Browsing by Author "Wereda, Wioletta"

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Sustainable management of IT enterprises
(Springer, 2021-01-05) Pînzaru, Florina; Wereda, Wioletta; Moldoveanu, Ion; Ciuciuc, Victor Emanuel
Digital technologies and sustainability could be understood from a superficial point of view as mutually exclusive. One is driven by the Internet of Things, Artificial Intelligence (AI) and robotics, focusing on a constant increasing efficiency, while the other is driven by the public opinion’s expectations for a fair development in respect to environmental, social and economic factors. Apparently, two paradigms collide at present: the one of the digital transformation meant to innovate business models in order to satisfy a continuously growing demand of products and services, and the one of addressing social and environmental challenges. In reality, the two concepts are mutually reinforcing, as digital tools can and should be used in the framework of sustainable business approaches and the catalyzer of the digital transformation, the IT industry, could become the promoter of sustainable management using new technologies. We explore in this paper the perception of sustainability by Romanian IT managers and their orientation towards sustainable management approaches, considering the economic, social, environmental and technological dimensions. The results present a heterogeneous landscape dominated by economic and political conditionality, with a strong orientation towards education in the sector as a source of sufficient workforce, leaving room to further discussions on how the industry considered to be the source of all current disruptions could become the engine of future sustainable business models.
The relationship sales process in VUCA times – theoretical aspects (Part 1)
(Military University of Technology, 2024) Wereda, Wioletta; Pînzaru, Florina
Research objectives and hypothesis/research questions: In every enterprise, it is increasingly said that acquiring a new customer is several times more expensive than retaining an existing one. This more or less means that building relationships with customers is often much more important than sales. The pinnacle of success is the transformation of building relationships in the sales process, which is why recently a lot of attention has been paid to developing these skills. The concept of relationship selling hides an entire long-term process, often starting long before meeting a potential customer. Relationship selling is based on the ability to sell services or products based on understanding all the emotional needs of the customer. To learn about the most important needs, the seller must establish a relationship with the customer. Most often, this type of sales is useful in the service segment, such as insurance or investments, where the customer does not see a tangible product at the moment, but the promise of future benefits must be enough for him to make a decision. The aim of the article is to present the results of a critical analysis of the literature on the evolution of the relationship sales process based on the verification of publications in the Scopus and Web of Science databases. Research methods: Critical analysis of domestic and foreign literature. Main results: As a result of the analysis of the literature on the subject, four approaches to verifying the definition of the relationship sales process were noted: individual sales, which indicates that the beginnings of relationship sales are associated with the traditional, individual sales process; a place of purchase, where the exchange between the buyer and the seller was not discreet on both sides, and the most important thing was a lasting relationship that should be nurtured at every stage; adaptive selling, i.e. personal selling, focused on identifying the customer’s needs and desires; customer focus and modern sales solutions, in line with the general market shift towards a service-based economy and greater customer focus. Implications for theory and practice: In terms of the analysis of the definition of relationship sales, it can be noted that in the Polish literature on the subject there are no publications presenting a synthetic description of the evolution of this process, while in the case of implications for practice, this aspect is more limited, however, it indicates the need to change the approach in order to move away from traditional sales to relational in the business sector.
The relationship sales process in VUCA times – theoretical aspects (Part 2)
(Military University of Technology, 2024) Wereda, Wioletta; Pînzaru, Florina
Research objectives and hypothesis/research questions: The aim of the article is to present the success factors of the process of relationship sales created on the basis of the research made in innovative enterprises in Poland from the NewConnect market. In the article both quantitative and qualitative research methods were used. The data for analysis were obtained using the diagnostic survey method using the questionnaire technique, it means that the CATI method was used to obtain the data, which made it possible to find out the opinions of the respondents via a telephone conversation. The data was obtained in July – August 2022 in the form of a survey (quantitative research) – 100 enterprises, as well as interviews of selected innovative enterprises at the turn of September and October 2022 – 10 managers. The considerations contained in the article are the part of a broader research on the role of relationship sales in functioning innovative enterprises from the NewConnect market. The article presents elements that can be considered as the basis for the success of innovative enterprises on the market. The research part describes the research methodology and the results of the conducted surveys as well as the conclusions resulting from the research. Research methods: In addition to the empirical method, the study also used theoretical research methods, such as the analytical-synthetic method. Generalization and inference were used to formulate conclusions. Main results: The analysis of the literature and the results of the research showed that the prospects for the development of the relationship sales process are significantly high, especially this aspect has become quite important during the pandemic and VUCA times and enterprises are increasingly interested in creating the relationship sales process in their daily business activities. Implications for theory and practice: The research confirmed that there is a significant relationship between increasing the efficiency of the enterprise’s operations, financial liquidity, the effectiveness and continuity of the basic processes of the daily functioning of the company, creating long-term business relationships and obtaining important data for the company, and the company’s participation in the use of relationship sales. This relationship is illustrated by the fact that without building relationship sales, in the modern world of crises, aimed at achieving goals, innovation, cooperation and communication, it is impossible to build effective and efficient cooperation with the stakeholders of the organization.