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.

Competence in intensive and critical care nursing - development of a basic assessment scale for graduating nursing students

Intensive and critical care nursing is a speciality in its own right and with its own nature within the nursing profession. This speciality poses its own demands for nursing competencies. Intensive and critical care nursing is focused on severely ill patients and their significant others. The patients are comprehensively cared for, constantly monitored and their vital functions are sustained artificially. The main goal is to win time to cure the cause of the patient’s situation or illness. The purpose of this empirical study was i) to describe and define competence and competence requirements in intensive and critical care nursing, ii) to develop a basic measurement scale for competence assessment in intensive and critical care nursing for graduating nursing students, and iii) to describe and evaluate graduating nursing students’ basic competence in intensive and critical care nursing by seeking the reference basis of self-evaluated basic competence in intensive and critical care nursing from ICU nurses. However, the main focus of this study was on the outcomes of nursing education in this nursing speciality. The study was carried out in different phases: basic exploration of competence (phase 1 and 2), instrumentation of competence (phase 3) and evaluation of competence (phase 4). Phase 1 (n=130) evaluated graduating nursing students’ basic biological and physiological knowledge and skills for working in intensive and critical care with Basic Knowledge Assessment Tool version 5 (BKAT-5, Toth 2012). Phase 2 focused on defining competence in intensive and critical care nursing with the help of literature review (n=45 empirical studies) as well as competence requirements in intensive and critical care nursing with the help of experts (n=45 experts) in a Delphi study. In phase 3 the scale Intensive and Critical Care Nursing Competence Scale (ICCN-CS) was developed and tested twice (pilot test 1: n=18 students and n=12 nurses; pilot test 2: n=56 students and n=54 nurses). Finally, in phase 4, graduating nursing students’ competence was evaluated with ICCN-CS and BKAT version 7 (Toth 2012). In order to develop a valid assessment scale of competence for graduating nursing students and to evaluate and establish the competence of graduating nursing students, empirical data were retrieved at the same time from both graduating nursing students (n=139) and ICU nurses (n=431). Competence can be divided into clinical and general professional competence. It can be defined as a specific knowledge base, skill base, attitude and value base and experience base of nursing and the personal base of an intensive and critical care nurse. Personal base was excluded in this self-evaluation based scale. The ICCN-CS-1 consists of 144 items (6 sum variables). Finally, it became evident that the experience base of competence is not a suitable sum variable in holistic intensive and critical care competence scale for graduating nursing students because of their minor experience in this special nursing area. ICCN-CS-1 is a reliable and tolerably valid scale for use among graduating nursing students and ICU nurses Among students, basic competence of intensive and critical care nursing was self-rated as good by 69%, as excellent by 25% and as moderate by 6%. However, graduating nursing students’ basic biological and physiological knowledge and skills for working in intensive and critical care were poor. The students rated their clinical and professional competence as good, and their knowledge base and skill base as moderate. They gave slightly higher ratings for their knowledge base than skill base. Differences in basic competence emerged between graduating nursing students and ICU nurses. The students’ self-ratings of both their basic competence and clinical and professional competence were significantly lower than the nurses’ ratings. The students’ self-ratings of their knowledge and skill base were also statistically significantly lower than nurses’ ratings. However, both groups reported the same attitude and value base, which was excellent. The strongest factor explaining students’ conception of their competence was their experience of autonomy in nursing. Conclusions: Competence in intensive and critical care nursing is a multidimensional concept. Basic competence in intensive and critical care nursing can be measured with self-evaluation based scale but alongside should be used an objective evaluation method. Graduating nursing students’ basic competence in intensive and critical care nursing is good but their knowledge and skill base are moderate. Especially the biological and physiological knowledge base is poor. Therefore in future in intensive and critical care nursing education should be focused on both strengthening students’ biological and physiological knowledge base and on strengthening their overall skill base. Practical implications are presented for nursing education, practice and administration. In future, research should focus on education methods and contents, mentoring of clinical practice and orientation programmes as well as further development of the scale.

Palveluarkkitehtuuri ja prosessien palvelulähtöinen mallintaminen

Liiketoiminnot käyttävät useita erillisiä tietojärjestelmiä. Toimintaprosessit sisältävät useiden eri liiketoimintojen suorittamia tehtäviä. Tehtävien tarvitsemien ja tuottamien tietojen sujuvan virtauksen toteutuminen vaatii tietojen ja tietojärjestelmien integraatiota, jota on toteutettu perinteisesti järjestelmien välisillä suorilla yhteyksillä. Tästä seuraa IT-arkkitehtuurin joustamattomuutta. Palvelulähtöisellä arkkitehtuurilla (Service Oriented Architecture, SOA) luvataan IT-arkkitehtuurille parempaa joustavuutta ja toisaalta kustannussäästöjä. Työssä selvitettiin palveluarkkitehtuurin teoreettinen tausta sekä palvelulähtöisen prosessikuvauskielen BPMN ideaa. Empiirisessä osuudessa haettiin teemahaastattelujen avulla kohdeyrityksen ja sen käyttämien järjestelmätoimittajien näkemyksiä palveluarkkitehtuurista ja siihen vaikuttavista tekijöistä. Lisäksi työssä selvitettiin palveluarkkitehtuurista saatavia vastauksia kohdeyrityksen IT-strategiassa esitettyihin tavoitteisiin. Työn tuloksena analysoitiin palvelupohjaista mallinnusmenetelmää noudattaen prosessi- ja palvelukuvaus sekä tunnistettiin niitä tukevat SOA-palvelut. Menetelmän lopputuloksia hyödyntäen työssä esitettiin implementointiratkaisu palveluväylän avulla toteutettuna. Lisäksi luonnosteltiin ehdotusta siitä, miten kohdeyritys voisi lähteä liikkeelle palveluarkkitehtuurin soveltamisessa.

The Forms and Functions of Multilingual Practices in Early Modern School Drama from the King‟s School, Canterbury

Käsittelen tutkimuksessani monikielisyyden ilmenemistä Canterburyn katedraalikoulun oppilaiden 1600-luvun loppupuoliskolla esittämissä näytelmissä, jotka löytyvät käsikirjoituksesta Lit.Ms.E41 (Canterburyn katedraalin arkisto). Tämä käsikirjoitus sisältää puheita ja näytelmiä, joiden kielinä ovat englanti, latina ja vähemmissä määrin myös kreikka. Useissa näytelmissä esiintyy koodinvaihtoa näiden kielten välillä, ja tutkielmassani selvitän, millaisia syntaktisia ilmenemismuotoja ja pragmaattisia merkityksiä koodinvaihdolla on. Teoreettinen viitekehykseni on yhdistelmä filologista ja lingvististä lähestymistapaa. Olen sisällyttänyt tutkielmaani aiemman koodinvaihdon tutkimuksen lisäksi Brownin ja Levinsonin kohteliaisuusteorian, jonka avulla erityisesti puhujien välisiin sosiaalisiin suhteisiin liittyviä koodinvaihdon funktioita voidaan luokitella. Koska historiallinen koodinvaihto on tutkimusaiheena vielä melko tuore, käsittelen perusteellisesti erilaisia metodologisia ratkaisuja. Valitsemani metodi yhdistää perinteisen filologisen lähiluvun pragmaattiseen analyysiin, jonka kautta työssäni vaikuttavat muun muassa rationaalisuuden ja empatian käsitteet. Analyysini perusteella kävi ilmi, että erityisen yleinen koodinvaihdon funktio on mahdollistaa intertekstuaalisuus, jolla edelleen voidaan ilmaista esimerkiksi solidaarisuutta eli sosiaalista läheisyyttä tai loukata puhuteltavaa. Solidaarisuus oli myös ilman intertekstuaalisuutta yleinen koodinvaihdon funktio. Näiden lisäksi koodinvaihdon funktioita olivat muun muassa kasvoja uhkaavat teot, eufemismit, stilistiset efektit sekä diskurssin avustaminen. Syntaktisten ilmenemismuotojen osalta keskeisin havainto oli, että koodinvaihdon ja lainaamisen erottaminen ei ole tarpeellista tai edes kannattavaa kaikissa tilanteissa. Lisäksi voitiin todeta, että valittu metodi soveltui hyvin aineiston analysoimiseen, ja sitä tulisi soveltaa mahdollisuuksien mukaan laajempaan materiaaliin sekä muiden pragmaattisten ilmiöiden tutkimiseen.

CSR standards and financial performance in forest industry - Empirical analysis

The definition of corporate social responsibility (CSR) has been developed since 1950s but even today there is no consensus what CSR includes. The main purpose of this thesis was to find out whether financial performance is better among first adopters of CSR standards in forest industry. To support the main purpose it was critical also investigate what kind of companies adopt CSR standards. The empirical part of the thesis based on a survey which was done in 2010 to forest industry companies and financial data that was gathered from different databases from years 2003-2010. According to the research results it seems the early CSR standards adopters benefits the position of the first adopter many times. Especially cash position and solvency of early adopter companies were better than later adopters or those who did not adopt CSR standards at all. Profitability seemed to be better among CSR standards adopters but early adopters did not have significantly better position compared to later adopters. CSR standards adopters were companies that considered themselves as environmental performance pioneers and had employee oriented management.

Sisäinen tarkastus organisaation riskienhallinnan tukena - empiirinen analyysi

Tutkimuksen tavoitteena on selvittää, millainen rooli sisäisellä tarkastuksella on määritelmänsä mukaisesti organisaation riskienhallinnassa ja kuinka tässä roolissa sisäinen tarkastus säilyttää riippumattoman ja objektiivisen asemansa. Aihepiirin tutkimuksessa on aiemmin nostettu esille huoli objektiivisuuden ja riippumattomuuden toteutumisesta sisäisen tarkastuksen tehtävien laajentuessa perinteisten arviointi- ja varmennustehtävien ulkopuolelle. Sisäinen tarkastus on ottamassa merkittävämpää roolia riskienhallinnassa, jossa konsultointiluonteisten tehtävien osuus jatkaa kasvuaan suhteessa perinteisiin tehtäviin. Tutkimuksen empirialla haetaan vahvistusta lähdeaineiston keskeisille havainnoille ja selvitetään samalla sisäisen tarkastajan riippumatonta ja objektiivista asemaa turvaavia toimia. Empiirinen osio toteutetaan sähköpostihaastatteluna valituille yksityisellä puolella toimiville sisäisen tarkastuksen päälliköille. Haastattelun kysymykset ovat muodoltaan sekä strukturoituja että vapaampia kysymyksiä. Sisäisen tarkastuksen roolia selvitetään deskriptiivisellä lähestymistavalla, jolla kuvaillaan asemaa lähdemateriaalin sekä empiiristen havaintojen puitteissa. Tutkimus luokitellaan kvalitatiiviseksi tutkimukseksi. Kahdeksalle sisäiselle tarkastajalle lähetetystä haastattelulomakkeesta vastaukset saatiin lopulta kahdelta sisäisen tarkastuksen päälliköltä. Tutkimuksen keskeiset havainnot osoittavat, että sisäisellä tarkastuksella on aktiivinen rooli riskien arvioinnissa ja riskeistä konsultoinnissa. Tarkastuksen riippumaton ja objektiivinen toiminta varmennetaan sisäisen tarkastuksen suoralla raportointiyhteydellä ylimpään johtoon sekä sisäisesti että ulkoisesti tapahtuvalla laadun varmennuksella. Tutkimuksessa tehdyt havainnot lisäävät tietoa ja ymmärrystä sisäisen tarkastuksen riippumattomuuden ja objektiivisuuden varmentamisesta riskienhallinnan tukena.

Dynamic Hedging with Credit Default Swaps: Empirical Evidence from the European Monetary Union

This thesis investigates the effectiveness of time-varying hedging during the financial crisis of 2007 and the European Debt Crisis of 2010. In addition, the seven test economies are part of the European Monetary Union and these countries are in different economical states. Time-varying hedge ratio was constructed using conditional variances and correlations, which were created by using multivariate GARCH models. Here we have used three different underlying portfolios: national equity markets, government bond markets and the combination of these two. These underlying portfolios were hedged by using credit default swaps. Empirical part includes the in-sample and out-of-sample analysis, which are constructed by using constant and dynamic models. Moreover, almost in every case dynamic models outperform the constant ones in the determination of the hedge ratio. We could not find any statistically significant evidence to support the use of asymmetric dynamic conditional correlation model. In addition, our findings are in line with prior literature and support the use of time-varying hedge ratio. Finally, we found that in some cases credit default swaps are not suitable instruments for hedging and they act more as a speculative instrument.

The effect of dynamic capabilities on operational-level innovation – Empirical study in magazine publishing industry

This master’s thesis aims to examine the relationship between dynamic capabilities and operational-level innovations. In addition, measures for the concept of dynamic capabilities are developed. The study was executed in the magazine publishing industry which is considered favourable for examining dynamic capabilities, since the sector is characterized by rapid change. As a basis for the study and the measure development, a literary review was conducted. Data for the empirical section was gathered by a survey targeted to chief-editors of Finnish consumer magazines. The relationship between dynamic capabilities and innovation was examined by multiple linear regression. The results indicate that dynamic capabilities have effect on the emergence of radical innovations. Environmental dynamism’s effect on radical innovations was not detected. Also, dynamic capabilities’ effect on innovation was not greater in turbulent operating environment.

Development of a project control procedure

The aim of this study is to develop a suitable project control procedure for a target company that can be used in engineering, procurement, and construction or con-struction management contracts. This procedure contains suitable project control software and a model for the use of the software in practice. This study is divided into two main sections. Theoretical part deals with project management, focusing on cost and time dimensions in projects. Empirical part deals with the development of the project control procedure for the target compa-ny. This development takes place in two parts. In the first part, semi-structured interviews are used to find out the company’s employees’ demands and desires for the project control software which will then be used in the developed procedure. These demands and desires are compared to available software in the market and the most suitable one will be chosen. Interview results show that important factors are cost tracking, integration with other software, English language availability, references, helpdesk, and no need for regular updates. The most suitable one is CMPro5 cost control software. The chosen software is used in a pilot project, where its functions and use are analyzed. Project control procedure which will be used in the future is developed based on these procedures. The five steps in developed procedure include employment of a cost engineer, whose task is to maintain the procedure in the target company.

Development of Cost Estimation with Feedback Information in EPCM Business

Target company of this study is a large machinery company, which is, inter alia, engaged in energy and pulp engineering, procurement and construction management (EPCM) supply business. The main objective of this study was to develop cost estimation of the target company by providing more accurate, reliable and up-to-date information through enterprise resource planning (ERP) system. Another objective was to find cost-effective methods to collect total cost of ownership information to support more informed supplier selection decision making. This study is primarily action-oriented, but also constructive, and it can be divided in two sections: theoretical literature review and empirical study on the abovementioned part of the target company’s business. Development of information collection is, in addition to literature review, based on nearly 30 qualitative interviews of employees at various organizational units, functions and levels at the target company. At the core of development was to make initial data more accurate, reliable and available, a necessary prerequisite for informed use of the information. Certain development suggestions and paths were presented in order to regain confidence in ERP system as information source by reorganizing work breakdown structure and by complementing mere cost information with quantitative, technical and scope information. Several methods to use the information ever more effectively were also discussed. While implementation of the development suggestions outreached the scope of this study, it was forwarded in test environment and interest groups.

TR(i)P, TR(i)P, hooray : new functions for TRPC2 and TRPC3

Kalciumjonen påverkar många aspekter av cellbiologi, från fertiliseringen av äggcellen till tillväxt och differentiering av alla typer av celler. Störningar i hur kalciumjonerna transporteras in och friges i cellerna kan ha stor betydelse för hur sjukdomar framskrider. På grund av detta är det viktigt att studera hur kalciumtransportörer såsom kalciumkanaler fungerar och hur de påverkar cellernas funktioner. I avhandlingen har klassiska transient receptorpotential (TRPC) katjonkanaler studerats. Dessa kanaler är permeabla för kalcium och aktiveras nedströms av G-proteinkopplade receptorer. Resultaten som presenteras i avhandlingen visar på nya funktioner för TRPC2- och TRPC3-kanalerna. Utöver TRPC3-kanalens roll i plasmamembranen, där den medverkar i receptorreglerat kalciuminflöde, tyder våra resultat på att TRPC3 har en potentiell intracellulär roll. Vid överuttryck av kanalen lokaliserade kanalen till endoplasmatiska nätverket där kanalen friger intracellulärt kalcium. TRPC2 har en viktig funktion i möss där kanalen reglerar hur djuret reagerar på feromoner. Våra resultat tyder på att TRPC2 är involverad i autokrin sfingosin-1-fosfat (S1P)-signalering. S1P som produceras i cellerna transporterades ut från cellerna varpå det aktiverade S1P2-receptorer på plasmamembranen. Diacylglycerol som bildas som en följd av aktivering av S1P2-receptorn aktiverade i sin tur inflöde av extracellulärt kalcium. Våra resultat indikerar att TRPC2 är kanalen som förmedlar detta kalciuminflöde. I sköldkörtelceller studerades nedströms effekter för TRPC2. Kanalen reglerade negativt cAMP-produktionen i cellerna vilket hämmar extracellulärt signalreglerat kinas 1/2 (ERK1/2). När uttrycket för TRPC2 minskades i cellerna, ökades produktionen av cAMP och fosforyleringen av ERK1/2, vilket resulterade i ökat uttryck för receptorn för sköldkörtelstimulerande hormon. Slutligen, presenterar vi resultat som tyder på att TRPC2 är viktigt för sekretion av prekursorn till sköldkörtelhormon.

Virtuaalimallin hyödyntäminen harvesteripään tuotekehityksessä

Virtuaalimallinnuksella tarkoitetaan koneen simulointia, jossa huomioidaan koneen mekaniikka, toimilaitteet ja ohjausjärjestelmä. Työn tavoitteena oli luoda virtuaalimalli harvesteripäästä. Kyseinen virtuaalimalli sisälsi harvesteripään tärkeimmät mekaaniset osat, pituusmittalaitteen hydrauliikkapiirin ja tämän ohjauksen. Luodussa virtuaalimallissa huomioitiin myös harvesteripään ja puun väliset kontaktit. Lisäksi työssä tutkittiin mahdollista virtuaalimallinnuksen implementoimista osaksi yrityksen tuotekehitysprosessia. Työssä suoritettiin verifiointimittaukset pituusmittalaitteen hydrauliikkapiirille sekä virtuaalimallin hydrauliikkakomponentit parametrisoitiin. Mittauksista saatuja tuloksia verrattiin virtuaalimallista saatuihin tuloksiin. Työssä esitellään myös ehdotus kuinka virtuaalimallinnusta kannattaisi hyödyntää osana yrityksen tuotekehitysprosessia. Virtuaalimallin eri osa-alueilla saavutetut tulokset osoittavat, että virtuaalimallinuksen hyödyntäminen tuotekehitysprosessin aikana mahdollistaa harvesteripään toimintojen tarkastelun ennen prototyypin rakentamista ja testaamista. Lisäksi hydrauliikkapiirin parametrisoimisella pystytään tutkimaan parametrien vaikutusta kokonaisuuteen.

Yrityksen kunnossapitoyksikön työkalutoimintojen kehitysvaihtoehdot

Tämän tutkimuksen päätavoitteena oli löytää tehokkain ja järkevin tapa organisoida yrityksen kunnossapitoyksikön työkalutoiminnot. Tavoitteena oli saada aikaan uusi toimintamalli, jonka avulla saavutetaan toiminnallinen ja kustannustehokas työkalutoiminta. Tutkimus toteutettiin konstruktiivisella tutkimusotteella. Työn teoriaosuus koostuu pääasiassa teollisuuden kunnossapitoa käsittelevistä tutkimuksista, artikkeleista ja kirjoista. Teoriaosuudessa käsitellään myös kunnossapidon ulkoistamista sekä siihen liittyviä haasteita ja mahdollisuuksia. Teoriaosuudessa käsiteltiin lyhyesti myös varastonhallintaa. Empriaosuus on kerätty yrityksen toiminnanohjausjärjestelmien avulla sekä tutustuen työkalutoimintoihin ja sen erityispiirteisiin. Tutkimuksen alussa selvitettiin nykyisen toiminnan erityispiirteet, ongelmat ja kehittämiskohteet. Näille ongelmille ja kehittämiskohteille etsittiin järkevät ratkaisut ja kehitettiin toimintasuunnitelma, jonka avulla yritys pääsee tavoiteltuun tehokkaaseen toimintamalliin.

Value creation through business model in international entrepreneurship

Business model in the context of international entrepreneurship is a rather new topic in academic literature. The objective of this thesis is to examine value creation through business models in internationally entrepreneurial firms. The study examines value creation through the two partner interfaces and the customer interface of a company. Central for the study is the consideration of also the partners’ incentives. Business model construct is studied by defining the concept, examining its elements and the relationship with strategy – concluding with value creation through the concept. The international entrepreneurship chapter focuses on internationally entrepreneurial firms, inspecting the drivers behind international entrepreneurship and studying value network concept. Value creation functions as a driving theme in the theory discussion. The empirical research of the study focuses on eight Finnish internationally entrepreneurial software companies. The study is conducted as a qualitative cross-case analysis building on the single case company business model analyses. The findings suggest that the business models of software companies incorporate vast similarities. However, the degree of international experience has influence on the companies’ value creation and the way they organize their activities both in upstream and downstream of the value chain.

Work for your happiness - Theoretical and empirical study defining and measuring happiness at work

There are vast changes in the work environment, and the traditional rules and management methods might not be suitable for today’s employees anymore. The meaning of work is also changing due to the younger and higher educated generations entering the markets. Old customs need to be re-validated and new approaches should be taken into use. This paper strongly emphasizes the importance of happiness research and happiness at work. The values towards the meaning of work are changing; people demand happiness and quality from all aspects of their lives. The aim of this study is to define happiness - especially at work - and to explain how it can be measured and what kind of results achieved. I also want to find out how the contents of work and the working environment might enhance happiness. The correlation between education and happiness is discussed and examined. I am aware that the findings and theories are concentrating mainly on Western Countries and highlighting the values and work-environments of those societies. The main aim of the empirical study is to find out if there are connections between happiness and work in data collected by World Value Survey in 2005, and if the profession has effects on happiness. Other factors such as the correlation of age, sex, education and income are examined too. I also want to find out what kind of values people have towards work and how these affect the happiness levels. The focus is on two nations: Finland (N=1014) and Italy (N=1012). I have also taken the global comparison within, that is all 54 countries (N=66,566) included in the 5th wave (during the years 2005 -2008) of the World Value Survey. The results suggest that people are generally happy around the world; happiness decreasing with the age, the educated being happier than the uneducated and the employed happier than the unemployed. People working in neat “white collar” jobs are more likely happier than those working in factories or outdoors. Money makes us happier, until certain level is reached. Work is important to people and the importance of work adds happiness. Work is also highly appreciated, but there are more happy people among those who do not appreciate work that highly. Safety matters the most when looking for a job, and there are more happy people among those who have selected the importance of work as the first choice when looking for a job, than among those to whom an income is the most important aspect. People are more likely happy when the quality of work is high, that is when their job consists of creative and cognitive tasks and when they have a feeling of independence.