Benefits of sales force automation to salespeople and to their customers in business-to-business markets

This study applied qualitative case study method for solving what kind of benefits salespeople and their customers perceived to gain when sales reps used a specific sales force automation tool, that defined the values and identified segment that best fit to each customer. The data consisting of four interviews was collected using semi-structured individual method and analyzed with thematic analysis technique. The analysis revealed five salespeople perceived benefits and four customer perceived benefits. Salespeople perceived benefits were improvements in customer knowledge, guidance of sales operations, salesperson-customer relationship building, time management and growing performance. Customer perceived benefits were information transmission, improved customer service, customer-salesperson relationship building and development of operations, which of the last was found as a new previously unrecognized customer benefit.

Hiljaisen tiedon siirtäminen Palveluyritys Oy:n Helsingin myyntiosastolla myyntipäällikön näkökulmasta

Tiivistelmä Tekijä: Antti Korkki Tutkielman nimi: Hiljaisen tiedon siirtäminen Palveluyritys Oy:n Helsingin myyntiosastolla myyntipäällikön näkökulmasta Tiedekunta: Kauppatieteellinen tiedekunta Maisteriohjelma: Tietojohtaminen Vuosi: 2014 Pro gradu –tutkielma: Lappeenrannan teknillinen yliopisto 88 sivua, 20 kuvaa ja yksi taulukko Tarkastajat: Professori Markku Ikävalko Tutkijatohtori Anna-Maija Nisula Hakusanat: Hiljainen tieto, tiedon jakaminen ja osaaminen Kiristynyt kilpailutilanne kuljetusalalla pakottaa alan yritykset etsimään uusia keinoja strategisen kilpailuedun saavuttamiseksi. Palvelualan yritykselle merkittävin kilpailukeino on palvelun laadulla kilpaileminen ja korkean laadun saavuttamiseksi on tärkeää, että oikea tieto on oikeassa paikassa oikeaan aikaan. Tämä tarkoittaa käytännössä reaaliaikaisten tiedon siirtämisen menetelmien käyttämistä. Tämän tutkimuksen tarkoituksena on selvittää Palveluyritys Oy:n Helsingin myyntiosaston tiedon siirtämisen foorumien nykytilanne myyntipäällikön näkökulmasta. Lisäksi tutkimuksella etsitään keinoja tehostaa hiljaisen tiedon siirtämistä Palveluyritys Oy:n Helsingin myyntiosastolla. Tutkimuksessa käytetään laadullista tutkimusmenetelmää ja teoriaohjaavaa sisällön analyysiä.

Minimizing Circulating Current in Parallel-Connected Photovoltaic Inverters

Parallel-connected photovoltaic inverters are required in large solar plants where it is not economically or technically reasonable to use a single inverter. Currently, parallel inverters require individual isolating transformers to cut the path for the circulating current. In this doctoral dissertation, the problem is approached by attempting to minimize the generated circulating current. The circulating current is a function of the generated common-mode voltages of the parallel inverters and can be minimized by synchronizing the inverters. The synchronization has previously been achieved by a communication link. However, in photovoltaic systems the inverters may be located far apart from each other. Thus, a control free of communication is desired. It is shown in this doctoral dissertation that the circulating current can also be obtained by a common-mode voltage measurement. A control method based on a short-time switching frequency transition is developed and tested with an actual photovoltaic environment of two parallel inverters connected to two 5 kW solar arrays. Controls based on the measurement of the circulating current and the common-mode voltage are generated and tested. A communication-free method of controlling the circulating current between parallelconnected inverters is developed and verified.

Unraveling the functional divergence of membrane-bound pyrophosphatases

Inorganic pyrophosphatases (PPases) are enzymes that hydrolyze pyrophosphate (PPi)which is produced as a byproduct in many important growth related processes e.g. in the biosynthesis of DNA, proteins and lipids. PPases can be either soluble or membranebound. Membrane-bound PPases (mPPases) are ion transporters that couple the energy released during PPi hydrolysis to Na+ or H+ transport. When I started the project, only three Na+-transporting mPPases were known to exist. In this study, I aimed to confirm if Na+-transport is a common function of mPPases. Furthermore, the amino acid residues responsible for determining the transporter specificity were unknown. I constructed a phylogenetic tree for mPPases and selected the representative bacterial and archaeal mPPases to be investigated. I expressed different prokaryotic mPPases in Escherichia coli, isolated these as inverted membrane vesicles and characterized their functions. In the first project I identified four new Na+-PPases, two K+-dependent H+-PPases and one K+-independent mPPase. The residues determining the transporter specificity were identified by site-directed mutagenesis. I showed that the conserved glutamate residues are important for specificity, though are not the only residues that influence it. This research clarified the ion transport specificities throughout the mPPase phylogenetic tree, and revealed that Na+ transport is a widespread function of mPPases. In addition, it became clear that the transporter specificity can be predicted from the amino acid sequence in combination with a phylogenetic analysis. In the second project, I identified a novel class of mPPases, which is capable of transporting both Na+ and H+ ions and is mainly found in bacteria of the human gastrointestinal tract. The physiological role of these novel enzymes may be to help the bacteria survive in the demanding conditions of the host. In the third project, I characterized the Chlorobium limicola Na+-PPase and found that this and related mPPases are able to transport H+ ions at subphysiological Na+ concentrations. In addition, the H+-transport activity was shown to be a common function of all studied Na+-PPases at low Na+ concentrations. I observed that mutating gate-lysine to asparagine eliminated the H+ but not the Na+ ion transport function, indicating the important role of the residue in the transport of H+. In the fourth project, I characterized the unknown and evolutionary divergent mPPase clade of the phylogenetic tree. The enzymes belonging to this clade are able to transport H+ ions and, based on their sequence, were expected to be K+- and Na+-independent. The sequences of membrane-bound PPase are usually highly conserved, but the enzymes belonging to this clade are more divergent and usually contain 100−150 extra amino acid residues compared to other known mPPases. Despite the vast sequence differences, these mPPases have the full set of important residues and, surprisingly, are regulated by Na+ and K+ ions. These enzymes are mainly of bacterial origin.

Virtuaaliprototyypin käyttö roottorin dynamiikan analysoinnissa

Työn tavoitteena oli selvittää kaupallisen dynamiikansimulointiohjelmiston so-veltuvuus roottoridynamiikan analysointiin. Työssä keskityttiin erityisesti rootto-rin dynamiikkaan vaikuttavien epäideaalisuuksien mallintamiseen. Simulointitu-losten tarkkuutta selvitettiin mittauksilla. Lisäksi vertailtiin yleiskäyttöisen dyna-miikan simulointiohjelmiston ja roottoridynamiikan erikoisohjelmiston teoriaa. Tutkittava roottori oli paperikoneen putkitela. Telan joustavuus kuvattiin ele-menttimenetelmällä ratkaistujen moodien avulla. Elementtimallissa huomioitiin telan vaipan seinämänpaksuusvaihtelu, joka vaikuttaa telan massa- ja jäykkyysja-kaumaan. Dynamiikkaohjelmistossa mallinnettiin telan tuennasta tulevat herätteet. Dynamiikkaohjelmistona käytettiin ADAMS:ia ja FEM-ohjelmana ANSYS:stä. Tuloksista havaittiin käytetyn menetelmän soveltuvan roottoridynamiikan ana-lysointiin ja roottorin epäideaalisuuksien mallintamiseen. Simulointimallilla saa-tiin esille murtolukukriittiset pyörimisnopeudet ja telan kriittinen pyörimisnopeus vastasi hyvin mittaustuloksia.

Carbon pricing and its effect on company profitability

In order to reach the 2°C climate target, the carbon price should rise significantly in order for it to be financially rewarding for companies to reduce their emissions. This research aims to find how a significant increase in the carbon price would affect the profitability of companies. Prior research has not found consensus on how regulatory policies affect companies. This research looks at profitability factors of carbon pricing through a mix of related issues such as the carbon risk, carbon pricing mechanisms and cost pass-through of additional costs. The research is quantitative and examines financial data and emissions data regarding scope 1 and scope 2 emissions on 328 European companies. The data analysis method utilised is a sensitivity analysis conducted as a scenario analysis. Different price increases and cost pass-through rates are tested to see how company profitability is affected. As the companies are distributed between 9 sectors and 53 industries, the results vary. The industries that are found to be affected by an increase in carbon pricing show drastic negative changes in profitability. The results complement prior research identifying the most carbon-intensive industries, but also provide some new insights on industries that may be affected by carbon pricing. Industries related to manufacturing, electricity and energy are partly significantly impacted, but also industries related to tourism and food show potential signs of impact when an increased carbon price is introduced.