Formal marketing planning and performance - the case of transitional economy

This paper was inspired from the necessity to identify the weaknesses in the marketing planning process in companies in a transitional economy and it analyses the connection between continuous formal marketing planning and business performance (profitability and market orientation). The data was obtained with primary and secondary research executed in the companies from the food, i.e. confectionery industry (38% of the registered companies). The research was based on the techniques of survey and interview. The descriptive statistics presents multiple weaknesses in the marketing planning process: rare use of continuous formal marketing planning; lack of knowledge about the planning process; tendency of misuse of analytical tools. The deductive statistics shows a direct link and dependence of profitability and market orientation degree from implementation of continuous formal marketing planning. Some limitations rise from the sample size and the (one) chosen industry sector. This paper offers some practical and social implications. It explains how a correction of current practices and views about the marketing planning process can lead to better business results. On a national level, this is one of a few papers that analyses this subject through primary data and offers results from existing companies, operating in a transitional economy

JEDAN METOD ZA DEFINISANJE PRIHVATLJIVOG NIVOA RIZIKA U GRADNJI TUNELA

This article presents one method for defining an acceptable level of risks in tunneling. The analyses are based on a simple analytical method for definition of tunnel stability using appropriate software in order to define the stability of excavations with and without protection. These analyses helped to find an approach on how to link the Acceptable Level of Risks with values of the Safety Factor (SF) and the Probability of Failure (PF). The explained methodology is related mainly to tunnels constructed in soft rocks or fault zones, but with some adaptations, it can be applied to other tunneling problems and other engineering structures. The case history used to test the methodology is a diversion tunnel at Hydro System "Sveta Petka" near Skopje. Based on these analyses, one proposal to define an acceptable (tolerable) level of risks using the criteria of the probability of failure and potential economic costs is presented.U ovom radu je prikazan jedan pristup za definisanje dozvoljenog nivoa rizika u gradnji tunela. Prikazane analize su zasnovane na jednostavnim metodama i procedurama koje pomažu da se definiše stabilnost tunela sa ili bez podgradbe. Ove analize su od pomoći kako da se poveže nivo dozvoljenog rizika sa faktorom stabilnosti (SF) i verovatnoćom loma (PF). Prikazani postupak se odnosi uglavnom na tunele koji se grade u stenske mase slabog kvaliteta i u rasednim zonama, posebno za slučajeve za vreme nepodgradjenog iskopa i potrebnog vremena da se instalira privremena podgradba, ali sa određenim adaptacijama, moze da se iskoristi i za druge probleme u gradnji tunela i za druge inžinjerske probleme. Primjer na osnovu koji se prikazuje metodologije je razradjen za optocni tunel za branu Sveta Petka u R.Makedoniji. Na osnovi analiza, prikazani su mogući načini povezivanja rizika, dozvoljene verovatnoće loma i potrebna sredstva da se postigne dozvoljeni nivo rizika

Basic geotechnical parameters of metallic mineral deposits in the Republic of Macedonia

This paper deals with the analysis of basic geotechnical properties of monolithic rock samples from several metallic mineral deposits in the Republic of Macedonia. Namely, results from geotechnical investigation on samples from the deposits of Ilovica, Borov Dol, Kazan Dol, Plavica, Kadiica and Bu�im were subject of the work presented herein. Over 800 different geotechnical tests have been performed on samples from different depths and zones of these deposits. The most frequently performed basic tests during geotechnical investigation phases included:point load index tests, unconfined compression tests, unit and specific weight, porosity, shear strength along joints. All data is statistically analyzed and certain conclusions for different geotechnical parameters are achieved. Special attention is paid to the vertical distribution of the parameter’s values, since this is of greatest interest for the mining planning and processes. Differences among certain deposits are discussed and certain conclusions and recommendations for further investigations are presented. We note that this is a first attempt to analyze such amount of geotechnical data from metallic mineral deposits in Macedonia, and the herein presented correlations are to be updated as new data is collected. Key words: geotechnical properties; metallic mineral deposits; statistical analysis; vertical distributio

Marketing planning and performance: The case of transitional economy

This paper is inspired by the distorted marketing practices of companies that operate in a transitional economy, specifically Republic of Macedonia. This analysis has two main objectives: 1. identification of weaknesses in the marketing planning process, 2. providing an evidence of the connection of continuous formal marketing planning with business performance, i.e. profitability and market orientation. The data was obtained both from primary and secondary research. Secondary research was based on books, journals and web-cites, while primary research explored the food, i.e. confectionery industry, with the use of two techniques – survey and interview with the managers of 38% of the registered companies in the industry. The analysis was executed with IBM SPSS 19. Conclusions are given on the base of descriptive and deductive statistical analysis. The findings show that the analyzed companies have multiple weaknesses in the marketing planning process: continuous formal marketing planning happens rarely, there is evident lack of knowledge about the systematic planning process and a tendency of misuse of analytical tools. In addition, the research showed a direct connection and dependence of business performance (profitability and market orientation degree) on continuous formal marketing planning. Limitations arise mainly from the sample size and the (one) chosen industry sector. On the other hand, there are evident practical and social implications which can contribute to better competitiveness of companies in transitional economy: possibilities for correction of current practices and development of a systematic marketing planning process. This research is of a great value on a national level because it is one of few that analyzes this subject through primary data. Also, the results can be consulted by researchers and practitioners from other transitional economies. Keywords: marketing planning, business performance, transitional economy, food industry JEL: M300, P210, L66