Economic Implications of Revenues Derived from Contracts with Customers In SMEs In Medellín

Abstract Book of the 16th International Conference on New Ideas in Management, Economics and Accounting

Year: 2026

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Economic Implications of Revenues Derived from Contracts with Customers In SMEs In Medellín

Dr. Jesús Daniel Rico Buitrago, Danna María Álvarez Bermúdez; Sorely Amparo García Gutiérrez

ABSTRACT:

This study analyzes the economic implications of revenues derived from contracts with customers in small and medium-sized enterprises (SMEs) in Medellín. A qualitative approach with a descriptive scope was employed to examine organizational perceptions, experiences, and practices related to revenue management. Data were collected through semi-structured interviews applied to 168 SMEs selected through non-probabilistic sampling, incorporating key informants involved in financial and accounting processes. Although the study is primarily qualitative, a basic quantitative analysis was included to identify patterns and trends in the responses. The findings reveal that revenues from customer contracts constitute a fundamental component of SMEs’ financial structure, directly influencing financial planning, cash flow management, and strategic decision-making. However, significant gaps were identified in managerial understanding, formalization of processes, and alignment between accounting and fiscal regulations, which may lead to distortions in financial information and inefficient decisions. The study concludes that these revenues have multidimensional economic implications, affecting organizational efficiency, financial stability, and long-term sustainability. Strengthening training processes and improving internal controls are essential to enhance the accurate recognition and management of contractual revenues in SMEs.

Keywords: Accounting Regulation; Cash Flow Management; Financial Planning; Revenue Recognition; SMEs