| Title: | Implementation of the digital sales channel in the coatings industry |
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| Authors: | ID Krhač Andrašec, Eva (Author)
ID Senegačnik, Marjan (Author)
ID Urh, Benjamin (Author)
ID Kern, Tomaž (Author) |
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| Files: |  Andrasec-2021-Implementation_of_the_Digital_Sa.pdf (9,98 MB)
MD5: CB511DF069B3D670939EE2CCAA52CE38
 https://doi.org/10.3390/pr9071168
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| Language: | English |
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| Work type: | Scientific work |
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| Typology: | 1.01 - Original Scientific Article |
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| Organization: | FOV - Faculty of Organizational Sciences in Kranj
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| Abstract: | The development process in the coatings industry can be shortened by digital transformation, and its costs can be reduced using a technical enabler. However, formulators need up-to-date and comprehensive data on existing and potential ingredients to develop the formulation. We were curious about how to supply formulators with data. The idea was that suppliers of ingredients provide data using the “common enabling technology”. We hypothesize that direct data entry compensates suppliers because they can shorten the sales process and increase sales. We used a survey to select key sales channels in the industry. Detailed process models were designed using structured interviews. We analyzed models using structural and operational indicators. Finally, we formed a new digital sales process and verified it. The results show that the digitally formatted sales process can be shortened by up to 32%. Simultaneously, more potential customers can be accessed using the common technology. Existing sales channels would not be closed down. Nevertheless, the digital sales channel is expected to prove its worth over time and gradually increase its share. The suppliers of ingredients can thus avoid a radical process transformation and the immediate integration of additional information technology into the company information system in such an evolutionary way. |
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| Keywords: | digital sales channel, process analyses and improvement, digital transformation, technical enabler, coatings industry, process simulation |
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| Publication status: | Published |
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| Publication version: | Version of Record |
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| Submitted for review: | 31.05.2021 |
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| Article acceptance date: | 02.07.2021 |
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| Publication date: | 05.07.2021 |
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| Publisher: | MDPI |
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| Year of publishing: | 2021 |
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| Number of pages: | Str. 1-18 |
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| Numbering: | Letn. 9, Št. 7, št. članka 1168 |
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| PID: | 20.500.12556/DKUM-89700  |
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| UDC: | 658.5:667 |
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| ISSN on article: | 2227-9717 |
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| COBISS.SI-ID: | 71197187 |
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| DOI: | 10.3390/pr9071168 |
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| Publication date in DKUM: | 06.08.2024 |
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| Views: | 249 |
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| Downloads: | 15 |
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| Metadata: |    |
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| Categories: | Misc.
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