Home  Journals  Economic Analysis: Theory and Practice  9(456) - 2016 September

Re-engineering the business process of industrial enterprise's marketing division through the introduction of two-tier architecture of sales department

Vol. 15, Iss. 9, SEPTEMBER 2016

Article PDF Version

Received: 24 May 2016

Received in revised form: 13 June 2016

Accepted: 30 June 2016

Available online: 29 September 2016

Subject Heading: ECONOMIC ADVANCEMENT

JEL Classification: A10, C44, D23, L21

Pages: 39-54

Importance Under current economic conditions, the efficient functioning of industrial enterprises is increasingly important. Therefore, smart re-engineering of business processes of marketing operations considering the process-based management requires further detailed study.
Objectives The main objectives are to develop a compliance matrix and prove the expediency of implementing the system of business processes of two-tier architecture of sales, taking into account the main types of organization and management of the enterprise at different stages of life cycle, and to analyze the business processes with detailed description of their structure within the considered architecture of the sales unit in comparison with alternatives.
Methods We employ the methods of multicriteria comparative assessment of elements that are used for theoretical and practical basis to improve the efficiency of marketing division of industrial enterprise through the introduction of the system of business processes of two-tier architecture of sales department.
Results We provide a detailed stage-by-stage description of business processes of business units in the two-tier architecture of sales. The analysis reveals overall positive characteristics of the considered system of business processes for its use in the marketing division of industrial enterprises.
Conclusions The analysis of compliance matrix and the feasibility of implementing the system of business processes of two-tier architecture of sales department for industrial enterprise's marketing division showed a high degree of applicability of the system for most types of organization and management at all stages of life cycle.

Keywords: business process, management type, life cycle, compliance matrix

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