Selling customer value in B2B markets - Case KONE JumpLift

Skepticism of promised value-added is forcing suppliers to provide tangible evidence of the value they can deliver for the customers in industrial markets. Despite this, quantifying customer benefits is being thought as one of the most difficult part in business-to-business selling. The objective of this research is to identify the desired and perceived customer benefits of KONE JumpLift™ and improve the overall customer value quantification and selling process of the solution. The study was conducted with a qualitative case analysis including 7 interviews with key stakeholders from three different market areas. The market areas were chosen based on where the offering has been utilized and the research was conducted by five telephone and two email interviews. The main desired and perceived benefits include many different values for example economical, functional, symbolic and epistemic value but they vary on studied market areas. The most important result of the research was finding the biggest challenges of selling the offering which are communicating and proving the potential value to the customers. In addition, the sales arguments have different relative importance in studied market areas which create challenges for salespeople to sell the offering effectively. In managerial level this means need for investing into a new sales tool and training the salespeople.

Achieving a strategic sales focus: contemporary issues and future challenges.

The main aim of this book is to consider how the sales function informs business strategy. Although there are a number of books available that address how to manage the sales team tactically, this text addresses how sales can help organizations to become more customer oriented. Many organizations are facing escalating costs and a growth in customer power, which makes it necessary to allocate resources more strategically. The sales function can provide critical customer and market knowledge to help inform both innovation and marketing. Sales are responsible for building customer knowledge, networking both internally and externally to help create additional customer value, as well as the more traditional role of managing customer relationships and selling. The text considers how sales organizations are responding to increasing competition, more demanding customers and a more complex selling environment. We identify many of the challenges facing organisations today and offers discussions of some of the possible solutions. This book considers the changing nature of sales and how activities can be aligned within the organization, as well as marketing sensing, creating customer focus and the role of sales leadership. The text will include illustrations (short case studies) provided by a range of successful organizations operating in a number of industries. Sales and senior management play an important role in ensuring that the sales teams' activities are aligned to business strategy and in creating an environment to allow salespeople to be more successful in developing new business opportunities and building long-term profitable business relationships. One of the objectives of this book is to consider how conventional thinking has changed in the last five years and integrate it with examples from sales practice to provide a more complete picture of the role of sales within the modern organization.

Politics and protestant Lordship in North East Scotland during the reign of James VI: The life of George Keith, fourth Earl Marischal, 1554-1623

George Keith, fourth Earl Marischal is a case study of long-term, quietly successful and stable lordship through the reign of James VI. Marischal’s life provides a wholly underrepresented perspective on this era, where the study of rebellious and notorious characters has dominated. He is also a counter-example to the notion of a general crisis among the European nobility, at least in the Scottish context, as well as to the notion of a ‘conservative’ or ‘Catholic’ north east. In 1580 George inherited the richest earldom in Scotland, with a geographical extent stretching along the east coast from Caithness to East Lothian. His family came to be this wealthy as a long term consequence of the Battle of Flodden (1513) where a branch of the family, the Inverugie Keiths had been killed. The heiress of this branch was married to the third earl and this had concentrated a large number of lands, and consequently wealth, in the hands of the earls. This had, however, also significantly decreased the number of members and hence power of the Keith kindred. The third earl’s conversion to Protestantism in 1544 and later his adherence to the King’s Party during the Marian Civil War forced the Keiths into direct confrontation with their neighbours in the north east, the Gordons (led by the Earls of Huntly), a Catholic family and supporters of the Queen’s Party. Although this feud was settled for a time at the end of the war, the political turmoil caused by a succession of short-lived factional regimes in the early part of the personal reign of James VI (c.1578-1585) led the new (fourth) Earl Marischal into direct confrontation with the new (sixth) Earl of Huntly. Marischal was outclassed, outmanoeuvred and outgunned at both court and in the locality in this feud, suffering considerably. However, Huntly’s over-ambition in wider court politics meant that Marischal was able to join various coalitions against his rival, until Huntly was exiled in 1595. Marischal also came into conflict briefly with Chancellor John Maitland of Thirlestane as a consequence of Marischal’s diplomatic mission to Denmark in 1589-1590, but was again outmatched politically and briefly imprisoned. Both of these feuds reveal Marischal to be relatively cautious and reactionary, and both reveal the limitations of his power. Elsewhere, the study of Marischal’s activities in the centre of Scottish politics reveal him to be unambitious. He was ready to serve King James, the two men having a healthy working relationship, but Marischal showed no ambition as a courtier, to woo the king’s favour or patronage, instead delegating interaction with the monarch to his kinsmen. Likewise, in government, Marischal rarely attended any of the committees he was entitled to attend, such as the Privy Council, although he did keep a keen eye on the land market and the business conducted under the Great Seal. Although personally devout and a committed Protestant, the study of Marischal’s interaction with the national Kirk and the parishes of which he was patron reveal that he was at times a negligent patron and exercised his right of ministerial presentation as lordly, not godly patronage. The notion of a ‘conservative North East’ is, however, rejected. Where Marischal was politically weak at court and weak in terms of force in the locality, we see him pursuing sideways approaches to dealing with this. Thus he was keen to build up his general influence in the north and in particular with the burgh of Aberdeen (one result of this being the creation of Marischal College in 1593), pursued disputes through increasing use of legal methods rather than bloodfeud (thus exploiting his wealth and compensating for his relative lack of force) and developed a sophisticated system of maritime infrastructure, ultimately expressed through the creating of the burghs of Peterhead and Stonehaven. Although his close family caused him a number of problems over his lifetime, he was able to pass on a stable and enlarged lordship to his son in 1623.

Efectos fiscales de los asentamientos hidroeléctricos: el caso de la cuenca de los Ríos Negro y Nare en Colombia

Con la presencia de asentamientos hidroeléctricos en su territorio, los municipios del oriente y nordeste antioqueño han visto afectada su estructura tributaria y territorial, a pesar de la reglamentación compen­satoria del sector eléctrico. Este artículo, analiza los efectos tributarios generados por la compensación del impuesto predial. Para lograrlo se revisan los montos recibidos por los municipios de las empresas generadoras y se realiza una indagación empírica del impuesto bajo los escenarios con y sin asenta­mientos hidroeléctricos. De esta forma se determina el diferencial tributario. Se concluye que, además de la insuficiencia de las transferencias para compensar la pérdida del capital natural de las cuencas hidroeléctricas, la expansión del sector eléctrico genera regresividad tributaria, por causa de privilegios y exenciones concebidos por las Leyes.

Intraseasonal variability of mixed layer depth in the tropical Indian Ocean

In this paper, we use an observational dataset built from Argo in situ profiles to describe the main large-scale patterns of intraseasonal mixed layer depth (MLD) variations in the Indian Ocean. An eddy permitting (0.25A degrees) regional ocean model that generally agrees well with those observed estimates is then used to investigate the mechanisms that drive MLD intraseasonal variations and to assess their potential impact on the related SST response. During summer, intraseasonal MLD variations in the Bay of Bengal and eastern equatorial Indian Ocean primarily respond to active/break convective phases of the summer monsoon. In the southern Arabian Sea, summer MLD variations are largely driven by seemingly-independent intraseasonal fluctuations of the Findlater jet intensity. During winter, the Madden-Julian Oscillation drives most of the intraseasonal MLD variability in the eastern equatorial Indian Ocean. Large winter MLD signals in northern Arabian Sea can, on the other hand, be related to advection of continental temperature anomalies from the northern end of the basin. In all the aforementioned regions, peak-to-peak MLD variations usually reach 10 m, but can exceed 20 m for the largest events. Buoyancy flux and wind stirring contribute to intraseasonal MLD fluctuations in roughly equal proportions, except for the Northern Arabian Sea in winter, where buoyancy fluxes dominate. A simple slab ocean analysis finally suggests that the impact of these MLD fluctuations on intraseasonal sea surface temperature variability is probably rather weak, because of the compensating effects of thermal capacity and sunlight penetration: a thin mixed-layer is more efficiently warmed at the surface by heat fluxes but loses more solar flux through its lower base.

THE COSTS OF RAISING EQUITY RATIO FOR BANKS Evidence from publicly listed banks operating in Finland

The solvency rate of banks differs from the other corporations. The equity rate of a bank is lower than it is in corporations of other field of business. However, functional banking industry has huge impact on the whole society. The equity rate of a bank needs to be higher because that makes the banking industry more stable as the probability of the banks going under will decrease. If a bank goes belly up, the government will be compensating the deposits since it has granted the bank’s depositors a deposit insurance. This means that the payment comes from the tax payers in the last resort. Economic conversation has long concentrated on the costs of raising equity ratio. It has been a common belief that raising equity ratio also increases the banks’ funding costs in the same phase and these costs will be redistributed to the banks customers as higher service charges. Regardless of the common belief, the actual reaction of the funding costs to the higher equity ratio has been studied only a little in Europe and no study has been constructed in Finland. Before it can be calculated whether the higher stability of the banking industry that is caused by the raise in equity levels compensates the extra costs in funding costs, it must be calculated how much the actual increase in the funding costs is. Currently the banking industry is controlled by complex and heavy regulation. To maintain such a complex system inflicts major costs in itself. This research leans on the Modigliani and Miller theory, which shows that the finance structure of a firm is irrelevant to their funding costs. In addition, this research follows the calculations of Miller, Yang ja Marcheggianon (2012) and Vale (2011) where they calculate the funding costs after the doubling of specific banks’ equity ratios. The Finnish banks studied in this research are Nordea and Danske Bank because they are the two largest banks operating in Finland and they both also have the right company form to able the calculations. To calculate the costs of halving their leverages this study used the Capital Asset Pricing Model. The halving of the leverage of Danske Bank raised its funding costs for 16—257 basis points depending on the method of assessment. For Nordea the increase in funding costs was 11—186 basis points when its leverage was halved. On the behalf of the results found in this study it can be said that the doubling of an equity ratio does not increase the funding costs of a bank one by one. Actually the increase is quite modest. More solvent banks would increase the stability of the banking industry enormously while the increase in funding costs is low. If the costs of bank regulation exceeds the increase in funding costs after the higher equity ratio, it can be thought that this is the better way of stabilizing the banking industry rather than heavy regulation.

Utilização de plantas medicinais no tratamento de feridas : perfil do stryphnodendron barbatiman

Introdução – O recurso à utilização de plantas com fins terapêuticos, é uma das mais antigas formas de prática medicinal da humanidade, sobretudo por parte da população de países menos desenvolvidos, que ainda hoje, segundo a Organização Mundial de Saúde, recorre, em muitas situações, à utilização das plantas medicinais como a única forma de acesso aos cuidados básicos de saúde. Porém, e apesar do advento da medicina moderna, que se correndo do avanço da biotecnologia, por meio da qual as plantas, consideradas medicinais, podem ter seu potencial terapêutico aprovado pela ciência para fins medicamentosos, uma parte significativa da comercialização de plantas medicinais continua a não ser feita em farmácias ou lojas de produtos naturais, mas sim comercializadas em feiras livres, pelos chamados raizeiros. Partindo deste enquadramento, os objetivos centrais desta investigação foram: identificar quais as espécies de plantas medicinais mais indicadas por comerciantes, raizeiros, no tratamento de feridas e que são comercializadas nas mais importantes feiras livres da cidade de Maceió, e caracterizar a fonte de conhecimento desses raizeiros, em relação às mesmas. Métodos – Realizou-se um estudo que seguiu os pressupostos de uma pesquisa de natureza qualitativa, de matriz transversal, com recurso a uma amostra não probabilística, acidental e por conveniência constituída por 26 raizeiros, na sua maioria pertencentes ao do grupo etário dos 37-52 anos (46,14%), que desenvolvem a atividade comercial de plantas medicinais como sua única e/ou principal atividade produtiva (76,90%), e em que 50% são do sexo feminino. Como instrumento de recolha de dados recorreu-se à entrevista, a partir de convites efectuados pela autora do estudo na sequência da realização de visitas às principais feiras livres da cidade de Maceió-AL. Resultados – Os dados recolhidos pela totalidade das entrevistas permitiram constatar que o barbatimão (Stryphnodendron barbatiman) é a planta mais frequentemente indicada para o tratamento em feridas, logo seguida da Aroeira (MyracrodruonurundeuvaLâmina), e da Sambacaitá (Hyptis pectinata). As menos recomendadas são a Garra do Diabo (Harpagophytum procubens); a Jatobá (Hymenae acourbaril L.) e a Babosa (Aloe arborescens). A maioria dos raizeiros afirmaram também que recomendavam a “casca” e a “entre casca” como a forma farmacêutica mais eficaz. Em relação à aprendizagem/ conhecimento sobre a utilização medicinal do barbatimão (Stryphnodendron barbatiman): 69,3% dos raizeiros entrevistados afirmaram ter aprendido com familiares; 19,2 com amigos e 11,5% através de conversas com outros comerciantes do mesmo ramo de negócio. Cem por cento dos entrevistados afirmaram que o Stryphnodendron barbatiman, independetemente de ser a planta mais recomendada pelos raizeiros, é a planta mais procurada pela população e, que segundo a mesma, é a que apresenta um melhor resultado. Apenas 50% dos entrevistados refere que o barbatimão é armazenado seco e ensacado, e quanto questionados sobre a validade do mesmo, 69,3% dos raizeiros afirmaram que esse prazo é indeterminado. Quanto à duração da “terapia” pelo barbatimão, 100% dos raizeiros entrevistados, afirmaram que deve permanecer durante o tempo que o paciente ou o profissional de saúde que estiver acompanhando o caso, julgar necessário. Conclusões – Os resultados deste estudo vêm confirmar que o recurso à utilização de plantas com fins terapêuticos no tratamento de feridas, por parte da população brasileira, continua sendo muito usual, sendo o barbatimão (Stryphnodendron barbatimam) o mais indicado e conhecido pela cultura popular. Nesse sentido é relevante que, por um lado, o profissional de enfermagem, procure entender a utilização dessa planta medicinal, popularmente utilizada, com afirmativa de êxito, no tratamento de feridas, e por outro, entendemos ser necessária a realização de estudos multidisciplinares que permitam a ampliação e a profundidade dos conhecimentos das plantas medicinais, como agem, quais são os seus efeitos tóxicos e colaterais, e quais as suas verdadeiras indicações terapêuticas. Palavras-chave: Plantas Medicinais, Ferimentos e lesões, Tratamento, Enfermagem, Raizeiros.

Gender and East Asian Welfare States: from Confucianism to Gender Equality

How can we understand the gender logic underpinning the welfare states/systems of East Asia? Does the comparative literature, which has largely been concerned with western Welfare states, whether in The Three Worlds of Welfare Capitalism (Esping-Andersen 1990), or in gender-based analysis of the male breadwinner model (Lewis 1992, 2001, 2006), have anything to offer in understanding the gender assumptions underpinning East Asian welfare states? Are the welfare systems of East Asian countries distinctive, with Confucian assumptions hidden beneath the surface commitment to gender equality? We will use the (mainly western) comparative literature, but argue that Confucian influences remain important, with strong assumptions of family, market and voluntary sector responsibility rather than state responsibility, strong expectations of women’s obligations, without compensating rights, a hierarchy of gender and age, and a highly distinctive, vertical family structure, in which women are subject to parents-in-law. In rapidly changing economies, these social characteristics are changing too. But they still put powerful pressures on women to conform to expectations about care, while weakening their rights to security and support. Nowhere do welfare states’ promises bring gender equality in practice. Even in Scandinavian countries women earn less, care more, and have less power than men. We shall compare East Asian countries (Japan, Korea, Taiwan where possible) with some Western ones, to argue that some major comparative data (e.g. OECD) show the extreme situation of women in these countries. Some fine new qualitative studies give us a close insight into the experience of mothers, including lone and married mothers, which help us to understand how far the gender assumptions of welfare states are from Scandinavia’s dual earner model. There are signs of change in society as well as in economy, and room for optimism that women’s involvement in social movements and academic enquiry may be challenging Confucian gender hierarchies.

Comunicação e imagem organizacional: um estudo de suas relações no comércio varejista de shopping centers

This study shows the results of an exploratory-descriptive research that aimed to identify the latent dimensions of communication, as well as finding relations between such dimensions and organizational image. The sample came to a total of 267 respondents, being 89 managers or owners and 178 salespeople of clothing and footwear stores that are situated in the main five shopping centers located in Natal, capital of Rio Grande do Norte. The collection of the data was made by the use of two structuralized and validated instruments, being the answers measured in the likert scale of 6 points. For the measurement of communication it was used the instrument developed by Downs and Hazen (2002), made up of 8 latent dimensions and 32 indicators. For the image it was used the model of Mael and Ashforth (1992) that contains 5 indicators. The analysis of the data was made through of the use of statistical techniques of factorial analysis and structural equations modeling. The results of the factorial analysis demonstrated communication as being formed by five latent dimensions. The modeling, on the other hand, demonstrated to exist positive relations between communication and organizational image, whose results revealed that the image is influenced by the communication with the supervisor, by the organizational integration and as being stronger explained by the vertical communication

Efficient and precise interactive hand tracking through joint, continuous optimization of pose and correspondences

Fully articulated hand tracking promises to enable fundamentally new interactions with virtual and augmented worlds, but the limited accuracy and efficiency of current systems has prevented widespread adoption. Today's dominant paradigm uses machine learning for initialization and recovery followed by iterative model-fitting optimization to achieve a detailed pose fit. We follow this paradigm, but make several changes to the model-fitting, namely using: (1) a more discriminative objective function; (2) a smooth-surface model that provides gradients for non-linear optimization; and (3) joint optimization over both the model pose and the correspondences between observed data points and the model surface. While each of these changes may actually increase the cost per fitting iteration, we find a compensating decrease in the number of iterations. Further, the wide basin of convergence means that fewer starting points are needed for successful model fitting. Our system runs in real-time on CPU only, which frees up the commonly over-burdened GPU for experience designers. The hand tracker is efficient enough to run on low-power devices such as tablets. We can track up to several meters from the camera to provide a large working volume for interaction, even using the noisy data from current-generation depth cameras. Quantitative assessments on standard datasets show that the new approach exceeds the state of the art in accuracy. Qualitative results take the form of live recordings of a range of interactive experiences enabled by this new approach.

Instrument transformers with Digital outputting high voltage power networks

In recent years, energy modernization has focused on smart engineering advancements. This entails designing complicated software and hardware for variable-voltage digital substations. A digital substation consists of electrical and auxiliary devices, control and monitoring devices, computers, and control software. Intelligent measurement systems use digital instrument transformers and IEC 61850-compliant information exchange protocols in digital substations. Digital instrument transformers used for real-time high-voltage measurements should combine advanced digital, measuring, information, and communication technologies. Digital instrument transformers should be cheap, small, light, and fire- and explosion-safe. These smaller and lighter transformers allow long-distance transmission of an optical signal that gauges direct or alternating current. Cost-prohibitive optical converters are a problem. To improve the tool's accuracy, amorphous alloys are used in the magnetic circuits and compensating feedback. Large-scale voltage converters can be made cheaper by using resistive, capacitive, or hybrid voltage dividers. In known electronic voltage transformers, the voltage divider output is generally on the low-voltage side, facilitating power supply organization. Combining current and voltage transformers reduces equipment size, installation, and maintenance costs. These two gadgets cost less together than individually. To increase commercial power metering accuracy, current and voltage converters should be included into digital instrument transformers so that simultaneous analogue-to-digital samples are obtained. Multichannel ADC microcircuits with synchronous conversion start allow natural parallel sample drawing. Digital instrument transformers are created adaptable to substation operating circumstances and environmental variables, especially ambient temperature. An embedded microprocessor auto-diagnoses and auto-calibrates the proposed digital instrument transformer.