underfunding yields an exorbitant startup failure rate, which represents innovation loss and harms the incentive to engage in innovation. Second, the dearth of funding produces inferior innovation and imposes competitive harm against well-funded incumbents. Third, distributive concerns arise because the current regime disproportionately affects entrepreneurs with less access to capital on the free market. This Article considers three main ways to alleviate these concerns. The first way is to “stretch” the existing stimuli to cover the post-R&D-pre-market stage of companies. The second possibility is to improve the private market for startup funding. Finally, a third solution consists of discrete policies to address the costs that the stimulus gap imposes without directly addressing this gap. For example, it is possible to conceive of ways to tackle distributive concerns of startup funding. This Article makes at least three novel contributions to the literature: first, it analyzes the gap in inducement tools in the innovation lifecycle, which is largely overlooked. Second, it explores the inefficiencies of stimuli shortages in terms of innovation policy. Finally, this Article takes the first step in exploring potential solutions.

Application of digital marking for confectionery for sustainability life cycle of food products

Currently, one of the priorities of the food industry is to ensure the quality and safety of products. Food industry enterprises produce products that meet the requirements of regulatory and technical documentation and consumer preferences. But often it is at the stages of distribution, storage and sale that quality indicators deteriorate. Failure to comply with the terms and conditions of delivery of products leads to defects, and such products will not be safe for consumption. In this regard, it is necessary to find such methods and means of labeling that would preserve the nutritional value and consumer properties throughout the entire life cycle of products. The work is devoted to the use of modern labeling methods to preserve consumer properties at the stages of product distribution and the economic costs of implementation. It is proposed to use a QR code or radio frequency tags NFC-PASS, which record information about the Internet resource that contains data about this particular product.

"POLKORTOLON" TABLETLƏRİNDƏ TRİAMSİNOLONUN YÜKSƏK EFFEKTLİ MAYE XROMATOQRAFİYA (YEMX) İLƏ MİQDARİ TƏYİNİ ÜSULUNUN BƏZİ VALİDASİYA GÖSTƏRİCİLƏRİNİN QİYMƏTLƏNDİRİLMƏSİ

The article presents the results of a study conducted to determine some validation indicators for the quanti-tative determination of HPLC of triamcinolone in “Polcortolone” tablets, such as correctness, accuracy, linearity and compatibility of the system. The studied method is characterized by high efficiency, stability and specifici-ty. The limits of the accuracy of the method vary from 98.77% to 100.53%; standard deviation of accuracy 0.128%, reliability interval ±0.135; linear indicator 0.05-0.4 mg / ml with density interval R2 = 0.998, linear re-gression function y = 20770.91x-187.12; The number of theoretical levels in the system was 8305, and the rela-tive remainder of the peak was 1.13. The proposed method has such indicators as correctness, accuracy, linearity and system compatibility and allows you to control the quality of the drug "Polcortolone" at the stages of production and sale.

Eksplorasi STEAM Pada Sarana Upakara Tumpeng Kering

Dried tumpeng is one of the traditional ceremonies used by Hindus in Bali. This study aims to examine the elements of STEAM contained in dried tumpeng. This research is a qualitative descriptive study with an ethnographic design. The subject of this research is the community of entrepreneurs of dried tumpeng in Guwang Village, Sukawati District, Gianyar. The data in this study were obtained through interviews, observation, and documentation. The data was then analyzed in three stages, namely data reduction, data presentation, and data conclusion. To get valid and objective data, triangulation method is used. The results showed that there were STEAM elements in the process of making dried tumpeng, namely the scientific element can be seen from the coloring process, adhesives and drying techniques used, the technological element can be seen from the dried tumpeng printing equipment, the machine element can be seen from the design of the printing equipment used, the art element can be seen from the various colors of the dried tumpeng, and the mathematical element can be seen from the raw production costs, income, sales, losses, and the comparison of the materials used. These STEAM elements can be used in social arithmetic learning. Students can be asked to make a project of making dried tumpeng from the beginning of manufacture, packaging to even the sales stage so that learning can be more meaningful. Keywords: Dried tumpeng, STEAM

Human vs. Automated Sales Agents: How and Why Customer Responses Shift Across Sales Stages

Customers in sales processes increasingly encounter automated sales agents that complement or replace human sales agents. Yet, little is known about whether, how, and why customers respond to automated agents in contrast to human agents across successive decision stages of the same sales process. Even less is known about customer responses to combinations where both agents assume distinct roles and focus on complementary tasks that are traditionally performed by only one single agent. Against this backdrop, this paper explores the influence of increasingly common sales representative types on customer decisions across sales stages. Our findings demonstrate that customer responses to automated (versus human) sales agents are not stable in sales processes and instead, shift as customers move across sales stages. What is more, the paper shows that combinations of sales agents versus single sales agents do matter, yet their differential effects depend on contextual features of the sales setting. These insights are important because vendors may assume that a certain type of sales agent is always more appreciated by customers, whereas in fact, different sales agent types bring distinct attributes to the table, and customers’ appreciation of these attributes shifts across sales stages.

How to promote sustainable development of construction and demolition waste recycling systems: Production subsidies or consumption subsidies?

Every year, many new buildings are built in China, generating a lot of construction waste. Although classification and recycling of construction waste is recognized as an effective means to solve construction waste, how to improve the recycling rate of construction waste in China seems to be a thorny problem. Different from previous studies that only focused on the behavior of participants in the recycling or sales stage, this paper, more thoroughly, develops a four-party evolutionary game model, which involves the government department(GD), Construction and Demolition Waste (C&DW) recyclers, C&DW producers and consumers and also considers their behaviors at both the recycling stage and the sales stage. Using this model, this paper studies what kind of government subsidies could promote the sustainable development of construction waste recycling systems effectively, and analyzes the influence of several key factors among 22 factors on the model through the real data of two construction waste resource integration projects in Wuhan and Sanya, China. The results show that 1) when the GD is willing to pay high subsidies, both production and consumption subsidies could make enterprises actively participate; on the other hand, when the GD is only willing to pay fewer subsidies, subsidizing production seems to be a more effective tool; 2) by mobilizing public participation and regulating carbon trading price, the GD could promote enterprises to recycle construction waste, but it could not promote consumers to buy renewable products; 3) by investigating different enterprises, the GD can determine the potential benefits of different subsidy methods, so as to determine its own subsidy strategies. Finally, this paper provides some possible suggestions for all parties involved in the system to help China better realize the recycling of construction waste renewable resources.

Maintain and Improve the Quality of Nutmeg Seeds (Myristica fragrans) through the on Farm to Postharvest Strategy on North Maluku

Nutmeg is a spice native to the North Maluku islands. The high and stable economic value of nutmeg has made this commodity a leading product for export, regional development and farmers' income. However, at the sales stage, not all of the nutmegs have high selling value. There are physical quality grades of seeds, namely A, B and C. The difference between the best grade A (whole seeds) and wrinkled B is IDR. 50,000; - 75,000; whereas grade C nutmeg is crushed (sticky nutmeg to the shell). In the optimal harvest conditions, 70-80% of the nutmegs are produced including grade A. Still, the large amount of nutmeg that goes to grade B (30-40%) makes farmers' income not optimal. Besides that, the quality of the aroma of nutmeg produced is in the form of essential oil content, low myristicin. To maintain the quality of nutmeg, technical efforts are needed in the field, on farm to postharvest. The technology for preparing superior seedlings from selected certified mother trees is the first step in developing nutmeg in order to obtain high quality and not sticky nutmeg. This step includes the production of generative and vegetative seedlings from the certified parent tree entries. The next step, the nutmeg harvest based on the ripeness of the fruit on the tree is about 80%, marked by the opening of the pulp. This step requires monitoring the condition of the fruit so that the harvest is simultaneous and on time to avoid falling fruit that has prolonged contact with the soil surface. The drying stage is carried out with a clean drying floor using sunlight or a drying machine. It is necessary to develop policies for integrated nutmeg commodity estate that carry out a production system with location-specific optimal technology, from garden optimization, harvesting techniques to drying.

On the Potential of Packaging for Reducing Fruit and Vegetable Losses in Sub-Saharan Africa.

Access to food remains a critical issue in Sub-Saharan Africa. In fact, 24.1% of its population suffers from undernourishment, and malnutrition affects more than a third of children under five years old. This problem will be exacerbated as the Sub-Saharan African population is predicted to double by 2050. To address this problem, it is imperative to meaningfully improve accessibility of fruits and vegetables for the population.They are an excellent source of vitamins and minerals that can fight malnutrition. Fruit and vegetable accessibility can be improved by reducing losses, which are estimated on average to be 50%. A literature review shows that there are many areas where solutions can be implemented to reduce these losses. These areas, in order of decreasing occurrence in the literature are: Cold storage, harvesting methods and pre-storage treatments, packaging, transport to markets and the sale stage. The reduction of food waste in SSA involves the establishment of better practices in all these areas. After analysis, it emerges that packaging should generate more interest due to its comparative ease of implementation to support other technologies like cold storage. Packaging made from agricultural waste or non-consumable materials should be highlighted to prevent pollution issues. This solution, in addition to offering a strong potential to fight against pollution, could also increase farmers’ income.

Energy efficiency evaluation of power supply system: A data-driven approach based on shared resources

To relieve the problems of energy shortage and environmental pollution, many countries have implemented a variety of policies to improve the energy efficiency of the power industry. To understand the impacts of such policies on energy efficiency, this paper constructs novel network data envelopment analysis models to recognize the policy-induced structural changes in the power system. Compared with previous studies, the new models project the inefficient points onto a more realistic efficient production frontier, considering how the distribution proportion of shared resources will change when the power system, modeled as a power generation stage and a power sale stage, is led by the latter stage. Our empirical study on China’s power system shows that the province of Guangdong and the eastern region of China perform best, and all power production stages perform better than the corresponding power sale stages. The development of the two power subsystems in the four regions is unbalanced. More than half of the power supply systems choose to allocate more proportion of the shared resources to the sale stage rather than use a more balanced distribution between the two stages.