Sales performance measurement and steering in a multinational company

The objective of the study is to find out how sales performance should be measured and how should sales be steered in a multinational company. The beginning of the study concentrates on the literature regarding sales, performance measurement, sales performance measurement, and sales steering. The empirical part of the study is a case study, in which the information was acquired from interviews with the key personnel of the company. The results of the interviews and the revealed problems were analyzed, and comparison for possible solutions was performed. When measuring sales performance, it is important to discover the specific needs and objectives for such a system. Specific needs should be highlighted in the design of the system. The system should be versatile and the structure of the system should be in line with the organizational structure. The role of the sales performance measurement system was seen to be important in helping sales steering. However, the importance of personal management and especially conversations were seen as really critical issue in the steering. Sales performance measurement could be based on the following perspectives: financial, market, customer, people, and future. That way the sales department could react to the environmental changes more rapidly.

Soodakattilan lentotuhkan uudentyyppisen analysaattorin arviointi

RBDA (Recovery Boiler Dust Analyzer) on soodakattilan savukaasujen hiukkasten määrää mittaava laite. Yksi laitteen mahdollisista sovelluskohteista on soodakattilan nuohouksen optimointi. Tämän työn tarkoituksena oli parantaa RBD-analysaattorin toimintaa ja erityisesti tutkia laitteen toimivuutta soodakattilan nuohouksen optimoinnis-sa. Soodakattilan nuohouksen optimoinnilla voidaan vähentää nuohoukseen kuluneen höyryn määrää ja näin saavuttaa taloudellisia säästöjä. RBD-analysaattorin toimivuutta testattiin toimivan soodakattilan avulla. Tutkimuksen tueksi testeissä käytetyn soodakattilan savukaasujen lämpötilat ja tuhkan tarttumisomi-naisuudet selvitettiin. Laitteen toimivuutta testattiin vertaamalla RBDA:n mittaustulosta standardin mukaiseen savukaasujen hiukkasmittausmenetelmään. Mittajärjestelmän soveltuvuutta soodakattilan nuohouksen optimointiin tutkittiin ajamalla nuohoimia käsin eri seisonta-aikojen jälkeen sekä mittaamalla soodakattilan normaalia nuohousjärjes-tystä. Mittausten perusteella todettiin, että RBDA havaitsee savukaasujen pölypitoisuuden ja sen muutokset luotettavasti. Nuohouksen optimointiin RBDA:n todettiin soveltuvan ny-kyisessä mallissaan vain vedenesilämmittimien osalta. Keittopinnan ja tulistimien nuo-hointen optimointiin ei saatu riittävän luotettavia mittaustuloksia. RBDA:n kehittäminen jatkotutkimuksilla todettiin mahdolliseksi.

Tritiumin kulkeutumisreitit ja tritiuminventaari Loviisan voimalaitoksella

Tämän diplomityön tavoitteena oli selvittää Loviisan voimalaitoksen vesijärjestelmien tritiuminventaari sekä tritiumin kulkeutuminen eri järjestelmissä. Kulkeutumisreittien kartoittamisessa keskityttiin erityisesti kaasujenkäsittely- ja ilmastointiprosesseihin, ilmapäästöjen lähteen selvittämiseksi. Työssä perehdyttiin tritiumin tuottoon ja päästöihin Loviisan VVER- tyyppisessä ydinvoimalaitoksessa. Lisäksi esiteltiin selvitystä varten tarkasteltavat voimalaitoksen vesiilmastointi- ja kaasujenkäsittelyjärjestelmät. Työssä esiteltiin myös tritiumpäästöjä sekä tritiumin mittausmenetelmiä Loviisan voimalaitoksella. Tritiuminventaarin selvittämiseksi otettiin vesinäytteitä niiden järjestelmien säiliöistä, joiden oli tunnistettu sisältävän tritiumpitoisia vesiä. Tritiumin kulkeutumisreittien selvittämiseksi vesinäytteiden lisäksi otettiin ilmasta ja eri järjestelmistä näytteitä tritiumkerääjillä. Tehtyjen mittausten perusteella määritettiin Loviisan voimalaitoksen tritiuminventaari. Tarkasteltujen järjestelmien sisältämä tritiuminventaari on alle puolet normaalista vuotuisesta tritiumvesipäästöstä eikä sen vuoksi aiheuta toimenpiteitä käytöstä poistoa ajatellen. Ilmapäästöjen tritiumin kulkeutumisreittien määrityksessä tunnistettiin pääreiteiksi TL-ilmastoinnit. Kaasujenkäsittelyjärjestelmien osuus ilmapäästöjen tritiumista oli huomattavasti pienempi.

Motores de reacción modernos por turbinas de gas

This Bachelor’s thesis investigates the different types of jet engines used nowadays, their performance and applications. The thesis includes a general study of dynamics of fly, engine thermodynamics and contamination.

Design of Pulsed Electroacoustic Measurement System for Space Charge Characterisation

Pulsed electroacoustic (PEA) method is a commonly used non-destructive technique for investigating space charges. It has been developed since early 1980s. These days there is continuing interest for better understanding of the influence of space charge on the reliability of solid electrical insulation under high electric field. The PEA method is widely used for space charge profiling for its robust and relatively inexpensive features. The PEA technique relies on a voltage impulse used to temporarily disturb the space charge equilibrium in a dielectric. The acoustic wave is generated by charge movement in the sample and detected by means of a piezoelectric film. The spatial distribution of the space charge is contained within the detected signal. The principle of such a system is already well established, and several kinds of setups have been constructed for different measurement needs. This thesis presents the design of a PEA measurement system as a systems engineering project. The operating principle and some recent developments are summarised. The steps of electrical and mechanical design of the instrument are discussed. A common procedure for measuring space charges is explained and applied to verify the functionality of the system. The measurement system is provided as an additional basic research tool for the Corporate Research Centre of ABB (China) Ltd. It can be used to characterise flat samples with thickness of 0.2–0.5 mm under DC stress. The spatial resolution of the measurement is 20 μm.

Kaarihitsauksen suojakaasun tunnistus ja virtauksen mittaus ultraäänellä

Kaasukaarihitsauksessa suojakaasuna käytetään yleensä argonin ja hiilidioksidin tai argonin ja heliumin seoksia. Suojakaasu vaikuttaa useisiin hitsausominaisuuksiin, jotka puolestaan vaikuttavat hitsauksen laatuun ja tuottavuuteen. Automaattisella suojakaasun tunnistuksella ja virtausmäärän mittauksella voitaisiin tehdä hitsauksesta paitsi käyttäjän kannalta yksinkertaisempaa, myös laadukkaampaa. Työn tavoite on löytää mahdollisimman edullinen ja kuitenkin mahdollisimman tarkasti kaasuseoksia tunnistava menetelmä, jota voitaisiin hyödyntää MIG/MAG-hitsauskoneeseen sisäänrakennettuna. Selvä etu on, jos menetelmällä voidaan mitata myös kaasun virtausmäärä. Äänennopeus kaasumaisessa väliaineessa on aineen atomi- ja molekyylirakenteesta ja lämpötilasta riippuva ominaisuus, joka voidaan mitata melko edullisesti. Äänennopeuden määritys perustuu ääniaallon kulkuajan mittaamiseen tunnetun pituisella matkalla. Kaasun virtausnopeus on laskettavissa myötä- ja vastavirtaan mitattujen kulkuaikojen erotuksen avulla. Rakennettu mittauslaitteisto koostuu kahdesta ultraäänimuuntimesta, joiden halkaisija on 10 mm ja jotka toimivat sekä lähettimenä että vastaanottimena. Muuntimet ovat 140 mm:n etäisyydellä toisistaan virtauskanavassa, jossa suojakaasu virtaa yhdensuuntaisesti äänen kanssa. Virtauskanava on putki, jossa on käytetty elastisia materiaaleja, jotta ääniaaltojen eteneminen kanavan runkoa pitkin minimoituisi. Kehitetty algoritmi etsii kahden lähetetyn 40 kHz:n taajuisen kanttiaaltopulssin aiheuttaman vasteen perusteella ääniaallon saapumisajanhetken. Useiden mittausten, tulosten lajittelun ja suodatuksen jälkeen tuntemattomalle kaasulle lasketaan lämpötilakompensoitu vertailuluku. Tuntematon kaasu tunnistetaan vertailemalla lukua tunnettujen kaasuseosten mitattuihin vertailulukuihin. Laitteisto tunnistaa seokset, joissa heliumin osuus argonissa on enintään 50 %. Hiilidioksidia sisältävät argonin seokset puolestaan tunnistetaan puhtaaseen hiilidioksidiin asti jopa kahden prosenttiyksikön tarkkuudella. Kaasun tilavuusvirtausmittauksen tarkkuus on noin 1,0 l/min.

Corporate Social Responsibility in the Oil and Gas Industry: Environmental Management Systems as a Source of Sustainable Development

The environmental aspect of corporate social responsibility (CSR) expressed through the process of the EMS implementation in the oil and gas companies is identified as the main subject of this research. In the theoretical part, the basic attention is paid to justification of a link between CSR and environmental management. The achievement of sustainable competitive advantage as a result of environmental capital growth and inclusion of the socially responsible activities in the corporate strategy is another issue that is of special significance here. Besides, two basic forms of environmental management systems (environmental decision support systems and environmental information management systems) are explored and their role in effective stakeholder interaction is tackled. The most crucial benefits of EMS are also analyzed to underline its importance as a source of sustainable development. Further research is based on the survey of 51 sampled oil and gas companies (both publicly owned and state owned ones) originated from different countries all over the world and providing reports on sustainability issues in the open access. To analyze their approach to sustainable development, a specifically designed evaluation matrix with 37 indicators developed in accordance with the General Reporting Initiative (GRI) guidelines for non-financial reporting was prepared. Additionally, the quality of environmental information disclosure was measured on the basis of a quality – quantity matrix. According to results of research, oil and gas companies prefer implementing reactive measures to the costly and knowledge-intensive proactive techniques for elimination of the negative environmental impacts. Besides, it was identified that the environmental performance disclosure is mostly rather limited, so that the quality of non-financial reporting can be judged as quite insufficient. In spite of the fact that most of the oil and gas companies in the sample claim the EMS to be embedded currently in their structure, they often do not provide any details for the process of their implementation. As a potential for the further development of EMS, author mentions possible integration of their different forms in a single entity, extension of existing structure on the basis of consolidation of the structural and strategic precautions as well as development of a unified certification standard instead of several ones that exist today in order to enhance control on the EMS implementation.

Developing the measurement and management of knowledge: applying the constructive research approach in a knowledge intensive service environment

Intellectual assets have attained continuous attention in the academic field, as they are vital sources of competitive advantage and organizational performance in the contemporary knowledge intensive business environment. Intellectual capital measurement is quite thoroughly addressed in the accounting literature. However, the purpose of the measurement is to support the management of intellectual assets, but the reciprocal relationship between measurement and management has not been comprehensively considered in the literature. The theoretical motivation for this study rose from this paradox, as in order to maximise the effectiveness of knowledge management the two initiatives need to be closely integrated. The research approach of this interventionist case study is constructive. The objective is to develop the case organization’s knowledge management and intellectual capital measurement in a way that they would be closely integrated and the measurement would support the management of intellectual assets. The case analysis provides valuable practical considerations about the integration and related issues as the case company is a knowledge intensive organization in which the know-how of the employees is the central competitive asset and therefore, the management and measurement of knowledge are essential for its future success. The results suggest that the case organization is confronting challenges in managing knowledge. In order to appropriately manage knowledge processes and control the related risks, support from intellectual capital measurement is required. However, challenges in measuring intellectual capital, especially knowledge, could be recognized in the organization. By reflecting the knowledge management situation and the constructed strategy map, a new intellectual measurement system was developed for the case organization. The construction of the system as well as its indicators can be perceived to contribute to the literature, emphasizing of the importance of properly considering the organization’s knowledge situation in developing an intellectual capital measurement system.

Porous silicon optical filters in gas sensing applications

In this thesis, the gas sensing properties of porous silicon-based thin-film optical filters are explored. The effects of surface chemistry on the adsorption and desorption of various gases are studied in detail. Special emphasis is placed on investigating thermal carbonization as a stabilization method for optical sensing applications. Moreover, the possibility of utilizing the increased electrical conductivity of thermally carbonized porous silicon for implementing a multiparametric gas sensor, which would enable simultaneous monitoring of electrical and optical parameters, is investigated. In addition, different porous silicon-based optical filter-structures are prepared, and their properties in sensing applications are evaluated and compared. First and foremost, thermal carbonization is established as a viable method to stabilize porous silicon optical filters for chemical sensing applications. Furthermore, a multiparametric sensor, which can be used for increasing selectivity in gas sensing, is also demonstrated. Methods to improve spectral quality in multistopband mesoporous silicon rugate filters are studied, and structural effects to gas sorption kinetics are evaluated. Finally, the stability of thermally carbonized optical filters in basic environments is found to be superior in comparison to other surface chemistries currently available for porous silicon. The results presented in this thesis are of particular interest for developing novel reliable sensing systems based on porous silicon, e.g., label-free optical biosensors.

Design of Instrument for Knee Joint Kinematics Measurement

This thesis describes the process of design and modeling of instrument for knee joint kinematics measurement that can work for both in-vivo and in-vitro subjects. It is designed to be compatible with imaging machine in a sagittal plane. Due to the invasiveness of the imaging machine, the instrument is designed to be able to function independently. The flexibility of this instrument allows to measure anthropometrically different subject. Among the sixth degree of freedom of a knee, three rotational and one translational degree of freedom can be measured for both type of subject. The translational, proximal-distal, motion is stimulated by external force directly applied along its axis. These angular and linear displacements are measured by magnetic sensors and high precision potentiometers respectively

IT Investment Portfolio Management Over Joint Ventures: Case Study in a Multinational Oil & Gas Company

With information technology (IT) playing an increasing important role in driving the business, the value of IT investment is often challenged because not all of those investment decisions are made in a reasonable way or aligned with business strategies. IT investment portfolio management (PfM) is an effective way to prioritize and select the right IT projects to invest in, by taking all the project proposals into consideration as a whole, based on their business value, risks, costs, and interrelationships. There are different decision models to prioritise projects, and the Analytic Hierarchy Process (AHP) is one of the most commonly-used methods and is discussed in this master thesis. At the same time, there are IT projects on different levels for a multinational company, from global to local. For instance, many of them are probably proposed by joint ventures on local level. In the oil & gas industry, joint ventures are often formed especially in the area of the upstream (exploration & production). How to involve those projects into the IT investment PfM approach of the parent company is a challenge, because the parent company cannot make the decisions on its own. It needs to prioritize all projects in an adequate way, communicate with JVs and influence them. Also, different control levels on JVs need to be considered. This paper hence attempts to introduce a tailored approach of IT investment PfM for a multinational oil & gas company to address the issues around JVs.

Analysis and validation of space averaged drag model for numerical simulations of gas-solid flows in fluidized beds

This thesis presents an approach for formulating and validating a space averaged drag model for coarse mesh simulations of gas-solid flows in fluidized beds using the two-fluid model. Proper modeling for fluid dynamics is central in understanding any industrial multiphase flow. The gas-solid flows in fluidized beds are heterogeneous and usually simulated with the Eulerian description of phases. Such a description requires the usage of fine meshes and small time steps for the proper prediction of its hydrodynamics. Such constraint on the mesh and time step size results in a large number of control volumes and long computational times which are unaffordable for simulations of large scale fluidized beds. If proper closure models are not included, coarse mesh simulations for fluidized beds do not give reasonable results. The coarse mesh simulation fails to resolve the mesoscale structures and results in uniform solids concentration profiles. For a circulating fluidized bed riser, such predicted profiles result in a higher drag force between the gas and solid phase and also overestimated solids mass flux at the outlet. Thus, there is a need to formulate the closure correlations which can accurately predict the hydrodynamics using coarse meshes. This thesis uses the space averaging modeling approach in the formulation of closure models for coarse mesh simulations of the gas-solid flow in fluidized beds using Geldart group B particles. In the analysis of formulating the closure correlation for space averaged drag model, the main parameters for the modeling were found to be the averaging size, solid volume fraction, and distance from the wall. The closure model for the gas-solid drag force was formulated and validated for coarse mesh simulations of the riser, which showed the verification of this modeling approach. Coarse mesh simulations using the corrected drag model resulted in lowered values of solids mass flux. Such an approach is a promising tool in the formulation of appropriate closure models which can be used in coarse mesh simulations of large scale fluidized beds.