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The paper quantifies trends, patterns and controversies in the industrial amber market. To achieve the common goal, the amber market was assessed taking into account geographic data and companies' technology entrepreneurship opportunities in order to determine the competitiveness of the suppliers from economies with large amber reserves. The analytical study integrates a statistical approach and technical analysis of data, including correlation. The statistical approach describes the structure of an amber mining company through estimated profits. In a comprehensive way, the estimated indicators explain the amber industry's production and economic activities, with an emphasis on the Russian Federation. The findings suggested that the Russian Federation, with its Kaliningrad Amber Factory with a weak business infrastructure, is the global leader in the amber market. The economic interests of the company's corporate governance focus on exporting raw amber and rebooting the production system based on transparent and legitimate economic relations, and the development of own jewelry production facilities. The findings can be used by companies to plan effective growth strategies and prepare for future challenges in the amber industry, as well as by companies that plan to implement startup ideas in the amber deposit areas. In particular, the strategies may include investing in new technologies, cooperation with scientific institutions, development of processing facilities, compliance with international quality standards and product certification, as well as effective marketing strategies. These measures can help solve challenges and increase the position of companies in this area in the global market. Aimed at supporting the sustainable development of the amber industry, these strategies will help it achieve greater stability and success in the future. [ABSTRACT FROM AUTHOR]

This study examines a three-level interdependent hierarchical supply chain and explores the antecedents and consequences of a manufacturer's acquiescence to a buyer's request to source a component from a designated component supplier. This research collected survey data from 212 Chinese mining companies and analyzed the data using structural equation models. First, a manufacturer's acquiescence is negatively associated with its industrial knowledge and technological capability as perceived by the buyer, but positively correlated with the relational ties between the buyer and the designated component supplier. Second, the detailing efforts strengthen the impact of perceived industrial knowledge but weaken that of relational ties on acquiescence. Third, the manufacturer's acquiescence ensures the buyer's power maintenance and procurement outcome certainty, and improves the manufacturer's customer loyalty and control of sourcing information. The research highlights the significance of understanding acquiescence within an interdependent supply chain network and indicates that acquiescence will not necessarily lead to the acquiescing firm's dependence disadvantage. The research suggests that firms can use acquiescence to preserve interdependent supply chain relationships. When deciding whether to acquiesce or not, firms should consider not only the market perceptions of their resources and capabilities but also the supply chain networks. Detailing can be an effective method to reduce the pressure for acquiescence. In the context of a manufacturer's sourcing decisions, the research provides fresh insights into acquiescence in a three-level hierarchical supply chain relationship. [ABSTRACT FROM AUTHOR]

The theoretical and methodological aspects of the assessment of industrial markets concentration level have been investigated. Features of identification of industrial markets and establishment of product, geographical and time boundaries have been considered. It has been concluded that it’s appropriate to determine the product boundaries of the industrial market based on the characteristics of the product, which the consumer perceives as useful properties for satisfaction of his personal needs. It is recommended to implement the methods that allow you to evaluate the degree of goods interchangeability for the consumer (cross elasticity of demand, the small but significant non-transitory increase in price test (the SSNIP test), and correlation of prices of goods over time) and the possibility of interchangeability on the supply side. Geographical boundaries of the industrial market are usually established on the basis of the minimum territory within which the consumer can easily satisfy his demand for a certain product in normal conditions. Time limits of the market cover the period during which the structure of the market, the ratio of demand and supply on it does not change significantly. It has been noted that the analysis of the industrial market with the help of concentration indicators makes it possible to assess the strength of competition and the monopolization level. It also has been mentioned about the impact of the industrial market structure on the concentration level which depends on the number of operating enterprises and their size. It has been emphasized that the very sales volumes are taken into account in the investigation of the industrial market structure but not the amount of goods production as it is done during the industry analysis. It has been recommended to calculate the following indicators of the industrial market concentration level: concentration ratio, four-firm concentration ratio, Herfindahl-Hirschman index, relative concentration ratio, Hall-Tideman index (Rosenbluth index), etc. The need for calculation the relative and absolute indicators of concentration in the process of industrial markets analysis has been mentioned. It has been found out that some difficulties with access to information on the sales volume of goods by all business entities operating in the industrial market may arise during data collection for the calculation of the mentioned indicators. It has been recommended to calculate several concentration indicators at the same time in order to obtain the most accurate and objective results of the analysis. [ABSTRACT FROM AUTHOR]

The work is devoted to the study of the activities of companies in the field of mechanical engineering under martial law. Methodology. The study used general scientific methods, in particular: theoretical generalization; methods of positive and normative analysis and statistical analysis. The subject of the study is manufacturing enterprises that are an integral part of the market economy. It is manufacturing enterprises that are the basis of the entire social development of the country. They have a key role of primary care of the national economy, satisfying the needs of society, namely: is the process of creating material goods necessary for its existence and development. Production is vulnerable to external factors: economic, political, legal. These factors are interrelated, and their stable functioning leads to the smooth operation of enterprises. The war significantly changed and limited the conditions for the functioning of the production sector, affected partnerships, export and import activities, logistics, personnel issues, the stability of enterprises was shaken and their number in Ukraine decreased. The purpose of the article. Study of the conditions and peculiarities of the functioning of machine-building enterprises in the conditions of war and the role of partnerships to support their stable operation in the industrial market of Ukraine. Currently, more and more Ukrainian researchers are studying changes in the functioning of enterprises during martial law, their ability to withstand crisis phenomena, and ways to involve and support the national economy. In the works of M.I. Zveryakov economic models of development of enterprises in new economic realities are studied; G.O. Shchigelska considers the impact of a new stage of the Russian-Ukrainian war on the economy; Humenyuk V.V. analyzes foreign experience of post-war management transformation economy of the country; I.O. Korostova considers the marketing component of development of enterprises during the war; O.G. Doroshenko substantiates and proposes priority measures and ways of revival of Ukrainian economy in wartime. Research conclusion. The peculiarities of the functioning of manufacturing enterprises in the current state and the need to support the stable are studied the ability of the industrial market to reduce the negative impact of the war on the economy of Ukraine. The article examines the impact of partnerships on the activities of enterprises, identifies the main risks faced by manufacturing enterprises during the war, as well as explores new directions for the preservation and development of enterprises and general changes in the industrial market. The authors highlight the measures that will help improve the operation of manufacturing enterprises under martial law. The role of partnerships as the main mechanism of production enterprises is also revealed, and the importance of consolidating a common goal is characterized.

Modern forms of organization of activities have led to the need for strategic management of industrial business. The complexity and uncertainty of the external environment have of strategic partnership. The implemented cooperation strategy creates conditions for the integration of economic interests. Competition limits the growth of prices and promotes the use of various methods of struggle in the market. The system of strategic marketing planning has a cyclical character, the author has developed and justified the content and logic of its functioning. It is established that marketing activity is a set of practical actions to achieve marketing goals. The paper presents a theoretical justification for the development of marketing strategies and forms of competition. It is proved that the marketing planning system allows solving the problems associated with the introduction of new products to the industrial market, the main characteristics of the strategy and conditions for the successful implementation of innovative products are determined.

The ongoing economic downturn along with the evolutionary transformation of inter-industry interaction and coordination mechanisms, processes and principles of creating added value drive the need to study such economic concept as industrial market. Today neither the scientific literature and nor various regulations and state development programmes offer a stable definition to this term. The presence of a large number of synonymous terms does not eliminate the problem of proper identification of industrial market as an object of research and management and distorts both the research findings and justification of the choice of a strategic management object at the intersectoral level while designing and implementing comprehensive economic policies. The paper aims to develop the appropriate research programme for the concept “industrial market” in economic science. The methodological basis of the study consists of neoclassical, neo-institutional theories, economic sociology, management theories, and the systems approach. The research employs the methods of semantic and bibliometric content analysis, formalisation and systematisation. Based on the new research programme for industrial market, the paper highlights its basic characteristics: integrity and autonomy, technological principle of combination, hierarchical structure, comparability of participants. The authors propose interpreting industrial market as a hierarchical form of a commodity market shaped under the influence of technological factors and institutional comparability within an industrial value chain of products and services. The results of the study can be applied for formulating strategic development programmes for inter-industry structures as well as industrial and innovation policies.

A number of specialists consider the corporate brand as an addition to the product, which allows for its comprehensive identification and differentiation in the field of competitive communication business interaction. Within the framework of the concept of industrial brand development, the application of marketing information technologies, a number of research companies offer identity models based on the general theory of branding, but at the same time taking into account the peculiarities of industrial marketing. It is important to evaluate the effectiveness of marketing programs for the promotion of branded goods, which is based on key indicators of marketing activity. Key performance indicators KPI (Key Performance Indicators) help to assess the achievement of strategic goals. KPIs can be determined using the Business Intelligence system, providing an opportunity to assess the state of strategy execution in real time. In 1999, MasloTrade LLC, Ukraine signed a distribution agreement with ExxonMobil Corp. for the supply of Mobil brand fuel and lubricants to the Ukrainian market. The dynamics of sales volumes of the MasloTrade company during 2017-2021 were analyzed. The volume of sales of Mobil products by areas of application - PCI (consisting of PVL, CVL and IND) during 2017-2021 was determined. The volume of sales in priority sub-sectors during 2019-2021 was analyzed. The emergence and development of the Mobil brand in the global and regional market was studied spacious. An IFAS analysis of the internal environment of MasloTrade LLC was conducted in January 2022. According to the results of the marketing analysis of the company's activities, it is advisable to determine the need to increase recognition of the Mobil brand among consumers of lubricants in the industrial market of Ukraine thanks to the use of information technologies in international marketing.

Establishing positive and long-term relationships with customers, developing and sustaining these relationships are important success factors for businesses operating in industrial markets where competition is intense. As businesses that understand the importance of relational marketing focus on the quality of their relationships with their customers and make an effort to increase the quality of the relationship, the bond between the business and customers will be strengthened. Therefore, it is important for businesses to analyze the factors that form the quality of these relationships and their possible effects. Especially in industrial markets where relationships are more important, it is thought that quality relationships can improve customer loyalty and provide a competitive advantage to businesses. This study is based on a quantitative study to investigate the relationship between relationship quality and customer loyalty, which is considered within the concept of relational marketing. Relationship quality variable is considered together with the dimensions of trust, commitment, adaptation, cooperation, communication quality and satisfaction. The research data were obtained through face to face questionnaires replied by 126 buyers, which have a supplier-buyer relationship with Jantsa A.Ş. and operate in the provinces of Antalya, Aydın, Burdur, Denizli, Isparta and Muğla. The results of the research indicate a high level of relationship quality and customer loyalty. It has been found that there is a strong relationship between relationship quality and customer loyalty. [ABSTRACT FROM AUTHOR]

Amid the turbulence in the external environment, the issue of finding adaptive strategies is becoming increasingly relevant. This problem is especially acute in industrial markets. One of the most common strategies is differentiation. Numerous modern theories of differentiation rest on the distinctive features of consumer demand and often do not take into account the factors of product supply. These factors, however, serve as the basis for determining the generic development strategy of an industrial enterprise. The paper explores production differentiation and justifies the factors of supply affecting it. The theory of industrial organization, the theory of strategic management and the microeconomic approach constitute the methodological framework of the present article. General scientific methods of logic-structural analysis were used. The empirical base includes data from nine industrial markets for mechanical engineering in the Russian Federation. Having analyzed the theoretical approaches to substantiating the existence of production differentiation, we managed to identify its fundamental factors: specialization and the presence (absence) of economies of scale. To assess these factors, we propose using two indicators: the industry specialization coefficient and the indicator of absolute cost advantage. Matrixing industrial markets for mechanical engineering by the parameters “the level of industry specialization” and “economies of scale” allowed pinpointing three types of production differentiation and their corresponding generic strategies. In the presence of economies of scale and a narrow specialization, an enterprise should choose the strategy of “capturing a niche”; in the presence of economies of scale and a broad specialization, it should follow the strategy of wide differentiation. In the absence of economies of scale for broad and narrow industry differentiation, the generic strategy of a machine-building enterprise is competitive marketing. The author’s methodological approach to choosing the type of production differentiation is versatile and can be used to substantiate generic strategies of industrial enterprises.

The digital economy is an economic activity, the key factor of which are digital data, automatic processing and use of analysis results that make it possible to improve significantly the quality and productivity of labor in comparison with traditional forms of management. Transformational digital processes affect the infrastructural foundations, associated with new communication mechanisms, trading platforms, electronic payments and document management. The most tangible results of digitalization in the industrial market, where there are factors restricting the development of digitalization, which leads to the lack of development of a digital business paradigm, that provokes the destabilization of existing and established relationships of real processes. Currently, there is a radical shift in the production paradigm towards automation, the introduction of information and computing systems that allow us replace human labor with a program, which is especially noticeable in the activities of the accounting, personnel, planning department at the enterprise. However, the issues of security, protectability, stability, continuity, integrity and reliability of operations and work with information are of particular importance, which makes high demands on the digital shell of the enterprise.

Regional markets demonstrate a significant slowdown in economic growth and the Ural region is not an exception. The article examines the specificity of the Ural industrial markets. The methodological basis of the research is neoclassical economic theory looking at the dependence of output on the production factors applied in the context of the production function. The authors perform a quantitative research using the econometric tools and construct several regression models. We use the sales growth rate of the regional industrial market as a resulting indicator. Regressors (factors) are growth rates of salary; investments into fixed capital; own and raised funds allocated for investments into fixed capital; short-term and long-term financial investments. The authors describe the trends in the Ural industries. The results show that there is a correlation between growth rates of the industrial markets and growth rates of salary and own funds allocated for investments into fixed capital. The paper concludes about the necessity for the region to move to a new technological level. At the same time, it is also important to develop traditional industries. The region’s potential is high and, therefore, the synergy in the triad “industry–education–science” can stimulate its growth. In addition, at the moment there is an urgent need for cultivating conditions, especially institutional ones, to form a solid layer of medium-sized business in the Ural region.

The article deals with modelling a competitive field of an enterprise and performs its empirical assessment. The methodological base includes the theory of industrial organization, the theory of organizational fields and the theory of competitive field. The author proves that an industrial market can be viewed as a competitive field defined by a firm (or imposed on it), where strategic interaction is realized within the framework of the status hierarchies of the participating firms. Such an approach allows looking at the market structure and behaviour of firm in more detail. To characterize a competitive field, the author uses indicators of the market structure, monopoly power and power asymmetry and substantiates the choice of the indicators for their evaluation. The modified Herfindahl-Hirschman index is applied for assessing the market structure; the Bain index is utilized to evaluate monopoly power; and its deviation is used to assess power asymmetry. Based on the combination of the selected indicators, we distinguish between four types of competitive fields and construct a matrix for determining them. The research presents the empirical testing of the proposed approach using the case study of eight industries. The findings of the empirical part unveil only three (out of four) competitive fields within the industries under study. A dynamic analysis shows that all the industries are sustainable oligopolies with a low level of competition. Competitive fields formed in the industrial markets are some sort of a trap, since they do not encourage industrial enterprises to develop technological and management innovations. The author’s approach is versatile and can be used to determine a competitive field in other industrial markets.

The paper systematizes theoretical and methodological approaches to the study of the influence of marketing activities involved in building relationships with partners on an organization’s performance indicators. The article aims to design a system of indicators and a set of methods for measuring relationship marketing productivity in the industrial market. The methodological basis is the works of the leading Russian and foreign scientists on examining the content and productivity of relationship marketing in the industrial market, as well as on forming customer metrics and a marketing balanced scorecard. The methods for evaluating relationship marketing productivity in the industrial market combines methods of mathematical statistics (singlefactor analysis of variance, construction of contingency tables, pairwise correlation analysis) and expert methods (in-depth interviews). The authors develop a balanced scorecard of relationship marketing of an industrial enterprise on the basis of Kaplan and Norton’s business perspectives. We establish the stages of evaluating the productivity of relationship marketing in the industrial market and test scientific hypotheses about the factors determining the productivity of relationship marketing. The authors try out the proposed method at the Aramil Plant of Advanced Technologies and introduce a relationship marketing program. Due to implementation of the relationship marketing program in 2017, the plant’s revenue increased by 1.4%. The results of calculations confirm the hypotheses that customers with a high level of satisfaction have the largest share in the company’s sales volume and employees with a high level of satisfaction establish the longest relationships with the clients. We also prove the correlation between satisfaction of the target segment’s customers and their lifetime value.

Firms aiming to meet their customers' needs and wants aim to provide more advantageous goods and services in order to provide competitive advantage, while also aiming to realize their profit-making objectives. One of the most effective ways to achieve these goals is to establish satisfactory and long-lasting relationships with suppliers. Businesses need to establish long-term, quality relationships with their customers and develop strategies to create loyalty. In a market where establishing and maintaining these relationships is difficult, factors affecting the quality of the relationship need to be identified. It is thought that the quality of the service provided in the industrial markets, the reputation of the company and the trust level between the parties affect the quality of the relationship in the industrial markets. Determining these factors and investigating whether the results will affect the loyalty of the parties is aimed with this study. It is necessary to determine whether there are criteria other than economic evaluation that affect the decision of the actors in the market. It was aimed to investigate the level of similarity between the parties in a relationship that affects the quality of the relationship and the loyalty between the parties in the industrial markets. The research data were collected by survey method and the questionnaire was applied face to face. The sample of the study consisted of food wholesalers in Istanbul and Ankara. As a result of the study, the role of similarity in industrial markets was investigated by determining antecedents and successors of relationship quality in industrial markets. [ABSTRACT FROM AUTHOR]