De literatorum cenoxia seu gloriae inanis ambitione

Dedikaatio: Claudius Rålamb, Georgius Sperling, Henricus Falkenberg.

De arte adipem phocarum coqvendi n Ostrobonia

Invokaatio: Deo Duce!

Henkilöstöraportointi strategisen henkilöstöjohtamisen tukena - Case Eteva kuntayhtymä

Organisaatiot kohtaavat jatkuvasti uusia ja vaativia haasteita. Organisaatiot tarvit-sevat henkilöstön asiantuntemusta ja osaamista, jotta voisivat menestyä kaiken aikaa kovenevassa kilpailutilanteessa. Henkilöstön osaaminen, tiedot ja taidot on tunnistettu organisaation tärkeimmäksi voimavaraksi. Tämän tutkimuksen tavoit-teena oli selvittää, millaista tietoa henkilöstä organisaatiossa johtamis- ja esimies-työtä tekevät tarvitsevat strategisen henkilöstöjohtamisen tueksi. Tutkimus suoritettiin tapaustutkimuksena kehitysvammapalveluja tuottavassa or-ganisaatiossa. Empiirinen aineisto kerättiin ja analysoitiin määrällisin menetelmin kyselytutkimuksena. Analysoinnissa käytettiin lisäksi sisällön analyysia. Tutki-muskysely kohdennettiin kohdeorganisaatiossa johtamis- ja esimiestyötä tekevil-le. Kohdeorganisaation johtamis- ja esimiestyötä tekevät tarvitsevat strategisen hen-kilöstöjohtamisen tueksi monipuolista laadullista ja määrällistä tietoa henkilöstös-tä ja taloudesta sekä palautetta oman esimiestyön laadusta. Tieto henkilöstön työhyvinvoinnista ja työtyytyväisyydestä koettiin tärkeäksi. Tuotetut tiedot tulisi olla saatavissa yhdestä paikasta. Esimiehet tarvitsevat myös osaamisen vahvistamista tuotetun tiedon tulkintaan ja käsittelyyn.

Measuring Effectiveness of Marketing Message: The Role of Verbal, Visual and Brand Elements

The aim of this paper is to study the role of verbal, visual and brand elements while meas-uring effectiveness of marketing message. The thesis is written in the context of mobile gaming industry. The object of the study is marketing message. To achieve the aim, the main research question was formulated: How do the elements of marketing message, such as verbal, visual and brand, affect the consumer’s attitude toward the ad, emotional response and attention capture? The theory development chapter lays on three corner stones – analysis of previous litera-ture on marketing message and its elements, namely verbal, visual and brand; overview of literature on attitude formation and particularly attitude toward the ad. In addition, investiga-tion of key points of emotional response and attention capture literature finalizes the chap-ter. The empirical part consists of experiment, conducted with 27 participants. Experiment includes the self-report semantically anchored scale, measuring the attitude toward the ad, as well as autonomic measures – eye tracking (attention capture) and facial expressions (emotional response). The results of the experiment showed that the size of the brand element – the logo – has an effect on the attention capture and the overall attitude toward the ad. The bigger the logo, the more time people spend viewing it, and they realise the message is more educa-tional and factual. The measure related to the visual element – the visual complexity – in-creases the intensity of participant’s facial expression. While the measure of verbal ele-ment – the contrast between text and background colours – leads to a better attitude to-ward the ad. The higher the contrast between text and background, the more known the message appears to the viewer.

Value added KPI service delivery with quality function deployment: Multiple case study in asset & real estate management

The aim of this study is to investigate value added service concept for an asset and real estate management case company. The initial purpose was to recognize the most value adding key performance indicators (KPIs) information delivered for its customers, real estate investors with value added service. The multiple case study strategy included two focus group interviews with five case interviews in total. Additionally, quality function deployment (QFD) was used in order to form up the service process. The study starts with introduction and methodology explaining the demand for the thesis study. The subsequent chapter presents the theoretical background on real estate management KPIs in four main points of views and quality function deployment from the service development point of view. The chapter also defines research gap for the case study. According to the case study interviews, the most favored KPIs to deliver for the clients are income maturity of lease agreements and leasing activity. These KPIs and quality characteristics are translated into the QFD. In total, the service QFD explains the service planning, process control, and action plan phases.

Nichesourcing for the benefit of linguistic research and native speakers

The National Library of Finland is implementing the Digitization Project of Kindred Languages in 2012–16. Within the project we will digitize materials in the Uralic languages as well as develop tools to support linguistic research and citizen science. Through this project, researchers will gain access to new corpora 329 and to which all users will have open access regardless of their place of residence. Our objective is to make sure that the new corpora are made available for the open and interactive use of both the academic community and the language societies as a whole. The project seeks to digitize and publish approximately 1200 monograph titles and more than 100 newspapers titles in various Uralic languages. The digitization will be completed by the early of 2015, when the Fenno-Ugrica collection would contain around 200 000 pages of editable text. The researchers cannot spend so much time with the material that they could retrieve a satisfactory amount of edited words, so the participation of a crowd in editing work is needed. Often the targets in crowdsourcing have been split into several microtasks that do not require any special skills from the anonymous people, a faceless crowd. This way of crowdsourcing may produce quantitative results, but from the research’s point of view, there is a danger that the needs of linguistic research are not necessarily met. Also, the number of pages is too high to deal with. The remarkable downside is the lack of shared goal or social affinity. There is no reward in traditional methods of crowdsourcing. Nichesourcing is a specific type of crowdsourcing where tasks are distributed amongst a small crowd of citizen scientists (communities). Although communities provide smaller pools to draw resources, their specific richness in skill is suited for the complex tasks with high-quality product expectations found in nichesourcing. Communities have purpose, identity and their regular interactions engenders social trust and reputation. These communities can correspond to research more precisely. Instead of repetitive and rather trivial tasks, we are trying to utilize the knowledge and skills of citizen scientists to provide qualitative results. Some selection must be made, since we are not aiming to correct all 200,000 pages which we have digitized, but give such assignments to citizen scientists that would precisely fill the gaps in linguistic research. A typical task would editing and collecting the words in such fields of vocabularies, where the researchers do require more information. For instance, there’s a lack of Hill Mari words in anatomy. We have digitized the books in medicine and we could try to track the words related to human organs by assigning the citizen scientists to edit and collect words with OCR editor. From the nichesourcing’s perspective, it is essential that the altruism plays a central role, when the language communities involve. Upon the nichesourcing, our goal is to reach a certain level of interplay, where the language communities would benefit on the results. For instance, the corrected words in Ingrian will be added onto the online dictionary, which is made freely available for the public and the society can benefit too. This objective of interplay can be understood as an aspiration to support the endangered languages and the maintenance of lingual diversity, but also as a servant of “two masters”, the research and the society.

Turvallisuuskulttuurin vaikutus operatiiviseen riskienhallintaan : jaetut arvot, asenteet ja ja toimintatavat

Tutkimuksen keskiössä oli turvallisuuskulttuuri, jonka taustalla on Edgar Scheinin kolmitasoinen kulttuuriteoria artefakteista, julkilausutuista uskomuksista sekä perusoletuksista. Hen-kilöstön kokemuksia turvallisuudesta ja operatiivisesta riskienhallinnasta kartoitettiin turval-lisuuskulttuurin eri teorioiden pohjalta haastattelun avulla. Haastattelumenetelminä olivat ryhmä- sekä yksilöhaastattelut, jotka analysoitiin laadullisesti teoriaohjaavalla analyysilla. Tämän tutkimuksen tarkoituksena oli kartoittaa, miten yhden ilmavoimien lennoston turvallisuuskulttuuri eli jaetut arvot, asenteet ja toimintatavat vaikuttavat operatiivisen riskienhallinnan (ORM – Operational Risk Management) käyttöön. Tutkimuskohteena olivat taistelunjohtajat, lentotekninen henkilöstö sekä ohjaajat. Johtopäätöksinä voidaan todeta, että toimintatapojen, ohjeistuksen ja turvallisuusjohtamisen aiheuttamia riskejä ei ole tunnistettu koko organisaatiossa. Riskit ovat niiden ryhmien tiedossa, joille ne ovat arkipäivää, mutta riskit eivät välttämättä päädy turvallisuusorganisaatiolle ja operatiiviseen riskienhallintaan puutteellisen seurantamenettelyn, kiireen ja viestinnän puutteiden vuoksi. Lennoston turvallisuuskulttuuri tukee turvallista toimintaa ja organi-saatiolla on resilientin organisaation ominaispiirteitä, mutta organisaatio ei kykene kokonaisvaltaiseen riskienhallintaan. Turvallisuuden ollessa koko organisaation asia kaikkien on annettava oma panoksensa turvallisuuden eteen. Ilmavoimallisessa organisaatiossa pitää löytää tasapaino toiminnanvapauden ja itsenäisyyden sekä byrokratian ja hierarkian välillä, jotta tässä voidaan onnistua. Organisaation turvallisuuden kunto-ohjelman on keskityttävä eri osa-alueiden kokonaisvaltaiseen kehittämiseen riskien hallitsemiseksi ja se vaatii sitoutumista, kykyä sekä tietoisuutta. Organisaatiossa on paljon tekijöitä, jotka edistävät hyvää turvallisuuskulttuuria, mutta ilma-voimien itsenäinen ja toimintavapaa kulttuuri vaikuttavat siihen, että turvallisuusjohtamisen pitäisi olla hallitumpaa. Turvallisuusjohtamisen avulla operatiivinen riskienhallintaprosessi voitaisiin viedä alusta loppuun tehokkaasti ja näin ollen siitä saataisiin hyöty paremmin irti. Samoin henkilöstön usko operatiiviseen riskienhallintaan kasvaisi. Lisäksi henkilöstön oikea asennoituminen turvallisuuteen paranisi entisestään. Jatkotutkimushaasteena on tutkia aihetta laajemmassa mittakaavassa, jotta voidaan yleistää ilmiöitä sekä myös kartoittaa paremmin turvallisuuskulttuurin kautta ilmeneviä riskejä organisaatiolle.

Exploring business models for medical games: Key components and challenges

The costs of health care are going up in many countries. In order to provide affordable and effective health care solutions, new technologies and approaches are constantly being developed. In this research, video games are presented as a possible solution to the problem. Video games are fun, and nowadays most people like to spend time on them. In addition, recent studies have pointed out that video games can have notable health benefits. Health games have already been developed, used in practice, and researched. However, the bulk of health game studies have been concerned with the design or the effectiveness of the games; no actual business studies have been conducted on the subject, even though health games often lack commercial success despite their health benefits. This thesis seeks to fill this gap. The specific aim of this thesis is to develop a conceptual business model framework and empirically use it in explorative medical game business model research. In the first stage of this research, a literature review was conducted and the existing literature analyzed and synthesized into a conceptual business model framework consisting of six dimensions. The motivation behind the synthesis is the ongoing ambiguity around the business model concept. In the second stage, 22 semi-structured interviews were conducted with different professionals within the value network for medical games. The business model framework was present in all stages of the empirical research: First, in the data collection stage, the framework acted as a guiding instrument, focusing the interview process. Then, the interviews were coded and analyzed using the framework as a structure. The results were then reported following the structure of the framework. In the results, the interviewees highlighted several important considerations and issues for medical games concerning the six dimensions of the business model framework. Based on the key findings of this research, several key components of business models for medical games were identified and illustrated in a single figure. Furthermore, five notable challenges for business models for medical games were presented, and possible solutions for the challenges were postulated. Theoretically, these findings provide pioneering information on the untouched subject of business models for medical games. Moreover, the conceptual business model framework and its use in the novel context of medical games provide a contribution to the business model literature. Regarding practice, this thesis further accentuates that medical games can offer notable benefits to several stakeholder groups and offers advice to companies seeking to commercialize these games.

Elimination of Salmonella enterica serovar Typhimurium in artificially contaminated eggs through correct cooking and frying procedures

Salmonellosis is a serious foodborne disease associated with the presence of bacteria in eggs or foods containing raw eggs. However, the use of appropriate procedures of cooking and frying can eliminate this contamination. There are few studies on the elimination of contamination of Salmonella in hens' eggs through typical frying procedures, especially for Salmonella enterica serovar Typhimurium (or S. typhimurium). The aim of this study was to determine the appropriate conditions for cooking and frying hens' eggs artificially contaminated with S. typhimurium, making them free of bacterial contamination. Hens' eggs were artificially contaminated with S. typhimurium and subjected to various processes of cooking, frying and food preparation. It was observed that the minimum time necessary to eliminate contamination through cooking procedures is 5 minutes after the water starts boiling, and also that, cooking in the microwave oven complete eliminates the bacterial contamination. When the eggs were fried on both sides, keeping the yolk hard, a complete bacterial elimination was observed. Mayonnaise prepared with vinegar presented a decrease in bacterial colonies when compared mayonese prepared with lemon.

Viscosity of egg white from hens of different strains fed with commercial and natural additives

Yolk color and egg white (albumen) cleanliness and viscosity are important parameters by which consumers judge the quality of eggs. This study aimed to investigate changes in albumen viscosity during storage of eggs for up to 36 days from two different commercial laying hen strains (Carijo Barbada and Isa Brown) fed a diet containing annatto (1.5 and 2.0%) or a synthetic additive without synthetic colorants (control). Analyses of humidity, albumen height, pH, viscosity, foam formation, and stability were carried out on eggs. Carijo Barbada strain had smaller albumen, lower humidity and higher egg white viscosity than Isa Brown strain; however, with storage, viscosity lowered significantly on both strains. Initially, the addition of 2.0% of annatto or a synthetic additive increased viscosity in both strains, but with storage only the control maintained longer viscosity. Lower viscosity did not change foam density and stability.

Chemical and physical properties of aloe vera (Aloe barbadensis Miller) gel stored after high hydrostatic pressure processing

The aim of this study was to evaluate the influence of high hydrostatic pressure (150, 250, 350, 450, and 550 MPa), applied for 5 minutes, on antioxidant capacity, total phenolic content, color, firmness, rehydration ratio, and water holding capacity of aloe vera gel stored for 60 days at 4 °C. The analyzed properties of the pressurized gel showed significant changes after the storage period. The highest value of total phenolic content was found at 550 MPa. However, a decrease in the antioxidant capacity was observed for all pressurized gel samples when compared to the control sample (p < 0.05). The smallest changes in product color were observed at pressure levels between 150 and 250 MP. The application of high hydrostatic pressure resulted in lower gel firmness, and the lowest value was found at 150 MPa (p < 0.05). On the other hand, the untreated sample showed a greater decrease in firmness, indicating that high pressure processing preserves this property. The application of high hydrostatic pressure exhibited modifications in the food matrix, which were evaluated in terms of rehydration ratio and water holding capacity.

Egg quality and yolk lipid composition of laying hens fed diets containing cashew nut meal

The objective of this study was to assess the effect of the addition of cashew nuts meal (0, 5, 10, 15, 20, and 25%) to laying hen diets on egg quality and yolk composition. The variables studied were: egg weight, specific gravity, Haugh Units, percentages of shell, albumen, and yolk, moisture, total solids, total lipids, fatty acids profile, and yolk cholesterol. The addition of up to 25% of cashew nuts meal to hen diets did not affect egg quality and freshness, moisture and total solids content. However, an increase in total lipid content and a decrease in yolk pigmentation was observed. Oleic acid level increased in the yolk, whereas palmitic, stearic, and linoleic acid levels decreased. The addition of cashew nuts meal increased the monounsaturated/saturated fatty acid ratio in the yolk and reduced the cholesterol content. Therefore, the use of cashew nuts meal in laying hen diets favorably modifies the fatty acid composition of egg yolk and contributes to a better acceptance of this food by consumers since it also reduces yolk cholesterol levels.

Logistics Cost Optimization of Road Freight Shipments in a Consumer Goods Company

In the industry of the case company, transportation and warehousing costs account for more than 10% of the total cost which is more than on average. A Finnish company has an understanding that by sending larger shipments in parcels, they could save tens of thousands of euros annually in freight costs in Finland’s domestic shipments. To achieve these savings and optimize total logistics cost, company’s interest is to find out which is the cost efficient way of shipping road shipments of certain volumes; in parcel boxes or on pallets, and what should be the split volume determining the shipment type. Distribution center (DC) costs affect this decision and therefore they need to be also evaluated to determine the total logistics cost savings. Main results were achieved by executing activity-based costing-calculations including DC and road freight costs to determine the ideal split volume with which the total logistics cost is optimal. Calculations were done for Finland’s DC, separately for two main road freight destinations, Finland and Sweden, which cover 50% of road shipment spend. Data for calculations was collected both manually and automatically from various internal and external sources, such as the company ERP system and logistics service providers’ (LSP) reporting. DC processes were studied in practice and compared to model processes. Currently used freight rates were compared to existing pricing models and freight service tendering process was evaluated by participating in the process and comparing it to the models based on literature. The results show that the potential savings are not as significant as the company hoped for, mainly because of packing work increasing DC labor cost. Annual savings by setting ideal split volume per country would account for 0,4 % of the warehousing and transportation costs of shipments in scope of this thesis. Split volume should be set separately for each route, mainly because the pricing model for road freight is different in each country. For some routes bigger parcels should be sent but for some routes pallets should be used more. Next step is to do these calculations for remaining routes to determine total savings potential. Other findings show that the processes in the DC are designed well and the company could achieve savings by executing tenders more efficiently. Company should also pay more attention to parcel pricing and packing the shipments accordingly.

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

Saavutettavuuden vaikutus kuluttajan päivittäistavaroiden ostopaikan valintaan. Uuden toimipaikan kohtaamat haasteet

Tässä tutkimuksessa palvelujen saavutettavuutta lähestyttiin sekä kaupan että kuluttajan näkökulmasta, sillä osapuolten välisen vaikutussuhteen nähdään olevan kaksisuuntainen. Kuluttajakäyttäytymisellä on selkeä yhteys kaupan rakenteeseen ja kaupan toiminnot puolestaan vaikuttavat kuluttajan ostokäyttäytymiseen. Tämän vuorovaikutuksellisen suhteen keskiössä ovat kaupan palvelujen saavutettavuus ja sen sisältämät ympäristö-, myymälä- ja kotitaloustekijät. Kauppa pyrkii toiminnallaan ja valinnoillaan takaamaan kuluttajalle palvelujen hyvän saavutettavuuden, kun taas kuluttaja asioi myymälässä, jonka kokee olevan saavutettavuudeltaan paras hänen sen hetkiset tarpeet huomioon ottaen. Tutkimuksen tarkoituksena oli selvittää palvelujen saavutettavuuden vaikutusta kuluttajan ostopaikan valintaan. Tutkimuksessa oltiin kiinnostuneita erityisesti kuluttajan vaihtelevista ostopaikkavalinnoista ja syistä, jotka saavat kuluttajan ohittamaan kotia lähimpänä sijaitsevan ostopaikan. Tutkimuksen taustalla vaikutti Kunta A:n uusi myymälä Market X1, joka ei ole vaikutusalueellaan saavuttanut ennakko-odotusten mukaista kysyntää. Kun etäisyyttä on pidetty perinteisesti merkittävimpänä saavutettavuuden tekijänä, tässä tutkimuksessa kuluttajat arvostivat tärkeimmiksi tekijöiksi kauppaan menemisen helppouden, tarpeita vastaavat valikoimat ja sopivan hintatason. Vaikka Kunta A:n alueella palvelujen saavutettavuus koettiin hyväksi ja sen koettiin Market X1:n myötä parantuneen, huomionarvoista tutkimuksessa oli kunnan asukkaiden eriarvoinen asema palvelujen saavutettavuuden suhteen. Tutkimustulosten mukaan ostopaikan valinnan kuluttaja tekee useimmin tuotteisiin liittyvien myymälätekijöiden ja edullisen hintatason perusteella. Näiden tekijöiden osalta Market X1:n tilanne kilpailukentällä näyttää hyvältä. Vieressä Kilpailija Y pyrkii säilyttämään asemansa perinteikkyytensä ja sosiaalisen ulottuvuutensa turvin. Arkisin kuluttajilla on yleistynyt tapa tehdä päivittäistavaraostokset työmatkan yhteydessä ja viikonloppuisin monipuolisempien palveluiden äärellä. Nämä tekijät selittävät pitkälti ostovoiman siirtymistä Kunta A:sta Kaupunki B:hen. Kysynnän kasvattaminen vaatii Market X1:ltä pitkäjänteistä toimintaa, jossa kuluttajien kokeman saavutettavuuden edistäminen ja asiakaslähtöisyys ovat keskiössä. Tällä tavoin kuluttajien pinttyneisiin tapoihin ja näkemyksiin on mahdollista pyrkiä vähitellen vaikuttamaan.