Tapaus Mathilda Wrede : naisen uskonnollis-yhteiskunnallinen toiminta ja sen vastaanotto 1883-1913

Lektio Helsingin yliopistossa 24.1.2004.

Efficient installed base information management and utilization in global after sales service business

This Master´s thesis explores how the a global industrial corporation’s after sales service department should arrange its installed base management practices in order to maintain and utilize the installed base information effectively. Case company has product-related records, such as product’s lifecycle information, service history information and information about product’s performance. Information is collected and organized often case by case, therefore the systematic and effective use of installed base information is difficult also the overview of installed base is missing. The goal of the thesis study was to find out how the case company can improve the installed base maintenance and management practices and improve the installed base information availability and reliability. Installed base information management practices were first examined through the literature. The empirical research was conducted by the interviews and questionnaire survey, targeted to the case company’s service department. The research purpose was to find out the challenges related to case company´s service department’s information management practices. The study also identified the installed base information needs and improvement potential in the availability of information. Based on the empirical research findings, recommendations for improve installed base management practices and information availability were created. Grounding of the recommendations, the case company is suggested the following proposals for action: Service report development, improving the change management process, ensuring the quality of the product documentation in early stages of product life cycle and decision to improve installed base management practices.

Sales performance measurement and steering in a multinational company

The objective of the study is to find out how sales performance should be measured and how should sales be steered in a multinational company. The beginning of the study concentrates on the literature regarding sales, performance measurement, sales performance measurement, and sales steering. The empirical part of the study is a case study, in which the information was acquired from interviews with the key personnel of the company. The results of the interviews and the revealed problems were analyzed, and comparison for possible solutions was performed. When measuring sales performance, it is important to discover the specific needs and objectives for such a system. Specific needs should be highlighted in the design of the system. The system should be versatile and the structure of the system should be in line with the organizational structure. The role of the sales performance measurement system was seen to be important in helping sales steering. However, the importance of personal management and especially conversations were seen as really critical issue in the steering. Sales performance measurement could be based on the following perspectives: financial, market, customer, people, and future. That way the sales department could react to the environmental changes more rapidly.

Avaliação da produtividade de fitomassa e acúmulo de N, P e K em leguminosas arbóreas no sistema de aléias, em Campos dos Goytacazes, RJ

O objetivo deste trabalho foi avaliar a produtividade de fitomassa da parte aérea e o acúmulo de N, P e K nas leguminosas arbóreas em sistemas agroflorestais de aléias, bem como verificar o efeito da adição de fósforo sobre as leguminosas. Foram realizados experimentos de campo com a utilização de leguminosas, com e sem adição de P, por dois anos consecutivos de avaliação, em Campos dos Goytacazes,RJ. Os tratamentos consistiram do sistema de aléias com Albizia lebbeck (L.) Benth., Peltophorum dubium (Spreng.) Taub., Leucaena leucocephala (Lam.) de Wit., Cajanus cajan (L.) Millsp., Sesbania virgata (Cav.) Pers., Mimosa caesalpiniaefolia Benth. e Gliricidia sepium (Jacq.) Pers. Após oito meses de plantio das leguminosas, estas foram podadas a 1,5 m de altura, restando a haste principal. O material podado foi pesado, descartando-se os ramos com diâmetro superior a 1,5 cm e sendo retiradas as amostras compostas para determinações da fitomassa seca e dos teores de N, P e K. Efetuou-se nova poda 80 dias após a primeira, e pesou-se esse material. No primeiro ano, o guandu mostrou-se superior na produtividade de fitomassa seca e no acúmulo de N, P e K. No segundo ano de avaliação, no experimento com adição de P a leucena e a canafístula assemelharam-se ao guandu na produtividade de fitomassa, enquanto a leucena e o guandu, no acúmulo de N e P, porém a leucena superou o guandu e a canafístula no acúmulo de K na parte aérea. A aplicação de P teve efeito positivo na produtividade de fitomassa seca de algumas espécies.

Crescimento inicial de Eucalyptus tereticornis em plantios puro e consorciado com Mimosa caesalpiniifolia E Mimosa pilulifera, em Campos dos Goytacazes-RJ

Este trabalho objetivou avaliar o crescimento inicial de Eucalyptus tereticornis, em plantios puro e consorciado com Mimosa caesalpiniifolia e Mimosa pilulifera, e seus efeitos sobre as características químicas do solo, em Campos dos Goytacazes, RJ. Foram avaliadas, ao longo de 30 meses, a sobrevivência, a altura, o diâmetro da base e o DAP. A caracterização do solo, nas profundidades de 0-5 e 5-10 cm, foi realizada aos seis e 30 meses. O delineamento experimental foi em blocos casualizados com quatro repetições e 14 plantas úteis por parcela. O plantio de E. tereticornis consorciado com M. caesalpiniifolia apresentou, aos 30 meses, sobrevivência superior (87%) e melhor desempenho em crescimento dendrométrico. Nos plantios consorciados, o teor de C do solo mostrou menores valores, na profundidade de 5-10 cm. Os teores de P e Ca e saturação de bases (%) do solo decresceram, enquanto os valores de pH, N, Na, Al e H+Al aumentaram em todos os sistemas de plantio. No plantio puro e no consórcio com M. caesalpiniifolia, os teores de K foram menores na profundidade de 0-5 cm. O consórcio entre E. tereticornis e M. caesalpiniifolia causou redução da CTC efetiva, da soma de bases e do teor de Mg

Profundidade de deposição de semente de milho na região dos Campos Gerais, Paraná

O sistema plantio direto encontra-se hoje plenamente incorporado à região dos Campos Gerais no Paraná. A acurácia e a precisão no processo de semeadura são itens de grande importância para que tal sistema alcance sucesso. Sendo assim, foram selecionadas 50 propriedades e, em 38, determinou-se a profundidade de deposição da semente de milho. A área experimental era formada por quatro ou cinco linhas de semeadura, onde se avaliaram dez plântulas por linha. A profundidade ficou em torno de 46 mm, observando-se diferenças significativas entre as linhas, em 21 áreas. O coeficiente de variação médio ficou em torno de 20%, limite estatístico entre médio e alto. Conforme análise de outros parâmetros, tais coeficientes podem representar diferentes tipos de erro no processo. Pode-se considerar o processo de semeadura da região como eficiente quando considerada a média da profundidade. Entretanto, a análise da variabilidade demonstra necessidade de ações junto a fatores antrópicos e de máquina.

Enhancing Collaboration Between Marketing and Sales

Researchers’ interest toward cross-functional relationships has increased over the last decades, indicating the importance of collaboration of different functions. However, marketing-sales relationship has started to interest researchers only recently, even though collaboration between these functions is critical for companies’ success and customer satisfaction. The purpose of this study is to examine how collaboration between marketing and sales can be enhanced, and thus explore marketing-sales relationship and factors influencing on the collaboration between these functions. Literature review of this study draws together relevant literature and research concerning the topic. Empirical part explores marketing-sales relationships in a b-to-b company. The empirical research was conducted through six semi-structured interviews. Interviewees represented three different departments - each department’s marketing and sales manager were interviewed. All the interviewees considered that marketing-sales collaboration within the company should be improved. In the analysis certain factors impeding as well as facilitating the collaboration were recognized. Based on these, and lack of facilitating factors, the marketing-sales relationships within the company were defined as aligned relationships. Consequently, marketing-sales collaboration should be enhanced in all the departments by strengthening the facilitative elements. This study provides an overall view on marketing-sales collaboration, its elements and relationship types. Based on this study one can understand factors influencing on the marketing-sales collaboration and recognize the types of marketing-sales relationship.

Marketing-Sales Cooperation and its Relation on Direct Sales Performance: an Example of a Medium-sized Oil Company

The study touches upon marketing-sales departments’ cooperation and investigates marketing-sales cooperative model within the case company. So that research increases understanding of linkages between Marketing and Sales departments with an illustrative example of Russian medium-sized oil company (LLC Neste St. Petersburg), the subsidiary of Finnish-based Neste Oil. The empirical study is done from marketing and sales perspectives. And for sales main attention was brought to direct sales, both B2B and B2C. Research considers all five domains of cooperation, and among others, study reveals the attitude towards external (market) and internal (product) knowledge, and its mutual use by marketing and sales managers. A qualitative research method, participant observations, and in-depth interviews with upper-management made it possible to explore all facets of joint work. Moreover, research responses the changes in a model of cooperation between marketing and sales when moving from medium size to large company.

The role of business information and knowledge in sales steering

The objective of this study is to find out how sales management can be optimally supported with business information and knowledge. The first chapters of the study focus on theoretical literature about sales planning, sales steering, business intelligence, and knowledge management. The empirical part of the study is a case study for which the material was collected through interviews with the selected people of the company. The findings from the interviews were analyzed, and possible suggestions for solving the problems were made. The case study revealed that sales management requires a multitude of metrics and reports to steer the sales to the desired direction. The information sources can be internal and external, and the optimal solution for satisfying the information needs is a combination of both of these. The simple information should be turned into knowledge by merging the intellectual assets with the information from the firm’s transaction processing systems, in order to promote organizational learning and effective decision-making.

Esofagogastrectomia com linfadenectomia em dois campos no câncer do esôfago torácico

OBJETIVO: Avaliar as indicações, sobrevida e fatores prognósticos da esofagogastrectomia com linfadenectomia em dois campos no câncer do esôfago torácico. MÉTODOS: Foram avaliados 111 pacientes retrospectivamente no período de janeiro de 1990 a dezembro de 2001 sendo 83 homens e 29 mulheres. A idade média dos pacientes foi 55,1 anos (variando entre 35-79). A linfadenectomia em dois campos foi parcial (Standard) em 34 pacientes(30,6%) e ampliada em 77(69,4%). RESULTADOS: A média de linfonodos dissecados foi de 22,6(variando entre 4 e 50). A doença R0 ocorreu em 53 pacientes(47,7%) a doença residual microscópica (R1) em 57 (52,3%) e a doença residual R2 em um paciente(0,9%). A recidiva ocorreu em 32 pacientes (28,8%) sendo em sete (6,3%) cervical, 17 (15,3%) locorregional e 19 (17,1%) sistêmica. A morbidade e mortalidade pós-operatória foram de 31,5% e 9% respectivamente, sem diferença significativa em relação á extensão da linfadenectomia mediastinal. A sobrevida global dos 111 pacientes em cinco anos foi de 48,4%, sem diferença significativa na sobrevida em relação á extensão da linfadenectomia, porém, houve aumento significativo na sobrevida livre de doença a favor dos paciente submetidos a linfadenectomia mediastinal ampliada(p=0,01). A ausência de doença residual (R0), comprometimento linfonodal (pN0) e o número de linfonodos comprometidos inferior a quatro, indicaram bom prognóstico. CONCLUSÃO: A esofagogastrectomia com linfadenectomia em dois campos apresentou um impacto positivo na taxa de sobrevida em cinco anos nos pacientes com câncer do esôfago torácico, particularmente em relação aos pacientes com ECIII. A linfadenectomia mediastinal ampliada aumentou significativamente a sobrevida livre de doença.

Towards a Strategic Sales Channel Partnership: A Case Study from the IT Services Industry

Strategic partnerships have become a key to competitive advantage and success in a dynamic, global business environment. Partnering provides a strategic response to complex offerings that need multiple sources of technology and knowledge, allowing companies to offer a wider range of services and solutions to meet their customers’ needs. Companies that collaborate with strategic partners in sales channels may significantly grow their business and improve their prospects of winning major contracts. As a consequence, companies are increasingly transforming their go-to-market strategies and sales channel structures to align with the need to create added value to customers together with a business partner. The research objective of this case study is to review and assess the success of an established sales channel partnership in IT services industry and to find ways how to develop it towards a strategic collaboration. The research consists of two main parts. The first part reviews the literature, concluding with the identification of the critical success factors for partnering. The second part sets out for the case findings, focusing on how the success of the established sales channel partnership is perceived by key executives within the partner organizations, and further what actions are required to make the sales channel partnership and joint go-to-market more strategic.

Handledning för roddinstruktörer utarbetad af Helsingfors Roddklubbs träningskommitté 1913-14

12 x 19 cm

Pohjoismaiden soutuliiton mestaruuskilpailut ja Helsingin soutuklubin regatta Helsingissä 19-20 päivänä heinäkuuta 1913

14 x 22 cm

Kainuun Eläinsuojelusyhdistyksen Vuosikertomus vuodelta 1913

14 x 23 cm

Lovisa turisten 1913

kuv., 12 x 16 cm