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Title:Analiza in obvladovanje tveganj pri prodaji v izbranem podjetju abc, d.o.o.
Authors:ID Sisinger, Nuša (Author)
ID Zdolšek, Daniel (Mentor) More about this mentor... New window
Files:.pdf MAG_Sisinger_Nusa_2026.pdf (1,82 MB)
MD5: BEDCE4E4B4A8E37903EB6C932752B8A2
 
Language:Slovenian
Work type:Master's thesis/paper
Typology:2.09 - Master's Thesis
Organization:EPF - Faculty of Business and Economics
Abstract:V magistrskem delu smo proučili obvladovanje tveganj v izbranem proizvodnem podjetju ABC, d. o. o., ki deluje v kovinarski industriji ter se ukvarja z načrtovanjem in izdelavo opreme za prehrambno industrijo. Podjetje spada med majhna podjetja, je v zasebni lasti in zaposluje približno 50 ljudi. Namen raziskave je bil ugotoviti, katera tveganja so za izbrano podjetje najpomembnejša, kako uspešno jih obvladuje ter v kolikšni meri je pristop k obvladovanju tveganj sistematičen. Raziskava temelji na kombinaciji analize notranje dokumentacije, poizvedovanja pri zaposlenih v podjetju ter s pomočjo anketnega vprašalnika, ki je bil razdeljen med zaposlene v različnih oddelkih podjetja. Rezultati raziskave so pokazali, da podjetje ABC, d. o. o., prepoznava predvsem nefinančna tveganja, med katerimi izstopajo operativno, strateško, kadrovsko tveganje ter tveganje e-poslovanja. Analiza je potrdila, da ima podjetje kot celota vzpostavljen sistematičen pristop obvladovanja tveganj, ki temelji na zahtevah standarda ISO 9001. Sistem vključuje identifikacijo, ocenjevanje, obravnavo in spremljanje tveganj, pri čemer uporabljajo orodja, kot so SWOT-analiza, register tveganj in matriko verjetnosti in vpliva. Kljub temu je bilo ugotovljeno, da imajo večinoma reaktivne strategije za obvladovanje tveganj in sistem v večji meri usmerjen v tekoče poslovanje. Sistem namreč temelji na izkušnjah zaposlenih, medtem ko strateški vidik obvladovanja tveganj še ni v celoti razvit. Tudi v prodajnem procesu se tveganja prepoznavajo sproti, predvsem na podlagi izkušenj in rednih sestankov, kar omogoča hitro ukrepanje, vendar ukrepi niso formalizirani in usmerjeni v dolgoročne rešitve. Na podlagi ugotovitev smo pripravili priporočila za izboljšave, ki vključujejo uvedbo ključnih kazalnikov uspešnosti (KPI), formalizacijo funkcije kontrolinga, uvedbo sistema za obvladovanje odnosov s strankami (angl. Customer Relationship Management − CRM) ter digitalizacijo procesov spremljanja zalog in projektov. Raziskava je potrdila večino zastavljenih hipotez. Rezultati raziskave so pokazali, da hipoteze H1: »Podjetje ABC, d. o. o., prepoznava predvsem finančna tveganja« nismo potrdili, saj v podjetju prevladujejo predvsem nefinančna tveganja, kot so kadrovska, operativna, strateška in kibernetska tveganja. Prav tako nismo potrdili podhipoteze H1.1: »V podjetju ABC, d. o. o., med finančnimi tveganji prevladuje kreditno tveganje«, ker med finančnimi tveganji izstopata predvsem stroškovno in likvidnostno tveganje, medtem ko kreditno tveganje ni izrazito prisotno. Hipotezo H2: »Podjetje ABC, d. o. o., ima vzpostavljen sistematičen pristop obvladovanja tveganj« smo potrdili, saj ima podjetje formaliziran proces obvladovanja tveganj, ki vključuje identifikacijo, ocenjevanje, obravnavo in spremljanje tveganj ter je skladen z zahtevami standarda ISO 9001. Podhipotezo H2.1: »V podjetju ABC, d. o. o., je v postopku prodaje vzpostavljen sistematičen pristop obvladovanja tveganj« smo potrdili, ker je pristop v prodaji sicer strukturiran, vendar pa brez popolne formalizacije in ločenega registra tveganj. Hipotezi H3: »Podjetje ABC, d. o. o., pri obvladovanju tveganj uporablja reaktivne strategije« in H3.1: »V podjetju ABC, d. o. o., so v postopku prodaje uporabljene reaktivne strategije obvladovanja tveganj« smo potrdili, saj podjetje tako na splošni ravni kot tudi pri prodajnem procesu tveganja večinoma obravnava sproti in ukrepe sprejema po njihovem pojavu. Raziskava je tako pokazala, da podjetje ABC, d. o. o., uspešno obvladuje tveganja, čeprav se pri tem večinoma opira na reaktivne strategije. Magistrsko delo prispeva k boljšemu razumevanju analize in obvladovanja tveganj v mikro, majhnih in srednje velikih podjetjih ter opozarja na pomen sistematičnega pristopa in stalnega izboljševanja. Zaradi pomanjkanja podrobnih empiričnih raziskav o dejanskem procesu identifikacije tveganj v majhnih in srednje velikih podjetjih obstaja potreba po nadaljnjih raziskavah na tem področju.
Keywords:analiza tveganj, obvladovanje tveganj, strategije, prodaja, industrijski stroji, kontroling
Place of publishing:Maribor
Publisher:N. Sisinger]
Year of publishing:2026
PID:20.500.12556/DKUM-97517 New window
UDC:005.52:005.334
COBISS.SI-ID:276248323 New window
Publication date in DKUM:23.04.2026
Views:152
Downloads:57
Metadata:XML DC-XML DC-RDF
Categories:EPF
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Licences

License:CC BY-NC-ND 4.0, Creative Commons Attribution-NonCommercial-NoDerivatives 4.0 International
Link:http://creativecommons.org/licenses/by-nc-nd/4.0/
Description:The most restrictive Creative Commons license. This only allows people to download and share the work for no commercial gain and for no other purposes.
Licensing start date:15.03.2026

Secondary language

Language:English
Title:Risk analysis and risk management in sales in selected company abc, d.o.o.
Abstract:In this master’s thesis, we examined risk management in the selected manufacturing company ABC, d. o. o., which operates in the metal industry and is engaged in the design and production of equipment for the food industry. The company is classified as a small enterprise, is privately owned, and employs approximately 50 people. The purpose of the research was to determine which risks are most significant to the company, how effectively it manages them, and to what extent its risk management approach is systematic. The research was based on a combination of an analysis of internal documentation, interviews of employees, and a survey questionnaire distributed to employees in various departments of the company. The results showed that ABC, d. o. o., primarily identifies non-financial risks, among which operational, strategic, personnel, and e-business risks stand out. The analysis confirmed that the company has established a systematic approach to risk management based on the requirements of the ISO 9001 standard. The system includes risk identification, assessment, treatment, and monitoring, and uses tools such as SWOT analysis, a risk register, and a probability-and-impact matrix. But the company primarily employs reactive risk management strategies, and the system is largely oriented toward day-to-day operations. The system is based primarily on employees’ experience, while the strategic aspect of risk management has not yet been fully developed. In the sales process as well, risks are identified on an ongoing basis, primarily based on experience and regular meetings, which enable rapid responses; however, the measures are not formalised and are not oriented toward long-term solutions. Based on the findings, we prepared recommendations for improvement, including the introduction of key performance indicators (KPIs), the formalization of the controlling function, the implementation of a Customer Relationship Management (CRM) system, and the digitalization of inventory and project monitoring processes. Our study confirmed most of the proposed hypotheses. Hypothesis H1, stating that “ABC, d. o. o., primarily identifies financial risks,” was not confirmed, as non-financial risks such as personnel, operational, strategic, and cyber risks prevail in the company. Sub-hypothesis H1.1, stating that “In ABC, d. o. o., credit risk prevails among financial risks,” was also not confirmed, as cost and liquidity risks stand out among financial risks, while credit risk is not significantly present. Hypothesis H2, stating that “ABC, d. o. o., has established a systematic approach to risk management,” was confirmed, since the company has a formalized risk management process that includes identification, assessment, treatment, and monitoring of risks and is in accordance with the requirements of the ISO 9001 standard. Sub-hypothesis H2.1, stating that “In ABC, d. o. o., a systematic approach to risk management is established in the sales process,” was confirmed, as the approach in sales is structured but lacks full formalization and a separate risk register. Hypotheses H3, stating that “ABC, d. o. o., uses reactive strategies in risk management,” and H3.1, stating that “In ABC, d. o. o., reactive risk management strategies are used in the sales process,” were confirmed, as the company, both at the general level and within the sales process, mostly addresses risks on an ongoing basis and adopts measures after their occurrence. The research showed that ABC, d. o. o., manages risks successfully, although it mainly relies on reactive strategies. The master’s thesis contributes to a better understanding of risk analysis and risk management in micro, small, and medium-sized enterprises and highlights the importance of a systematic approach and continuous improvement. Due to the lack of detailed empirical research on the actual process of risk identification in small and medium enterprises, there is a need for further research in this field.
Keywords:risk analysis, risk management, strategies, sales, industrial machinery, controlling


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