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https://ela.kpi.ua/handle/123456789/1934

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Methodological support for assessing the quality of transition stages to european norms and standards in activities of an architectural and construction company
(Київський національний університет технологій та дизайну, 2025) Kubanov, Ruslan; Makatora, Dmytro; Mykhalko, Anastasiia; Yakovenko, Marharyta
The article reveals the essence and components of the applied mechanism of methodological support for assessing the quality of the stages of transition of architectural and construction companies to European standards in the context of globalization, digitalization, and the requirements of sustainable development. Based on the analysis of international and national studies, the structure of an indicative assessment model has been substantiated that covers eight key areas of transformation: from regulatory adaptation and digital transformation to the implementation of ESG principles and certification in accordance with ISO. A formula for the integral indicator Q_total has been proposed, which makes it possible to track the overall progress of the company’s transformation. The toolkit is based on clearly defined indicators Q₁–Q₈, each of which evaluates a separate stage of adaptation. The algorithm of their calculation, practical application examples, and comparative analysis criteria have been substantiated. The study analyses open data from 10 leading Ukrainian companies that are implementing BIM, energy management systems, and international certifications. A comparative assessment with the German company ZÜBLIN AG made it possible to identify gaps in the implementation of digital and ESG components, which proved important for further improvement of the methodology. The material is illustrated with quantitative results in tables, goal achievement diagrams, and an applied interpretation of indicators as tools for managerial decision-making. A conclusion has been drawn about the expediency of applying the developed methodology for strategic monitoring, increasing investor trust, and preparing for participation in international tenders. The proposed approach makes it possible to form a systemic development scenario for an architectural and construction company in the context of European integration, to increase its competitiveness and compliance with sustainable development criteria. The methodology can be used both at the level of management audit and for educational and methodological purposes in the training of industry specialists.
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Developing and applying communicative NLP rapport in the managerial practice of publishing and printing companies: a methodological perspective
(Khmelnytskyi National University, 2025) Makatora, Alona; Makatora, Dmytro; Kubanov, Ruslan
The article examines the methodology for the formation and application of communicative NLP rapport as a tool for enhancing the effectiveness of a manager’s professional activity in a publishing and printing company. The relevance of the study is determined by the growing need to improve managerial communication in the context of a dynamic production environment, where the quality of interpersonal interaction directly influences project outcomes, customer loyalty, and staff motivation. The study analyzes contemporary scientific sources that highlight the role of rapport as a technique for building trust, emotional connection, and alignment in managerial practice. Particular attention is paid to neuro linguistic programming (NLP) as a methodological foundation for developing the communicative competence of managers. The key NLP rapport techniques – mirroring, calibration, pacing, and reframing – have been identified, along with their adaptation to the specifics of the publishing and printing sector. It is noted that in the professional activity of a manager in a publishing and printing company, communicative NLP rapport can be effectively applied in a number of typical situations. For example, during the coordination of a technical layout with a designer, when it is important to quickly establish emotional contact and avoid conflicts. In communication with a dissatisfied client, rapport enables the reduction of tension and redirects the dialogue into a constructive channel. During coordination between the printing department and the editorial office, rapport techniques facilitate the precise transmission of instructions and reduce the number of revisions. In internal meetings, rapport helps the manager create an atmosphere of trust, which enhances motivation and team engagement. The article proposes an original model for implementing communicative NLP rapport, which includes staff training stages, the development of internal checklists, the use of a communication effectiveness assessment matrix, and regular coaching sessions. Economic efficiency modelling of the methodology implementation has been carried out, demonstrating a reduction in losses due to communication errors, shorter order coordination times, increased repeat client requests, and improved emotional climate within the team. The results of the study confirm the feasibility of integrating communicative NLP rapport into the system of professional training for managers, as well as into internal standards of personnel management and customer service. The proposed methodology can be adapted to other sectors of small business where interpersonal communication is a critical success factor. The article has practical value for executives, HR specialists, business trainers, and scholars who explore the humanistic aspects of management. Keywords: communicative rapport, neuro-linguistic programming (NLP), professional communication, management in the publishing and printing industry, emotional intelligence, managerial interaction, customer loyalty, interpersonal trust, communication effectiveness, managerial process modelling.
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Managerial Implementation of Neuro-Linguistic Programming in Architectural and Construction Companies: Systematization and Practical Aspects
(Видавничий дім «ІНЖЕК», 2025) Makatora, Dmytro; Kubanov, Ruslan; Mykhalko, Anastasiia
The scientific paper explores the theoretical and practical aspects of implementing neurolinguistic programming (NLP) in the management system of an architectural and construction company. The relevance of using NLP techniques to enhance management efficiency in the context of increasing competition and technological changes in the industry is substantiated. Key aspects of NLP application in management are systematized: communicative (techniques of effective verbal and non-verbal communication, methods of rapport establishment, calibration of behavioural patterns, influence strategies), managerial (modelling successful practices, decision-making technologies, motivation methods, planning tools), organizational (formation of corporate culture, change management, leadership development, optimization of group dynamics), developmental (personal growth methods, self-management techniques, overcoming limitations, development of emotional intelligence), and analytical (methods of data collection and analysis, experience modelling, performance evaluation, process diagnostics). Successful examples of NLP implementation in international and Ukrainian architectural and construction companies have been analysed, showing a positive impact on key performance indicators. However, it is revealed that most companies use NLP fragmentarily, focusing on isolated aspects of activity, which limits the potential effect of these techniques. Recommendations are proposed for the systematic implementation of NLP in architectural and construction companies, including pilot projects, ensuring consistent training, regular performance evaluation, adaptation of techniques to the specifics of the company, and the creation of a change support system. Key success factors have been identified: leadership support, systematic training, focus on practical application, regular monitoring of the results, and adaptation of methodologies. Prospective directions for further NLP development in the architectural and construction sector have been outlined: integration with digital technologies, development of industry standards, creation of performance evaluation systems, and advancement of adaptation methods for the specific needs of different types of construction projects. The emphasis is placed on the importance of developing an NLP training system for the industry, which includes the development of specialized training programs, the creation of a database of industry cases, and the formation of a professional community for experience exchange. Keywords: neurolinguistic programming, management, architectural and construction company, managerial efficiency, corporate culture, communication techniques, leadership potential, organizational development, emotional intelligence, change management.
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Adapting architectural and construction companies to european norms and standards: recommendations and a step-by-step transition algorithm
(Київський національний університет технологій та дизайну, 2025) Kubanov, Ruslan; Makatora, Dmytro; Mykhalko, Anastasiia
The article is devoted to the theoretical and applied foundations of adapting architectural and construction companies to European norms and standards in the context of Ukraine’s strategic integration into the single economic, technical, and institutional space of the EU. The relevance of the study has been substantiated in connection with increasing regulatory pressure, requirements for operational transparency, digital transformation, and corporate social responsibility. Considering global challenges such as climate change, resource vulnerability, and sustainable development imperatives, the article emphasizes the need for a systematic approach to reforming the managerial, technical, organizational, and social subsystems of an architectural and construction company. It has been determined that the key frameworks for modernization are unified standards (EN Eurocodes, CPR, ISO 9001, ISO 14001, ISO 45001) and advanced construction concepts (nZEB, ESG, BIM, digital object passports). The scientific apparatus of the article presents a nine-stage algorithm for transitioning to European standards, which includes an audit of the current state, roadmap development, regulatory adaptation, digitalization, personnel transformation, institutional integration, quality certification, ESG implementation, and monitoring mechanisms. Each stage is accompanied by practical recommendations focused on gradual implementation of changes and effective use of internal and external resources. The methodology proposed by the authors is based on an interdisciplinary approach – the integration of architectural theory, ecological economics, digital engineering, risk management, and organizational psychology. Special attention is given to eight key areas of improvement. In the field of regulatory compliance, the focus is on the implementation of EN Eurocodes and CPR, which ensures access to European tenders and increases the investment attractiveness of the company. In the area of energy efficiency, the advantages of implementing certified solutions (BREEAM, LEED, nZEB concepts) are substantiated, as they reduce operational costs, increase market value of assets, and meet the environmental criteria for financing. Digital transformation is addressed through the integration of BIM, ERP/CRM, digital passports, and IoT systems, which enhance the accuracy, transparency, and interconnectivity of project and operational departments. Risk and performance management is presented as the implementation of financial modelling tools (NPV, IRR, CBA, sensitivity analysis), allowing for the optimization of managerial decision-making processes and increased project attractiveness for investors. Systemic personnel transformation, described as a separate improvement line, includes staff certification, introduction of an internal culture of continuous learning, and participation in international educational programs. Institutional integration is outlined through the establishment of partnerships with municipalities, academic institutions, civil society organizations, and European platforms (Horizon Europe, EU BIM Task Group, etc.). The area of quality management and certification emphasizes the gradual implementation of ISO 9001, 14001, and 45001, which enhance the organizational maturity of the company and expand opportunities for participation in international projects. The final area is ESG orientation: implementation of sustainable development principles, inclusivity, transparent reporting, and social responsibility. The methodological basis of the study is formed using system-structural analysis, bibliometric review of publications (Web of Science, Scopus), benchmarking, SWOT analysis, empirical modelling, and logical-inductive synthesis. This made it possible to combine scientific theoretical conclusions with practical tools for their implementation in the management practice of an architectural and construction company.
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Conceptualizing An Integrated Management And Innovation Model For Architectural And Construction Sector Development Within The Innovative, Organizational, Communicative And Economic Management Paradigm
(Khmelnytskyi National University, 2025) Makatora, Dmytro; Kubanov, Ruslan; Mykhalko, Anastasiia
The article substantiates and conceptualizes an integrated management and innovation model for the development of an architectural and construction company in the context of digital transformation, socio-economic challenges, and spatial renewal. The proposed approach is based on the application of the innovative, organizational, communicative and economic management paradigms, which makes it possible to develop a holistic strategy for the company’s adaptation to market demands, stakeholders, and global sustainable development trends. The model comprises four interrelated blocks: target, content-organizational, technological, and control-diagnostic. Its structure involves the implementation of seven key components: innovation (BIM, Lean, Smart technologies), organizational flexibility, communication strategy, value-based management, corporate social responsibility (CSR), economic efficiency, and managerial professional competence. Each of these elements is presented with regard to current technological, managerial, and social trends. To assess the level of implementation of the model’s components, the article proposes a methodology for constructing the Integrated Implementation Metric (IIM). IIM is calculated based on expert-defined weighting coefficients and quantitative evaluations of each element of the model. This approach enables a comprehensive multifactor diagnosis of the company’s management system, identification of strategic development reserves, and the formation of adaptation mechanisms to a dynamic environment. The model has been partially tested using the example of the company “UVT GROUP”, which demonstrates an advanced level of implementation of managerial and innovation strategies (IIM = 0.752). The study proves that the integration of digital technologies, value-based management practices, and social responsibility strengthens competitive positions, builds social capital, and promotes the sustainable development of the architectural and construction business.
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Acoustic Emission Control of Compounds with Interference, Which Are Assembled by Thermal Method
(Slovak University of Agriculture in Nitra, Slovakia, 2025) Zenkin, Mykola; Lisovets, Serhii; Makatora, Dmytro; Kosiba, Ján
Acoustic emission control means for tension connections are proposed. The features of the contact zone, such as the gas gap between the shaft and the bushing and the penetration of microroughnesses of the shaft surface into the bushing surface, are considered. It is shown that the main indicator of such compounds is total acoustic emission. It has been established that with increasing tension, the maximum intensity of acoustic emission signals is observed earlier, and their amplitude becomes larger. In addition, it has been found that total acoustic emission depends on the strength of joints and the magnitude of total acoustic emission can determine this strength. The paper presents the results of studies of several series of experimental and field samples. It has been established that the greater the intensity of acoustic emission signals and the lower the total acoustic emission, the stronger the tension bonds. It has been established that there is no direct relationship between the intensity of acoustic emission signals and the contact surface area, but with an increase in the contact area, total acoustic emission also increases.
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Функціонально-конструктивний вплив ножа з рифлями на процес повздовжнього різання монолітної гуми
(Видавничий дім «Гельветика», 2025) Макатьора, Альона Віталіївна; Макатьора, Дмитро Анатолійович; Зенкін, Микола Анатолійович; Кохановський, Василь Олександрович; Карпешко, Андрій Ігорович
Сучасні умови розвитку спонукають підприємства до яких висуваються головна вимога – зменшення енергетичних витрат. Існуючі машини для повздовжнього різання матеріалів в якості робочого органу здебільшого використовують леза ножів з різними геометричними параметрами, які не в повній мірі задовільнять цим вимогам, тому постає питання дослідження впливу нових конструкцій ножів при розрізанні різних типів матеріалу (мікропориста та монолітні гуми, повсть, шкіра тощо). Метою даного дослідження є визначення функціонально-конструктивного впливу ножа з нанесеними на його поверхню рифлів на процес повздовжнього різання монолітної гуми, розробка ефективного методу впливу величини зазору між твірними транспортуючих валиками і величини відстані від вертикальної осі обертання транспортуючих валиків до кромки леза ножа з рифлями на погонне зусилля різання монолітної гуми, шляхом використання рівнянь регресії. Дослідження проведені на експериментальній установці повздовжнього різання при використанні ножа з нанесеними на його поверхню рифлів. При проведенні експерименту був використаний рототабельний план другого порядку, що дозволив ефективно вирішити поставлені завдання оцінки впливу досліджуваних факторів на сумарну величину втрат при поздовжньому різані матеріалу та величину втрат на тертя матеріалу о грані нерухомого ножа з нанесеними на його поверхню рифлів (отриманні рівняння регресії та побудовані залежності), їх порівняння при використання різних типів ножів, а саме – геометричних форм: дугоподібною, одно- та двосторонньою заточками (з нанесенням на їх поверхню рифлів та без них); дозволяє сформулювати при проєктуванні машин даного типу наступні рекомендації, а саме вибору леза ножа (його геометричну форму), технологічні параметри конструкції машини, що дозволить покращити роботу машини та знизити енергетичні витрати на технологічний процес.
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Innovation-organizational and communicative-economic paradigm of management: a methodological foundation for sustainable development in the architecture and construction sector
(Видавничий дім "Гельветика", 2025) Mykhalko, Anastasiia; Kubanov, Ruslan; Makatora, Dmytro
The article substantiates the innovative-organizational and communicative-economic management paradigm as a methodological foundation for the transformation of an architectural and construction company in the context of sustainable spatial renewal. The proposed paradigm serves as an integrated management model that combines digital technologies, adaptive organizational practices, value-oriented governance, and socially responsible stakeholder engagement. The theoretical framework of the study is formed based on the analysis of current scientific sources, which confirm the growing role of digital transformation, soft management skills, ESG approaches, and partnership cooperation in modern construction. The concept is based on seven strategic components: the innovation component, organizational flexibility, communication strategy, value-oriented management, social responsibility, economic efficiency, and the professional competence of the manager.
Невідомий
Neuro-linguistic programming in the professional communication of a construction and architecture project manager
(Khmelnytskyi National University, 2025) Mykhalko, Anastasiia; Kubanov, Ruslan; Makatora, Dmytro
The scientific paper explores the specifics of applying NLP communication in the professional activities of a manager in an architectural and construction company. The relevance of using rapport techniques for effective interaction with various professional groups in the context of transformation in the construction industry has been substantiated. Theoretical foundations of NLP approaches and their practical application in management activities have been analysed. The main elements of rapport have been examined: nonverbal mirroring, verbal mirroring, emotional synchronization, and alignment with the interlocutor’s values. Techniques for establishing rapport are described in detail, including crossover mirroring and calibration. A review of scientific studies by domestic and foreign scholars regarding the use of NLP techniques in professional communication and management activities has been conducted. Practical examples of NLP technique application in various communicative situations within an architectural and construction company are presented: in communication with clients, architects, builders, suppliers, investors, and the project team. A system of practical recommendations for implementing NLP communication into managerial practice is proposed, including diagnostics of the communicative environment, development of communication protocols, enhancement of team interaction, and conflict management. A system for evaluating the effectiveness of NLP approach implementation has been developed, based on quantitative and qualitative indicators such as the speed of managerial decision-making, the percentage of tasks completed on time, employee satisfaction level, and the quality of interdepartmental cooperation. Particular attention is paid to the impact of NLP techniques on improving project management efficiency and optimizing business processes in architectural and construction companies. The specifics of applying different communication strategies depending on the interlocutor’s professional profile and the context of interaction have been analysed. Key success factors for implementing NLP approaches into the corporate culture of the organization have been identified. The features of adapting communicative approaches to the specifics of various departments have been considered: from the project office to production units, from the financial sector to customer service. The influence of digital transformation on communication processes has been studied, and ways of integrating NLP techniques into modern communication platforms have been proposed. The results of the study demonstrate that the use of rapport techniques significantly improves the quality of communication, reduces conflict levels, increases team motivation, and optimizes the implementation processes of construction projects. The practical value of the obtained results lies in the development of a system of recommendations for integrating NLP techniques into the daily management practices of an architectural and construction company, which provides a foundation for enhancing overall management efficiency and strengthening the organization’s competitive position in the market. Mechanisms for monitoring and evaluating the effectiveness of communication processes through KPI systems and regular surveys have been proposed, as well as approaches for developing a crisis management and strategic communication system.
Невідомий
Development and Managerial Decision-Making in an Architectural and Construction Company Based on the «Six Thinking Hats» Method
(Видавничий дім «ІНЖЕК», 2025-05-30) Makatora, Dmytro; Kubanov, Ruslan; Kopchuk, Ivan
The article explores the implementation of Edward de Bono’s “Six Thinking Hats” method in the managerial practice of architectural and construction companies, which enables a significant improvement in the decision-making process. The authors analyse the relevance of this approach in the context of the modern architectural and construction industry, which faces numerous challenges such as legislative changes, fluctuations in material prices, intense competition, and technological innovations. The “Six Thinking Hats” method provides a multifaceted approach to situation analysis, allowing managers to consider problems from different perspectives: facts, emotions, logic, creativity, and process-oriented thinking. This promotes the adoption of more balanced and effective decisions that take into account various aspects of projects, including financial, environmental, and social dimensions. The article details the role of each “hat”: the white hat focuses on collecting objective data; the yellow highlights potential benefits; the black identifies risks and drawbacks; the red addresses emotions and intuition; the green stimulates creativity; and the blue organizes the thinking process. Such a structured approach helps prevent conflicts and fosters constructive team discussions. The authors emphasize that the application of the “Six Thinking Hats” method enhances employee motivation, as each team member feels that their opinion matters. In turn, this fosters team spirit and innovation, as participants have more opportunities to express their ideas and suggestions. The article also presents practical recommendations for implementing the method in architectural and construction companies. These include conducting training sessions for staff, forming working groups, applying the method regularly in decision-making processes, and evaluating its effectiveness. Particular attention is given to creating a favourable organizational culture that supports the active participation of all team members in the management process. Overall, the authors conclude that Edward de Bono’s “Six Thinking Hats” method has considerable potential to enhance the effectiveness of management activities in architectural and construction companies. Its systemic approach, focused on addressing diverse aspects and stimulating creative thinking, can become a key success factor in today’s dynamic market environment. Implementing this method can contribute to increasing a company’s competitiveness, promoting innovation, and strengthening its position both nationally and internationally. Keywords: “Six Thinking Hats” method, managerial decision-making, architectural and construction company, innovation, teamwork, management effectiveness, creativity.
Невідомий
Relationship marketing as an innovative and applied concept for the development of an architectural and construction company
(Хмельницький національний університет, 2025-05-15) Kubanov, Ruslan; Kopchuk, Ivan; Zhovkva, Olha; Makatora, Dmytro
The article explores the concept of relationship marketing as an innovative and applied strategy for the development of architectural and construction companies. The authors substantiate the relevance of this approach, driven by dynamic changes in the construction industry, intensifying global competition, evolving consumer preferences, and the advancement of digital technologies. The paper provides an in-depth analysis of the key components of relationship marketing, including co-creation of value, effective communication, long-term commitments, and mutual benefit. The authors emphasize that value co-creation enables companies to actively involve partners in the development of innovative solutions, thereby enhancing their competitiveness. Effective communication, built on trust and transparency, serves as the foundation for successful collaboration. Long-term commitments help reduce risks, improve planning, and ensure the effective implementation of joint projects. Mutual benefit motivates participants to continue developing their partnerships. The study also highlights practical aspects of implementing relationship marketing in architectural and construction companies. The authors stress the importance of a systemic approach that involves the development of specialized programs, the use of modern digital technologies to enhance interaction, and the formation of partnership ecosystems. Such initiatives enable companies not only to adapt to change but also to proactively influence trends in the industry. The results confirm that relationship marketing is a key element in ensuring competitiveness and sustainable development for architectural and construction companies. The implementation of this concept improves service quality, strengthens customer orientation, and creates the conditions for long-term market leadership. The authors highlight that in the context of global challenges and industry transformation, relationship marketing becomes a strategic imperative for the success of architectural and construction companies. Keywords: relationship marketing, architectural and construction company, innovative development, value co-creation, effective communication, long-term commitments, mutual benefit, partnership ecosystems, customer orientation, transformation of the construction industry.
Невідомий
Constructive and Essential Characteristics, Economic Advantages and Possible Challenges of Using Adaptive Architecture in Modern Urban Planning
(Видавничий дім «ІНЖЕК», 2025) Kubanov, Ruslan; Makatora, Dmytro; Mykhalko, Anastasiia
The study provides a comprehensive analysis of the constructive and essential characteristics of adaptive architecture. The study identifies the economic advantages and possible challenges of using this methodological conception in modern urban planning. The authors examine in detail the key principles of adaptability, such as: the city as a living organism; flexibility and multifunctionality; renewability and interaction with the environment. This provides a deeper understanding of the conception of adaptability in architecture and its ability to respond dynamically to changing human and environmental needs. A thorough study of the economic benefits of adaptive architecture has been undertaken. Reduced running costs, extended building life, increased rental income and reduced disposal costs are some of the significant benefits highlighted in the article. This demonstrates the significant economic potential of this approach. It also demonstrates its ability to ensure long-term efficiency and relevance. Furthermore, the study identifies and analyses in detail the potential economic challenges that may arise. Key difficulties are identified, such as high up-front costs, the need for specialist skills and the uncertainty of future changes. This makes it possible to provide a comprehensive assessment of the economic risks and challenges that may be faced in the use of an adaptive architecture. A comprehensive set of recommendations aimed at optimising costs, developing human resources, increasing the predictability of change, introducing innovation and strengthening collaboration with stakeholders are developed to address these challenges. These practical tools provide effective ways to ensure the successful implementation of adaptive projects. Overall, the study shows that provided existing economic challenges are fully addressed, adaptive architecture has significant potential to create more sustainable, efficient and resilient urban spaces. Further research in this area, as well as the development of effective implementation strategies, will be key to the promotion of adaptive architecture in urban planning practice.
Невідомий
Successful personal selling as an indicator of professional activity effectiveness of an architectural and construction company manager in the context of marketing complex transformation
(Національний університет «Одеська політехніка», 2025-02-26) Makatora, Dmytro; Kubanov, Ruslan; Kulikov, Oleksii
The research aims to study the impact of marketing complex transformation on the success of personal selling in architectural and construction companies. The concept of the ‘4Cs’ (consumer, cost, convenience, communication) is the subject of analysis. Special attention is given to the role of personal marketing and personalised approach to customers. These are important success factors in the modern business environment. It is concluded that architectural and construction managers need to constantly improve their ability to communicate effectively, to be able to identify client needs and to make unique offers. On the basis of the study, a number of recommendations are proposed to optimise the personal selling strategy for architectural and construction companies. According to the authors, in order to achieve high results, it is necessary to implement a comprehensive strategy for the optimisation of personal selling, including the improvement of communication skills, individual approach to clients, creation of real value of offers and use of modern technologies.
Невідомий
Dealing with sales objections: theory and practice for the architectural and construction manager
(Khmelnytskyi National University, 2025) Mykhalko, Anastasiia; Kubanov, Ruslan; Makatora, Dmytro
The study examines the theoretical and practical aspects of the work of managers of architectural and construction companies with client objections. The importance for the competitiveness of companies in the market of architectural and construction services of the ability of a modern manager to work effectively with clients’ objections isdemonstrated. The article considers the peculiarities of a modern manager’s communicative competence, which is the basis of his/her professionalism and includes the ability to effectively interact with clients, understand their needs and motives, and findoptimal solutions for the resolution of objections. The article analyses the types of client objections, in particular true, false and conditionally objective, and suggests approaches for dealing with them effectively. A number of effective techniques fordealing with objections are considered, such as active listening, empathy, clarifying questions, turning objections into questions, using evidence and statistics, rephrasing objections in your own words, suggesting alternatives, etc. Examples of typical objections raised by architectural and construction clients (financial, stylistic, time related, technical, legal) are given and approaches to resolving them are suggested. Special attention is given to the creation of a positive communication context in which the client objections are not perceived as an obstacle, but rather as an opportunity to offer additional benefits and alternative solutions. The importance of investment in training and development of managers in effective handling of client objections, development of their communication skills and marketing strategies is emphasised. The result will be an increase in customer satisfaction, an increase in sales and a strengthening of the company’s reputation in the marketplace. In order to deal effectively with client objections, the article formulates a number of practical recommendations for managers of architectural and construction companies. Implementing theserecommendations will help to build trusting relationships with clients, increase selling efficiency and strengthen the company’s competitiveness.Keywords: client objections, architectural and construction company, manager, communication skills, personal selling, competitiveness.
Невідомий
Identification of client needs as a key component of professional communication and successful personal sales by a manager of an architectural and construction compamy
(Редакційно-видавничий відділ з економічних наук ВД «Гельветика», 2025) Mykhalko, Anastasiia; Kubanov, Ruslan; Makatora, Dmytro
The study is devoted to the topical issue of identifying client needs as an important component of professional communication and successful personal sales by a manager of an architectural and construction company. The article examines the current state of business communication in the business environment, in particular the role it plays in ensuring that organisations function effectively. It emphasises that in any field of activity, especially in the context of sales and customer relationship management, effective communication is a key success factor. The authors analyse in detail the personal selling process in architectural and construction services, highlighting its main stages: communicating and listening to the client, presenting the goods/services and building long-term relationships. Particular attention is paid to the importance of the identification stage of the client needs, which is key to ensuring an individual approach and the fulfilment of his or her expectations. It is noted that a high level of communication skills and the ability to listen carefully are required for effective identification of client needs. Customers may have different requirements, preferences and budgets, and it is only through a thorough study of their needs that an individual approach can be offered to each of them. Not only does this contribute to the successful completion of the transaction, but it also enables us to build long term partnerships with our clients. The use of ‘active listening’, which involves not only listening but also a thorough analysis of the client’s messages, attention to detail and non-verbal cues, is key to identifying the client needs. Active listening helps to build mutual understanding and trust by establishing emotional contact and feeling the client’s feelings and needs. Determining the reality and specificity of client needs is an important aspect of identifying them. In order to do this, the manager must conduct detailed interviews, listen carefully to the customer’s requests and pay attention to non-verbal signals. A better understanding of the client needs and the most appropriate solutions can be achieved through a qualitative synthesis of the information obtained. Successful identification of client needs requires a manager to constantly improve communication skills, including the ability to ask the right questions, create an atmosphere of trust, show empathy and be proactive in finding ways to meet needs. It is only under these conditions that successful sales, long-term relationships and the development of the company can be ensured. The article looks at the architectural and construction industry and provides practical examples of different approaches to identifying client needs. The authors emphasise that the key to successful sales, building long-term relationships and overall effective business performance is a manager’s ability to communicate effectively and to listen and understand the client. The article concludes with recommendations that may be useful to managers of architectural and construction firms to improve the efficiency of the process of identifying client needs. In particular, the article highlights the importance of continuous training, information analysis, proactivity and the provision of quality customer service. Keywords: managers, identifying client needs, professional communication, personal selling, architectural and construction companies, active listening, customer satisfaction, long-term relationships.
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Visual management as organisational and applied basis for modern architectural projects
(Хмельницький національний університет (Україна), 2025-01-29) Makatora, Dmytro; Kubanov, Ruslan; Mykhalko, Anastasiia
The study examines the characteristics of visual management as an organisational and applied basis for modern architectural and construction projects. It has been found that using visual tools in management can increase the level of perceiving and understanding information, facilitate communication between project participants, and ensure more accurate and efficient task performance. In the authors’ view, visual management may be a simple tool at first glance, but its value extends far beyond simple data visualisation. Visual management becomes the basis for making informed decisions, coordinating efforts and achieving project goals in a world where sharing and managing large amounts of information is critical. The article identifies visual communication, workspace organisation, idea visualisation, colour planning, remote site monitoring using cameras and drones, and the use of VR technologies for virtual tours as the main elements of visual management used in architectural and construction projects. Characteristics of the application of each of these elements in construction are identified. In particular, the article highlights the role of graphic and visual materials for communication between project participants, the importance of optimal workspace organisation on a construction site, the value of visualisation of ideas for better understanding of project concepts and plans, and the benefits of colour planning to indicate different aspects of construction. The article also describes the possibilities of the use of cameras, drones and virtual reality technologies for the remote control, monitoring and demonstration of projects. The article provides recommendations for introducing visual management elements into the activities of architectural and construction companies, including creating visual communication platforms, holding regular visual planning sessions, ensuring the availability of visual materials, and investing in staff training in visual management methods. As a result, visual management contributes to the efficiency, quality and competitiveness of companies in the sector and is an integral part of modern management of architectural and construction projects. The role of this approach in ensuring the successful implementation of construction projects will only increase with the further introduction of innovative visualisation technologies and methods.
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Organising effective interaction of managers of architectural and construction companies with clients based on the theory of non-violent communication
(Видавничий дім "Гельветика", 2024-12) Kubanov, Ruslan; Makatora, Dmytro; Kushyk-Strelnikov, Yaroslav
Based on the theory of non-violent communication, the article deals with the problem of organising effective interaction of managers of architectural and construction companies with clients. The authors emphasise that since clients have high demands and expectations that need to be skilfully taken into account, ensuring quality communication with clients is a key task for modern managers in this field. The article examines the current trends and problems that the managers of architectural and construction companies have to face in the process of interaction with their clients. Key issues include ineffective management of client requirements, failure to meet agreements and deadlines, inadequate communication support and inadequate response to changing client needs. It is noted that an important role in solving these problems is played by the ability of managers to organise high quality communication that gives customers a sense of attention, understanding and trust. The theory of non-violent communication, developed by the psychologist Marshall Rosenberg, is described in some detail. It is a universal model for building effective relationships in many areas of life, based on empathy, acceptance of the other person and compassion. The key components of non-violent communication are analysed, such as non-judgmental observation, distinction between feelings and thoughts, understanding of the client’s wishes and the ability to formulate constructive requests. Examples are given of how to apply these principles in practice when dealing with architectural and construction managers and clients. The importance of using the theory of non-violent communication to build trust, avoid conflict, enhance reputation and achieve positive business results is demonstrated. Specific recommendations, including conducting training, creating internal communication standards, implementing a customer feedback system, and developing active listening and empathy skills, are provided to improve managers’ communication practices. An algorithm for effective problem solving is presented, with special attention to the specifics of using non-violent communication when working with clients in conflict.
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Theoretical and methodological bases for implementing the creative management technology «Factory of ideas» into architectural and construction company
(Khmelnytskyi National University (Ukraine), 2024-11-28) Makatora, Dmytro; Kubanov, Ruslan
The article is devoted to studying the theoretical and methodological foundations of implementing the creative management technology «factory of ideas» in the activities of an architectural and construction company. The authors emphasise the relevance of this problem in the modern market environment, where architectural and construction companies face high competition and fast changing consumer demands. In addition to improving technological processes, companies need to introduce modern management methods aimed at stimulating the creative potential of employees and generating innovative solutions in order to ensure success and sustainable development. The study looks at the nature and the main stages of the implementation of a «factory of ideas» in an architectural and construction company. The key stages are identified as follows: preparation phase, formation of working groups, organisation of training for employees, collection and analysis of ideas, development of strategies for their implementation, pilot implementation, monitoring and control of implementation, and continuous improvement of a creative management element. The article addresses the issue of implementing BIM technologies in an architectural and construction company by giving an example of the implementation of a «factory of ideas» . The article is a detailed description of the implementation of the above stages in this context. It has been found that for the manager-head of an architectural and construction company, participation in the «factory of ideas» can be an important motivational factor. According to these reasons, this process stimulates creativity, encourages interacting and collaborating with the team, and maintains openness to new ideas. As a result, participation in the factory of ideas increases the manager’s motivation, promotes the development of creative thinking and communication skills, and contributes to finding innovative solutions in the architectural and construction industry. It is emphasised that the successful implementation of the factory of ideas can be a key factor in increasing the company’s competitiveness and ensuring that it continues to develop and innovate. The paper concludes that the introduction of a factory of ideas in architectural and construction companies allows all employees to be actively involved in solving key tasks. It promotes the creation of new ideas and the improvement of the existing ones. The main benefits are an increase in work efficiency, the stimulation of creativity and innovative thinking, and an improvement in team communication and co-operation. At the same time, the authors stress the importance of proper staff training, monitoring of implementation results and continuous improvement of the «factory of ideas» as a tool for creative management.
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Organizational and Economic Mechanism of Improving Energy Costs in the Technological and Process Constant of the Printing Industry
(Vytautas Magnus University Agriculture Academy, 2024-12-16) Makatora, Dmytro; Makatora, Alona; Zenkin, Mykola; Mykhalko, Anastasiia; Shostachuk, Oleksandr
The printing sphere of economic activity refers to energy-consuming industries, which determines the implementation of an organizational and economic mechanism for improving the use of energy costs in technological processes. The purpose of the study is tojustify the organizational and economic mechanism of improving energy costs in the technological and process constant of the functioning of business structures in the printing industry based on the identification of the key features and structural components of the development, taking into account specific features. The feasibility of developingan organizational and economic mechanism for improving energy costs in the technological and process constant was proven by the analysis of the global investment trends in the projects onenergy-efficient technologies. The problems of ensuring the improvement of energy costs at production enterprises are highlighted in the research. The key aspects of the functional focus of the organizational and economic mechanismfor improving energy costs in the direction of optimizing the energy potential of enterprises in the printing industry have been studied. The principles of the functioning of the organizational and economic mechanism for improving energy costs in the technological and process constant of the functioning of entrepreneurial structures in the printing industry are substantiated. The managerial components of the organizational and economic mechanism for improving energy costs of enterprises in the printing industry are singled out. The organizational and economic mechanism for improving energy costs in the technological and process constant of the functioning of entrepreneurial structures in the printing industry is proposed.
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Algorithm for resolving conflicts with clients by managers of architectural and construction companies
(Видавничий дім «Гельветика», ДВНЗ «Ужгородський національний університет», 2024) Yashchenko, Oleksii; Makatora, Dmytro; Kubanov, Ruslan
The study is devoted to the development of an effective algorithm for resolving conflicts with clients for managers of architectural and construction companies. The relevance of the topic is that the ability to manage conflict situations is a key success factor in the construction industry, where disputes between contractors and clients are common. The authors identify the main types of conflict that managers of architectural and construction companies may face, including conflicts over changes to project documentation, delays in completing work, problems with the quality of materials or workmanship, misunderstandings about the budget, communication barriers and differing expectations. These situations can significantly affect the financial performance of the organisation, the project schedule and the internal atmosphere within the team. The authors propose a structured algorithm consisting of six stages to resolve such conflicts: 1) Conflict identification – assessment of the situation, identification of the causes of the conflict and gathering of information from all parties. 2) Situation analysis – identification of the main interests and needs of the client, assessment of the possible consequences of the conflict. 3) Communication – organisation of a meeting with the client, use of active listening to identify emotions and needs. 4) Finding and choosing optimal solutions – generating problem-solving options with the client, assessing opportunities and compromise solutions. 5) Solution implementation – development of an action plan for the implementation of the agreed solution, identification of responsible people and deadlines. 6) Monitoring, evaluation and documentation – systematic monitoring of the implementation of the solution, assessing customer satisfaction, recording all discussions and decisions. The authors emphasise that the application of this algorithm can lead to an increase in customer satisfaction, a guarantee of timely project implementation and an improvement in the financial performance of the company. Furthermore, effective conflict management helps build positive internal team communication. The study also highlights the importance of developing the competencies and applied skills needed for conflict resolution, such as active listening, negotiation, emotional intelligence and stress management. These are critical to making the proposed algorithm work. Overall, this study offers a comprehensive approach to client conflict management that can be used by architectural and construction managers to improve their efficiency and competitive position in the marketplace. Keywords: conflicts, clients, architectural and construction managers, conflict resolution algorithm, stress management, active listening, negotiating, emotional intelligence.

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