Value creation in project business relationships: Supplier and customer's perspectives

The purpose of this study is to analyze supplier’s value creation ability in project business in order to enhance customer’s business. In addition, the aim is to identify the role of business relationships in value creation and analyze the applicability of key account management in project business. The study considers value from the customer’s point of view. The concepts of value and value creation are widely discussed in marketing literature. Theory emphasizes the importance of value creation and business relationships in business markets. The empirical part of the study is conducted as a case study research. The empirical evidence is collected by interviewing one supplier organization and their three customer organizations. These companies operate in Finnish and global industrial markets. Data is collected through semi-structured interviews and analyzed by using qualitative content analysis. The study identifies several customer value drivers influencing on the value creation, which can be divided into product, service and relationship elements. One of the recognized value drivers is customer-supplier relationship. The findings show that a closer relationship enhances value creation possibilities and the key account management program allows effective managing of business relationships. As managerial implications, suppliers should seek to create continuous and conversational relationships with the key account customers.

CRM system implementation supporting the management of customer relationships

The purpose of this thesis is to examine customer relationship management in a large, global organization. The aim is to deepen the understanding on how CRM-system implementation can support customer relationship management in strategic, operational and analytical levels.

Man and the Milieu: Ecocritical analysis of Ernest Hemingway’s “Big Two-Hearted River” and “Indian Camp

Pro Gradu -tutkielmassani tarkastelen Ernest Hemingwayn alun perin vuonna 1925 julkaistuja kahta novellia ”Big Two-Hearted River” ja ”Indian Camp”. Molemmat teokset kuuluvat Nick Adams -tarinoihin, jotka ovat kokoelma novelleja, joissa Hemingway kuvaa Nick Adamsin elämää pojasta mieheksi. Nick Adams on usein tulkittu Hemingwayn alter egoksi ja monet tapahtumat ovatkin suoraa heijastusta Hemingwayn elämästä. Päähenkilön lisäksi monia Nick Adams -tarinoita yhdistää luonnon vahva läsnäolo ja Hemingwayn kuuluisan maalauksellinen miljöön deskriptiivisyys. Käyttämäni ekokriittisen teorian avulla pyrin osoittamaan tutkielmassani, että Nick Adamsin hahmo peilautuu miljöökuvauksessa syventyen dynaamiseksi hahmoksi ja että Hemingwayn luonto- ja ympäristökuvaus peilaa hahmon sisäistä maailmaa hyvinkin läheisesti. Tutkimukseni teoreettinen viitekehys, ekokritiikki, on kirjallisuudentutkimuksen suuntaus, joka tutkii ihmisen ja fyysisen ympäristön suhdetta toisiinsa. Lisäksi hyödynnän tutkielmassani dikotomioita, joiden avulla tarkastelen ja analysoin novelleista nousevia aiheita. Esimerkiksi seuraavat dikotomiat ovat keskeisiä molemmissa novelleissa: kulttuuri vs. luonto, pastoraali vs. erämaa, matka vs. oleskelu, keho vs. mieli, vesi vs. maa, tuli tai valo vs. vesi ja elämä vs. kuolema.

Man måste tänka själv : klasslärares uppfattningar av undervisning i de naturvetenskapliga läroämnena

A teacher´s perception of a school subject affects a teacher´s teaching and by extension pupils´ learning. The main purpose of this thesis is to describe the variation in the ways class-teachers perceive teaching within science subjects and to illustrate how these teachers choose to work and why they choose as they do. This purpose is operationalized into three central research questions concerning a teacher´s perception of teaching, teachers´ experiences of working methods in the subject and different aspects that are consciously present when the teacher makes his or her choice of working methods. These aspects are viewed from two different perspectives: a subject educational perspective and a teacher perspective. The theoretical background of the study is interdisciplinary. The thesis is a qualitative study where the research approach is phenomenographic. The empirical investigation was made as two separate studies: a semistructured interview study (N = 15) followed by a stimulated recall study (N = 3), a combined interview and video-observation. Results from the empirical investigation indicate that regarding aims for science education teachers wish to awaken or maintain the pupils´ interest in nature and science and that the pupils within the science subjects shall build a base for fundamental general knowledge. As motives for teaching the science subjects teachers view the subjects as a foundation for everyday life, planning and democracy but also for pupils´ further studies and a possible career in the field. The interdisciplinary key competences and the care for the pupils´ well being are aspects that are consciously present when teachers make their choice of working methods. A great variation can be found in the teachers´ perceptions of the science subjects as subjects and of the working methods within these subjects. Teachers describe lack of time on their own part as well as for the pupil´s learning. Results from the empirical investigation also indicate that teachers modestly focus on aims for the teaching and communication regarding these aims. There seems to be an existing need for increased and qualitatively improved inservice education within these subjects.