scholarly journals Online sales funnel as an analytical tool for business efficiency management

Upravlenie ◽  
2019 ◽  
Vol 7 (3) ◽  
pp. 63-74 ◽  
Author(s):  
E. Vasilieva ◽  
V. Loseva
Keyword(s):  
Economic Modeling ◽  
Theory Of Constraints ◽  
Strategy Analysis ◽  
Electronic Resource ◽  
Online Sales ◽  
Business Efficiency ◽  
Consistent Assessment ◽  
Sales Funnel ◽  
The Impact ◽  
Critical Chain

The possibilities of online sales strategy analysis based on unit-economy metrics (Unit Economics is a new economic modeling method used to determine the effectiveness of a digital business model by assessing the profitability of a product unit or a single customer), as well as on the theory of restrictions, have been shown. The peculiarities of settings of problems on monitoring the process of attracting customers to the electronic resource of a company, and their support up to conclusion of commercial transaction (product sale) have been revealed. A scenarios matrix for promoting information about a product, a brand, or a service using various communication channels has been compiled.Among various strategies of a sales funnel management the following three main strategies have been highlighted: the strategy of a proportional expansion (when increasing a traffic at the entrance of a funnel, which gives a large conversion, the funnel expands at all next stages, and the output result is increased); the strategy of stretching (increasing of a conversion at each level results in the output increasing), and the strategy of a key level (this strategy demands to determine the level of the funnel, which limits the entire system, and to apply efforts to improve conversion indicators at this special level). A methodology for constructing and analyzing the product funnel using unit-economy metrics has been adduced. The peculiarities of development of strategies for sales funnel using the critical-chain method (Critical Chain Management, CPM) and method of Theory of Constraints (TOC) have been highlighted, when the company’s results depend on the interacting elements of the system, that create the constraints. A method of searching bottlenecks in the sales funnel has been proposed, which consists in a consistent assessment of the impact on the profits of each of its five basic metrics, for each of which there are special development tools, allowing one to find points of rapid profit growth. Scenario analysis of sales funnel using unit metrics has been сarried out.

Analysis of the journal impact factor and related bibliometric indicators in education and educational research category

2021 ◽  
pp. 1-22
Author(s):  
Metin Orbay ◽  
Orhan Karamustafaoğlu ◽  
Ruben Miranda
Keyword(s):  
Impact Factor ◽  
Educational Research ◽  
Journal Impact Factor ◽  
Impact Factors ◽  
Bibliometric Indicators ◽  
Strongly Correlated ◽  
Starting Point ◽  
Consistent Assessment ◽  
The Impact ◽  
Journal Impact

This study analyzes the journal impact factor and related bibliometric indicators in Education and Educational Research (E&ER) category, highlighting the main differences among journal quartiles, using Web of Science (Social Sciences Citation Index, SSCI) as the data source. High impact journals (Q1) publish only slightly more papers than expected, which is different to other areas. The papers published in Q1 journal have greater average citations and lower uncitedness rates compared to other quartiles, although the differences among quartiles are lower than in other areas. The impact factor is only weakly negative correlated (r=-0.184) with the journal self-citation but strongly correlated with the citedness of the median journal paper (r= 0.864). Although this strong correlation exists, the impact factor is still far to be the perfect indicator for expected citations of a paper due to the high skewness of the citations distribution. This skewness was moderately correlated with the citations received by the most cited paper of the journal (r= 0.649) and the number of papers published by the journal (r= 0.484), but no important differences by journal quartiles were observed. In the period 2013–2018, the average journal impact factor in the E&ER has increased largely from 0.908 to 1.638, which is justified by the field growth but also by the increase in international collaboration and the share of papers published in open access. Despite their inherent limitations, the use of impact factors and related indicators is a starting point for introducing the use of bibliometric tools for objective and consistent assessment of researcher.

Offshore Platform Turn Around Using the Critical Chain Project Management Method (CCPM)

2009 ◽  
Author(s):  
Jose Finocchio Junior ◽  
Marcelo Ramos Martins
Keyword(s):  
Project Management ◽  
Critical Path ◽  
Theory Of Constraints ◽  
Structured Interviews ◽  
Oil Platforms ◽  
Qualitative Approaches ◽  
Decision Making Processes ◽  
Critical Chain Project Management ◽  
Management Method ◽  
Critical Chain

The present study discusses the adequacy of the Critical Chain Project Management Method (CCPM) — also known as the Critical Chain Method — for scheduling projects involving shutdowns on oil platforms, as such projects involve decision-making processes under risk conditions. The CCPM is based on the Theory of Constraints and aims at providing more precise and more clearly focused control instruments than those traditionally used in the Critical Path Method (CPM). The CCPM also indicates the best moments to act and where and how the action should be directed. The hypothesis underlying the research is that the CCPM portrays, more adequately than the CPM, the uncertainty that exists in a platform shutdown. This characteristic also makes it possible to draw up a schedule that is both more realistic and more challenging, as it addresses the goal of causing less interruption of production. On the basis of this hypothesis, the two main questions that oriented the entire investigation were: 1) Is the CCPM suitable for scheduling the shutdown of an offshore oil platform and, 2) What advantages might it have over the traditional methods in use? To answer these questions the authors reviewed the existing bibliography on the topic and made direct on-site observations during an actual shutdown. In addition, interviews were held with a number of specialists in the area using qualitative approaches, namely, semi-structured interviews, focus groups, and action research.

The Impact of Hypoglycemia on Productivity Loss and Utility in Type 2 Diabetes Patients Treated with Insulin in Real-World Canadian Practice: Protocol for a Prospective Study (Preprint)

2021 ◽  
Author(s):  
Veronique Lambert-Obry ◽  
Jean-Philippe Lafrance ◽  
Michelle Savoie ◽  
Jean Lachaine
Keyword(s):  
Type 2 Diabetes ◽  
Prospective Study ◽  
Real World ◽  
Productivity Loss ◽  
Economic Modeling ◽  
Economic Evaluations ◽  
Productivity Cost ◽  
Productivity Losses ◽  
The Impact

BACKGROUND Type 2 diabetes mellitus (T2DM) imposes a significant burden, with its increasing prevalence and life-threatening complications. In patients not achieving glycemic targets on oral antidiabetic drugs, initiation of insulin is recommended. However, a serious concern about insulin is drug-induced hypoglycemia. Hypoglycemia is known to affect quality of life and healthcare resource utilization. However, health economics and outcomes research (HEOR) data for economic modeling are limited, particularly in terms of utility values and productivity losses. OBJECTIVE The aim of this real-world prospective study is to assess the impact of hypoglycemia on productivity and utility in insulin-treated T2DM adults from Ontario and Quebec (Canada). METHODS This noninterventional, multicenter, 3-month prospective study will recruit patients from four medical clinics and two endocrinology/diabetes clinics. Patients will be identified using appointment lists, and enrolled through consecutive sampling during routinely scheduled consultations. To be eligible, patients must be ≥18 years of age, diagnosed with T2DM, and treated with insulin. Utility and productivity will be collected using the EQ-5D-5L questionnaire and the iMTA Productivity Cost Questionnaire (iPCQ), respectively. Questionnaires will be completed at 4, 8 and 12 weeks after recruitment. Generalized estimating equations (GEE) models will be used to investigate productivity losses and utility decrements associated with incident hypoglycemic events while controlling for individual patient characteristics. A total of 500 patients will be enrolled to ensure precision of HEOR estimates. RESULTS This study is designed to fill a gap in the Canadian evidence on the impact of hypoglycemia on HEOR outcomes. More specifically, it will generate productivity and utility inputs for economic modeling in T2DM. CONCLUSIONS Insulin therapies are expensive, and hypoglycemia is a significant component of economic evaluations. Robust HEOR data may help health technology assessment (HTA) agencies in future reimbursement decision making.

scholarly journals Critical Chain Project Scheduling: Do Not Oversimplify

2002 ◽  
Vol 33 (4) ◽  
pp. 48-60 ◽  
Author(s):  
Willy Herroelen ◽  
Roel Leus ◽  
Erik Demeulemeester
Keyword(s):  
Project Management ◽  
Project Scheduling ◽  
Critical Review ◽  
Buffer Management ◽  
Direct Application ◽  
Theory Of Constraints ◽  
Management Literature ◽  
Critical Chain

Critical chain scheduling/Buffer management (CCS/BM)—the direct application of the theory of constraints (TOC) to project management—has received much attention in project management literature. There still is controversy over the merits and pitfalls of the CCS/BM methodology. This paper focuses on the fundamental elements of CCS/BM logic and pinpoints some intricacies that are not commonly referred to in the available literature. The authors’ analysis is based on a critical review of the relevant sources and experimentation with both commercial CCS/BM software and an internally developed CCS/BM-based tool.

scholarly journals The impact of the IS on the effectiveness of the sales funnel management as a part of CRM in an automotive company

2016 ◽  
Vol 4 (2) ◽  
pp. 74-92
Author(s):  
Tanja Grublješič ◽  
Nejc Čampa
Keyword(s):  
Business Environment ◽  
Customer Relationship ◽  
Case Study Analysis ◽  
Automotive Company ◽  
Mere Existence ◽  
Measures Of Effectiveness ◽  
Sales Funnel ◽  
The Impact

Sales Funnel Management (SFM) as a part of the Customer Relationship Management (CRM) is of great importance in the automotive industry when the companies want to attract new customers and retain the existing ones. Due to the complex and changing business environment customers are becoming more and more demanding and less loyal to their current brands. Existing research has shown that IT/IS play a crucial role throughout the execution of the CRM activities. However, the mere existence of an IS in a company is not enough. The ability and willingness of companies to use these IS in a sufficient manner plays a key role in the success and failure of CRM activities. Therefore, the objective of the article is to show how the role of the IS impacts on the effectiveness of the SFM through conducting a case study analysis in a leading German automotive company. The results show that IS has an important impact on improvements in execution of all phases of SFM and importantly contributes to primary goals and measures of effectiveness of the SFM in the automotive company, which are the increased number of vehicles sold and the lowest possible cost per vehicle sold, as well as higher level of customer satisfaction.

scholarly journals Theory of Constraints and Its Application in a Specific Company

2014 ◽  
Vol 62 (6) ◽  
pp. 1343-1352
Author(s):  
Jakub Linhart ◽  
Jaromír Skorkovský
Keyword(s):  
Project Managers ◽  
Theory Of Constraints ◽  
First Year ◽  
Competitive Advantages ◽  
Delivery Time ◽  
Practical Utilization ◽  
Critical Chain Project Management ◽  
Project Data ◽  
Time Frames ◽  
Critical Chain

This article analyses the possibilities of the practical utilization of Critical Chain Project Management methodology. Our study analyzed key processes related to the implementation and utilization of such a tool in a concrete company. For this purpose an original program was created. The logic of this program is based on the fundamental principles of the CCPM methodology. The impetus for the design and creation of such a program stemmed from the almost non-existence of such a tool on the Czech market. The theoretical part of the article focuses concisely on the Theory of Constraints and Critical Chain principles, which the conceptual ideas of all algorithms included in the new program come from.The system was used for two years and it enabled the processing of requests significantly faster than before. The evaluation of economical and practical benefits based on real project data demonstrates that after implementation of the Appello system and corresponding rules of usage, project managers completed more tasks in the first year than in the previous two years in which the CCPM was not applied and nearly 85% of planned requests were either on time or delayed up to 30 days in comparison with the amount of work from the preceding two years.Currently, a significant number of project oriented companies are looking for competitive advantages which, allow for the mastering of the largest number of projects that have a delivery time specified within agreed time frames. The use of our system or similar ones designed according to CCMP rules fully ensures the fulfilment of such requirements.

scholarly journals THE INFLUENCE OF THE CROWN CRISIS ON THE DEVELOPMENT OF INSURANCE BUSINESS IN THE WORLD

2021 ◽  
Author(s):  
Hanna Mamonova
Keyword(s):  
Negative Impact ◽  
Insurance Industry ◽  
Insurance Companies ◽  
Demand For Insurance ◽  
Online Sales ◽  
The World ◽  
Future Challenges ◽  
Declining Demand ◽  
Insurance Business ◽  
The Impact

The article analyzes the impact of the COVID-19 pandemic on the world insurance market and some European countries. Separated economic indicators of the impact of the COVID-19 pandemic on the insurance business of the world are singled out. It was determined that the impact of the COVID-19 pandemic inspired declining incomes of insurers and households, rising unemployment, declining demand for insurance services, a significant decline in productivity of insurance companies, uncertainty about the future development of the insurance industry and the effects of the pandemic. The experience of the world insurers' struggle against the consequences of the COVID-19 pandemic has been studied and generalized. The latest tools that have allowed insurers around the world to mitigate or mitigate the negative impact of the crown crisis, in particular, are: the development of new insurance products; increasing the level of requirements for insurance services in terms of its relevance, price flexibility, mobility and transparency; transition of insurers to online sales of insurance services and online payments for insurance cases; direct funding of specific means of combating COVID-19; use of the latest technologies and innovative methods in the insurance business; introduction of a new mode of staff work in the activities of insurance companies. The transition of insurers to online sales of insurance services and online payments has revealed many unresolved issues regarding the insurer's cybersecurity. Insurers are forced to improve existing technologies and methods of control, to intensify training and information activities. The Crown Crisis has significantly increased the importance of modern underwriting. Therefore, insurers around the world are using the capabilities of artificial intelligence, alternative data sources and better forecasting models. Greater understanding of pandemic processes, gaining experience is needed not only to accelerate the way out of the modern pandemic, but also to form a stable insurance system to the inevitable future challenges. The study of positive experience in the functioning and development of insurance markets around the world in crises and shocks is useful for application in national practice.

scholarly journals DETERMINATION OF REGULARITY OF CHANGES IN INDICATORS OF INNOVATION ACTIVITY ON DEVELOPMENT AND ECONOMIC SECURITY OF AGRICULTURAL COMPLEX OF UKRAINE

2019 ◽  
pp. 183-191
Author(s):  
Svitlana Kushnir
Keyword(s):  
Agricultural Sector ◽  
Value Added ◽  
Economic Security ◽  
Model Specification ◽  
Innovation Activity ◽  
Industrial Complex ◽  
Agricultural Producers ◽  
Consistent Assessment ◽  
Labor Resources ◽  
The Impact

The purpose of this article is to investigate the current state and dynamics of technical, energy capacities, labor resources and wages in Ukrainian agricultural enterprises, the impact of these indicators on efficiency of agricultural production, indicators of development and competitiveness of products on the domestic and foreign markets. The moral and physical deterioration of the equipment available at the farms is determined, which does not contribute to the increase of labor productivity and to obtaining consistently high economic results. On the basis of the dynamics of the analyzed statistical data, the problem of providing agricultural producers with labor resources was confirmed against the background of deepening of depopulation processes in the countryside, which led to the deterioration of quantitative and qualitative characteristics of human resources. Indicators of development and production rates of the agro-industrial complex of Ukraine have been investigated, that showed a low level of innovation implementation. Mathematical formalization of the relationship between the dynamics of changes in the gross value added indicators and the volume of sales of agricultural products is carried out. Based on the analysis of innovative activity indicators in the agricultural sector of Ukraine and the consistent assessment of the adequacy of linear and nonlinear pair equations, the model specification is presented, which is presented in the form of linear pair regression, which confirms the existence of a direct link between changes in the volume of sales in the agrarian sector.

Copyright Implications for Electronic Resources

2011 ◽  
pp. 145-173
Author(s):  
Aline Soules ◽  
Donna L. Ferullo
Keyword(s):  
Resource Management ◽  
Copyright Law ◽  
Electronic Resources ◽  
Electronic Resource ◽  
Electronic Environment ◽  
Electronic Environments ◽  
The Impact

The chapter begins with an examination of the sections of copyright law that impact electronic resource management, and reviews the various laws that have been enacted in recent years to attempt to delineate appropriate uses of information in the electronic environment. In section two, the impact of copyright is discussed in relation to particular types of electronic resources. The unique characteristics and challenges inherent in both access and format are discussed. Section three reports on responses to a series of interview questions the authors posed to librarians working in a wide variety and type of libraries. The goal was to elicit information about how librarians are managing to implement copyright law in the daily reality of their increasingly electronic environments.

Impact of Online Reviews on Purchasing Decisions

2016 ◽  
pp. 278-291
Author(s):  
Dhiraj Jain ◽  
Lovish Bhansali ◽  
K. Sanal Nair
Keyword(s):  
Online Reviews ◽  
Purchasing Decisions ◽  
Electronic Products ◽  
Consumer Reviews ◽  
Online Consumer Reviews ◽  
Online Sales ◽  
Purchasing Behaviour ◽  
The Impact ◽  
Informed Consumer ◽  
The Relationship

Internet has enabled today's consumer to transform himself from passive to an active and an informed consumer who can share his experiences, opinions about product or services with an infinite number of consumers around the globe. These reviews or opinions are further used by potential buyers of that particular product or service via electronic Word of Mouth (e-WOM). The study on the impact of e-WOM on online sales has gradually emerged but a number of questions still remain unanswered. The aim of this study is to assess the impact of one type of e-WOM i.e., the online consumer reviews, on purchasing decisions of electronic products. This empirical study also focuses on the relationship between reviews and purchasing behaviour. An instrument was prepared to measure the proposed constructs, with questionnaire items taken from prior studies but adapted to fit the context of e-commerce. The survey was applied to academicians in India through internet. The results show that consumer reviews have a causal impact on consumer purchasing behaviour and they have an effect on choosing the products by consumer. Finally, the results and their implications are discussed.

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