Essays on the Issue of Piracy in the Market of Information Goods

Thesis (Ph.D.)--University of Washington, 2016-06

A INFLUÊNCIA DAS COMPETÊNCIAS COLETIVAS SOBRE A EFICÁCIA DO ATENDIMENTO AO CLIENTE

O relacionamento de longo prazo é atualmente o elemento-chave para o sucesso das organizações. Com um mercado tão competitivo, as empresas estão desenvolvendo estratégias que melhor possam satisfazer e criar valor para seus clientes. As empresas precisam definir muito bem as suas estratégias com foco na percepção de seus clientes e do mercado. Porém a criação de valor não advém apenas da qualidade de um produto, da tecnologia e da infraestrutura. Ela também tem base em valores intrínsecos como, por exemplo, as competências. Sendo assim, as empresas precisam investir nos profissionais de linha de frente para que eles desenvolvam competências e atendam às necessidades e desejos dos clientes. Este trabalho tem o intuito de demonstrar se as competências coletivas, desenvolvidas a partir da interação social de um grupo podem trazer algum(s) benefício(s) ou não para o atendimento ao cliente em termos de satisfação e criação de valor, promovendo o marketing de relacionamento. Em seu desenvolvimento, foram utilizadas como base as teorias de competência, competências coletivas, gestão do conhecimento, satisfação e criação de valor para o cliente e marketing de relacionamento. Porém, não foi possível encontrar na literatura qualquer relação entre os temas competências coletivas e marketing de relacionamento. Neste contexto, o presente trabalho teve como objetivo geral analisar como o desenvolvimento das competências coletivas de uma equipe de vendas pode influenciar a satisfação do cliente. Especificamente buscou-se a) levantar quais os principais fatores ligados à equipe de vendas que geram satisfação nos clientes; b) analisar como as competências coletivas da equipe de vendas influenciam a satisfação do cliente; c) identificar como se formam competências coletivas em uma equipe de vendas. A partir destes objetivos, o procedimento metodológico de abordagem qualitativa foi orientado pelo método de estudo de caso, com procedimentos de análise de dados de entrevistas, observação direta e levantamento de registros. Foram entrevistadas duas equipes de vendas de uma empresa multinacional no segmento de serviços para análise e proteção de crédito, envolvendo o gerente, três vendedores e um cliente de cada equipe, atendidos por estes vendedores. As observações foram realizadas em duas reuniões de vendas envolvendo vendedores e clientes, e os registros analisados referem-se a metas e número de clientes atendidos no mês. Os resultados evidenciam que as competências coletivas podem influenciar na satisfação do cliente, embora estes só percebam as competências individuais e organizacionais. Mas ficou evidente, por parte de vendedores e gerentes de equipe, que as competências coletivas, além de promover a satisfação do cliente, auxiliam no desenvolvimento e na formação de competências individuais das pessoas na área comercial.

Expert systems for vendor selection

The survival of organisations, especially SMEs, depends, to the greatest extent, on those who supply them with the required material input. This is because if the supplier fails to deliver the right materials at the right time and place, and at the right price, then the recipient organisation is bound to fail in its obligations to satisfy the needs of its customers, and to stay in business. Hence, the task of choosing a supplier(s) from a list of vendors, that an organisation will trust with its very existence, is not an easy one. This project investigated how purchasing personnel in organisations solve the problem of vendor selection. The investigation went further to ascertain whether an Expert Systems model could be developed and used as a plausible solution to the problem. An extensive literature review indicated that very scanty research has been conducted in the area of Expert Systems for Vendor Selection, whereas many research theories in expert systems and in purchasing and supply management chain, respectively, had been reported. A survey questionnaire was designed and circulated to people in the industries who actually perform the vendor selection tasks. Analysis of the collected data confirmed the various factors which are considered during the selection process, and established the order in which those factors are ranked. Five of the factors, namely, Production Methods Used, Vendors Financial Background, Manufacturing Capacity, Size of Vendor Organisations, and Suppliers Position in the Industry; appeared to have similar patterns in the way organisations ranked them. These patterns suggested that the bigger the organisation, the more importantly they regarded the above factors. Further investigations revealed that respondents agreed that the most important factors were: Product Quality, Product Price and Delivery Date. The most apparent pattern was observed for the Vendors Financial Background. This generated curiosity which led to the design and development of a prototype expert system for assessing the financial profile of a potential supplier(s). This prototype was called ESfNS. It determines whether a prospective supplier(s) has good financial background or not. ESNS was tested by the potential users who then confirmed that expert systems have great prospects and commercial viability in the domain for solving vendor selection problems.

Technical innovation in industrial production

New techniques in manufacturing, popularly referred to as mechanization and automation, have been a preoccupation of social and economic theorists since the industrial revolution. A selection of relevant literature is reviewed, including the neoclassical economic treatment of technical change. This incorporates alterations to the mathematical production function and an associated increase in the efficiency with which the factors of production are converted into output. Other work emphasises the role of research and development and the process of diffusion, whereby new production techniques are propagated throughout industry. Some sociological writings attach importance to the type of production technology and its effect on the organisational structure and social relations within the factory. Nine detailed case studies are undertaken of examples of industrial innovation in the rubber, automobile, vehicle components, confectionery and clothing industries. The old and new techniques are compared for a range of variables, including capital equipment, labour employed, raw materials used, space requirements and energy consumption, which in most cases exhibit significant change with the innovation. The rate of output, labour productivity, product quality, maintenance requirements and other aspects are also examined. The process by which the change in production method was achieved is documented, including the development of new equipment and the strategy of its introduction into the factory, where appropriate. The firm, its environment, and the attitude of different sectors of the workforce are all seen to play a part in determining the motives for and consequences which flow from the innovations. The traditional association of technical progress with its labour-saving aspect, though an accurate enough description of the cases investigated, is clearly seen to afford an inadequate perspective for the proper understanding of this complex phenomenon, which also induces change in a wide range of other social, economic and technical variables.

Market orientation of hotels and travel services in China

China is unique both politically and economically. How this uniqueness impacts on firms'' adoption of market orientation and the impact of market orientation on business performance, however, remain unclear. This book reports a study by Dr Riliang Qu who aims to address the above knowledge void. The study employs a two-stage research strategy including interviews and a survey of 1000 hotels and travel services. The study found that government regulations restricting the firm rivalry and the shortage of competent managerial talents are among the most serious constraints to the firms'' development of market orientation along with such factors as inadequacy of government regulation on product quality and consumer protection. The findings suggest that in transitional like China, government actions could be a major force behind firms'' aspiration of being market-oriented. The study also found that the benefits of market orientation are multi-fold in that it not only improves company''s business performance but also has positive effects on customer satisfaction/retention, power in distribution channel, and corporate social responsibility.

The role of the sales employee in securing customer satisfaction

Purpose: Previous research has emphasized the pivotal role that salespeople play in customer satisfaction. In this regard, the relationship between salespeople's attitudes, skills, and characteristics, and customer satisfaction remains an area of interest. The paper aims to make three contributions: first, it seeks to examine the impact of salespeople's satisfaction, adaptive selling, and dominance on customer satisfaction. Second, this research aims to use dyadic data, which is a better test of the relationships between constructs since it avoids common method variance. Finally, in contrast to previous research, it aims to test all of the customers of salespeople rather than customers selected by salespeople. Design/methodology/approach: The study employs multilevel analysis to examine the relationship between salespeople's satisfaction with the firm on customer satisfaction, using a dyadic, matched business-to-business sample of a large European financial service provider that comprises 188 customers and 18 employees. Findings: The paper finds that customers' evaluation of service quality, product quality, and value influence customer satisfaction. The analysis at the selling firm's employee level shows that adaptive selling and employee satisfaction positively impact customer satisfaction, while dominance is negatively related to customer satisfaction. Practical implications: Research shows that customer-focus is a key driver in the success of service companies. Customer satisfaction is regarded as a prerequisite for establishing long-term, profitable relations between company and customer, and customer contact employees are key to nurturing this relationship. The role of salespeople's attitudes, skills, and characteristics in the customer satisfaction process are highlighted in this paper. Originality/value: The use of dyadic, multilevel studies to assess the nature of the relationship between employees and customers is, to date, surprisingly limited. The paper examines the link between employee attitudes, skills, and characteristics, and customer satisfaction in a business-to-business setting in the financial service sector, differentiating between customer- and employee-level drivers of business customer satisfaction.

Breakage model development and application with CFD for predicting breakage of whey protein precipitate particles

Particle breakage due to fluid flow through various geometries can have a major influence on the performance of particle/fluid processes and on the product quality characteristics of particle/fluid products. In this study, whey protein precipitate dispersions were used as a case study to investigate the effect of flow intensity and exposure time on the breakage of these precipitate particles. Computational fluid dynamic (CFD) simulations were performed to evaluate the turbulent eddy dissipation rate (TED) and associated exposure time along various flow geometries. The focus of this work is on the predictive modelling of particle breakage in particle/fluid systems. A number of breakage models were developed to relate TED and exposure time to particle breakage. The suitability of these breakage models was evaluated for their ability to predict the experimentally determined breakage of the whey protein precipitate particles. A "power-law threshold" breakage model was found to provide a satisfactory capability for predicting the breakage of the whey protein precipitate particles. The whey protein precipitate dispersions were propelled through a number of different geometries such as bends, tees and elbows, and the model accurately predicted the mean particle size attained after flow through these geometries. © 2005 Elsevier Ltd. All rights reserved.

A CFD study of biomass pyrolysis in a downer reactor equipped with a novel gas-solid separator - I:hydrodynamic performance

This study presents the first part of a CFD study on the performance of a downer reactor for biomass pyrolysis. The reactor was equipped with a novel gas-solid separation method, developed by the co-authors from the ICFAR (Canada). The separator, which was designed to allow for fast separation of clean pyrolysis gas, consisted of a cone deflector and a gas exit pipe installed inside the downer reactor. A multi-fluid model (Eulerian-Eulerian) with constitutive relations adopted from the kinetic theory of granular flow was used to simulate the multiphase flow. The effects of the various parameters including operation conditions, separator geometry and particle properties on the overall hydrodynamics and separation efficiency were investigated. The model prediction of the separator efficiency was compared with experimental measurements. The results revealed distinct hydrodynamic features around the cone separator, allowing for up to 100% separation efficiency. The developed model provided a platform for the second part of the study, where the biomass pyrolysis is simulated and the product quality as a function of operating conditions is analyzed. Crown Copyright © 2014 Published by Elsevier B.V. All rights reserved.

A Small Settings Case Study using TSPi in a Software Project

This article introduces a small setting case study about the benefits of using TSPi in a software project. An adapted process from the current process based on the TSPi was defined. The pilot project had schedule and budget constraints. The process began by gathering historical data from previous projects in order to get a measurement repository. The project was launched with the following goals: increase the productivity, reduce the test time and improve the product quality. Finally, the results were analysed and the goals were verified.

Precision emulsification for droplet and capsule production

Emulsions and microcapsules are typical structures in various dispersion formulations for pharmaceutical, food, personal and house care applications. Precise control over size and size distribution of emulsion droplets and microcapsules are important for effective use and delivery of active components and better product quality. Many emulsification technologies have been developed to meet different formulation and processing requirements. Among them, membrane and microfluidic emulsification as emerging technologies have the feature of being able to precisely manufacture droplets in a drop-by-drop manner to give subscribed sizes and size distributions with lower energy consumption. This paper reviews fundamental sciences and engineering aspects of emulsification, membrane and microfluidic emulsification technologies and their use for precision manufacture of emulsions for intensified processing. Generic application examples are given for single and double emulsions and microcapsules with different structure features. © 2013 The Society of Powder Technology Japan. Published by Elsevier B.V.

Reliability modelling and verification of manufacturing processes based on process knowledge management

Reliability modelling and verification is indispensable in modern manufacturing, especially for product development risk reduction. Based on the discussion of the deficiencies of traditional reliability modelling methods for process reliability, a novel modelling method is presented herein that draws upon a knowledge network of process scenarios based on the analytic network process (ANP). An integration framework of manufacturing process reliability and product quality is presented together with a product development and reliability verification process. According to the roles of key characteristics (KCs) in manufacturing processes, KCs are organised into four clusters, that is, product KCs, material KCs, operation KCs and equipment KCs, which represent the process knowledge network of manufacturing processes. A mathematical model and algorithm is developed for calculating the reliability requirements of KCs with respect to different manufacturing process scenarios. A case study on valve-sleeve component manufacturing is provided as an application example of the new reliability modelling and verification procedure. This methodology is applied in the valve-sleeve component manufacturing processes to manage and deploy production resources.

Public policy and electrical-grid sector innovation

Purpose – This paper aims to investigate the manner in which technological innovation in the European electrical-grid sector has developed by focusing, in particular, on the effect of public policy on innovation. To achieve this aim, this paper highlights how technological innovation and development progressed from the 1960s to the 1980s, and contrasts this period with the deregulated/privatization environment. Design/methodology/approach – The paper is based on a series of in-depth multiple company case studies of grid companies, some of their suppliers and other actors in their broader business network. Empirical data were collected through 55 interviews. Findings – The authors find that a phase of mutual collaboration was encouraged in the first period, which led to strong technological innovation with a focus on product quality and the development of functionality. Buyers played a pivotal role in the development of products and posed technical requirements. In contrast, the current role of the buyer has transformed principally into one of evaluating competing bids for specific projects. Today, buyers face increasing pressure to substantially lower CO2 emissions and transform the energy grid system. These goals are difficult to achieve without a new way of thinking about innovation. Research limitations/implications – Models to achieve innovation must not only focus on individual research projects; instead, the innovation should be factored into normal business dealings in the supply chain. Practical implications – We propose that policymakers and regulators need to: accommodate for innovation and address the collaborative elements of innovation when developing policies and regulations. Furthermore, regulators have the option of either developing a strategic vision for the electrical-grid network or incorporating sustainability into the evaluation of electrical grids and, thus, consumers’ willingness to pay. Originality/value – This paper makes a distinctive contribution in the area of innovation for electrical grids. Our paper shows how innovation and the development of new technology for electrical grids changed over time. Furthermore, this paper describes the energy sector in terms of a business network comprising the different actors involved in innovation and development and, thus, their role in the energy supply chain.

Representing spray zone with cross flow as a well-mixed compartment in a high shear granulator

The spray zone is an important region to control nucleation of granules in a high shear granulator. In this study, a spray zone with cross flow is quantified as a well-mixed compartment in a high shear granulator. Granulation kinetics is quantitatively derived at both particle-scale and spray zone-scale. Two spatial decay rates, DGSDR (droplet-granule spatial decay rate) ζDG and DPSDR (droplet-primary particle spatial decay rate) ζDP, which are functions of volume fraction and diameter of particulate species within the powder bed, are defined to simplify the deduction. It is concluded that in cross flow, explicit analytical results show that the droplet concentration is subject to exponential decay with depth which produces a numerically infinite depth of spray zone in a real penetration process. In a well-mixed spray zone, the depth of the spray zone is 4/(ζDG + ζDP) and π2/3(ζDG + ζDP) in cuboid and cylinder shape, respectively. The first-order droplet-based collision rates of, nucleation rate B0 and rewetting rate RW0 are uncorrelated with the flow pattern and shape of the spray zone. The second-order droplet-based collision rate, nucleated granule-granule collision rate RGG, is correlated with the mixing pattern. Finally, a real formulation case of a high shear granulation process is used to estimate the size of the spray zone. The results show that the spray zone is a thin layer at the powder bed surface. We present, for the first time, the spray zone as a well-mixed compartment. The granulation kinetics of a well-mixed spray zone could be integrated into a Population Balance Model (PBM), particularly to aid development of a distributed model for product quality prediction.

A válság hatása a vállalatok marketingtevékenységére = The Impact of Financial Crisis on Marketing Activities of Hungarian Companies

A tanulmányban azt elemeztük, hogy a vizsgált vállalatok a válságra milyen marketingválaszokat gondoltak megfelelőnek. Ennek megválaszolásához a „Versenyben a világgal” kutatási program 2009-ben készült felmérésének 300 vállalatra kiterjedő mintáját elemeztük, amelyet szakértői interjúkkal egészítettünk ki. A tanulmány alapozó részében elemeztük a nemzetközi trendeket és megoldásokat. A marketingben a válaszok helyessége ugyanis annak alapján ítélhető meg, hogy milyen mértékben képes a vállalat a fogyasztók dinamikusan alakuló igényeit formálni vagy azoknak megfelelni oly módon, hogy figyelembe veszi a környezet sajátosságait. A vizsgált vállalatok válságkezelő stratégiája ad-hoc jellegűnek mondható, nem illeszkedik az addigi stratégiai irányokhoz vagy az addig folytatott marketingstratégiához. A legnépszerűbb válságkezelő marketingeszközök az új piacok keresése, az akciózás és a költségcsökkentés. Közepesen népszerű a más média használata, a termékinnováció, az árcsökkentés, valamint a reklámkiadások csökkentése. A legkevésbé kedvelt eszközök pedig a marketingtevékenység kiszervezése, a termékválaszték vagy a termékminőség csökkentése. A választott eszközök típusai alapján három stratégiai irány határozható meg, az alternatív utak keresése, az ármérséklés, valamint a beszűkülés. A megkérdezett vállalatok 39,9%-a beszűkülő stratégiát, 30,4%-a az alternatív és ármérséklő stratégiák kombinációját, míg 29,7% egyik stratégiát sem preferálja. A választás azonban a legtöbb esetben inkább ad-hoc jellegűnek, mint tudatosan átgondolt stratégiának tűnik, mivel a választott irány nem függ a vállalat addigi marketingtevékenységétől vagy az addig hangsúlyosnak vélt jellemzőktől és versenyelőnyöktől. ________ In this study the marketing responses of the companies were analyzed, which were involved in the Competitiveness Research Program survey carried out during 2009 among 300 companies, combined with expert interviews. A literature review proceeded the empirical part. The capability of dynamic adaptation to consumer needs defines the right strategy in marketing. In our analysis we mainly found ad-hoc adaptation to handling the crisis that has little connection to firms’ previous strategic directions or their marketing strategy. The most popular crisis management tools include the search for new markets, promotions, and cost reductions. New media, product innovation, price reductions and lower advertising is less followed by companies. The least frequent reactions include outsourcing and reducing product quality. Based on the above three directions emerge. 39,9 % of the companies contract, 30,4 % use a combination of price reduction and alternative strategies and the remaining subset has formulated no strategy. The strategic directions show little correlation to previous practices or to the core competitive advantages.

A reliability centered maintenance decision system for a discrete part manufacturing facility

This thesis develops and validates the framework of a specialized maintenance decision support system for a discrete part manufacturing facility. Its construction utilizes a modular approach based on the fundamental philosophy of Reliability Centered Maintenance (RCM). The proposed architecture uniquely integrates System Decomposition, System Evaluation, Failure Analysis, Logic Tree Analysis, and Maintenance Planning modules. It presents an ideal solution to the unique maintenance inadequacies of modern discrete part manufacturing systems. Well established techniques are incorporated as building blocks of the system's modules. These include Failure Mode Effect and Criticality Analysis (FMECA), Logic Tree Analysis (LTA), Theory of Constraints (TOC), and an Expert System (ES). A Maintenance Information System (MIS) performs the system's support functions. Validation was performed by field testing of the system at a Miami based manufacturing facility. Such a maintenance support system potentially reduces downtime losses and contributes to higher product quality output. Ultimately improved profitability is the final outcome. ^