Sähköisen liiketoiminnan hyödyntäminen Päijät-Hämeen koulutuskonsernin hankintatoiminnassa

Tutkimuksen tarkoituksena oli selvittää, miten sähköistä liiketoimintaa hyödynnetään Päijät-Hämeen koulutuskonsernin hankintatoiminnassa. Lisäksi tutkimuken tarkoituksena oli perehtyä julkiseen hankintatoimintaan, erityisesti lainsäädännön sille asettamiin vaatimuksiin ja julkisen hankintaprosessin eri osa-alueisiin. Tutkimuksen teoriaosan alussa tarkastellaan julkista hankintaprosessia ja lainsäädäntöä. Teoriaosassa käsitellään myös sähköisen liiketoiminnan uhkia ja heikkouksia Lisäksi selvitetään tietoverkkojen; Internetin, intranetin ja extranetin mahdollistamat hyödyt hankintatoiminnassa. Pääasiallisena tutkimusmenetelmänä käytettiin kyselytutkimusta. Tämän lisäksi tehtiin 9 haastattelua. Tutkimus osoitti, että Päijät-Hämeen koulutuskonsernissa käytetään jo tällä hetkellä tietoverkkoja hankintatoiminnassa. Tutkimuksen mukaan suurimmat hyödyt tietoverkkoista ovat ostoprosessin nopeutuminen ja työajan säästöt. Tutkimus osoitti, että Päijät-Hämeen koulutuskonsernissa on kuitenkin hidasteita sähköisen liiketoiminnan hyödyntämisessä. Kyselytutkimuksen mukaan tällaisia hidasteita ovat tällä hetkellä toimittajien passiivisuus ja henkilöstön uskalluksen puute sähköisen liiketoiminnan kokonaisvaltaisessa hyödyntämisessä.

Toimittajasuhteiden kehittaminen Etela-Karjalan julkisissa terveydenhuollon hankinnoissa

Työn tavoite oli selvittää miten Etelä-Karjalan sairaanhoitopiirissä hoidetaan talla hetkellä toimittajasuhteita ja miten nykyiset hankintoihin liittyvät toimintatavat toimivat. Lisaksi tavoitteena oli selvittää miten toimittajasuhteiden hoito voidaan tehdä jatkossa sekä miten yleensä hankintojen toimintatapoja on kehitettävä, jotta pystytään vastaamaan uuden Etelä- Karjalan Sosiaali- ja terveyspiirin tuomiin organisaatiomuutoksiin. Tutkimuksessa ilmeni, että sairaanhoitopiirin kulutustavaroiden toimittajista murto-osa vastaa suurimmasta osasta toimituksista ja toimitusten euromääräisestä arvosta. Hankintojen onnistunut toteuttaminen jatkossa vaatii parempaa informaationkulkua hankintatoimen ja toimittajien välillä sekä sairaalan sisällä. Hankintatoimen toimintatavoista on tehtävä selkeämmät pelisäännöt, joiden toteutumisen valvomiseen on panostettava.

Leilões eletrônicos reversos multiatributo : uma abordagem de decisão multicritério como instrumento de agregação de valor aos processos de compras do setor público brasileiro

Leilões são instituições seculares utilizadas nas relações comerciais entre indivíduos e organizações. Provêem maior flexibilidade aos processos de determinação de preços e alocação de bens, aumentando o espaço para negociações entre compradores e vendedores. Na Internet, têm sido empregados, de maneira crescente, em atividades de comércio eletrônico B2B e G2B, em sua maioria, através da modalidade de leilão reverso. No entanto, seu aspecto unidimensional reduz as negociações à variável preço, produzindo, muitas vezes, resultados aquém do desejado. No caso brasileiro, o Governo Federal instituiu o Portal Comprasnet, através do qual, as organizações públicas adquirem bens e serviços de fornecedores cadastrados. Dentre as modalidades de licitação disponíveis, destaca-se o Pregão Eletrônico, um mecanismo de leilão eletrônico reverso baseado no atributo preço, através do qual, fornecedores submetem lances decrescentes, na disputa por contratos do setor público. No presente trabalho, o autor propõe uma abordagem de decisão multicritério, baseada na Teoria da Utilidade Multiatributo, como uma alternativa para a adoção de leilões reversos baseados em múltiplos atributos e, consequentemente, para uma maior agregação de valor pelas organizações compradoras do setor público brasileiro.

Towards a contextual understanding of B2B salespeople's selling competencies – An exploratory study among purchasing decision-makers of internationally-oriented technology firms

ABSTRACT Towards a contextual understanding of B2B salespeople’s selling competencies − an exploratory study among purchasing decision-makers of internationally-oriented technology firms The characteristics of modern selling can be classified as follows: customer retention and loyalty targets, database and knowledge management, customer relationship management, marketing activities, problem solving and system selling, and satisfying needs and creating value. For salespeople to be successful in this environment, they need a wide range of competencies. Salespeople’s selling skills are well documented in seller side literature through quantitative methods, but the knowledge, skills and competencies from the buyer’s perspective are under-researched. The existing research on selling competencies should be broadened and updated through a qualitative research perspective due to the dynamic nature and the contextual dependence of selling competencies. The purpose of the study is to increase understanding of the professional salesperson’s selling competencies from the industrial purchasing decision- makers’ viewpoint within the relationship selling context. In this study, competencies are defined as sales-related knowledge and skills. The scope of the study includes goods, materials and services managed by a company’s purchasing function and used by an organization on a daily basis. The abductive approach and ‘systematic combining’ have been applied as a research strategy. In this research, data were generated through semi- structured, person-to-person interviews and open-ended questions. The study was conducted among purchasing decision-makers in the technology industry in Finland. The branches consisted of the electronics and electro-technical industries and the mechanical engineering and metals industries. A total of 30 companies and one purchasing decision-maker from each company were purposively chosen for the sampling. The sample covers different company sizes based on their revenues, their differing structures – varying from public to family companies –that represent domestic and international ownerships. Before analyzing the data, they were organized by the purchasing orientations of the buyers: the buying, procurement or supply management orientation. Thematic analysis was chosen as the analysis method. After analyzing the data, the results were contrasted with the theory. There was a continuous interaction between the empirical data and the theory. Based on the findings, a total of 19 major knowledge and skills were identified from the buyers’ perspective. The specific knowledge and skills from the viewpoint of customers’ prevalent purchasing orientations were divided into two categories, generic and contextual. The generic knowledge and skills apply to all purchasing orientations, and the contextual knowledge and skills depend on customers’ prevalent purchasing orientations. Generic knowledge and skills relate to price setting, negotiation, communication and interaction skills, while contextual ones relate to knowledge brokering, ability to present solutions and relationship skills. Buying-oriented buyers value salespeople who are ‘action oriented experts, however at a bit of an arm’s length’, procurement buyers value salespeople who are ‘experts deeply dedicated to the customer and fostering the relationship’ and supply management buyers value salespeople who are ‘corporate-oriented experts’. In addition, the buyer’s perceptions on knowledge and selling skills differ from the seller’s ones. The buyer side emphasizes managing the subject matter, consisting of the expertise, understanding the customers’ business and needs, creating a customized solution and creating value, reliability and an ability to build long-term relationships, while the seller side emphasizes communica- tion, interaction and salesmanship skills. The study integrates the selling skills of the current three-component model− technical knowledge, salesmanship skills, interpersonal skills− and relationship skills and purchasing orientations, into a selling competency model. The findings deepen and update the content of these knowledges and skills in the B2B setting and create new insights into them from the buyer’s perspective, and thus the study increases contextual understanding of selling competencies. It generates new knowledge of the salesperson’s competencies for the relationship selling and personal selling and sales management literature. It also adds knowledge of the buying orientations to the buying behavior literature. The findings challenge sales management to perceive salespeople’s selling skills both from a contingency and competence perspective. The study has several managerial implications: it increases understanding of what the critical selling knowledge and skills from the buyer’s point of view are, understanding of how salespeople effectively implement the relationship marketing concept, sales management’s knowledge of how to manage the sales process more effectively and efficiently, and the knowledge of how sales management should develop a salesperson’s selling competencies when managing and developing the sales force. Keywords: selling competencies, knowledge, selling skills, relationship skills, purchasing orientations, B2B selling, abductive approach, technology firms

Targeted Public Distribution System in Food Grains:Extent of Utlization by the Tribal Population in Kerala

In India, Food Security meant supply of food grains and the medium was Public Distribution System. Public Distribution System (PDS) is a rationing mechanism that entitles households to specified quantities of selected commodities at subsidized prices. The Objectives of PDS are maintaining Price Stability, rationing during times of scarcity, welfare of the poor, and keeping a check on private trade. Kerala has registered remarkable improvement in poverty reduction in general over the years among all social sections, including scheduled caste and scheduled tribe population. As part of the structural adjustment intended to reduce public expenditure, PDS has been modified as Revamped PDS (RPDS) during 1992 and later on as Targeted PDS (TPDS) in 1997, intended to target households on the basis of income criterion, classifying people as Below Poverty Line (BPL) and Above Poverty Line (APL). TPDS provides 25Kg. of food gra.ins through the Fair Price Shops per month @ Rs.3/- per Kg. of rice/ wheat to the BPL category and @Rs.8.90 and Rs.6.7O for rice and wheat respectively to the APL category of people. Since TPDS is intended to target the poor people, the subsidy spent by the government for the scheme should be beneficial to the poor people and naturally they should utilize the benefits by purchasing the food grains allotted under the scheme. Several studies have shown that there is underutilization of the allotments under TPDS. Therefore, the extent of utilization of TPDS in food grains, how and why remains as a major hurdle, in improving the structure and system of PDS. Livelihood of the tribal population being under threat due to increasing degradation of the resources, the targeting system ought to be effective among the tribal population. Therefore, performance of the TPDS in food grains, in terms of the utilization by the tribal population in Kerala, impact thereof and the factors, if any, affecting proper utilization were considered as the research problem in this study. The study concentrated on the pattern of consumption of food grains by the tribal people, whether their hunger needs are met by distribution of food grains through the TPDS, extent to which TPDS in food grains reduce their share of expenditure on food in the total household expenditure, and the factors affecting the utilization of the TPDS in food grains by the tribal population. Going through the literature, it has been noted that only few studies concentrated on the utilization of TPDS in food grains among the tribal population in Kerala.The Research Design used in this study is descriptive in nature, but exploratory in some aspects. Idukki, Palakkad and Wayanad have more than 60% of the population of the tribals in the state. Within the three districts mentioned above, 14 villages with scheduled tribe concentration were selected for the study. 95 tribal colonies were selected from among the various tribal settlements. Collection of primary data was made from 1231 households with in the above tribal colonies. Analysis of data on the socio-economic factors of the tribal people, pattern of food consumption, extent of reduction in the share of expenditure on food among the household expenditure of the tribal people and the impact of TPDS on the tribal families etc. and testing of hypotheses to find out the relation/association of each of the six variables, using the data on BPL and APL categories of households separately have resulted in findings such as six percent of the tribal families do not have Ration Cards, average per capita consumption of food grains by the tribal people utilizing TPDS meets 62% of their minimum requirement, whereas the per capita consumption of food grains by the tribal people is higher than the national average per capita consumption, 63% deficiency in food grains may be felt by tribal people in general, if TPDS is withdrawn, and the deficit for BPL tribal people may be 82%, TPDS facilitates a reduction of 9.71% in the food expenditure among the total household expenditure of the tribal people in general, share of food to non-food among BPL category of tribals is 55:45 and 40:60 among the APL, Variables, viz. household income, number of members in the family and distance of FPS from tribal settlements etc. have influence on the quantity of rice being purchased by the tribal people from the Fair Price Shops, and there is influence of household income and distance of FPS from tribal settlements on the quantity of rice being purchased by the tribal people from the open market. Rationing with differential pricing on phased allotments, rectification of errors in targeting, anomalies in norms and procedures for classifying tribal people as BPL/APL, exclusive Income Generation for tribal population, paddy cultivation in the landholdings possessed by the tribal people, special drive for allotment of Ration Cards to the tribal people, especially those belonging to the BPL category, Mobile Fair Price Shops in tribal settlements, ensure quality of the food grains distributed through the TPDS, distribution of wheat flour in packed condition instead of wheat through the Fair Price Shops are recommended to address the shortcomings and weaknesses of the TPDS vis-avis the tribal population in Kerala.

Fair trade and European public procurement: legal principles and governance dynamics

Purpose The article examines principles of Fair Trade in public procurement in Europe, focusing on legal dimensions related to the European Public Procurement Directives. Design/methodology/approach The article situates public procurement of Fair Trade products in relation to the rise of non-state regulatory initiatives, highlighting how they have entered into new governance dynamics in the public sector and play a part in changing practices in sustainable procurement. A review of legal position on Fair Trade in procurement law is informed by academic research and campaigning experience from the Fair Trade Advocacy Office. Findings Key findings are that the introduction of Fair Trade products into European public procurement has been marked by legal ambiguity, having developed outside comprehensive policy or legal guidelines. Following a 2012 ruling by the Court of Justice of the European Union, it is suggested that the legal position for Fair Trade in procurement has become clearer, and that forthcoming change to the Public Procurement Directives may facilitate the uptake of fair trade products by public authorities. However potential for future expansion of the public sector ‘market’ for Fair Trade is approached with caution: purchasing Fair Trade products as a marker of sustainability, which started to be embedded within procurement practice in the 2000s, is challenged by current European public austerity measures. Research limitations/implications Suggestions for future research include the need for systematic cross-institutional and multi-country comparison of the legal and governance dimensions of procurement practice with regard to Fair Trade. Practical implications A clarification of current state-of-play with regard to legal aspects of fair trade in public procurement of utility for policy and advocacy discussion. Originality/value The article provides needed elaboration on an under researched topic area of value to academia and policy makers.

Physical activity, adiposity and hypertension among patients of public healthcare system

Fundação de Amparo à Pesquisa do Estado de São Paulo (FAPESP)

Digital signage application : developing a public venue multimedia touch-screen

La señalización digital o digital signage es una tecnología de comunicaciones digital que se está usando en los últimos años para reemplazar a la antigua publicidad impresa. Esta tecnología mejora la presentación y promoción de los productos anunciados, así como facilita el intercambio de información gracias a su colocación en lugares públicos o al aire libre. Las aplicaciones con las que cuenta este nuevo método de publicidad son muy variadas, ya que pueden variar desde ambientes privados en empresas, hasta lugares públicos como centros comerciales. Aunque la primera y principal utilidad de la señalización digital es la publicidad para que el usuario sienta una necesidad de adquirir productos, también la posibilidad de ofrecer más información sobre determinados artículos a través de las nuevas tecnologías es muy importante en este campo. La aplicación realizada en este proyecto es el desarrollo de un programa en Adobe Flash a través de lenguaje de programación XML. A través de una pantalla táctil, el usuario de un museo puede interactivamente acceder a un menú en el que aparecen los diferentes estilos de arte en un determinado tiempo de la historia. A través de una línea de tiempo se puede acceder a información sobre cada objeto que esté expuesto en la exhibición. Además se pueden observar imágenes de los detalles más importantes del objeto que no pueden ser vistos a simple vista, ya que no está permitido manipularlos. El empleo de la pantalla interactiva sirve para el usuario de la exhibición como una herramienta extra para recabar información sobre lo que está viendo, a través de una tecnología nueva y fácil de usar para todo el mundo, ya que solo se necesita usar las propias manos. La facilidad de manejo en aplicaciones como estas es muy importante, ya que el usuario final puede no tener conocimientos tecnológicos por lo que la información debe darse claramente. Como conclusión, se puede decir que digital signage es un mercado que está en expansión y que las empresas deben invertir en el desarrollo de contenidos, ya que las tecnologías avanzan aunque el digital signage no lo haga, y este sector podría ser muy útil en un futuro no muy lejano, ya que la información que es capaz de transmitir al espectador en todos los lugares es mucho más válida y útil que la proporcionada por un simple póster impreso en una valla publicitaria. Abstract The Digital signage is a digital communications technology being used in recent years to replace the old advertising printed. This technology improves the presentation and promotion of the advertised products, and makes easy the exchange of information with its placement in public places or outdoors. The applications that account this new method of advertising are several; they can range from private rooms in companies, to public places like malls. Although the first major utility of Digital signage is the advertising that makes the user feel and need of purchasing products. In addition, the chance of providing more information about certain items through new technologies is very important in this field. The application made in this project is the development of a program in Adobe Flash via XML programming language. Through a touch-screen, a museum user can interactively access a menu in which different styles of art in a particular time in history appears. Through a timeline you can access to information about each object that is exposed on display. Also you can see pictures of the most important details of the object that can not be seen with the naked eye, since it is not allowed to manipulate it. The use of the interactive screen serves to the user exhibition as an extra tool to gather information about what is seeing through a new technology and easy to use for everyone, since only need to use one’s own hands. The ease of handling in applications such as this is very important as the end user may not have expertise technology so the information should be clearly. As conclusion, one can say digital signage is an expansion market and companies must invest in content development, as although digital technologies advance digital signage does not, and this sector could be very useful in a near future, because information that is able of transmitting the everywhere viewer is much more valid and useful than that provided by a simple printed poster on a billboard.

Public Procurement in the Transatlantic Trade and Investment Partnership Negotiations. Paper No. 2 in the CEPS-CTR project "TTIP in the Balance" and CEPS Special Report No. 100/February 2015

For more than 20 years, the United States and the European Union have engaged in often-contentious negotiations over access to government procurement. The EU is dissatisfied with the level of procurement that the US has opened under the WTO Government Procurement Agreement and, as a consequence, it does not give the US its most comprehensive coverage. The US has been constrained in responding to the EU’s requests for greater access, especially to state procurement, by both its federal structure of government and by domestic purchasing requirements. At the current time, neither party has proposed a way to break the impasse. This paper reviews the current state of affairs between the US and the EU on government procurement, examining the procurement that they open to one another and the procurement that they withhold. It then proposes a strategy for the two sides to use the TTIP negotiations to move forward. This strategy includes both steps to expand their current commitments in the TTIP, as well as to develop a longer-term approach by making the TTIP a ‘living agreement’. This strategy suggests that the EU and the US could find a way to expand their access to government procurement contracts and at least partially defuse the issue.

Tables for the purchasing of estates, freehold, copyhold, or leasehold annuities, advowsons, &c., and for the renewing of leases ...

Mode of access: Internet.

Buyer beware : the danger of purchasing pharmaceuticals over the Internet : hearings before the Permanent Subcommittee on Investigations of the Committee on Governmental Affairs, United States Senate, One Hundred Eighth Congress, second session, June 17 and July 22, 2004.

Shipping list no.: 2005-0145-P.

The complete economical cook and frugal housewife : an entirely new system of domestic cookery : containing approved directions for purchasing, preserving, and cooking : also, trussing and carving, preparing soups, gravies, sauces, made dishes, potting, pickling, &c. : with directions for pastry and confectionery : likewise the art of making British wines, brewing, baking, &c. /

"Bills of fare": p. 63-90; "Table of income and wages": p. 426; "Marketing tables": p. [427]-432.

Selling to the military : Army, Navy, Air Force, Marine Corps, joint agencies : general information, items purchased, location of military purchasing offices.

Cover title.

Farm purchasing and marketing, study units. Bureau of Vocational Curriculum Development and Industrial Teacher Training.

Mode of access: Internet.