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  TRENDS AND PERSPECTIVES IN THE INTERNATIONAL SPECIALISATION OF PRODUCTION IN BULGARIA

  ABSTRACT The international division of labour is a factor and source for the formation of modern production structure, which generates a change in the international competitiveness of the national economies. The dynamics of modern international trade is structurally decisive in the formation of trade flows and creates international specialization of production, which in turn implies a modern approach in analyzing the current international division of labour. The production and export ... ABSTRACT The international division of labour is a factor and source for the formation of modern production structure, which generates a change in the international competitiveness of the national economies. The dynamics of modern international trade is structurally decisive in the formation of trade flows and creates international specialization of production, which in turn implies a modern approach in analyzing the current international division of labour. The production and export specialization of the Bulgarian economy has been developing over the past twenty years under the sign of two parallel processes - the transition to a market economy and integration into the EU - which lead to the creation of new production potential. There are some external factors and processes, objectively related to the process of globalization and its dynamic changes, that have an impact on the changes in the production and trade specia¬lization of Bulgaria. However, the influence of external factors cannot always change the dynamics and nature of internal structural changes that would increase the competitiveness of the national economy. Based on the above, the research conducted with funding from the National Fund for Scientific Research and administered by the Institute for Scientific Research, ISR, at D.A.Tsenov Academy of Economics on the topic: "The international division of labour and the place of the Bulgarian economy - trends and perspectives", served as a basis and stimulus for further development of the analysis made in this monograph. TABLE OF CONTENTS Chapter one. Theoretical foundations of production specialization and production structure in the world 11 1.1. Conceptual apparatus for clarification of modern international specialization of production 11 1.2. State of production specialization according to the nature and trends in international trade 16 1.3. Interaction between the production economic structures and the profile of 24 1.4. Changes in demand and supply in relation to international trade 32 1.5. Impact of the changing patterns of global trade due to the division of labour and specialization of firms 34 Chapter two. Technological innovation and international trade as drivers of growth and production restructuring 39 2.1. Technological innovation and trade as a growth driver 39 2.2. Cross-border data flows and economic development 45 2.2.1. The amount of the Global Datasphere 45 2.2.2. The role of data in the production process 51 2.2.3. The role of data in global trade 54 2.2.4. Research and development in the field of digital platforms and artificial intelligence - a pledge for the future development of international specialization of production 57 2.3. Approaches and methods for classification of high-tech products 66 2.4. The role of international cooperation in the formation of modern international specialization of production 69 Chapter three. Specialization of production in the EU economy and Bulgaria’s place 77 3.1. Production structure and specialization of European economy 77 3.2. Technology challenges and the potential of the Bulgarian economy 84 3.3. Analysis of Bulgaria's exports for the period 2010–2020 95 3.4. Possibilities of improving the specialization of production in Bulgaria 107 Conclusion 119 Appendices 121 References 124

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  POSSIBILITIES FOR DERIVING THE INDICATIVE VALUE OF A COMMERCIAL ENTERPRISE

  ABSTRACT This paper proposes a broader theoretical view of the process of determining the indicative value of a commercial enterprise. A methodlogical framework of commercial companies’ valuation toolkit is presented. The features of the traditional approaches, respectively valuation methods, are examined. An algorithm for determining the value of a commercial enterprise for each of the approaches is presented. Emphasis is placed on modern valuation tools. A complete algorithm of the comercial ... ABSTRACT This paper proposes a broader theoretical view of the process of determining the indicative value of a commercial enterprise. A methodlogical framework of commercial companies’ valuation toolkit is presented. The features of the traditional approaches, respectively valuation methods, are examined. An algorithm for determining the value of a commercial enterprise for each of the approaches is presented. Emphasis is placed on modern valuation tools. A complete algorithm of the comercial enterprise valuation process is given. More focus is placed on the macroeconomic, sectorial analysis (construction sector), and the analysis of the financial position of the assessed enterprise. The proposed algorithm for calculating the market value of a commercial enterprise has been tested in practice. CONTENTS Introduction 7 Chapter ². Theoretical foundations of the evaluation of a commercial enterprise 11 I.1. Conceptual apparatus for evaluating a commercial enterprise 11 I.2. Types of values used in commercial enterprise valuation 20 I.3. Peculiarities of a commercial enterprise as an object of valuation 30 Chapter ²². Methodological framework of the toolkit for evaluating a commercial enterprise 37 II.1. The concept and features of the cost approach as a valuation method 37 II.2. Income approach to the valuation of a commercial enterprise 52 II.3. Comparative approach to the valuation of a commercial enterprise 72 II.4. Modern approaches to the valuation of a commercial enterprise 90 II.5. Reconciliation results and creating a valuation report of a commercial enterprise 111 Chapter III. Practical aspects of deriving the indicative value of a commercial enterprise 128 III.1. Macroeconomic and industry analysis 128 III.2. Analysis of enterprise performance evaluation 143 III.3. Choosing approaches to value a commercial enterprise "X" 161 III.4. Reconciliation results and deriving the market value of an enterprise 167 Conclusion 170 References 173

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  PRICING ANALYTICS WITH R

  ABSTRACT Price optimization through quantitative methods of analysis allows companies to make informed decisions about effective pricing policy. By using data instead of assumptions, decision makers can determine the "right" price for their product or service in order to attract customers thus increasing sales revenue, profit or profitability. This monograph focuses on certain practical problems related to pricing research and price optimization solutions. Beyond the theoretical perspectives ... ABSTRACT Price optimization through quantitative methods of analysis allows companies to make informed decisions about effective pricing policy. By using data instead of assumptions, decision makers can determine the "right" price for their product or service in order to attract customers thus increasing sales revenue, profit or profitability. This monograph focuses on certain practical problems related to pricing research and price optimization solutions. Beyond the theoretical perspectives that are offered by a great number of scientific publications in the field of marketing pricing, this study systematizes concepts, methods and tools for practical implementation in an open source software environment for data analysis, statistical calculations and graphs. The study covers issues related to the fundamental theory of pricing that can be empirically evaluated, such as price awareness, price elasticity, willingness to pay and price response function, price optimization as well as certain issues of price differentiation and customized pricing. Hopefully, the study will be of particular importance to practitioners searching for affordable methods and tools to support optimal pricing decisions. CONTENTS Introduction 9 1. On the meaning of pricing analytics 12 1.1. Differentiation of concepts 12 1.2. Why is an analytical approach to pricing important? 15 2. The impact of prices on demand 17 2.1. Price salience and price awareness 18 2.1.1. Evaluation of price salience 18 2.1.2. Evaluation of price awareness 21 2.2. Price elasticity of demand 22 2.2.1. Approaches to estimating price elasticity 26 2.2.2. Data sources for estimating price elasticity 28 2.2.3. Models for estimating price elasticity 38 2.2.4. Choosing an adequate model for estimating price elasticity 41 2.3. Customers’ willingness to pay 48 2.3.1. Assumption for normal distribution of willingness to pay 50 2.3.2. Assumption for uniform distribution of willingness to pay 55 2.3.3. Assumption for logistic distribution of willingness to pay 56 2.4. Estimation of stated willingness to pay 60 2.4.1. The contingent valuation method 62 2.4.2. The Gabor-Granger method 85 2.4.3. The Van Westendorp method (PSM) 95 2.4.4. The Choice-based conjoint analysis (CBC) 107 2.5. Price response function 124 2.5.1. A deterministic approach to evaluating the price response function 127 2.5.2. Estimating price response function by Bootstrapping 134 3. Price optimization 136 3.1. A generic price optimization model 145 3.2. Optimal price with the linear price-response function 146 3.3. Optimal price with the isoelastic price-response function 147 3.4. Optimal price with the logit price-response function 149 4. Customized pricing 153 4.1. Price differentiation 156 4.2. Pricing structures 160 4.3. Optimal customized pricing 164 4.3.1. B2B purchasing decision making process 165 4.3.2. Required data 166 4.3.3. A B2B custom pricing model 166 4.3.4. The prospect theory and framing effects in purchase decision making 169 4.3.5. Prototyping the custom pricing model 173 4.4. Nonlinear pricing 179 4.4.1. Principles of bunde pricing 180 4.4.2. Optimal bundle pricing 183 Conclusion 191 References 192