Betonielementtien myynnin ja markkinoinnin kehittäminen

Työllä oli kaksi tavoitetta: tutkia betonielementtejä valmistavan Lipa-Betoni Oy:n myynnin ja markkinoinnin tilaa sekä laatia markkinointisuunnitelma Sepa Oy:n kanssa yhteistyössä kehitetylle puubetonivälipohjalaatalle. Tutkimus jakautui nähden tavoitteiden mukaisiin tutkimusosioihin. Rakennusalan markkinointi, tarkemmin betonielementtien markkinointi, voidaan suurelta osin nähdä projektien markkinointina. Siksi työn teoriaosuudessa käsiteltiin rakennusalan markkinointia projektimarkkinoinnin näkökulmasta; erityispiirteitä, vaiheita, referenssien ja asiakassuhteiden merkitystä sekä proaktiivista markkinointistrategiaa. Lisäksi tutkittiin markkinoinnin suunnitteluun, markkinoinnin kilpailukeinoihin sekä markkinoinnin tehokkuuden mittaamiseen liittyviä teorioita. Työn tuloksena esitettiin kehitysehdotukset Lipa-Betoni Oy:n myynnin ja markkinoinnin tehostamiseksi. Konkreettisimmat tulokset tästä tutkimusosiosta ovat asiakkuuksien hoitomalli segmenteittäin ja markkinoinnin tehokkuuden mittaristo. Kehitysehdotuksien yhteenvetona laadittiin Lipa-Betoni Oy:n markkinoinnin prosessimalli. Puubetonivälipohjalaatalle laadittiin markkinointisuunnitelma. Puubetonivälipohjalaatan markkinoinnissa korostuu proaktiivinen markkinointistrategia, jonka avulla saadaan tärkeitä referenssejä tukemaan tulevaisuuden markkinointityötä.

Purchasing portfolio analysis and supplier classification

The purpose of the thesis is to classify suppliers and to enhance strategic purchasing in the case company. Supplier classification is conducted to fulfill the requirements of the company quality manual and international quality standards. To gain more benefit, a strategic purchasing tool, Kraljic’s purchasing portfolio and analytical hierarchy process are utilized for the base of supplier classification. Purchasing portfolio is used to give quick and easy visual insight on product group management form the viewpoint of purchasing. From the base on purchasing portfolio alternative purchasing and supplier strategies can be formed that enhance the strategic orientation of purchasing. Thus purchasing portfolio forces the company to orient on proactive and strategic purchasing. As a result a survey method for implementing purchasing portfolio in the company is developed that exploits analytical hierarchy process. Experts from the company appoint the categorization criteria and in addition, participate in the survey to categorize product groups on the portfolio. Alternative purchasing strategies are formed. Suppliers are classified depending on the importance and characteristics of the product groups supplied.

Entrepreneurial orientation in small and medium-sized enterprises during economic crisis

The economic importance of small and medium-sized enterprises (SMEs) and entrepreneurship has increased significantly in recent decades and entrepreneurial activity and SMEs are deemed vital to economic progress. Therefore, it is justifiable to study how small firms and entrepreneurs can enhance their performance and emergence in the turbulent economic environment. The concept of entrepreneurial orientation (EO) has recently attracted considerable attention in the field of entrepreneurship research. EO generally refers to a firm’s propensity to be innovative, to be proactive and to take risks. A majority of EO studies so far have found that adopting EO associated entrepreneurial behaviors will help firms to create or sustain a high level of performance. This dissertation explores the main drivers and performance implications of EO for SMEs in time of economic crisis. Hence the first objective of this dissertation is to examine the performance implications of EO and to test the role of EO on how firms are treated by the crisis at operative level. The second objective is to expand the prevailing understanding of determinants of EO by exploring the relationship between owner's work related values, attitudes, demographic characteristics, firm’s financial resources and EO. EO was found to be a significant and positive factor behind a firm’s long run growth. Hence it can be said that EO has positive implications for firm performance. But on the other hand, during a time of economic crisis the different dimensions of EO had both positive and negative effects on performance of SMEs. The performance implications varied across different stages of the crisis and were also dependent on what measure was used for measuring the performance. The main drivers of EO in SMEs were the personal work related values of the entrepreneur and his/her prior experience as an entrepreneur. The intrinsic work values related to interest, responsibility, challenge, self-development or intellectual stimulation and values related to status, power, achievement and recognition had a positive effect on the level of EO. On the other hand, extrinsic values related to high income, material possessions, benefits such as generous holidays, job security, and comfort through good working conditions decreased the level of EO

The Role of a firm’s mindset in international success - case study of Finnish marine industry firms

This thesis investigates the influence of a firm’s mindset on international success in the context of the Finnish marine industry. The study draws theoretical wisdom from organisational behaviour and strategic management literatures. The research aim set for this study was to identify and categorise existing strategic types based on mindsets found in the marine industry SMEs, and to link the influence of mindsets with success by examining the role of mindsets in a firm’s performance. Mindsets of firms were conceptualised as aggregate collections of perceptions that influence how the surrounding environment is discerned by the members of the firm. Mindsets are idiosyncratic to firms and therefore important firm-specific resources which influence decision-making and can be observed through the strategic behaviour of firms. Qualitative case study method was applied which was further supported by quantitative data on the financial performance of the ten case firms. Taxonomy based on the dimension of mindsets and prediction was developed to demonstrate four ideal types of firms identified within the marine industry. It was found that all of the case firms emphasised adaptation in their strategy while planning was emphasised to a varying degree. Moreover, two different methods of adapting were found; proactive and reactive. Firms which plan in the long-term and adapt proactively constantly investigate whether their plans are synchronous with the realities of the market; by having an open mindset, a firm’s perception of the reality of the market is enabling the firm to develop value creating strategies which are superiorly informed.This finding was supported by the financial data and led to the proposition that having an open mindset and placing a high level of emphasis on prediction may have a positive influence on international success. Also, it was proposed that concentrating only on exploiting business opportunities in the present time and not exploring any addition opportunities can have a negative influence on the firm’s performance, even if the mindset of the firm is open.

Video transcoding in a distributed cloud computing environment

Video transcoding refers to the process of converting a digital video from one format into another format. It is a compute-intensive operation. Therefore, transcoding of a large number of simultaneous video streams requires a large amount of computing resources. Moreover, to handle di erent load conditions in a cost-e cient manner, the video transcoding service should be dynamically scalable. Infrastructure as a Service Clouds currently offer computing resources, such as virtual machines, under the pay-per-use business model. Thus the IaaS Clouds can be leveraged to provide a coste cient, dynamically scalable video transcoding service. To use computing resources e ciently in a cloud computing environment, cost-e cient virtual machine provisioning is required to avoid overutilization and under-utilization of virtual machines. This thesis presents proactive virtual machine resource allocation and de-allocation algorithms for video transcoding in cloud computing. Since users' requests for videos may change at di erent times, a check is required to see if the current computing resources are adequate for the video requests. Therefore, the work on admission control is also provided. In addition to admission control, temporal resolution reduction is used to avoid jitters in a video. Furthermore, in a cloud computing environment such as Amazon EC2, the computing resources are more expensive as compared with the storage resources. Therefore, to avoid repetition of transcoding operations, a transcoded video needs to be stored for a certain time. To store all videos for the same amount of time is also not cost-e cient because popular transcoded videos have high access rate while unpopular transcoded videos are rarely accessed. This thesis provides a cost-e cient computation and storage trade-o strategy, which stores videos in the video repository as long as it is cost-e cient to store them. This thesis also proposes video segmentation strategies for bit rate reduction and spatial resolution reduction video transcoding. The evaluation of proposed strategies is performed using a message passing interface based video transcoder, which uses a coarse-grain parallel processing approach where video is segmented at group of pictures level.

School Bullies’ Quest for Power: Implications for Group Dynamics and Intervention

Bullying is characterized by an inequality of power between perpetrator and target. Findings that bullies can be highly popular have helped redefine the old conception of the maladjusted school bully into a powerful individual exerting influence on his peers from the top of the peer status hierarchy. Study I is a conceptual paper that explores the conditions under which a skillful, socially powerful bully can use the peer group as a means of aggression and suggests that low cohesion and low quality of friendships make groups easier to manipulate. School bullies’ high popularity should be a major obstacle for antibullying efforts, as bullies are unlikely to cease negative actions that are rewarding, and their powerful position could discourage bystanders from interfering. Using data from the Finnish program KiVa, Study II supported the hypothesis that antibullying interventions are less effective with popular bullies in comparison to their unpopular counterparts. In order to design interventions that can address the positive link between popularity and aggression, it is necessary to determine in which contexts bullies achieve higher status. Using an American sample, Study III examined the effects of five classroom features on the social status that peers accord to aggressive children, including classroom status hierarchy, academic level and grade level, controlling for classroom mean levels of aggression and ethnic distribution. Aggressive children were more popular and better liked in fifth grade relative to fourth grade and in classrooms of higher status hierarchy. Surprisingly, the natural emergence of status hierarchies in children’s peer groups has long been assumed to minimize aggression. Whether status hierarchies hinder or promote bullying is a controversial question in the peer relations’ literature. Study IV aimed at clarifying this debate by testing the effects of the degree of classroom status hierarchy on bullying. Higher hierarchy was concrrently associated with bullying and predictive of higher bullying six months later. As bullies’ quest for power is increasingly acknowledged, some researchers suggest teaching bullies to attain the elevated status they yearn for through prosocial acts. Study V cautions against such solutions by reviewing evidence that prosocial behaviors enacted with the intention of controlling others can be as harmful as aggression.

Antecedents and Performance Outcomes of Entrepreneurial Orientation: a Comparative Cross-Country Study

Development of entrepreneurial orientation (EO) within a company is considered to be significant for firm performance in a contemporary market society with constantly changing environment. Considered as entrepreneurial, the firm is able to innovate, make risky investments and be proactive. The purpose of the thesis is to investigate factors which influence EO, the impact of EO on firm performance, and a mediating role of EO in developed and emerging market contexts. The empirical research is conducted quantitatively in a form of a survey in Russia and Finland. The results of the thesis have shown that the relationship between antecedents, EO and firm performance outcomes is different in developed and emerging contexts and can be explained by cultural differences and institutional development. The empirical research has both theoretical and practical novelty. It contributes to the existing literature on EO by the usage of comparative cross-country approach and a broader three-way interaction model between the variables. A general practical implication of the research is that managers may benefit from developing entrepreneurial strategic posture in particular contexts.

Cost-efficient virtual machine management : provisioning, admission control, and consolidation

One of the main challenges in Software Engineering is to cope with the transition from an industry based on software as a product to software as a service. The field of Software Engineering should provide the necessary methods and tools to develop and deploy new cost-efficient and scalable digital services. In this thesis, we focus on deployment platforms to ensure cost-efficient scalability of multi-tier web applications and on-demand video transcoding service for different types of load conditions. Infrastructure as a Service (IaaS) clouds provide Virtual Machines (VMs) under the pay-per-use business model. Dynamically provisioning VMs on demand allows service providers to cope with fluctuations on the number of service users. However, VM provisioning must be done carefully, because over-provisioning results in an increased operational cost, while underprovisioning leads to a subpar service. Therefore, our main focus in this thesis is on cost-efficient VM provisioning for multi-tier web applications and on-demand video transcoding. Moreover, to prevent provisioned VMs from becoming overloaded, we augment VM provisioning with an admission control mechanism. Similarly, to ensure efficient use of provisioned VMs, web applications on the under-utilized VMs are consolidated periodically. Thus, the main problem that we address is cost-efficient VM provisioning augmented with server consolidation and admission control on the provisioned VMs. We seek solutions for two types of applications: multi-tier web applications that follow the request-response paradigm and on-demand video transcoding that is based on video streams with soft realtime constraints. Our first contribution is a cost-efficient VM provisioning approach for multi-tier web applications. The proposed approach comprises two subapproaches: a reactive VM provisioning approach called ARVUE and a hybrid reactive-proactive VM provisioning approach called Cost-efficient Resource Allocation for Multiple web applications with Proactive scaling. Our second contribution is a prediction-based VM provisioning approach for on-demand video transcoding in the cloud. Moreover, to prevent virtualized servers from becoming overloaded, the proposed VM provisioning approaches are augmented with admission control approaches. Therefore, our third contribution is a session-based admission control approach for multi-tier web applications called adaptive Admission Control for Virtualized Application Servers. Similarly, the fourth contribution in this thesis is a stream-based admission control and scheduling approach for on-demand video transcoding called Stream-Based Admission Control and Scheduling. Our fifth contribution is a computation and storage trade-o strategy for cost-efficient video transcoding in cloud computing. Finally, the sixth and the last contribution is a web application consolidation approach, which uses Ant Colony System to minimize the under-utilization of the virtualized application servers.

Guilt, shame, emotion regulation, and social cognition: Understanding their associations with preadolescents' social behavior

In this thesis, two negatively valenced emotions are approached as reflecting children’s self-consciousness, namely guilt and shame. Despite the notable role of emotions in the psychological research, empirical research findings on the links between guilt, shame, and children’s social behavior – and particularly aggression – have been modest, inconsistent, and sometimes contradictory. This thesis contains four studies on the associations of guilt, shame, emotion regulation, and social cognitions with children’s social behavior. The longitudinal material of the thesis was collected as a survey among a relatively large amount of Finnish preadolescents. In Study I, the distinctiveness of guilt and shame in children’s social behavior were investigated. The more specific links of emotions and aggressive behavior were explored in Study II, in which emotion regulation and negative emotionality were treated as the moderators between guilt, shame, and children’s aggressive behavior. The role of emotion management was further evaluated in Study III, in which effortful control and anger were treated as the moderators between domain-specific aggressive cognitions and children’s aggressive behavior. In the light of the results from the Studies II and III, it seems that for children with poor emotion management the effects of emotions and social cognitions on aggressive behavior are straight-forward, whereas effective emotion management allows for reframing the situation. Finally, in Study IV, context effects on children’s anticipated emotions were evaluated, such that children were presented a series of hypothetical vignettes, in which the child was acting as the aggressor. Furthermore, the identity of the witnesses and victim’s reactions were systematically manipulated. Children anticipated the most shame in situations, in which all of the class was witnessing the aggressive act, whereas both guilt and shame were anticipated the most in the situations, in which the victim was reacting with sadness. Girls and low-aggressive children were more sensitive to contextual cues than boys and high-aggressive children. Overall, the results of this thesis suggest that the influences of guilt, shame, and social cognition on preadolescents’ aggressive behavior depend significantly on the nature of individual emotion regulation, as well as situational contexts. Both theoretical and practical implications of this study highlight a need to acknowledge effective emotion management as enabling the justification of one’s own immoral behavior.

Frequency of B cells in normal mice which recognize self proteins

The mechanism whereby the immune system avoids self-aggression is one of the central issues of Immunology. The discovery of natural autoantibodies, mainly of IgM isotype, and of idiotypic interactions between antibodies indicates that elements of the immune system interact with self constituents and with themselves. Results of studies with soluble antibodies have indicated that the pool of circulating IgM represents the end result of a highly selective process of B cells activation and differentiation by self proteins resulting in the formation of a network. The objective of the present work was to determine the frequency of self-reacting B cells in normal mice. We were able to detect B cells that recognize self proteins present in extracts of different organs in normal adult, 2-3-month old, BALB/c and C57BL/6 mice with an ELISA spot assay. About 1% of total IgM-secreting cells among small, LPS-stimulated spleen cells reacted with organ extracts, whereas among large spleen cells the frequency was 5- to 10-fold lower. Immunization induced an increase in the frequency of IgM-secreting cells. The present results provide cellular evidence for the results of studies done at the serological level. The physiological role of these self-recognizing cells, as well as their participation in autoimmune processes, remain to be established

Evidencing and Sharing Value with Decision Making Models in an Industrial Maintenance Network

The objective of this thesis is to concretize the potential benefits that the industrial maintenance case network could achieve through using the value-based life-cycle model and the flexible asset management model. It is also inspected what factors prevent value creation and sharing in the maintenance contract practices of the case network. This thesis is a case study which utilizes modelling. Four scenarios were developed to demonstrate value creation in the future. The data was partly provided by the collaborating company, partly gathered from public financial statement information. The results indicate that value has been created through the past maintenance of the collaborating company’s rod mill and that profitability of the collaborating company has been mostly on satisfactory level during the past few years. Potential value might be created by increasing the share of proactive maintenance of the rod mill in the future. Profitability of the network could be improved in the future through flexible asset management operations. The main obstacle for value creation and sharing seems to be the lack of sufficient trust between the network members.

Skenaariomenetelmän käyttö toimialaympäristön analyysissa

Tämän pro gradu – tutkielman tarkoituksena on kuvata miten toimialaympäristöä analysoidaan käyttäen tulevaisuudentutkimukseen tarkoitettua skenaariomenetelmää. Globaali muutosvauhti ja lisääntynyt syklisyys tuovat haastetta toimintaympäristön analysointiin. Yrityksille muutosten huomaaminen ja niiden ymmärtäminen ovat pitkän aikavälin menestystekijöitä. Tässä tutkimuksessa tavoitteena on tunnistaa arvopaperimarkkinoiden keskeiset toimialaympäristötekijät ja niihin sisältyvät arvot. Tutkimuksen tarkoituksena on ymmärtää strategisen ja ennakoivan toimintaympäristön seurannan merkitys. Teoreettisena viitekehyksenä keskityttiin tulevaisuudentutkimuksen lisäksi makrotason toimialaympäristöanalyysiin. Aineistonkeruu suoritettiin sekä kirjoituspöytätutkimuksena että kvalitatiivisena tutkimushaastatteluna johtavia toimiala-asiantuntijoita haastattelemalla. Skenaariotyöskentelymenetelmäksi valittiin morfologinen skenaariotyöskentely. Skenaarioita rakentamalla pyrittiin visioimaan mahdollista tulevaisuuden suuntaa ja kuvattiin eri tulevaisuuspolkujen kehittyminen. Tutkimuksessa luotiin tulevaisuustaulukon pohjalta kolme vaihtoehtoista skenaariota Suomen arvopaperimarkkinoille.

Pup age and aggressive behavior in lactating rats

High levels of aggressive behaviors against intruders in the nest area are displayed by female rats during the first 10 days after delivery, declining thereafter to very low levels, even though lactation continues. Cross-fostering experiments were undertaken to test the hypothesis that pup age may affect aggression in lactating rats. The behavior of females on the 8th day after delivery when raising fostered 8-day-old pups was compared to that of females on the 8th postpartum day raising older pups (18 days old) for the last 5 days, and females on the 18th day after delivery raising fostered 18-day-old pups were compared to females in the same postpartum period nursing younger pups (8 days of age at the time of the maternal aggression test) for 5 days. Pup retrieval activity and plasma prolactin level were also analyzed. Females on the 8th postpartum day nursing 18-day-old pups were less aggressive than females in the same postpartum period, but with 8-day-old pups. Likewise, females on the 18th postpartum day nursing younger pups were more aggressive and presented higher levels of prolactin than females nursing older pups. Thus, pup development can alter the natural decline of maternal aggressive behavior.

A multimethod examination of contributors to successful on-the-job learning for vocational students

Rapid changes in working life and competence requirements of different professions have increased interest in workplace learning. It is considered an effective way to learn and update professional skills by performing daily tasks in an authentic environment. Especially, ensuring a supply of skilled future workers is a crucial issue for firms facing tight competition and a shortage of competent employees due to the retirement of current professionals. In order to develop and make the most of workplace learning, it is important to focus on workplace learning environments and the individual characteristics of those participating in workplace learning. The literature has suggested various factors that influence adults' and professionals’ workplace learning of profession-related skills, but lacks empirical studies on contextual and individual-related factors that positively affect students' workplace learning. Workers with vocational education form a large group in modern firms. Therefore, elements of vocational students’ successful workplace learning during their studies, before starting their career paths, need to be examined. To fill this gap in the literature, this dissertation examines contributors to vocational students’ workplace learning in Finland, where students’ workplace learning is included in the vocational education and training system. The study is divided into two parts: the introduction, comprised of the overview of the relevant literature and the conclusion of the entire study, and five separate articles. Three of the articles utilize quantitative methods and two use qualitative methods to examine factors that contribute to vocational students’ workplace learning. The results show that, from the students’ perspective, attitudinal, motivational, and organizationrelated factors enhance the student’s development of professionalism during the on-the-job learning period. Specifically, the organization-related factors such as innovative climate, guidance, and interactions with seniors have a strong positive impact on the students’ perceived development of professional skills because, for example, the seniors’ guidance and provision of new viewpoints for the tasks helps the vocational students to gain autonomy at work performance. A multilevel analysis shows that of those factors enhancing workplace learning from the student perspective, innovative climate, knowledge transfer accuracy, and the students’ performance orientation were significantly related to the workplace instructors’ assessment regarding the students’ professional performance. Furthermore, support from senior colleagues and the students’ self-efficacy were both significantly associated with the formal grades measuring how well the students managed to learn necessary professional skills. In addition, the results suggest that the students’ on-the-job learning can be divided into three main phases, of which two require efforts from both the student and the on-the-job learning organization. The first phase includes the student’s application of basic professional skills, demonstration of potential in performing daily tasks, and orientation provided by the organization at the beginning of the on-the-job learning period. In the second phase, the student actively develops profession-related skills by performing daily tasks, thus learning a fluent working style while observing the seniors’ performance. The organization offers relevant tasks and follows the student’s development. The third level indicates a student who has reached the professional level described as a full occupation. The results suggest that constructing the vocational students’ successful on-the-job learning period requires feedback from seniors, opportunities to learn to manage entire work processes, self-efficacy on the part of the students, proactive behavior, and initiative in learning. The study contributes to research on workplace learning in three ways: firstly, it identifies the key individual- and organization-based factors that influence the vocational students’ successful on-the-job learning from their perspective and examines mutual relationships between these factors. Second, the study provides knowledge of how the factors related to the students’ view of successful workplace learning are associated with the workplace instructors’ perspective and the formal grades. Third, the present study finds elements needed to construct a successful on-the-job learning for the students.

Vuorovaikutuksen merkitys kiinteistöpalvelujen hankinnassa

Tämä tutkielma käsittelee kiinteistöpalvelujen hankintaa hankintaorganisaation ja palveluntoimittajan välisessä rajapinnassa, vuorovaikutuksen ja tiedon näkökulmasta. Tavoitteena on etsiä keinoja laadukkaampaan ja kustannustehokkaampaan palveluun hankintatoiminnan avulla. Tutkimuksen teoreettinen viitekehys rakentuu resurssiriippuvuusteorian, palvelujen ja vuorovaikutuksen ympärille. Tutkimuskontekstina toimii kiinteistöpalveluala ja tutkimus on toteutettu kolmen teemahaastattelun avulla haastateltavien edustaessa suurimpia kiinteistöpalveluja hankkivia tahoja. Tutkimuksen perusteella sekä kiinteistöpalvelujen hankintaprosessit että hankintaosaamisen hyödyntäminen liiketoiminnassa tarvitsevat kehittämistä ja proaktiivista otetta.