Purpose – This paper seeks to develop a theory and a practical qualitative modeling tool that accurately predicts the probability that an industrial sales lead will convert to a booking based on observable lead characteristics and one that can be used by a typical sales manager....

Purpose – The paper aims to research the capability of using the tools of domestic and international performance benchmarking for estimation of efficiency, determine its key factors and reveal the full reserves of inputs reduction and potential growth efficiency for gas distribution companies....

Purpose – The purpose of this paper is to investigate the use of competitive and international performance benchmarking in order to estimate efficiency, determine key factors, find the internal and foreign benchmarks, and reveal the full reserves of inputs reduction and potential growth...

Purpose – The paper aims to focus on improving the methodology and developing the model of choice of optimal investment object using benchmarking tools that eliminate the drawbacks of existing approaches. Design/methodology/approach – The methodological basis of the proposed model is...

Purpose The purpose of this paper is to study winemaking efficiency with the help of international performance benchmarking and to finding ways for its improvement. Design/methodology/approach In this research, three models of data envelopment analysis (DEA) and other tools of international...

Purpose: The purpose of this paper is to evaluate and compare the efficiency of wine making in Germany and Ukraine in order to find the controllable factors of wine business performance using benchmarking tools. Design/methodology/approach: The models of data envelopment analysis and other...

Purpose – The purpose of this paper is to establish groups of stakeholders who win and lose from changes in natural gas prices and to develop practical recommendations for a state regulator for the optimal setting natural gas prices in the domestic market through an example of Ukraine....

Purpose – The paper aims to devote itself to the researching of the changes in firm efficiency in consumer goods industry under the political changes and tightening of competition. This study has for an objective the estimation of the consequences of changes in policy on firm efficiency and...

This paper demonstrates how ways and means of effective development can be determined by analysis and benchmarking tools. It contains the results of efficiency study of Ukrainian tobacco companies, defining their key factors and growth potential to identify ways of improving the industry...

Purpose – The paper aims to devote itself to the researching of the changes in firm efficiency in consumer goods industry under the political changes and tightening of competition. This study has for an objective the estimation of the consequences of changes in policy on firm efficiency and...