Participation or further exclusion? : Contestations over forest conservation and control in the East Usambara Mountains, Tanzania

This Ph.D. thesis Participation or Further Exclusion? Contestations over Forest Conservation and Control in the East Usambara Mountains, Tanzania describes and analyses the shift in the prevailing discourse of forest and biodiversity conservation policies and strategies towards more participatory approaches in Tanzania, and the changes in the practises of resource control. I explore the scope for and limits to the different actors and groups who are considered to form the community, to participate in resource control, in a specific historical and socio-economic context. I analyse whether, how and to which extent the targets of such participatory conservation interventions have been able to affect the formal rules and practices of resource control, and explore their different responses and discursive and other strategies in relation to conservation efforts. I approach the problematic through exploring certain participatory conservation interventions and related negotiations between the local farmers, government officials and the external actors in the case of two protected forest reserves in the southern part of the East Usambaras, Tanzania. The study area belongs to the Eastern Arc Mountains that are valued globally and nationally for their high level of biodiversity and number of endemic and near endemic species. The theoretical approach draws from theorising on power, participation and conservation in anthropology of development and post-structuralist political ecology. The material was collected in three stages between 2003 and 2008 by using an ethnographic approach. I interviewed and observed the actors and their resource use and control practices at the local level, including the representatives of the villagers living close to the protected forests and the conservation agency, but also followed the selected processes and engaged with the non-local agencies involved in the conservation efforts in the East Usambaras. In addition, the more recent processes of change and the actors strategies in resource control were contextualised against the social and environmental history of the study area and the evolvement of institutions of natural resource control. My findings indicate that the discourse of participation that has emerged in global conservation policy debate within the past three decades, and is being institutionalised in the national policies in many countries, including Tanzania, has shaped the practices of forest conservation in the East Usambaras, although in a fragmented and uneven way. Instrumental interpretation of participation, in which it is to serve the goals of improving the control of the forest and making it more acceptable and efficient, has prevailed among the governmental actors and conservation organisations. Yet, there is variation between the different projects and actors promoting participatory conservation regarding the goals and means of participation, e.g. to which extent the local people are to be involved in decision-making. The actors representing communities also have their diverse agendas, understandings and experiences regarding the rationality, outcomes and benefits of being involved in forest control, making the practices of control fluid. The elements of the exclusive conservation thinking and practices co-exist with the more recent participatory processes, and continue to shape the understandings and strategies of the actors involved in resource control. The ideas and narratives of the different discourses are reproduced and selectively used by the parties involved. The idea of forest conservation is not resisted as such by most of the actors at local level, quite the opposite. However, the strict regulations and rules governing access to resources, such as valuable timber species, continue to be disputed by many. Furthermore, the history of control, such as past injustices related to conservation and unfulfilled promises, undermines the participation of certain social groups in resource control and benefit sharing. This also creates controversies in the practices of conservation, and fuels conflicts regarding the establishment of new protected areas. In spite of this, the fact that the representatives of the communities have been invited to the arenas where information is shared, and principles and conditions of forest control and benefit sharing are discussed and partly decided upon, has created expectations among the participants, and opened up opportunities for some of the local actors to enhance their own, and sometimes wider interests in relation to resource control and the related benefits. The local actors experiences of the previous government and other interventions strongly affect how they position themselves in relation to conservation interventions, and their responses and strategies. However, my findings also suggest, in a similar way to research conducted in some other protected areas, that the benefits of participation in conservation and resource control tend to accrue unevenly between different groups of local people, e.g. due to unequal access to information and differences in their initial resources and social position.

Molecular genetics of Meckel syndrome : Ciliary genes are defective in MKS

Meckel syndrome (MKS, MIM 249000) is a severe developmental disorder that leads to death already in utero or shortly after birth. MKS diagnosis can be established by a careful ultrasound examination already at 11-14 weeks of gestation. The main features of MKS are occipital meningoencephalocele, cystic kidney dysplasia and fibrotic changes of the liver. In addition, polydactyly is frequently reported in the cases. The aim of the study was to characterize the molecular and functional defects in MKS. In this study we were able to identify two major MKS mutations in Finnish population, which cover over 90% of the cases. The first mutation is a 29 bp intronic deletion in the MKS1 gene (c.1483-7_35del) that is found in 70% of the families and the second is a C>T substitution in the coding region of CC2D2A (c.1762C>T), that is found in 20% of the MKS families. Both of these mutations result in abnormal splicing. The discovery of the disease genes has revealed that MKS is caused by primary cilia dysfunction. MKS1 gene has a conserved B9 domain, and it is found in the predicted ciliary proteome. CC2D2A protein is also found in the predicted ciliary proteome and it has a Ca2+ binding domain. The number of genes behind MKS has increased rapidly in the past years and to date, mutations have been identified in five genes (MKS1, TMEM67/MKS3, CEP290/MKS4, RPGRIP1L/MKS5 and CC2D2A/MKS6). Identification of the disease genes mutations has also revealed that MKS is an allelic disorder with other syndromes with overlapping phenotypes. Disorders that are caused by primary cilia dysfunction are collectively known as ciliopathies. Sequence analysis of all the known MKS genes in Finnish and non-Finnish families available to us, where the mutation was still unknown, revealed mutations in 14 out of the 30 families included in the study. When we collected all the reported mutations in MKS genes in different syndromes we could see that there was clearly a genotype-syndrome correlation between the mutations and the syndromes, since the same pair of mutations has never been reported in different syndromes. The basic molecular events behind MKS will not only give us information of this syndrome, but also significant novel information on early fetal development in general.

Luonnonsuojelu arjessa : Maanomistajien näkemyksiä ja kokemuksia yksityismaiden tilapäisestä luonnonsuojelusta ja sen uudistumisen prosessista

Nature conservation in everyday life: Private landowners perceptions of and experiences on temporary nature conservation and its renewing process This study explores the legitimacy of official nature conservation of private lands. It describes how temporary nature conservation became a part of Finnish nature conservation policy and how forest owners perceived this tool and its usage. In addition, the study analyses forest owners' attitudes on official nature conservation. The study combines individual and official perspectives, and presents a nature conservation politics of everyday life. The theoretical background of the study is learning processes of environmentally responsible participation, and especially empowerment. Main methods in gathering the material for the study have been interviews and a survey. In the 1990 s, Finnish landowners opposed the implementation of nature conservation, especially conservation of shores and the establishment of the European-wide network of conservation areas (Natura 2000). After negative experiences on these conservation efforts, some private landowners were disempowered and some even rejected conservation completely. The Nature Conservation Act of 1996 launched an option to conserve nature officially for fixed time-periods. Use of such a policy tool did not immediately become a widely-used and appreciated conservation practice. During the following decade, however, it attracted remarkable attention within Finnish nature conservation policy discussions. The perspective of landowners began to be emphasised when local and regional organisations for nature conservation and forestry together defined the ideas of natural values trading. Later, the national governance process of the committee defining the Forest Biodiversity Programme for Southern Finland (METSO) institutionalised these ideas in one of its pilot projects. Landowners participated in the project of natural values trading by offering their forests for conservation, which reflects the increased acceptance and legitimacy of nature conservation on private forests. The central elements producing the legitimacy of natural values trading have been voluntariness, temporariness, and dialogue between nature conservation and forestry. Natural values trading analysed in the study is an example of new environmental policy instruments and its creation process represents governance in the implementation of nature conservation. It has increased the legitimacy of nature conservation policy of private forests in Finland. The results reveal the importance of participation and learning processes in the implementation of nature conservation policy, and the need to also pay attention to these processes in the future.

Innate immune system and adiponectin in diabetic nephropathy in type 1 diabetes

Introduction: The pathogenesis of diabetic nephropathy remains a matter of debate, although strong evidence suggests that it results from the interaction between susceptibility genes and the diabetic milieu. The true pathogenetic mechanism remains unknown, but a common denominator of micro- and macrovascular complications may exist. Some have suggested that low-grade inflammation and activation of the innate immune system might play a synergistic role in the pathogenesis of diabetic nephropathy. Aims of the study: The present studies were undertaken to investigate whether low-grade inflammation, mannan-binding lectin (MBL) and α-defensin play a role, together with adiponectin, in patients with type 1 diabetes and diabetic nephropathy. Subjects and methods: This study is part of the ongoing Finnish Diabetic Nephropathy Study (FinnDiane). The first four cross-sectional substudies of this thesis comprised 194 patients with type 1 diabetes divided into three groups (normo-, micro-, and macroalbuminuria) according to their albumin excretion rate (AER). The fifth substudy aimed to determine whether baseline serum adiponectin plays a role in the development and progression of diabetic nephropathy. This follow-up study included 1330 patients with type 1 diabetes and a mean follow-up period of five years. The patients were divided into three groups depending on their AER at baseline. As a measure of low-grade inflammation, highly sensitive CRP (hsCRP) and α-defensin were measured with radio-immunoassay, and interleukin-6 (IL-6) with high- sensitivity enzyme immuno-assay. Mannan-binding lectin and adiponectin were determined with time-resolved immunofluorometric assays. The progression of albuminuria from one stage to the other served as a measure of the progression of diabetic nephropathy. Results: Low-grade inflammatory markers, MBL, adiponectin, and α-defensin were all associated with diabetic nephropathy, whereas MBL, adiponectin, and α-defensin per se were unassociated with low-grade inflammatory markers. AER was the only clinical variable independently associated with hsCRP. AER, HDL-cholesterol and the duration of diabetes were independently associated with IL-6. HbA1c was the only variable independently associated with MBL. The estimated glomerular filtration rate (eGFR), AER, and waist-to-hip ratio were independently associated with adiponectin. Systolic blood pressure, HDL-cholesterol, total cholesterol, age, and eGFR were all independently associated with α-defensin. In patients with macroalbuminuria, progression to end-stage renal disease (ESRD) was associated with higher baseline adiponectin concentrations. Discussion and conclusions: Low-grade inflammation, MBL, adiponectin, and defensin were all associated with diabetic nephropathy in these cross-sectional studies. In contrast however, MBL, adiponectin, and defensin were not associated with low-grade inflammatory markers per se. Nor was defensin associated with MBL, which may suggest that these different players function in a coordinated fashion during the deleterious process of diabetic nephropathy. The question of what causes low-grade inflammation in patients with type 1 diabetes and diabetic nephropathy, however, remains unanswered. We could observe in our study that glycemic control, an atherosclerotic lipid profile, and waist-to-hip ratio (WHR) were associated with low-grade inflammation in the univariate analysis, although in the multivariate analysis, only AER, HDL-cholesterol, and the duration of diabetes, as a measure of glycemic load, proved to be independently associated with inflammation. Notably, all these factors are modifiable with changes in lifestyle and/or with a targeted medication. In the follow-up study, elevated serum adiponectin levels at baseline predicted the progression from macroalbuminuria to ESRD independently of renal function at baseline. This observation does not preclude adiponectin as a favorable factor during the process of diabetic nephropathy, since the rise in serum adiponectin concentrations may remain a mechanism by which the body compensates for the demands created by the diabetic milieu.

Molecular Characterization of Viruses Causing the Cassava Brown Streak Disease Epidemic in Eastern Africa

Cassava brown streak disease (CBSD) was described for the first time in Tanganyika (now Tanzania) about seven decades ago. Tanganyika (now Tanzania) about seven decades ago. It was endemic in the lowland areas of East Africa and inland parts of Malawi and caused by Cassava brown streak virus (CBSV; genus Ipomovirus; Potyviridae). However, in 1990s CBSD was observed at high altitude areas in Uganda. The causes for spread to new locations were not known.The present work was thus initiated to generate information on genetic variability, clarify the taxonomy of the virus or viruses associated with CBSD in Eastern Africa as well as to understand the evolutionary forces acting on their genes. It also sought to develop a molecular based diagnostic tool for detection of CBSD-associated virus isolates. Comparison of the CP-encoding sequences of CBSD-associated virus isolates collected from Uganda and north-western Tanzania in 2007 and the partial sequences available in Genbank revealed occurrence of two genetically distinct groups of isolates. Two isolates were selected to represent the two groups. The complete genomes of isolates MLB3 (TZ:Mlb3:07) and Kor6 (TZ:Kor6:08) obtained from North-Western (Kagera) and North-Eastern (Tanga) Tanzania, respectively, were sequenced. The genomes were 9069 and 8995 nucleotides (nt), respectively. They translated into polyproteins that were predicted to yield ten mature proteins after cleavage. Nine proteins were typical in the family Potyviridae, namely P1, P3, 6K1, CI, 6K2, VPg, NIa-Pro, NIb and CP, but the viruses did not contain HC-Pro. Interestingly, genomes of both isolates contained a Maf/HAM1-like sequence (HAM1h; 678 nucleotides, 25 kDa) recombined between the NIb and CP domains in the 3’-proximal part of the genomes. HAM1h was also identified in Euphorbia ringspot virus (EuRSV) whose sequence was in GenBank. The HAM1 gene is widely spread in both prokaryotes and eukaryotes. In yeast (Saccharomyces cerevisiae) it is known to be a nucleoside triphosphate (NTP) pyrophosphatase. Novel information was obtained on the structural variation at the N-termini of polyproteins of viruses in the genus Ipomovirus. Cucumber vein yellowing virus (CVYV) and Squash vein yellowing virus (SqVYV) contain a duplicated P1 (P1a and P1b) but lack the HC-Pro. On the other hand, Sweet potato mild mottle virus (SPMMV), has a single but large P1 and has HC-Pro. Both virus isolates (TZ:Mlb3:07 & TZ:Kor6:08) characterized in this study contained a single P1 and lacked the HC-Pro which indicates unique evolution in the family Potyviridae. Comparison of 12 complete genomes of CBSD-associated viruses which included two genomes characterized in this study, revealed genetic identity of 69.0–70.3% (nt) and amino acid (aa) identities of 73.6–74.4% at polyprotein level. Comparison was also made among 68 complete CP sequences, which indicated 69.0-70.3 and 73.6-74.4 % identity at nt and aa levels, respectively. The genetic variation was large enough for dermacation of CBSD-associated virus isolates into two distinct species. The name CBSV was retained for isolates that were related to CBSV isolates available in database whereas the new virus described for the first time in this study was named Ugandan cassava brown streak virus (UCBSV) by the International Committee on Virus Taxonomy (ICTV). The isolates TZ:Mlb3:07 and TZ:Kor6:08 belong to UCBSV and CBSV, respectively. The isolates of CBSV and UCBSV were 79.3-95.5% and 86.3-99.3 % identitical at nt level, respectively, suggesting more variation amongst CBSV isolates. The main sources of variation in plant viruses are mutations and recombination. Signals for recombination events were detected in 50% of isolates of each virus. Recombination events were detected in coding and non-coding (3’-UTR) sequences except in the 5’UTR and P3. There was no evidence for recombination between isolates of CBSV and UCBSV. The non-synonomous (dN) to synonomous (dS) nucleotide substitution ratio (ω) for the HAM1h and CP domains of both viruses were ≤ 0.184 suggesting that most sites of these proteins were evolving under strong purifying selection. However, there were individual amino acid sites that were submitted to adaptive evolution. For instance, adaptive evolution was detected in the HAM1h of UCBSV (n=15) where 12 aa sites were under positive selection (P< 0.05) but not in CBSV (n=12). The CP of CBSV (n=23) contained 12 aa sites (p<0.01) while only 5 aa sites in the CP gene of UCBSV were predicted to be submitted to positive selection pressure (p<0.01). The advantages offered by the aa sites under positive selection could not be established but occurrence of such sites in the terminal ends of UCBSV-HAMIh, for example, was interpreted as a requirement for proteolysis during polyprotein processing. Two different primer pairs that simultaneously detect UCBSV and CBSV isolates were developed in this study. They were used successfully to study distribution of CBSV, UCBSV and their mixed infections in Tanzania and Uganda. It was established that the two viruses co-infect cassava and that incidences of co-infection could be as high as 50% around Lake Victoria on the Tanzanian side. Furthermore, it was revealed for the first time that both UCBSV and CBSV were widely distributed in Eastern Africa. The primer pair was also used to confirm infection in a close relative of cassava, Manihot glaziovii (Müller Arg.) with CBSV. DNA barcoding of M. glaziovii was done by sequencing the matK gene. Two out of seven M. glaziovii from the coastal areas of Korogwe and Kibaha in north eastern Tanzania were shown to be infected by CBSV but not UCBSV isolates. Detection in M. glaziovii has an implication in control and management of CBSD as it is likely to serve as virus reservoir. This study has contributed to the understanding of evolution of CBSV and UCBSV, which cause CBSD epidemic in Eastern Africa. The detection tools developed in this work will be useful in plant breeding, verification of the phytosanitary status of materials in regional and international movement of germplasm, and in all diagnostic activities related to management of CBSD. Whereas there are still many issues to be resolved such as the function and biological significance of HAM1h and its origin, this work has laid a foundation upon which the studies on these aspects can be based.

Structure of Relativistic States

QCD factorization in the Bjorken limit allows to separate the long-distance physics from the hard subprocess. At leading twist, only one parton in each hadron is coherent with the hard subprocess. Higher twist effects increase as one of the active partons carries most of the longitudinal momentum of the hadron, x -> 1. In the Drell-Yan process \pi N -> \mu^- mu^+ + X, the polarization of the virtual photon is observed to change to longitudinal when the photon carries x_F > 0.6 of the pion. I define and study the Berger-Brodsky limit of Q^2 -> \infty with Q^2(1-x) fixed. A new kind of factorization holds in the Drell-Yan process in this limit, in which both pion valence quarks are coherent with the hard subprocess, the virtual photon is longitudinal rather than transverse, and the cross section is proportional to a multiparton distribution. Generalized parton distributions contain information on the longitudinal momentum and transverse position densities of partons in a hadron. Transverse charge densities are Fourier transforms of the electromagnetic form factors. I discuss the application of these methods to the QED electron, studying the form factors, charge densities and spin distributions of the leading order |e\gamma> Fock state in impact parameter and longitudinal momentum space. I show how the transverse shape of any virtual photon induced process, \gamma^*(q)+i -> f, may be measured. Qualitative arguments concerning the size of such transitions have been previously made in the literature, but without a precise analysis. Properly defined, the amplitudes and the cross section in impact parameter space provide information on the transverse shape of the transition process.

Lihan syömisen oikeudesta - Miksi kaupunginvaltuutetut riitelevät kasvisruokapäivästä?

Pro gradu tutkimuksessani tarkastellaan Helsingin, Espoon, Tampereen ja Jyväskylän kaupunginvaltuustoissa käytyjä kasvisruokapäiväkeskusteluja. Työn tavoitteena ja tarkoituksena on selvittää, mistä valtuustosaleissa käydyissä kasvisruokapäiväkeskusteluissa oikeastaan on kysymys. Minkä puolesta argumentoivat kasvisruokapäivän puolustajat ja mitä puolustavat kasvisruokapäivän vastustajat, jotka jyrkästi nousevat aloitetta vastaan? Kaupunginvaltuustoissa käydyt kasvisruokapäiväkeskustelut poikkeavat tavanomaisista valtuustokeskusteluista, sillä ne ovat sekavia ja poikkeuksellisen emotionaalisesti latautuneita. Keskustelun aikana syntyy voimakas ristiriita-asetelma, jossa osapuolet eivät ymmärrä toisiaan, vaan puhuvat toistensa ohi. Tutkimukseni tarkoituksena on ottaa selvää tämän omalaatuisen poliittisen keskustelun perimmäisestä luonteesta. Työn taustalla on kysymys lihan syönnin monimutkaisesta asemasta maailmassa, jossa ekologisuuden nimissä kuluttamista tulisi vähentää. Lihan syöntiä tulisi vähentää sen epäekologisuuden tähden, mutta miten saadaan kulutus laskuun tilanteessa, jossa lihan syönnistä on vasta vähän aikaa sitten tullut jokaisen suomalaisen perusoikeus. Pohdin työssäni ruoan ja syömisen asemaa nyky-yhteiskunnassa sekä erityisesti lihan monimerkityksisyyttä ja sen syömisen problemaattisuutta. Tutkimukseni osallistuu keskusteluun siitä, mitä tapahtuu, kun ekologisuuden nimissä kuluttajakansalaisten elämäntapoja saatetaan joutua rajoittamaan. Tarkastelen aineistoani hyödyntämällä Laurent Thévenot´n teoriaa kolmesta yhteisyyden kieliopista sekä Luc Boltanskin ja Laurent Thévenot´n teoriaa oikeuttamisen maailmoista. Teorioiden avulla selvitän, miten kasvisruokapäivän puolustajat ja vastustajat rakentavat argumenttinsa. Tutkimukseni tuloksena selviää, että kasvisruokapäivän puolustajat rakentavat yhteiselämää vetoamalla ekologiseen maailmaan, jolloin kommunikointi perustuu ajatukselle yhteisestä hyvästä. Sen sijaan kasvisruokapäivän vastustajat rakentavat argumenttinsa liberaalin kieliopin varaan, jolloin tavoitteena on oman edun saavuttaminen. Kasvisruokapäiväkeskustelussa kysymys on kulttuurisodasta, jossa törmäävät vaatimus yksilön valinnan vapaudesta ja vaatimus valinnan vapauden rajoittamisesta ympäristön hyvinvoinnin nimissä. Kysymys on hyvin perustavanlaatuisista lähtökohtaeroista, erilaisista ”pyhistä”, joiden yhteensovittaminen on vaikeaa. Keskustelussa syntyvä konflikti johtuu siitä, että ekologinen pakko on niin merkittävällä tavalla ristiriidassa klassisten länsimaisten vapausoikeuksien kanssa. Tutkimuksen analyysiosassa pyrin selvittämään, miten nämä keskenään ristiriitaiset arvolähtökohdat ovat syntyneet. Tutkimukseni lopuksi kysyn, voivatko tällaiset ”kulttuurisodat” yleistyä ja paisua, jos ekologinen paine kasvaa ja markkinavoimat jatkavat voittokulkuaan.

Kannan, kasvatusympäristön ja ehdollistamisen vaikutus lohenpoikasten pedonvälttämiskäyttäytymiseen

Istutetut kalat selviävät luonnonoloissa usein huomattavasti luonnossa kasvaneita lajikumppaneitaan heikommin. Laitosten kasvatusaltaissa kasvavilla kaloilla ei ole ennen istutusta tarvetta oppia luonnossa välttämättömiä taitoja. Jos istutuskalat ovat sukupolvi sukupolven jälkeen laitoskalojen jälkeläisiä, voi myös kalojen perimä laitostua, kun perimään kertyy luonnossa selviytymisen kannalta haitallisia ja laitosoloissa hyödyllisiä ominaisuuksia. Suomessa hyvä esimerkkilaji istutuskaloista ja niiden ongelmista on lohi (Salmo salar). Yksi istutusten tuloksellisuudelle merkityksellisistä kalojen taidoista on pedonvälttämiskäyttäytyminen eli se, kuinka hyvin kalat välttävät saaliksi jäämistä. Sekä laitosoloissa kasvamisen että perimän laitostumisen on todettu voivan muuttaa kalojen pedonvälttämiskäyttäytymiseen liittyviä käyttäytymispiirteitä. On myös saatu näyttöä perimältään laitostuneiden kalojen luonnonkantaisia kaloja suuremmasta riskistä jäädä petojen saaliiksi. Luonnonkalojen ja laitoskalojen väliset erot sopeutuvuudessa luonnonoloihin ovat poikineet runsaasti tutkimuksia, joissa on selvitetty, miten laitoskalojen pedonvälttämiskäyttäytyminen saataisiin muistuttamaan enemmän luonnonkalojen käyttäytymistä. Tärkeimpiä samankaltaistamiskeinoja ovat laitosten kasvatusaltaiden muuttaminen virikkeellisiksi eli enemmän luonnonoloja vastaaviksi ja laitoskalojen kouluttaminen ennen istutusta. Tutkin kokeissani perimän laitostumisen, virikkeellisen kasvatusympäristön ja klassisen ehdollistamisen vaikutuksia yksivuotiaiden lohenpoikasten pedonvälttämiskäyttäytymiseen. Käytössäni oli Simojoen populaation lohenpoikasia neljästä eri kanta-kasvatusympäristö-käsittelystä: perinteisissä kasvatusaltaissa kasvatettuja luonnonkannan kaloja, virikkeellisissä kasvatusaltaissa kasvatettuja luonnonkannan kaloja, perinteisissä kasvatusaltaissa kasvatettuja laitostuneen kannan kaloja ja virikkeellisissä kasvatusaltaissa kasvatettuja laitostuneen kannan kaloja. Ensimmäisessä kokeessani vertailin eri käsittelyjen kalojen poistumisnopeutta ns. lähtölaatikosta sekä uintikäyttäytymistä kaukalossa, jossa ne eivät olleet aiemmin olleet. Toisessa kokeessa tarkkailin, miten ns. hälyaine vaikutti rohkeuskokeessa olleiden kalojen käyttäytymiseen, kun niitä uitettiin uudestaan samoissa kaukaloissa. Kolmannessa kokeessa ehdollistin molempien laitoskantaisten käsittelyjen kaloja hauen hajulle hälyaineen avulla. Ehdollistamisen jälkeen tarkkailin, kuinka poikaset käyttäytyvät kaukaloissa, joihin johdettiin hauen hajua. Tein myös selviytymiskokeen, jossa vapautin saman ehdollistamiskäsittelyn läpikäyneitä kaloja altaisiin, joissa hauet saivat saalistaa poikasia ja joihin oli kasattu poikasille suojapaikaksi kiviröykkiö. Odotin luonnonkantaisten, virikkeellisesti kasvatettujen ja ehdollistettujen kalojen olevan muita varovaisempia ja hauilta paremmin selviytyviä. Virikkeellinen kasvatus lisäsi monella käyttäytymismuuttujalla mitattuna kalojen varovaisuutta tai arkuutta. Joillain muuttujilla mitattuna virikkeellisyys vaikutti varovaisuutta tai arkuutta lisäten vain luonnonkantaisiin kaloihin Siten myös kalan kannalla oli merkitystä. Yhdessä käyttäytymismuuttujassa kannalla oli lisäksi kasvatusympäristöstä riippumatonkin vaikutus. Hälyaine vaikutti kaloihin lähinnä niiden liikkumista vähentäen. Ehdollistamisen vaikutus kaukalomuuttujiin riippui kasvatusympäristöstä: ehdollistaminen lisäsi virikkeellisissä oloissa kasvatettujen ja vähensi tavallisissa altaissa kasvatettujen uimista. Ehdollistamisella tai kasvatusympäristöllä ei ollut vaikutusta kalojen selviytymiseen haukien saalistukselta. Tulokset herättivät myös mahdollisia uusia tutkimuskysymyksiä. Tulosten perusteella voin sanoa, että kasvatuksessa käytetyt yksinkertaiset ja edulliset virikkeet ja ehdollistamismenetelmät voivat vaikuttaa kalojen käyttäytymiseen muuttamalla sitä varovaisemmaksi ja sopeutuvammaksi eli mahdollisesti joiltain osin luonnonmukaisemmaksi tai luonnossa selviytymistä auttavaksi. Erot virikkeellisen kasvatuksen vaikutuksissa luonnonkantaisiin ja laitoskantaisiin kaloihin voivat kertoa siitä, kuinka tärkeää oli, että kokeissa oli mukana molempien kantojen kaloja. Tulosten soveltamismahdollisuudet ovat lupaavat, koska tämä oli yksi ensimmäisistä koejärjestelyistä, joissa virikkeellistettyjen kasvatusaltaiden kalatiheydet olivat samaa luokkaa kuin kalankasvatuslaitoksissa tavallisesti käytetyt tiheydet.

Strategic Sales Process Adaptation: Relationship Orientation of the Sales Process in a Business-to-Business Context

Although previous research has recognised adaptation as a central aspect in relationships, the adaptation of the sales process to the buying process has not been studied. Furthermore, the linking of relationship orientation as mindset with adaptation as a strategy and forming the means has not been elaborated upon in previous research. Adaptation in the context of relationships has mostly been studied in relationship marketing. In sales and sales management research, adaptation has been studied with reference to personal selling. This study focuses on adaptation of the sales process to strategically match it to the buyer’s mindset and buying process. The purpose of this study is to develop a framework for strategic adaptation of the seller’s sales process to match the buyer’s buying process in a business-to-business context to make sales processes more relationship oriented. In order to arrive at a holistic view of adaptation of the sales process during relationship initiation, both the seller and buyer are included in an extensive case analysed in the study. However, the selected perspective is primarily that of the seller, and the level focused on is that of the sales process. The epistemological perspective adopted is constructivism. The study is a qualitative one applying a retrospective case study, where the main sources of information are in-depth semi-structured interviews with key informants representing the counterparts at the seller and the buyer in the software development and telecommunications industries. The main theoretical contributions of this research involve targeting a new area in the crossroads of relationship marketing, sales and sales management, and buying and purchasing by studying adaptation in a business-to-business context from a new perspective. Primarily, this study contributes to research in sales and sales management with reference to relationship orientation and strategic sales process adaptation. This research fills three research gaps. Firstly, linking the relationship orientation mindset with adaptation as strategy. Secondly, extending adaptation in sales from adaptation in selling to strategic adaptation of the sales process. Thirdly, extending adaptation to include facilitation of adaptation. The approach applied in the study, systematic combining, is characterised by continuously moving back and forth between theory and empirical data. The framework that emerges, in which linking mindset with strategy with mindset and means forms a central aspect, includes three layers: purchasing portfolio, seller-buyer relationship orientation, and strategic sales process adaptation. Linking the three layers enables an analysis of where sales process adaptation can make a contribution. Furthermore, implications for managerial use are demonstrated, for example how sellers can avoid the ‘trap’ of ad-hoc adaptation. This includes involving the company, embracing the buyer’s purchasing portfolio, understanding the current position that the seller has in this portfolio, and possibly educating the buyer about advantages of adopting a relationship-oriented approach.