Managing Revenue

Author(s):  
Dr Cathy Burgess

Maximising revenues is as important as minimising costs to achieve profits. The usual (sales and marketing or revenue management) approach is to try and gain additional business – and we will cover some of this here. However, since this is a book about control we’ll be looking more at ways of ensuring that you get all your revenue from existing customers. If you work in a section where only costs occur, much of this chapter may seem irrelevant, but you may have ‘revenue’ from a subsidy or allowance and you certainly still have customers. I hope you will gain an insight into practices in other sectors that may help you in the future, if not just now. You have to ensure that everything a customer consumes is actually paid for and that you aren’t giving it away, wasting it or losing it to fraud. This applies to a take-away, a drink, a package holiday or a five-star meal – all can lose revenues by inadequate control. In some sectors this may be more obvious as they have much stronger control mechanisms – in others it may be difficult to see easily where problems might occur. We look at pricing in Chapter 5 but it’s important to recognise now that there shouldn’t be a conflict between marketing and control – the stakeholder approach means that everybody is interested in the business doing well. The controller wants good revenues as well as the marketing or revenue manager because this should result in good profits, which means good employment for them (in all its aspects). By the end of this chapter you should be able to: - Identify the features which may impact on revenue maximisation - Understand the differences between revenue management and revenue control - Identify where shortfalls can occur, using ratios - Calculate ratios for a range of revenue areas - Utilise methods of improving revenues.

2020 ◽  
Vol 7 (4) ◽  
pp. 408-434
Author(s):  
Mónika Józon

Abstract The paper offers insight into the current practice of the passerelle(s), the enhanced cooperation and the flexibility clause, which may serve in the future the implementation of the Commission’s White Paper on the Future of Europe (2017) without Treaty revision, in light of recent developments in the policy of the new Commission, Council and European Parliament on the future of EU integration. The ex-ante and ex-post control mechanisms available at Member State level concerning the freedom of their governments to support such European initiatives, are also discussed from a comparative perspective. The paper concludes by presenting the risks associated with the activation of these mechanism of integration.


2021 ◽  
Author(s):  
◽  
Aaron Gazley

<p>Since the 1970s, a number of models have been developed that investigate the reasons why firms break the law. None of these, however, have focussed on why firms transgress laws specifically related to marketing, nor have they recognized the dynamic nature of the transgression process. Based on the extant literature, and a framework of motive, opportunity, and control, a model of transgressing the law was developed that formed the basis of empirical testing within a marketing context. Previous research has focussed on the factors that have led to a previous transgression and the factors that have impacted on intent to engage in questionable behaviour in the future. This model looks to link past and future behaviour by recognising the changes that occur in the firm as the result of a previous transgression being detected, and how these changes impact on the likelihood that future transgressions will occur. It is recognised that the commission of the transgression is not the end of the process, as experiences associated with committing the transgression, getting caught, and subsequent penalties will most likely influence decisions regarding future transgressions. This model also introduces the concept of unintentional illegality through a lack of knowledge of the law. The model is empirically tested using a combination of secondary data and a survey of marketing managers from Australia. The results find evidence that the transgression of marketing law is a dynamic process and show that control mechanisms, in particular, are effective in reducing the incidence of transgression.</p>


2017 ◽  
Vol 12 (2) ◽  
pp. 17-30
Author(s):  
Roman Andrzej Lewandowski

Control is the fundamental function of management, but companies due to the increasingly turbulent environment and public organizations because of purposes ambiguity have to seek mare flexible forms of control aimed at self-control. Thus, both sanctions and rewards associated with the control system must be less associated with factors that are external to the organizational mem ber and mare with interna! stimuli associated with the inner satisfaction and a sense of fulńllment. Such an option seems to offer ideological control. The paper is an analysis of ideology as an effective form of control in organizations. Therefore, the fundamental issues of the regarded ideology and control mechanisms related to it have been discussed. The direct appeal to ideology, as a fundamental element of normative control, offers the opportunity to exploit a large body of knowledge from sociology and political science in the service of organizations and management research. ldeological control as an organizational process consists of several stages. In the first stage, employees' individual ideologies relating to the organization are modińed or replaced by the ideology preferred by the organization. Replacement or modińcation of the ideology usually is rendered by showing the way of transformation from the current criticized reality to the desired vision of the future determined by the new ideology. lf members of the organization accept the criticism of the present reality and are attracted by the vision of the future determined by the ideology, they will act in accordance to this ideology. ldeology determines which actions are beneńcial to the organization, and which are harmful. Therefore, an organisational actor, whose actions are consistent with the ideology, would obtain rewards, and those whose actions are illegitimate would suffer from sanctions.


2021 ◽  
Author(s):  
◽  
Aaron Gazley

<p>Since the 1970s, a number of models have been developed that investigate the reasons why firms break the law. None of these, however, have focussed on why firms transgress laws specifically related to marketing, nor have they recognized the dynamic nature of the transgression process. Based on the extant literature, and a framework of motive, opportunity, and control, a model of transgressing the law was developed that formed the basis of empirical testing within a marketing context. Previous research has focussed on the factors that have led to a previous transgression and the factors that have impacted on intent to engage in questionable behaviour in the future. This model looks to link past and future behaviour by recognising the changes that occur in the firm as the result of a previous transgression being detected, and how these changes impact on the likelihood that future transgressions will occur. It is recognised that the commission of the transgression is not the end of the process, as experiences associated with committing the transgression, getting caught, and subsequent penalties will most likely influence decisions regarding future transgressions. This model also introduces the concept of unintentional illegality through a lack of knowledge of the law. The model is empirically tested using a combination of secondary data and a survey of marketing managers from Australia. The results find evidence that the transgression of marketing law is a dynamic process and show that control mechanisms, in particular, are effective in reducing the incidence of transgression.</p>


Author(s):  
Tamara Green

Much of the literature, policies, programs, and investment has been made on mental health, case management, and suicide prevention of veterans. The Australian “veteran community is facing a suicide epidemic for the reasons that are extremely complex and beyond the scope of those currently dealing with them.” (Menz, D: 2019). Only limited work has considered the digital transformation of loosely and manual-based historical records and no enablement of Artificial Intelligence (A.I) and machine learning to suicide risk prediction and control for serving military members and veterans to date. This paper presents issues and challenges in suicide prevention and management of veterans, from the standing of policymakers to stakeholders, campaigners of veteran suicide prevention, science and big data, and an opportunity for the digital transformation of case management.


Author(s):  
María- José Foncubierta-Rodriguez ◽  
Rafael Ravina-Ripoll ◽  
Eduardo Ahumada-Tello ◽  
Luis Bayardo Tobar-Pesantez

Since the end of the 20th century, economists have been attracted to the study of the economics of happiness (e.g., Singh, & Alexandrova, 2020; Crespo & Mesurado, 2015; Ferrer-i-Carbonell,2013). The use of the term happiness characterizes an essential volume of this bibliographical production as a synonym for the words satisfaction, well-being, or quality of life (Teixeira&Vasque, 2020; Carlquist et al., 2017). Under this umbrella, the culture of happiness management teaches us that a management model or direction oriented to the holistic search for happiness or job satisfaction of its employees is one of the essential axial pieces that organizations have to increase the commitment of their human capital, and therefore, their productivity and business performance (Ravina et al., 2019). Public administration employees are not exempt from this reality, a group that is characterized by job stability compared to private company employees. This article is dedicated to them. The era of Industry 4.0 is a period that is characterized, among other things, by the high precariousness of labor that is originated by the implementation of management models in advanced economies. This phenomenon is derived from the technological point of view by the automation and massive robotization of production processes and the supply chain. Together with the digitalization of companies, both factors are very present in the ecosystems of the Covid-19, and have come, perhaps, to stay in the future (Bragazzi, 2020; Ghadge et al., 2020). In line with the above, a more holistic examination of this issue seems likely to show that there is a keen interest among people to enter into Work mostly in public administrations, in search of a permanent contract for their entire working life. As is known, this is especially true in countries with high unemployment levels, such as Spain. Its unemployment rate is 20.1% in mid-2020. In the collective imagination of these individuals, there is the conviction that this type of Work constitutes ambrosia of eudaimonic happiness, job security, and quality of life, especially at present, in times of the Covid-19 pandemic (Fernández-Urbano, & Kulic, 2020). In this sense, it should be noted that in the last decades of the 21st century, there has been a growing interest in researching public employees' job satisfaction (e.g., Ryu&Bae, 2020; Steijn &Van der Voet, 2019; Luechinge et al., 2010). Most of the studies carried out on this scientific topic to date show empirically that public sector workers are happier than individuals in the private sphere. It's basically due to the intrinsic benefits (flexibility, vacation, or family reconciliation, among others) that this type of government entity offers concerning for-profit organizations (e.g., Lahat&Ofek, 2020; Sánchez-Sánchez, & Puente, 2020; Danzer,2019). In this context, this article aims to examine, as a priority in the era of Industry 4.0, whether there are observed differences in the levels of congratulations between human capital working in the private sector and that working in the public sector in Spain, by analyzing a set of variables that define positions: hours, salary, stability, promotion, and stress. Finally, we must indicate, on the one hand, that the choice of this spatial framework is motivated by the scarce literature investigating the happiness of Spanish public employees in an economy with high levels of youth unemployment (Núñez-Barriopedro et al., 2020). On the other hand, the results achieved in this study may be useful in the future for the implementation of public policies aimed at significantly promoting the welfare of working citizens through the happiness management approach (Ravina-Ripoll et al., 2019), or for taking this management concept to private companies to increase the motivation of their employees (Foncubierta-Rodríguez & Sánchez-Montero, 2019). Keywords: Happiness, human resources, Industry 4.0, public sector.


Author(s):  
Zoran Vrucinic

The future of medicine belongs to immunology and alergology. I tried to not be too wide in description, but on the other hand to mention the most important concepts of alergology to make access to these diseases more understandable, logical and more useful for our patients, that without complex pathophysiology and mechanism of immune reaction,we gain some basic insight into immunological principles. The name allergy to medicine was introduced by Pirquet in 1906, and is of Greek origin (allos-other + ergon-act; different reaction), essentially representing the reaction of an organism to a substance that has already been in contact with it, and manifested as a specific response thatmanifests as either a heightened reaction, a hypersensitivity, or as a reduced reaction immunity. Synonyms for hypersensitivity are: altered reactivity, reaction, hypersensitivity. The word sensitization comes from the Latin (sensibilitas, atis, f.), which means sensibility,sensitivity, and has retained that meaning in medical vocabulary, while in immunology and allergology this term implies the creation of hypersensitivity to an antigen. Antigen comes from the Greek words, anti-anti + genos-genus, the opposite, anti-substance substance that causes the body to produce antibodies.


1983 ◽  
Vol 15 (1) ◽  
pp. 77-87 ◽  
Author(s):  
Hugh Fish

A broad summary is made of the U.K. experience in sea-disposal of sewage sludge, embracing operations and effects, and control mechanisms, at disposal authority, national and international levels. The conclusion is reached that U.K. practice, while not perfect and in need of more research, is satisfactory and could be extended without causing environmental damage.


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