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Determinants of sales profitability for Polish agricultural distributors

Author

Listed:
  • Korneta Piotr

    (Faculty of Management, Warsaw University of Technology, Warszawa, Poland)

Abstract

Due to volatile micro- and macroeconomic conditions and increasing competition, companies experience great difficulties in attaining required profitability. The objective of this paper is to identify the profitability determinants for Polish agricultural distributors in a recent period, i.e., 2006–2016. The potential determinants of profitability identified during the course of literature review and after interviews with industry experts are classified into internal and external. With the use of Spearman correlation ranks and regression analysis of figures relating to 24 Polish agricultural distributors, the following internal profitability determinants are identified: age, size, working capital components, indebtedness, salaries, and sales margins. Additionally, the study confirmed the influence of the following selected external profitability determinants: market share, unemployment rate, and several industry-specific variables. This paper proposes the first set of sales profitability determinants for Polish agricultural distributors. The results of this study are interesting for industry-level management.

Suggested Citation

  • Korneta Piotr, 2019. "Determinants of sales profitability for Polish agricultural distributors," International Journal of Management and Economics, Warsaw School of Economics, Collegium of World Economy, vol. 55(1), pages 40-51, March.
    • Handle: RePEc:vrs:ijomae:v:55:y:2019:i:1:p:40-51:n:6
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    More about this item

    Keywords

    profitability; sales; return on sales (ROS); distribution; agriculture;
    All these keywords.

    JEL classification:

    • M10 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Business Administration - - - General
    • M41 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Accounting - - - Accounting
    • A12 - General Economics and Teaching - - General Economics - - - Relation of Economics to Other Disciplines
    • Q17 - Agricultural and Natural Resource Economics; Environmental and Ecological Economics - - Agriculture - - - Agriculture in International Trade
    • L11 - Industrial Organization - - Market Structure, Firm Strategy, and Market Performance - - - Production, Pricing, and Market Structure; Size Distribution of Firms
    • L21 - Industrial Organization - - Firm Objectives, Organization, and Behavior - - - Business Objectives of the Firm

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