Myyjien tietämyksen jakaminen organisaatiolle osana myyntiprosessia

Diplomityön tavoitteena on tutkia myyjien tietämyksen jakamista ja sen yhteyttä myyntiprosessiin. Tutkimus on toteutettu systemaattisena kirjallisuuskatsauksena. Työssä pyritään löytämään kirjallisuuden pohjalta yhteydet myyntiprosessin vaiheiden ja vaatimusten sekä myyjien tietämyksen jakamisen väliltä. Teoreettisena taustana esitellään myyntiprosessin kuvauksia, vaiheita ja haasteita yleisellä tasolla, jotta löydetään tehokkaan prosessin edellyttämät tekijät. Lisäksi tutkitaan tietämyksen vaikutusta myyntitehokkuuteen ja etsitään tietämyksen jakamiseen ja hyödyntämiseen vaikuttavia tekijöitä yleisesti ja myyntityöhön liittyen. Työn soveltavassa osuudessa tarkasteltiin tietämyksen kannalta tärkeitä myyntiprosessin vaiheita: asiakasvalinta, esivalmistelu, presentaatio ja neuvottelu sekä kaupan päättäminen. Jokaisessa vaiheessa todettiin olevan hyötyä myyjien tietämyksen jakamisesta. Läpikäydyn aineiston pohjalta tehtiin kaksi keskeistä huomiota. Ensinnäkin myyjien tietämyksen jakaminen on johdettavissa suoraan osaksi myyntiprosessia ja tietämyksellä on merkittävä rooli myyntityössä. Toiseksi myyntiprosessi ja myyjien tietämyksen jakaminen edellyttävät monia samoja asioita. Asiakas ja asiakkaan tarpeet ovat molemmissa keskiössä ja molempiin linkittyy henkilökuntaa yli osastorajojen. Tietoa on olemassa paljon joten on tärkeää suunnata resurssit oleelliseen. Tietotekniikan kehitys auttaa myyntitoiminnan jäsentämisessä ja tietämyksen jakamisessa, mutta on syytä pitää mielessä, että tietotekniikan rooli on tukitoiminto. Molemmat ovat turhia jos sovittuja pelisääntöjä ei noudateta. Lisäksi onnistunut implementointi edellyttää johdon sitoutumista ja riittävän laajaa henkilökunnan osallistamista.

Internationalization of a Finnish accounting firm to Russian markets

Despite the unstable situation at the moment in Russia, the Russian market and St. Petersburg have been a very attractive from the point of view of Finnish companies. The objective of this research was to define how a Finnish accounting firm should perform its market entry to Russian markets as a part of its internationalization process. In addition, the special characteristics that support the internationalization to Russia were examined together with the implications from the behavior of potential customers at the market. The actual market entry mode was developed based on the theories of Uppsala model, transaction cost economics and the network approach. Additional emphasis was given for the service point of view. The primary data in this research was collected through semi-structured interviews with professionals from the Russian market. The results of this research show that there exists potential especially at the accounting markets in Russia. However, the current unstable situation and sanctions in Russia have led to situation where the price-sensitivity among customers is high, and costs savings are searched from multiple processes in organizations. Therefore, the accounting company should perform its market entry in small incremental steps to decrease the risks involved, and to gain specific market knowledge before committing more resources into Russian markets. A simplified process was developed to evaluate the suitable market entry mode. As a result, the level of commitment and market knowledge affect the final entry model of the firm, as well as defined goals for the particular market.

The last resort : spa therapy and the docile body in Victorian St. Catharines /

By relying on existing cultural models, the Victorian spa promoted health and wellness. Advertising, together with other forms of promotion, strengthened the legitimacy of its claims to cure a variety of health problems. By the use of some links to science and a mystical folk belief about the efficacy of the local mineral waters, three spas emerged in St.Catharines: the Stephenson House, the WeIland House, and the Springbank. As the twentieth century approached, the spa movement declined and institutionalized medicine struggled to establish a monopoly on health care. This thesis argues that the health spas in St. Catharines occupied that transitional space in nineteenth century medicine between home remedy and hospital. The interplay between scientific discovery and business enterprise produced a climate in which the Victorian health resort flourished. This phenomenon, combined with the various maladies brought on by industrialization, nineteenth-century lifestyle, and the absence of medical options, created a surge in the popularity of health spas and mineral spring therapies. By the tum of the twentieth century, interest in mineral water treatments had declined. The health resorts that had blossomed between 1850 and 1899 began to experience a serious decrease in business. This popular movement became outmoded in the face of emerging medical and scientific knowledge. In St. Catharines, the last resort to remain standing, the WeIland House, finished out the city's spa era as a hospital.

Implicit and explicit functions in the acquisition of a phonics rule in the word recognition of learning disabled and non learning disabled students /

One group of 12 non learning disabled students and two groups of 12 learning disabled students between the ges of 10 and 12 were measured on implicit and explicit knowledge cquisition. Students in each group implicitly cquired knowledge bout I of 2 vocabulary rules. The vocabulary rules governed the pronunciation of 2 types of pseudowords. After completing the implicit acquisition phase, all groups were administered a test of implicit knowledge. The non learning disabled group and I learning disabled group were then asked to verbalize the knowledge acquired during the initial phase. This was a test of explicit knowledge. All 3 groups were then given a postlest of implicit knowledge. This tcst was a measure of the effectiveness of the employment of the verbalization technique. Results indicate that implicit knowledge capabilities for both the learning disabled and non learning disabled groups were intact. However. there were significant differences between groups on explicit knowledge capabilities. This led to the conclusion that implicit functions show little individual differences, and that explicit functions are affected by ability difference. Furthermore, the employment of the verbalization technique significantly increased POStlest scores for learning disabled students. This suggested that the use of metacognitive techniques was a beneficial learning tool for learning disabled students.

An after-school literacy program : investigating the experiences of students with literacy difficulties, their volunteer tutors, and the tutors' transition into the teaching profession

This research responds to a pervasive call for our educational institutions to provide students with literacy skills, and teachers with the instructional supports necessary to facilitate this skill acquisition. Questions were posed to gain information concerning the efficacy ofteaching literacy strategies to students with learning difficulties, the impact of this training on their volunteer tutors, and the influence of this experience on these tutors' ensuing instructional practice as teacher candidates in a preservice education program. Study #1 compared a nontreatment group of students with literacy difficulties who participated in the program and found that program participants were superior at reading letter patterns and at comprehending the elements of story grammar. Concurrently, the second study explored the experiences of 19 volunteer tutors and uncovered that they acquired instructional skills as they established a knowledge base in teaching reading and writing, and they affirmed personal goals to become future teachers. Study #3 tracked 6 volunteer tutors into their pre-service year and identified their constructions, and beliefs about literacy instruction. These teacher candidates discussed how they had intended to teach reading and writing strategies based on their position that effective teaching ofthese skills in the primary grades is integral to academic success. The teacher candidates emphasized the need to build rapport with students, and the need to exercise flexibility in lesson plan delivery while including activities to meet emotional and developmental requirements of students. The teacher candidates entered their pre-service education with an initial cognition set based on the limited teaching context of tutoring. This foundational ii perception represented their prior knowledge of literacy instruction, a perception that appeared untenable once they were immersed in a regular instructional setting. This disparity provoked some of the teacher candidates to denounce their teacher mentors for not consistently employing literacy strategies and individualized instruction. This critical perspective could have been a demonstration of cognitive dissonance. In the end, when the teacher candidates began to look toward the future and how they would manage the demands of an inclusive classroom, they recognized the differences in the contexts. With an appreciation for the need for balance between prior and present knowledge, the teacher candidates remained committed to implementing their tutoring strategies in future teaching positions. This document highlights the need for teacher candidates with instructional experience prior to teacher education, to engage in cognitive negotiations to assimilate newly acquired pedagogies into existing pedagogies.

Making it "click": collaborative perceptions of creative practice in art education /

Making it "Click": Collaborative Perceptions ofCreative Practice in Art Education examined the teaching practice of 6 art educators who conducted their work through the Niagara Falls Art Gallery's (NFAG) in-schools and Children's Museum programmes. These community resources service the elementary levels of participatory Public, Catholic and French schools in the Niagara Peninsula. The goal of this research was to find ways in which these teachers could explore their creative potential as art educators. The "click," a term introduced by participants indicating the coming together of all positive factors towards creativity, became the central theme behind this study. Research revealed that the effective creative process was not merely a singular phase, but rather a series of 4 processes: 1 , gathering knowledge; 2, intuitive and experiential; 3, the informal presentation of information in which creativity as a process was explored; and 4, formal presentation that took the analysis of information to a deeper, holistic level. To examine the ways in which experience and knowledge could be shared and brought together through a collaborative process, this study employed data collection that used literature research, interviews, focus group discussions, and personal journal entries. Follow-up discussions that assessed the effectiveness of action research, took place VA months after the initial meetings. It is hoped that this study might assist in creative educational practices, for myself as a member of the NFAG teaching team, for colleagues in the art programmes, art educators, and other teachers in the broader disciplines of education.

Prevalence of overweight and obesity in children from urban and rural Niagara

Purpose: The influence of environment in the development of overweight and obesity is an ongoing concern. This investigation examined the influence of urbanization on the rates of childhood overweight and obesity. Method: 2167 (1090M, 1077F) grade four children from 75 schools in Ontario's Niagara Region were sampled. A sophisticated algorithm overlaying electoral boundaries, population densities, and the knowledge of community members was used to classify schools into one of three location categories: urban {N= 1588), urban fringe {N= 379), and rural (A^= 234). Each subject was measured for: height, weight, and aerobic performance (Leger). Physical activity was evaluated with the self-report Participation Questionnaire (free-time and organized sport activities), and teacher's evaluations of student activity. Overweight (overweight and obesity combined) was measured both as a continuous (BMI) and categorical variable (BMI category), to evaluate the prevalence by location. A multivariate analysis was used to test for a suppression effect. Results: BMI and BMI category did not differ significantly by location or gender, and no evidence of a gender interaction existed. According to both a linear and logistic regression, physical activity or fitness levels did not suppress the influence of location on BMI and BMI category. Age, gender, free-time activity, organized sports, fitness level, and number of siblings, were all found to significantly influence overweight. Conclusions: It is plausible that the prevalence of overweight does not differ in urban and rural children from the Niagara Region. Further investigation is recommended, examining subjects by individual location of residence, in multiple regions throughout Ontario.

Emergence of conscious awareness of underlying verbal and visual rules over time in moderate closed-head trauma patients

Please consult the paper edition of this thesis to read. It is available on the 5th Floor of the Library at Call Number: Z 9999.5 E38 L64 2008

Parent and Peer Factors Relating to Adolescent Antisocial Behaviour: Investigating the Moderating Role of Temperament

The purpose of this study was to examine whether certain temperament characteristics (fearfulness, surgency, frustration, and effortful control) moderate the association between authoritative parenting dimensions (psychological autonomy granting, acceptance-involvement, and monitoring knowledge) or friends' antisocial behaviour, and self-reported antisocial behaviour among adolescents. Questionnaires on adolescent temperament and authoritative parenting were completed by 484 mothers and their adolescent children (54.8% female). In addition, the adolescents responded to measures regarding friends' antisocial behavior and their own antisocial behaviour. Adolescent participants ranged between 13 and 17 years of age (M = 14.96 years, SD = 1.39) and lived in a region of southern Ontario. As predicted, the results indicated that effortful control moderated the association between parental monitoring knowledge and adolescent antisocial behaviour. Also, as predicted, effortful control moderated the relation between friends' antisocial behaviour and adolescents' self-reports of antisocial behaviour although the relation was sex-specific to girls. Unexpected results included a significant monitoring knowledge by frustration by sex interaction, and a significant friends' antisocial behaviour by age interaction. In general, the findings were consistent with the expectation that the relation of parenting and peer factors to antisocial behaviour would depend on adolescents' temperamental predispositions. However, effortful control, which contributes to individual differences in self-regulation abilities, served this moderating role to a greater extent than the measures of temperamental reactivity, including fearfulness, surgency and frustration-proneness. Implications of these results are discussed with reference to parenting or classroom-based interventions that may be especially helpful for adolescents with poor self-regulation abilities.

The Evolving Mind-Body Alliance: A Handbook for Educators

This study examined anatomical and physiological connections between brain and body in relation to academic, physical, social, emotional, and behavioural benefits of physical activity in elementary schools. A handbook titled The Evolving Mind-Body Alliance: Physical Activities Incorporated Into the Ontario Science Curriculum—A Handbook for Educators, Schools, and School Boards was developed based on evidence that physical activity can benefit students academically, physically, and emotionally. Handbook activities were created for implementation into science lessons, with direct connections to the Ontario Science Curriculum (OSC), based on curriculum expectation goals and vision for science, including a majority of experiential learning and application knowledge, and because of students’ difficulty relating to science’s abstract concepts and terms. A review of literature about brain-body connection and benefits of movement in the classroom revealed that the defining features of the handbook should be (a) incorporation of physical activities that directly relate to the OSC, (b) require minimal resources to implement, and (c) provide a direct link to the OSC. Needs assessments were performed to gather the data from professionals in the field on the OSC and on the mandated daily physical activity. The handbook was reviewed by 3 teaching professionals in order to claim face validity of the document. The results of the project indicate that the handbook which was produced meets its goals of creating a product that is easy to use, practical, and effective for both educators and children in promoting the awareness of the brain-body connection and importance of learning through movement.

University Faculty Members’ Understanding of Their Role: Identity, Power, and Silence

This qualitative study was conducted to explore tenured faculty members’ understandings of their roles as professors. Tenure is an institutional means to enact academic freedom, which allows tenured faculty members to investigate topics of their choosing free from external influence. Academic freedom also enables faculty members to be public intellectuals who shape and critique social policies and make knowledge assertions. In effect, the faculty members are institutionally protected to speak truth to power. Purposeful sampling of 9 participants from 2 universities yielded 3 major themes: professorial identity (shaped by such factors as career stage, university culture, and faculty affiliation), professorial power (powers that participants experienced as well as the ways in which they exercised power), and professorial silencing (as a response to fiscal realities coupled with numerous governance issues). While participants were cognizant of the powers that affected their freedoms, they were less aware of the ways in which their position afforded them powers. Subtle but more potent forms of power were at play for tenured professors, but the participants saw themselves as having to work within institutional and financial constraints that limited their freedom to speak out on controversial issues. Faculty members were, thus, silenced and at times chose to self-silence. The context of the present-day university, governance models, and the financial issues affecting universities and departments worked in concert to silence this critical voice in society.

Exploring the Design Process and Components of an Elementary Literacy Guide in an Ontario School Board Initiative

The skill to identify and use best practices in literacy to promote achievement for students of all abilities cannot be underestimated by elementary educators. This qualitative case study investigates 1 year of a literacy initiative for primary and junior educators organized by a southern Ontario school board. The goals of the initiative were to design a literacy guide for teachers while building teacher capacity with literacy practices. Data were culled and analyzed from an examination of the guide, the meetings’ field notes and artifacts, as well as interviews with the educators at the end of the year. Several themes from the results emerged. The educators perceived the design process as unclear but the collaborative components were deemed valuable. The guide’s incompletion led to mixed reactions from the educators about the guide and its structure. Overall, the first year of the 3-year initiative acted as a catalyst for professional learning on literacy. The findings of this study accentuated the value of training educators to use empirical research to support their practices and professional knowledge. Also, the significance of promoting strong leadership with a comprehensive layout consisting of coherent tangible goals for professional development is highlighted.

Le rôle de la garde non-maternelle sur le développement cognitif et la sécrétion cortisolaire des enfants : investigations longitudinales populationnelles et méta-analytiques

Résumé La présente thèse doctorale vise à déterminer sous quelles conditions la garde non-maternelle est associée (positivement/négativement) au niveau de stress et au développement cognitif des enfants. Elle comporte une recension des écrits et trois articles empiriques. Le premier article présente une recension des écrits (de type méta-analytique) qui synthétise les études portant sur le stress des enfants en services de garde et ayant utilisé le niveau de cortisol comme indicateur. Les résultats montrent que la garde non-maternelle est associée au niveau de stress des enfants, se reflétant dans des concentrations de cortisol élevées. Les niveaux de stress élevés s’observent particulièrement chez les enfants qui au départ ont tendance à être retirés, anxieux ou qui sont gardés dans un milieu de faible qualité. Cependant, certains éléments indiquent que les élévations de cortisol à la garderie sont temporaires et qu’elles disparaissent au fur et à mesure que l’enfant s’adapte à son milieu. Le deuxième article de thèse, réalisé dans le contexte de l’Échantillon longitudinal national des enfants et des jeunes [ELNEJ] (n = 3093), vise à déterminer dans quelle mesure l’association entre la fréquentation des services de garde et l’acquisition du vocabulaire réceptif au préscolaire dépend du milieu familial de l’enfant. Les résultats indiquent qu’à l’intérieur du groupe d’enfants défavorisés, ceux ayant été gardés à temps plein dans la première année de vie obtiennent des scores supérieurs sur une mesure de vocabulaire réceptif administrée à 4 ½ ans, comparativement aux enfants restés à la maison avec la mère (d=0.58). Le troisième article, réalisé dans le contexte de l’Étude longitudinale des enfants du Québec [ELDEQ]; (n=2,120), vise à documenter les bénéfices à long terme de la fréquentation des services de garde par les enfants issus de milieux désavantagés sur la préparation scolaire et les compétences académiques. Les résultats révèlent que les enfants dont la mère n’a pas terminé ses études secondaires obtiennent de meilleurs résultats sur une mesure de préparation scolaire cognitive (d=0.56) et de vocabulaire réceptif (d=0.30) en maternelle, et de connaissance des nombres (d=0.43) en première année, s’ils ont fréquenté un service de garde sur une base régulière. Par ailleurs, la garde non-parentale n’est pas associée aux compétences cognitives des enfants de milieux sociaux favorisés. L’objectif du quatrième article est d’examiner les facteurs de sélection quant à l’utilisation des services de garde dans le contexte de l’ELDEQ. Les résultats montrent que l’absence d’emploi de la mère pendant la grossesse, le faible niveau d’éducation de la mère; le revenu insuffisant de la famille, avoir plus de 2 frères et sœurs, la surprotection maternelle, et le faible niveau de stimulation cognitive sont associés à une faible utilisation des services de garde (30.7% de l’échantillon québécois). En d’autres termes, les enfants qui sont les plus susceptibles de retirer des avantages des services de garde sur le plan du développement, en raison de la présence de facteurs de risque dans leur milieu familial, sont aussi ceux qui utilisent le moins les services de garde.

L'expérience esthétique et quotidienne du parc en ville : le cas d'étude du parc La Fontaine à Montréal

Ce mémoire s’inscrit dans le domaine de l’architecture du paysage et du design urbain. La recherche se construit autour d’un questionnement sur le sens pouvant être attribué au parc La Fontaine par ses usagers en tant que cadre de vie urbain montréalais. Ce parc est un lieu emblématique de la ville par le caractère historique de son aménagement. Il est aussi un lieu populaire par sa situation géographique centrale au sein de l’arrondissement du Plateau-Mont-Royal. Par l’analyse de ce parc, nous cherchons à porter un regard sur la manière dont se construit l’expérience d’un parc urbain dans les particularités de son aménagement, de son contexte social et culturel. Notre étude semble pertinente dans la mesure où cet espace n’a jamais été abordé selon l’analyse de l’expérience paysagère. Notre réflexion se construit à partir d’un modèle socioculturel soutenu par une revue de littérature en architecture de paysage. Les travaux menés à la Chaire en paysage et environnement de l’Université de Montréal ont particulièrement été sollicités. Ce modèle considère le paysage comme une qualification sociale et culturelle d’un territoire. Il engage l’analyse vers des perspectives pluridimensionnelle, expérientielle et polysensorielle, tout en considérant le caractère formel (attributs physiques) du paysage. Nous avons également joint à ce cadre théorique les recherches menées en design et en anthropologie des sens. Ces axes de recherche éclairent les notions de l’expérience esthétique et sensorielle particulièrement en regard de la compréhension du vécu d’un espace ordinaire et quotidien. Selon ce cadre conceptuel, notre recherche fait appel à une approche compréhensive. Ainsi, nous abordons l’expérience du parc par un modèle d’analyse mettant l’emphase sur les usages, l’interprétation et la représentation de l’aménagement du parc La Fontaine. La méthodologie s’appuie sur une démarche de recherche qualitative. Elle se fonde sur une observation non participante des usagers du parc, sur des entretiens semi-dirigés et sur une étude physico-spatiale du lieu. Ce mémoire a pour finalité de conduire une première lecture du parc La Fontaine en abordant les dimensions composant le vécu de ses usagers. Nous espérons pouvoir contribuer à notre échelle à l’avancée des connaissances de cet espace du point de vue expérientiel et de la perspective paysagère sur la compréhension des parcs urbains.

Construction négociée par la triade de formation en stage d'un savoir-enseigner les mathématiques au primaire

Dans le contexte actuel de l’éducation au Québec où la réforme des programmes de formation des jeunes appelle un renouvellement des pratiques d’enseignement, notre recherche s’intéresse au développement de la dimension didactique de la pratique liée à l’enseignement des mathématiques qui est considéré comme l’un des éléments clés des nouvelles orientations. Nous abordons la question par le biais de la collaboration de formation initiale pour l’enseignement des mathématiques au primaire qui se vit en stage entre des praticiennes en exercice et en formation et une didacticienne des mathématiques. Cette rencontre sur le terrain des stages au primaire entre praticiennes et didacticienne, longtemps réclamée et rendue possible à l’UQAT , nous a amené à formuler une première question de recherche touchant ce qui se construit à travers les échanges de ces partenaires de la formation au cours des supervisions pédagogiques conjointes qui les réunissent en stage. Nous avons cadré ce questionnement à partir des balises théoriques de la didactique professionnelle qui proposent modèle et concepts pour expliciter l’activité professionnelle et traiter des phénomènes de développement des compétences professionnelles en contexte de travail et de formation. La didactique professionnelle attribue un rôle essentiel à la communauté de pratique et au processus d’analyse de l’expérience dans le développement professionnel des novices et dans l’explicitation d’un savoir d’action jugé pertinent et reconnu. Nous y faisons donc appel pour poser le potentiel que représentent les échanges issus de la collaboration quant à leur contribution à l’établissement d’un savoir de référence pour l’enseignement des mathématiques. La didactique professionnelle propose également le recours au concept de schème pour décrire l’activité professionnelle et à l’idée de concepts organisateurs comme élément central de l’activité et comme variable de la situation professionnelle concernée. Nous recourons à ces mêmes concepts pour expliciter le savoir de référence pour l’enseignement des mathématiques qui émerge à travers les échanges des partenaires de la formation. Dans le cadre d’une étude de cas, nous nous sommes intéressée aux échanges qui se déroulent entre une stagiaire qui effectue son troisième et avant dernier stage , l’enseignante-associée qui la reçoit et la chercheure-didacticienne qui emprunte le rôle de superviseure universitaire. Les échanges recueillis sont issus de trois cycles de supervision conjointe qui prennent la forme de rencontres de préparation des situations d’enseignement de mathématique; d’observation en classe des séances d’enseignement pilotées par la stagiaire auprès de ses élèves; et des rencontres consacrées à l’analyse des situations d’enseignement observées et de l’activité mise en œuvre par la stagiaire. Ainsi les objets de discussion relevés par les différents partenaires de la formation et la négociation de sens des situations professionnelles vécues et observées sont analysés de manière à rendre visibles les constituants de l’activité professionnelle qui sont jugés pertinents par la triade de formation. Dans un deuxième temps, en partant de cette première analyse, nous dégageons les concepts organisateurs des situations professionnelles liées à l’enseignement des mathématiques qui sont pris en compte par la triade de formation et qui constituent des variables de la situation professionnelle. Les constituants de l’activité et des situations professionnelles qui résultent de cette analyse sont envisagés en tant que représentations collectives qui se révèlent à travers les échanges de la triade de formation. Parce que ces représentations se sont trouvées partagées, négociées dans le cadre des supervisions pédagogiques, elles sont envisagées également en tant que savoir de référence pour cette triade de formation. Les échanges rendus possibles entre les praticiennes et la didacticienne placent ce savoir de référence dans une dynamique de double rationalité pratique et didactique. Enfin, partant de l’apport déterminant de la communauté de pratique et de formation de même que du savoir de référence que cette dernière reconnait comme pertinent dans le développement professionnel des novices, les résultats de cette recherches peuvent contribuer à réfléchir la formation des futures enseignantes en stage en ce qui a trait à l’enseignement des mathématiques au primaire.