School of Management (capstones)

Permanent URI for this collection

https://er.auk.edu.ua/handle/234907866/3

Browse

Now showing 1 - 20 of 32

CONSULTING ENGAGEMENT FOR A SOFTWARE ENGINEERING SERVICES COMPANY: TRANSITIONING FROM INBOUND LEAD GENERATION TO ACCOUNT-BASED MARKETING FOR ENHANCED B2B LEAD CONVERSION
(Manuscript, 2025) Makarchuk, Roman
This capstone project explores a consulting engagement with a software engineering services company aiming to transition from traditional inbound lead generation to a more strategic account-based marketing (ABM) approach. The company faced challenges with low-quality inbound leads and inconsistent B2B lead conversion rates, prompting the shift to ABM—a targeted strategy focusing on high-value accounts to improve engagement, alignment, and revenue outcomes. The consulting project involved three primary phases: problem statement and assessment, ABM implementation, results and observations. In the problem statement and assessment phase, existing inbound marketing efforts were evaluated, revealing misaligned targeting, lack of personalization, and weak sales-marketing collaboration. During the ABM implementation phase, the company’s Ideal Customer Profile (ICP) was refined, target accounts were identified, and a multi-channel ABM outreach plan was developed, including personalized content creation, stakeholder mapping, account-specific campaigns, and the integration of sales and marketing technologies. The results and observations phase focused on measuring and comparing performance metrices and drawing conclusions from the ABM approach adoption. Initial results demonstrated significant improvements in key performance indicators (KPIs) such as engagement rates, lead conversion, and pipeline processing efficiency. The ABM approach also better alignment between sales, marketing and presales teams, enabling more efficient resource allocation and higher deal closure rates. This project concludes that transitioning from inbound lead generation to ABM can significantly enhance B2B lead conversion for software engineering services companies. It highlights the importance of focusing on target accounts, building up stakeholder engagement, and cross-functional collaboration in achieving ABM success. Insights from this engagement provide a roadmap for other organizations considering a similar strategic shift to optimize their sales and marketing efforts.
IMPROVING COMPETITIVE ADVANTAGE USING VALUE CHAIN ANALYSIS: CASE OF UKRAINIAN DEEPWATER OUTER CONTINENTAL SHELF EXPLORATION AND PRODUCTION.
(Manuscript, 2025) Lemesh, Valeriy
The main idea of the research is to carry out a strategic analysis to improve the competitive advantage of upstream cycle hydrocarbon exploration and production (E&P). The analysis will be based on Porter’s Value Chain framework augmented by PEST and SWOT strategic analysis models. The industry-specific Porter’s Value Chain Framework explained the necessary primary and supportive activities for carrying out offshore upstream cycle oil and gas E&P activities. Ukraine has a developed infrastructure (ports, airports, shipbuilding, and repair facilities), expertise, and human capital to fulfill demand in supportive activities as per industry-adjusted Porter’s Value Chain Framework. The research results show that Ukraine lacks the technologies and assets like seismic surveying vessels, drilling ships or rigs, pipe and cable laying vessels, to carry out upstream cycle primary activities at the deepwater part of OCS, which is common for all developing nations, and these activities are given for outsourcing to the world industry leaders.
INNOVATIVE APPROACHES TO GLOBAL MARKETING: A STRATEGIC ANALYSIS FOR THE “INTER-COSMETICS” COMPANY
(Manuscript, 2025) Kyivskyi, Vitalii
The global beauty industry is undergoing a transformative shift driven by innovation, technological advancements, and evolving consumer preferences. This study explores innovative approaches to global marketing with a focus on the company "Inter-Cosmetics," particularly in the context of entering the Polish market. Leveraging theories such as Disruptive Innovation, Diffusion of Innovation, and Speed of Adoption of New Products, the research highlights how innovative products and business practices can address unmet market needs. The study identifies key strategies, including product differentiation, educational initiatives, and digital marketing, to position "Inter Cosmetics" as a leader in the Polish beauty industry. By focusing on the newest cosmetic plant-based exosome products, the study demonstrates the potential of targeted marketing, innovative positioning, and consumer education to drive successful international market expansion
STRATEGIC APPLICATION OF RESULT-BASED MANAGEMENT AND MONITORING, EVALUATION, AND LEARNING FOR THE EFFECTIVE RECONSTRUCTION OF UKRAINE
(Manuscript, 2025) Kuchynsky, Vitaliy
This study analyzes the application of Results-Based Management (RBM) and Monitoring, Evaluation, and Learning (MEL) approaches in the reconstruction process in Ukraine, analyzing the current challenges and proposing specific recommendations. The analysis is based on the results of semi-structured interviews with key experts in development, public administration, and international aid. The study highlights key issues, such as the superficial application of RBM/MEL, lack of human capital, the dynamic context of war, the gap between international practices and Ukrainian realities, and insufficient coordination between stakeholders. The results emphasize the importance of strategic planning, transparency, innovative technologies, and involvement of local communities in the effective use of RBM/MEL in reconstruction processes. The study offers practical recommendations for the Government of Ukraine and international partners aimed at strengthening human resources, increasing transparency, and ensuring the integration of RBM/MEL into project planning and implementation processes. This study fills an important gap in the literature, offering valuable practical knowledge for implementing RBM/MEL in post-war reconstruction in Ukraine.
MANAGING BARRIERS AND OPPORTUNITIES FOR THE DEVELOPMENT OF THE CERTIFIED GREEN BUILDING MARKET IN UKRAINE (CASE STUDY OF UGBC)
(Manuscript, 2025) Kryvosheiev, Maksym
The certified green building market in Ukraine remains underdeveloped compared to neighbouring European countries. Ukrainian market potential was discussed in many papers but remain promising. This research investigates the key barriers and opportunities for advancing green building certification within the Ukrainian context, focusing on the role of the Ukrainian Green Building Council (UGBC) as a catalyst for construction industry market transformation. The study employs a qualitative approach, incorporating case studies, semi-structured interviews with industry stakeholders, and a literature review to assess the challenges in green certification adoption, including institutional voids, financial constraints, lack of market awareness, the impact of the ongoing war and others. The findings highlight systemic issues, such as the emerging market barriers represented by the institutional voids, absence of government incentives, knowledge gaps among investors, developers, and end-building users, and difficulties in ligning international certification standards with local construction practices and regulation requirements. The study identifies potential solutions in the context of UGBC development, including strategic policy recommendations and capacity-building initiatives aimed at strengthening Ukraine’s green building sector. The research contributes to the broader discourse on sustainability management in emerging markets and offers actionable insights for policymakers, industry practitioners, and certification bodies.
INTEGRATED GOVERNMENT MANAGEMENT FOR SUSTAINABLE ENERGY RESILIENCE IN HIGH-RISK REGION
(Manuscript, 2025) Krylov, Dmytro
The purpose of this study is to assess Ukraine’s energy resilience posture and focuses on Ukraine’s path toward energy resilience, specifically investigating the strategic choices between rebuilding the traditional centralized energy infrastructure and adopting a decentralized system in line with modern sustainable practices. The object of the study is Ukraine’s energy infrastructure and its potential evolution in response to contemporary challenges, with an emphasis on resilience and sustainability. A central question of this study is whether Ukraine should rebuild its existing heavy centralized infrastructure or transition to a decentralized system that aligns with the European Union’s Green Deal and the global Sustainable Development Goals. The study's data were derived from survey results obtained from professionals across energy industries. This research investigates energy resilience through a structured four-chapter approach. The first chapter offers an extensive review of the literature, employing content analysis to establish a solid theoretical framework. The second chapter details the methodologies, outlining the research design and tools utilized. The third chapter presents findings on the current state of Ukraine’s energy sector, its resilience goals, and an analysis of existing gaps. The final chapter delivers practical recommendations to bridge these gaps, including enhancing infrastructure, implementing energy storage solutions, enacting regulatory reforms, and allocating resources for modernizing the grid. By addressing these critical areas, the study provides valuable insights for developing a sustainable and resilient energy system in Ukraine, aligned with both global and regional sustainability goals.
DEVELOPING A STRATEGY FOR AN ORGANIZATION IN UKRAINE’S GRAIN MARKET CONSIDERING THE IMPACT OF THE WAR ON TRADE (CASE STUDY)
(Manuscript, 2025) Krechkevych, Igor
The ongoing war in Ukraine has caused significant disruptions to the nation’s grain market, affecting production, supply chains, and export capabilities. This capstone examines the strategic challenges and opportunities faced by Kernel Holding S.A., a leading agribusiness company in Ukraine, amidst these unprecedented conditions. Utilizing a combination of qualitative and quantitative research methods, the study evaluates Kernel’s market position, the impact of the war on its operations, and potential strategies for resilience and growth. Key findings highlight Kernel’s ability to adapt through diversification of export routes, technological investments, and sustainability practices. Strategic recommendations include short-term operational adjustments, mid-term market expansion, and a long-term focus on innovation and sustainability. These insights not only provide actionable strategies for Kernel but also contribute to broader discussions on crisis management and food security in volatile global markets.
RETURNING OF UKRAINIAN FORCED MIGRANTS: MANAGEMENT OF THE POLICIES IN UKRAINE, POLAND, AND GERMANY
(Manuscript, 2025) Khoroshok, Petro
The ongoing conflict in Ukraine has led to an extensive population crisis, with numerous forced migrants seeking asylum in adjacent nations. Poland and Germany served as the primary destinations for a significant number of Ukrainians, collectively accommodating more than 2.2 million people compelled to abandon their homes due to unprovoked russian military aggression against Ukraine. This capstone project analyzes the policies and management measures implemented by Ukraine, Poland, and Germany to support the repatriation of Ukrainian forced migrants. The study explores the socio-political, economic, and logistical dimensions of repatriation policies, aiming to identify best practices, challenges, and potential pathways for sustainable reintegration of Ukrainian forced migrants. Through a comparative analysis, the study explores the effectiveness of these policies, the challenges faced by returning migrants, and the socioeconomic impacts on both the host and home countries. The research utilizes an analytical approach, official data from Ukrainian and hosting countries' sources, and quantitative data analysis. The project analyzes governmental frameworks, international collaboration, and support mechanisms implemented in the three countries. It also describes the role of non-governmental organizations (NGOs), international institutions, and host communities in supporting the migration process. The findings aim to provide insights into best practices for managing forced migration and reintegration, offering recommendations for improving policy frameworks to facilitate the sustainable return of Ukrainian forced migrants to their homes. This study enhances the comprehension of reintegration policies implemented by Germany, Poland, and Ukraine for displaced Ukrainians but also enriches the importance of further development and improvement of such policies in the coming years, emphasizing the importance of focusing on diverse groups of forced migrants and conducting diversified state policies
FUZZY LOGIC AS A TOOL FOR ASSESSING GROUP WORK OF IT STUDENTS
(Manuscript, 2025) Khlapuk, Artur
This paper investigates an approach to assessing student performance in team projects based on the mathematical apparatus of fuzzy logic. The relevance of the work is driven by the need to improve student assessment processes in group projects, particularly in the field of IT education, where teamwork is a key element of professional training. The proposed model allows to take into account the multidimensionality of assessment parameters, such as technical competence, communication skills, initiative, teamwork, time management, and analytical skills. Each parameter is represented as a set of levels, which allows for an objective consideration of both the strengths and weaknesses of the student. The modeling has confirmed that the system provides flexibility in taking into account various parameters of student performance, fair distribution of grades, and individual feedback. The proposed approach can be successfully applied in the field of education to create more fair and adaptive assessment systems, particularly in the field of IT and engineering, where teamwork is a key component of the learning process. This work can be continued in the direction of scaling the model to other areas, such as medicine, law, etc., where group work is also an important element of professional activity.
STRATEGIC MANAGEMENT OF SOLAR ENERGY SYSTEMS IN UKRAINE: CHALLENGES AND OPPORTUNITIES IN A TRANSITIONING ENERGY MARKET (CASE STUDY OF AN ENERGY BUSINESS UNIT)
(Manuscript, 2025) Karavan, Kateryna
After intense attacks from russia in the summer of 2024 more than two-thirds of the energy capacities in Ukraine were destroyed, leaving the Ukrainian energy market suffering from constant power outages and needing to find funding to restore deficient energy. The purpose of this work is to examine the potential of solar energy systems (SES) to mitigate the challenges that Ukraine is facing because of the impact of the war, as well as their benefits in the long-term perspective for fulfilling the goals like energy independence, economic recovery, and environmental sustainability. This research utilized a mixed study approach. The quantitative analysis method was used to analyze the case studies of SES installations in Oleksandrivka, Kherson region, and Tetiiv, Kyiv region, while qualitative method was used to examine the current trends and policies to better understand the gaps that prevent rapid development of Ukraine’s green energy market. Based on the findings, Ukraine’s energy system can benefit from hybrid renewable energy systems (HRES). Despite having high initial investments, the benefits such as a decentralized energy system, low maintenance and operational costs, and low environmental impact make this technology very advantageous both for Ukraine's fast recovery and long-term stability. The analysis of cases revealed that SES projects without storage systems could achieve a return on investment within 3.5 years, with capital expenses (CAPEX) costs declining by 27% over the past five years. Additionally, both photovoltaic systems and energy storage solutions were found to be highly financially viable. To promote the development of SES in Ukraine, a cohesive strategic framework should be implemented. It is needed to facilitate the procedure of regulatory needs such as building permits and grid connection approvals and create a safe investment environment for both local and foreign investors. Moreover, the state should undertake measures for grid modernization and recovery with a view to facilitating the connection of new power plants to the general grid. Stimulation of development of energy storage units and creation of regulatory environment for energy balancing businesses would provide significant long-term benefits for the country’s energy independence and stability. By addressing these problems even higher growth rates of new SES installations could be expected, enhancing Ukraine’s energy resiliency.
THE CULTURE OF INNOVATION: MANAGEMENT LESSONS FROM UKRAINIAN CREATIVE INDUSTRY COMPANIES
(Manuscript, 2025) Hutnikov, Ruslan
This research examines the culture of innovation in Ukrainian creative companies, where the continuous search for new ideas is key to maintaining competitiveness. It identifies 23 shared criteria among successful companies, providing valuable insights for managers aiming to enhance innovation culture. The study builds on the Culture of Innovation Framework by Pierre Loewe and Jennifer Dominiquini, highlighting the interconnectedness of four domains: leadership, processes, people, and culture. The findings highlight the strong interconnectedness between these domains. A culture of openness, inclusivity, and collaboration was identified as vital, enabling teams to approach challenges from diverse perspectives. The research also addresses external challenges, such as the war in Ukraine, illustrating how leaders have shown resilience. Additionally, a practical tool for assessing and improving innovation culture is provided. These insights are useful for leaders across industries and policymakers looking to foster innovation in creative economies, especially in difficult times.
DECISION-MAKING AND RISK MANAGEMENT IN THE UKRAINIAN VENTURE CAPITAL ECOSYSTEM DURING WARTIME
(Manuscript, 2025) Dumych, Taras
Venture capital has played a significant role not only in the success of individual companies and industries but also in the economic success of entire countries, as evidenced by the experience of the United States. This study explores the decision-making and risk management strategies employed by venture capital firms within Ukraine's venture capital ecosystem. Specifically, it examines the impact of war on the functioning of this ecosystem and its players. The analysis draws on a combination of literature focused on venture capital and risk management, as well as practical insights gathered from survey interviews conducted with ten top executives of venture capital firms. By integrating both theoretical and practical perspectives, this study offers a comprehensive understanding of the subject.
GLOBAL MANAGEMENT STRATEGIES IN THE UKRAINIAN ART MARKET BASED ON GLOBAL INSIGHTS
(Manuscript, 2025) Diukariev, Tymofii
The Ukrainian art market is a unique example of how markets can develop. It has much potential but is also tricky because the rules and insufficient information are unclear. This research examines how the art market management rules can be changed to address these problems. Various methods are used to determine what stops the market from growing. The study interviews and examines important people in the art world and uses additional markets to determine what can be done. The research concludes with a comprehensive framework for market development, proposing specific regulatory reforms, financial innovations, and educational initiatives. These recommendations emphasize the importance of aligning with international standards while preserving Ukraine's unique cultural heritage. Key proposed interventions include the modernization of cultural legislation, the establishment of professional certification systems, the introduction of tax incentives for art purchases, and the development of specialized art financing instruments. This study contributes to academic discourse on emerging art markets and provides practical guidance for stakeholders seeking to enhance the global competitiveness of the Ukrainian art market.
MANAGEMENT PRACTICES IN UKRAINE’S ENERGY SECTOR: PATHWAYS TO ENHANCED ENERGY RESILIENCE
(Manuscript, 2025) Diatlov, Pavlo
The transition towards decentralized energy systems has gained significant attention in recent years, particularly as the need for energy resilience increases due to geopolitical instability. This Capstone Project examines the potential of the UHEVsA (Ukraine, Home, Electric Vehicles, and Apartment) model as a solution to enhance energy security in Ukraine, particularly in scenarios where centralized energy infrastructure is compromised. The research focuses on the integration of renewable energy sources, such as solar panels and wind turbines, alongside energy storage systems and electric vehicles (EVs) as mobile energy banks. The project evaluates the technical feasibility, economic viability, and regulatory challenges of implementing UHEVsA at the household level, proposing strategies for its scalability and adaptability in urban and rural settings. Key findings indicate that while the upfront investment for renewable energy systems, EVs, and energy storage is substantial, the long-term benefits—such as energy independence, lower operational costs, and resilience during power outages—make UHEVsA a promising alternative to traditional grid systems. The research also highlights several regulatory hurdles in Ukraine, including outdated policies that hinder the integration of decentralized energy systems and the adoption of electric vehicles. The study suggests that targeted policy updates, incentives for renewable energy adoption, and support for energy storage solutions are essential for the widespread implementation of the UHEVsA model. Ultimately, this project presents a comprehensive analysis of UHEVsA's potential to stabilize Ukraine's energy supply during crises and its broader application as a sustainable energy solution for decentralized networks. Future research is recommended to focus on optimizing system integration, exploring alternative energy storage technologies, and assessing the social and economic impacts of decentralized energy solutions.
ORGANIZATIONAL RESILIENCE AND OPERATIONAL CONTINUITY DURING CRISIS: A STUDY OF UKRAINE
(Manuscript, 2025) Vynnychenko, Ivan
This research examines organizational resilience and operational continuity within humanitarian, developmental, and civil society organizations operating in Ukraine during the ongoing conflict. The study addresses the central research question: how do leadership effectiveness, adaptive capacity, and resource management contribute to sustaining organizational operations amidst crises? A structured survey collected responses from 104 participants, including program/project managers, senior management, and technical advisors, representing international, local, and government organizations across diverse sectors. The quantitative methodology utilized the Resilience Capacity Index (RCI) to measure the independent variables (leadership effectiveness, adaptive capacity, and resource management) and the dependent variable (operational continuity). Data analysis involved descriptive statistics, reliability testing using Cronbach’s Alpha, correlation analysis, and multiple regression modeling. Rigorous validation tests, including multicollinearity checks, normality of residuals, homoscedasticity tests, and outlier detection, confirmed the robustness of the findings. Key findings reveal that resource management is the most significant predictor of operational continuity, followed by leadership effectiveness, while adaptive capacity showed a weaker, non-significant impact in the regression model despite its positive correlation with operational continuity. Demographic insights indicate that senior management roles correlate with higher leadership scores, while larger organizations exhibit stronger operational continuity due to robust resource systems. National-level organizations demonstrate greater adaptive capacity, managing widespread operations effectively. The study concludes that investments in resource management systems and fostering adaptive practices are pivotal for organizational resilience. Findings emphasize the importance of structured resource allocation, crisis-responsive leadership, and adaptability in ensuring sustained operations during crises. The research has significant implications for policy and practice, offering actionable strategies for enhancing operational effectiveness in crisis settings. Future research should explore qualitative dimensions to deepen the understanding of resilience-building processes and evaluate the longitudinal impacts of these practices in conflict-affected regions.
STRATEGIC MANAGEMENT OF RETAIL MARKETS IN UKRAINE DURING THE WAR: ADAPTING TO CHALLENGES IN SALES DYNAMICS AND CONSUMER BEHAVIOR
(Manuscript, 2025) Zhydenko, Sergii
This research investigates the transformation of retail markets in Ukraine during the ongoing war, focusing on changes in sales dynamics and shifts in consumer behavior caused by external crises, such as energy infrastructure disruptions. The study highlights how these disruptions triggered a substantial increase in demand for survival-critical electronics, including charging stations, generators, and power banks, while sales of traditional categories like laptops and smartphones declined, reflecting broader economic contractions and shifting consumer priorities. The findings underscore that survival-critical products experienced exponential growth, with their collective market share rising from marginal levels to 6.89% by 2024. For instance, generator sales surged by over 2,500% in 2022 due to urgent demand during prolonged power outages. In contrast, discretionary product categories, such as laptops and smartphones, declined as purchasing power contracted, underlining the necessity for businesses to realign their product strategies to address evolving consumer needs. To respond effectively to these market shifts, businesses employed data-driven approaches, such as leveraging Google Trends data, vendor statistics, and descriptive analytics, to identify demand surges and anticipate future trends. Managers prioritized inventory optimization, strengthening supply chains, and reallocating resources to survival-critical goods. Flexible pricing models, tailored marketing strategies, and regional adaptations enabled businesses to meet localized demands, demonstrating the importance of agility and strategic foresight in crisis management. The research also reveals that survival-critical electronics have become integral during infrastructure crises, reshaping market dynamics and prompting businesses to adopt forward-looking strategies. By integrating predictive analytics, enhancing logistics flexibility, and diversifying supply chain networks, businesses can mitigate risks and ensure operational continuity. Furthermore, the findings highlight the need for long-term preparedness, encouraging managers to build resilience through real-time monitoring of consumer trends and proactive planning for potential disruptions. In conclusion, this study contributes to a deeper understanding of how external crises influence market transformations and consumer behavior. By prioritizing essential goods and adapting operational strategies, businesses can navigate volatile environments with greater resilience and competitiveness. These insights serve as a valuable framework for managers seeking to optimize inventory, logistics, and marketing strategies, positioning their organizations for sustainable growth even amid prolonged uncertainty.
DEVELOPING A GO-TO-MARKET STRATEGY FOR A UKRAINIAN FURNITURE MANUFACTURER
(Manuscript, 2025) Chernii, Volodymyr
This Capstone project focuses on developing a go-to-market strategy for a Ukrainian furniture manufacturer seeking to enter the niche market of furniture adapted to the needs of people with functional disorders. Driven by increasing demand, particularly in the context of post-war rehabilitation for veterans, the project aims to explore market opportunities, understand customer needs, and recommend actionable steps for market entry. The research employs a combination of qualitative methods (expert interviews) and environmental analyses (PESTEL and Porter’s Five Forces) to assess the external and micro environmental factors influencing the Ukrainian furniture industry overall. Insights from experts in universal design, rehabilitation therapy, and inclusivity highlight critical needs, such as ergonomic, modular, and height-adjustable furniture that balances functionality and aesthetics. The market for adaptive furniture in Ukraine remains underdeveloped, creating opportunities for first-movers. Potential customers in B2C include individuals with functional disorders and members of their households, while the B2B segment encompasses rehabilitation centers, public spaces, and NGOs. Critical product features include customizable designs to meet specific needs, affordability to overcome market barriers, and aesthetics to encourage adoption. The project concludes with a set of strategic recommendations to position the Client as a leader in inclusive furniture design, which could be achieved through cost-efficient product development, customer-centric solutions tested in rehabilitation centers, and close collaboration with experts in the field. Further steps are associated with profiling consumers and their needs through online surveys, developing MVPs, and testing these in focus groups.
PECULIARITIES OF PREFERENCES AND MOTIVATION OF GENERATION Z. REPRESENTATIVES IN THE LABOR MARKET IN UKRAINE: STRATEGIES FOR EMPLOYEE RETENTION
(Manuscript, 2025) Burkova, Kateryna
The research is dedicated to the peculiarities of Generation Z's preferences and motivations in the Ukrainian labor market and strategies for retaining them in companies. Its goal was to identify the most effective methods of motivation for long-term cooperation with young employees. A combined methodology was used, including a literature analysis and a survey of 13 HR managers of large companies and 212 representatives of Generation Z aged 19-27. The survey was conducted online via a Google form to collect quantitative and qualitative data on motivational factors. The survey results showed that tangible methods of motivation remain important for attracting young employees, but do not guarantee long-term loyalty. Intangible methods, such as career development opportunities, flexible working hours, a strong corporate culture, and recognition of achievements, are crucial in driving job satisfaction and reducing employee turnover. Generation Z is characterized by values focused on work meaningfulness, technological integration, and company ethics, which influence their choice of employer. The data analysis showed that on average, young workers change jobs about every 14 months. The main reasons for leaving are insufficient salary and lack of professional development opportunities. At the same time, intangible methods, such as mentoring and support for work-life balance, significantly increase employee loyalty. The study's findings emphasize the importance of combining tangible and intangible approaches to motivation for effective retention of Generation Z employees.
EFFECTIVE NEGOTIATION STRATEGIES FOR SUCCESSFUL IMPLEMENTATION OF PROJECTS IN THE RENEWABLE ENERGY SECTOR: THE CASE OF DTEK RENEWABLES
(Manuscript, 2025) Boiko, Serhii
This study examines effective negotiation strategies for implementing renewable energy projects, using DTEK Renewables as a case study. The research explores how negotiation processes shape project outcomes, focusing on stakeholder collaboration, transparency, and conflict resolution. The primary research question investigates the negotiation strategies contributing to project success in a complex, multilateral setting. Participants included project managers, investors, government officials, and community representatives engaged in DTEK Renewables' initiatives. Semi-structured interviews were conducted, yielding qualitative data analyzed through thematic analysis. Key themes identified include transparency, trust-building, strategy adaptation, and conflict management. Results highlight that transparency in sharing project information fosters trust among stakeholders. Trust enables flexibility in adapting negotiation strategies to various stakeholder needs. Conflict management, through facilitation and mediation, minimizes opposition and promotes mutually beneficial agreements. These interconnected elements form a "negotiation value chain" leading to successful outcomes. Data analysis underscores the importance of tailoring negotiation approaches to context-specific factors, such as cultural nuances and regulatory environments. While the study focuses on Ukraine, findings have broader implications for global renewable energy projects. Conclusions advocate for integrating transparency, trust, and context-sensitive strategies in project negotiations. Practical recommendations include public consultations, creating feedback mechanisms, and engaging independent mediators. Future research could quantify the impact of these strategies and compare them across international contexts to assess their universality.
STRATEGIC MARKET ENTRY IN A TRANSFORMING ENERGY SECTOR: THE CASE OF LATVIAN NATURAL GAS INDUSTRY
(Manuscript, 2025) Boiko, Kostiantyn
This paper examines how new market entrants can effectively enter Latvia’s natural gas sector in the wake of its recent full liberalization and the region’s shift away from Russian gas imports. By integrating Porter’s value chain framework (firm-level analysis) with Gereffi’s global value chain (industry-level perspective), the study identifies key entry strategies—including securing long-term LNG capacities, leveraging the Inčukalns Underground Gas Storage (UGS), and offering innovative digital or green retail services. Findings suggest that while state-monopoly elements in transmission and distribution remain, the fully liberalized retail sector and diversified LNG infrastructure offer compelling opportunities for both large multinational firms and smaller niche suppliers. Ultimately, these insights contribute to ongoing discussions about Europe’s energy security, diversification, and the broader Baltic region’s path toward sustainable and resilient gas markets. Future research may explore biomethane and hydrogen integration.

Browse

Recent Submissions