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RESEARCH CENTER FOR INDUSTRIAL DEVELOPMENT PROBLEMS of NAS of Ukraine (KHARKIV, UKRAINE)

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Liburkina L. M.

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The Architecture of Building a Modern Business Model for Managing Dealer Networks in Ukraine
Korzh B. R.

Korzh, Bohdan R. (2026) “The Architecture of Building a Modern Business Model for Managing Dealer Networks in Ukraine.” Business Inform 8:463–473.
https://doi.org/10.32983/2222-4459-2026-8-463-473

Section: Management and Marketing

Article is written in Ukrainian
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UDC 658.8:339.187.4

Abstract:
The article explores the theoretical and practical foundations of forming a modern business model for managing dealer networks under conditions of digital transformation, increasing market instability, and changing interactions between manufacturers, dealers, and end customers. The article substantiates the need to move from a traditional linear sales model to an integrated multi-level management system capable of ensuring alignment of strategic and operational decisions, continuity of information exchange, and adaptability of the dealer network. The article proposes a business model architecture for managing dealer networks, based on a vertical system covering strategic, organizational, and operational levels, complemented by a horizontal coordination system. The latter integrates knowledge management, a motivation system, and a technological base, while the coordination core ensures the interconnection of structural elements through KPIs, controlling, and analytical tools. The functional purpose of the structural elements of the architecture, the nature of their interconnections, and their contribution to creating the business model’s value have been defined. The combination of organizational, process, and informational approaches is substantiated, creating the conditions for moving from functional to process-oriented management of the dealer network. A system of key performance indicators related to the structural components of the proposed architecture has been developed, covering strategic, organizational, operational, personnel, motivation, and technological characteristics. This approach allows evaluating performance results and the factors forming them, identifying problem areas, and substantiating managerial decisions. Systematizing Ukrainian experience confirmed the need for digitalization of information exchange, ensuring logistical flexibility, developing the service component, and using feedback from consumers. Opportunities for the practical application of the proposed approach were identified during the creation, reorganization, and digital transformation of dealer networks, as well as its adaptation to industry-specific conditions.

Keywords: business model; dealer network; business model architecture; management; coordination system; digital transformation; key performance indicators.

Fig.: 1. Tabl.: 2. Bibl.: 14.

Korzh Bohdan R. – Postgraduate Student, Department of Economics and Business Administration, V. N. Karazin Kharkiv National University (4 Svobody Square, Kharkіv, 61022, Ukraine)
Email: [email protected]

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