Three Seas Economic Journal

REGIONAL DISPROPORTIONS AND FISCAL ASYMMETRY IN UKRAINE UNDER MARTIAL LAW

2026-07-07T10:55:43+00:00

The purpose of the paper is to provide a comprehensive quantitative assessment and scientific-methodological substantiation of the scale of spatial fiscal asymmetry in Ukraine under martial law, alongside developing applied, adaptive recommendations for modernizing intergovernmental fiscal relations and financial equalization mechanisms, factoring in security and migration drivers. The paper investigates the structural and spatial transformation of the regional architecture of Ukraine’s tax system under the severe impact of exogenous military and political shocks during the 2022–2026 period. Methodology. The methodological framework relies on the core principles of spatial economics, public finance theory, and fiscal federalism. The study relies on a primary dataset compiled from the official records of the State Statistics Service, the State Tax Service, and the State Treasury Service, complemented by analytical disclosures from the Accounting Chamber of Ukraine. A complex of interconnected methods was utilized: comparative and trend analysis helped evaluate regional fiscal burden dynamics, mathematical-statistical modelling enabled the calculation of relative tax pressure indices on production factors (labour and capital), economic grouping served to differentiate regions according to security risk profiles, formulaic calculation identified the concentration coefficient, and the balance comparison method quantified net wartime fiscal losses relative to the pre-war baseline of 2021. Results. The results of the research demonstrate that military shocks have fundamentally polarized Ukraine’s fiscal map, causing a structural shift of fiscal potential from heavily impacted frontline zones to central and western rear regions. The calculated PIT concentration coefficient (0.548) indicates a dangerous systemic reliance on only six leading donor regions. Total net destructive fiscal losses across five critical regions reached UAH 44 billion, with Lviv oblast serving as the sole compensatory hub. Practical implications. The study substantiates the urgent necessity of transitioning by 2026 to a multi-criteria financial equalization model integrating demographic, security, and economic stimulation indices. The findings offer an applied tool for policymakers to modernise horizontal fiscal balancing, prevent the chronic insolvency of frontline territories, and optimize municipal tax-rate differentiation to stimulate local business environments. Value / originality. Quantitative data and spatial econometric modelling provide a better understanding of subnational financial resilience during high-intensity conflicts in general and offer a novel framework for reforming post-war intergovernmental fiscal relations in Ukraine in particular.

WORLD-SYSTEM GEOECONOMIC STRATIFICATION: THE ROLE OF NON-EQUIVALENT TECHNOLOGICAL EXCHANGE

2026-07-07T10:55:42+00:00

The purpose of the paper is to identify and analytically substantiate the role of technological protectionism in the processes of deepening the geoeconomic stratification of the world-system. Methodology. The study employs economic analysis and comparative statistics to examine macroeconomic imbalances; the indicator method is applied for segmentation based on key development indicators; a range of theoretical research methods were employed, with a particular emphasis on abstract, logical, and comparative analysis, abstraction, generalisation, and formalisation. Results. The article examines the processes of contemporary global hierarchization triggered by the asymmetry in the distribution of intellectual rent. Stable disparities in global income distribution and technological potential, which preclude egalitarian development of the world-system, are identified and systematized. The role of technological protectionism as a driver of geoeconomic polarization is revealed, wherein the deployment of complex regulatory standards by the Core creates a "regulatory trap" for the lower tiers of the hierarchy. A direct causal link between non-equivalent technological exchange and the institutional shadowization of international economic relations is proven. It is established that high transaction costs associated with legal certification compel economic agents in the Semi-periphery and Periphery to systematically bypass formal barriers. It is substantiated that such adaptation leads to the camouflaging of commodity nomenclature, invoice price manipulation, and the criminalization of logistics chains. It is generalized that the Core's technological dominance acts as the primary cause of both the structural underdevelopment of the Periphery and the institutional degradation of the global trade environment. Conclusions. The dominant role of geoeconomic segregation has been substantiated. The main types of risks inherent in this mechanism have been identified. Further steps have been proposed to overcome the negative consequences caused by this phenomenon.

REENGINEERING THE RAILWAY MONOPOLY IN THE CONTEXT OF THE EUROPEAN GREEN DEAL: DIGITAL TOOLS FOR PUBLIC ADMINISTRATION

2026-07-07T10:55:42+00:00

Subject of research. The subject of this research is the system of public administration of the railway monopoly in Ukraine and the transformation of its core business processes under the influence of the European Green Deal priorities. The study specifically focuses on the institutional and operational mechanisms of JSC "Ukrzaliznytsia," examining the challenges of unbundling, financial transparency, and environmental accountability during its digital transition. Goal of the study. The main purpose of the paper is to substantiate the theoretical, methodological, and practical foundations for the reengineering of the railway monopoly's business processes in the context of the European Green Deal. The research aims to develop a structured methodology for transitioning from traditional hierarchical administrative methods to a transparent, algorithm-driven digital platform for public administration, thereby ensuring non-discriminatory infrastructure access and compliance with EU transport directives. Methodology. The methodological framework of the study is built on a multidisciplinary approach combining the principles of Business Process Reengineering (BPR), structural-functional analysis, and formal modeling. The Business Process Model and Notation (BPMN 2.0) standard is applied to redesign and visualize the infrastructure access processes, illustrating the shift from sequential manual procedures to parallel digital workflows. Furthermore, the study introduces a novel mathematical multi-criteria model to quantitatively evaluate reengineering efficiency. This model integrates three key normalized dimensions: operational cycle time reduction, administrative and operational cost savings, and carbon emission decreases, with weight coefficients aligned with the European Green Deal priorities. Results and Conclusions. The findings of the research demonstrate that the implementation of integrated Enterprise Resource Planning (ERP) systems serves as a critical technological guarantor (enabler) for successful railway sector reform. The multi-company architecture of the ERP system effectively ensures the financial separation of infrastructure management from transport operations, systematically eliminating the chronic issue of cross-subsidization. The transition from sequential manual validation to automated parallel processing within the ERP environment significantly reduces coordination delays, optimizing capacity utilization. Additionally, the integration of real-time carbon footprint monitoring tools within the digital platform provides public authorities with verifiable data on emissions. The proposed quantitative efficiency model proves to be a robust decision-support tool for state regulators, enabling data-driven evaluation of reform scenarios and accelerating Ukraine's integration into the single European railway market.

AREAS FOR IMPROVING THE EVALUATION OF THE ACTIVITIES OF PUBLIC FINANCIAL CONTROL BODIES IN THE DEFENSE SECTOR

2026-07-07T10:55:42+00:00

The purpose of the article is to improve methodological approaches to evaluating the effectiveness of public financial control of defense procurement through the development of a system of indicators that takes into account the performance of control activities, the level of accountability, and the transparency of budgetary funds usage in the security and defense sector. Particular attention is paid to assessing the activities of the Accounting Chamber of Ukraine as the supreme state audit institution in the field of control over defense expenditures under martial law and the significant growth in the scale of public finances. Methodology. The methodological basis of the study is the integrated application of theoretical, analytical, statistical, and comparative research methods. Theoretical analysis was used to examine scientific approaches to assessing the effectiveness of public financial control, to generalize international and domestic approaches to performance auditing, and to substantiate the role of the principles of accountability and transparency in the field of defense procurement. A systems approach was applied to consider public financial control of defense procurement as an integrated multi-level system combining control, analytical, informational, and preventive functions. Statistical and analytical methods were used to evaluate the generalized performance indicators of the Accounting Chamber of Ukraine during 2016–2025, as well as to calculate the coefficients of productivity, effectiveness, and “conditional” efficiency of state auditors’ activities. Comparative analysis methods were applied to assess the dynamics of public financial control indicators under the transformation of the defense procurement system and the growth of budget expenditures during the period of martial law. The methodological approach is based on the use of indicators of productivity, effectiveness, and overall efficiency of public audit institutions, with their further adaptation to the specific features of defense procurement control. Research Results. The findings of the study indicate a significant transformation of the public financial control system for defense procurement in the context of increasing public finances and the growing role of the security and defense sector. It has been established that during 2016-2025 there was a tendency toward a reduction in the number of audited entities and control measures, accompanied by a simultaneous increase in the volume of audited public funds and identified violations. It is substantiated that such a trend reflects a gradual transition from a quantitative model of control to a risk-oriented approach focused on conducting comprehensive audits of the most financially significant areas of public administration. It has been determined that traditional efficiency indicators based solely on the number of inspections or the amount of detected violations do not allow for a comprehensive assessment of the real impact of public financial control on ensuring the efficient use of defense resources. It has been established that the significant level of secrecy in the field of defense procurement limits the possibilities for external analysis of audit results and reduces the level of transparency of control activities. The expediency of improving the system for evaluating the effectiveness of public financial control through the inclusion of indicators related to the implementation of recommendations, preventive orientation, the level of risk mitigation, transparency, and accountability of control activities has been substantiated. Practical Implications. The practical significance of the obtained results lies in the possibility of applying the proposed approaches to improve the methodological support for evaluating the activities of public financial control bodies in the field of defense procurement. The proposed system of indicators may be used by the Accounting Chamber of Ukraine, public financial control bodies, entities of the security and defense sector, as well as public authorities in the development of mechanisms for assessing the effectiveness of control activities. The obtained results may be applied in the development of risk-oriented approaches to the public audit of defense procurement, the improvement of accountability and transparency mechanisms in the use of budgetary funds, and the formation of an information and analytical environment for supporting managerial decision-making in the defense sector. The recommendations concerning the transition from the formal recording of violations to the assessment of the real impact of control activities on the efficiency of public financial resource utilization are of particular practical value. Value / Originality. The scientific novelty of the study lies in the improvement of methodological approaches to evaluating the effectiveness of public financial control of defense procurement through the integration of accountability, transparency, and risk-oriented criteria into the system for assessing the results of control activities. Unlike traditional approaches, which are mainly based on quantitative indicators of detected violations, it is proposed to evaluate the effectiveness of public financial control through a combination of indicators of productivity, effectiveness, analytical impact, and the implementation of recommendations issued by control bodies. Further development has been achieved in approaches to assessing the activities of the Accounting Chamber of Ukraine under martial law and significant restrictions on access to information in the field of defense procurement, which makes it possible to form a more balanced model of public financial control between the requirements of national security and the need to ensure transparency in the use of public financial resources.

A SCALABLE FRAMEWORK FOR INTEGRATING SUBJECT-TO AGREEMENTS IN AUTOMOTIVE TRANSACTIONS

2026-07-07T10:55:41+00:00

Purpose. This research investigates an innovative approach to the management of distressed assets within the U.S. automotive finance market amidst macroeconomic instability. The author proposes a scalable model for the integration of “Subject-to” transactions with short-term peer-to-peer (P2P) rental ecosystems (Turo, Getaround). Methodology. The study provides a granular analysis of the interest rate arbitrage mechanism, preserving existing low interest rates on current loans, thereby enabling the transformation of default obligations into high-yield rental assets. Particular attention is devoted to operational transparency through the utilization of third-party services and predictive AI analytics. Results. The research findings demonstrate that the Subject2 model provides a manifold increase in ROI (up to 590%) compared to traditional financing and contributes to the stabilization of the financial sector, preventing mass repossessions and protecting borrowers’ credit ratings. Practical implications. Beyond individual profitability, the research positions the Subject2 model as a strategic instrument for “Restructuring-as-a-Service”, transforming imminent defaults into stabilizing factors for the U.S. financial ecosystem. The framework addresses a matter of national economic security by preventing the systemic degradation of household creditworthiness. Value / originality. Schematic contract templates and a framework illustrating the protective attributes of the proposed model are also presented.

CRITICAL INFRASTRUCTURE RESILIENCE AS A DETERMINANT OF NATIONAL ECONOMIC STABILITY

2026-07-07T10:55:41+00:00

The purpose of the article is to investigate the conceptual and economic foundations of critical infrastructure resilience and to determine its role in ensuring national economic stability under conditions of hybrid threats, systemic uncertainty, and large-scale disruptions. The study focuses on the transformation of scientific approaches to infrastructure and critical infrastructure from traditional technical interpretations toward resilience-oriented and economic security frameworks. Particular attention is devoted to the relationship between critical infrastructure functioning, macroeconomic stability, economic continuity, and adaptive governance in the context of geopolitical instability, cyber threats, military conflicts, and technological disruptions. Methodology. The research is based on theoretical generalization, comparative analysis, semantic mapping, and systematization of scientific approaches to infrastructure and critical infrastructure. The methodological framework combines economic, institutional, and resilience-oriented approaches presented in contemporary scientific literature and international policy documents. Semantic analysis was used to identify dominant conceptual descriptors and trace the evolution of infrastructure discourse toward categories associated with security, resilience, continuity, and systemic stability. Results. The study demonstrates that critical infrastructure should be interpreted not only as a set of strategically important facilities and services but also as a complex adaptive system that ensures economic continuity, institutional stability, and national resilience. It was established that disruptions of critical infrastructure generate multidimensional macroeconomic consequences, including GDP decline, production interruptions, supply chain disruptions, investment reduction, inflationary pressures, business interruption risks, labor market instability, and increasing fiscal burden on the state. The research additionally confirms the growing importance of resilience-oriented governance models, adaptive regulation mechanisms, integrated risk management, and intersectoral coordination in the field of critical infrastructure protection. Practical implications. The findings may be applied in the development of national strategies for critical infrastructure protection, economic security policy, resilience-oriented governance, and post-crisis recovery planning. Value / originality. The scientific contribution of the study lies in the conceptualization of critical infrastructure resilience as a determinant of national economic stability and in the integration of economic security, resilience, and infrastructure governance approaches within a unified analytical framework.

METHODOLOGICAL APPROACHES TO BUSINESS PROCESS MANAGEMENT IMPROVEMENT: THEORY, MODERN METHODS AND DIGITAL INTEGRATION

2026-07-07T10:55:40+00:00

The purpose of this paper is to conduct a systematic comparative analysis of TQM, BPR, and Lean methodologies in relation to the BPM lifecycle stages, and to examine the strategic role of each approach in improving business process performance. The paper traces how classical process management tools are evolving within the digital economy, where the pace of change and the sheer volume of operational data require fundamentally new implementation strategies. Methodology. The study draws on systemic analysis of BPM as an organisational discipline, comparative analysis of methodological frameworks, and a synthesis of classical management theory with contemporary digital transformation trends. The research rests on a comprehensive review of academic literature, international standards, and documented industry practice, which grounds the conclusions in a solid evidential base. Results of the survey showed that BPM functions as a cyclical, systemic approach that integrates direct and feedback control loops across six stages: analysis, modelling, execution, monitoring, improvement, and automation. Three core improvement methodologies – TQM, BPR, and Lean – were evaluated against the BPM cycle. The combination of these classical approaches with digital infrastructure substantially strengthens process management capability. TQM delivers stability and quality; BPR enables radical transformation; Lean targets waste elimination and operational efficiency – each gaining significant leverage through integration with ERP systems, BI analytics, IoT, and Process Mining. Practical implications. The selection of a process improvement methodology depends on the organisation's strategic objectives, available resources, and digital maturity. When each approach is aligned with appropriate IT platforms, radical process optimisation becomes achievable. The comparative framework developed in the paper allows organisations to design composite transformation programmes that draw on TQM, BPR, and Lean in proportion to their specific operational challenges and technological readiness. Value / originality. The contribution lies in bridging classical management concepts with contemporary digital transformation trends, offering a structured guide for selecting the optimal improvement strategy based on organisational goals and digital maturity. The paper fills a recognised gap between traditional BPM instruments and their modern digital implementations by providing a coherent framework applicable across industries and sectors.

ECONOMIC FEASIBILITY OF AFFORDABLE HOUSING DEVELOPMENT IN URBANIZED REGIONS WITH HIGH REAL ESTATE COSTS

2026-07-07T10:55:40+00:00

The persistent imbalance between housing supply and demand in high-cost urban areas remains one of the most significant challenges facing contemporary urban economies. Rising land prices, increasing construction costs, demographic pressures, and limited availability of affordable housing have widened the affordability gap for low- and middle-income households. Addressing this challenge requires not only financial support mechanisms but also innovative approaches to project management, engineering, and construction delivery. The subject of the study is the economic feasibility of affordable housing development and the role of small and medium-sized enterprises (SMEs) in improving the efficiency and scalability of affordable housing projects. Particular attention is given to the integration of engineering solutions and management practices within the construction process. The purpose of the study is to examine the structural determinants of housing affordability, evaluate existing financial and construction models, and assess the effectiveness of an integrated engineering and management methodology designed to support affordable housing delivery. The study also investigates the potential contribution of SMEs to reducing housing shortages through flexible and adaptive operating models. The methodology is based on a systematic review and critical analysis of recent academic literature on housing economics, urban development, construction management, and affordable housing policy. Comparative analysis is used to assess alternative construction and financing approaches and identify factors affecting project feasibility. The study further evaluates the author’s integrated engineering and management methodology, which combines turnkey renovation criteria, project management tools, and affordable housing requirements into a unified operational framework. Principles of lean construction and emerging technologies are also considered. The results indicate that affordable housing projects achieve greater economic viability when engineering decisions and project management processes are integrated. The proposed methodology contributes to improved cost control, higher construction quality, more efficient resource allocation, and shorter project delivery times. The analysis also demonstrates that SMEs represent an important but underutilized component of the affordable housing supply chain due to their flexibility, responsiveness to local market conditions, and capacity for innovation. The conclusions of the study suggest that methodology-driven and market-responsive approaches can significantly improve affordable housing delivery. The integration of engineering, management, lean construction practices, and innovative technologies enhances project performance while reducing costs. Broader involvement of SMEs, supported by appropriate public policies, may contribute to narrowing the housing affordability gap and promoting sustainable urban development.

MODELING AN ADDITIONAL SERVICES SYSTEM IN SMALL-SCALE ECO-HOTELS AS A TOOL FOR INCREASING THE AVERAGE CHECK

2026-07-07T10:55:40+00:00

This article explores a rethinking of the revenue generation model in the small-scale hotel industry operating in the eco-niche. The authors argue for a shift away from the outdated strategy of selling "room nights" in favor of the modern concept of the "experience economy". The relevance of the topic stems from the transformation of consumer behavior in the hospitality sector, where the traditional model of selling accommodation services is gradually losing its effectiveness. Today’s guest expects not only comfortable accommodations but also a comprehensive emotional experience that combines recreation, personalized service, an authentic environment, and an individual approach. For small eco-hotels, which have a limited number of rooms and cannot compete with large chains in terms of infrastructure scale, it is precisely these additional services that become a key tool for increasing profitability and strengthening their competitive position in the market. The aim of the study is to provide a theoretical rationale and develop a model of additional services for small eco-hotels aimed at increasing the ADR (Average Daily Rate), raising the average guest spend, and fostering long-term customer loyalty. The object of the study is the operational activities of small-scale eco-hotels, specifically regarding the provision of core and ancillary services, while the subject is the organizational and economic mechanisms for stimulating additional sales through the Front Office. Particular attention is paid to the transformation of the receptionist’s role from that of a technical clerk to an "experience manager" or concierge specialist who creates a personalized itinerary for the guest’s stay. The article proposes an original model for packaging additional services, which includes three key areas: "Eco-Activity", "Deep Relaxation", and "Local Taste". Each package is tailored to specific guest needs and is based on the principles of personalization and sustainability. The proposed model is implemented through the integration of cross-selling and up-selling techniques into the communication script between front-office staff and the guest during check-in. The scientific novelty of the study lies in the development of an algorithm for transforming an additional service into an emotionally oriented hotel product with high margins. The practical value of this work lies in the creation of a ready-to-implement model for managing upselling in small eco-hotels in Ukraine, which can be adapted to the specific characteristics of a particular region or the establishment’s concept. The aim of this study is to develop and theoretically substantiate an applied model for ancillary services. This model is based on monetizing a location’s recreational potential through personalized service, which ultimately leads to maximizing the ADR and fostering a lasting emotional connection with the guest. The focus of this study is the operational activities of small eco-friendly lodging facilities in terms of providing core and ancillary services. The study examines organizational algorithms and economic incentives for generating additional sales through the front desk, tailored to the needs of today’s consumers. A combined scientific approach was used in the preparation of this article. Systematic analysis was employed to deconstruct the structure of the hotel product in the eco-segment. Sociological tools (a survey via Google Forms) allowed us to obtain «real-time» data on the preferences of Generation Z and their actual willingness to pay for emotional experiences. Economic modeling was applied to verify the hypothesis regarding increased profitability: we compared a «basic» room rental model with an integrated service model. An analysis of the survey results revealed a shift in the consumer paradigm: 90% of guests are focused on active relaxation (spas, hot tubs), while 60% expect the front desk staff not merely to hand out keys, but to act as local experts ("guides"). The article proposes proprietary service packages ("Eco-Activity", "Deep Relaxation", "Local Taste") and outlines the mechanics of promoting them through cross-selling techniques. Calculations confirmed that such a service transformation can increase the average check by 43.6%, which is a critical indicator for the profitability of small recreational projects. The results of the analysis show that by 2026, the competitiveness of an eco-hotel will be determined not only by interior design, but also by the quality of the guest’s "stay experience". Transforming the Front Office into "experience management" through the Concierge-driven service model allows small establishments to successfully compete with large chains. The scientific novelty lies in the proposed algorithm, which transforms an abstract "atmosphere" into a concrete, high-margin hotel product. The practical value of the work lies in a ready-to-implement methodology for increasing profitability that can be adapted for any eco-hotel in Ukraine.

IMPACT OF ENERGY EFFICIENT WINDOW SYSTEMS ON THE FINANCIAL REDUCTION OF ENERGY CONSUMPTION IN BUILDINGS

2026-07-07T10:55:39+00:00

Windows constitute one of the most critical components of the building envelope because they significantly influence heat transfer, solar gains, daylight penetration, and, consequently, the overall energy performance of buildings. As global efforts toward decarbonization and sustainable construction intensify, the development and implementation of energy-efficient window technologies have become increasingly important. Recent advances in glazing materials, surface coatings, and adaptive technologies have created new opportunities to reduce energy consumption while improving indoor environmental quality and occupant comfort. The subject of this study is advanced energy-efficient window systems and their thermal and operational performance in contemporary buildings. The research focuses on innovative glazing technologies, including triple and vacuum glazing, transparent aerogel insulation, low-emissivity coatings and films, smart electrochromic and thermochromic glazing systems, and optimized framing materials. The purpose of the study is to assess the effectiveness of advanced window technologies in improving building energy efficiency, reducing thermal losses, and enhancing climate responsiveness. The study also seeks to identify the most economically and technically feasible solutions for both new construction and the retrofitting of existing buildings. The methodology of the research is based on a systematic review and comparative analysis of peer-reviewed scientific publications devoted to high-performance window technologies. The reviewed studies were evaluated according to several criteria, including thermal transmittance (U-value), solar control performance, adaptability to different climatic conditions, and applicability in building retrofit projects. A comparative approach was employed to identify the advantages and limitations of individual technologies and to examine their potential contribution to reducing building energy consumption. The findings indicate that vacuum glazing and aerogel-based transparent insulation systems demonstrate the lowest thermal transmittance values and provide superior thermal performance. Smart electrochromic glazing exhibits the highest level of adaptability and solar control efficiency in regions characterized by mixed climatic conditions. At the same time, low-emissivity coatings and films remain the most cost-effective and practically applicable solutions for improving the energy performance of existing buildings due to their relatively low installation costs and significant impact on reducing heat losses. The conclusions of the study suggest that advanced window technologies can reduce building energy consumption by approximately 15–45%, depending on climatic conditions, building characteristics, and selected technological solutions. The research also reveals a lack of integrated cross-technology assessment frameworks capable of simultaneously accounting for material performance, climate responsiveness, and building design parameters. The study concludes that the adoption of energy-efficient window systems should be considered a fundamental component of low-carbon building design and sustainable urban development strategies.

ADAPTIVE SALES STRATEGIES IN COMPETITIVE MARKETS: THE ROLE OF SALES MANAGEMENT IN SUSTAINABLE BUSINESS GROWTH

2026-07-07T10:55:39+00:00

The period of market volatility between 2022 and 2024 revealed substantial weaknesses in the ability of many sales organizations to respond effectively to competitive disruption and rapidly changing customer behavior. Strategies that had previously generated acceptable results under relatively stable market conditions proved insufficient when purchasing cycles shortened, buying criteria changed, and competitive pressures intensified. Industry evidence indicates that B2B sales performance deteriorated significantly during this period, with win rates declining to approximately 21% and only 29% of sales representatives achieving their sales quotas. Simultaneously, organizations experienced longer decision-making processes, lower conversion rates, and reductions in deal value, highlighting the necessity of more adaptive and strategically responsive sales management approaches. The subject of this study is market-responsive sales management and the organizational mechanisms that enable firms to adapt their sales strategies to conditions of environmental uncertainty and competitive turbulence. Particular attention is devoted to the strategic management processes that transform market signals into coordinated actions capable of preserving revenue growth and competitive positioning. The purpose of the study is to investigate the limitations of existing approaches to adaptive selling and strategic agility and to develop a conceptual framework that explains how sales management can systematically respond to changing market conditions. The research seeks to identify specific management-level mechanisms that improve organizational adaptability and enhance sales performance during periods of market disruption. The methodology of the research is based on a systematic review and synthesis of peer-reviewed academic studies and industry reports published between 2022 and 2025. The analysis integrates findings from adaptive selling theory, strategic agility research, dynamic capabilities literature, and studies on the evolution of B2B sales channels. Comparative and conceptual analysis methods were employed to identify gaps in existing theoretical approaches and to develop an integrated management framework capable of addressing these shortcomings. The study proposes a Market-Responsive Sales Management Model (MRSMM) consisting of three complementary management mechanisms: channel portfolio rebalancing, value proposition recalibration, and customer portfolio reallocation. The findings indicate that organizations implementing all three mechanisms simultaneously demonstrate substantially greater resilience and adaptability than organizations relying on isolated interventions. In particular, firms applying the complete model are approximately twice as likely to achieve market share growth exceeding 10% compared with organizations adopting only a single adaptive approach. The conclusions of the study suggest that sustainable competitive advantage in volatile markets depends not merely on tactical sales adjustments but on continuous strategic recalibration supported by coordinated management processes. The proposed framework provides a practical and theoretically grounded approach for enhancing organizational responsiveness, improving revenue performance, and strengthening competitive positions in rapidly changing B2B markets.

FAMILY INSTITUTIONS AS A SOCIO-ECONOMIC PILLAR OF NATIONAL SECURITY

2026-07-07T10:55:39+00:00

The paper is devoted to the study of the role of the family institution in the process of ensuring the country's national security. The relevance of the topic is due to the demographic, economic and social challenges in the modern world, which have a significant impact on both the structure of society and the sustainable development of the state. In the conditions of globalization, migration, unemployment, low birth rate and social transformations, the family is considered not only as a social unit, but also as an important basis for national security, which creates human and social capital. The aim of the study is to analyze the economic, social and demographic functions of the family institution and assess their impact on the sustainability of national security. The object of the study is the family as the basis for the social and economic development of the state, and the subject of the study is the impact of socio-economic factors related to the family on the national security system. Methods. Quantitative and qualitative research methods were used in the research process. Demographic and socio-economic indicators of Georgia were processed within the framework of statistical analysis. Descriptive statistics, correlation analysis, and a multivariate regression model were used. The study assessed the relationship between education and income, unemployment and divorce, social capital, and economic stability using the Pearson’s correlation method. Regression analysis determined the impact of education, employment, and social capital on the national security index. Results. The study results showed that the family is the main institution for the formation of human and social capital. It was confirmed that there is a strong positive relationship between the level of education and economic well-being, while unemployment increases the likelihood of family destabilization and social risks. The study also revealed that social capital - trust, cooperation, and civic responsibility - significantly determines economic stability and the effectiveness of state institutions. According to regression analysis, the strongest determinant of national security was education. Conclusion. The study confirms that a strong, educated and economically stable family is one of the main foundations of national security. Strengthening the family institution, improving the quality of education, promoting employment and effective social protection policies are necessary conditions for the sustainable development of the state.