What is the potential of spread in invasive bryophytes?

Although the number of invasive bryophytes is much lower than that of higher plants, they threaten habitats that are often species rich and of high conservation relevance. Their potential of spread has, however, never been determined. Here, we assess whether the three most invasive bryophyte species shifted their niche during the invasion process and whether the extent of the study area defined to calibrate the model (geographic background, GB) affects model transferability. We then determine whether ecological niche models (ENMs) developed in their native range can be projected in other areas to assess their invasive potential. The macroclimatic niches of Campylopus introflexus, Orthodontium lineare and Lophocolea semiteres were compared in their native range (Southern Hemisphere) and in their invasion range (Northern Hemisphere) using ordination techniques. ENMs from an ensemble model were calibrated in the native range and projected onto the Northern Hemisphere using different GBs. No evidence for niche expansion in the invaded range was found and the species occur in the invaded range under climate conditions that are similar to those in the native range. The performance of the models to predict occurrences in the invaded range increased with the extent of the GB. The potential range of all species included entire regions on continents where they are still absent. The expansion of the investigated species appears to be constrained by climate conditions that are similar to those currently prevailing in their native range, which is consistent with our failure to demonstrate macroclimatic niche shift in the invaded range. The use of large GBs is recommended in such vagile organisms with large, disjunct distributions. The models indicated that invasive bryophyte species might become a threat in central and eastern Europe, North America and eastern Asia if accidentally introduced or naturally dispersed.

Teknisen tukkukaupan asiakastoimitusprosessin hallinta ja kehittäminen

Työn tavoitteena oli kartoittaa teknisen tukkukaupan asiakastoimitusprosessin eri vaiheet ja tarjota ratkaisuvaihtoehtoja kuljetusvirheisiin johtavien prosessin vaiheiden kehittämiseksi ja asiakastyytyväisyyden parantamiseksi. Tutkimuksen taustamateriaalia analysoimalla saatiin perusteet käytännön selvitystyön rajaamiseksi pakkaus-, lähettämö- ja lastaustoimintaan sekä kuljetusliikkeiden toimintatapojen tarkasteluun. Selvitystyön perusteella tehtiin johtopäätös, että kuljetusvirheisiin johtavien virhelähteiden ei voida konkreettisesti osoittaa olevan jossain tietyssä prosessin vaiheessa. Merkittävimpiä ongelmakohtia ovat lähettämötoiminnan kontrolloimattomuus sekä lähtevän tavaran puutteelliset merkinnät ja huolimaton käsittely. Tämän seurauksena keskeisiä kuljetusvirheitä ovat tuotteiden katoaminen ja rikkoutuminen. Tutkimustuloksena todetaan, että hyvin organisoidun lähettämötyöskentelyn, selkeiden merkintöjen ja elektronisten seurantajärjestelmien avulla on mahdollista parantaa asiakastoimitusprosessin hallittavuutta sekä vähentää virheiden määrää merkittävästi. Työn lopuksi tehtiin Access –tietokannasta saatuun reaaliaikaiseen reklamaatiodataan perustuva analyysi. Analyysi vahvisti sen, että kuljetusvirheiden määrässä tai syissä ei ole tapahtunut olennaisia muutoksia tutkimuksen aikana eli tutkimustulokset ovat valideja. Analyysiin perustuen tehtiin myös johtopäätös, että tulevaisuudessa pitää panostaa keräilyvirheiden määrän vähentämiseen analysoimalla niiden taustalla olevia tekijöitä.

Conservation of Campomanesia adamantium (CAMB.) O. berg seeds in different packaging and at varied temperatures

This article aims at evaluating the effects of different packaging and varied storage temperatures on the germination potential of seeds of Campomanesia adamantium Camb. O. Berg. The seeds were packaged in glass, aluminum foil and plastic containers, or maintained inside intact fruits at 5, 10 and 15 ºC during 0, 7, 14 and 21 days. After these periods the seeds were sown in Germitest® germination paper and maintained in incubation chambers at 25 ºC under constant white light for 42 days. Seed moisture contents were evaluated both before and after storage, as well as germination percentages, germination speed index, root and aerial portion of seedlings lengths, and total dry weights. All possible combinations of packing materials, temperatures and storage times were tested, with four repetitions of 25 seeds for each treatment. C. adamantium seeds showed initial water contents of 31.5%. Glass and aluminum packaging were efficient at maintaining the water content of the seeds, and provided greater germination speed index than the other packaging materials. Germination percentages, seedlings lengths and dry weights did not vary among the different temperatures tested. C. adamantium seeds can be stored for up to 21 days at temperatures between 5 and 15 ºC without altering their physiological quality. In terms of cost-benefit efficiencies, these seeds can be stored without significant damage for 21 days while still inside the fruits at temperatures of 5, 10 or 15 ºC.

Avaliação de microrganismos antagônicos, Saccharomyces cerevisiae e Bacillus subtilis para o controle de Penicillium digitatum

Os frutos cítricos são afetados por diversas doenças, especialmente as fúngicas, as quais afetam a produtividade e a qualidade, principalmente quando se visa ao mercado de frutas frescas, seja para o mercado interno, seja para a exportação. Dentre as doenças fúngicas que ocorrem na fase de pós-colheita, destaca-se o bolor verde, causado por Penicillium digitatum. As medidas de controle baseiam-se, principalmente, no tratamento de frutos com diferentes combinações de fungicidas no packing-house. Devido às restrições quanto à presença de resíduos de fungicidas em frutos de citros e ao crescente desenvolvimento de linhagens resistentes dos patógenos a tais fungicidas, torna-se necessária a busca de alternativas de controle, como o controle biológico. Portanto, este trabalho teve por objetivos: (i) verificar o efeito antagônico de agentes de controle biológico (ACBs), sendo 06 isolados de Saccharomyces cerevisiae e 13 isolados de Bacillus subtilis contra P. digitatum; (ii) estudar as interações in vitro entre ACBs e o fitopatógeno; (iii) verificar o efeito da integração dos antagonistas com bicarbonato de sódio e cera de carnaúba no controle do bolor verde. Os resultados mostraram que a maioria dos isolados bacterianos e todos os isolados de levedura inibiram o crescimento micelial do fitopatógeno. Somente um isolado de Bacillus subtilis (ACB-84) foi capaz de inibir a germinação de P. digitatum com 72% de inibição, enquanto ACB-K1 e ACB-CR1 (S. cerevisiae) foram os mais eficientes com inibições de 78 e 85,7%, respectivamente; a adição de sacarose (a 0,5%) favoreceu ainda mais a inibição da germinação dos conídios pelos isolados da levedura. Os resultados de controle in vivo mostraram a viabilidade de S. cerevisiae ACB-K1 e ACB-CR1 para o controle de P. digitatum, em frutos de lima-ácida 'Tahiti' e laranja 'Hamlin', respectivamente; a associação de bicarbonato de sódio com agentes de biocontrole não resultou em melhorias no controle curativo do bolor verde; cera de carnaúba (18% de SST) favoreceu a atividade antagonística de S. cerevisiae, e tal efeito dependeu da variedade dos frutos cítricos em estudo e do isolado da levedura utilizado para o biocontrole.

Probabilistic electrical resistivity tomography of a CO2 sequestration analog

Electrical resistivity tomography (ERT) is a well-established method for geophysical characterization and has shown potential for monitoring geologic CO2 sequestration, due to its sensitivity to electrical resistivity contrasts generated by liquid/gas saturation variability. In contrast to deterministic inversion approaches, probabilistic inversion provides the full posterior probability density function of the saturation field and accounts for the uncertainties inherent in the petrophysical parameters relating the resistivity to saturation. In this study, the data are from benchtop ERT experiments conducted during gas injection into a quasi-2D brine-saturated sand chamber with a packing that mimics a simple anticlinal geological reservoir. The saturation fields are estimated by Markov chain Monte Carlo inversion of the measured data and compared to independent saturation measurements from light transmission through the chamber. Different model parameterizations are evaluated in terms of the recovered saturation and petrophysical parameter values. The saturation field is parameterized (1) in Cartesian coordinates, (2) by means of its discrete cosine transform coefficients, and (3) by fixed saturation values in structural elements whose shape and location is assumed known or represented by an arbitrary Gaussian Bell structure. Results show that the estimated saturation fields are in overall agreement with saturations measured by light transmission, but differ strongly in terms of parameter estimates, parameter uncertainties and computational intensity. Discretization in the frequency domain (as in the discrete cosine transform parameterization) provides more accurate models at a lower computational cost compared to spatially discretized (Cartesian) models. A priori knowledge about the expected geologic structures allows for non-discretized model descriptions with markedly reduced degrees of freedom. Constraining the solutions to the known injected gas volume improved estimates of saturation and parameter values of the petrophysical relationship. (C) 2014 Elsevier B.V. All rights reserved.

Modelling the curing process in magneto-sensitive polymers: Rate-dependence and shrinkage

This paper deals with a phenomenologically motivated magneto-viscoelastic coupled finite strain framework for simulating the curing process of polymers under the application of a coupled magneto-mechanical road. Magneto-sensitive polymers are prepared by mixing micron-sized ferromagnetic particles in uncured polymers. Application of a magnetic field during the curing process causes the particles to align and form chain-like structures lending an overall anisotropy to the material. The polymer curing is a viscoelastic complex process where a transformation from fluid. to solid occurs in the course of time. During curing, volume shrinkage also occurs due to the packing of polymer chains by chemical reactions. Such reactions impart a continuous change of magneto-mechanical properties that can be modelled by an appropriate constitutive relation where the temporal evolution of material parameters is considered. To model the shrinkage during curing, a magnetic-induction-dependent approach is proposed which is based on a multiplicative decomposition of the deformation gradient into a mechanical and a magnetic-induction-dependent volume shrinkage part. The proposed model obeys the relevant laws of thermodynamics. Numerical examples, based on a generalised Mooney-Rivlin energy function, are presented to demonstrate the model capacity in the case of a magneto-viscoelastically coupled load.

The Bacterium Frischella perrara Causes Scab Formation in the Gut of its Honeybee Host.

UNLABELLED: Honeybees harbor well-defined bacterial communities in their guts. The major members of these communities appear to benefit the host, but little is known about how they interact with the host and specifically how they interface with the host immune system. In the pylorus, a short region between the midgut and hindgut, honeybees frequently exhibit scab-like structures on the epithelial gut surface. These structures are reminiscent of a melanization response of the insect immune system. Despite the wide distribution of this phenotype in honeybee populations, its cause has remained elusive. Here, we show that the presence of a common member of the bee gut microbiota, the gammaproteobacterium Frischella perrara, correlates with the appearance of the scab phenotype. Bacterial colonization precedes scab formation, and F. perrara specifically localizes to the melanized regions of the host epithelium. Under controlled laboratory conditions, we demonstrate that exposure of microbiota-free bees to F. perrara but not to other bacteria results in scab formation. This shows that F. perrara can become established in a spatially restricted niche in the gut and triggers a morphological change of the epithelial surface, potentially due to a host immune response. As an intermittent colonizer, this bacterium holds promise for addressing questions of community invasion in a simple yet relevant model system. Moreover, our results show that gut symbionts of bees engage in differential host interactions that are likely to affect gut homeostasis. Future studies should focus on how these different gut bacteria impact honeybee health. IMPORTANCE: As pollinators, honeybees are key species for agricultural and natural ecosystems. Their guts harbor simple communities composed of characteristic bacterial species. Because of these features, bees are ideal systems for studying fundamental aspects of gut microbiota-host interactions. However, little is known about how these bacteria interact with their host. Here, we show that a common member of the bee gut microbiota causes the formation of a scab-like structure on the gut epithelium of its host. This phenotype was first described in 1946, but since then it has not been much further characterized, despite being found in bee populations worldwide. The scab phenotype is reminiscent of melanization, a conserved innate immune response of insects. Our results show that high abundance of one member of the bee gut microbiota triggers this specific phenotype, suggesting that the gut microbiota composition can affect the immune status of this key pollinator species.

The role of intramolecular barriers on the glass transition of polymers: computer simulations versus mode coupling theory

We present computer simulations of a simple bead-spring model for polymer melts with intramolecular barriers. By systematically tuning the strength of the barriers, we investigate their role on the glass transition. Dynamic observables are analyzed within the framework of the mode coupling theory (MCT). Critical nonergodicity parameters, critical temperatures, and dynamic exponents are obtained from consistent fits of simulation data to MCT asymptotic laws. The so-obtained MCT λ-exponent increases from standard values for fully flexible chains to values close to the upper limit for stiff chains. In analogy with systems exhibiting higher-order MCT transitions, we suggest that the observed large λ-values arise form the interplay between two distinct mechanisms for dynamic arrest: general packing effects and polymer-specific intramolecular barriers. We compare simulation results with numerical solutions of the MCT equations for polymer systems, within the polymer reference interaction site model (PRISM) for static correlations. We verify that the approximations introduced by the PRISM are fulfilled by simulations, with the same quality for all the range of investigated barrier strength. The numerical solutions reproduce the qualitative trends of simulations for the dependence of the nonergodicity parameters and critical temperatures on the barrier strength. In particular, the increase in the barrier strength at fixed density increases the localization length and the critical temperature. However the qualitative agreement between theory and simulation breaks in the limit of stiff chains. We discuss the possible origin of this feature.

Influence of the feeding mechanism on deposits of square particles

In a previous paper [Hidalgo et al., Phys. Rev. Lett. 103, 118001 (2009)] it was shown that square particles deposited in a silo tend to align with a diagonal parallel to the gravity, giving rise to a deposit with very particular properties. Here we explore, both experimentally and numerically, the effect on these properties of the filling mechanism. In particular, we modify the volume fraction of the initial configuration from which the grains are deposited. Starting from a very dilute case, increasing the volume fraction results in an enhancement of the disorder in the final deposit characterized by a decrease of the final packing fraction and a reduction of the number of particles oriented with their diagonal in the direction of gravity. However, for very high initial volume fractions, the final packing fraction increases again. This result implies that two deposits with the same final packing fraction can be obtained from very different initial conditions. The structural properties of such deposits are analyzed, revealing that, although the final volume fraction is the same, their micromechanical properties notably differ.

The odd couple: contrasting phylogeographic patterns in two sympatric sibling species of woodlouse-­‐hunter spiders in the Canary Islands

Comparative phylogeography seeks for commonalities in the spatial demographic history of sympatric organisms to characterize the mechanisms that shaped such patterns. The unveiling of incongruent phylogeographic patterns in co-occurring species, on the other hand, may hint to overlooked differences in their life histories or microhabitat preferences. The woodlouse-hunter spiders of the genus Dysdera have undergone a major diversi cation on the Canary Islands. The species pair Dysdera alegranzaensis and Dysdera nesiotes are endemic to the island of Lanzarote and nearby islets, where they co-occur at most of their known localities. The two species stand in sharp contrast to other sympatric endemic Dysdera in showing no evidence of somatic (non-genitalic) differentiation. Phylogenetic and population genetic analyses of mitochondrial cox1 sequences from an exhaustive sample of D. alegranzaensis and D. nesiotes specimens, and additional mitochondrial (16S, L1, nad1) and nuclear genes (28S, H3) were analysed to reveal their phylogeographic patterns and clarify their phylogenetic relationships. Relaxed molecular clock models using ve calibration points were further used to estimate divergence times between species and populations. Striking differences in phylogeography and population structure between the two species were observed. Dysdera nesiotes displayed a metapopulation-like structure, while D. alegranzaensis was characterized by a weaker geographical structure but greater genetic divergences among its main haplotype lineages, suggesting more complex population dynamics. Our study con rms that co-distributed sibling species may exhibit contrasting phylogeographic patterns in the absence of somatic differentiation. Further ecological studies, however, will be necessary to clarify whether the contrasting phylogeographies may hint at an overlooked niche partitioning between the two species. In addition, further comparisons with available phylogeographic data of other eastern Canarian Dysdera endemics con rm the key role of lava ows in structuring local populations in oceanic islands and identify localities that acted as refugia during volcanic eruptions

Phylogeny and biogeography of Primula sect. Armerina: implications for plant evolution under climate change and the uplift of the Qinghai-Tibet Plateau.

BACKGROUND: The historical orogenesis and associated climatic changes of mountain areas have been suggested to partly account for the occurrence of high levels of biodiversity and endemism. However, their effects on dispersal, differentiation and evolution of many groups of plants are still unknown. In this study, we examined the detailed diversification history of Primula sect. Armerina, and used biogeographic analysis and macro-evolutionary modeling to investigate a series of different questions concerning the evolution of the geographical and ecological distribution of the species in this section. RESULTS: We sequenced five chloroplast and one nuclear genes for species of Primula sect. Armerina. Neither chloroplast nor nuclear trees support the monophyly of the section. The major incongruences between the two trees occur among closely related species and may be explained by hybridization. Our dating analyses based on the chloroplast dataset suggest that this section began to diverge from its relatives around 3.55 million years ago, largely coinciding with the last major uplift of the Qinghai-Tibet Plateau (QTP). Biogeographic analysis supports the origin of the section in the Himalayan Mountains and dispersal from the Himalayas to Northeastern QTP, Western QTP and Hengduan Mountains. Furthermore, evolutionary models of ecological niches show that the two P. fasciculata clades have significantly different climatic niche optima and rates of niche evolution, indicating niche evolution under climatic changes and further providing evidence for explaining their biogeographic patterns. CONCLUSION: Our results support the hypothesis that geologic and climatic events play important roles in driving biological diversification of organisms in the QTP area. The Pliocene uplift of the QTP and following climatic changes most likely promoted both the inter- and intraspecific divergence of Primula sect. Armerina. This study also illustrates how niche evolution under climatic changes influences biogeographic patterns.

Evolutionary patchwork of an insecticidal toxin shared between plant-associated pseudomonads and the insect pathogens Photorhabdus and Xenorhabdus.

BACKGROUND: Root-colonizing fluorescent pseudomonads are known for their excellent abilities to protect plants against soil-borne fungal pathogens. Some of these bacteria produce an insecticidal toxin (Fit) suggesting that they may exploit insect hosts as a secondary niche. However, the ecological relevance of insect toxicity and the mechanisms driving the evolution of toxin production remain puzzling. RESULTS: Screening a large collection of plant-associated pseudomonads for insecticidal activity and presence of the Fit toxin revealed that Fit is highly indicative of insecticidal activity and predicts that Pseudomonas protegens and P. chlororaphis are exclusive Fit producers. A comparative evolutionary analysis of Fit toxin-producing Pseudomonas including the insect-pathogenic bacteria Photorhabdus and Xenorhadus, which produce the Fit related Mcf toxin, showed that fit genes are part of a dynamic genomic region with substantial presence/absence polymorphism and local variation in GC base composition. The patchy distribution and phylogenetic incongruence of fit genes indicate that the Fit cluster evolved via horizontal transfer, followed by functional integration of vertically transmitted genes, generating a unique Pseudomonas-specific insect toxin cluster. CONCLUSIONS: Our findings suggest that multiple independent evolutionary events led to formation of at least three versions of the Mcf/Fit toxin highlighting the dynamic nature of insect toxin evolution.

Aluminium fouling and its impact on activated carbon based dioxin and furan removal in a wet scrubber at a co-incineration plant

Dioxins and furans, PCDD/Fs, are highly toxic substances formed in post combustion zones in furnaces. PCDD/F emissions are regulated by a waste incineration directive which relates also to co-incineration plants. Several observations of dioxin and furan enhancements in wet scrub- bers have been reported previously. This is thought to be due to the so-called "memory effect" which occurs when dioxins and furans absorb into plastic material in scrubbers and desorb when ambient circumstances alter significantly. At the co-incineration plant involved, dioxins and furans are controlled with a wet scrubber, the tower packing of which is made of plastic in which activated carbon particles are dispersed. This should avoid the memory effect and act as a dioxin and furan sink since dioxins and furans are absorbed irreversibly into the packing ma- terial. In this case, the tower packing in the scrubber is covered with a white layer that has been found to be mainly aluminium. The aim of this thesis was to determine the aluminium balance and the dioxin and furan behaviour in the scrubber and, thus, the impacts that the foul- ing has on dioxin and furan removal. The source of aluminium, reasons for fouling and further actions to minimize its impacts on dioxin and furan removal were also to be discovered. Measurements in various media around the scrubber and in fuels were made and a profile analysis of PCDD/F and mass balance calculations were carried out. PCDD/F content de- creased in the scrubber. The reduced PCDD/F was not discharged into scrubbing water. The removal mechanism seems to work in spite of the fouling, at least with low PCDD/F loads. Most of the PCDD/F in excess water originates from the Kymijoki River which is used as feeding water in the scrubber. Fouling turned out to consist mainly of aluminium hydroxides. Sludge combusted in the furnace was found to be a significant source of aluminium. Ways to minimize the fouling would be adjustment of pH to a proper lever, installation of a mechanical filter to catch the loose material from the scrubbing water and affecting the aluminium content of the sludge.

Yleisöistä osallisiin : tuottajan näkökulmia vuorovaikutteisten verkkotapahtumien kohderyhmistä

Opinnäytetyö käsittelee osallistumisen muotoja kolmessa uuden mediakulttuurialan taidetapahtumassa. Tapahtumille on keskeistä osallistumistapojen ja -välineiden kokeileminen. Osallistumisen muodot on jaettu kohderyhmiin, joiden avulla tutkimuskysymyksiin haetaan vastauksia. Työssä tarkastellaan myös tapahtumaan liittyviä sidosryhmiä. Tutkielman keskeisin kysymys on: Miten eri kohderyhmät osallistuivat tapahtumiin. Työssä selvitetään myös tuottajan näkemyksiä osallistumisen motiiveista, rajoituksista ja kohderyhmien rooleista. Tutkimus on tehty kvalitatiivisella metodilla ja perustuu tapausten kuvailulle ja tuotantoon osallistumisen analysoinnille. Tapauksia on tutkittu haastattelemalla tapahtumien vastaavia tuottajia, jotka toimivat uuden mediakulttuurialan ja mediataiteen asiantuntijoina. Osallistumista vertaillaan osallistumisen määrien, tapojen, motiivien ja rajoituksien osalta. Lopuksi valotetaan kohderyhmien rooleja ja poimitaan huomioita verkkotapahtumien tuottajan roolista. Tapahtumiin osallistuttiin paikallisesti, verkossa, eetterissä ja liikkeessä. Osallistumisen päämotiivina oli aito osallisuuden tunne. Myös online-yleisö tunsi läsnäolon tunnetta osallistuessaan etänä, mutta ainoastaan livekokemuksen aikana. Arkistoituneesta kokemuksesta läsnä olemisen tunne puuttui. Osallistumisen rajoitukset olivat pääosin teknisiä, mutta johtuivat osittain myös siitä, että yleisö ei ole tottunut osallistumaan verkossa, etenkään reaaliajassa. Ryhmätyössä tunnettiin voimakkaampaa osallisuutta kuin katsojan asemassa. Osallistumiselle oli tärkeää luoda tila, jossa ihmiset kutsutaan osallistumaan. Tutkielman keskeisiksi kohderyhmiksi nousivat sidosryhmät, eli tarkasti rajattu niche-yleisö ja vertaisryhmä. Namä kohderyhmät ilmenevät lähinnä verkossa ja verkostoissa, huolimatta maantieteellisistä rajoista. Kohderyhmät olivat mukana tapahtuman tekemisen prosessissa yhteistyökumppaneina ja etätyötovereina, sekä myös sisällöntuotannossa. On mahdollista, että prosessin myötä syntyy myös uusia verkkoyhteisöjä. Tuottajan rooli vuorovaikutteisissa tapahtumissa on toimia moderaattorina yleisön ja tuotannon välillä. Tuottaja mahdollistaa myös kollektiivisen sisällöntuotanto- ja tuotantoprosessin tekemisen onnistumisen. Tuottajan työssä tärkeää on myös eri kohderyhmien voimavarojen tunnistaminen ja hyödyntäminen.

Selecting, testing and modifying a model for identifying potential key customers

Tämä työ tehtiin globaaliin elektroniikka-alan yritykseen. Diplomityö liittyy haasteeseen, jonka lisääntynyt globalisaatio ja kiristyvä kilpailu ovat luoneet: case yrityksen on selvitettävä kuinka se voi saavuttaa kasvutavoitteet myös tulevaisuudessa hankkimalla uusia asiakkaita ja olemalla yhä enenevissä määrin maailmanlaajuisesti läsnä. Tutkimuksen tavoite oli löytää sopiva malli potentiaalisten avainasiakkaiden identifiointiin ja valintaan, sekä testata ja modifioida valittua mallia case yrityksen tarpeiden mukaisesti. Erityisesti raakadatan kerääminen, asiakkaiden houkuttelevuuskriteerit ja kohdemarkkinarako olivat asioita, jotka tarvitsivat tutkimuksessa huomiota. Kirjallisuuskatsauksessa keskityttiin yritysmarkkinoihin, eri asiakassuhteenhallinnan lähestymistapoihin ja avainasiakkaiden määrittämiseen. CRM:n, KAM:n ja Customer Insight-ajattelun perusteet esiteltiin yhdessä eri avainasiakkaiden identifiointimallien kanssa. Valittua Chevertonin mallia testattiin ja muokattiin työn empiirisessä osassa. Tutkimuksen empiirinen kontribuutio on modifioitu malli potentiaalisten avainasiakkaiden identifiointiin. Se auttaa päätöksentekijöitä etenemään systemaattisesti ja organisoidusti askel askeleelta kohti potentiaalisten asiakkaiden listaa tietyltä markkina-alueelta. Työ tarjoaa työkalun tähän prosessiin sekä luo pohjaa tulevaisuuden tutkimukselle ja toimenpiteille.