Modulaarisen tuotteen mallivalikoiman ja tuoterakenteen keventäminen

Työn päätavoitteena on analysoida Konecranesin nosturiohjaamoperheitä ja tehdä analyysin pohjalta ehdotuksia liiketoimintayksiköiden käyttämän ohjaamovalikoiman ja modulaarisen tuoterakenteen keventämisestä. Ohjaamovalikoiman ja ohjaamojen tuoterakenteen keventämiselle on tarvetta koska laajan ohjaamovalikoiman ja monimutkaisen tuoterakenteen myötä tuotehallinta on vaikeutunut hankaloittaen myyntiprosessia ja lisäten samalla myös tuotteen tilaus-toimitusprosessin virhealttiutta ja kustannuksia. Suuren valikoiman ja monimutkaisen tuoterakenteen takia tuotekonfiguroinnissa tarvittavia teknisiä lausekkeita ei voida myöskään soveltaa kaikkiin ohjaamomalleihin ja ne ovatkin sen takia jääneet vajaakäyttöön Työn tuloksena ehdotetaan elinkaarensa päähän tulleiden ja/tai duplikaateiksi luokiteltavien mallien poistamista valikoimasta ja vain vähäistä myyntipotentiaalia omaavien tuotteiden siirtämistä erikoistuotteiden valikoimaan tarjottavaksi suunnittelua vaativina, projektiluonteisina tuotteina. Työn tuloksena ehdotetaan myös ohjaamoperheiden tuoterakenteen yhtenäistämistä ja tuotealustojen vari-oituvuuden vähentämisestä siirtämällä pienen myyntipotentiaalin omaavia alustoja projektituotteiksi.

Customer value assessment in business markets

Understanding how firms create, communicate, and deliver value to customers is a key factor when firms seek to differentiate in increasingly competitive and commoditized business markets. As product and price have become less important differentiators in many industries, suppliers are increasingly seeking ways to differentiate themselves based on delivered customer value. Therefore, to gain a holistic understanding on what their offerings are worth to the customer, suppliers need to conduct customer value assessment, which quantifies the impact of a supplier´s offering to customers’ costs and returns. However, from a managerial perspective, customer value assessment is the single most critical challenge for firms in business markets. Consequently, developing holistic frameworks for customer value assessment is seen as one of the most important research priorities for marketing research. The purpose of this study is to explore the process of customer value assessment in business markets. Business markets represent a context where an increasing number of industrial firms are transitioning from basic product offerings towards service-based and solution-oriented hybrid offerings, which emphasize value co-creation and realization in the long term, thus making it difficult to quantify their monetary value. This study employs exploratory and qualitative research design by applying inductive and discovery-oriented grounded theory and multiple case research methods. The empirical data comprise interviews with 61 managers from 12 industrial firms, including seven best practice firms in customer value assessment. The findings of this study show that customer value assessment is essentially a crossfunctional process, which involves several organizational functions. The process begins well before and continues long after the actual delivery, often until the end of a supplier´s offering’s life-cycle. Furthermore, the findings shed light on alternative strategies that firms in business markets can adopt to implement the customer value assessment process. Overall, the findings contribute to customer value research, the sales and organizational management literature, the service marketing and solutions business literature, and suggest several managerial implications on how firms in business markets can adopt a holistic approach to assess value created for customers.

Comparison of sustainability of technologies for water desalination

The aim of this work is to perform an in-depth overview on the sustainability of several major commercialized technologies for water desalination and to identify the challenges and propose suggestions for the development of water desalination technologies. The overview of those technologies mainly focuses on the sustainability from the viewpoint of total capital investment, total product cost, energy consumption and global warming index. Additionally, a systematic sustainability assessment methodology has been introduced to validate the assessment process. Conclusions are:1) Reverse osmosis desalination (RO) plants are better than multi-stage flash distillation (MSF) desalination plants and multiple-effect distillation (MED) desalination plants from the viewpoint of energy consumption, global warming index and total production cost; 2)Though energy intensive, MSF plants and MED plants secure their advantages over RO plants by lower total capital investment, wider applicability and purer water desalted and they are still likely to flourish in energy-rich area;3) Water production stage and wastewater disposal stage are the two stages during which most pollutant gases are emitted. The water production stage alone contributes approximately 80~90% of the total pollutant gases emission during its life cycle; 4)The total capital cost per m3 desalted water decreases remarkably with the increasing of plant capacity. The differences between the capital cost per m3 desalted water of RO and other desalination plants will decrease as the capacity increases; 5) It is found that utilities costs serve as the major part of the total product cost, and they account for 91.16%, 85.55% and 71.26% of the total product cost for MSF, MED and RO plants, respectively; 6) The absolute superiority of given technology depends on the actual social-economic situation (energy prices, social policies, technology advancements).

Utilization of steelmaking waste materials for production of calcium carbonate (CaCO3)

The steel industry produces, besides steel, also solid mineral by-products or slags, while it emits large quantities of carbon dioxide (CO2). Slags consist of various silicates and oxides which are formed in chemical reactions between the iron ore and the fluxing agents during the high temperature processing at the steel plant. Currently, these materials are recycled in the ironmaking processes, used as aggregates in construction, or landfilled as waste. The utilization rate of the steel slags can be increased by selectively extracting components from the mineral matrix. As an example, aqueous solutions of ammonium salts such as ammonium acetate, chloride and nitrate extract calcium quite selectively already at ambient temperature and pressure conditions. After the residual solids have been separated from the solution, calcium carbonate can be precipitated by feeding a CO2 flow through the solution. Precipitated calcium carbonate (PCC) is used in different applications as a filler material. Its largest consumer is the papermaking industry, which utilizes PCC because it enhances the optical properties of paper at a relatively low cost. Traditionally, PCC is manufactured from limestone, which is first calcined to calcium oxide, then slaked with water to calcium hydroxide and finally carbonated to PCC. This process emits large amounts of CO2, mainly because of the energy-intensive calcination step. This thesis presents research work on the scale-up of the above-mentioned ammonium salt based calcium extraction and carbonation method, named Slag2PCC. Extending the scope of the earlier studies, it is now shown that the parameters which mainly affect the calcium utilization efficiency are the solid-to-liquid ratio of steel slag and the ammonium salt solvent solution during extraction, the mean diameter of the slag particles, and the slag composition, especially the fractions of total calcium, silicon, vanadium and iron as well as the fraction of free calcium oxide. Regarding extraction kinetics, slag particle size, solid-to-liquid ratio and molar concentration of the solvent solution have the largest effect on the reaction rate. Solvent solution concentrations above 1 mol/L NH4Cl cause leaching of other elements besides calcium. Some of these such as iron and manganese result in solution coloring, which can be disadvantageous for the quality of the PCC product. Based on chemical composition analysis of the produced PCC samples, however, the product quality is mainly similar as in commercial products. Increasing the novelty of the work, other important parameters related to assessment of the PCC quality, such as particle size distribution and crystal morphology are studied as well. As in traditional PCC precipitation process, the ratio of calcium and carbonate ions controls the particle shape; a higher value for [Ca2+]/[CO32-] prefers precipitation of calcite polymorph, while vaterite forms when carbon species are present in excess. The third main polymorph, aragonite, is only formed at elevated temperatures, above 40-50 °C. In general, longer precipitation times cause transformation of vaterite to calcite or aragonite, but also result in particle agglomeration. The chemical equilibrium of ammonium and calcium ions and dissolved ammonia controlling the solution pH affects the particle sizes, too. Initial pH of 12-13 during the carbonation favors nonagglomerated particles with a diameter of 1 μm and smaller, while pH values of 9-10 generate more agglomerates of 10-20 μm. As a part of the research work, these findings are implemented in demonstrationscale experimental process setups. For the first time, the Slag2PCC technology is tested in scale of ~70 liters instead of laboratory scale only. Additionally, design of a setup of several hundreds of liters is discussed. For these purposes various process units such as inclined settlers and filters for solids separation, pumps and stirrers for material transfer and mixing as well as gas feeding equipment are dimensioned and developed. Overall emissions reduction of the current industrial processes and good product quality as the main targets, based on the performed partial life cycle assessment (LCA), it is most beneficial to utilize low concentration ammonium salt solutions for the Slag2PCC process. In this manner the post-treatment of the products does not require extensive use of washing and drying equipment, otherwise increasing the CO2 emissions of the process. The low solvent concentration Slag2PCC process causes negative CO2 emissions; thus, it can be seen as a carbon capture and utilization (CCU) method, which actually reduces the anthropogenic CO2 emissions compared to the alternative of not using the technology. Even if the amount of steel slag is too small for any substantial mitigation of global warming, the process can have both financial and environmental significance for individual steel manufacturers as a means to reduce the amounts of emitted CO2 and landfilled steel slag. Alternatively, it is possible to introduce the carbon dioxide directly into the mixture of steel slag and ammonium salt solution. The process would generate a 60-75% pure calcium carbonate mixture, the remaining 25-40% consisting of the residual steel slag. This calcium-rich material could be re-used in ironmaking as a fluxing agent instead of natural limestone. Even though this process option would require less process equipment compared to the Slag2PCC process, it still needs further studies regarding the practical usefulness of the products. Nevertheless, compared to several other CO2 emission reduction methods studied around the world, the within this thesis developed and studied processes have the advantage of existing markets for the produced materials, thus giving also a financial incentive for applying the technology in practice.

Tuotteen ympäristöjalanjälki -menetelmän soveltuvuus ympäristöviestinnän työkaluksi

Työn tavoitteena oli arvioida tuotteen ympäristöjalanjälki –menetelmän (PEF) käytettävyyttä ympäristöviestintään. PEF-metodologiaa vertailtiin muihin ympäristötehokkuuden laskenta- ja viestintätyökaluihin, jotta löydettäisiin PEF:n epäkohtia ja vaihtoehtoja menetelmäpäätösten toimivammaksi muuttamiseen. Työssä tehtiin myös haastattelututkimus yhden tuoteryhmäsääntöjen (PEFCR) laadintaprojektin toimijoille, jotta löydettäisiin PEFCR:ien laadinnan epäkohtia. Työssä arviointiin myös testattavaksi ehdotetun PEF-merkinnän käytettävyyttä ympäristöviestintään. Työssä todettiin, että PEF-metodologiassa on epäkohtia, joiden todellinen merkitys ja vaikutus selviävät vasta pilottivaiheen jälkeen. PEF:ssä on annettu vähemmän vapauksia menetelmäpäätösten tekoon kuin nykyisissä menetelmissä, mutta se mahdollistaa paremmat lähtökohdat halvemmille ja vertailukelpoisemmille selvityksille. Ympäristöviestinnän kannalta erityisesti PEFCR:ien toimivaksi saaminen on hyvin tärkeää, jotta työkalulla on edellytykset käyttöönotolle. Lähtökohdat PEFCR:ien toimivaksi saamiseksi ovat kunnossa, mutta projektin tiukka aikataulu yhdessä PEF:n ja PEFCR:ien kyseenalaisten menetelmäpäätösten kanssa saattavat aiheuttaa ongelmia. Menetelmän käyttöönoton onnistumiseen vaikuttavat myös työkalusta riippumattomat asiat, kuten nykyiset ympäristömerkintäjärjestelmät sekä kuluttajakäytöksen muuttamiseen ja yritysmaailman integrointiin PEF:n käyttäjiksi liittyvät haasteet.

Value based pricing and marketing of marine engines

Objective of the thesis is to create a value based pricing model for marine engines and study the feasibility of implementing such model in the sales organization of a specific segment in the case company’s marine division. Different pricing strategies, concept of “value”, and how perceptions of value can be influenced through value based marketing are presented as theoretical background for the value based pricing model. Forbis and Mehta’s Economic Value to Customer (EVC) was selected as framework to create the value based pricing model for marine engines. The EVC model is based on calculating and comparing life-cycle costs of the reference product and competing products, thus showing the quantifiable value of the company’s own product compared to competition. In the applied part of the thesis, the components of the EVC model are identified for a marine diesel engine, the components are explained, and an example calculation created in Excel is presented. When examining the possibilities to implement in practice a value based pricing strategy based on the EVC model, it was found that the lack of precise information on competing products is the single biggest obstacle to use EVC exactly as presented in the literature. It was also found that sometimes necessary communication channels are missing and that there is simply a lack of interest from some clients and product end-users part to spend time on studying the life-cycle costs of the product. Information on the company’s own products is however sufficient and the sales force is capable to communicate to sufficiently high executive levels in the client organizations. Therefore it is suggested to focus on quantifying and communicating the company’s own value proposition. The dynamic nature of the business environment (variance in applications in which engines are installed, different clients, competition, end-clients etc.) means also that each project should be created its own EVC calculation. This is demanding in terms of resources needed, thus it is suggested to concentrate on selected projects and buyers, and to clients where the necessary communication channels to right levels in the customer organization are available. Finally, it should be highlighted that as literature suggests, implementing a value based pricing strategy is not possible unless the whole business approach is value based.

How to increase brand quality perception with audiovisual content? : Exploring the role of emotions in B2C and B2B contexts

This study discusses how audiovisual content can influence brand quality perceptions. The purpose of this study is to explore how audiovisual content creation can increase brand quality perceptions. This research problem is addressed with three sub questions, which aim at clarifying the role of emotions between content marketing and brand quality perception, explaining how different functions of audiovisual content can increase brand quality perception, and by identifying and comparing the key differences in content creation in business-to-consumer and business-to-businesscontexts. The theoretical background of the study is in brand personality, consumer emotions, consumerbrand relationships, content marketing and B2B branding literature. The empirical research part includes a single-case study. The case company was a Swiss startup that wished to build a highquality brand for both B2C and B2B segments. The empirical data was collected in September 2014. Eight interviews were conducted; seven with target segment representatives and one with an existing customer of the case company. The empirical findings were analyzed with thematic analysis and finally a 5-stage framework was created based on the findings of the research, offering a guideline for high-quality content creation. This study finds that emotions play an important role in brand quality perceptions. Psychological processes, emotion, cognition and conation, influence the engagement process of the target segment which ultimately can lead to activation and electronic word-of-mouth. Brand quality perception is the result of the overall emotion of the brand. The overall emotion derives from brand personality, brand concept, product attributes and utilitarian benefits of the brand. The entertaining and educational functions of the audiovisual content can target and evoke these emotional processes, and result in increased quality perceptions. In the B2B context, emotions are found to play a relatively smaller role in the quality perception processes. However, the significance of emotions cannot be ignored, since they can emphasize the value for the buying organization, and build on the trust and loyalty among the potential customers. The final framework presents five stages of content creation that ultimately improve brand quality perceptions. These stages help marketers to design and implement their content and evoke positive emotions in their target segment as part of a quality-based marketing strategy. Further research is warranted to quantitatively test the generalizability of the framework. Further research is also suggested to make the framework adaptable to different stages of the brand life cycle.

Empirical studies on software quality construction: Exploring human factors and organizational influences

Software quality has become an important research subject, not only in the Information and Communication Technology spheres, but also in other industries at large where software is applied. Software quality is not a happenstance; it is defined, planned and created into the software product throughout the Software Development Life Cycle. The research objective of this study is to investigate the roles of human and organizational factors that influence software quality construction. The study employs the Straussian grounded theory. The empirical data has been collected from 13 software companies, and the data includes 40 interviews. The results of the study suggest that tools, infrastructure and other resources have a positive impact on software quality, but human factors involved in the software development processes will determine the quality of the products developed. On the other hand, methods of development were found to bring little effect on software quality. The research suggests that software quality is an information-intensive process whereby organizational structures, mode of operation, and information flow within the company variably affect software quality. The results also suggest that software development managers influence the productivity of developers and the quality of the software products. Several challenges of software testing that affect software quality are also brought to light. The findings of this research are expected to benefit the academic community and software practitioners by providing an insight into the issues pertaining to software quality construction undertakings.

Carbon footprint of recycled paper

Industrial production of pulp and paper is an intensive consumer of energy, natural resources, and chemicals that result in a big carbon footprint of the final product. At present companies and industries aspire to calculate their gas emissions into the atmosphere in order to afterwards reduce atmospheric contamination. One of the approaches allowing to increase carbon burden from the pulp and paper manufacture is paper recycling. The general purpose of the current paper is to establish methods of quantifying and minimizing the carbon footprint of paper. The first target of this research is to derive a mathematical relationship between virgin fibre requirements with respect to the amount of recycled paper used in the pulp. One more purpose is to establish a model to be used to clarify the contribution of recycling and transportation to decreasing carbon dioxide emissions. For this study sensitivity analysis is used to investigate the robustness of obtained results. The results of the present study show that an increasing of recycling rate does not always lead to minimizing the carbon footprint. Additionally, we derived that transportation of waste paper throughout distances longer than 5800 km has no sense because the use of that paper will only increase carbon dioxide emissions and it is better to reject recycling at all. Finally, we designed the model for organization of a new supply chain of paper product to a customer. The models were implemented as reusable MATLAB frameworks.

Prosessiteollisuuden sekoittimen elinkaariarviointi

Työn tavoitteena oli tehdä elinkaariarviointi (LCA) prosessiteollisuuden sekoittimelle Helmix HF-80 ja analysoida LCA-tulokset, vaikutus ilmaston lämpenemisen potentiaalin (GWP) suhteen, sekä tutkia GWP-vaikutuksen pienentämisen mahdollisuuksia. Tutkittavan sekoittimen mahdolliset käyttökohteet ovat sellu- ja paperiteollisuus, raskaiden jätenesteiden käsittely, sekä muut teollisuusalueet, joissa käytetään tämän tyyppisiä laitteita. Työssä on muun muassa käsitelty sekoitusprosessit, sekoituslaitteiden tyypit, niiden rakenteiden ominaisuudet, käyttötarkoitus, toimintaperiaatteet, sekä sellu- ja paperi-teollisuudessa käytettävien sekoittimien yleiskatsaus. Työssä on myös kuvattu elinkaariarviointi (LCA) -menetelmä ja sen käyttötarkoitus. Tärkeimmistä tuloksista voi mainita sen, että sekoittimen (ilman säiliötä, sähkömoottoria ja vaihteistoa) kokoelinkaaren ilmastonlämpenemisen potentiaali (GWP) on noin 750 000 kg CO2-Equiv. Sekoittimen tuotanto- ja kierrätysaikana syntyy vain 1200 kg CO2-Equiv. ja suurin osa 748 000 kg CO2-Equiv. johtuu sähköenergian kulutuksesta käytön aikana. Käyttöajan vaikutusta voisi pienentää arvoksi 0 kg CO2-Equiv. käyttämällä pelkästään uusiutuvaa energiaa. Jos tuotantoaikana käytetty energia myös korvataan uusiutuvalla energialla, niin GWP-arvo koko elinkaaren aikana laskee arvoon 1006 kg CO2eqv., mikä on vain 0,13 % saaduista tuloksista. Suurin osa tästä arvosta liittyy sekoittimen materiaalin, tässä tapauksessa ruostumattoman teräksen tuotantoon.

Toimintamalli ympäristömyötäisen tuotesuunnittelun roolin kasvattamiseksi

Työn ensimmäisenä tavoitteena oli parantaa Abloy Oy:n tietämystä yrityksen tarjoamien mekaanisten ja mekatronisten tuotteiden ympäristönäkökohdista ja -vaikutuksista. Työn toisena tavoitteena oli selvittää, voidaanko Abloy Oy:n mekaanisten ja mekatronisten tuotteiden elinkaaren aikaisten ympäristönäkökohtien ja -vaikutusten arviointia kehittää osana nykyistä tuotekehitysprosessia. Tuotteiden ympäristönäkökohtia käsiteltiin kestävän kehityksen, yritysvastuun, ympäristöstrategian ja yksittäisen tuotteen osalta. Ympäristöstrategioiden pohjalta kehitettiin toimintamalleja. Toimintamalleilla kuvataan, mitä toimenpiteitä yrityksen tulisi tehdä, jotta tietty ympäristöstrategian taso saavutetaan. Työn tulos on, että kehitetyillä toimintamalleilla on potentiaalia kehittää Abloy Oy:n mekaanisten ja mekatronisten tuotteiden elinkaaren aikaisten ympäristönäkökohtien ja -vaikutusten arviointia osana nykyistä tuotekehitysprosessimallia.

Opportunities and challenges of content marketing as a way of digital marketing communications

Tämän tutkimuksen tavoitteena on tunnistaa sisältömarkkinoinnin mahdollisuuksia ja haasteita digitaalisessa markkinointiviestinnässä. Lisäksi tavoitteena on antaa yksiselitteinen määritelmä sisältömarkkinoinnille sekä selvittää, miten se eroaa muista markkinointiviestinnän keinoista. Sisältömarkkinointi on strateginen markkinointiviestinnän keino, johon kuuluu asiakkaan kannalta mielenkiintoisen ja hyödyllisen sisällön tuottaminen ja jakaminen. Sisältömarkkinointi tarjoaa keinon muodostaa brändimielikuvia luonnollisin keinoin ilman mainoksen leimaa, jota osa kuluttajista välttelee tietoisesti jopa mainosten esto-ohjelmien avulla. Perinteiset markkinointiviestinnän keinot pyrkivät usein lyhyen aikavälin myyntituloksiin, kun taas sisältömarkkinointi pyrkii maksimoimaan asiakkaan koko elinkaaren arvon. Onnistunut sisältömarkkinointi vaatii yrityksiltä kärsivällisyyttä sekä asiakkaiden kokonaisvaltaista tuntemista.

Different approaches to municipal solid waste management in Brazil : case study Rio de Janeiro

Inadequate final disposal of municipal solid waste (MSW) is associated with significant greenhouse gas (GHG) emission, environmental, health and safety issues, space consumption, public health and developmental issues in general. The environmental impact of waste is mostly felt in developing countries, inadequate waste management and treatment solution, inadequate policies and outdated practices are some of the factors leading to the significantly high final disposal of waste in dumps in developing countries. Brazil and other developing countries are changing the status quo by adopting polices that will adequately address this problem of inadequate waste management and disposal. Life cycle analysis (LCA) identifies the potential environmental impact of a product though environmental impact assessment, International Organization for Standardization (ISO) created the ISO 14040 and ISO 14044 to serve as principle guidelines for conducting LCA. Various waste treatment solution was applied to identify the waste management solution with the least Global warming potential (GWP) for treating the MSW generated from the city of Rio de Janerio, while reducing significantly final waste disposed in landfill.