Part 5.6. Emergence of loyalty systems: receivables and payments management

Соболєва-Терещенко, Олена Анатоліївна and Жарнікова, Валерія Владиславівна (2019) Part 5.6. Emergence of loyalty systems: receivables and payments management Колективна (три і більше авторів). Emergence of public development: financial and legal aspects: Collective monograph. Agenda Publishing House, Coventry, Coventry, United Kingdom,.

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Abstract

The role of loyalty systems as a powerful tool of influence on the market behavior of enterprises, organizations and population is growing in modern conditions of international integration, social development and increased competition. Today, loyalty systems are on the stage of change, old-fashioned loyalty programs with the accumulation of points and the provision of one-time discounts or coupons - the past stage of them development. Now, loyalty systems are used digital innovations as block chain and intelligence, aimed at adapting rewards for each specific customer, partnerships with companies-providers of loyalty systems, managing receivables and payments with customers. The study of loyalty systems has shown that their implementation is a new and relatively independent part of the overall management system, it has own specific goal, tasks and functions, its own laws, pillars and rules. The authors added loyalty subsystem in receivables integrated management system designed V. Yevdokimov. Proposed loyalty subsystem included: buyers data, loyalty marketing, loyalty programs, technological and analytical platform, management, indicators of the efficiency of the loyalty system. The authors recommend dividing the buyers data in the loyalty system into four quadrants: 1- customers who participate in the loyalty system and have accounts receivable, 2- customers who have receivables, but not participating in the loyalty system, 3- customers who participate in the loyalty system and do not have receivables and 4 - customers who are not involved in the loyalty system and do not have receivables. Each of the quadrants requires specific management methods. The customer loyalty in the business-to-business (B2B) and in the business-to-customer (B2C) has a significant role in the development of the modern trade. The customer loyalty in the business-to-customer (B2C) sufficiently investigated by practitioners, but the customer loyalty in the business-to-business (B2B) so far been studied insufficiently. The authors conducted a comparative analysis of loyalty programs in B2B and B2C segments and identified a list of 10 determinants for which they differ from each other. The authors have reviewed the procedure for reflecting in accounting the discounts in wholesale trade, including, discounts in the form of a reduction in the usual price of goods or in the form of a conditionally free transfer of a certain amount of goods. A procedure has been proposed for the correspondence of accounting accounts when granting cash discounts for a large volume of goods purchased, cash discounts for early payment of goods purchased and discounts for the purchase of certain goods in the form of goods as a gift. It is concluded that the direction of further research on this issue provides for determining the consequences of possible changes in the structure of consumer motivations of clients and the parameters of the process of forming loyalty programs in the B2B and B2C segments. The authors are sure that the greatest changes in consumer motivations will be associated with the further development of information technologies and the Internet - promotion.

Item Type: Monograph (Колективна (три і більше авторів))
Additional Information: t8000@i.ua Emergence of public development: financial and legal aspects // Yu. Pasichnyk and etc.: [Ed. by Doctor of Economic Sciences, Prof. Pasichnyk Yu.] : Collective monograph. - Agenda Publishing House, Coventry, United Kingdom, 2019. ISBN 978-2-5494-0318-5
Uncontrolled Keywords: loyalty system; B2B; В2С; managing receivables; payments with customers
Subjects: Монографії > Видані за кордоном (окрім країн СНД)
Divisions: Це архівні підрозділи > Кафедра фінансів та економіки
Depositing User: Олена Анатоліївна Соболєва-Терещенко
Date Deposited: 05 Aug 2019 09:03
Last Modified: 05 Aug 2019 09:03
URI: https://elibrary.kubg.edu.ua/id/eprint/26862

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