Enhancing Collaboration Between Marketing and Sales

Researchers’ interest toward cross-functional relationships has increased over the last decades, indicating the importance of collaboration of different functions. However, marketing-sales relationship has started to interest researchers only recently, even though collaboration between these functions is critical for companies’ success and customer satisfaction. The purpose of this study is to examine how collaboration between marketing and sales can be enhanced, and thus explore marketing-sales relationship and factors influencing on the collaboration between these functions. Literature review of this study draws together relevant literature and research concerning the topic. Empirical part explores marketing-sales relationships in a b-to-b company. The empirical research was conducted through six semi-structured interviews. Interviewees represented three different departments - each department’s marketing and sales manager were interviewed. All the interviewees considered that marketing-sales collaboration within the company should be improved. In the analysis certain factors impeding as well as facilitating the collaboration were recognized. Based on these, and lack of facilitating factors, the marketing-sales relationships within the company were defined as aligned relationships. Consequently, marketing-sales collaboration should be enhanced in all the departments by strengthening the facilitative elements. This study provides an overall view on marketing-sales collaboration, its elements and relationship types. Based on this study one can understand factors influencing on the marketing-sales collaboration and recognize the types of marketing-sales relationship.

Interactions between genes and alcohol on aggressive behavior and anger related traits : the oxytocin receptor gene as a candidate

Alkoholberusning är en av de starkaste riskfaktorerna för aggressivt beteende. Alla individer blir dock inte aggressiva under alkoholberusning. I sin doktorsavhandling undersökte Johansson ifall individens genetiska uppsättning kan förklara skillnader i vem som reagerar på alkohol med ökat aggressivt beteende och ilska och vem som inte gör det. Resultaten visade att individer som är bärare av en viss variant av genen som kodar för oxytocinets receptorer är i högre grad benägna att uppvisa aggressivt beteende än andra när de är alkoholberusade. Sambandet mellan alkohol och ilska påverkades även av individens genetiska uppsättning av två oxytocinreceptorgenvarianter, vilket antyder att dessa genvarianter även påverkar benägenheten att känna ilska under alkoholberusning. Oxytocinet, som fungerar både som ett hormon och en neurotransmittor, har i tidigare studier visats ha breda effekter på sociala förmågor hos människan, såsom förmåga till igenkännande av andras känslouttryck. Resultaten är de första att hos människan experimentellt påvisa att vissa individer beter sig mer aggressivt än andra när de är berusade, beroende på individens genetiska uppsättning. ”Det är viktigt att komma ihåg att genens effekt i det här fallet inte är av en sådan natur att den direkt och ofrånkomligen orsakar aggressivt beteende. Med andra ord är det orimligt i detta fall att tänka att en individ skulle tillmätas ansvarsfrihet i exempelvis ett våldsbrottmål om hon bär på en viss variant av denna gen”, påpekar Johansson. Oxytocinreceptorgenens effekter analyserades i två olika urval. I ett experimentellt upplägg indelades 116 män slumpässigt i två grupper: en grupp som tilldelades alkoholhaltiga drycker, och en kontrollgrupp som tilldelades alkoholfria drycker. Aggressivt beteende mättes med ett laboratorietest där försökspersonerna fick bestraffa en fiktiv motspelare genom att spela upp motbjudande ljud för denne. Resultaten replikerades i ett populationsbaserat urval av män och kvinnor (n = 3755) vilka besvarat frågor om deras aggressiva beteenden, ilska, och alkoholanvändning.

"Between me and myself" : äänellisen minän muotoutuminen Björkin kappaleessa Undo

Miten lähestyä laulajan tulkintaa? ; Empaattinen ja anlyyttinen kuunteleminen ; Sanallinen minä ja äänellinen minä ; Björkin äänen semioottinen ; Yrittäminen ja irtipäästäminen ; Muutoksen vastustaminen - pysähdykset äänen virtauksessa ; Kommentointia eleillä ja ilmeillä ; Musiikillinen hengästyminen ; Äänellinen minä monistuu ; Lauluäänen merkityksistä ; Moninainen Björk.

A bridge between engineering and language learning : automation and German in an online course

Artikkeli luettavissa osassa: Part 2. - ISBN 9789522163172(PDF). - Liitteenä työpaperi

Lectio praecursoria : Systems between information and knowledge : in a memory management model of an extended enterprise

VTT Jouni Meriluodon valtio-opin alaan kuuluva väitöskirja Systems between information and knowledge : in a memory management model of an extended enterprise tarkastettiin 21.6.2011 Helsingin yliopistossa.

Exploring relationship between marketing and sales - a case study of B2B ICT solution sales

Following the current trend of companies in changing and developing their businesses from transactional approach to relationship and solution oriented approach has set new requirements to internal cooperation of companies too. The relationship between marketing and sales has been identified to be critical to company's success here, but surprisingly little is known about it. The purpose of this study was to deepen understanding of the relationship between sales and marketing in business-to-business sales from operative sales employees' perspectives in solution selling context. The aim was to develop an explorative analytical construction and framework of the interface. The study was conducted as a literature review and an empirical qualitative explorative single case study. The data was collected by conducting six thematic interviews with sales employees of the case company. Observing sales and marketing, written documents and other materials used in sales were used as secondary source of information. The data was analyzed using qualitative case study analysis methods. The findings of the study support previous research findings of the interface between marketing and sales but also bring new propositions as analytical framework to construct the interface. As such, the interface was found to be a multi-dimensional and complex dynamic construction. As results of this study, there was an exploratory framework constructed. The construction consists of three explorative contexts of the interface: internal context, relationship emphasizing context and solution selling context. These contexts are further divided into lower levels as an outcome of the analysis. In addition the identified contexts, there are also conceptual domains identified, which are common to all the contexts. The role of mutual, cross-functional knowledge creation was found to be central in the interface.

Accountability and corruption : a study into political institutions as referees between principals and agents

Representativ demokrati innebär att medborgare istället för att själv göra beslut i frågor som angår dem, ofta delegerar dylikt beslutsfattande till representanter. Det här betyder att viktiga beslut görs av personer som medborgarna i allmänhet inte känner speciellt väl, och i vars ageranden medborgarna endast har lite insyn. Vanliga medborgare och deras representanter har därtill ofta mycket olika intressen, d.v.s. har olika syn på vad som är viktigt. Representanterna har följaktligen både möjligheter och incitament att missbruka den makt som anförtrotts dem, bl.a. genom korrupt verksamhet. Denna avhandling analyserar mekanismer genom vilka korruption bland representanter kan förebyggas, och (då korrupta handlingar redan ägt rum) upptäckas. Avhandlingen granskar mekanismer som a) ger medborgare och andra ansvarsutkrävare mer information om representanternas målsättningar och ageranden, b) som tvingar representanterna att rättfärdiga sina ageranden gentemot medborgare och andra ansvarsutkrävare, och c) som gör det möjligt för medborgare och andra ansvarsutkrävare att straffa representanter som agerat korrupt. Avhandlingen hävdar att tillämpandet av dylika mekanismer minskar lockelsen för och möjligheterna att engagera sig i korrupta handlingar. Avhandlingen studerar de mekanismer för ansvarsutkrävande som skapas genom politiskt institutionsbyggande. Bl.a. analyseras i vilken grad olika valsystem och typer av maktfördelning gör det möjligt att hålla representanter till svars, och därmed förhindra och upptäcka korruption. Sambandet mellan institutionsbyggande, möjligheter till ansvarsutkrävande och förekomst av korruption studeras på såväl makro- som mikronivå. Studien på makronivå inkluderar ett flertal länder och analyserar sambandet med hjälp av statistisk analys. Studien på mikronivå däremot består av två fallstudier (Österrike och Botswana) och utgör en djupdykning i dessa länders politiska institutioner, möjligheter till ansvarsutkrävande inom ramen för institutionerna, och följder i form av korruption.

Modelling Long-Run Relationship between Spot and Future Prices of Different Commodities

The purpose of this study is to investigate whether there exists any kind of relationship between the spot and future prices of the different commodities or not. Commodities like cocoa, coffee, crude oil, gold, natural gas and silver are considered from January 3, 2000 to December 31, 2012. For this purpose, ADF test and KPSS test are used in testing the stationarity whereas Johansen Cointegration test is used in testing the long-run relationship. Johansen co-integration test exhibits that there at least 5 co-integrating pairs out of 6 except crude oil. Moreover, the result of Granger Causality supports the fact that if two or more than two time series tend to be co-integrated there exists either uni-directional or bi-directional relationship. However, our results reveled that although there exists the co-integration between the variable, one might not granger causes another .VAR model is also used to measure the proportion of effects. These findings will help the derivative market and arbitragers in developing the strategies to gain the maximum profit in the financial market.

Liminal Monster and the Conflict Between Human and Machine: The Shrike in Dan Simmons’ Hyperion and The Fall of Hyperion

Tarkastelen tutkielmassani Dan Simmonsin kaksiosaista tieteisfiktioteosta, joka koostuu romaaneista Hyperion ja The Fall of Hyperion. Keskityn teoksissa esiintyvään Shrike-hirviöön, joka edustaa ihmiskunnan pelkäämää potentiaalista konfliktia ihmisten ja koneiden välillä. Pelko ja konflikti ovat keskeisiä teemoja paitsi tieteisfiktiossa, myös hirviöteoksissa yleensä, ja näiden kahden käyttö samassa kertomuksessa luo otolliset edellytykset nyky-yhteiskunnan ahdistusten kuvaamiseen. Hirviöitä ja tieteisfiktiota on tätä nykyä tutkittu melko laajalti, mutta Shrike on aiemmin jäänyt vähälle huomiolle. Lähtökohtaisen teoreettisen viitekehyksen tutkimukselleni ovat luoneet Jeffrey Cohenin Monster Theory: Reading Culture, Stephen Asman On Monsters: An Unnatural History of Our Worst Fears sekä Holly Lynn Baumgartnerin ja Roger Davisin At the Interface: Hosting the Monster. Teoksista kokoamani hirviöteorian kautta tarkastelen sitä, miten Shriken puoliksi orgaaninen ja puoliksi keinotekoinen keho heijastaa niitä romaaneissa esiintyviä osa-alueita, joista tulevaisuudenpelko ja ihmisten ja koneiden väliseen konfliktin uhka koostuu. Koska Shrike on puoliksi orgaaninen ja puoliksi keinotekoinen, se on näiden ominaisuuksien kynnyksellä; tässä risteytyneessä kehossa yhdistyvät molemmat ääripäät, jolloin tämä keho myös symboloi osapuolten välistä konfliktia. Konfliktin lisäksi Shrike ilmentää niitä vastakkaisuuksia, joista ihmisten ja koneiden välisen konfliktin pelko rakentuu: itseyttä ja toiseutta, houkuttelevuutta ja luotaantyöntävyyttä, menneisyyttä ja tulevaisuutta sekä utopiaa ja dystopiaa.

University Image vs. University Identity: Congruence between Expectations and Experience

The aim of this thesis was to examine congruencies between university identity and university images of prospective and current students. Therefore, factors essentially influencing on expected and experienced university images were identified. Providing an understanding on the differences in the formation of both concepts allowed the analysis of potential incongruities between a university’s identity and the perceptions its students hold. The study was conducted in July and August 2013 at Lappeenranta University of Technology by means of a web-based research survey. The sample consisted of 160 international Master’s degree students who were admitted in 2011, 2012 and 2013. Descriptive and multivariate statistical analysis methods were used to process the data. The results of the study indicated statistically significant incongruities between the case university’s identity and its students’ images. Further, the expected and experienced university images showed incongruities to each other. Deviations were additionally detected to be dependent on the students’ home regions. All in all, there is potential for an improvement of the students’ experiences resulting from a low perception of the student’s preparation for future job life.

Association between Information and Communication Technology Usage and the Quality of Sleep among School-Aged Children during a School Week

ilm OKM 2013

Comparison between dSPACE and NI systems based on real-time intelligent control of a teleoperated hydraulic servo system

The Laboratory of Intelligent Machine researches and develops energy-efficient power transmissions and automation for mobile construction machines and industrial processes. The laboratory's particular areas of expertise include mechatronic machine design using virtual technologies and simulators and demanding industrial robotics. The laboratory has collaborated extensively with industrial actors and it has participated in significant international research projects, particularly in the field of robotics. For years, dSPACE tools were the lonely hardware which was used in the lab to develop different control algorithms in real-time. dSPACE's hardware systems are in widespread use in the automotive industry and are also employed in drives, aerospace, and industrial automation. But new competitors are developing new sophisticated systems and their features convinced the laboratory to test new products. One of these competitors is National Instrument (NI). In order to get to know the specifications and capabilities of NI tools, an agreement was made to test a NI evolutionary system. This system is used to control a 1-D hydraulic slider. The objective of this research project is to develop a control scheme for the teleoperation of a hydraulically driven manipulator, and to implement a control algorithm between human and machine interaction, and machine and task environment interaction both on NI and dSPACE systems simultaneously and to compare the results.