Role of references in international industrial marketing : a theory-building case study about supplier’s processes of utilizing references

Scientific studies regarding specifically references do not seem to exist. However, the utilization of references is an important practice for many companies involved in industrial marketing. The purpose of the study is to increase the understanding about the utilization of references in international industrial marketing in order to contribute to the development of a theory of reference behavior. Specifically, the modes of reference usage in industry, the factors affecting a supplier's reference behavior, and the question how references are actually utilized, are explored in the study. Due to the explorative nature of the study, a research design was followed where theory and empirical studies alternated. An Exploratory Framework was developed to guide a pilot case study that resulted in Framework 1. Results of the pilot study guided an expanded literature review that was used to develop first a Structural Framework and a Process Framework which were combined in Framework 2. Then, the second empirical phase of the case study was conducted in the same (pilot) case company. In this phase, Decision Systems Analysis (DSA) was used as the analysis method. The DSA procedure consists of three interviewing waves: initial interviews, reinterviews, and validating interviews. Four reference decision processes were identified, described and analyzed in the form of flowchart descriptions. The flowchart descriptions were used to explore new constructs and to develop new propositions to develop Framework 2 further. The quality of the study was ascertained by many actions in both empirical parts of the study. The construct validity of the study was ascertained by using multiple sources of evidence and by asking the key informant to review the pilot case report. The DSA method itself includes procedures assuring validity. Because of the choice to conduct a single case study, external validity was not even pursued. High reliability was pursued through detailed documentation and thorough reporting of evidence. It was concluded that the core of the concept of reference is a customer relationship regardless of the concrete forms a reference might take in its utilization. Depending on various contingencies, references might have various tasks inside the four roles of increasing 1) efficiency of sales and sales management, 2) efficiency of the business, 3) effectiveness of marketing activities, and 4) effectiveness in establishing, maintaining and enhancing customer relationships. Thus, references have not only external but internal tasks as well. A supplier's reference behavior might be affected by many hierarchical conditions. Additionally, the empirical study showed that the supplier can utilize its references as a continuous, all pervasive decision making process through various practices. The process includes both individual and unstructured decision making subprocesses. The proposed concept of reference can be used to guide a reference policy recommendable for companies for which the utilization of references is important. The significance of the study is threefold: proposing the concept of reference, developing a framework of a supplier's reference behavior and its short term process of utilizing references, and conceptual structuring of an unstructured and in industrial marketing important phenomenon to four roles.

The materiality of the immaterial. Services sectors and CO2 emissions in Uruguay

This paper analyzes the carbon dioxide emissions of the services sectors subsystem of Uruguay in 2004. Services, with the exception of transport, are often considered intangible because of their low level of direct emissions. However, the provision of services requires inputs produced by other sectors, including several highly materialintensive sectors. Through input–output analysis we investigate the relationship between the services subsystem and the rest of the economy as regards carbon dioxide emissions. This approach allows us to study the importance of the set of services branches as a unit in the economic structure as well as to analyze in detail the relationship between the branches. The results depict that services’ direct emissions are the main component, as a consequence of transport-related sectors. However, the pollution that the services subsystem makes the rest of the economy produce is very significant, and it is almost all explained by non-transport-related sectors. This analysis is useful for determining the sectors in which mitigation policies are more effective, and whether they would be better tackled through technical improvements and better practices or through demand policies.

Minimization of the experimental workload for the prediction of pollutants propagation in rivers. Mathematical modelling and knowledge re-use

The present thesis in focused on the minimization of experimental efforts for the prediction of pollutant propagation in rivers by mathematical modelling and knowledge re-use. Mathematical modelling is based on the well known advection-dispersion equation, while the knowledge re-use approach employs the methods of case based reasoning, graphical analysis and text mining. The thesis contribution to the pollutant transport research field consists of: (1) analytical and numerical models for pollutant transport prediction; (2) two novel techniques which enable the use of variable parameters along rivers in analytical models; (3) models for the estimation of pollutant transport characteristic parameters (velocity, dispersion coefficient and nutrient transformation rates) as functions of water flow, channel characteristics and/or seasonality; (4) the graphical analysis method to be used for the identification of pollution sources along rivers; (5) a case based reasoning tool for the identification of crucial information related to the pollutant transport modelling; (6) and the application of a software tool for the reuse of information during pollutants transport modelling research. These support tools are applicable in the water quality research field and in practice as well, as they can be involved in multiple activities. The models are capable of predicting pollutant propagation along rivers in case of both ordinary pollution and accidents. They can also be applied for other similar rivers in modelling of pollutant transport in rivers with low availability of experimental data concerning concentration. This is because models for parameter estimation developed in the present thesis enable the calculation of transport characteristic parameters as functions of river hydraulic parameters and/or seasonality. The similarity between rivers is assessed using case based reasoning tools, and additional necessary information can be identified by using the software for the information reuse. Such systems represent support for users and open up possibilities for new modelling methods, monitoring facilities and for better river water quality management tools. They are useful also for the estimation of environmental impact of possible technological changes and can be applied in the pre-design stage or/and in the practical use of processes as well.

Financial and Environmental Impacts of a Dry Port to Facilitate Competitiveness of Two Major Transit Seaports of Finland

Environmental problems and issues have received more and more attention during the last decades. Reasons for this are different increased external costs such as congestion, CO2 emission, noise and accident costs. Transportation sector is the only sector with increasing external costs. The EU will increase its attention in decreasing the external costs of transport. Aim of this research was to find out if a dry port solution could decrease costs of transport, especially external costs. Dry port concept is an intermodal transport system, where inland transport between port and dry port is performed by rail transport instead of traditional road transport. In addition, dry ports offer similar services as ports. Research is conducted by performing a literature review about dry port concept and costs of transport, especially external costs of transport. Financial and environmental impacts of the dry port concept are studied by comparing costs of road and rail transport by cost accounting and with a simulation model. Location of dry port is researched with gravitational models. Results of the literature review are that rail transport is environmentally friendlier mode of transport than road transport. Cost model and simulation model show that if only costs of freight movement are considered, rail transport is more inexpensive transport mode than road transport in terms of internal and external costs. Because of that dry port concept could decrease costs of transport, especially external costs. Results of gravitational models are that city of Kouvola is in a good position to be a dry port. Russian transit traffic through Finland improves location of Kouvola to be a dry port.

Analysis of the structure and vibrational spectra of glucose and fructose

Molecular modelling using semiempirical methods AM1, PM3, PM5 and, MINDO as well as the Density Functional Theory method BLYP/DZVP respectively were used to calculate the structure and vibrational spectra of d-glucose and d-fructose in their open chain, alpha-anomer and beta-anomer monohydrate forms. The calculated data show that both molecules are not linear; ground state and the number for the point-group C is equal to 1. Generally, the results indicate that there are similarities in bond lengths and vibrational modes of both molecules. It is concluded that DFT could be used to study both the structural and vibrational spectra of glucose and fructose.

Molecular modeling of asymmetric induction in heterogeneously catalyzed hydrogenation of the C=O bond

Modifiering av metallytor med starkt adsorberade kirala organiska molekyler är eventuellt den mest relevanta teknik man vet i dag för att skapa kirala ytor. Den kan utnyttjas i katalytisk produktion av enantiomeriskt rena kirala föreningar som behövs t.ex. som läkemedel och aromkemikalier. Trots många fördelar av asymmetrisk heterogen katalys jämfört med andra sätt för att få kirala föreningar, har den ändå inte blivit ett allmänt verktyg för storskaliga tillämpningar. Detta beror t.ex. på brist på djupare kunskaper i katalytiska reaktionsmekanismer och ursprunget för asymmetrisk induktion. I denna studie användes molekylmodelleringstekniker för att studera asymmetriska, heterogena katalytiska system, speciellt hydrering av prokirala karbonylföreningar till motsvarande kirala alkoholer på cinchona-alkaloidmodifierade Pt-katalysatorer. 1-Fenyl-1,2-propandion (PPD) och några andra föreningar, som innehåller en prokiral C=O-grupp, användes som reaktanter. Konformationer av reaktanter och cinchona-alkaloider (som kallas modifierare) samt vätebundna 1:1-komplex mellan dem studerades i gas- och lösningsfas med metoder som baserar sig på vågfunktionsteori och täthetsfunktionalteori (DFT). För beräkningen av protonaffiniteter användes också högst noggranna kombinationsmetoder såsom G2(MP2). Den relativa populationen av modifierarnas konformationer varierade som funktion av modifieraren, dess protonering och lösningsmedlet. Flera reaktant–modifierareinteraktionsgeometrier beaktades. Slutsatserna på riktning av stereoselektivitet baserade sig på den relativa termodynamiska stabiliteten av de diastereomeriska reaktant–modifierare-komplexen samt energierna hos π- och π*-orbitalerna i den reaktiva karbonylgruppen. Adsorption och reaktioner på Pt(111)-ytan betraktades med DFT. Regioselektivitet i hydreringen av PPD och 2,3-hexandion kunde förklaras med molekyl–yta-interaktioner. Storleken och formen av klustret använt för att beskriva Pt-ytan inverkade inte bara på adsorptionsenergierna utan också på de relativa stabiliteterna av olika adsorptionsstrukturer av en molekyl. Populationerna av modifierarnas konformationer i gas- och lösningsfas korrelerade inte med populationerna på Pt-ytan eller med enantioselektiviteten i hydreringen av PPD på Pt–cinchona-katalysatorer. Vissa modifierares konformationer och reaktant–modifierare-interaktionsgeometrier var stabila bara på metallytan. Teoretiskt beräknade potentialenergiprofiler för hydrering av kirala α-hydroxiketoner på Pt implicerade preferens för parvis additionsmekanism för väte och selektiviteter i harmoni med experimenten. De uppnådda resultaten ökar uppfattningen om kirala heterogena katalytiska system och kunde därför utnyttjas i utvecklingen av nya, mera aktiva och selektiva kirala katalysatorer.

Induction of plant defense responses by Ocimum gratissimum L. (Lamiaceae) leaf extracts

Aqueous extracts of the leaves of Ocimum gratissimum at 10, 25, 40 and 50% (w/v) concentrations induced the production of phytoalexins in soybean cotyledons and sorghum mesocotyls. The aqueous extracts also induced systemic resistance in cucumber to Colletotrichum lagenarium, reflected by reduction in disease incidence and an increase in chitinase production. Modes of action and the existence of possible elicitors of defense response in O. gratissimum leaf extracts are discussed.

Developing markets of energy biomass – local and global perspectives

The thesis explores global and national-level issues related to the development of markets for biomass for energy. The thesis consists of five separate papers and provides insights on selected issues. The aim of Paper I was to identify methodological and statistical challenges in assessing international solid and liquid biofuels trade and provide an overview of the Finnish situation with respect to the status of international solid and liquid biofuels trade. We found that, for the Finnish case, it is possible to qualify direct and indirect trade volumes of biofuels. The study showed that indirect trade of biofuels has a highly significant role in Finland and may be a significant sector also in global biofuels trade. The purpose of Paper II was to provide a quantified insight into Finnish prospects for meeting the national 2020 renewable energy targets and concurrently becoming a largescale producer of forest-biomass-based second-generation biofuels for feeding increasing demand in European markets. We found that Finland has good opportunities to realise a scenario to meet 2020 renewable energy targets and for large-scale production of wood-based biofuels. The potential net export of transport biofuels from Finland in 2020 would correspond to 2–3% of European demand. Paper III summarises the global status of international solid and liquid biofuels trade as illuminated by several separate sources. International trade of biofuels was estimated at nearly 1 EJ for 2006. Indirect trade of biofuels through trading of industrial roundwood and material by-products comprises the largest proportion of the trading, with a share of about two thirds. The purpose of Paper IV was to outline a comprehensive picture of the coverage of various certification schemes and sustainability principles relating to the entire value-added chain of biomass and bioenergy. Regardless of the intensive work that has been done in the field of sustainability schemes and principles concerning use of biomass for energy, weaknesses still exist. The objective of Paper V was to clarify the alternative scenarios for the international biomass market until 2020 and identify the underlying steps needed toward a wellfunctioning and sustainable market for biomass for energy purposes. An overall conclusion drawn from this analysis concerns the enormous opportunities related to the utilisation of biomass for energy in the coming decades.

Kuljetusmuodoista yhteiskunnalle kohdistuvat kustannukset bulktavaraliikenteessä

Diplomityössä tarkastellaan liikennemuotojen yhteiskunnalle kohdistamia kustannuksia, jotka syntyvät ylläpidosta, investoinneista sekä ulkoisista tekijöistä. Liikenteen hinnoittelussa ei useinkaan huomioida ulkoisia kustannuksia kuten päästöjen, melun sekä onnettomuuksien aiheuttamia kustannuksia, joiden laskentaan ja muodostumiseen tässä diplomityössä kiinnitetään erityisesti huomiota. Työn teoriaosassa selvitetään taustaa liikenteen hinnoittelulle sekä esitetään Suomessa käytössä oleva malli liikenteestä muodostuvien kokonaiskustannuksien huomioimiseksi. Tämän lisäksi vertaillaan ulkoisten kustannuksien laskentaa Suomen ja Euroopan välillä. Empiriaosassa lasketaan yhteiskunnalle kohdistuvat kustannukset kahdessa case esimerkissä. Suomessa liikenteen aiheuttamat kustannukset huomioidaan osana hankearviointeja. Näissä ulkoisten kustannuksien osuus on vähäinen muihin kustannuksiin verrattuna. Kirjallisuusselvityksen sekä empiria osuuden perusteella Suomessa tarvitaan lisäselvitystä ulkoisista kustannuksista, jos halutaan saada niiden arvo vastaamaan paremmin Suomen olosuhteita. Investointi ja ylläpitokustannukset on kohdennettu vain tieliikenteessä ajoneuvosuoritetta kohden. Vastaavaa tietoa ei ole saatavissa muiden tarkasteltujen kuljetusmuotojen osalta.

Warning system based on theoretical-experimental study of dispersion of soluble pollutants in rivers

Information about capacity of transport and dispersion of soluble pollutants in natural streams are important in the management of water resources, especially in planning preventive measures to minimize the problems caused by accidental or intentional waste, in public health and economic activities that depend on the use of water. Considering this importance, this study aimed to develop a warning system for rivers, based on experimental techniques using tracers and analytical equations of one-dimensional transport of soluble pollutants conservative, to subsidizing the decision-making in the management of water resources. The system was development in JAVA programming language and MySQL database can predict the travel time of pollutants clouds from a point of eviction and graphically displays the temporal distribution of concentrations of passage clouds, in a particular location, downstream from the point of its launch.

Turun seudun turvallisen ja kestävän liikkumisen suunnitelma

Turun seudun turvallisen ja kestävän liikkumisen suunnitelma on laadittu seudun kuntien ja Varsinais-Suomen ELY-keskuksen yhteistyönä. Suunnitelmassa on selvitetty liikenneturvallisuuden, liikkumisen, toimintaympäristön ja liikennejärjestelmän nykytilaa sekä kartoitettu liikenneturvallisuusongelmia erilaisten analyysien ja kyselyiden avulla. Nykytila-analyysin pohjalta on asetettu liikenneturvallisuustyön visio ja tavoitteet sekä määritetty toimenpide-ehdotukset. Tavoitteisiin pääsemistä tukevat liikenneympäristön parantamistoimenpiteiden ohjelma, liikkumisen ohjauksen toimintaohjelma sekä hallintokuntien liikenneturvallisuustyön toimenpiteistä kootut toimintasuunnitelmat. Onnettomuusanalyysin perusteella liikenneturvallisuuden tila oli Turun seudulla hieman koko Suomen keskiarvoa heikompi. Seudulla tapahtui vuosina 2001-2010 henkilövahinkoon johtaneita onnettomuuksia keskimäärin 132 / 100 000 asukasta, kun vastaava luku oli 126 koko maan osalta. Kuolemaan johtaneita onnettomuuksia tapahtui seudulla vähemmän, mutta loukkaantumiseen johtaneita onnettomuuksia koko maan keskiarvoa enemmän. Onnettomuuksissa kuoli tai loukkaantui koko maan keskiarvoa enemmän jalankulkijoita ja polkupyöräilijöitä. Lukumäärällisesti eniten onnettomuuksia tapahtui 18–19-vuotiaille, mutta henkilövahinkoon johtaneita onnettomuuksia tapahtui selvästi eniten 15–16-vuotiaille. Seudulla tapahtuneista liikenneonnettomuuksista aiheutui vuosittain keskimäärin 127,2 miljoonan euron kustannukset, josta kuntien osuus oli vuosittain noin 22,3 miljoonaa euroa. Asukkaille suunnatun kyselyn mukaan sekä työmatkat että lyhyet vapaa-ajan matkat tehtiin useimmiten henkilöautolla. Koululaisia pidettiin turvattomimpana tienkäyttäjäryhmänä, ja kävelyä sekä pyöräilyä turvattomimpina kulkutapoina. Välinpitämättömyyttä pidettiin merkittävimpänä syynä erilaisiin liikennerikkomuksiin ja tärkeimmäksi kehittämistarpeeksi nousi liikennekäyttäytyminen. Yhdyskuntarakenteen ja toimintaympäristön analyysin perusteella seudulla on hyvät edellytykset kestävien kulkumuotojen kuten joukkoliikenteen houkuttelevuuden lisäämiselle sekä kävelyn ja pyöräilyn verkoston kehittämiselle. Onnettomuusanalyysin ja valtakunnallisten tavoitteiden pohjalta Turun seudulle asetettiin liikenneturvallisuustyön tavoitteet. Tavoitelaskelman mukaan liikennekuolemien ja loukkaantuneiden määrä tulee puolittaa vuosien 2006-2010 keskiarvosta vuoteen 2020 mennessä. Tavoitteen mukaan liikenteessä kuolee enintään 6 (lähtötaso 12) ja loukkaantuu 236 (lähtötaso 471) vuonna 2020. Vaikutusarvion perusteella voidaan arvioida päästävän tavoitteeseen suunnitelmakauden aikana. Tavoitteiden saavuttaminen on kuitenkin haasteellista ja edellyttää tehokasta yhteistyötä eri tahojen välillä. Tavoitteeseen tulee pyrkiä laajaa keinovalikoimaa käyttäen. Suunnitelmatyön aikana aktivoitiin kuntien turvallisen ja kestävän liikkumisen ryhmät, joiden toiminnan tueksi laadittiin toimintasuunnitelmat sekä vuosikello työn eri vaiheista. Ryhmät vastaavat suunnitelman toteuttamisesta, toteutumisen seurannasta ja tarvittaessa päivittämisestä.

Genetic polymorphisms in the Cytochrome P450 family and squamous cell carcinoma of the oral cavity, pharynx and larynx

Objective:To analyze the genetic polymorphisms of the cytochrome P450 family and their relationship with squamous cell carcinoma of the oral cavity, pharynx and larynx.Methods: We present a narrative literature review, conducted in Pubmed, Lilacs and Cochrane Databases of articles published in the last five years correlating genetic polymorphisms of the cytochrome P450 family and cancer risk in different populations worldwide.Results: We initially found 65 articles and, after selection criteria, 20 case-control studies with various populations worldwide were eligible. The most studied polymorphisms were those of CYP2E1 and CYP1A1 subfamilies. There is little about the other subfamilies. The association found between polymorphisms and cancer risk amounted to a countless number of variables, amongst them: population, selection methods, racial factors and different modes of exposure to carcinogens, genotyping methods, and nomenclature of the polymorphisms.Conclusion: so far, there is no proven link between genetic polymorphisms of cytochrome P450 family and squamous cell carcinoma of the oral cavity, pharynx and larynx relationship.

An experimental investigation of the effects of nozzle ellipticity on the flow structure of co-flow jet diffusion flames

The flow structure of cold and ignited jets issuing into a co-flowing air stream was experimentally studied using a laser Doppler velocimeter. Methane was employed as the jet fluid discharging from circular and elliptic nozzles with aspect ratios varying from 1.29 to 1.60. The diameter of the circular nozzle was 4.6 mm and the elliptic nozzles had approximately the same exit area as that of the circular nozzle. These non-circular nozzles were employed in order to increase the stability of attached jet diffusion flames. The time-averaged velocity and r.m.s. value of the velocity fluctuation in the streamwise and transverse directions were measured over the range of co-flowing stream velocities corresponding to different modes of flame blowout that are identified as either lifted or attached flames. On the basis of these measurements, attempts were made to explain the existence of an apparent optimum aspect ratio for the blowout of attached flames observed at higher values of co-flowing stream velocities. The insensitivity of the blowout limits of lifted flames to nozzle geometry observed in our previous work at low co-flowing stream velocities was also explained. Measurements of the fuel concentration at the jet centerline indicated that the mixing process was enhanced with the 1.38 aspect ratio jet compared with the 1.60 aspect ratio jet. On the basis of the obtained experimental data, it was suggested that the higher blowout limits of attached flames for an elliptic jet of 1.38 aspect ratio was due to higher entrainment rates.

Internationalization of SMEs in the Finnish Food Industry

Food industry in Finland has a long tradition and the new trends and the future of Finnish food industry is going towards functional and healthy food for the consumers in and outside Finland. Small companies operating in this industry face many difficulties in trying to compete and expand to new markets, that is why these companies are the key of innovation and they have done many breakthroughs in the food industry as well. It is therefore important to understand the internationalization process these companies follow and entry strategies they use, and moreover how they use their limited resources in order to be successful in international markets. This thesis via a case study approach deals with the issue of internationalization of SMEs and Finnish food industry. This study supports earlier theories of internationalization, primarily the Uppsala model and acknowledges internationalization as an incremental process. Meaning that psychic distance is indeed the major barrier of internationalization, and acquisition of international knowledge requires significant amount of time which influences the level of resource-commitment in foreign markets. It follows that due to the risks involved in foreign markets, the least resource-intensive modes of market entry such as direct and indirect exports are generally preferred at the start of internationalization process. As of what explains the non-conventional rapid internationalization process, we conclude that in an internationalized industry and country with established trade flows like Finland, the context in which firms operate may be less significant than the varying level of entrepreneurial skills and confidence present therein.

An interaction framework for deploying the knowledge of diasporas: Using Finland as an example

This study discusses the importance of diasporas’ knowledge with regard to the national competitive advantage of Finland. The purpose of this study is to suggest an interaction framework, which illustrates how diasporas can benefit the host country via intentional knowledge spillovers, with two sub-objectives: to seek which features are crucial for productive interaction between a host government and diasporas, and to scrutinize the modes of interaction currently effective in Finland. The theoretical background of the study consists of literature relating to the concepts of diaspora and knowledge. The empirical research conducted for this study is based on expert interviews. The interview data was collected between September and November 2013. Eight interviews were made; five with representatives of expert organizations, and three with immigrants. Thematic analysis was used to categorize and interpret the interview data. In addition, thematic networks were built to act as a basis of analysis. This study finds that knowledge, especially new combinations of knowledge, is a significant input in innovation. Innovation is found to be the basis of national competitive advantage. Thus the means through which knowledge is transferred are of key importance. Diasporas are found a good source of new knowledge, and thus may aid the innovative process. Host country stance and policy are found to have a major impact on the ability of the host country to benefit from diasporas’ knowledge. As a host country, this study finds Finland to have a very fragmented strategy field and a prejudiced attitude, which currently make it difficult to utilize the potential of diasporas. The interaction framework based on these findings suggests ways in which Finland can improve its national competitive advantage through acquiring the innovative potential of diasporas. Strategy revision and increased promotion are discussed as means towards improved interaction. In addition, the importance of learning is emphasized. The findings of this study enhance understanding of the relationship between the concepts of diaspora and knowledge. In addition, this study ties the relationship to economic benefit. Future research is, however, necessary in order to fully understand the meaning of the relationship, as well as to increase understanding of the generalizability of the interaction framework.