Voyage au coeur de la prédation entre vendeurs et acheteurs : une nouvelle théorie en vente et marketing

Résumé : II existe une tension inhérente au sein de la relation en cours de développement entre un vendeur et un acheteur. Le vendeur craint que l'acheteur lui fasse perdre son temps et l'acheteur, lui, doute de l'honnêteté du vendeur. Tous deux s'interrogent sur le niveau de confiance et de coopération à accorder à l'autre. Il est possible, après tout, que le vendeur soit à l'affût de la moindre faiblesse de l'acheteur pour profiter de la situation et s'enrichir à ses dépens, ou, vice-versa, que l'acheteur cherche à profiter du vendeur. La présente thèse examine les tensions entre vendeurs et acheteurs en ayant recours à la théorie enracinée élargie, qui comprend une série de boucles investigatrices formées de revues des écrits scientifiques et de cueillettes de données qualitatives et quantitatives. Elle cherche à démontrer que la prédation perçue (l'impression que l'autre abuse de nous de manière coordonnée) affecte négativement la bonne entente entre les parties prenantes de la transaction. La thèse suggère aussi que le phénomène de prédation existe dans toutes les sphères d'activités humaines, y compris dans le domaine juridique. Le modèle PARDU (prédateur-proie) initialement développé pour discuter du phénomène de prédation débouche, au fil de la recherche, sur le modèle OPERA et la grille MESLY®, qui offrent des applications pratiques pour mieux gérer la prédation informationnelle.||Abstract : There is an inherent tension between a seller and a buyer as their relationship progresses towards closing the deal. The salesperson fears that the buyer wastes his time, which he could otherwise spend towards real potential buyers. The buyer questions the sincerity of the salesperson. Both evaluate the amount of trust and coopération they should invest in the relationship. It is possible, after ail, that the salesperson wants to take advantage of every weakness he detects in the buyer in order to guarantee the sale, and it is equally possible that the buyer tries to fool the salesperson, with false credit information for example. This thesis examines tensions that exist between salespeople and buyers by using an extended version of grounded theory, by which date is collected and analysed both qualitatively and quantitatively. It demonstrates that perceived prédation reduces considerably the quality of the relationship. The thesis suggests that the phenomenon of prédation exists in every sphere of human activity, including in the légal system. The PARDU Model (predator-prey) initially developed to discuss the phenomenon of predation evolves, as the research progresses, towards the OPERA Model and the MESLY® grid, which offer pratical tools to better manage informational predation.

Towards Proactive Context-aware Computing and Systems

A primary goal of context-aware systems is delivering the right information at the right place and right time to users in order to enable them to make effective decisions and improve their quality of life. There are three key requirements for achieving this goal: determining what information is relevant, personalizing it based on the users’ context (location, preferences, behavioral history etc.), and delivering it to them in a timely manner without an explicit request from them. These requirements create a paradigm that we term as “Proactive Context-aware Computing”. Most of the existing context-aware systems fulfill only a subset of these requirements. Many of these systems focus only on personalization of the requested information based on users’ current context. Moreover, they are often designed for specific domains. In addition, most of the existing systems are reactive - the users request for some information and the system delivers it to them. These systems are not proactive i.e. they cannot anticipate users’ intent and behavior and act proactively without an explicit request from them. In order to overcome these limitations, we need to conduct a deeper analysis and enhance our understanding of context-aware systems that are generic, universal, proactive and applicable to a wide variety of domains. To support this dissertation, we explore several directions. Clearly the most significant sources of information about users today are smartphones. A large amount of users’ context can be acquired through them and they can be used as an effective means to deliver information to users. In addition, social media such as Facebook, Flickr and Foursquare provide a rich and powerful platform to mine users’ interests, preferences and behavioral history. We employ the ubiquity of smartphones and the wealth of information available from social media to address the challenge of building proactive context-aware systems. We have implemented and evaluated a few approaches, including some as part of the Rover framework, to achieve the paradigm of Proactive Context-aware Computing. Rover is a context-aware research platform which has been evolving for the last 6 years. Since location is one of the most important context for users, we have developed ‘Locus’, an indoor localization, tracking and navigation system for multi-story buildings. Other important dimensions of users’ context include the activities that they are engaged in. To this end, we have developed ‘SenseMe’, a system that leverages the smartphone and its multiple sensors in order to perform multidimensional context and activity recognition for users. As part of the ‘SenseMe’ project, we also conducted an exploratory study of privacy, trust, risks and other concerns of users with smart phone based personal sensing systems and applications. To determine what information would be relevant to users’ situations, we have developed ‘TellMe’ - a system that employs a new, flexible and scalable approach based on Natural Language Processing techniques to perform bootstrapped discovery and ranking of relevant information in context-aware systems. In order to personalize the relevant information, we have also developed an algorithm and system for mining a broad range of users’ preferences from their social network profiles and activities. For recommending new information to the users based on their past behavior and context history (such as visited locations, activities and time), we have developed a recommender system and approach for performing multi-dimensional collaborative recommendations using tensor factorization. For timely delivery of personalized and relevant information, it is essential to anticipate and predict users’ behavior. To this end, we have developed a unified infrastructure, within the Rover framework, and implemented several novel approaches and algorithms that employ various contextual features and state of the art machine learning techniques for building diverse behavioral models of users. Examples of generated models include classifying users’ semantic places and mobility states, predicting their availability for accepting calls on smartphones and inferring their device charging behavior. Finally, to enable proactivity in context-aware systems, we have also developed a planning framework based on HTN planning. Together, these works provide a major push in the direction of proactive context-aware computing.

Comparación de un programa de ejercicio intradiálisis frente a ejercicio domiciliario sobre capacidad física funcional y nivel de actividad física

Introducción: El ejercicio durante la hemodiálisis es beneficioso, aunque son pocas las unidades de hemodiálisis que ofrecen un programa de ejercicio adaptado a estos pacientes. Por ello es necesario encontrar alternativas más económicas para realizar ejercicio. El objetivo es comparar los efectos de un programa de ejercicio intradiálisis frente a ejercicio domiciliario, sobre la adherencia al programa, la capacidad física funcional y el nivel de actividad física. Métodos: 17 pacientes en hemodiálisis de un centro de Valencia fueron aleatorizados dividiéndoles en un grupo de ejercicio intradiálisis (n=9) y un grupo domiciliario (n=8). Ambos programas incluían ejercicio aeróbico y de fuerza durante 4 meses. Se valoró una amplia batería de pruebas funcionales (Short Physical Performance Battery, equilibrio monopodal, Timed Up and Go, Sit To Stand to sit test 10 y 60, dinamometría de mano, fuerza de tríceps, 6 minutos marcha) y dos cuestionarios de nivel de actividad física (Human Activity Profile y Physical Activity Scale for Elderly). Resultados: 2 pacientes del grupo intradiálisis y 5 pacientes de ejercicio domiciliario finalizaron el programa y fueron analizados. Se observó un efecto significativo del factor tiempo en el caso del Human Activity Profile (P<.017). En las pruebas funcionales no se encontró ninguna diferencia significativa. En cuanto a la adherencia al ejercicio los pacientes del grupo intradiálisis cumplieron el 92.7% y el grupo domiciliario el 68.7% del total de las sesiones. Conclusiones: En ambos grupos se observa un aumento del nivel de actividad física. Sin embargo, es necesario modificar factores, tanto en el personal sanitario como en los propios pacientes, para conseguir mayor adherencia a los programas de ejercicio.

Produção de exopolissacarídeos bacterianos a partir de glicerol residual gerado na síntese de biodiesel

A busca por combustíveis alternativos, tais como os biocombustíveis, torna-se necessária devido à crescente demanda por combustíveis em todos os setores da atividade humana, sendo que quase toda energia consumida no mundo provém do petróleo, uma fonte limitada, que emite grande quantidade de gases poluentes. Devido à grande diversidade de culturas oleoginosas no país, o Brasil demonstra potencial para substituição do diesel pelo biodiesel. No processo de obtenção deste, o óleo vegetal sofre uma transesterificação, sob a ação de um catalisador básico e na presença de um álcool, formando três moléculas de ésteres metílicos ou etílicos de ácidos graxos, que constituem o biodiesel em sua essência, liberando uma molécula de glicerol, que é o coproduto mais abundante desta reação. Sendo assim, a utilização do glicerol residual é uma ótima alternativa para agregar valor à cadeia produtiva do biodiesel, minimizar os danos de um possível descarte inadequado, além de diminuir os custos do processo. Com este intuito, este trabalho propõe o uso do glicerol residual como fonte de carbono para produção de exopolissacarídeos (EPSs). Para tal, foram utilizadas linhagens de bactérias mencionadas na literatura como produtoras de EPSs de importância comercial, sendo elas: Xanthomonas campestris pv. mangiferaeindicae IBSBF 1230, Pseudomonas oleovarans NRRL B-14683, Sphingomonas capsulata NRRL B-4261 e Zymomonas mobilis NRRL B-4286. Os cultivos foram realizados em meio apropriado para cada micro-organismo, e como fontes de carbono foram testadas a sacarose, o glicerol residual e uma mistura de ambos na proporção de 1:1 m/m. Os meios foram inoculados com suspensão da bactéria em estudo, sendo avaliados parâmetros relativos ao crescimento celular e à produção de EPSs. Para X. campestris pv. mangiferaeindicae, foram determinadas algumas propriedades reológicas e térmicas dos EPSs produzidos com as diferentes fontes de carbono, bem como o índice de emulsificação com diferentes óleos vegetais. X. campestris apresentou uma concentração de EPSs em torno de 4 g.L-1 em todos os meios estudados, comportamento similar ao da bactéria P. oleovorans, diferindo apenas no meio contendo sacarose (0,8 g.L-1 ). S. capsulata apresentou uma maior concentração de EPSs em meios contendo sacarose e a mistura de sacarose com glicerol residual, em torno de 3,4 g.L-1 , e em meio contendo glicerol residual este valor caiu para 1,7 g.L-1 . Já Z. mobilis apresentou um melhor resultado em meio contendo sacarose e glicerol residual, atingindo 1,3 g.L-1 , sendo que em meio contendo somente sacarose e glicerol residual estes valores foram inferiores alcançando 0,2 e 0,7 g.L-1 , respectivamente. Quase todas as bactérias atingiram a fase estacionária em 24 h de cultivo e o pH permaneceu praticamente constante, sendo verificada uma queda mais acentuada somente para Z. mobilis. O comportamento reológico foi similar para as xantanas produzidas nos diferentes meios, entretanto a viscosidade inicial foi maior com o meio a sacarose (637 cP), seguido da mistura de sacarose com glicerol residual (279 cP) e glicerol residual (60 cP). O IE24 foi superior quando utilizado o óleo de milho, atingindo valores de 97, 72 e 64 % em sacarose, mistura de sacarose com glicerol e glicerol residual, respectivamente. Desta forma, pode-se afirmar que a mudança na fonte de carbono afeta estas propriedades.

Zmiany w systemach komunikacji akustycznej ptaków jako bioindykatory zmian w środowisku

Wydział Biologii

Towards sustainable transport: A comparison of demographic and behavioural characteristics of Finnish and international car sharing users

Strong evidence suggests that the climate is changing and that these changes are largely caused by human activities. A consensus exists among researchers that human activity is causing global warming and that actions to mitigate global warming need to be taken swiftly. The transportation sector, which relies heavily on fossil fuel burning and primarily oil, is one of the big contributors to air pollution problems at local, regional and global levels. It is the fastest growing source of greenhouse gas emissions and is estimated to be responsible for nearly a quarter of global energyrelated carbon dioxide emissions. Car sharing is a mobility solution encouraging its users to decrease private car usage in favour of communal transit and environmental goals. The idea of car sharing originates from the aspiration to decrease personal car ownership and to reduce vehicle distance travelled. This thesis seeks to complement the understanding of Finnish car sharing users and their usage through better categorization. Through better categorization and segmentation of Finnish car sharing users the thesis seeks to provide information for improved marketing insight. Research is done on the demographic and behavioural characteristics of Finnish car sharing users and they are compared with international findings about the characteristics of International car sharing users. The main research problem is Are Finnish car sharing users similar to international ones? A theoretical research framework on the determinants of individual car sharing usage is built based on international research about demographic and behaviouristic characteristics. After this a quantitative survey is performed to the customers of a Finnish car sharing organization. The data analysed in the thesis consist out of 532 answers received from the car sharing organizations customers. The data is analysed with descriptive and other exploratory methods, which create an understanding of Finnish car sharing users. At the end of the analysis the demographic and behavioural characteristics of Finnish car sharing users are compared with international ones. The research findings of the thesis indicate that the demographic and behavioural characteristics of Finnish car sharing usage largely follow those of their international counterparts. Thanks to the thesis results the car sharing organization is able to better target their customers through improved marketing insight.

Factors influencing temporal changes in chemical composition of biogenic deposits in the middle Tążyna River Valley (Kuyavian Lakeland, central Poland)

The present paper discusses the influence of geochemical properties on biogenic deposits in the Wilkostowo mire near Toruń, central Poland. The analysed core has allowed the documentation of environmental changes between the older part of the Atlantic Period and the present day (probably interrupted at the turn of the Meso- and Neoholocene). In order to reconstruct the main stages in the sedimentation of biogenic deposits, we have used stratigraphic variability of selected litho-geochemical elements (organic matter, calcium carbonate, biogenic and terrigenous silica, macro- and micro-elements: Na, K, Mg, Ca, Fe, Mn, Cu, Zn, Pb, Cr and Ni). The main litho-geochemical component is CaCO 3 ; its content ranges from 4.1 per cent to 92 per cent. The variability of CaCO 3 content reflects mainly changes in hydrolog- ical and geomorphological conditions within the catchment area. The effects of prehistoric anthropogenic activities in the catchment of the River Tążyna, e.g., the use of saline water for economic purposes, are recorded in a change from calcareous gyttja into detritus-calcareous gyttja sedimentation and an increased content of lithophilous elements (Na, K, Mg and Ni) in the sediments. Principal component analysis (PCA) has enabled the distinction the most important factors that affected the chemical composition of sediments at the Wilkostowo site, i.e., mechanical and chemical den- udation processes in the catchment, changes in redox conditions, bioaccumulation of selected elements and human activity. Sediments of the Wilkostowo mire are located in the direct vicinity of an archaeological site, where traces of intensive settlement dating back to the Neolithic have been documented. The settlement phase is recorded both in li- thology and geochemical properties of biogenic deposits which fill the reservoir formed at the bottom of the Parchania Canal Valley.

A gestão da floresta e o planeamento do uso do solo

A temática desta dissertação é a gestão sustentável da actividade florestal. Tem como objectivo o desenvolvimento e aplicação de metodologias de planeamento e gestão do uso do solo. As preocupações com as intervenções na paisagem e com a incorporação das componentes que a constituem no planeamento e na gestão do território tem vindo a ter um maior desenvolvimento desde a década de 70. Por sua vez, as iniciativas políticas nacionais e internacionais na área do ambiente tiveram um maior impulso a partir dessa época, conduzindo a uma situação em que as preocupações com a sua conservação, gestão e qualificação assumem um papel fundamental. Um aumento da qualidade das paisagens implica um correcto planeamento do uso do solo e um subsequente esquema de incentivos à realidade sócioeconómica, potenciadores de um desenvolvimento sustentável. A gestão e o desenvolvimento sustentável pressupõem, por um lado, uma utilização parcimoniosa dos recursos, mas também uma articulação correcta dos usos às potencialidades do território, num quadro de planeamento e gestão do espaço que permita e promova o desenvolvimento de actividades económicas viáveis. Reconhecendo a forte influência que a acção antrópica tem exercido sobre a paisagem, privilegia-se a avaliação do factor evolução do uso do solo e a relação destas alterações com origem na actividade humana e com causas naturais de forma a determinar as causas específicas das alterações de uso. Nesta perspectiva efectua-se uma avaliação retrospectiva do impacto das diversas medidas de gestão com reflexo nas paisagens do Concelho de Arganil. A metodologia desenvolvida divide-se em cinco fases e tem como resultados os cenários de evolução do uso do solo e da demografia bem como a proposta de um modelo de ocupação sustentável. A escolha deste concelho como território de estudo para aplicação da investigação produzida prende-se com o facto de se considerar que ele é representativo de toda uma realidade da actividade florestal numa região vasta e de características razoavelmente idênticas, na qual existiram mudanças acentuadas de uso do solo e do meio sócio-económico nos últimos 50 anos, e de apresentar tendências evolutivas semelhantes às dos outros concelhos envolventes, o que permitirá aplicar a metodologia desenvolvida a outras áreas.

Managing Fisheries in the context of an integrated policy: the importance of spatial issues

A variety of conservation policies now frame the management of fishing activity and so do also the spatial planning of different sectorial activities. These framework policies are additional to classical fishery management. There is a risk that the policies applying on the marine system are not coherent from a fisheries point of view. The spatial management of fishing activity at regional scale has the potential to meet multiple management objectives, on a habitat basis. Here we consider how to integrate multiple objectives of different policies into integrated ocean management scenarios. In the EU, European Directives and the CFP are now implementing the ecosystem approach to the management of human activity at sea. In this context, we further identify three research needs: • Develop Management Strategy Evaluation (MSE) for multiple-objective and multiple-sector spatial management schemes • Improve knowledge on and evaluation of functional habitats • Develop spatially-explicit end-to-end models with appropriate complexity for spatial MSE The contribution is based on the results of a workshop of the EraNet COFASP.

Determinação de mercúrio total no material particulado atmosférico do Distrito Federal, Brasil

Dissertação (mestrado)—Universidade de Brasília, Instituto de Química, Programa de Pós-Graduação em Tecnologia Química e Biológica, 2016.

L'état de nature dans le Léviathan de Thomas Hobbes et la controverse entourant son utilisation dans les analyses des relations internationales

L'état de nature de Thomas Hobbes repose sur une étude des limites de la connaissance de l'être humain. Ces limites sont considérables, si bien qu'il est selon Hobbes impossible pour le genre humain de naturellement instaurer un système de vérité commun à l'espèce. L'homme est à l'état de nature dans une situation que nous qualifions « d'anarchie épistémologique » ce qui se traduit dans le Léviathan de Hobbes comme étant une situation de guerre de chacun contre chacun. Ce n'est que par l'institution d'un souverain tout puissant que l'homme peut espérer dépasser la condition de misère qui caractérise sa situation à l'état de nature. Le projet philosophique et politique de Hobbes concerne donc essentiellement l'être humain dans sa situation politique domestique. Hobbes ne consacre effectivement rien de substantiel à l'analyse des relations internationales. Pourtant, le nom de Thomas Hobbes revient souvent à ce niveau d'analyse, particulièrement lorsqu'il s'agit de conceptualiser les rapports interétatiques comme étant analogues à ceux des hommes à l'état de nature. Cette transposition est à notre avis problématique plutôt que constructive puisqu'elle ne reflète en rien les analyses du philosophe. Nous proposons de démontrer ce point par le biais d'une étude exégétique de la pensée de Hobbes.

EVALUATION OF NON-STATIONARITY IN ANNUAL MAXIMUM FLOOD SERIES OF MODERATELY IMPAIRED WATERSHEDS IN THE UPPER MIDWEST AND NORTHEASTERN UNITED STATES

United States federal agencies assess flood risk using Bulletin 17B procedures which assume annual maximum flood series are stationary. This represents a significant limitation of current flood frequency models as the flood distribution is thereby assumed to be unaffected by trends or periodicity of atmospheric/climatic variables and/or anthropogenic activities. The validity of this assumption is at the core of this thesis, which aims to improve understanding of the forms and potential causes of non-stationarity in flood series for moderately impaired watersheds in the Upper Midwest and Northeastern US. Prior studies investigated non-stationarity in flood series for unimpaired watersheds; however, as the majority of streams are located in areas of increasing human activity, relative and coupled impacts of natural and anthropogenic factors need to be considered such that non-stationary flood frequency models can be developed for flood risk forecasting over relevant planning horizons for large scale water resources planning and management.

L'état de nature dans le Léviathan de Thomas Hobbes et la controverse entourant son utilisation dans les analyses des relations internationales

L'état de nature de Thomas Hobbes repose sur une étude des limites de la connaissance de l'être humain. Ces limites sont considérables, si bien qu'il est selon Hobbes impossible pour le genre humain de naturellement instaurer un système de vérité commun à l'espèce. L'homme est à l'état de nature dans une situation que nous qualifions « d'anarchie épistémologique » ce qui se traduit dans le Léviathan de Hobbes comme étant une situation de guerre de chacun contre chacun. Ce n'est que par l'institution d'un souverain tout puissant que l'homme peut espérer dépasser la condition de misère qui caractérise sa situation à l'état de nature. Le projet philosophique et politique de Hobbes concerne donc essentiellement l'être humain dans sa situation politique domestique. Hobbes ne consacre effectivement rien de substantiel à l'analyse des relations internationales. Pourtant, le nom de Thomas Hobbes revient souvent à ce niveau d'analyse, particulièrement lorsqu'il s'agit de conceptualiser les rapports interétatiques comme étant analogues à ceux des hommes à l'état de nature. Cette transposition est à notre avis problématique plutôt que constructive puisqu'elle ne reflète en rien les analyses du philosophe. Nous proposons de démontrer ce point par le biais d'une étude exégétique de la pensée de Hobbes.

A importância dos sistemas de informação na cadeia de abastecimento do medicamento

A informação é, hoje em dia, um dos motores de atividade humana. De facto, independentemente do tamanho, natureza ou mesmo atividade de uma empresa, a verdade é que esta precisa de informação para poder executar e prosseguir a sua missão e cumprir os objetivos a que se propõe. Qualquer empresa moderna recorre às tecnologias de informação e comunicação como forma de garantir a função dos sistemas de informação enquanto infraestrutura de suporte ao fluxo de informação de uma empresa. Desta forma, torna-se necessário conhecer os conceitos essenciais sobre os sistemas de informação e as suas aplicações. O presente trabalho pretende, então, abordar os sistemas de informação associados à saúde mais concretamente às vantagens que apresentam para a cadeia de abastecimento do medicamento.

From researcher to entrepreneur - my experience to commercialise Synote

In this seminar, I will share my experience in the early process of becoming an entrepreneur from a research background. Since 2008, I have been working with Prof. Mike Wald on an innovative video annotation tool called Synote. After about eight years of research around Synote, I have applied for the Royal Acadamy of Engineering Enterprise Fellowship in order to focus on developing Synote for real clients and making Synote sustainable and profitable. Now, it is already eight months into the fellowship, which has totally changed my life. It is very exciting, but at the same time I'm struggling all the time. The seminar will briefly go through my experience so far on the way of commercializing Synote from a research background. I will also discuss the valuable resources you can get from RAEng Enterprise Hub and Future Worlds, which is a Southampton based organization to help startups. If you are a Ph.D. student or research fellow in the University, and you want to start your own business, this is the seminar you want to attend.