Sales performance measurement and steering in a multinational company

The objective of the study is to find out how sales performance should be measured and how should sales be steered in a multinational company. The beginning of the study concentrates on the literature regarding sales, performance measurement, sales performance measurement, and sales steering. The empirical part of the study is a case study, in which the information was acquired from interviews with the key personnel of the company. The results of the interviews and the revealed problems were analyzed, and comparison for possible solutions was performed. When measuring sales performance, it is important to discover the specific needs and objectives for such a system. Specific needs should be highlighted in the design of the system. The system should be versatile and the structure of the system should be in line with the organizational structure. The role of the sales performance measurement system was seen to be important in helping sales steering. However, the importance of personal management and especially conversations were seen as really critical issue in the steering. Sales performance measurement could be based on the following perspectives: financial, market, customer, people, and future. That way the sales department could react to the environmental changes more rapidly.

Measurement and simulation of solar radiation availability in relation to the growth of coffee plants in an agroforestry system with rubber trees

Solar radiation is an important factor for plant growth, being its availability to understory crops strongly modified by trees in an Agroforestry System (AFS). Coffee trees (Coffea arabica - cv. Obatã IAC 1669-20) were planted at a 3.4 x 0.9 m spacing inside and aside rows of monocrops of 12 year-old rubber trees (Hevea spp.), in Piracicaba-SP, Brazil (22º42'30" S, 47º38'00" W - altitude: 546m). One-year-old coffee plants exposed to 25; 30; 35; 40; 45; 80; 90; 95 and 100% of the total solar radiation were evaluated according to its biophysical parameters of solar radiation interception and capture. The Goudriaan (1977) adapted by Bernardes et al. (1998) model for radiation attenuation fit well to the measured data. Coffee plants tolerate a decrease in solar radiation availability to 50% without undergoing a reduction on growth and LAI, which was approximately 2m².m-2 under this condition. Further reductions on the availability of solar radiation caused a reduction in LAI (1.5m².m-2), thus poor land cover and solar radiation interception, resulting in growth reduction.

Identification of extractives and polysaccharides as foulants in membrane filtration of pulp and paper mill effluents

The search for new renewable materials has intensified in recent years. Pulp and paper mill process streams contain a number of potential compounds which could be used in biofuel production and as raw materials in the chemical, food and pharmaceutical industries. Prior to utilization, these compounds require separation from other compounds present in the process stream. One feasible separation technique is membrane filtration but to some extent, fouling still limits its implementation in pulp and paper mill applications. To mitigate fouling and its effects, foulants and their fouling mechanisms need to be well understood. This thesis evaluates fouling in filtration of pulp and paper mill process streams by means of polysaccharide model substance filtrations and by development of a procedure to analyze and identify potential foulants, i.e. wood extractives and carbohydrates, from fouled membranes. The model solution filtration results demonstrate that each polysaccharide has its own fouling mechanism, which also depends on the membrane characteristics. Polysaccharides may foul the membranes by adsorption and/or by gel/cake layer formation on the membrane surface. Moreover, the polysaccharides interact, which makes fouling evaluation of certain compound groups very challenging. Novel methods to identify wood extractive and polysaccharide foulants are developed in this thesis. The results show that it is possible to extract and identify wood extractives from membranes fouled in filtration of pulp and paper millstreams. The most effective solvent was found to be acetone:water (9:1 v/v) because it extracted both lipophilic extractives and lignans at high amounts from the fouled membranes and it was also non-destructive for the membrane materials. One hour of extraction was enough to extract wood extractives at high amounts for membrane samples with an area of 0.008 m2. If only qualitative knowledge of wood extractives is needed a simplified extraction procedure can be used. Adsorption was the main fouling mechanism in extractives-induced fouling and dissolved fatty and resin acids were mostly the reason for the fouling; colloidal fouling was negligible. Both process water and membrane characteristics affected extractives-induced fouling. In general, the more hydrophilic regenerated cellulose (RC) membrane fouled less that the more hydrophobic polyethersulfone (PES) and polyamide (PA) membranes independent of the process water used. Monosaccharide and uronic acid units could also be identified from the fouled synthetic polymeric membranes. It was impossible to analyze all monosaccharide units from the RC membrane because the analysis result obtained contained degraded membrane material. One of the fouling mechanisms of carbohydrates was adsorption. Carbohydrates were not potential adsorptive foulants to the sameextent as wood extractives because their amount in the fouled membranes was found to be significantly lower than the amount of wood extractives.

Química e colorimetria da madeira de Eucalyptus grandis W. Mill ex Maiden termorretificada

A termorretificação visa melhorar as características para agregar valor à madeira através da aplicação de calor. O objetivo foi avaliar as alterações químicas e colorimétricas da madeira termorretificada de Eucalyptus grandis submetida a 170, 200 e 230 ºC por 3, 5 e 7 h. Os teores de extrativos, lignina, holocelulose, composição elementar e os parâmetros colorimétricos foram determinados. Os teores de extrativos aumentaram nos tratamentos a 170 °C e diminuíram a partir de 200 °C, enquanto o teor de lignina total aumentou e o de holocelulose diminuiu a partir de 200 °C. O teor de carbono aumentou e o de oxigênio diminuiu a 230 °C por 5 e 7 h. A termorretificação reduziu a claridade, matriz vermelho (a*) e matriz amarelo (b*) da madeira de eucalipto em todos os tratamentos.

EFFECTS OF HARVESTING ON LEAF PRODUCTION AND REPRODUCTIVE PERFORMANCE OF Copernicia prunifera (Mill.) H.E. Moore1

ABSTRACT This work aimed to evaluate the consequences of the monthly extraction of immature leaves in survival, leaf production and reproductive performance ofCopernicia prunifera H. E. Moore palm, popularly known as carnaúba. One hundred sixty reproductive adult palms were monitored for 17 months in four extractive communities located at the coast of the state of Piauí. As a result, it was observed that leaves, flowers, fruits and seeds production were reduced in the palm submitted to 50% or 75% monthly extraction. Higher levels of extraction were followed by smaller levels in seed germination. No deaths were observed even in the group subjected to 75% monthly leaves exploration. In order not to produce damage to palm trees development it is suggested that leaf extraction rate should not exceed 25% monthly as well as pausing of extractive activity preferentially during fruit maturation.

RELATIONSHIP BETWEEN CLIMATE VARIABLES, TRUNK GROWTH RATE AND WOOD DENSITY OF Eucalyptus grandis W. Mill ex Maiden TREES

ABSTRACT Climatic conditions stimulates the cambial activity of plants, and cause significant changes in trunk diameter growth and wood characteristics. The objective of this study was to evaluate the influence of climate variables in the diameter growth rate of the stem and the wood density of Eucalyptus grandis trees in different classes of the basal area. A total of 25 Eucalyptus trees at 22 months of age were selected according to the basal area distribution. Dendrometer bands were installed at the height of 1.30 meters (DBH) to monitor the diameter growth every 14 days, for 26 months. After measuring growth, the trees were felled and wood discs were removed at the DBH level to determine the radial density profile through x-ray microdensitometry and then re-scale the average values every 14 days. Climatic variables for the monitoring period were obtained and grouped every 14 days. The effect of the climate variables was determined by maximum and minimum growth periods in assessing trunk growth. These growth periods were related with precipitation, average temperature and relative air humidity. The re-scaled wood density values, calculated using the radial growth of the tree trunks measured accurately with steel dendrometers, enabled the determination of the relationship of small changes in wood density and the effect of the climatic variations and growth rate of eucalyptus tree trunks. A high sensitivity of the wood density to variation in precipitation levels was found.

Test of a microlysimeter for measurement of soil evaporation

Quantifying soil evaporation is required on studies of soil water balance and applications aiming to improve water use efficiency by crops. The performance of a microlysimeter (ML) to measure soil evaporation under irrigation and non-irrigation was evaluated. The MLs were constructed using PVC tubes, with dimensions of 100 mm inner diameter, 150 mm depth and 2.5 mm wall thickness. Four MLs were uniformly distributed on the soil surface of two weighing lysimeters conducted under bare soil, previously installed at Iapar, in Londrina, PR, Brazil. The lysimeters had 1.4 m width, 1.9 m length and 1.3 m depth and were conducted with and without irrigation. Evaporation measurements by MLs (E ML) were compared with measurements by lysimeters (E L) during four different periods in the year. Differences between E ML and E L were small either for low or high atmospheric demand and also for either irrigated or non-irrigated conditions, which indicates that the ML tested here is suitable for measurement of soil evaporation.

Measurement systems of soil water matric potential and evaluation of soil moisture under different irrigation depths

The development of new methodologies and tools that enable to determine the water content in soil is of fundamental importance to the practice of irrigation. The objective of this study was to evaluate soil matric potential using mercury tensiometer and puncture digital tensiometer, and to compare the gravimetric soil moisture values obtained by tensiometric system with gravimetric soil moisture obtained by neutron attenuation technique. Four experimental plots were maintained with different soil moisture by irrigation. Three repetitions of each type of tensiometer were installed at 0.20 m depth. Based on the soil matric potential and the soil water retention curve, the corresponding gravimetric soil moisture was determined. The data was then compared to those obtained by neutron attenuation technique. The results showed that both tensiometric methods showed no difference under soil matric potential higher than -40 kPa. However, under drier soil, when the water was replaced by irrigation, the soil matric potential of the puncture digital tensiometer was less than those of the mercury tensiometer.

Design of Pulsed Electroacoustic Measurement System for Space Charge Characterisation

Pulsed electroacoustic (PEA) method is a commonly used non-destructive technique for investigating space charges. It has been developed since early 1980s. These days there is continuing interest for better understanding of the influence of space charge on the reliability of solid electrical insulation under high electric field. The PEA method is widely used for space charge profiling for its robust and relatively inexpensive features. The PEA technique relies on a voltage impulse used to temporarily disturb the space charge equilibrium in a dielectric. The acoustic wave is generated by charge movement in the sample and detected by means of a piezoelectric film. The spatial distribution of the space charge is contained within the detected signal. The principle of such a system is already well established, and several kinds of setups have been constructed for different measurement needs. This thesis presents the design of a PEA measurement system as a systems engineering project. The operating principle and some recent developments are summarised. The steps of electrical and mechanical design of the instrument are discussed. A common procedure for measuring space charges is explained and applied to verify the functionality of the system. The measurement system is provided as an additional basic research tool for the Corporate Research Centre of ABB (China) Ltd. It can be used to characterise flat samples with thickness of 0.2–0.5 mm under DC stress. The spatial resolution of the measurement is 20 μm.

Stochastic variability of output levels in a pulp mill

Quite often, in the construction of a pulp mill involves establishing the size of tanks which will accommodate the material from the various processes in which case estimating the right tank size a priori would be vital. Hence, simulation of the whole production process would be worthwhile. Therefore, there is need to develop mathematical models that would mimic the behavior of the output from the various production units of the pulp mill to work as simulators. Markov chain models, Autoregressive moving average (ARMA) model, Mean reversion models with ensemble interaction together with Markov regime switching models are proposed for that purpose.

Otantamittauksen kehittäminen osana sellutehtaan puunsyöttöä

Työn tavoitteena on selvittää, kuinka kuitupuun otantamittausprosessia voidaan tehostaa osana sellutehtaan puunkäsittelyä toimitusketjun johtamisen keinoin Stora Enson Enocellin tehtaalla. Työssä syvennytään kuitupuun mittauksen perusteisiin ja menetelmiin sekä selvitetään mittausprosessin keskeisimmät ongelmakohdat kohdeympäristössä. Ongelmakohtien ratkaisemiseksi tutustutaan toimitusketjun johtamisen teorioihin, joiden avulla muodostetaan kuvaus parhaasta mahdollisesta vaihtoehdosta uudeksi otantamittausmenetelmäksi. Ensimmäisessä vaiheessa kohdeympäristöksi rajataan Enocellin tehdas, mutta uuden menetelmän laajemman soveltuvuuden selvittämiseksi tarkastellaan työn lopuksi myös muita määrättyjä Stora Enson tehtaita. Työn tuloksena on perusteltu päätelmä siitä, mikä otantamittausmenetelmä on sekä Stora Enson että tutkimuksen teettäjänä toimivan logistiikkapalveluita ja materiaalinkäsittelykoneita tuottavan Mantsinen Group Ltd Oy:n intresseihin parhaiten sopiva. Työn lopuksi annetaan suositukset parhaaksi valitun menetelmän käyttöönoton aikatauluksi ja toimiksi.

Developing the measurement and management of knowledge: applying the constructive research approach in a knowledge intensive service environment

Intellectual assets have attained continuous attention in the academic field, as they are vital sources of competitive advantage and organizational performance in the contemporary knowledge intensive business environment. Intellectual capital measurement is quite thoroughly addressed in the accounting literature. However, the purpose of the measurement is to support the management of intellectual assets, but the reciprocal relationship between measurement and management has not been comprehensively considered in the literature. The theoretical motivation for this study rose from this paradox, as in order to maximise the effectiveness of knowledge management the two initiatives need to be closely integrated. The research approach of this interventionist case study is constructive. The objective is to develop the case organization’s knowledge management and intellectual capital measurement in a way that they would be closely integrated and the measurement would support the management of intellectual assets. The case analysis provides valuable practical considerations about the integration and related issues as the case company is a knowledge intensive organization in which the know-how of the employees is the central competitive asset and therefore, the management and measurement of knowledge are essential for its future success. The results suggest that the case organization is confronting challenges in managing knowledge. In order to appropriately manage knowledge processes and control the related risks, support from intellectual capital measurement is required. However, challenges in measuring intellectual capital, especially knowledge, could be recognized in the organization. By reflecting the knowledge management situation and the constructed strategy map, a new intellectual measurement system was developed for the case organization. The construction of the system as well as its indicators can be perceived to contribute to the literature, emphasizing of the importance of properly considering the organization’s knowledge situation in developing an intellectual capital measurement system.