Asiakkuuksien strateginen arvottaminen ja luokittelu

Tämän tutkimuksen kohdeorganisaatio on suuren teollisuusyrityksen sisäinen raaka-aineen hankkija ja toimittaja. Tutkimuksessa selvitetään, mistä kohdeorganisaation hankinta-asiakkuuksien arvo muodostuu ja kuinka olemassa olevan liiketoimintadatan perusteella voidaan tutkia, arvioida ja luokitella kauppojen ja asiakkuuksien arvokkuutta aikaan sitomatta, objektiivisesti ja luotettavasti. Tutkimuksen teoriaosiossa esitellään lähestymistapoja ja menetelmiä, joiden avulla voidaan jalostaa olemassa olevasta datasta uutta sidosryhmätietämystä liiketoiminnan käyttöön, sekä tarkastellaan asiakaskannattavuusanalyysin, portfolioanalyysin, sekä asiakassegmentoinnin perusteita ja malleja. Näiden teorioiden ja mallien pohjalta rakennetaan kohdeorganisaatiolle räätälöity, indeksoituihin hinta-, määrä- ja kauppojen toistuvuus-muuttujiin perustuva, asiakkuuksien arvottamis- ja luokittelumalli. Arvottamis- ja luokittelumalli testataan vuosien 2003–2007 liiketoimintadatasta muodostetulla 389 336 kaupparivin otoksella, joka sisältää 42 186 arvioitavaa asiakkuussuhdetta. Merkittävin esille nouseva havainto on noin 5 000:n keskimääräistä selkeästi kalliimman asiakkuuden ryhmä. Aineisto ja sen poikkeavuudet testataan tilastollisin menetelmin, jotta saadaan selville asiakkuuden arvoon vaikuttavat ja arvoa selittävät tekijät. Lopuksi pohditaan arvottamismallin merkitystä analyyttisemman ostotoiminnan ja asiakkuudenhallinnan välineenä, sekä esitetään muutamia parannusehdotuksia.

Tuotekustannusmallin kehittäminen talotekniikkaelementtitehtaassa

Työn tavoitteena on talotekniikkaelementtitehtaan tuotekustannusmallin kehittäminen. Yritys tarvitsee tuotekohtaista kustannustietoa erityisesti varaston arvon määrittämiseen ja kustannusperusteiseen hinnoitteluun. Tuotekustannusmallin kehittäminen edellyttää nykyisen tuotekustannusmallin sisältämien virheiden ja puutteiden korjaamista. Työssä käydään läpi kaikki tuotekustannusmalliin tehdyt muutokset tuotantovaihekohtaisesti. Uusi tuotekustannusmalli perustuu lähinnä lisäys- ja standardikustannuslaskentaan. Malli laskee tuote- ja tilauskohtaisen minimiomakustannusarvon. Uusi tuotekustannusmalli kohdistaa tuotteille aiheuttamisperiaatteen mukaisesti monia sellaisia kustannuksia, jotka aikaisemmin on jätetty kokonaan kohdistamatta. Eristettyjen ilmanvaihtokanavien sekä vesi- ja lämpöjohtojen kustannusten havaittiin olevan aiemmin luultua matalammat. Elementtien runkojen kustannukset puolestaan nousivat uudessa mallissa. Työn aikana laadittiin myös taulukkolaskentasovellus, jonka avulla voidaan laskea tilaukseen sisältyvien elementtien hankintameno ja kustannusperusteinen hinta.

Osuuskauppojen arvonmääritys – empiirinen tutkimus kassavirtaperusteisella mallilla

Osuuskunta on ollut merkittävä yritysmuoto suomessa jo 150 vuoden ajan. Saavuttuaan Suomeen 1800-luvun puolivälin jälkeen osuuskunnat löysivät paikkansa maatalouden ja päivittäistavarakaupan alalta. Osuuskuntien kehitykseen vaikutti suuresti niiden yhteiskunnallinen ideologinen tarkoitus. Nykypäivänä osuuskunnat ovat Suomessa parhaiten näkyvissä vähittäistavara-, pankki- ja vakuutusalalla. Vähittäiskauppa-alalla osuuskuntapohjainen S-ryhmä on kasvanut markkinaosuudeltaan suurimmaksi ja liikevaihdolla mitat-tuna toiseksi suurimmaksi vähittäiskaupparyhmittymäksi. Tutkimuksessa tarkastellaan S-ryhmän alueosuuskauppoja yrityksen arvonmäärityskeinoin, tarkemmin vapaan kassavirtamallin, avulla. Tarkoituksena on selvittää, minkälainen on alueosuuskauppojen arvonluontiteho ja pystytäänkö tämän perusteella havaitsemaan eroavaisuuksia sekä alueosuuskauppojen välillä, että muiden yritysmuotojen välillä. Tutkimuksessa havaitaan, että S-ryhmän alueosuuskauppojen arvonluonti on alueosuuskauppakohtaisesti varsin erilaista. Osuuskauppojen yritysarvot vaihtelevat -110 M€ ja 230 M€ välillä. Alueosuuskaupoista parhaimman yritysarvon sai Kouvolan seudun Osuuskauppa Ympäristö ja heikoimman yritysarvon Kanta- ja Päijät-Hämeen Osuuskauppa Hämeenmaa. Osuuskunnan vertailu muuhun yritysmuotoon toteutettiin pistämällä vastakkain osuustoiminnallinen SOK ja julkinen osakeyhtiö Kesko Oyj. Yrityksien vertailussa todetaan, että vaikka Kesko on talouden tunnuslukujen valossa selvästi SOK:aa suurempi, saavat yritykset vapaan kassavirranmallista lähes yhtä suuren yritysarvon.

The Innovation Process – Aiming towards Innovativeness in a Construction Company

The bachelor’s thesis concentrates on the innovativeness in the construction industry. The purpose of the thesis is to define the innovation as a concept reflected on a context of the construction industry. The second objective is to examine how the construction companies could foster and increase the innovativeness. The third objective was to find out tools, methods and phases of the front-end of the innovation process. The construction industry is often considered as a traditional and an old-fashioned manufacturing industry. The innovation or the innovativeness rarely linked to the construction industry. Productivity is a common problem in the construction industry. The construction industry needs to increase the productivity to compete in a globalized world. The productivity can be increased by the innovation. The thesis based on a literature review. The findings from the literature include a description of the innovation as a concept, the innovative culture and the innovation process as a context of the construction industry. The phases of the front-end of the innovation process were explained. Customers centered approach was taken into account in the innovation process. The required tools and methods for managing the front-end of the innovation process were illustrated. The thesis ensures the importance of the innovation facing challenges of the construction industry. Managing the front-end of the innovation is the most important aspect to stand out from the less innovative companies. To take a full advantage of the innovation companies cannot fear of changes. The innovation process requires a full support of the top management of the company. Taking into consideration a theoretical aspect of the thesis a further research is required to respond practical needs of the company. Tools and methods should be considered according the company’s needs and activities. Company’s existing state and culture should be examined before implementing the front-end of the innovation process to ensure the functionality.

A comparative study of difficulties in accounting preparation and judgement in agriculture using fair value and historical cost accounting for biological assets valuation

This paper presents empirical research comparing the accounting difficulties that arise from the use of two valuation methods for biological assets, fair value (FV) and historical cost (HC) accounting, in the agricultural sector. It also compares how reliable each valuation method is in the decision-making process of agents within the sector. By conducting an experiment with students, farmers, and accountants operating in the agricultural sector, we find that they have more difficulties, make larger miscalculations and make poorer judgements with HC accounting than with FV accounting. In-depth interviews uncover flawed accounting practices in the agricultural sector in Spain in order to meet HC accounting requirements. Given the complexities of cost calculation for biological assets and the predominance of small family business units in advanced Western countries, the study concludes that accounting can be more easily applied in the agricultural sector under FV than HC accounting, and that HC conveys a less accurate grasp of the real situation of a farm.

Creating and implementing a financial management process to an international company

The objectives of this thesis areto identify the best elements from Information Technology Infrastructure Library financial management for an international company. The elements need to be customized to fit existing elements and the thesis needs to provide implementation proposal. The new IT financial management needs to improve cost visibility and bring benefits to the company. In order to find the best elements for IT financial management, there needs to be a research to discover the companys business needs. The ITIL library is used to find answers and solutions to the companys issues in IT financial management. Other IT frameworks can and will be used as well, if they are able to work with ITIL model. ITIL consists from budgeting, accounting and charging in IT financial management, which all needs to be investigated. In addition more ITIL elements such as contract management and supplier management can be used, in order to make IT financial management work better.

Development of IT Service Management in a Large International Company

The purpose of this Master’s thesis is to examine the IT Service Management (ITSM) capabilities of a large international company and develop a design for the IT Service Management of the company. The thesis consists of two parts: a literature review and a case study. The first part is the literature review. It examines different aspects of IT Service Management. The purpose of the literature review is to increase the credibility of the case study. In the case study, the IT Service Management of a large industrial company is assessed, and an improved design for IT Service Management is created. The services are limited to common IT services, and management is limited to operative management. To assess and develop the case company’s IT Service Management, the IT organization and its ITSM capabilities are analyzed, and on the basis of the analyses, an improved IT Service Management model is created. As a result of the analyses, it was found out that the management of the IT organization is function-oriented. Therefore, the organization needs a management model that breaks the functional borders and brings services to the center of management. The designed model aspires to achieve this by defining IT services and modeling management processes from the service perspective.

Critical Success and Failure Factors of Knowledge Management Implementation in a Large Multinational Company

More and more companies are interested in implementing knowledge management. However, the majority of knowledge management initiatives will fail to have any significant impact. In this study, theories regarding knowledge management implementation and adoption are investigated further. The objective of this study is to deepen understanding regarding the critical factors that contribute to successful knowledge management adoption in large multinational companies. The study is formulated around the following four research questions: 1. What are the key success and failure factors in knowledge management implementation? 2. How can knowledge management adoption be improved at the individual, group and organizational levels of the company? 3. What are the critical factors that hinder knowledge management adoption in the case company? 4. How can the case company promote the adoption of knowledge management among company personnel? The methodology used in this study is a combination of a literature review and an explanatory, exploratory, qualitative single-case study. The literature review answers the first and second research questions. Based on the literature review, a framework is presented to illustrate the factors contributing to the success of knowledge management implementation. The framework also links together knowledge management implementation and adoption. The third research question is answered by revealing the relevant findings from 21 expert interviews and 2 online questionnaires with 42 respondents in total. By comparing and contrasting the results of the literature review with the findings of the empirical case study, the fourth research question is answered. The concrete outcomes of this study are a framework to elucidate the factors contributing to the success of knowledge management implementation, a case study highlighting the issues that hinder knowledge management adoption within the case company, and recommendations for the case company.

Groupware and Workflow Tools - A Case study of SAP Business Workflow Supporting System Integration in a Global Telecommunication Company

Workflow management systems aim at the controlled execution of complex application processes in distributed and heterogeneous environments. These systems will shape the structure of information systems in business and non-business environments. E business and system integration is a fertile soil for WF and groupware tools. This thesis aims to study WF and groupware tools in order to gather in house knowledge of WF to better utilize WF solutions in future, and to focus on SAP Business Workflow in order to find a global solution for Application Link Enabling support for system integration. Piloting this solution in Nokia collects the experience of SAP R/3 WF tool for other development projects in future. The literary part of this study will guide to the world of business process automation providing a general description of the history, use and potentials of WF & groupware software. The empirical part of this study begins with the background of the case study describing the IT environment initiating the case by introducing SAP R/3 in Nokia, the communication technique in use and WF tool. Case study is focused in one solution with SAP Business Workflow. This study provides a concept to monitor communication between ERP systems and to increase the quality of system integration. Case study describes a way create support model for ALE/EDI interfaces. Support model includes monitoring organization and the workflow processes to solve the most common IDoc related errors.

Consumer valuation of energy-saving features of residential air conditioners with hedonic and choice models

The promotion of energy-efficient appliances is necessary to reduce the energetic and environmental burden of the household sector. However, many studies have reported that a typical consumer underestimates the benefits of energy-saving investment on the purchase of household electric appliances. To analyze this energy-efficiency gap problem, many scholars have estimated implicit discount rates that consumers use for energy-consuming durables. Although both hedonic and choice models have been used in previous studies, a comparison between two models has not yet been done. This study uses point of sale data about Japanese residential air conditioners and estimates implicit discounts rates with both hedonic and choice models. Both models demonstrate that a typical consumer underinvests in energy efficiency. Although choice models estimate a lower implicit discount rate than hedonic models, the latter models estimate the values of other product characteristics more consistently than choice models.

Delivery Reliability: Timely and Quantitative Accuracy in a Forest Industry Company

The primary objective of this thesis was to research delivery reliability of mill business unit of a forest industry company, especially timely and quantitative accuracy of sales orders. Delivery reliability is an important factor of customer satisfaction, which has a great influence for success of a company. The secondary objective was to find out reasons for possible problems of delivery reliability and give propositions for improvable performances. The empirical part of the thesis based on reporting database of the forest industry company’s ERP-software and detailed information of the mill system. The delivery reliability results of the mill business unit were compared to delivery reliability of similar mill business unit inside the forest industry company. The research results expressed problems in the supply chain. The delivery reliability reporting should be also developed further. This would advance delivery reliability monitoring. The improvement propositions of the thesis were logistic operation mode estimation, particular benchmarking of the compared mill business unit and more detailed survey on production delivery reliability.

Innovative Culture – Searching for Innovativeness in a Construction Company

The purpose of the thesis is to study innovativeness in a context of the construction industry especially the front-end of the innovation process. The construction industry is often considered an old-fashioned manufacturing industry. Innovations and innovativeness are rarely linked to the industry. The construction industry, as well as other industries in Finland, is facing challenges such as productivity, the climate change and internationalization. The meaning of innovations is greater than ever in continuously changing markets, for standing out from competitors or increasing the competitiveness. Traditional production methods, tight building regulations, unique buildings, one-of-a-kind project organizations and highlighting the cheapest price in building contracts are particular challenges in the construction industry. The research questions of the thesis were: - What kind of factors shift the existing company culture towards innovativeness? - What are the phases of the front-end of the innovation process? - What kind of tools and methods enable managing the front-end of the innovation process? The theoretical part of the thesis bases on the literature review. The research methodology of the empirical part was the action research and qualitative approach. Empirical data was collected by the theme interviews from three companies. The results were practical methods and experiences from innovation activities of the companies. The results of the thesis can be clarified as follows: enhancement of the innovation activities requires support and commitment of the top management, innovative culture and innovation strategy. Innovativeness can be promoted by systematical methods for example collecting ideas from employees. Controlling and managing the front-end phase is essential to succeeding. Despite that managing the front-end is the most challenging part of the innovation process, development and management of that save companies’ money, resources and prevents useless investments. Further clarification and studies are needed to find out furthermore functional tools and methods to manage innovations and implementing them to the culture of the companies.

Developing the Sourcing with the Purchasing Tool in the Chemical Company

The aim of this research was to investigate Tikkurila Oyj's Vantaa factories' current status in procurement and to develop the reporting of purchases and purchase warehouses, and to measure the activities during the implementation of the new purchasing tool. The implemented purchasing tool was based on ABC-analysis. Based on its reports the importance of performance measurements for the operations of the company, and the purpose of getting transparency to the company's supply chain on the part of purchasing were examined. A successful purchase- and material operation calls for accurate knowledge and professional skills. The research proved that with a separate purchasing tool, that analyses the existing information of the company's production management system, it is possible to get added value to whole supply chain's needs. The analyses and reports of the purchasing tool enable a more harmonized purchasing process at the operative level, and create a basis for internal targets and to their follow-up. At the same time the analyses clarify the current status and development trends of procurement fresh to the management. The increase of the possibilities of exploitation of information technology enables a perfect transparency to the case company's purchase department.

Strategic Orientation of Knowledge Management: Influence on Company's Performance

Nowadays, the huge part of the most important research is done in the area of interaction of two or more fields of research. They open doors for new ideas and help to find that was not possible to find before, explain simple things, which was missed because of narrow vision. This research investigates the interconnection of strategy study and knowledge management. Well-known researches (e.g. Michael Zack, 2003) point out that organization should align its' knowledge management to strategy to gain success. But this is not well developed area yet. This research contributes to the growing knowledge of knowledge management - strategy alignment. The research tests the relation between strategic orientation of knowledge management and performance of the company. It also investigates the nature of strategy typology influence on strategic orientation of knowledge management. These two points have critical importance for development of this area. Moreover, it has management implication for those practitioners, who cares about sustainable success of their company based on knowledge.