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Scientific journal “Vestnik NSUEM”

2019 year, number 1

ESTIMATING THE CRITICAL SELLING PRICE OF A TECHNOLOGICAL DEVICE AT THE EQUIPMENT MARKET FROM A BUYER POSITION

A.I. Pestunov, V.A. Kovalev
Novosibirsk State University of Economics and Management, Kamenskaya str., 56, Novosibirsk, Russia, 630099
Keywords: технологическая машина, выбор, модель формализованного решения, объявленная цена продажи, критическая цена продажи, выгодность сделки, бинарные отношения предпочтений покупателя и поставщика, technological device, choice, critical selling price, declared selling price, gain of a deal, formal solution model, binary preferences relations between a seller and a buyer

Abstract

Marketing research at the technological devices markets are carried out both by manufacturers and customers. At that, analysis of the technological devices features, their quality, efficiency and the declared selling price exploits descriptive methods based on human expertize and analogies. In this paper, we develop a formal solution model for the problem of a device and a supplier choice by analyzing the declared selling price. Our formalization is based on the methods of the choice theory and decision-making, and, in particular, on binary preferences relations between the seller and the buyer depending on the technical device features. Practical significance of the results consists in the fact that they allow to improve the decisions reliability by formal evaluation of potential price concessions of the seller.