Administrative support for management decisions in sales during the implementation of artificial intelligence

Акіліна, Олена Володимирівна and Іванченко, Олексій Ігорович (2025) Administrative support for management decisions in sales during the implementation of artificial intelligence Європейський науковий журнал Економічних та Фінансових інновацій, 17 (3). pp. 31-43. ISSN 2617-8648

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Abstract

The article provides a theoretical and applied justification for administrative support of management decisions in the sales domain under conditions of digital transformation, with a focus on the implementation of AI-based forecasting systems. An interdisciplinary approach is proposed, integrating methods of administrative management, digital modernization, and innovation management. The case of Carlsberg Ukraine LLC was selected, where a functional analysis of the organizational structure, digital maturity, and readiness for AI implementation was conducted. Based on the internship experience of one co-author and an in-depth content analysis, three main problems in the sales system were identified: forecast inaccuracies, decision-making delays, and personnel overload. A management support model based on the functions of planning, organization, motivation, and control is proposed. At the planning stage, the main problems of the sales system were analyzed using the Ishikawa diagram, which helped identify critical bottlenecks. A goal tree was constructed to operationalize these problems into transformation objectives: improving forecast accuracy, digitizing processes, automating routine tasks, accelerating decision-making, and reducing the workload on key personnel. The selection of a machine learning model for full integration into the ERP system was defined as the optimal management decision. Subsequent stages included the creation of a cross-functional team, development of interaction regulations, staff incentivization, and the introduction of a multi-vector KPI system to monitor performance. The results of analytical modeling confirm significant economic effects: reduced losses from inaccurate forecasts, lower costs for manual analytics, and increased productivity of management processes. The overall expected annual effect is estimated at UAH 1.5 million, with a payback period of 3.5 months. The article argues that administrative support for AI solutions is a key condition for successful digital transformation and enhanced strategic adaptability of the company. Future research prospects involve adapting the model to industryspecific contexts, developing long-term impact indicators, and exploring ethical aspects of AI application in management.

Item Type:	Article
Uncontrolled Keywords:	administrative support; management decisions; artificial intelligence; organizational transformation; management
Subjects:	Статті у періодичних виданнях > Фахові (входять до переліку фахових, затверджений МОН)
Divisions:	Факультет економіки та управління > Кафедра управління
Depositing User:	Олена Володимирівна Акіліна
Date Deposited:	14 Jul 2025 07:16
Last Modified:	14 Jul 2025 07:16
URI:	https://elibrary.kubg.edu.ua/id/eprint/52594

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