Стратегия управления взаимоотношениями с клиентами в компаниях B2B сектора
This article investigates contemporary distribution processes in the industrial market. The main trend in distribution during the recent decades manifests itself in a growing number of network-type distribution chains. Based on the evolutionary trends in distribution research, we came up with the idea to investigate distribution networks processes using mathematical tools of probability theory. We consider a distribution network in a stochastic way, where a focal agent optimizes the distribution chain at each decision-making node by switching between possible partners. This allows us to apply time-homogeneous Markov chains theory to explore the partner selection process. We present an approach that allows for the estimating of implicit non-price variables of partner choice in a supply chain.
In modern world the importance of customer orientation (CO) cannot be underestimated. It hugely impacts the overall business performance as well as separate areas of business-customer interaction. In this paper we examine the role of personal level relations and customer orientation in direct sales industry (DS) on the Russian market. Based on a large scale survey (over 6000 participants in over 74 regions of Russia we develop a model revealing the factors that define the level of customer orientation in personal level interactions.
Nowadays commercial organizations are often facing with necessity to better understand their clients. Today information technologies allow to create a consistent collection and consolidation of clients’ information and make possible forming of knowledge about client base and every single client. Aim of the following article is to study these processes, influence of digitalization on them, related diffi culties and application fi elds of customer knowledge.
The paper examines the structure, governance, and balance sheets of state-controlled banks in Russia, which accounted for over 55 percent of the total assets in the country's banking system in early 2012. The author offers a credible estimate of the size of the country's state banking sector by including banks that are indirectly owned by public organizations. Contrary to some predictions based on the theoretical literature on economic transition, he explains the relatively high profitability and efficiency of Russian state-controlled banks by pointing to their competitive position in such functions as acquisition and disposal of assets on behalf of the government. Also suggested in the paper is a different way of looking at market concentration in Russia (by consolidating the market shares of core state-controlled banks), which produces a picture of a more concentrated market than officially reported. Lastly, one of the author's interesting conclusions is that China provides a better benchmark than the formerly centrally planned economies of Central and Eastern Europe by which to assess the viability of state ownership of banks in Russia and to evaluate the country's banking sector.
The paper examines the principles for the supervision of financial conglomerates proposed by BCBS in the consultative document published in December 2011. Moreover, the article proposes a number of suggestions worked out by the authors within the HSE research team.
портовый менеджмент, показатели деятельности, анализ эффективности, система учета, распределение издержек, методы анализа деятельности портовой системы
At present many industries reveal tendency for setting up of vertically integrated companies (VIC) the structure of which unites all technological processes. This tendency proved its efficiency in oil industry where coordination of all successive stages of technological process, namely, oil prospecting and production -oil transportation - oil processing - oil chemistry - oil products and oil chemicals marketing, is necessary. The article considers specific features of introduction of "personnel management" module at enterprises of oil and gas industry.
vertically integrated companies; personnel management