Role of references in international industrial marketing : a theory-building case study about supplier’s processes of utilizing references

Scientific studies regarding specifically references do not seem to exist. However, the utilization of references is an important practice for many companies involved in industrial marketing. The purpose of the study is to increase the understanding about the utilization of references in international industrial marketing in order to contribute to the development of a theory of reference behavior. Specifically, the modes of reference usage in industry, the factors affecting a supplier's reference behavior, and the question how references are actually utilized, are explored in the study. Due to the explorative nature of the study, a research design was followed where theory and empirical studies alternated. An Exploratory Framework was developed to guide a pilot case study that resulted in Framework 1. Results of the pilot study guided an expanded literature review that was used to develop first a Structural Framework and a Process Framework which were combined in Framework 2. Then, the second empirical phase of the case study was conducted in the same (pilot) case company. In this phase, Decision Systems Analysis (DSA) was used as the analysis method. The DSA procedure consists of three interviewing waves: initial interviews, reinterviews, and validating interviews. Four reference decision processes were identified, described and analyzed in the form of flowchart descriptions. The flowchart descriptions were used to explore new constructs and to develop new propositions to develop Framework 2 further. The quality of the study was ascertained by many actions in both empirical parts of the study. The construct validity of the study was ascertained by using multiple sources of evidence and by asking the key informant to review the pilot case report. The DSA method itself includes procedures assuring validity. Because of the choice to conduct a single case study, external validity was not even pursued. High reliability was pursued through detailed documentation and thorough reporting of evidence. It was concluded that the core of the concept of reference is a customer relationship regardless of the concrete forms a reference might take in its utilization. Depending on various contingencies, references might have various tasks inside the four roles of increasing 1) efficiency of sales and sales management, 2) efficiency of the business, 3) effectiveness of marketing activities, and 4) effectiveness in establishing, maintaining and enhancing customer relationships. Thus, references have not only external but internal tasks as well. A supplier's reference behavior might be affected by many hierarchical conditions. Additionally, the empirical study showed that the supplier can utilize its references as a continuous, all pervasive decision making process through various practices. The process includes both individual and unstructured decision making subprocesses. The proposed concept of reference can be used to guide a reference policy recommendable for companies for which the utilization of references is important. The significance of the study is threefold: proposing the concept of reference, developing a framework of a supplier's reference behavior and its short term process of utilizing references, and conceptual structuring of an unstructured and in industrial marketing important phenomenon to four roles.

Data management as a part of performance management: Case study about production reporting development project

Because of the increased availability of different kind of business intelligence technologies and tools it can be easy to fall in illusion that new technologies will automatically solve the problems of data management and reporting of the company. The management is not only about management of technology but also the management of processes and people. This thesis is focusing more into traditional data management and performance management of production processes which both can be seen as a requirement for long lasting development. Also some of the operative BI solutions are considered in the ideal state of reporting system. The objectives of this study are to examine what requirements effective performance management of production processes have for data management and reporting of the company and to see how they are effecting on the efficiency of it. The research is executed as a theoretical literary research about the subjects and as a qualitative case study about reporting development project of Finnsugar Ltd. The case study is examined through theoretical frameworks and by the active participant observation. To get a better picture about the ideal state of reporting system simple investment calculations are performed. According to the results of the research, requirements for effective performance management of production processes are automation in the collection of data, integration of operative databases, usage of efficient data management technologies like ETL (Extract, Transform, Load) processes, data warehouse (DW) and Online Analytical Processing (OLAP) and efficient management of processes, data and roles.

Perception of privacy in smartphone applications: profiling users based on personality types.

This document is focused on studying privacy perception and personality traits of users in the context of smartphone application privacy. It is divided into two parts. The first part presents an in depth systematic literature review of the existing academic writings available on the topic of relation between privacy perception and personality traits. Demographics, methodologies and other useful insight is extracted and the available literature is divided into broader group of topics bringing the five main areas of research to light and highlighting the current research trends in the field along with pinpointing the research gap of interest to the author. The second part of the thesis uses the results from the literature review to administer an empirical study to investigate the current privacy perception of users and the correlation between personality traits and privacy perception in smartphone applications. Big five personality test is used as the measure for personality traits whereas three sub-variables are used to measure privacy perception i.e. perceived privacy awareness, perceived threat to privacy and willingness to trade privacy. According to the study openness to experience is the most dominant trait having a strong correlation with two privacy sub-variables whereas emotional stability doesn’t show any correlation with privacy perception. Empirical study also explores other findings as preferred privacy sources and application installation preferences that provide further insight about users and might be useful in future.

Tarjoustoiminnankehittäminen projektiliiketoiminnassa - tiedonhallinta ja työkalut

Työn tavoitteena on tehdä pohjatutkimus tarjoustoiminnan kehittämiseksi Larox Oyj:ssä. Työssä hahmotetaan haastatteluiden avulla tämänhetkiset ongelma-alueet tarjoustoiminnassa ja tiedonhallinnassa. Nykyisin suurimpina kehityshaasteina ovat rutiinityön manuaalinen hallinta, tiedon hankala saatavuus ja selkeiden yhteisten pelisääntöjen puuttuminen tarjoustoiminnassa. Näihin haasteisiin pyritään löytämään ratkaisuvaihtoehtoja. Työ sisältää teoriaosan, jossa käydään läpi projektin ominaispiirteitä, tarjoustoiminnan osuutta projektiliiketoiminnassa, elinkaarenaikaisen tiedonhallinnan keinoja sekä massaräätälöinnin toimintaperiaatteita. Tarjoustoimintaa pyritään kehittämään käsitellyn teorian, benchmark-vierailuilta saatujen ideoiden sekä haastatteluissa tulleiden toiveiden pohjalta. Tuloksena saadaan kehitysideat pitkäjänteiseen kehitystyöhön sekä nopeasti toteutettaviin toimenpiteisiin. Keskeinen kehitysidea on tarjouskonfiguraattorin kehitystyön aloittaminen. Sen avulla pyritään vähentämään tarjousinsinöörien työtaakkaa. Silloin tarjousinsinööreille jää aikaa toteuttaa osaamistaan haastavampien ja suurempien tarjouksien tekemisessä. Tuloksena on saatu neliportainen kehityspolku, jota kulkemalla päästään kohti hahmotettua tavoitetilaa. Työn tuloksia käytetään hyväksi aloitettaessa konfiguraattorin kehitys Laroxilla sekä kehitettäessä koko tarjoustoimintaa ja elinkaarenaikaista tiedonhallintaa yrityksessä.

Fiber Laser Cutting of Mild Steel

Fiber laser for materials processing have undergone a rapid development in the pastseveral years. As fiber laser provides a combination of high beam quality and awavelength that is easily absorbed by metal surfaces, the named future laser isexpected to challenge the CO2 and Nd:YAG lasers in the area of metal cutting. This thesis studied the performance of fiber laser cutting mild steel. In the literature review part, it introduced the laser cutting principle and the principle of fiber laser including the newest development of fiber laser cuttingtechnology. Because the fiber laser cutting mild steel is a very young technology, a preliminary test was made in order to investigate effect of the cutting parameters on cut quality. Then the formal fiber laser cutting experiment was madeby using 3 mm thickness S355 steel with oxygen as assistant gas. The experimentwas focused on the cut quality with maximum cutting speed and minimum oxygen gas pressure. And the cut quality is mainly decided by the kerf width, perpendicularity tolerance, surface roughness and striation patterns. After analysis the cutting result, several conclusions were made. Although the best result got in the experiment is not perfect as predicted, the whole result of the test can be accepted. Compared with CO2 laser, a higher cutting speed was achieved by fiber laser with very low oxygen gas pressure. A further improvement about the cutting quality might be possible by proper selection of process parameters. And in order to investigate the cutting performance more clearly, a future study about cutting different thickness mild steel and different shape was recommended.

Kerrosleijukattilan sekundääri-ilmansyöttöjärjestelmän kehittäminen

Työn tarkoituksena oli kehittää kerrosleijukattilan sekundääri-ilmansyöttöä. Työssä tutkittiin tulipesässä ilmasuihkujen käyttäytymiseen vaikuttavia tekijöitä sekä eri ilmansyöttömallien vaikutuksia tulipesäolosuhteisiin. Sekundääri- ja tertiääri-ilmasuihkujen tehtävänä on sekoittaa tulipesän kaasuja sekä tuoda happi leijupetin yläpuolelle haihtuneiden aineiden palamisen loppuun saattamiseksi. Kaasujen sekoittumiseen vaikuttavat ilmasuihkun ja ristivirtauksen liikemäärien suhde, suutinten koko ja sijoittelu toisiinsa nähden. Ilmasuihku saavuttaa paremman tunkeutuvuuden ja siten tehokkaamman sekoittumisen suuttimen koon kasvaessa. Lisäksi tunkeutuvuus paranee suutinten välisen etäisyyden sekä ilmasuihkun ja ristivirtauksen liikemäärien suhteen kasvaessa. Optimaalisen suutinten välisen etäisyyden osoitettiin riippuvan suuttimen ja tulipesän koosta sekä ilmasuihkun ja ristivirtauksen liikemäärien suhteesta. Saatujen tulosten mukaan sekundääri- ja tertiääri-ilmatasoilla tulee suosia suuria harvaan ja lomittain sijoitettuja suuttimia. Ilmansyöttömalleja tutkittiin numeerisesti mallintamalla, ja saatujen tulosten perusteella tehokkain sekoittuminen saavutettiin sijoittamalla sekundääri-ilmasuuttimet tulipesän kahdelle vastakkaiselle seinälle.

Yrityskulttuurianalyysi organisaatiomuutoksen tukena, case: Yksityis- ja Yritys-Sampo

Tutkimuksen ensisijaisena tarkoituksena on tutkia organisaatioiden kulttuurieroihin, kulttuureista löytyviin yrityksen strategisia - ja muutostavoitteita tukeviin tai haittaaviin tekijöihin sekä siihen, mitä kulttuurisia seikkoja muutoksen valmistelussa tulee ottaa huomion. Teoreettisesti tutkimusta lähestyttiin yrityskulttuuria, organisaation muutosta ja muutosjohtajuutta käsittelevällä kirjallisuudella, joiden pohjalta määriteltiin kulttuuridimensiot ja pohja Sammon kulttuuritutkimukselle. Tutkielma suoritettiin kvantitatiivisena case - tutkimuksena. Informaatio kerättiin sisäisen Intranetin välityksellä koko Yksityis- ja Yritys- Sammon henkilöstöltä. Merkittävimpänä tuloksena vahvistui käsitys siitä, että kahta täysin samanlaista yrityskulttuuria ei ole olemassa. Tulosten perusteella yksiköiden välillä on ajoittain merkittäviäkin eroja, kun yksiköiden omia vastauksia verrattiin keskenään. Mielikuvavastausten perusteella toisen yhtiön tilanne arvioidaan huomattavasti heikommaksi kuin oman lähes kaikissa väittämissä.

Socially Responsible Investing: Considerable Alternative to Conventional Investing?

The aim of the thesis was to examine socially responsible investing, its background, development, and performance relative to conventional investing. Finance theory was exploited in the study in order to find possible weaknesses of socially responsible investing. A number of U.S.-based studies about the same subject were analyzed as well. According to the majority of the studies, socially responsible investing performs equally well with conventional investing. Return differences during May 2000 through November 2008 were measured by conducting an empirical study about the Calvert Social Index, the broad-based S&P 500 index, and the technology-based Nasdaq index. Return differences were observed by using measures of simple return and risk-return ratios. Based on this empirical research we state that socially responsible investing underperforms conventional investing, which differs from the majority of the earlier study results. We also state that the time period used in this study is exceptional compared to that of the earlier studies, however, any factors causing the underperformance were not identified.

Menestyksekkäät yliopistopelin pelaajat? Tutkimus nopeasti ja nuorena valmistumisesta

Succestul players of the university game? A study about the short duration of master’s degree studies and graduating at a young age The duration of studies has long been a topic of conversation. It was first mentioned in 1883, but the discussion has been quite active and topical for the last fifty years. During that time, there have been numerous committees, working groups for the Ministry of Education, and revisions to the structure of the master’s degree program. All of these have focused on lowering the duration of studies as well as the age at which students graduate. These two factors have been regarded as indicators of efficiency. Achieving these goals is seen to promote the successful transition from studies to work. In addition, the greater time that people spend working is thought to help with the fiscal burden of an aging population. The reasons for prolonged study seem to be: students working during the course of their studies; the actual workload of the studies, which sometimes does not correlate with the calculated workload; problems with the students’ course selections and with their financial support from the government; issues in teaching; and problems with university funding. This study focuses on students’ study experiences, their progress, and the university itself. Of particular interest was the students’ use of different resources—cultural, social, and economical capital. Participants in the study had graduated from the University of Turku between the years of 1999 and 2001 and were divided into two groups: prompt graduates, those who graduated among the fastest 18th percent in their faculty; and those who graduated at a slower pace. A survey (N=499) and interviews (N=69) were among the methods used, along with a compilation of statistics on the students’ duration of studies, the number of modules studied, and marks obtained. Bourdieu’s theory about fields and the games people play in those fields formed the theoretical background of this study. The university was seen to form a playing field with historically and politically changeable rules. The students playing in this field were considered to possess different economical, social, and cultural resources, which they use more or less successfully. Some of the strategies used by students result in gra¬duating at a young age and/or a short duration of study; some do not. This study divided the age of graduation and the duration of study into separate games. This allowed the study to determine the relationship between these two factors and to examine their similarities and differences. The study also focused on the idea of success. Short duration of studies and a young graduation age can be considered, be some, an indication of success in navigating the university field. This study aimed to see if this concept held true or whether these seeming indicators of success have negative side effects. The main result of this study is that, even though the games of duration and age have similarities, they are sufficiently diverse to be considered separate games, which need different resources. To graduate with a short duration of studies, it is important for a student to successfully view and navigate the university field, tailoring one’s studies and extracurricular activities to suit the individual. In the game of youth, the background of the student seemed to be of greater importance. The youngest graduates had spent more time with their parents, who also had higher educational qualifications. They also had higher achievement in their previous studies. This seems to indicate that their background allowed them to assimilate a better understanding of the school and university fields and that playing the university game was natural for them. As for the aspect of success, it seems that there are many ways to define the term. Youth on graduation and short duration of studies can be seen as two indicators of success. Both revealed negative and positive outcomes, even though short duration of studies seemed more often to be connected with positive outcomes. However, it seems that the best indicator for success is the way in which students organize study into their lives to support and suit their needs and abilities to realize a meaningful life and a successful entry into the field of work.

Uuden valmistusteknologian käyttöönottoprosessin kuvaaminen

Raskaassa teollisuudessa perinteisten valmistusmenetelmien kehitys vaatii uusiin valmistusteknologioihin investoimista ja niiden käyttöönottoa. Valmistusteknologioiden käyttöönottoja johdetaan yrityksissä useimmiten yksittäisinä projekteina. Tämän tutkimuksen tarkoituksena on selvittää, voidaanko valmistusteknologian käyttöönotoissa tunnistaa yhteisiä piirteitä ja onko niihin mahdollista soveltaa prosessijohtamisen menetelmiä. Tutkimuksen taustan muodostaa kirjallisuusselvitys aiemmin julkaistuista aihepiiriin liittyvistä tutkimuksista. Tärkeimmät teoreettiset viitekehykset aiemmista tutkimuksista ovat Taskisen julkaisu tuotantoprosessin muutoksen vaiheista sekä muutoksen mittaristosta, sekä Carillon ja Gaimonin tutkimus valmistusprosessin muutostavoitteista sekä niiden resursoinnista. Lisäksi prosessijohtamisen käsitteet ja yleisimmät prosessien kuvaamisen standardimenetelmät esiteltiin. Työssä tutustutaan suomalaisessa raskaan teollisuuden kasvuyrityksessä tehtyihin valmistusteknologian käyttöönottojen suorituksiin ja niissä havaittuihin kehityskohteisiin. Näiden kehityskohteiden ja teoreettisten viitekehysten perusteella luotiin prosessimalli valmistusteknologian käyttöönotosta. Tutkimuksessa havaittiin, että uuden valmistusteknologian käyttöönotto noudattaa tuotantoprosessiin tehtävien muutosten teoriaa, ja siitä voidaan tunnistaa käyttöönoton tyypistä riippumattomia toistuvia vaiheita. Nämä vaiheet ja toiminnot on mahdollista kuvata prosessiksi, jota voidaan kehittää käyttöönottojen suorituksesta saatujen kokemusten ja mittaustuloksien avulla.

Palkitsemisjärjestelmät ja niiden soveltaminen caseyrityksessä

Tutkielma palkitsemisjärjestelmien soveltamisesta caseyrityksessä

Teollisuuden sivutuotteiden hyödyntäminen ekstruusion raaka-aineena

Ilmaston lämpeneminen ja luonnonvarojen ehtyminen ovat nostaneet ympäristöasiat erittäin ajankohtaisiksi ja kierrättämisen merkitys korostuu entisestään. Tässä diplomityössä on käsitelty teollisuuden jätteiden ja sivutuotteiden kierrättämistä puumuovikomposiitin raaka-aineeksi. Työssä on tutkittu Kaakkois-Suomessa olevia tärkeimpiä teollisuuden sivuainevirtoja puumuovikomposiitin kannalta sekä valmistettu puumuovikomposiittia hyödyntämällä kahta kaatopaikalle päätyvää jätettä. Kaakkois-Suomen teollisuuden jätteitä selvitettäessä löytyi paljon puumuovikomposiitin valmistamiseen soveltuvia jätteitä. Mekaanisen metsäteollisuuden sivutuotteita käytetään yleisesti puumuovikomposiitin valmistamiseen. Muita potentiaaliseksi havaittuja raakaaineita ovat mm. lentotuhka, lasikuitujäte, pakkauskartonki, muovijätteet ja vuorivillan valmistuksessa syntyvät jätteet. Koemateriaaleiksi valittiin puunpoltosta peräisin oleva lentotuhka ja vuorivillan valmistamisessa syntyvä vuorivillapöly. Materiaaleilla korvattiin puuta puumuovikomposiitissa ja valmistetulle komposiitille suoritettiin kokeita mekaanisten ominaisuuksien selvittämiseksi. Molempien materiaalien kohdalla ominaisuuksien havaittiin parantuneen ilman täyteainetta valmistettuun komposiittiin verrattuna.

Ja vet int va de heter på svenska : interaktion mellan tvåspråkiga elever och deras lärare i en enspråkig klassrumsdiskurs

This is a study about language and learning aspects in the interaction between pupils and teachers in classrooms, where the majority of the pupils are bilingual. The aim of the dissertation is to develop the understanding of interactional learning possibilities and constraints in relation to a bilingual context. Language related learning is used as an overall conception which covers learning related to classroom discourse, language and subject. The empirical study has been made in a Swedish speaking school in a strongly Finnish dominated environment in the south of Finland. In the material, mainly consisting of video recorded lessons in forms one to three, the interaction between the pupils and the teachers is analysed. Building on a social constructionist perspective, where learning is regarded as a social phenomenon, situated and visible in changing participation, sequences where pupils or teachers make the language relevant are emphasised. The sequences are analysed in line with the conversation analytic (CA) approach. A fundamental result is an understanding of a monolingual classroom discourse, jointly constructed by teachers and pupils and visible in the pupils' interactionally problematized code-switching. This means that the pupils are not victims of a top-driven language policy; they are active co-constructors of the monolingual discourse. Through different repair initiations the pupils are doing interactional work in positioning themselves correctly in the monolingual discourse, which they simultaneously maintain. This work has a price in relation to time, knowledge and exactness. The pupils' problematized code-switching is often directly and shortly repaired by the teachers. This kind of repair promotes the pupils' participation and is not, as opposed to the results of research in everyday talk, dispreferred in pupil-teacher talk. When the pupils use the possibility to, in a comparatively easy way, participate and thus express their knowledge through codeswitching, and simultaneously talk a monolingual discourse into being, the teacher can, through direct repair, show an understanding in regard to the content, facilitate language learning and simultaneously confirm the pupils as competent speakers and bilingual individuals. Furthermore, significant results show that the monolingual norm has a function of a contrasting background which gives the pupils and the teachers a possibility to use language alternation as a functional and meaningful activity. The pupils use codeswitching as a way of protesting or expressing non-participation in the classroom talk. By making the pupils' bilingualism relevant, the teachers express understanding and empathy and encourage the pupils' participation in the classroom talk. Bilingualism is a nonpreferred, but functioning, resource in the interaction between pupils and teachers.

Techno-Economic Feasibility of Novel On-Line Condition Monitoring Methods in Low Voltage Distribution Networks

The focus in this thesis is to study both technical and economical possibilities of novel on-line condition monitoring techniques in underground low voltage distribution cable networks. This thesis consists of literature study about fault progression mechanisms in modern low voltage cables, laboratory measurements to determine the base and restrictions of novel on-line condition monitoring methods, and economic evaluation, based on fault statistics and information gathered from Finnish distribution system operators. This thesis is closely related to master’s thesis “Channel Estimation and On-line Diagnosis of LV Distribution Cabling”, which focuses more on the actual condition monitoring methods and signal theory behind them.

Leadership in the mobile smartphone market

The mobile telecommunications industry has been going through an enormous revolution, especially after mid-1990 when smartphones were introduced to the market. As a consequence, the smartphone market’s dynamism is requesting companies to operate differently in the way they do business. After a long period occupying the leader position in the smartphones manufacturers’ rank, Nokia was outperformed by Apple and Samsung during 2011 and since then has been on the third place. Nevertheless, Nokia is battling for regaining the leadership in such a competitive and high-velocity growing market and that is what this research is about. This research covers the competitive and strategic forces that shape dynamic industries whereas the main purpose is to elucidate the main factors that contribute to a company’s above-average performance and ultimately determine its leadership in the mobile smartphone market. Therefore, this exploratory qualitative research was conducted as a desk research, which utilized various secondary sources of data in the knowledge area of strategic management such as theories about competitive advantages and dynamic capabilities of firms, innovation, and strategy. This research is enriched with a case study about Nokia: how the company has been organizing its corporate structure to support the strategies and hence how it has been competing in the smartphone market is analyzed, taking into account many contemporary data sources, including market analysts’ and business experts’ opinions. As a result of the classic literature exploration and the case study assay, a framework for deeper analysis of the competitiveness of firms in dynamic markets was developed. The conclusion that emerged from this research is that the success of a firm results from the interplay of various factors. To regain the leader position in the mobile smartphone market is a challenging task that requires Nokia to reinvent its core strategy for taking charge of the smartphones’ industry transformation through for example the adoption of the open innovation concept. It is imperative that Nokia designs and implement a breakthrough strategy as well as embraces the uncertainty of the smartphone market competition as an opportunity for discontinuous innovation development with the ultimate goal of recovering the leadership.