Determination of Priority Customers for Small and Medium-Sized Machine-Building Enterprises
Электронный научный архив УРФУ
Информация об архиве | Просмотр оригинала| Поле | Значение | |
| Заглавие |
Determination of Priority Customers for Small and Medium-Sized Machine-Building Enterprises
|
|
| Автор |
Ershova, I. V.
Ershov, A. V. Klyuev, A. V. |
|
| Описание |
The article is devoted to the selection of priority customers from among new customers for small and medium-sized machine-building enterprises. The analysis of the dynamics of sales from new and existing customers for ten enterprises allowed us to offer the coefficient of its potential as a criterion for evaluating the customer. The potential coefficient shows the increase in the cost of subsequent orders compared to the first order. The correlation and regression analysis revealed the main factors that determine the customer's potential coefficient. They are the number of years of presence in the market and the profitability of sales of the customer. The introduction of the potential coefficient in the target function of the optimization task of forming a portfolio of orders will allow you to select and retain priority customers. © 2022 American Institute of Physics Inc.. All rights reserved.
|
|
| Дата |
2024-04-22T15:52:43Z
2024-04-22T15:52:43Z 2022 |
|
| Тип |
Conference paper
Conference object (info:eu-repo/semantics/conferenceObject) Published version (info:eu-repo/semantics/publishedVersion) |
|
| Идентификатор |
Ershova, IV, Ershov, AV & Klyuev, AV 2022, Determination of Priority Customers for Small and Medium-Sized Machine-Building Enterprises. в S Bratan & S Roshchupkin (ред.), International Conference on Modern Trends in Manufacturing Technologies and Equipment 2021, ICMTMTE 2021., 050073, AIP Conference Proceedings, Том. 2503, American Institute of Physics Inc., International Conference on Modern Trends in Manufacturing Technologies and Equipment 2021, ICMTMTE 2021, Sevastopol, Российская Федерация, 06/09/2021. https://doi.org/10.1063/5.0099651
Ershova, I. V., Ershov, A. V., & Klyuev, A. V. (2022). Determination of Priority Customers for Small and Medium-Sized Machine-Building Enterprises. в S. Bratan, & S. Roshchupkin (Ред.), International Conference on Modern Trends in Manufacturing Technologies and Equipment 2021, ICMTMTE 2021 [050073] (AIP Conference Proceedings; Том 2503). American Institute of Physics Inc.. https://doi.org/10.1063/5.0099651 978-073544221-4 0094-243X Final All Open Access; Bronze Open Access https://aip.scitation.org/doi/pdf/10.1063/5.0099651 https://aip.scitation.org/doi/pdf/10.1063/5.0099651 http://elar.urfu.ru/handle/10995/132338 10.1063/5.0099651 85140313061 |
|
| Язык |
en
|
|
| Права |
Open access (info:eu-repo/semantics/openAccess)
|
|
| Формат |
application/pdf
|
|
| Издатель |
American Institute of Physics Inc.
|
|
| Источник |
AIP Conference Proceedings
AIP Conference Proceedings |
|