The roles and tasks of salespeople in Software-as-a-Service company's value-based sales process

Recent research in relationships marketing and sales and sales management emphasizes companies’ ability to create customer value as a core of all business-to-business relationships. The role of individual salespeople in business relation-ships is commonly acknowledged, but has been largely neglected in extant literature. This study offers especially more detailed perspective on salespeople’s roles and tasks in business-to-business value-based sales process. It focuses especially on Software-as-a-Service business environment. The objective of the study is to find out how salespeople can create value in Software-as-a-Service value-based sales process. It determines value-based sales process, salespeople’s roles and tasks in it, and combines value assessment in to process. The results indicate that salespeople have to adapt different selling roles and tasks in Software-as-a-Service value-based sales process to be able to support the customer’s value-in-use experience. The process itself is highly complex, consisting of multiple facets and selling behaviors, and involves relevant actors from both parties of relationship. The study concludes with a discussion of possibilities that provide interesting aspects for future research.

Probabilistic Assignments of Identical Indivisible Objects and Uniform Probabilistic Rules.

We consider a probabilistic approach to the problem of assigning k indivisible identical objects to a set of agents with single-peaked preferences. Using the ordinal extension of preferences, we characterize the class of uniform probabilistic rules by Pareto efficiency, strategy-proofness, and no-envy. We also show that in this characterization no-envy cannot be replaced by anonymity. When agents are strictly risk averse von-Neumann-Morgenstern utility maximizers, then we reduce the problem of assigning k identical objects to a problem of allocating the amount k of an infinitely divisible commodity.

Dynamiques d’intimidation contre la force publique : enjeux pour les policiers et les agents correctionnels

Une des caractéristiques fondamentales des policiers et des agents correctionnels est le recours légitime à la coercition pour imposer leur autorité. Cette force publique doit donc, en théorie, avoir le dessus sur toute forme de force privée. Dans l’étude des phénomènes de violence, cette caractéristique rend leur victimisation singulière. À ce jour, les formes d’influence, de pressions indues et d’intimidation vécus par les agents de la force publique demeurent relativement peu étudiées. Les objectifs de cette thèse sont d’améliorer notre compréhension des dynamiques d’intimidation, de soulever les différents enjeux pour la force publique et de proposer une théorie de l’intimidation criminelle. La force publique étant, avant toute chose, une émanation de l’État, nous avons commencé par analyser la problématique de l’intimidation criminelle de manière plus globale. En testant la théorie de l’action de sécurité (Cusson, 2010), nous avons constaté qu’une force publique intimidée et corrompue entraîne une perte de légitimité et une inefficacité du système judiciaire dans sa lutte contre la criminalité. Nous avons ensuite adopté une perspective interactionniste pour comprendre les dynamiques d’intimidation au quotidien. Nous nous sommes demandés quels étaient les éléments qui rendaient une intimidation crédible et grave pour les policiers. En identifiant leur monde d’objets (Blumer, 1986), nous avons constaté que les actes d’intimidation qui survenaient en dehors du cadre professionnel étaient jugés plus graves par les policiers et que l’appartenance de l’intimidateur à une organisation criminelle entraînait une augmentation de la gravité de la menace. Ensuite, nous nous sommes interrogés sur la notion d’identité sociale des agents correctionnels victimes d’intimidation (Tedeschi et Felson, 1994). Nous avons constaté que les intimidations mineures mais répétées avaient tendance à modifier les pratiques professionnelles des surveillants. Une analyse intégrée de ces perspectives met en lumière l’existence de deux formes d’intimidation : une intimidation réactive et peu sévère en nature et une intimidation planifiée et grave. Elle soulève également trois enjeux pour la force publique : son aspect symbolique, la transformation de son action et sa légitimité. En intégrant ces enjeux, une théorie de l’intimidation criminelle est proposée. En dernier lieu, des solutions préventives et répressives sont avancées pour lutter contre ce phénomène.

ACTORS: A Model of Concurrent Computation in Distributed Systems

A foundational model of concurrency is developed in this thesis. We examine issues in the design of parallel systems and show why the actor model is suitable for exploiting large-scale parallelism. Concurrency in actors is constrained only by the availability of hardware resources and by the logical dependence inherent in the computation. Unlike dataflow and functional programming, however, actors are dynamically reconfigurable and can model shared resources with changing local state. Concurrency is spawned in actors using asynchronous message-passing, pipelining, and the dynamic creation of actors. This thesis deals with some central issues in distributed computing. Specifically, problems of divergence and deadlock are addressed. For example, actors permit dynamic deadlock detection and removal. The problem of divergence is contained because independent transactions can execute concurrently and potentially infinite processes are nevertheless available for interaction.

Infohabitants: laboratori per la simulació d’ infohabitants com agents recomanadors (SIRA)

L’ objectiu del projecte és la implementació d’un simulador de sistema de recomanació que permeti estudiar algoritmes de dissociació entre agent-recomanador i usuari, combinant-los amb diverses tècniques de recomanació i fent servir infohabitants com Agents Recomanadors i veure com treballen en un sistema recomanador

Capaware: plataforma de desarrollo de software libre para aplicacines geográficas 3D multicapa

En este trabajo se presenta Capaware, una plataforma de software libre para el desarrollo de aplicaciones geográficas 3D multicapa, que surge a partir de la iniciativa del Instituto Tecnológico de Canarias en colaboración con la Universidad de Las Palmas de Gran Canaria. Este entorno simplifica la creación de aplicaciones 3D sobre territorios geográficos extensos, disponiendo de una herramienta muy visual que aporta un nuevo punto de vista muy importante para una toma de decisiones eficaz. Capaware proporciona una interfaz fácil de usar y muy flexible que simplifica el desarrollo de nuevas aplicaciones, permitiéndonos crear rápidamente entornos virtuales con múltiples capas de información sobre el terreno. Con las capacidades clásicas de un Sistema de Información Geográfica (SIG), Capaware permite actualmente la carga de capas WMS sobre entornos 3D, añadir objetos 3D sobre el terreno, y visualizar elementos dinámicos, ofreciendo una nueva perspectiva de la información analizada. Así mismo, podemos administrar las capas de recursos y elementos que se pueden representar sobre la zona geográfica en cuestión. (...)

Dynamic bandwidth management as part of an integrated network management system based on distributed agents

We present a system for dynamic network resource configuration in environments with bandwidth reservation and path restoration mechanisms. Our focus is on the dynamic bandwidth management results, although the main goal of the system is the integration of the different mechanisms that manage the reserved paths (bandwidth, restoration, and spare capacity planning). The objective is to avoid conflicts between these mechanisms. The system is able to dynamically manage a logical network such as a virtual path network in ATM or a label switch path network in MPLS. This system has been designed to be modular in the sense that in can be activated or deactivated, and it can be applied only in a sub-network. The system design and implementation is based on a multi-agent system (MAS). We also included details of its architecture and implementation

Embodied Autonomy in Digital Ecosystems: From Bio-Inspired Agents to Cognitive Systems

This paper proposes to promote autonomy in digital ecosystems so that it provides agents with information to improve the behavior of the digital ecosystem in terms of stability. This work proposes that, in digital ecosystems, autonomous agents can provide fundamental services and information. The final goal is to run the ecosystem, generate novel conditions and let agents exploit them. A set of evaluation measures must be defined as well. We want to provide an outline of some global indicators, such as heterogeneity and diversity, and establish relationships between agent behavior and these global indicators to fully understand interactions between agents, and to understand the dependence and autonomy relations that emerge between the interacting agents. Individual variations, interaction dependencies, and environmental factors are determinants of autonomy that would be considered. The paper concludes with a discussion of situations when autonomy is a milestone

Studies about the atomic capabilities concept for linear control systems in physical multi-agent environments

This paper shows the impact of the atomic capabilities concept to include control-oriented knowledge of linear control systems in the decisions making structure of physical agents. These agents operate in a real environment managing physical objects (e.g. their physical bodies) in coordinated tasks. This approach is presented using an introspective reasoning approach and control theory based on the specific tasks of passing a ball and executing the offside manoeuvre between physical agents in the robotic soccer testbed. Experimental results and conclusions are presented, emphasising the advantages of our approach that improve the multi-agent performance in cooperative systems

Estado situacional de los modelos basados en agentes y su impacto en la investigación organizacional

En un mundo hiperconectado, dinámico y cargado de incertidumbre como el actual, los métodos y modelos analíticos convencionales están mostrando sus limitaciones. Las organizaciones requieren, por tanto, herramientas útiles que empleen tecnología de información y modelos de simulación computacional como mecanismos para la toma de decisiones y la resolución de problemas. Una de las más recientes, potentes y prometedoras es el modelamiento y la simulación basados en agentes (MSBA). Muchas organizaciones, incluidas empresas consultoras, emplean esta técnica para comprender fenómenos, hacer evaluación de estrategias y resolver problemas de diversa índole. Pese a ello, no existe (hasta donde conocemos) un estado situacional acerca del MSBA y su aplicación a la investigación organizacional. Cabe anotar, además, que por su novedad no es un tema suficientemente difundido y trabajado en Latinoamérica. En consecuencia, este proyecto pretende elaborar un estado situacional sobre el MSBA y su impacto sobre la investigación organizacional.

On intentional and social agents with graded attitudes

La principal contribución de esta Tesis es la propuesta de un modelo de agente BDI graduado (g-BDI) que permita especificar una arquitetura de agente capaz de representar y razonar con actitudes mentales graduadas. Consideramos que una arquitectura BDI más exible permitirá desarrollar agentes que alcancen mejor performance en entornos inciertos y dinámicos, al servicio de otros agentes (humanos o no) que puedan tener un conjunto de motivaciones graduadas. En el modelo g-BDI, las actitudes graduadas del agente tienen una representación explícita y adecuada. Los grados en las creencias representan la medida en que el agente cree que una fórmula es verdadera, en los deseos positivos o negativos permiten al agente establecer respectivamente, diferentes niveles de preferencias o de rechazo. Las graduaciones en las intenciones también dan una medida de preferencia pero en este caso, modelan el costo/beneficio que le trae al agente alcanzar una meta. Luego, a partir de la representación e interacción de estas actitudes graduadas, pueden ser modelados agentes que muestren diferentes tipos de comportamiento. La formalización del modelo g-BDI está basada en los sistemas multi-contextos. Diferentes lógicas modales multivaluadas se han propuesto para representar y razonar sobre las creencias, deseos e intenciones, presentando en cada caso una axiomática completa y consistente. Para tratar con la semántica operacional del modelo de agente, primero se definió un calculus para la ejecución de sistemas multi-contextos, denominado Multi-context calculus. Luego, mediante este calculus se le ha dado al modelo g-BDI semántica computacional. Por otra parte, se ha presentado una metodología para la ingeniería de agentes g-BDI en un escenario multiagente. El objeto de esta propuesta es guiar el diseño de sistemas multiagentes, a partir de un problema del mundo real. Por medio del desarrollo de un sistema recomendador en turismo como caso de estudio, donde el agente recomendador tiene una arquitectura g-BDI, se ha mostrado que este modelo es valioso para diseñar e implementar agentes concretos. Finalmente, usando este caso de estudio se ha realizado una experimentación sobre la flexibilidad y performance del modelo de agente g-BDI, demostrando que es útil para desarrollar agentes que manifiesten conductas diversas. También se ha mostrado que los resultados obtenidos con estos agentes recomendadores modelizados con actitudes graduadas, son mejores que aquellos alcanzados por los agentes con actitudes no-graduadas.

The effectiveness of assessment learning objects produced using pair programming

Pair Programming is a technique from the software development method eXtreme Programming (XP) whereby two programmers work closely together to develop a piece of software. A similar approach has been used to develop a set of Assessment Learning Objects (ALO). Three members of academic staff have developed a set of ALOs for a total of three different modules (two with overlapping content). In each case a pair programming approach was taken to the development of the ALO. In addition to demonstrating the efficiency of this approach in terms of staff time spent developing the ALOs, a statistical analysis of the outcomes for students who made use of the ALOs is used to demonstrate the effectiveness of the ALOs produced via this method.

Eye gaze in virtual environments: evaluating the need and initial work on implementation

For efficient collaboration between participants, eye gaze is seen as being critical for interaction. Video conferencing either does not attempt to support eye gaze (e.g. AcessGrid) or only approximates it in round table conditions (e.g. life size telepresence). Immersive collaborative virtual environments represent remote participants through avatars that follow their tracked movements. By additionally tracking people's eyes and representing their movement on their avatars, the line of gaze can be faithfully reproduced, as opposed to approximated. This paper presents the results of initial work that tested if the focus of gaze could be more accurately gauged if tracked eye movement was added to that of the head of an avatar observed in an immersive VE. An experiment was conducted to assess the difference between user's abilities to judge what objects an avatar is looking at with only head movements being displayed, while the eyes remained static, and with eye gaze and head movement information being displayed. The results from the experiment show that eye gaze is of vital importance to the subjects correctly identifying what a person is looking at in an immersive virtual environment. This is followed by a description of the work that is now being undertaken following the positive results from the experiment. We discuss the integration of an eye tracker more suitable for immersive mobile use and the software and techniques that were developed to integrate the user's real-world eye movements into calibrated eye gaze in an immersive virtual world. This is to be used in the creation of an immersive collaborative virtual environment supporting eye gaze and its ongoing experiments. Copyright (C) 2009 John Wiley & Sons, Ltd.

Surviving Objects

Surviving Objects (2012) is a devised multi-media practice-as-research performance based on extensive interviews conducted with my elderly mother and recorded on a hand-held device. Our conversations concern her experiences as a child refugee following violent deportation by the Soviet Army from Eastern Poland to Siberia (1941), and her subsequent route, via Persia, to a British-run refugee camp in Northern Rhodesia, where she remained for 6 years before arriving in the UK. In order to aid my mother’s reflections, our recorded conversations focus on the objects remaining from that period in her life – my ‘inheritance’. The material presence of this handful of objects is central to the ninety-minute performance. Surviving Objects constitutes my attempt to locate a theatrical form through which to root/re-route this engagement with my mother’s marginalised voice. The end-on performance haptically navigates themes of intimacy and failing memory – navigates, indeed, my constantly shifting relationship with my mother. It searches for new cross-medial pathways along which her experience, and my experience of her, can play-out. Surviving Objects involves: 1. live performance (two silent female actors handling/presenting my mother’s objects); 2. Film (two synchronously-playing, large-scale projections exploring the objects by means of a highly-magnifying macro lens); 3. Pre-recorded sound (my mother’s voice, taken from our recorded interviews, which were conducted in Polish, with my own verbal contribution meticulously editorially excised from those conversations); 4. My translation of her stories (appearing periodically as written text that ‘overlays’ - rather than sub- or surtitles - the projected imagery).

Equipping Simulation Model (BIOSIM)’s Actors With Multi-agent Intelligence on Cross platforms

Thesis is to Introduce an Intelligent cross platform architecture with Multi-agent system in order to equip the simulation Models with agents, having intelligent behavior, reactive and pro-active nature and rational in decision making.