Collaborative Customer Relationship Management in Business-to-Business Firm's Strategy

The objective of this thesis is to study the presence of collaborative customer relationship management in a firm’s strategy. In addition the thesis explains specific implementations of collaborative CRM, and CRM in general, by each case company. The sample consists of five Finnish business-to-business companies through applying multiple-case study method. The data is collected through face-to-face interviews with employees knowledgeable of the case company’s CRM processes. The qualitative data is analyzed through coding and shows that two out of five case companies have adopted and are using collaborative CRM in their strategy and operations. These case companies see collaborative CRM as an important driver for the company, through customer focus and market orientation. The rest of the case companies are either in the process of moving towards collaborative CRM or have given little consideration to it. The results show that collaborative CRM is in use, and that each company modifies it to meet their exact aspirations. The major challenge in the process is to fully grasp the importance of a shared vision that can translate into collaborative efforts in CRM and business strategy.

Between Memory and Strategy: Media Discourse Analysis of an Industrial Shutdown

In 2006 UPM was able to gain a level of social legitimacy that allowed it to carry out one of the largest industrial restructuring programmes in Finnish industrial history, shut down major operations in Finland and still appear to be functioning in the interests of the nation as well as itself. This study considers and examines various contexts of this shutdown with the aim of demonstrating how profoundly mediated such organizational events are though they appear to be produced primarily through strategic company decisions. The study aims to examine the processes of mediation at two levels. At one level, through close analysis of press releases and newspaper reports in local and national newspapers, the study presents a discursive analysis of the Voikkaa case. The discursive analysis focuses on providing historical contexts for understanding why this organizational event was also an occasion for reimagining the past and future of the Finnish nation; spatial contexts for understanding the differing struggles over the meaning of the event nationally and regionally; and the temporal dynamics of the media reports. At another level, the study considers and refines methods for reading and analyzing mediation in organization studies. Bringing together recent research of media text–based legitimation studies, emerging research on organizational memory and organizational death and a Foucaultian analytics of power, this work suggests that organizational research needs to be less concerned with particular typologies and narratives of shutdowns, and more curious about the processes of mediation through which organizational events are imagined and remembered.

The Formation Of Internationalization Strategies Within The Construction Industry:Vision and Strategy

Internationalization represents a complex topic that has been researched for quite some time. However, since it continues to be extremely current a topic, its significance has not diminished, but maybe even increased in importance. Companies today face extreme pressure to enter new markets in the hope of growing, becoming more profitable, increasing market share, attracting new customers and meeting the requirements of its share- and stakeholders. In the increasingly global business environment of today, companies are facing both challenges and possible advantages of internationalization. Few companies are not operating internationally and it is becoming the question of ‘Why not?’ rather than ‘Why?’ to internationalize business operations. Internationalization and the importance of strategy are discussed in this research from the viewpoint of three case companies that were interviewed about internationalization strategies. This research project is a qualitative study that answers the research question of How is a business strategy constructed for entering a new market? The sub-questions are • How are goals set and what indicators are used to monitor the achievement of these goals? • What are the key characteristics of a strategy implementation process? The research method chosen for this study is a multiple-case study. Three case companies were chosen for the interviews in order to gain in-depth data of internationalization strategies within the construction industry.

Implementation of global make to inventory strategy at BASF SE

La optimización y armonización son factores clave para tener un buen desempeño en la industria química. BASF ha desarrollado un proyecto llamada acelerador. El objetivo de este proyecto ha sido la armonización y la integración de los procesos de la cadena de suministro a nivel mundial. El proceso básico de manejo de inventarios se quedó fuera del proyecto y debía ser analizado. El departamento de manejo de inventarios en BASF SE ha estado desarrollando su propia estrategia para la definición de procesos globales de manufactura. En este trabajo se presentará un informe de las fases de la formulación de la estrategia y establecer algunas pautas para la fase de implementación que está teniendo lugar en 2012 y 2013.

MI(R,)G(R) and British Covert Operations, 1939-42

The Military Intelligence (Research) Department of the British War Office was tasked in 1940 with encouraging and supporting armed resistance in occupied Europe and the Axis-controlled Middle East. The major contention of this paper is that, in doing so, MI(R) performed a key role in British strategy in 1940-42 and in the development of what are now known as covert operations. MI(R) developed an organic, but coherent doctrine for such activity which was influential upon the Special Operations Executive (SOE) and its own sub-branch, G(R), which applied this doctrine in practice in East Africa and the Middle East in 1940-41. It was also here that a number of key figures in the development of covert operations and special forces first cut their teeth, the most notable being Major Generals Colin Gubbins and Orde Wingate.

Failure of a control strategy for a hybrid air-conditioning and wind catchers/towers system at Bluewater shopping malls in Kent

Purpose – To evaluate the control strategy for a hybrid natural ventilation wind catchers and air-conditioning system and to assess the contribution of wind catchers to indoor air environments and energy savings if any. Design/methodology/approach – Most of the modeling techniques for assessing wind catchers performance are theoretical. Post-occupancy evaluation studies of buildings will provide an insight into the operation of these building components and help to inform facilities managers. A case study for POE was presented in this paper. Findings – The monitoring of the summer and winter month operations showed that the indoor air quality parameters were kept within the design target range. The design control strategy failed to record data regarding the operation, opening time and position of wind catchers system. Though the implemented control strategy was working effectively in monitoring the operation of mechanical ventilation systems, i.e. AHU, did not integrate the wind catchers with the mechanical ventilation system. Research limitations/implications – Owing to short-falls in the control strategy implemented in this project, it was found difficult to quantify and verify the contribution of the wind catchers to the internal conditions and, hence, energy savings. Practical implications – Controlling the operation of the wind catchers via the AHU will lead to isolation of the wind catchers in the event of malfunctioning of the AHU. Wind catchers will contribute to the ventilation of space, particularly in the summer months. Originality/value – This paper demonstrates the value of POE as indispensable tool for FM professionals. It further provides insight into the application of natural ventilation systems in building for healthier indoor environments at lower energy cost. The design of the control strategy for natural ventilation and air-conditioning should be considered at the design stage involving the FM personnel.

International construction and Brazilian contractors’ operations

The international construction market is very complex, and requires strong structure and strategy for companies wanting to operate overseas. This article investigates characteristics of international construction. The international operation of Brazilian contractors is explored via results from a qualitative study which was carried out using case studies. The case studies comprised ten big Brazilian contractors, six of which operate abroad. The study identified the patterns of international operation, the competitive advantages of these contractors, as well as the difficulties faced by them in the international construction market. Four of the contractors studied operate only in the domestic market. The study of these cases revealed both obstacles and motivations for future international operations. The study revealed that despite the existing competitive advantages, Brazilian contractors' presence in the international market is limited. The main reason for that is probably their main competitive disadvantage: the lack of financial support from the government.

Customer intimacy strategy in B2B technology businesses in Colombia

The main objective of this Thesis is to analyze Customer Intimacy Strategy in B2B technology businesses in Colombia and the variables that have a direct relationship with it like perception, trust and networking. And how a Customer Intimacy Strategy can affect a company to achieve positive or negative results in an operation, in terms of business opportunities, relations and profitable and sustainable sales if properly managed or mismanaged. With a population of almost 50 million people, GDP average growth of 4.22%(considering 2013 up to 2017), a strategic geographic location in Latin America close to the middle of the region with direct access to the Pacific and Atlantic oceans, on the verge to reach a peace agreement ending its long time social and security conflict with the local guerrillas, Colombia is a country with a stable economic present and promising future. But despite the appealing business landscape and opportunities both in number and size, it is a developing economy where firms who are willing to run a startup or who currently have B2B technology operations in this country will find out that uncertainty and mistrust are two of the most critical variables that need to be overcome in order to achieve success. Their relevance will vary from one region to another, but will still be considered of most importance throughout the country. This matter is highly important to B2B technology businesses in Colombia because few firms are aware of the importance of customer intimacy strategy, believing that it is just a matter of social relationships and not considering the diverse number of variables such us perception, trust and networking that compose it. Customer intimacy strategy at the end becomes the main and most relevant source of sales in a B2B technology environment in Colombia.

Managing object identity with less I/O operations

Non-conventional database management systems are used to achieve a better performance when dealing with complex data. One fundamental concept of these systems is object identity (OID). Two techniques can be used for the implementation of OIDs: physical or logical. A logical implementation of OIDs, based on an Indirection Table, is used by NuGeM, a multimedia data manager kernel which is described in this paper. NuGeM Indirection Table allows the relocation of all pages in a database. The proposed strategy modifies the workings of this table so that it is possible to reduce considerably the number of I/O operations during the request and release of pages containing objects and their OIDs. Tests show a reduction of 84% in reading operations and a 67% reduction in writing operations when pages are requested. Although no changes were observed in writing operations during the release of pages, a 100% of reduction in reading operations was obtained. © 2012 IEEE.

Optimal control strategy for fed-batch enzymatic hydrolysis of lignocellulosic biomass based on epidemic modeling

Coordenação de Aperfeiçoamento de Pessoal de Nível Superior (CAPES)

Applications and Potentials for Biogenic Methane Recovery Operations in Nebraska Agriculture, Industry, and Economic Development

ABSTRACT: This thesis report illustrates the applications and potentials of biogenic methane recovery in Nebraska’s agricultural and industrial sectors and as a means for increasing sustainable economic development in the state’s rural communities. As the nation moves toward a new green economy, biogenic methane recovery as a waste management strategy and renewable energy resource presents significant opportunities for Nebraska to be a national and world leader in agricultural and industrial innovation, advanced research and development of renewable energy technology, and generation of new product markets. Nebraska’s agricultural economy provides a distinct advantage to the state for supporting methane recovery operations that provide long-term economic and environmental partnerships among producers, industry, and communities. These opportunities will serve to protect Nebraska’s agricultural producers from volatile energy input markets and as well as creating new markets for Nebraska agricultural products. They will also serve to provide quality education and employment opportunities for Nebraska students and businesses. There are challenges and issues that remain for the state in order to take advantage of its resource potential. There is a need to produce a comprehensive Nebraska biogenic methane potential study and digital mapping system to identify high-potential producers, co-products, and markets. There is also a need to develop a web-based format of consolidated information specific to Nebraska to aid in connecting producers, service providers, educators, and policy-makers.

Intrathyroid adenomas in primary hyperparathyroidism: are they frequent enough to guide surgical strategy?

Ectopic parathyroid adenoma, including intrathyroid adenoma, is a common cause of failed parathyroid operations. The aim of this study was to evaluate the operative strategy/outcome in patients with primary hyperparathyroidism (pHPT), with special regard to intrathyroid adenomas.

Revisiting the ISN Flow Parameters, using a variable IBEX pointing strategy

The Interstellar Boundary Explorer (IBEX) has observed the interstellar neutral (ISN) gas flow over the past 6 yr during winter/spring when the Earth's motion opposes the ISN flow. Since IBEX observes the interstellar atom trajectories near their perihelion, we can use an analytical model based upon orbital mechanics to determine the interstellar parameters. Interstellar flow latitude, velocity, and temperature are coupled to the flow longitude and are restricted by the IBEX observations to a narrow tube in this parameter space. In our original analysis we found that pointing the spacecraft spin axis slightly out of the ecliptic plane significantly influences the ISN flow vector determination. Introducing the spacecraft spin axis tilt into the analytical model has shown that IBEX observations with various spin axis tilt orientations can substantially reduce the range of acceptable solutions to the ISN flow parameters as a function of flow longitude. The IBEX operations team pointed the IBEX spin axis almost exactly within the ecliptic plane during the 2012-2014 seasons, and about 5° below the ecliptic for half of the 2014 season. In its current implementation the analytical model describes the ISN flow most precisely for the spin axis orientation exactly in the ecliptic. This analysis refines the derived ISN flow parameters with a possible reconciliation between velocity vectors found with IBEX and Ulysses, resulting in a flow longitude lambda∞ = 74.°5 ± 1.°7 and latitude beta∞ = -5.°2 ± 0.°3, but at a substantially higher ISN temperature than previously reported.

Residents' risk perception due to operations of a copper smelter located near residential communities in El Paso, Texas

A face to face survey addressing environmental risk perception was conducted in January through March 2010. The 35 question survey was administered to a random sample of 73 households in El Paso, Texas. The instrument, administered in two adjacent residential communities neighboring an inactive copper smelter solicited responses about manmade and naturally occurring health risks and sources of health information that might utilized by respondents. The objective of the study was to determine if intervention which occurred in one of the communities increased residents' perception of risk to themselves and their families. The study was undertaken subsequent to increased attention from news media and public debate surrounding the request to reopen the smelter's operations. Results of the study indicated that the perception of environmental related health concerns were not significantly correlated with residence in a community receiving outreach and intervention. Both communities identified sun exposure as their greatest perceived environmental risk followed by cigarette smoking. Though industrial by products and chemical pollution were high ranking concerns, respondents indicated they felt that the decision not to reopen the smelter reduced risk in these areas. Residents expressed confidence in information received from the local health district though most indicated they received very little information from that source indicating an opportunity for public health education in this community as a strategy to address future health concerns.^

Disruptive Marketing Strategy - ribaltare i classici modelli di approccio al mercato

Viviamo in un epoca di cambiamenti. Continuamente, giorno dopo giorno, il vecchio scompare per fare spazio al nuovo. La tecnologia permea sempre più in ogni aspetto della vita, conquistando le nostre abitudini, cambiando il nostro modo di vedere il mondo, e, in maniera inevitabile, il nostro modo di agire. L’essere umano ha da sempre cercato di concepire cose che ancora non ci sono, per cambiare la realtà e modellarla a suo piacimento. Si parte, quindi, da qualcosa che fin dalla nascita è dentro ognuno di noi, un desiderio che arde nell'animo umano, che si alimenta grazie al soffio dell’immaginazione e che non c’è modo di spegnere. L’innovazione porta novità. Resistere al cambiamento non è sempre facile, e se si cerca di ostacolarlo esso ti travolgerà. “Affrontare il cambiamento è come scalare una colata di fango giù per una collina” - esordisce in “The Innovator Dilemma”, Clayton M. Christensen - “Bisogna affrontare qualsiasi cosa per rimanere su di essa, e non appena ci si ferma per prendere fiato si viene seppelliti”. Si intuisce come il cambiamento tecnologico non solo sia di fondamentale evidenza nella vita di ognuno, ma come esso abbia cambiato e stia cambiando il modo di fare business. In questo umile lavoro si è voluto analizzare come certi tipi di innovazione abbiano il potere di cambiare tutto un sistema di riferimento sul quale prima l’impresa faceva affidamento. Sono le Disruptive Innovation – le innovazioni dirompenti – quelle innovazioni che ribaltano un modello di business, il modo di vedere un prodotto, la logica dietro a certe operations aziendali, che seppur sembrassero solide, si sgretolano scontrandosi con innovazioni così forti. Vi è poi una domanda critica a cui si è cercato di rispondere. Si può fare Disruptive Marketing? Alcuni esempi virtuosi ci mostrano come si possa attuare una strategia di questo genere, e come si possa “comprendere, creare, comunicare e distribuire valore” in modo innovativo.