Communicative and Anticipatory Decision-Making Supported by Bayesian Networks

The purpose of this research is to draw up a clear construction of an anticipatory communicative decision-making process and a successful implementation of a Bayesian application that can be used as an anticipatory communicative decision-making support system. This study is a decision-oriented and constructive research project, and it includes examples of simulated situations. As a basis for further methodological discussion about different approaches to management research, in this research, a decision-oriented approach is used, which is based on mathematics and logic, and it is intended to develop problem solving methods. The approach is theoretical and characteristic of normative management science research. Also, the approach of this study is constructive. An essential part of the constructive approach is to tie the problem to its solution with theoretical knowledge. Firstly, the basic definitions and behaviours of an anticipatory management and managerial communication are provided. These descriptions include discussions of the research environment and formed management processes. These issues define and explain the background to further research. Secondly, it is processed to managerial communication and anticipatory decision-making based on preparation, problem solution, and solution search, which are also related to risk management analysis. After that, a solution to the decision-making support application is formed, using four different Bayesian methods, as follows: the Bayesian network, the influence diagram, the qualitative probabilistic network, and the time critical dynamic network. The purpose of the discussion is not to discuss different theories but to explain the theories which are being implemented. Finally, an application of Bayesian networks to the research problem is presented. The usefulness of the prepared model in examining a problem and the represented results of research is shown. The theoretical contribution includes definitions and a model of anticipatory decision-making. The main theoretical contribution of this study has been to develop a process for anticipatory decision-making that includes management with communication, problem-solving, and the improvement of knowledge. The practical contribution includes a Bayesian Decision Support Model, which is based on Bayesian influenced diagrams. The main contributions of this research are two developed processes, one for anticipatory decision-making, and the other to produce a model of a Bayesian network for anticipatory decision-making. In summary, this research contributes to decision-making support by being one of the few publicly available academic descriptions of the anticipatory decision support system, by representing a Bayesian model that is grounded on firm theoretical discussion, by publishing algorithms suitable for decision-making support, and by defining the idea of anticipatory decision-making for a parallel version. Finally, according to the results of research, an analysis of anticipatory management for planned decision-making is presented, which is based on observation of environment, analysis of weak signals, and alternatives to creative problem solving and communication.

Partisaanisodasta alueelliseen puolustusjärjestelmään : jugoslavialaisen sotataidollisen ajattelun kehittyminen toisen maailmansodan jälkeen

Väitöskirjan tavoitteena on ollut rakentaa kokonaiskuva aiheesta Jugoslavialaisen sotataidollisen ajattelun kehittyminen toisen maailmansodan jälkeen. Tutkimuksessa ei ole rajoituttu ainoastaan kuvailemaan sotataidollisen ajattelun kehittyminen, vaan on pyritty selvittämään kehittymiseen vaikuttaneet tekijät ja vastaamaan kysymykseen, miksi näin on tapahtunut? Aiemmat länsimaiset tutkimukset ovat tarkastelleet jugoslavialaista sotataitoa tai maanpuolustusta vain jostain tietystä rajallisesta näkökulmasta, kuten esimerkiksi Jugoslavian kansanarmeijaa, asevoimien vaikutusta maan poliittiseen elämään tai sotilaallista doktriinia koskien. Sotataidon kehittymiseen vaikuttavat tekijät huomioivaa kokonaisesitystä ole tehty. Myös jugoslavialainen sotataidollinen ajattelu on jäänyt pääosin pimentoon. Jugoslavialainen maan sotataitoon kohdistunut tutkimus on ollut laajaa ja monipuolista, mutta sen käytettävyyteen osittain vaikuttaa marxilais-leniniläinen materialistis-dialektinen, historialliseen materialismiin perustuva tutkimusmenetelmä. Väitöskirjan päätutkimusaineiston ovat muodostaneet alkuperäislähteet, ensisijaisesti jugoslavialaiset ohjesäännöt, käsikirjat, oppaat ja oppikirjat. Muu lähteistö on koostunut lähinnä arkistoasiakirjoista ja muusta kirjallisuudesta. Tutkimusmenetelmä on ollut historiatieteellinen käsittäen muun muassa ulkoisen ja sisäisen lähdekritiikin harjoittamisen, tietojen varmistamisen mahdollisimman useasta toisistaan riippumattomasta lähteestä sekä pyrkimyksen rekonstruoida ristiriidaton kokonaiskuva tutkimuskohteesta. Eri lähteistä ja lähderyhmistä saatuja tietoja on vertailtu, analysoitu sekä yhdistetty kriittisesti. Lähteiden käytettävyyden, lähdearvon ja luotettavuuden arviointi ovat olleet merkittävässä roolissa, näistä kaikista tärkeimpänä luotettavuuden arviointi. Sisäisen ja ulkoisen lähdekritiikin keinoin on pyritty luomaan oma ristiriidaton tulkinta kokonaisuudesta, jugoslavialaisen sotataidollisen ajattelun kehittymisestä toisen maailmansodan jälkeen. Tutkimuksessa on pitäydytty niin pitkälle kuin mahdollista jugoslavialaisen sotataidon alkuperäisessä terminologiassa. Jugoslavialaisia termejä ei ole muokattu vastaamaan paremmin esimerkiksi tällä hetkellä länsimaisessa sotataidossa käytettyjä käsitteitä. Väitöskirjan rakenne on temaattinen. Läpi koko tutkittavan ajanjakson jugoslavialaisen sotataidollisen ajattelun kehittymisessä on tunnistettavissa samat määräävät tekijät: historialliset taustatekijät, sotilaallinen uhka, sotilaallinen doktriini, lakiperusteet, kommunistiliiton ohjaus ja asevoimien sekä yhteiskunnan valmiuden kehittyminen. Jugoslaviassa puhuttiin aseelliseen kamppailuun vaikuttavista sodankäynnin faktoreista, joita olivat yhteiskunnalliset tekijät, materiaalis-tekniset tekijät ja sotilaalliset tekijät. Kaikista tärkeimpänä tekijänä pidettiin kuitenkin ihmistä itseään, vaikka ihmisen merkitys välillä tuntuikin hukkuvan ”moraalis-poliittiset tekijät”-sanahirviön alle. Tutkimuskysymyksiin on vastattu sotataitoon vaikuttaneiden edellä mainittujen tekijöiden kautta. Kuhunkin muutostekijään liittyvä kehitys on kuvattu kronologisena esityksenä. Kansan vapautussodassa vuosina 1941–1945 perustettujen partisaaniyksiköiden muodostamisessa sekä niiden toimintamenetelmissä on havaittavissa runsaasti yhtymäkohtia 1700- ja 1800-luvun hajdukkijoukkojen sekä 1800-luvun lopun ja 1900-luvun alun četnikkijoukkojen vastaaviin periaatteisiin. Samankaltaisuuksia ilmenee 1950-luvulta alkaen alueellisen puolustuksen joukkojen ja partisaaniyksiköiden toimintamenetelmien yhteydessä väliaikaisesti menetetyllä alueella toimittaessa. Kansan tukeen, karismaattisiin johtajiin ja yllätyselementtiin perustuva sissitoiminta on perinteistä eteläslaavilaista sotataitoa. Sodanjälkeinen jugoslavialainen sotataito oli jatkumoa eteläslaavien vuosisatoja vanhalle sotataidolliselle perinteelle, vaikka sitä ei julkisesti Jugoslaviassa muutamia poikkeuksia lukuun ottamatta myönnettykään. Jugoslavian sotilaallinen doktriini oli luotu kaikista suunnista kohdistuvia hyökkäyksiä vastaan, mutta sotilaallisen uhkan painotukset vaihtelivat usein, jopa vain muutaman vuoden välein. Tämä ei johtunut päättämättömyydestä eikä pelkästään koetun uhkan suunnan vaihtumisesta. Painottamalla sisäisen ja ulkoisen uhkan jatkuvuutta sekä uhkan suunnan vaihtelua pyrittiin pitämään maanpuolustuspiirit valppaina ja kansalaiset aktiivisina. Tällä tavalla myös perusteltiin maanpuolustuksen korkeita kustannuksia ja ennen kaikkea pyrittiin lisäämään maan sisäistä veljeyttä ja yhtenäisyyttä. On ilmeistä, että sekä lännestä että idästä kohdistui Jugoslavian suuntaan suurta poliittista ja sotilaallista intressiä kylmän sodan vuosina 1945–1990, mutta suoran sotilaallisen uhkan aukoton todistaminen olisi kuitenkin hankalaa. Oleellista onkin jugoslavialaisten oma käsitys maataan vastaan kohdistuneesta sotilaallisesta uhkasta. Sisäisen uhkan vaikutus alkoi kasvaa 1970-luvun alkupuolelta lähtien ja se johti lopulta 1980-luvulla alueellisen puolustuksen joukkojen esikuntien lakkauttamiseen ja taisteluvälineiden hajavarastointijärjestelmän purkamiseen. Yhteiskunnallisista tekijöistä merkittävimpinä sotataitoon ja sotataidolliseen ajatteluun vaikuttaneina osina olivat lait ja Jugoslavian kommunistiliitto. Perustuslakiin ja lakiin kansallisesta puolustuksesta sekä kommunistiliiton päätöslauselmiin sisällytetyt vaatimukset sotataidon kehittymiselle kuitenkin vain toistivat sotilaallisessa doktriinissa määritettyjä suuntaviivoja sekä määräyksiä. Maanpuolustukseen liittyneiden määräysten ja ohjeiden hyväksymiselle laillisen järjestyksen mukaisesti annettiin kuitenkin erittäin suuri arvo. Niiden toimeenpanon leviäminen maanlaajuisesti varmistettiin puolueen päätöksillä velvoittamalla muun muassa kommunistiliiton paikallisorganisaatiot, puoluesolut asevoimien sisällä sekä kaikki liittovaltion hallintotasot tekemään kaikkensa yleisen kansanpuolustuksen ja sitä ilmentävän sotataidon toteutumisen eteen. Materiaalis-teknisen tekijän kokonaisuus sisälsi aseet ja varusteet sekä niihin liittyviä muita seikkoja, kuten yhteiskunnan teollisuuden kehittymisen asteen sekä kyvyn suojautua vihollisen taisteluvälineitä vastaan ja luoda vihollisen aseita vastaan tehokkaampi vasta-ase. Siihen luettiin myös yksilöiden, taktisten ja yhdistettyjen taktisten yksiköiden sekä koko kansan koulutus aseiden ja varusteiden tarkoituksenmukaiseen käyttöön. Vaikka jugoslavialainen aseteollisuus kehittyi tutkimusperiodin aikana voimakkaasti, joutui maa taloudellisten resurssiensa rajallisuuden ja mahdollisen vihollishyökkäyksen ylivoimaisuuden havaittuaan toteamaan, että maanpuolustuksen ongelmia ei voida ratkaista materiaalin ja tekniikan määrällä tai laadulla. Ratkaisun oli löydyttävä sotilaallisista tekijöistä ja varsinkin sotataidosta. Sotilaalliset tekijät ja prosessit olivat jugoslavialaisen sotataidon ja sotataidollisen ajattelun kehittymisen kannalta tärkein muutostekijä. Sotilaallisten tekijöiden ytimen muodosti sotataito, joka Jugoslaviassa koostui teoriasta ja käytännöstä. Tämä jako koski sotataidon kolmea tasoa: strategiaa, operatiikkaa ja taktiikkaa. Sotataitoon kuuluvina osina pidettiin muun muassa taisteluvalmiutta, liikekannallepanovalmiutta, yhteiskunnallis-poliittisten yhteisöjen aseetonta vastarintaa, aseellisen kamppailun operatiivista ja taktista tasoa, materiaalista ja teknistä varustamista, sotatalouden valmistelujen organisointia sekä yhteiskunnallisia palveluja poikkeusoloissa. Osa näistä kuului edellä mainittuihin yhteiskunnallisiin tai materiaalis-teknisiin tekijöihin. Jugoslavialainen sotataito onkin nähtävä matriisinomaisena kokonaisuutena, jossa sotataidon kolmeen toiminnalliseen tasoon, strategiaan, operatiikkaan ja taktiikkaan vaikuttivat historialliset taustatekijät, sotilaallinen uhka, yhteiskunnalliset tekijät ja materiaalis-tekniset tekijät. Jugoslavialaisen sotataidon kokonaisuuteen kuului myös se, että mainitut muutostekijät vaikuttivat vielä toisiinsa. Lopputuloksena näin kokonaisvaltaisesta näkemyksestä sotataitoon ja sotataidolliseen ajatteluun Jugoslavia kykeni luomaan poikkeuksellisen tehokkaana pidetyn puolustusratkaisun, jossa koko yhteiskunnan kaikki resurssit pystyttiin suuntaamaan hyökkäyksen torjumiseen ja maahan tunkeutuneiden pois ajamiseen. Aiempi tutkimus on nähnyt jugoslavialaisen sotataidon kehittymisen keskeisimpänä vaikuttimena ja murroskohtana Varsovan liiton joukkojen toimeenpaneman Tšekkoslovakian miehityksen ja siitä seuranneen koetun uhkan merkittävän voimistumisen. Yleisen kansanpuolustuksen doktriiniin liittyvä taustatutkimus, teorianmuodostus ja doktriinin käyttöönotto tapahtuivat kuitenkin jo 1950-luvulla. Tšekkoslovakian miehitys toimi vain muutoksen toimeenpanoa vauhdittavana tekijänä. Jugoslavialaiset korostivat, että jugoslavialaisessa yhteiskunnassa keskeisessä asemassa ollut yhteisjohtoisuuden periaate ulottui myös maanpuolustukseen ja sotataitoon. Tutkimusaineistoon perehtyminen kuitenkin osoitti, että yleisen kansanpuolustuksen kokonaisuutta kuvaavat oppikirjat, laeissa asetetut määräykset ja Jugoslavian kommunistiliiton julkaisemat vaatimukset eivät olleet jalkautuneet sotataidon teoriaan tai käytäntöön operatiivisella tai taktisella tasolla. Strategisella tasolla yhteisjohtoisuus esiintyi näkyvämmin vain sotilaallisen konseptin ja strategian yhteydessä. Sotilaallisen doktriinin osalta yhteisjohtoisuus ilmeni lähinnä kahdessa asiassa. Alueellisen puolustuksen yksiköiden varustamisvelvoite oli asetettu siviilihallinnon eri tasojen vastuulle. Alueellisen puolustuksen esikunnat ja komentajat olivat vastuussa yleisen kansanpuolustuksen ja yhteiskunnallisen itsesuojelun komiteoille. Siviilihallinnon organisaatioiden kyky varustaa alueellisen puolustuksen yksiköt osoittautui kuitenkin heikoksi. Alueellisen puolustuksen esikunnatkin toimivat upseereiden johtamina sotilaallisina johtoportaina, ja yleisen kansanpuolustuksen ja yhteiskunnallisen itsesuojelun komiteoiden toiminta komentajien ja esikuntien suuntaan rajoittui vain nimelliseen ohjaukseen. Yhteisjohtoisuus osoittautuikin tutkimuksen kuluessa piirteeksi, joka julkisesta retoriikasta huolimatta ei toteutunut jugoslavialaisessa sotataidon praktiikassa. Jugoslavialaisen sotataidollisen ajattelun kehittymisen kaari käynnistyi partisaanisodasta ja päätyi alueelliseen puolustusjärjestelmään. Kansakunta ja sen useat eri kansallisuudet onnistuivat luomaan tieteelliseen ja tutkittuun tietoon perustuvan välineen, sotataidon teorian ja käytännön, joka suojeli maata yli puolen vuosisadan ajan. Yleinen kansanpuolustus sekä jugoslavialainen sotataito ovat toisiensa synonyymejä, seurauksia ja synnyttäjiä. Puolustusratkaisu lähti omista kansallisista lähtökohdista, siihen sulautettiin valikoiden ja jalostettuna hyviksi sekä menestyksekkäiksi koettuja ulkomaisia elementtejä sekä vaikutteita. Sitä perusteltiin monipuolisilla poliittisilla, ideologisilla, teoreettisilla, historiallisilla sekä nykyaikaisilla sotataidollisilla argumenteilla, mutta kaikesta tästä huolimatta sen ydin oli omintakeinen jugoslavialainen sotataidollinen ajattelu.

Designing the transformation from a boiler supplier into a solution seller

Competition for customers in business-to-business markets is rough, and in order to survive a seller has to be able to deliver more value to its customers than its competitors. This thesis is done for the sales department of an energy technology company operating in business-to-business markets. The company is a relatively small in its field, and it aims to expand internationally and differ itself from its competitors by providing better service for its customers and selling solutions. This study aims to design the transformation from a product seller into a solution seller by defining what is a solution and how solutions are sold, and creating an action plan for sales. Data for the study is collected in ten theme interviews, and analyzed with thematic and content analysis. The action plan is constructed based both on the data and theory. According to the findings of the study, solution is defined as a specially designed unique combination of elements – such as products, services, knowledge, experience and thinking – that work with and complement each other, and bring value to a particular customer. Solution sales requires capabilities to anticipate; build relationships with customers; identify needs and define requirements; cocreate solutions by customizing and integrating elements; and provide postdeployment support. Vision for the change is to sell solution through sensing customers’ needs and responding to them, and the steps of the action plan are to (1) cascade customer-focus, (2) involve other departments in solution sales, (3) develop customer relationship management, and (4) involve the whole organization in solution business.

Business on demand and its mobile solution - study with SAP ByDesign

Business On-Demand solutions are widely used by SMEs in the world today. When I started working in SAP, SAP had just launched its first version mobile solutions for Business On-Demand solutions. SAP ByDesign mobile solution is great, but I believe we could do something even better on mobile phones. My job is focusing on mobile application development. Therefore, I have lots of thoughts about how we could make the mobile solutions better serve desktop solutions and how to distinguish the mobile solutions. Finally I decide to have a further research into this area. The purpose of this thesis is trying to find out how to improve the mobile solutions for Business On-Demand, find out its benefit and limits, and distinguish SaaS mobile solutions from desktop ones. In order to conduct this research, I had some online literature search to find out the Business On-Demand market and major players in this area. I compare the materials from public internet with the ones that are used internally in SAP. I had some interviews with SAP solution manager and SAP‟s potential customers. I finally made some pro-posals for mobile SaaS solutions which I believe will make the solutions better present and much helpful to the customers.

Qualitative Characteristics and Quantitative Measures of Solution's Reliability in Discrete Optimization: Traditional Analytical Approaches, Innovative Computational Methods and Applicability

The purpose of this thesis is twofold. The first and major part is devoted to sensitivity analysis of various discrete optimization problems while the second part addresses methods applied for calculating measures of solution stability and solving multicriteria discrete optimization problems. Despite numerous approaches to stability analysis of discrete optimization problems two major directions can be single out: quantitative and qualitative. Qualitative sensitivity analysis is conducted for multicriteria discrete optimization problems with minisum, minimax and minimin partial criteria. The main results obtained here are necessary and sufficient conditions for different stability types of optimal solutions (or a set of optimal solutions) of the considered problems. Within the framework of quantitative direction various measures of solution stability are investigated. A formula for a quantitative characteristic called stability radius is obtained for the generalized equilibrium situation invariant to changes of game parameters in the case of the H¨older metric. Quality of the problem solution can also be described in terms of robustness analysis. In this work the concepts of accuracy and robustness tolerances are presented for a strategic game with a finite number of players where initial coefficients (costs) of linear payoff functions are subject to perturbations. Investigation of stability radius also aims to devise methods for its calculation. A new metaheuristic approach is derived for calculation of stability radius of an optimal solution to the shortest path problem. The main advantage of the developed method is that it can be potentially applicable for calculating stability radii of NP-hard problems. The last chapter of the thesis focuses on deriving innovative methods based on interactive optimization approach for solving multicriteria combinatorial optimization problems. The key idea of the proposed approach is to utilize a parameterized achievement scalarizing function for solution calculation and to direct interactive procedure by changing weighting coefficients of this function. In order to illustrate the introduced ideas a decision making process is simulated for three objective median location problem. The concepts, models, and ideas collected and analyzed in this thesis create a good and relevant grounds for developing more complicated and integrated models of postoptimal analysis and solving the most computationally challenging problems related to it.

One chip solution for low-cost active magnetic bearing system

In this work the implementation of the active magnetic bearing control system in a single FPGA is studied. Requirements for the full magnetic bearing control system are reviewed. Different control methods for active magnetic bearings are described shortly. Flux and the current base controllers are implemented in a FPGA. Suitability of the con-trollers for a low-cost magnetic bearing application is studied. Floating-point arithmetic’s are used in the controllers to ease designing burden and improve calculation precision. Per-formance of the flux controller is verified with simulations.

From network pictures to network insight in solution business – the role of internal communication

Operating in business-to-business markets requires an in-depth understanding on business networks. Actions and reactions made to compete in markets are fundamentally based on managers‘ subjective perceptions of the network. However, an amalgamation of these individual perceptions, termed a network picture, to a common company level shared understanding on that network, known as network insight, is found to be a substantial challenge for companies. A company‘s capability to enhance common network insight is even argued to lead competitive advantage. Especially companies with value creating logics that require wide comprehension of and collaborating in networks, such as solution business, are necessitated to develop advanced network insight. According to the extant literature, dispersed pieces of atomized network pictures can be unified to a common network insight through a process of amalgamation that comprises barriers/drivers of multilateral exchange, manifold rationality, and recursive time. However, the extant body of literature appears to lack an understanding on the role of internal communication in the development of network insight. Nonetheless, the extant understanding on the amalgamation process indicates that internal communication plays a substantial role in the development of company level network insight. The purpose of the present thesis is to enhance understanding on internal communication in the amalgamation of network pictures to develop network insight in the solution business setting, which was chosen to represent business-to-business value creating logic that emphasizes the capability to understand and utilize networks. Thus, in solution business the role of succeeding in the amalgamation process is expected to emphasize. The study combines qualitative and quantitative research by means of various analytical methods including multiple case analysis, simulation, and social network analysis. Approaching the nascent research topic with differing perspectives and means provides a broader insight on the phenomenon. The study provides empirical evidence from Finnish business-to-business companies which operate globally. The empirical data comprise interviews (n=28) with managers of three case companies. In addition the data includes a questionnaire (n=23) collected mainly for the purpose of social network analysis. In addition, the thesis includes a simulation study more specifically achieved by means of agent based modeling. The findings of the thesis shed light on the role of internal communication in the amalgamation process, contributing to the emergent discussion of network insights and thus to the industrial marketing research. In addition, the thesis increases understanding on internal communication in the change process to solution business, a supplier‘s internal communication in its matrix organization structure during a project sales process, key barriers and drivers that influence internal communication in project sales networks, perceived power within industrial project sales, and the revisioning of network pictures. According to the findings, internal communication is found to play a substantial role in the amalgamation process. First, it is suggested that internal communication is a base of multilateral exchange. Second, it is suggested that internal communication intensifies and maintains manifold rationality. Third, internal communication is needed to explicate the usually differing time perspectives of others and thus it is suggested that internal communication has role as the explicator of recursive time. Furthermore, the role of an efficient amalgamation process is found to be emphasized in solutions business as it requires a more advanced network insight for cross-functional collaboration. Finally, the thesis offers several managerial implications for industrial suppliers to enhance the amalgamation process when operating in solution business.

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.

Actively crafting customer value or merely representing a solution? Linking value-based selling to salesperson performance

Value-based selling is a salesperson behavioral mode which concentrates on generating superior customer value. Although service dominant logic emphasizes customer value as a central tenet for achieving strategic objectives, sales management literature has predominantly circumvented the subject matter of customer value. The purpose of this thesis is to demonstrate the distinctiveness and positive sales performance outcomes of value-based selling. Additionally, performance outcomes of value-based selling are contrasted with other key sales behaviors, selling skills and motivational orientations. As a part of this thesis, large-scale survey of 730 respondents was collected. The survey was tailored for the needs of a value-based selling research group led by Ph.D. Harri Terho. The research group used convenience sampling to select the salespeople of 25 medium- and large-scale companies in Finland which currently either practice value-based selling or consider developing these activities. This thesis contains three key findings: value-based selling is established as a distinct sales behavior, it relates directly and positively to salesperson performance and it explains the link between customer-oriented selling and salesperson performance. Value-based selling relates to salesperson performance especially in the following GICS-sectors: energy, industrials and materials. However, relationship selling relates to performance strongest in the energy sector and adaptive selling in industrials sector. In sum, it is evident that actively crafting customer value is a successful sales behavior in many business-to-business marketing environments while other sales behaviors, excluding customer-oriented selling, still uphold their significance.

Identification of Some Additional Loss Components in High-Power Low-Voltage Permanent Magnet Generators

Permanent magnet generators (PMG) represent the cutting edge technology in modern wind mills. The efficiency remains high (over 90%) at partial loads. To improve the machine efficiency even further, every aspect of machine losses has to be analyzed. Additional losses are often given as a certain percentage without providing any detailed information about the actual calculation process; meanwhile, there are many design-dependent losses that have an effect on the total amount of additional losses and that have to be taken into consideration. Additional losses are most often eddy current losses in different parts of the machine. These losses are usually difficult to calculate in the design process. In this doctoral thesis, some additional losses are identified and modeled. Further, suggestions on how to minimize the losses are given. Iron losses can differ significantly between the measured no-load values and the loss values under load. In addition, with embedded magnet rotors, the quadrature-axis armature reaction adds losses to the stator iron by manipulating the harmonic content of the flux. It was, therefore, re-evaluated that in salient pole machines, to minimize the losses and the loss difference between the no-load and load operation, the flux density has to be kept below 1.5 T in the stator yoke, which is the traditional guideline for machine designers. Eddy current losses may occur in the end-winding area and in the support structure of the machine, that is, in the finger plate and the clamping ring. With construction steel, these losses account for 0.08% of the input power of the machine. These losses can be reduced almost to zero by using nonmagnetic stainless steel. In addition, the machine housing may be subjected to eddy current losses if the flux density exceeds 1.5 T in the stator yoke. Winding losses can rise rapidly when high frequencies and 10–15 mm high conductors are used. In general, minimizing the winding losses is simple. For example, it can be done by dividing the conductor into transposed subconductors. However, this comes with the expense of an increase in the DC resistance. In the doctoral thesis, a new method is presented to minimize the winding losses by applying a litz wire with noninsulated strands. The construction is the same as in a normal litz wire but the insulation between the subconductors has been left out. The idea is that the connection is kept weak to prevent harmful eddy currents from flowing. Moreover, the analytical solution for calculating the AC resistance factor of the litz-wire is supplemented by including an end-winding resistance in the analytical solution. A simple measurement device is developed to measure the AC resistance in the windings. In the case of a litz-wire with originally noninsulated strands, vacuum pressure impregnation (VPI) is used to insulate the subconductors. In one of the two cases studied, the VPI affected the AC resistance factor, but in the other case, it did not have any effect. However, more research is needed to determine the effect of the VPI on litz-wire with noninsulated strands. An empirical model is developed to calculate the AC resistance factor of a single-layer formwound winding. The model includes the end-winding length and the number of strands and turns. The end winding includes the circulating current (eddy currents that are traveling through the whole winding between parallel strands) and the main current. The end-winding length also affects the total AC resistance factor.

Multidata inverse problems and Bayesian solution methods in astronomy

Statistical analyses of measurements that can be described by statistical models are of essence in astronomy and in scientific inquiry in general. The sensitivity of such analyses, modelling approaches, and the consequent predictions, is sometimes highly dependent on the exact techniques applied, and improvements therein can result in significantly better understanding of the observed system of interest. Particularly, optimising the sensitivity of statistical techniques in detecting the faint signatures of low-mass planets orbiting the nearby stars is, together with improvements in instrumentation, essential in estimating the properties of the population of such planets, and in the race to detect Earth-analogs, i.e. planets that could support liquid water and, perhaps, life on their surfaces. We review the developments in Bayesian statistical techniques applicable to detections planets orbiting nearby stars and astronomical data analysis problems in general. We also discuss these techniques and demonstrate their usefulness by using various examples and detailed descriptions of the respective mathematics involved. We demonstrate the practical aspects of Bayesian statistical techniques by describing several algorithms and numerical techniques, as well as theoretical constructions, in the estimation of model parameters and in hypothesis testing. We also apply these algorithms to Doppler measurements of nearby stars to show how they can be used in practice to obtain as much information from the noisy data as possible. Bayesian statistical techniques are powerful tools in analysing and interpreting noisy data and should be preferred in practice whenever computational limitations are not too restrictive.

Industrial solution business – transition from product to solution offering

The business logic in the manufacturing industry has changed in the 21st century. In the current industrial market, manufacturers are driven to provide more comprehensive offerings that go beyond the traditional product-orientation by providing capacity and availability for their customers. From incidental merchandise, services have become the core of manufacturers’ offerings with long-lasting service agreements over the life-cycles of their products. This change is driven both by the need of providers to grow and gain competitive advantage and by increased customer demand caused by customers’ outsourcing trends. The three key drivers for manufacturers’ service strategies are outsourcing trends, saturation of the installed base, and commoditization in product markets. Thus, manufacturers focus on providing industrial solutions which are delivered through relational processes with customers by using solution-driven business models. In the management of marketing activities, this can be regarded as closer customer relationships, service-dominant business logic, and collaboration in solving customers’ problems. However, there are few studies on comprehensive conceptualizations of a solution offering that include different elements and their roles, especially in the context of capital goods industry. Also the transition process needs further studies in a real life context. This study explores the transition process of an industrial company from product to solution business and, as an aid to managing the solution business, explicates the structure and management of an industrial solution offering. There are two themes, the industrial transition process and industrial solution offering. Regarding the industrial transition process, the aim is to understand the supplier view on the process and its execution and to determine the challenges related to the transition process. The industrial solution offering is discussed by its elements and characteristics, as well as management. Furthermore, a special type of build-own-operate-transfer business model is presented and its suitability in the industrial context analyzed. The study includes findings achieved by qualitative methods and from four case companies. Based on the results, it is tentatively suggested that in the industrial solution business, the transition from product to solution business is not a linear project but an evolving process that varies according to customer needs, which suggests that companies need to possess an ability to develop new business models for different customer needs. The industrial solution offering is dynamic as it evolves in collaboration according to the prevailing and latent customer needs, which suggest restructuring of the organization from a product-centric to a customer-centric one. Furthermore, based on the findings, the concept of industrial solutions is defined as an ongoing relational process to satisfy a customer’s particular business or operational requirements, and the concept of industrial solution offering as an entity comprising the customized goods, services, collaboration, and finance needed to fulfill the industrial solution. Finally, the study offers several managerial implications for industrial managers involved in the transition and management of the solution business and its offering.

Hydrometallurgical recovery of valuable metals from secondary raw materials

Wastes and side streams in the mining industry and different anthropogenic wastes often contain valuable metals in such concentrations their recovery may be economically viable. These raw materials are collectively called secondary raw materials. The recovery of metals from these materials is also environmentally favorable, since many of the metals, for example heavy metals, are hazardous to the environment. This has been noticed in legislative bodies, and strict regulations for handling both mining and anthropogenic wastes have been developed, mainly in the last decade. In the mining and metallurgy industry, important secondary raw materials include, for example, steelmaking dusts (recoverable metals e.g. Zn and Mo), zinc plant residues (Ag, Au, Ga, Ge, In) and waste slurry from Bayer process alumina production (Ga, REE, Ti, V). From anthropogenic wastes, waste electrical and electronic equipment (WEEE), among them LCD screens and fluorescent lamps, are clearly the most important from a metals recovery point of view. Metals that are commonly recovered from WEEE include, for example, Ag, Au, Cu, Pd and Pt. In LCD screens indium, and in fluorescent lamps, REEs, are possible target metals. Hydrometallurgical processing routes are highly suitable for the treatment of complex and/or low grade raw materials, as secondary raw materials often are. These solid or liquid raw materials often contain large amounts of base metals, for example. Thus, in order to recover valuable metals, with small concentrations, highly selective separation methods, such as hydrometallurgical routes, are needed. In addition, hydrometallurgical processes are also seen as more environmental friendly, and they have lower energy consumption, when compared to pyrometallurgical processes. In this thesis, solvent extraction and ion exchange are the most important hydrometallurgical separation methods studied. Solvent extraction is a mainstream unit operation in the metallurgical industry for all kinds of metals, but for ion exchange, practical applications are not as widespread. However, ion exchange is known to be particularly suitable for dilute feed solutions and complex separation tasks, which makes it a viable option, especially for processing secondary raw materials. Recovering valuable metals was studied with five different raw materials, which included liquid and solid side streams from metallurgical industries and WEEE. Recovery of high purity (99.7%) In, from LCD screens, was achieved by leaching with H2SO4, extracting In and Sn to D2EHPA, and selectively stripping In to HCl. In was also concentrated in the solvent extraction stage from 44 mg/L to 6.5 g/L. Ge was recovered as a side product from two different base metal process liquors with Nmethylglucamine functional chelating ion exchange resin (IRA-743). Based on equilibrium and dynamic modeling, a mechanism for this moderately complex adsorption process was suggested. Eu and Y were leached with high yields (91 and 83%) by 2 M H2SO4 from a fluorescent lamp precipitate of waste treatment plant. The waste also contained significant amounts of other REEs such as Gd and Tb, but these were not leached with common mineral acids in ambient conditions. Zn was selectively leached over Fe from steelmaking dusts with a controlled acidic leaching method, in which the pH did not go below, but was held close as possible to, 3. Mo was also present in the other studied dust, and was leached with pure water more effectively than with the acidic methods. Good yield and selectivity in the solvent extraction of Zn was achieved by D2EHPA. However, Fe needs to be eliminated in advance, either by the controlled leaching method or, for example, by precipitation. 100% Pure Mo/Cr product was achieved with quaternary ammonium salt (Aliquat 336) directly from the water leachate, without pH adjustment (pH 13.7). A Mo/Cr mixture was also obtained from H2SO4 leachates with hydroxyoxime LIX 84-I and trioctylamine (TOA), but the purities were 70% at most. However with Aliquat 336, again an over 99% pure mixture was obtained. High selectivity for Mo over Cr was not achieved with any of the studied reagents. Ag-NaCl solution was purified from divalent impurity metals by aminomethylphosphonium functional Lewatit TP-260 ion exchange resin. A novel preconditioning method, named controlled partial neutralization, with conjugate bases of weak organic acids, was used to control the pH in the column to avoid capacity losses or precipitations. Counter-current SMB was shown to be a better process configuration than either batch column operation or the cross-current operation conventionally used in the metallurgical industry. The raw materials used in this thesis were also evaluated from an economic point of view, and the precipitate from a waste fluorescent lamp treatment process was clearly shown to be the most promising.