Conceptual model for decomposing the value for the customer

Value has been defined in different theoretical contexts as need, desire, interest, standard /criteria, beliefs, attitudes, and preferences. The creation of value is key to any business, and any business activity is about exchanging some tangible and/or intangible good or service and having its value accepted and rewarded by customers or clients, either inside the enterprise or collaborative network or outside. “Perhaps surprising then is that firms often do not know how to define value, or how to measure it” (Anderson and Narus, 1998 cited by [1]). Woodruff echoed that we need “richer customer value theory” for providing an “important tool for locking onto the critical things that managers need to know”. In addition, he emphasized, “we need customer value theory that delves deeply into customer’s world of product use in their situations” [2]. In this sense, we proposed and validated a novel “Conceptual Model for Decomposing the Value for the Customer”. To this end, we were aware that time has a direct impact on customer perceived value, and the suppliers’ and customers’ perceptions change from the pre-purchase to the post-purchase phases, causing some uncertainty and doubts.We wanted to break down value into all its components, as well as every built and used assets (both endogenous and/or exogenous perspectives). This component analysis was then transposed into a mathematical formulation using the Fuzzy Analytic Hierarchy Process (AHP), so that the uncertainty and vagueness of value perceptions could be embedded in this model that relates used and built assets in the tangible and intangible deliverable exchange among the involved parties, with their actual value perceptions.

A Quantitative Model for Decomposing & Assessing the Value for the Customer

The research presented in this paper proposes a novel quantitative model for decomposing and assessing the Value for the Customer. The proposed approach builds on the different dimensions of the Value Network analysis proposed by Verna Allee having as background the concept of Value for the Customer proposed by Woodall. In this context, the Value for the Customer is modelled as a relationship established between the exchanged deliverables and a combination of tangible and intangible assets projected into their endogenous or exogenous dimensions. The Value Network Analysis of the deliverables exchange enables an in-depth understanding of this frontier and the implicit modelling of co-creation scenarios. The proposed Conceptual Model for Decomposing Value for the Customer combines several concepts: from the marketing area we have the concept of Value for the Customer; from the area of intellectual capital the concept of Value Network Analysis; from the collaborative networks area we have the perspective of the enterprise life cycle and the endogenous and exogenous perspectives; at last, the proposed model is supported by a mathematical formal description that stems from the area of Multi-Criteria Decision Making. The whole concept is illustrated in the context of a case study of an enterprise in the footwear industry (Pontechem). The merits of this approach seem evident from the contact with Pontechem as it provides a structured approach for the enterprises to assess the adequacy of their value proposition to the client/customer needs and how these relate to their endogenous and/or exogenous tangible or intangible assets. The proposed model, as a tool, may therefore be a useful instrument in supporting the commercialisation of new products and/or services.

Investigações hidrogeológicas da sondagem CC3 do aquífero termomineral de Chaves: implicações para o modelo conceptual

O presente estudo centra‐se na conceptualização de pormenor do modelo de circulação do aquífero termomineral de Chaves na sua zona de descarga no campo hidromineral e geotérmico de Chaves (Norte de Portugal). Para tal, utilizam‐se as informações resultantes da bibliografia disponível, da construção das captações de água termomineral AC1 e AC2, já existentes, e, principalmente, as informações obtidas a partir dos trabalhos de pesquisa, prospecção e construção da captação CC3, obra desenvolvida no ano de 2014 para reforço de caudal das Caldas de Chaves. Incidindo fundamentalmente na análise de perfis geofísicos, de parâmetros de perfuração, “cuttings” e diagrafias diferidas inerentes à sondagem de pesquisa CC3, e da sua posterior transformação em captação, integrando‐se posteriormente toda a informação daí resultante, o estudo culmina na apresentação de um modelo conceptual de pormenor para a circulação de águas tipo “Chaves” na zona de descarga que permite, com considerável robustez, à luz dos dados conhecidos à presente data, o melhor conhecimento do aquífero para futuros projectos de desenvolvimento dos recursos hidrominerais e geotérmicos de Chaves.

A novel framework for modeling value for the customer, an essay on negotiation

This paper proposes a novel framework for modelling the Value for the Customer, the so-called the Conceptual Model for Decomposing Value for the Customer (CMDVC). This conceptual model is first validated through an exploratory case study where the authors validate both the proposed constructs of the model and their relations. In a second step the authors propose a mathematical formulation for the CMDVC as well as a computational method. This has enabled the final quantitative discussion of how the CMDVC can be applied and used in the enterprise environment, and the final validation by the people in the enterprise. Along this research, we were able to confirm that the results of this novel quantitative approach to model the Value for the Customer is consistent with the company's empirical experience. The paper further discusses the merits and limitations of this approach, proposing that the model is likely to bring value to support not only the contract preparation at an Ex-Ante Negotiation Phase, as demonstrated, but also along the actual negotiation process, as finally confirmed by an enterprise testimonial.

Determinantes à receptividade ao bluetooth marketing pelo consumidor português

Dissertação de Mestrado apresentada ao Instituto Superior de Contabilidade e Administração do Porto para a obtenção do grau de Mestre em Marketing Digital, sob orientação do Mestre Paulo Gonçalves e da Doutora Madalena Vilas Boas Esta versão não contém as críticas e sugestões dos elementos do júri

Determinants of frailty: the added value of assessing medication

This study aims to analyze which determinants predict frailty in general and each frailty domain (physical, psychological, and social), considering the integral conceptual model of frailty, and particularly to examine the contribution of medication in this prediction. A cross-sectional study was designed using a non-probabilistic sample of 252 community-dwelling elderly from three Portuguese cities. Frailty and determinants of frailty were assessed with the Tilburg Frailty Indicator. The amount and type of different daily-consumed medication were also examined. Hierarchical regression analysis were conducted. The mean age of the participants was 79.2 years (±7.3), and most of them were women (75.8%), widowed (55.6%) and with a low educational level (0–4 years: 63.9%). In this study, determinants explained 46% of the variance of total frailty, and 39.8, 25.3, and 27.7% of physical, psychological, and social frailty respectively. Age, gender, income, death of a loved one in the past year, lifestyle, satisfaction with living environment and self-reported comorbidity predicted total frailty, while each frailty domain was associated with a different set of determinants. The number of daily-consumed drugs was independently associated with physical frailty, and the consumption of medication for the cardiovascular system and for the blood and blood-forming organs explained part of the variance of total and physical frailty. The adverse effects of polymedication and its direct link with the level of comorbidities could explain the independent contribution of the amount of prescribed drugs to frailty prediction. On the other hand, findings in regard to medication type provide further evidence of the association of frailty with cardiovascular risk. In the present study, a significant part of frailty was predicted, and the different contributions of each determinant to frailty domains highlight the relevance of the integral model of frailty. The added value of a simple assessment of medication was considerable, and it should be taken into account for effective identification of frailty.

Evolução hidrogeoquímica das águas sulfúreas de Entre-os-Rios: avaliação preliminar

O principal objectivo desta dissertação foi avaliar a evolução hidrogeoquímica das águas minerais de Entre‐os‐Rios, para uma melhor compreensão do modelo hidrogeológico conceptual deste sistema hidromineral. Desta forma, foram coligidos diversos dados hidroquímicos, quer das nascentes clássicas (Torre, Curveira, Ardias, Arcos Esquerda e Arcos Direita), quer do furo Barbeitos. Foram compiladas e analisadas oitenta análises hidroquímicas no período 1938‐2012, incluindo características organolépticas (cheiro, cor e turbidez), diversas propriedades físico-químicas (temperatura, pH, condutividade eléctrica, sulfuração, etc), os principais catiões e aniões (bicarbonato, fluoreto, sódio, lítio, etc) e os elementos vestigiários (chumbo, tungsténio, boro, etc). Além disso, foram integrados os dados históricos disponíveis de finais do século XIX e inícios do século XX. Foram igualmente reunidos e discutidos alguns dados isotópicos (oxigénio‐18, deutério e trítio). O recurso hidromineral de Entre‐os‐Rios está condicionado pela litologia e pelas condições tectónicas. As análises químicas revelaram que as águas minerais de Entre‐os‐Rios apresentam uma estabilidade química nos últimos 100 anos. Estas águas são orto‐ a hipertermais, fracamente mineralizadas, de reacção alcalina, sulfídricas, bicarbonatadas sódicas, carbonatadas e muito fluoretadas. Estas características são claramente distintas das águas normais da região. As águas de Entre‐os‐Rios são muito semelhantes às águas minerais de S. Vicente e, em diversos parâmetros, bastante diferentes das águas minerais das Caldas da Saúde. Os dados isotópicos permitiram concluir que as águas de Entre‐os‐Rios têm uma origem meteórica, com um tempo de residência longo no sistema aquífero, e que são, muito provavelmente, submodernas, com uma recarga anterior a 1952. Na região de Entre‐os‐Rios coexistem três sistemas aquíferos, um sistema granítico superficial, livre e um sistema livre a semi‐confinado, ambos com circulação de águas normais, e um sistema aquífero granítico, profundo, confinado, com circulação de água mineral.

Determining the receptivity to the bluetooth marketing by the portuguese consumer

With increasing technological innovation, the concept of marketing and its applications become more functional and wide. Today, we witness a steady growth in the development of mobile marketing campaigns, i.e., marketing campaigns targeting mobile devices (mobile phones, Smartphones, PDAs, tablets). Among the several mobile technologies available (Bluetooth networks, Wi-Fi, WAP, SMS service, MMS), Bluetooth seems to have the biggest potential for the least invasive consumer mobile marketing strategy. This study seeks to answer the question "what factors may motivate the Portuguese consumer to accept Bluetooth marketing?.“ We propose a conceptual model capable of investigating the relationships between the several responsiveness factors to Bluetooth marketing. The development of a set of hypotheses supported by an online questionnaire to a valid sample of 755 participants, demonstrates that there is a relationship between factors such as expanded knowledge of the technology, and Bluetooth marketing receptivity. Additionally, we find that the information value of mobile advertising messages, such as entertainment value and personalization, relates well to responsiveness. The ability to accept/dismiss promotional messages sent to mobile phones and other safety features also correlated well with Bluetooth marketing receptivity.

Análise das determinantes à receptividade ao bluetooth marketing pelo consumidor português – um estudo empírico

With the increasing technological innovation, the concept of marketing and its applications become more functional and wide. Today is visible the development of mobile marketing campaigns, ie marketing campaigns for mobile devices (mobile phones, smartphones, PDAs, tablets). Taking advantage of mobile devices services (bluetooth networks, Wi-Fi, WAP, SMS service, MMS) as a vehicle to approach and communicate with consumers, bluetooth technology is a potential way of mobile marketing to become increasingly less invasive to consumers. This study seeks to answer the question "what factors may motivate the Portuguese consumer to adopt the bluetooth marketing?". According to the literature review on the concept of mobile marketing, bluetooth marketing and consumer behaviour theories, we propose a conceptual model capable of investigating the relationships between the determinants of responsiveness to bluetooth marketing. The empirical study developed from a set of hypotheses and implementation of an online questionnaire to a sample of 755 respondents, demonstrated that there is a relationship between factors such as, technology ease of use, file exchanging and influence of peers, and the receptivity to bluetooth marketing. Also information value of mobile advertising messages, such as entertainment and personalization relates to responsiveness. The consumer’s perceived control over mobile promotional messages and the safety features of the technology, also showed a positive relationship with the receptivity to bluetooth marketing.

Impact of Supplier Management Strategies on the Organizational Performance of ISO 9001 Certified Organizations

Purpose: The purpose of this article is to discuss the impact of Supplier orientation and the resulting Supply Chain Management (SCM) approach, on the organizational performance of ISO 9001 Quality Management Systems certified organizations. Methodology/Approach: Following a literature review, a full structural conceptual model was proposed. An online survey was administered to managers of Portuguese organizations with certified ISO 9001 Quality Management Systems. Descriptive Statistics and Structural Model Equations were used to validate the proposed conceptual model. Findings: There are positive relationships between Organization Strategy and Supplier Orientation, between Supplier Orientation and Stakeholders Satisfaction, and between Stakeholders Satisfaction and Organizational Performance Orientation, supporting ISO 9001:2015. These findings provide insights that supplier orientation, mediated by stakeholder satisfaction, is an essential tool for organizational competitive sustainable advantage. Research Limitation/implication: The analysis was based on managers of ISO 9001 certified organizations perceptions, so additional studies with actual data and longitudinal studies should be useful for further validation. Originality/Value of paper: The importance of the overall organizational ecosystem is highlighted with potential impact on the more than 1 Million ISO 9001 organizations certified worldwide and in their suppliers.

Delineating environmental groundwater vulnerability and protection zones mapping in fractured rock masses

Hard‐rock watersheds commonly exhibit complex geological bedrock and morphological features. Hydromineral resources have relevant economic value for the thermal spas industry. The present study aims to develop a groundwater vulnerability approach in Caldas da Cavaca hydromineral system (Aguiar da Beira, Central Portugal) which has a thermal tradition that dates back to the late 19th century, and contribute to a better understanding of the hydrogeological conceptual site model. In this work different layers were overlaid, generating several thematic maps to arrive at an integrated framework of several key‐sectors in Caldas da Cavaca site. Thus, to accomplish a comprehensive analysis and conceptualization of the site, a multi‐technical approach was used, such as, field and laboratory techniques, where several data was collected, like geotectonics, hydrology and hydrogeology, hydrogeomorphology, hydrogeophysical and hydrogeomechanical zoning aiming the application of the so‐called DISCO method. All these techniques were successfully performed and a groundwater vulnerability to contamination assessment, based on GOD‐S, DRASTIC‐Fm, SINTACS, SI and DISCO indexes methodology, was delineated. Geographical Information Systems (GIS) technology was on the basis to organise and integrate the geodatabases and to produce all the thematic maps. This multi‐technical approach highlights the importance of groundwater vulnerability to contamination mapping as a tool to support hydrogeological conceptualisation, contributing to better decision‐making of water resources management and sustainability.

Tecnologias Multimédia no Apoio ao Ensino da Assistência Pré-Hospitalar

Vivemos num mundo em constante mudança, onde a evolução tecnológica está cada vez mais presente no nosso quotidiano e as suas influências são inúmeras nas nossas vidas. Por outro lado, a vida humana é algo extremamente valioso e único pelo que a sociedade, também nessa área, tem procurado evoluir e dotar-se de novos meios e mecanismos de atuação, que possibilitem um socorro rápido e adequado em situações que possam em algum momento pôr em perigo a vida do ser humano. Pretendemos com o presente estudo, correlacionar estas duas vertentes, a do socorro á vítima para apoio á vida humana e a tecnologia no sentido de contribuir para uma formação mais distribuída mas ao mesmo tempo capaz de transmitir conhecimentos necessários á formação dos que socorrem. Para o efeito, planeamos o desenvolvimento de um Objeto de Aprendizagem (OA) denominado CiTAT (Curso Interativo de Tripulante de Ambulância de Transporte) que tem como objetivo acrescentar valor a todos os que são obrigados a frequentar o curso em regime presencial de Tripulante de Ambulância de Transporte (TAT). Após uma fase de análise do estado da arte relacionada com este tipo de formação, e após termos percebido como funciona e que tipos de recursos utilizam, analisámos temas relacionados com este tipo de formação como o “Sistema Integrado de Emergência Médica” o “Exame á Vítima”, o “Suporte Básico de Vida” e as “Emergências de Trauma”. Percebemos que a mudança de paradigma de formação das pessoas passou a ter novas formas de distribuir conhecimento em formato digital e que proporciona aos formandos um ensino distribuído em formatos de e-learning ou de b-learning. Os Objetos de Aprendizagem (OA) parecem assumir um relevo especial no ensino da área da saúde, abordando áreas temáticas e proporcionando aos seus utilizadores mecanismos de autoavaliação após a visualização dos conteúdos pedagógicos. Após o desenho do modelo concetual do CiTAT, avançamos para a produção de recursos necessários para a sua integração no OA. Após uma fase de testes e ajustes, avançamos para a sua avaliação final por parte dos utilizadores e preparamos um questionário para aferir o potencial de utilização deste tipo de soluções no ensino de TAT, atendendo ao facto de ser uma formação obrigatória e cuja recertificação é feita de três em três anos. O passo final foi a sua distribuição ao nível global, sendo o CiTAT catalogado com metadados e colocado no repositório MERLOT.

Multi-agent based electricity market simulator with VPP: Conceptual and implementation issues

This paper presents a new architecture for the MASCEM, a multi-agent electricity market simulator. This is implemented in a Prolog which is integrated in the JAVA program by using the LPA Win-Prolog Intelligence Server (IS) provides a DLL interface between Win-Prolog and other applications. This paper mainly focus on the MASCEM ability to provide the means to model and simulate Virtual Power Producers (VPP). VPPs are represented as a coalition of agents, with specific characteristics and goals. VPPs can reinforce the importance of these generation technologies making them valuable in electricity markets.

Demand response in future power systems management – a conceptual framework and simulation tool

Mestrado em Engenharia Electrotécnica – Sistemas Eléctricos de Energia