Field Sales Management Control: Towards a Multi-Level Theory

The purpose of this dissertation is to increase the understanding and knowledge of field sales management control systems (i.e. sales managers monitoring, directing, evaluating and rewarding activities) and their potential consequences on salespeople. This topic is important because research conducted in the past has indicated that the choice of control system type can on the other hand have desirable consequences, such as high levels of motivation and performance, and on the other hand leadto harmful unintended consequences, such as opportunistic or unethical behaviors. Despite the fact that marketing and sales management control systems have been under rigorous research for over two decades, it still is at a very early stage of development, and several inconsistencies can be found in the research results. This dissertation argues that these inconsistencies are mainly derived from misspecification of the level of analysis in the past research. These different levels of analysis (i.e. strategic, tactical, and operational levels) involve very different decision-making situations regarding the control and motivation of sales force, which should be taken into consideration when conceptualizing the control. Moreover, the study of salesperson consequences of a field sales management control system is actually a cross-level phenomenon, which means that at least two levels of analysis are simultaneously involved. The results of this dissertation confirm the need to re-conceptualize the field sales management control system concept. It provides empirical evidence for the assertion that control should be conceptualized with more details atthe tactical/operational level of analysis than at the strategic levelof analysis. Moreover, the results show that some controls are more efficiently communicated to field salespeople than others. It is proposed that this difference is due to different purposes of control; some controls aredesigned for influencing salespersons' behavior (aim at motivating) whereas some controls are designed to aid decision-making (aim at providing information). According to the empirical results of this dissertation, the both types of controls have an impact to the sales force, but this impactis not as strong as expected. The results obtained in this dissertation shed some light to the nature of field sales management control systems, and their consequences on salespeopl

Evaluation of GPRS Radio Link Control Layer in Weak RF Field

General Packet Radio Service (GPRS) mahdollistaa pakettimuotoisen tiedonsiirron GSM-verkossa. Se tarjoaa yhteyden pakettidataverkkoihin, nostaen samalla tiedonsiirtonopeutta radiorajapinnassa. Radioresurssit ovat varattuna vain silloin kun on jotain lähetettävää, tehden täten radioresurssien käytön paljon tehokkaammaksi. Tämä diplomityö keskittyy GPRS protokollaan ja erityisesti sen datapinossa olevaan Radio Link Control (RLC) kerrokseen. RLC-kerros huolehtii GPRS- puhelimen ja tukiaseman välisen yhteyden luotettavuudesta. Työn tavoitteena on tutkia RLC-kerroksen toiminnallisuutta ja sen luotettavuutta heikossa kentässä, sekä selvittää heikon kentän vaikutusta uudelleenlähetyksiin. Työn tuloksena saadaan arvio signaalin voimakkuuden sekä uudelleen lähetysten vaikutuksesta GPRS:n datansiirtonopeuteen. Tämä työ käsittelee myös lyhyesti GSM-järjestelmää, koska lukijan on näin helpompaa ymmärtää myös GPRS-järjestelmän vaatimia teknisiä muutoksia. Tämä diplomityö on tehty osana Nokia Matkapuhelimet Oyj:ssä käynnissä olevaa GPRS tuotekehitysprojektia. Työn tuloksia käytetään testauksen tukena ja niitä on käytetty apuna RLC-kerroksen luotettavuustestauksen suunnittelussa.

RF Field Immunity of a Network Terminating Unit at Over One Gigaherz Frequencies

Työssä tutkitaan telepäätelaitteen yli gigahertsin taajuisen säteilevän RF kentän sietoisuutta. Mittauksissa testattava laite on Tellabs Oy:n valmistaman CTU modeemin tuotekehitysversio. Teoriaosassa käydään läpi sähkömagneettisten aaltojen teoriaa, sekä säteilevän RF kentän aiheuttamien sähkömagneettiset häiriöiden syntymekanismeja. Myös säteilevien häiriöiden EMC mittauksiin tarvittavien mittalaitteiden tärkeimmät ominaisuudet esitellään, sekä pohditaan yli gigahertsin taajuuksille sopivien EMC mittalaitteiden vaatimuksia. EMC standardit eivät tällä hetkellä aseta vaatimuksia telelaitteiden RF kentän sietoisuudelle yli gigahertsin taajuudella. Tämän vuoksi työssä käsitellään myös todennäköisimpiä häiriölähteitä tällä taajuusalueella. Mittauksissa tutkittiin CTU:n RF kentän sietoisuutta taajuusalueella l - 4.2 GHz. Mittaukset suoritettiin sekä radiokaiuttomassa kammiossa että GTEM solussa. Myös metallisten lisäsuojien vaikutusta CTU:n kentänsietoisuuteen tutkittiin GTEM solussa.

Syntheses of niobium oxide in the presence of magnetic field and determination of physical properties

Now when the technology fast developing it is very important to control the formation of materials with better properties. In the scientific literature there is a number of works describing the influence of magnetic field on the properties and process of formation of materials. The goal of this master's thesis is to analyze the process of electrochemical synthesis of niobium oxide in the present of magnetic field, to compare properties of formed oxide films and to estimate the influence of magnetic field on the process and on the result of synthesis.

The performance and the characteristic field of a centrifugal compressor

Tässä työssä tarkastellaan radiaalikompressorin puristusprosessiin liittyvä peruslaskenta. Ilmankosteuden vaikutukset laskentaan huomioidaan ja kompressorin tunnuskenttä esitellään tässä työssä. Esimerkkinä lasketaan pisteitä kompressorin tunnuskentästä.

Electric field calibration method for scanning electron microscope

This paper proposes a calibration method which can be utilized for the analysis of SEM images. The field of application of the developed method is a calculation of surface potential distribution of biased silicon edgeless detector. The suggested processing of the data collected by SEM consists of several stages and takes into account different aspects affecting the SEM image. The calibration method doesn’t pretend to be precise but at the same time it gives the basics of potential distribution when the different biasing voltages applied to the detector.

Electric field distribution in silicon edgeless detector

This Master’s Thesis work reports about electric field distribution in recently developed silicon edgeless detector with a new current terminating structure. This structure enables the essential reduction of insensitive detector area as well as allows separation of the current flowing through the active area from the current flowing at the cut edge. The reliable operation of this detector is strongly needed due to the installation inside LHC. In accordance with formulated problems SEM was used as an investigation tool for collecting the data about electric field distribution.

Behavioral Responses in Mice Selectively Bred for High and Low Levels of Open-Field Thigmotaxis

In animal psychology, the open-field (OF) test is a traditional method for studying different aspects of rodent behavior, with thigmotaxis (i.e., wallseeking behavior) being one of the best validated OF parameters employed to measure emotionality. The main purpose of the present study was to investigate the selection response in mice selectively bred for high and low levels of OF thigmotaxis (the HOFT and LOFT lines, respectively). The mice (N = 2048) were selected for 23 generations, resulting in bidirectional phenotypic divergence between the two lines; that is, the HOFT mice were more thigmotactic (i.e., more emotional) than the LOFT mice across the different generations. The origin of the line difference in thigmotaxis was further investigated by using the crossfostering paradigm, with the results suggesting that the divergence between the two lines was primarily innate in origin and not influenced by differing maternal behavior. The stability of the selection trait was examined by testing the animals at different ages as well as in varying conditions. The results indicated that the line difference in thigmotaxis was not affected by age at the time of testing, and it also persisted in the different OF testing situations as well as during pregnancy and lactation. The examination of a possible coselection of other characteristics revealed that the more thigmotactic HOFT mice lived longer than the less thigmotactic LOFT mice. In addition, the HOFT mice tended to rear and explore less than the LOFT mice, supporting the general assumption that emotionality and exploration are inversely related. The two lines did not generally differ in ambulation and defecation, that is, in the traditional OF indexes of emotionality, conforming to the suggestion that emotionality is a multidimensional construct. The effects of sex on different OF parameters were also assessed, with the results suggesting that among the HOFT and LOFT lines, the female mice were more emotional than the male mice. The examination of the temporal changes in the HOFT and LOFT lines’ OF behavior revealed some contradictory findings that also partially conflicted with general assumptions. Although this study did not show prominent differences in maternal responsiveness between the HOFT and LOFT mothers, the results suggested that the line divergence in emotionality was more pronounced in the presence of a pup after parturition than during pregnancy. The present study clearly demonstrates that OF thigmotaxis is a strong characteristic for producing two diverging lines of mice. The difference in thigmotaxis between the selectively bred HOFT and LOFT mice seemed to be a stable and robust feature of these animals, and it appeared to stem from a genetic background.

Novel Robot Solutions for Carrying out Field Joint Welding and Machining in the Assembly of the Vacuum Vessel of ITER

It is necessary to use highly specialized robots in ITER (International Thermonuclear Experimental Reactor) both in the manufacturing and maintenance of the reactor due to a demanding environment. The sectors of the ITER vacuum vessel (VV) require more stringent tolerances than normally expected for the size of the structure involved. VV consists of nine sectors that are to be welded together. The vacuum vessel has a toroidal chamber structure. The task of the designed robot is to carry the welding apparatus along a path with a stringent tolerance during the assembly operation. In addition to the initial vacuum vessel assembly, after a limited running period, sectors need to be replaced for repair. Mechanisms with closed-loop kinematic chains are used in the design of robots in this work. One version is a purely parallel manipulator and another is a hybrid manipulator where the parallel and serial structures are combined. Traditional industrial robots that generally have the links actuated in series are inherently not very rigid and have poor dynamic performance in high speed and high dynamic loading conditions. Compared with open chain manipulators, parallel manipulators have high stiffness, high accuracy and a high force/torque capacity in a reduced workspace. Parallel manipulators have a mechanical architecture where all of the links are connected to the base and to the end-effector of the robot. The purpose of this thesis is to develop special parallel robots for the assembly, machining and repairing of the VV of the ITER. The process of the assembly and machining of the vacuum vessel needs a special robot. By studying the structure of the vacuum vessel, two novel parallel robots were designed and built; they have six and ten degrees of freedom driven by hydraulic cylinders and electrical servo motors. Kinematic models for the proposed robots were defined and two prototypes built. Experiments for machine cutting and laser welding with the 6-DOF robot were carried out. It was demonstrated that the parallel robots are capable of holding all necessary machining tools and welding end-effectors in all positions accurately and stably inside the vacuum vessel sector. The kinematic models appeared to be complex especially in the case of the 10-DOF robot because of its redundant structure. Multibody dynamics simulations were carried out, ensuring sufficient stiffness during the robot motion. The entire design and testing processes of the robots appeared to be complex tasks due to the high specialization of the manufacturing technology needed in the ITER reactor, while the results demonstrate the applicability of the proposed solutions quite well. The results offer not only devices but also a methodology for the assembly and repair of ITER by means of parallel robots.