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

Collectiveness within startup teams – Leading the way to initiating and managing collective pursuit of opportunities in organizational contexts

While traditional entrepreneurship literature addresses the pursuit of entrepreneurial opportunities to a solo entrepreneur, scholars increasingly agree that new ventures are often founded and operated by entrepreneurial teams as collective efforts especially in hightechnology industries. Researchers also suggest that team ventures are more likely to survive and succeed than ventures founded by the individual entrepreneur although specific challenges might relate to multiple individuals being involved in joint entrepreneurial action. In addition to new ventures, entrepreneurial teams are seen central for organizing work in established organizations since the teams are able to create major product and service innovations that drive organizational success. Acknowledgement of the entrepreneurial teams in various organizational contexts has challenged the notion on the individual entrepreneur. However, considering that entrepreneurial teams represent a collective-level phenomenon that bases on interactions between organizational members, entrepreneurial teams may not have been studied as indepth as could be expected from the point of view of the team-level, rather than the individual or the individuals in the team. Many entrepreneurial team studies adopt the individualized view of entrepreneurship and examine the team members’ aggregate characteristics or the role of a lead entrepreneur. The previous understandings might not offer a comprehensive and indepth enough understanding of collectiveness within entrepreneurial teams and team venture performance that often relates to the team-level issues in particular. In addition, as the collective-level of entrepreneurial teams has been approached in various ways in the existing literatures, the phenomenon has been difficult to understand in research and practice. Hence, there is a need to understand entrepreneurial teams at the collective-level through a systematic and comprehensive perspective. This study takes part in the discussions on entrepreneurial teams. The overall objective of this study is to offer a description and understanding of collectiveness within entrepreneurial teams beyond individual(s). The research questions of the study are: 1) what collectiveness within entrepreneurial teams stands for, what constitutes the basic elements of it, and who are included in it, 2) why, how, and when collectiveness emerges or reinforces within entrepreneurial teams, and 3) why collectiveness within entrepreneurial teams matters and how it could be developed or supported. In order to answer the above questions, this study bases on three approaches, two set of empirical data, two analysis techniques, and conceptual study. The first data set consists of 12 qualitative semi-structured interviews with business school students who are seen as prospective entrepreneurs. The data is approached through a social constructionist perspective and analyzed through discourse analysis. The second data set bases on a qualitative multiplecase study approach that aims at theory elaboration. The main data consists of 14 individual and four group semi-structured thematic interviews with members of core entrepreneurial teams of four team startups in high-technology industries. The secondary data includes publicly available documents. This data set is approached through a critical realist perspective and analyzed through systematic thematic analysis. The study is completed through a conceptual study that aims at building a theoretical model of collective-level entrepreneurship drawing from existing literatures on organizational theory and social-psychology. The theoretical work applies a positivist perspective. This study consists of two parts. The first part includes an overview that introduces the research background, knowledge gaps and objectives, research strategy, and key concepts. It also outlines the existing knowledge of entrepreneurial team literature, presents and justifies the choices of paradigms and methods, summarizes the publications, and synthesizes the findings through answering the above mentioned research questions. The second part consists of five publications that address independent research questions but all enable to answer the research questions set for this study as a whole. The findings of this study suggest a map of relevant concepts and their relationships that help grasp collectiveness within entrepreneurial teams. The analyses conducted in the publications suggest that collectiveness within entrepreneurial teams stands for cognitive and affective structures in-between team members including elements of collective entity, collective idea of business, collective effort, collective attitudes and motivations, and collective feelings. Collectiveness within entrepreneurial teams also stands for specific joint entrepreneurial action components in which the structures are constructed. The action components reflect equality and democracy, and open and direct communication in particular. Collectiveness emerges because it is a powerful tool for overcoming individualized barriers to entrepreneurship and due to collectively oriented desire for, collective value orientation to, demand for, and encouragement to team entrepreneurship. Collectiveness emerges and reinforces in processes of joint creation and realization of entrepreneurial opportunities including joint analysis and planning of the opportunities and strategies, decision-making and realization of the opportunities, and evaluation, feedback, and sanctions of entrepreneurial action. Collectiveness matters because it is relevant for potential future entrepreneurs and because it affects the ways collective ventures are initiated and managed. Collectiveness also matters because it is a versatile, dynamic, and malleable phenomenon and the ideas of it can be applied across organizational contexts that require team work in discovering or creating and realizing new opportunities. This study further discusses how the findings add to the existing knowledge of entrepreneurial team literature and how the ideas can be applied in educational, managerial, and policy contexts.

The infared optical properties of Sr2RuO4 and SmTiO3 including an object-oriented resistivity interface /

The perovskite crystal structure is host to many different materials from insulating to superconducting providing a diverse range of intrinsic character and complexity. A better fundamental description of these materials in terms of their electronic, optical and magnetic properties undoubtedly precedes an effective realization of their application potential. SmTiOa, a distorted perovskite has a strongly localized electronic structure and undergoes an antiferromagnetic transition at 50 K in its nominally stoichiometric form. Sr2Ru04 is a layered perovskite superconductor (ie. Tc % 1 K) bearing the same structure as the high-tem|>erature superconductor La2_xSrrCu04. Polarized reflectance measurements were carried out on both of these materials revealing several interesting features in the far-infrared range of the spectrum. In the case of SmTiOa, although insulating, evidence indicates the presence of a finite background optical conductivity. As the temperature is lowered through the ordering temperature a resonance feature appears to narrow and strengthen near 120 cm~^ A nearby phonon mode appears to also couple to this magnetic transition as revealed by a growing asymmetry in the optica] conductivity. Experiments on a doped sample with a greater itinerant character and lower Neel temperature = 40 K also indicate the presence of this strongly temperature dependent mode even at twice the ordering temperature. Although the mode appears to be sensitive to the magnetic transition it is unclear whether a magnon assignment is appropriate. At very least, evidence suggests an interesting interaction between magnetic and electronic excitations. Although Sr2Ru04 is highly anisotropic it is metallic in three-dimensions at low temperatures and reveals its coherent transport in an inter-plane Drude-like component to the highest temperatures measured (ie. 90 K). An extended Drude analysis is used to probe the frequency dependent scattering character revealing a peak in both the mass enhancement and scattering rate near 80 cm~* and 100 cm~* respectively. All of these experimental observations appear relatively consistent with a Fermi-liquid picture of charge transport. To supplement the optical measurements a resistivity station was set up with an event driven object oriented user interface. The program controls a Keithley Current Source, HP Nano-Voltmeter and Switching Unit as well as a LakeShore Temperature Controller in order to obtain a plot of the Resistivity as a function of temperature. The system allows for resistivity measurements ranging from 4 K to 290 K using an external probe or between 0.4 K to 295 K using a Helium - 3 Cryostat. Several materials of known resistivity have confirmed the system to be robust and capable of measuring metallic samples distinguishing features of several fiQ-cm.

Simultaneous extraction of order parameters and orientational distribution fuctions from 31[superscript]P NMR spectra of magnetically partially oriented phospholipid bilayers

Order parameter profiles extracted from the NMR spectra of model membranes are a valuable source of information about their structure and molecular motions. To al1alyze powder spectra the de-Pake-ing (numerical deconvolution) ~echnique can be used, but it assumes a random (spherical) dist.ribution of orientations in the sample. Multilamellar vesicles are known to deform and orient in the strong magnetic fields of NMR magnets, producing non-spherical orientation distributions. A recently developed technique for simultaneously extracting the anisotropies of the system as well as the orientation distributions is applied to the analysis of partially magnetically oriented 31p NMR spectra of phospholipids. A mixture of synthetic lipids, POPE and POPG, is analyzed to measure distortion of multilamellar vesicles in a magnetic field. In the analysis three models describing the shape of the distorted vesicles are examined. Ellipsoids of rotation with a semiaxis ratio of about 1.14 are found to provide a good approximation of the shape of the distorted vesicles. This is in reasonable agreement with published experimental work. All three models yield clearly non-spherical orientational distributions, as well as a precise measure of the anisotropy of the chemical shift. Noise in the experimental data prevented the analysis from concluding which of the three models is the best approximation. A discretization scheme for finding stability in the algorithm is outlined

The influence on children of the purpose of experiencing reading vocabulary: encoding-retrieval interactions in word perception

This research looked at conditions which result in the development of integrated letter code information in the acquisition of reading vocabulary. Thirty grade three children of normal reading ability acquired new reading words in a Meaning Assigned task and a Letter Comparison task, and worked to increase skill for known reading words in a Copy task. The children were then assessed on their ability to identify the letters in these words. During the test each stimulus word for each child was exposed for 100 msec., after which each child reported as many of his or her letters as he or she could. Familiar words, new words, and a single letter identification task served as within subject controls. Following this, subjects were assessed for word meaning recall of the Meaning Assigned words and word reading times for words in all condi tions • The resul ts supported an episodic model of word recognition in which the overlap between the processing operations employed in encoding a word and those required when decoding it affected decoding performance. In particular, the Meaning Assigned and Copy tasks. appeared to facilitate letter code accessibility and integration in new and familiar words respectively. Performance in the Letter Comparison task, on the other hand, suggested that subjects can process the elements of a new word without integrating them into its lexical structure. It was concluded that these results favour an episodic model of word recognition.

Winâ Foy : functional object-oriented programming language

This thesis will introduce a new strongly typed programming language utilizing Self types, named Win--*Foy, along with a suitable user interface designed specifically to highlight language features. The need for such a programming language is based on deficiencies found in programming languages that support both Self types and subtyping. Subtyping is a concept that is taken for granted by most software engineers programming in object-oriented languages. Subtyping supports subsumption but it does not support the inheritance of binary methods. Binary methods contain an argument of type Self, the same type as the object itself, in a contravariant position, i.e. as a parameter. There are several arguments in favour of introducing Self types into a programming language (11. This rationale led to the development of a relation that has become known as matching [4, 5). The matching relation does not support subsumption, however, it does support the inheritance of binary methods. Two forms of matching have been proposed (lJ. Specifically, these relations are known as higher-order matching and I-bound matching. Previous research on these relations indicates that the higher-order matching relation is both reflexive and transitive whereas the f-bound matching is reflexive but not transitive (7]. The higher-order matching relation provides significant flexibility regarding inheritance of methods that utilize or return values of the same type. This flexibility, in certain situations, can restrict the programmer from defining specific classes and methods which are based on constant values [21J. For this reason, the type This is used as a second reference to the type of the object that cannot, contrary to Self, be specialized in subclasses. F-bound matching allows a programmer to define a function that will work for all types of A', a subtype of an upper bound function of type A, with the result type being dependent on A'. The use of parametric polymorphism in f-bound matching provides a connection to subtyping in object-oriented languages. This thesis will contain two main sections. Firstly, significant details concerning deficiencies of the subtype relation and the need to introduce higher-order and f-bound matching relations into programming languages will be explored. Secondly, a new programming language named Win--*Foy Functional Object-Oriented Programming Language has been created, along with a suitable user interface, in order to facilitate experimentation by programmers regarding the matching relation. The construction of the programming language and the user interface will be explained in detail.

When job dissatisfaction leads to customer-oriented citizenship behaviors

This thesis places boundary conditions on the withdrawal model in the frontline setting of service organizations by considering continuance commitment and supervisory support as moderators of the relationship between job dissatisfaction and customer-oriented citizenship behaviors (COCBs). Departing from traditional research in the areas of the service-profit chain and employee withdrawal, the author advances our understanding of conditions that may lead frontline service employees who are dissatisfied to deposit COCBs into the organizational system. Specifically, based on principles derived from social exchange theory, high continuance commitment and high supervisory support are expected to lead to COCBs, because under this condition the benefits of performing such behaviors are increased (i.e., promotion-based, reciprocity-based), while the costs are decreased (i.e., opportunity costs). Utilizing a sample of 127 frontline employees from both the financial services and travel agency industries, the hypothesized relationships are empirically supported using moderated hierarchical regression analysis. To conclude discussion, implications of the results for both academics and p

Equational Reasoning about Object-Oriented Programs

Formal verification of software can be an enormous task. This fact brought some software engineers to claim that formal verification is not feasible in practice. One possible method of supporting the verification process is a programming language that provides powerful abstraction mechanisms combined with intensive reuse of code. In this thesis we present a strongly typed functional object-oriented programming language. This language features type operators of arbitrary kind corresponding to so-called type protocols. Sub classing and inheritance is based on higher-order matching, i.e., utilizes type protocols as basic tool for reuse of code. We define the operational and axiomatic semantics of this language formally. The latter is the basis of the interactive proof assistant VOOP (Verified Object-Oriented Programs) that allows the user to prove equational properties of programs interactively.

Object-Oriented Genetic Programming for the Automatic Inference of Graph Models for Complex Networks

Complex networks are systems of entities that are interconnected through meaningful relationships. The result of the relations between entities forms a structure that has a statistical complexity that is not formed by random chance. In the study of complex networks, many graph models have been proposed to model the behaviours observed. However, constructing graph models manually is tedious and problematic. Many of the models proposed in the literature have been cited as having inaccuracies with respect to the complex networks they represent. However, recently, an approach that automates the inference of graph models was proposed by Bailey [10] The proposed methodology employs genetic programming (GP) to produce graph models that approximate various properties of an exemplary graph of a targeted complex network. However, there is a great deal already known about complex networks, in general, and often specific knowledge is held about the network being modelled. The knowledge, albeit incomplete, is important in constructing a graph model. However it is difficult to incorporate such knowledge using existing GP techniques. Thus, this thesis proposes a novel GP system which can incorporate incomplete expert knowledge that assists in the evolution of a graph model. Inspired by existing graph models, an abstract graph model was developed to serve as an embryo for inferring graph models of some complex networks. The GP system and abstract model were used to reproduce well-known graph models. The results indicated that the system was able to evolve models that produced networks that had structural similarities to the networks generated by the respective target models.

REFLECT : logiciel de restitution des réflectances au sol pour l’amélioration de la qualité de l'information extraite des images satellitales à haute résolution spatiale

RÉSUMÉ - Les images satellitales multispectrales, notamment celles à haute résolution spatiale (plus fine que 30 m au sol), représentent une source d’information inestimable pour la prise de décision dans divers domaines liés à la gestion des ressources naturelles, à la préservation de l’environnement ou à l’aménagement et la gestion des centres urbains. Les échelles d’étude peuvent aller du local (résolutions plus fines que 5 m) à des échelles régionales (résolutions plus grossières que 5 m). Ces images caractérisent la variation de la réflectance des objets dans le spectre qui est l’information clé pour un grand nombre d’applications de ces données. Or, les mesures des capteurs satellitaux sont aussi affectées par des facteurs « parasites » liés aux conditions d’éclairement et d’observation, à l’atmosphère, à la topographie et aux propriétés des capteurs. Deux questions nous ont préoccupé dans cette recherche. Quelle est la meilleure approche pour restituer les réflectances au sol à partir des valeurs numériques enregistrées par les capteurs tenant compte des ces facteurs parasites ? Cette restitution est-elle la condition sine qua non pour extraire une information fiable des images en fonction des problématiques propres aux différents domaines d’application des images (cartographie du territoire, monitoring de l’environnement, suivi des changements du paysage, inventaires des ressources, etc.) ? Les recherches effectuées les 30 dernières années ont abouti à une série de techniques de correction des données des effets des facteurs parasites dont certaines permettent de restituer les réflectances au sol. Plusieurs questions sont cependant encore en suspens et d’autres nécessitent des approfondissements afin, d’une part d’améliorer la précision des résultats et d’autre part, de rendre ces techniques plus versatiles en les adaptant à un plus large éventail de conditions d’acquisition des données. Nous pouvons en mentionner quelques unes : - Comment prendre en compte des caractéristiques atmosphériques (notamment des particules d’aérosol) adaptées à des conditions locales et régionales et ne pas se fier à des modèles par défaut qui indiquent des tendances spatiotemporelles à long terme mais s’ajustent mal à des observations instantanées et restreintes spatialement ? - Comment tenir compte des effets de « contamination » du signal provenant de l’objet visé par le capteur par les signaux provenant des objets environnant (effet d’adjacence) ? ce phénomène devient très important pour des images de résolution plus fine que 5 m; - Quels sont les effets des angles de visée des capteurs hors nadir qui sont de plus en plus présents puisqu’ils offrent une meilleure résolution temporelle et la possibilité d’obtenir des couples d’images stéréoscopiques ? - Comment augmenter l’efficacité des techniques de traitement et d’analyse automatique des images multispectrales à des terrains accidentés et montagneux tenant compte des effets multiples du relief topographique sur le signal capté à distance ? D’autre part, malgré les nombreuses démonstrations par des chercheurs que l’information extraite des images satellitales peut être altérée à cause des tous ces facteurs parasites, force est de constater aujourd’hui que les corrections radiométriques demeurent peu utilisées sur une base routinière tel qu’est le cas pour les corrections géométriques. Pour ces dernières, les logiciels commerciaux de télédétection possèdent des algorithmes versatiles, puissants et à la portée des utilisateurs. Les algorithmes des corrections radiométriques, lorsqu’ils sont proposés, demeurent des boîtes noires peu flexibles nécessitant la plupart de temps des utilisateurs experts en la matière. Les objectifs que nous nous sommes fixés dans cette recherche sont les suivants : 1) Développer un logiciel de restitution des réflectances au sol tenant compte des questions posées ci-haut. Ce logiciel devait être suffisamment modulaire pour pouvoir le bonifier, l’améliorer et l’adapter à diverses problématiques d’application d’images satellitales; et 2) Appliquer ce logiciel dans différents contextes (urbain, agricole, forestier) et analyser les résultats obtenus afin d’évaluer le gain en précision de l’information extraite par des images satellitales transformées en images des réflectances au sol et par conséquent la nécessité d’opérer ainsi peu importe la problématique de l’application. Ainsi, à travers cette recherche, nous avons réalisé un outil de restitution de la réflectance au sol (la nouvelle version du logiciel REFLECT). Ce logiciel est basé sur la formulation (et les routines) du code 6S (Seconde Simulation du Signal Satellitaire dans le Spectre Solaire) et sur la méthode des cibles obscures pour l’estimation de l’épaisseur optique des aérosols (aerosol optical depth, AOD), qui est le facteur le plus difficile à corriger. Des améliorations substantielles ont été apportées aux modèles existants. Ces améliorations concernent essentiellement les propriétés des aérosols (intégration d’un modèle plus récent, amélioration de la recherche des cibles obscures pour l’estimation de l’AOD), la prise en compte de l’effet d’adjacence à l’aide d’un modèle de réflexion spéculaire, la prise en compte de la majorité des capteurs multispectraux à haute résolution (Landsat TM et ETM+, tous les HR de SPOT 1 à 5, EO-1 ALI et ASTER) et à très haute résolution (QuickBird et Ikonos) utilisés actuellement et la correction des effets topographiques l’aide d’un modèle qui sépare les composantes directe et diffuse du rayonnement solaire et qui s’adapte également à la canopée forestière. Les travaux de validation ont montré que la restitution de la réflectance au sol par REFLECT se fait avec une précision de l’ordre de ±0.01 unités de réflectance (pour les bandes spectrales du visible, PIR et MIR), même dans le cas d’une surface à topographie variable. Ce logiciel a permis de montrer, à travers des simulations de réflectances apparentes à quel point les facteurs parasites influant les valeurs numériques des images pouvaient modifier le signal utile qui est la réflectance au sol (erreurs de 10 à plus de 50%). REFLECT a également été utilisé pour voir l’importance de l’utilisation des réflectances au sol plutôt que les valeurs numériques brutes pour diverses applications courantes de la télédétection dans les domaines des classifications, du suivi des changements, de l’agriculture et de la foresterie. Dans la majorité des applications (suivi des changements par images multi-dates, utilisation d’indices de végétation, estimation de paramètres biophysiques, …), la correction des images est une opération cruciale pour obtenir des résultats fiables. D’un point de vue informatique, le logiciel REFLECT se présente comme une série de menus simples d’utilisation correspondant aux différentes étapes de saisie des intrants de la scène, calcul des transmittances gazeuses, estimation de l’AOD par la méthode des cibles obscures et enfin, l’application des corrections radiométriques à l’image, notamment par l’option rapide qui permet de traiter une image de 5000 par 5000 pixels en 15 minutes environ. Cette recherche ouvre une série de pistes pour d’autres améliorations des modèles et méthodes liés au domaine des corrections radiométriques, notamment en ce qui concerne l’intégration de la FDRB (fonction de distribution de la réflectance bidirectionnelle) dans la formulation, la prise en compte des nuages translucides à l’aide de la modélisation de la diffusion non sélective et l’automatisation de la méthode des pentes équivalentes proposée pour les corrections topographiques.

Patterns and quality of object-oriented software systems

Lors de ces dix dernières années, le coût de la maintenance des systèmes orientés objets s'est accru jusqu' à compter pour plus de 70% du coût total des systèmes. Cette situation est due à plusieurs facteurs, parmi lesquels les plus importants sont: l'imprécision des spécifications des utilisateurs, l'environnement d'exécution changeant rapidement et la mauvaise qualité interne des systèmes. Parmi tous ces facteurs, le seul sur lequel nous ayons un réel contrôle est la qualité interne des systèmes. De nombreux modèles de qualité ont été proposés dans la littérature pour contribuer à contrôler la qualité. Cependant, la plupart de ces modèles utilisent des métriques de classes (nombre de méthodes d'une classe par exemple) ou des métriques de relations entre classes (couplage entre deux classes par exemple) pour mesurer les attributs internes des systèmes. Pourtant, la qualité des systèmes par objets ne dépend pas uniquement de la structure de leurs classes et que mesurent les métriques, mais aussi de la façon dont celles-ci sont organisées, c'est-à-dire de leur conception, qui se manifeste généralement à travers les patrons de conception et les anti-patrons. Dans cette thèse nous proposons la méthode DEQUALITE, qui permet de construire systématiquement des modèles de qualité prenant en compte non seulement les attributs internes des systèmes (grâce aux métriques), mais aussi leur conception (grâce aux patrons de conception et anti-patrons). Cette méthode utilise une approche par apprentissage basée sur les réseaux bayésiens et s'appuie sur les résultats d'une série d'expériences portant sur l'évaluation de l'impact des patrons de conception et des anti-patrons sur la qualité des systèmes. Ces expériences réalisées sur 9 grands systèmes libres orientés objet nous permettent de formuler les conclusions suivantes: • Contre l'intuition, les patrons de conception n'améliorent pas toujours la qualité des systèmes; les implantations très couplées de patrons de conception par exemple affectent la structure des classes et ont un impact négatif sur leur propension aux changements et aux fautes. • Les classes participantes dans des anti-atrons sont beaucoup plus susceptibles de changer et d'être impliquées dans des corrections de fautes que les autres classes d'un système. • Un pourcentage non négligeable de classes sont impliquées simultanément dans des patrons de conception et dans des anti-patrons. Les patrons de conception ont un effet positif en ce sens qu'ils atténuent les anti-patrons. Nous appliquons et validons notre méthode sur trois systèmes libres orientés objet afin de démontrer l'apport de la conception des systèmes dans l'évaluation de la qualité.

Extracting and exploiting word relationships for information retrieval

Thèse numérisée par la Division de la gestion de documents et des archives de l'Université de Montréal

An anonymizable entity finder in judicial decisions

Mémoire numérisé par la Division de la gestion de documents et des archives de l'Université de Montréal