Эта статья является препринтом и не была отрецензирована.
О результатах, изложенных в препринтах, не следует сообщать в СМИ как о проверенной информации.
Enhancing Airline Sales Systems: A KPI-Driven Approach to Performance Optimization and Strategic Development
2026-02-23
This paper explores the critical role of Key Performance Indicators (KPIs) in optimizing sales systems within the airline industry. Utilizing a mixed-methods approach, the study integrates quantitative data analysis and qualitative insights to demonstrate the significant impact of KPIs on strategic decision-making, operational efficiency, and customer satisfaction. Findings highlight the importance of integrating digital and traditional marketing strategies, fostering a data-driven culture, and leveraging KPIs for customer-centric innovation. Practical implications for Sales and Marketing Directors are discussed, emphasizing the need for strategic agility and data literacy. The study also identifies future research directions, including the impact of emerging technologies, regional strategy comparisons, and the integration of sustainability metrics. This comprehensive analysis provides a valuable framework for enhancing airline sales systems and achieving sustained competitive advantage.
Ссылка для цитирования:
MoghadasNian S., Moghadasnian A. 2026. Enhancing Airline Sales Systems: A KPI-Driven Approach to Performance Optimization and Strategic Development. PREPRINTS.RU. https://doi.org/10.24108/preprints-3114575
Список литературы
1. Balslev, L., Thrane, S., & Friis, I. (2021). Information technology systems implementation and processes of integration and disintegration: case study evidence from Air Greenland. Journal of Accounting & Organizational Change. https://doi.org/10.1108/jaoc-12-2019-0125.
2. Grani, G., Leo, G., Palagi, L., & Piacentini, M. (2016). Revenue Management: a Market-Service decomposition approach for the Sales Based Integer Program model. Research Papers in Economics.
3. Hristov, I., Chirico, A., & Camilli, R. (2022). The role of Key Performance Indicators as a performance management tool in implementing corporate strategies: A critical review of the literature. FINANCIAL REPORTING. https://doi.org/10.3280/fr2022-001004.
4. Moghadasnian, S. (2022). Flight to Excellence: A Comprehensive Guide to Key Performance Indicators in the Airline Industry: Unlocking Success Through Data-Driven Strategies and Performance Metrics. Aviation and Tourism Research and Innovation Center (ATRIC). Digital Publication. Tehran, Iran & Milan, Italy.
5. Moghadasnian, S. (2023). Strategica Aeronautica: Mastering KPI-Driven Leadership Across the Airline and Tourism Ecosystem: A Comprehensive Guide for Executives: From Analytic Hierarchy Process to Zero-Based Budgeting, Navigate the Full Spectrum of Strategic Decision-Making Metrics. Aviation and Tourism Research and Innovation Center (ATRIC). Digital Publication. Tehran, Iran & Milan, Italy.
6. Pérez-Álvarez, J., Maté, A., López, M., & Trujillo, J. (2018). Tactical Business-Process-Decision Support based on KPIs Monitoring and Validation. Comput. Ind., 102, 23-39. https://doi.org/10.1016/j.compind.2018.08.001.
7. Shaulska, L., Laktionova, O., Nagornyak, T., & Sereda, H. (2021). Performance management at Ukrainian university: A case of the KPIs use. Problems and Perspectives in Management. https://doi.org/10.21511/PPM.19(1).2021.07.
8. Wang, C. (2023). A Novel Framework to Conduct Sale Forecasting and Performance Assessment for International Airlines. Proceedings of the International Conference on Industrial Engineering and Operations Management. https://doi.org/10.46254/an13.20230017.
