Marketing-Sales Cooperation and its Relation on Direct Sales Performance: an Example of a Medium-sized Oil Company

The study touches upon marketing-sales departments’ cooperation and investigates marketing-sales cooperative model within the case company. So that research increases understanding of linkages between Marketing and Sales departments with an illustrative example of Russian medium-sized oil company (LLC Neste St. Petersburg), the subsidiary of Finnish-based Neste Oil. The empirical study is done from marketing and sales perspectives. And for sales main attention was brought to direct sales, both B2B and B2C. Research considers all five domains of cooperation, and among others, study reveals the attitude towards external (market) and internal (product) knowledge, and its mutual use by marketing and sales managers. A qualitative research method, participant observations, and in-depth interviews with upper-management made it possible to explore all facets of joint work. Moreover, research responses the changes in a model of cooperation between marketing and sales when moving from medium size to large company.

The role of business information and knowledge in sales steering

The objective of this study is to find out how sales management can be optimally supported with business information and knowledge. The first chapters of the study focus on theoretical literature about sales planning, sales steering, business intelligence, and knowledge management. The empirical part of the study is a case study for which the material was collected through interviews with the selected people of the company. The findings from the interviews were analyzed, and possible suggestions for solving the problems were made. The case study revealed that sales management requires a multitude of metrics and reports to steer the sales to the desired direction. The information sources can be internal and external, and the optimal solution for satisfying the information needs is a combination of both of these. The simple information should be turned into knowledge by merging the intellectual assets with the information from the firm’s transaction processing systems, in order to promote organizational learning and effective decision-making.

Towards a Strategic Sales Channel Partnership: A Case Study from the IT Services Industry

Strategic partnerships have become a key to competitive advantage and success in a dynamic, global business environment. Partnering provides a strategic response to complex offerings that need multiple sources of technology and knowledge, allowing companies to offer a wider range of services and solutions to meet their customers’ needs. Companies that collaborate with strategic partners in sales channels may significantly grow their business and improve their prospects of winning major contracts. As a consequence, companies are increasingly transforming their go-to-market strategies and sales channel structures to align with the need to create added value to customers together with a business partner. The research objective of this case study is to review and assess the success of an established sales channel partnership in IT services industry and to find ways how to develop it towards a strategic collaboration. The research consists of two main parts. The first part reviews the literature, concluding with the identification of the critical success factors for partnering. The second part sets out for the case findings, focusing on how the success of the established sales channel partnership is perceived by key executives within the partner organizations, and further what actions are required to make the sales channel partnership and joint go-to-market more strategic.

Postcolonial Cultural Identity and the Caribbean White Creole in Jean Rhys’s Wide Sargasso Sea and Phyllis Shand Allfrey’s The Orchid House

Tutkielmassani tarkastelen, miten teokset Wide Sargasso Sea (1966) ja The Orchid House (1953) käsittelevät kulttuuri-identiteettiä henkilöhahmojen luonnissa sekä millaisia yhtäläisyyksiä ja eroja näissä esiintyy. Kulttuuri-identiteetti on yksi jälkikoloniaalisen kirjallisuudentutkimuksen keskeisimmistä teemoista. Tarkastelen tekstejä kahden keskeisen teeman kautta: nimet ja maisemakuvaukset. Molemmat teokset käyttävät näitä teemoja monipuolisesti eri identiteetin osa-alueiden kuvaamiseen. Tarkasteluni keskittyy pääasiassa teosten naispäähahmoihin, mutta käsittelen soveltuvilta osin myös muita henkilöhahmoja. Monet Jean Rhysia ja Phyllis Shand Allfreyta tutkineet kirjallisuuskriitikot ovat olleet haluttomia näkemään teosten välillä olevan yhteyden. Wide Sargasso Sean intertekstuaalinen yhteys Charlotte Brontën teokseen Jane Eyre onkin usein jättänyt hienovaraisemmat intertekstuaaliset viittaukset varjoonsa. Viimeisimpien vuosien aikana on jälkikoloniaalisen kirjallisuudentutkimuksen saralla kuitenkin ollut havaittavissa myönteisempää suhtautumista myös näihin intertekstuaalisiin viittauksiin. Lähtökohtani teosten tarkasteluun on jälkikoloniaalinen kirjallisuudentutkimus ja ensisijaisia teoreettisia lähteitäni ovat muun muassa Patrick Hoganin ja Stuart Hallin käsitykset jälkikoloniaalisesta kulttuuri-identiteetistä. Tarkastelen pääasiallisesti Karibian alueen valkoisten kreolien kulttuuri-identiteettiä. Koska kummankin teoksen keskeisimmät henkilöhahmot ovat pääasiassa naisia, myös naisnäkökulma tulee esiin tutkielmassani. Tutkielmastani käy ilmi, että teosten välillä on selkeä yhteys siinä, millaisia välineitä käytetään kulttuuri-identiteetin kuvaamiseen. Teokset liittyvät kiinteästi dominicalaiseen kirjallisuusperinteeseen, mutta yhteneväisyyksiä on havaittavissa siinä määrin, ettei niitä pystytä selittämään pelkästään samankaltaisella kulttuurisella taustalla.

Comparison of three diagnostic techniques for the detection of leptospires in the kidneys of wild house mice (Mus musculus)

Forty-one wild house mice (Mus musculus) were trapped in an urban area, near railways, in Santa Fe city, Argentina. Both kidneys from each mouse were removed for bacteriological and histological examination. One kidney was inoculated into Fletcher semi-solid medium and isolates were serologically typed. The other kidney was microscopically examined after hematoxylin-eosin, silver impregnation and immunohistochemical stains. Leptospires, all of them belonging to the Ballum serogroup, were isolated from 16 (39%) out of 41 samples. The presence of the agent was recorded in 18 (44%) and in 19 (46%) out of 41 silver impregnated and immunohistochemically stained samples respectively. Additionally, leptospires were detected in high number on the apical surface of epithelial cells and in the lumen of medullary tubules and they were less frequently seen on the apical surface of epithelial cells or in the lumen of the cortical tubules, which represents an unusual finding in carrier animals. Microscopic lesions consisting of focal mononuclear interstitial nephritis, glomerular shrinkage and desquamation of tubular epithelial cells were observed in 13 of 19 infected and in 10 of 22 non-infected mice; differences in presence of lesions between infected and non-infected animals were not statistically significant (P=0,14). The three techniques, culture, silver impregnation and immunohistochemistry, had a high agreement (k³0.85) and no significant differences between them were detected (P>0.05). In addition, an unusual location of leptospires in kidneys of carrier animals was reported, but a relationship between lesions and presence of leptospires could not be established.

Evaluation of skin sensitivity in dogs bearing allergic dermatitis to standardized allergenic extract of house dust and storage mites

The objective of the study was to evaluate whether allergenic extracts of five house dust and storage mite species standardized for humans might be used for the diagnosis of canine atopic dermatitis (CAD). Extracts of Dermatophagoides pteronyssinus (Pyroglyphidae), D. farinae (Pyroglyphidae), Blomia tropicalis (Glycyphagidae), Lepidoglyphus destructor (Glycyphagidae) and Tyrophagus putrescentiae (Acaridae) were evaluated by intradermal testing in 20 healthy dogs (control) and 25 dogs with allergic dermatitis. A significant difference in the response was observed between the two groups (p<0.05). Only one dog (5%) in the control group reacted to the intradermal test, whereas 14 dogs (56%) in the allergic group were positive for at least one extract (odds ratio = 24.2). Most of the positive reactions observed in the allergic group occurred against the extracts of T. putrescentiae or L. destructor, each inducing reactions in 10 dogs (40%). D. farinae, D. pteronyssinus e B. tropicalis extracts induced reactions in 7 (28%), 3 (12%) and 3 (12%) dogs, respectively. The allergenic extracts standardized for humans evaluated in the present study may be used as a tool to complement the diagnosis of the disease, as well as to select potential allergen candidates for allergen-specific immunotherapy.

Exploring relationship between marketing and sales - a case study of B2B ICT solution sales

Following the current trend of companies in changing and developing their businesses from transactional approach to relationship and solution oriented approach has set new requirements to internal cooperation of companies too. The relationship between marketing and sales has been identified to be critical to company's success here, but surprisingly little is known about it. The purpose of this study was to deepen understanding of the relationship between sales and marketing in business-to-business sales from operative sales employees' perspectives in solution selling context. The aim was to develop an explorative analytical construction and framework of the interface. The study was conducted as a literature review and an empirical qualitative explorative single case study. The data was collected by conducting six thematic interviews with sales employees of the case company. Observing sales and marketing, written documents and other materials used in sales were used as secondary source of information. The data was analyzed using qualitative case study analysis methods. The findings of the study support previous research findings of the interface between marketing and sales but also bring new propositions as analytical framework to construct the interface. As such, the interface was found to be a multi-dimensional and complex dynamic construction. As results of this study, there was an exploratory framework constructed. The construction consists of three explorative contexts of the interface: internal context, relationship emphasizing context and solution selling context. These contexts are further divided into lower levels as an outcome of the analysis. In addition the identified contexts, there are also conceptual domains identified, which are common to all the contexts. The role of mutual, cross-functional knowledge creation was found to be central in the interface.

Applications of augmented reality for sales in apparel industry in Russia

The sustainable growth of video interactivity technologies on different platforms in the lasts years opens good prospects for augmented reality technology adoption on different markets. In the end of 2011 there was an improvement in technology which allows building the 3D model of human body. Such an improvement could be used in apparel industry. The main goal of the study is to understand the level of acceptance of augmented reality as a technology on the Russian apparel market. For a more accurate investigation, a new model accounting for augmented reality characteristics, as well as for similarities and differences between online and offline customer behavior in apparel industry, was developed. As a result of the survey, the weights of different purchase intention factors for Russian consumer were found, and the information about Russian consumers’ preferences towards the augmented reality features in apparel market, especially in fitting time, real-time interaction and fitting quality peculiarities, was presented.

Serological identification of house dust mite allergens in dogs with atopic dermatitis

House dust mite antigens have been used for decades to diagnose allergic diseases in humans and animals. The objective of this study was to identify allergens in commercial Dermatophagoides farinae and Blomia tropicalis extracts by immunoblotting using sera from allergic dogs and anti-dog IgE conjugate. The analysis of antigens present in the D. farinae extract (FDA Allergenic) using sera from 10 dogs allergic to D. farinae showed that eight sera recognized a band of approximately 102 kDa, eight recognized two bands of 52 to 76 kDa, five recognized one band of approximately 76 kDa, four recognized one band of 31 to 38 kDa, and two recognized one band of 12 to 17 kDa. Immunoblot assays of the B. tropicalis extract (FDA Allergenic) using sera from 10 animals allergic to B. tropicalis showed that five sera recognized two bands of 52 to 76 kDa. These results demonstrate the importance of the two house dust mite species for the pathogenesis of canine atopic dermatitis in Brazil. In addition, the results indicate which allergens should be present in allergenic extracts used for diagnosis and allergen-specific immunotherapy.

In-House Validation of Capillary Electrophoresis Method

Capillary electrophoresis method designed originally for the analysis of monosaccharides was validated using reference solutions of polydatin. The validation was conducted by studying and determining the concentration levels of LOD and LOQ and the range of linearity and by determining levels of uncertainty in respect to repeatability and reproducibility. The reliability of the gained results is also discussed. A guide with recommendations considering the validation and overall design of analysis sequences with CE is also produced as a result of this study.

Development of sales invoicing process in industrial services

The objective of this Master’s thesis is to find ways to streamline the invoicing process of the case company. In order to streamline the process, the bottlenecks and development areas of the present invoicing process needs to be identified. The bottlenecks are based on interviews made to personnel. The thesis also offers solutions to overcome the identified bottlenecks. The problem is the slowness of the invoicing process which should get rid off. The slow invoicing process causes delays in obtaining payments. There are many reasons for the slowness and inefficiency of the invoicing process. One of the biggest reasons is that the information systems are not deployed entirely. It causes additional work for everyone. Practices with the customers affect also to the smooth flow of invoicing. The contracts determine when the customer can be invoiced but also work approvals, missing work orders and customer’s own invoicing basis slow the process. The fastest and cheapest solution is to deploy the systems better and do things correctly. Thus duplicated work would decrease and resources would be saved. The work allocation should be modified and the practices with customer should be influenced too. In the future the meaning of IT should be highlighted and new devices exploited.

Ocorrência de auto-incompatibilidade homomórfica em Mitracarpus longicalyx E. B. Souza & M. F. Sales (Rubiaceae - Spermacoceae)

O estudo da biologia reprodutiva de Mitracarpus longicalyx E.B. Souza & M.F. Sales foi realizado durante os meses de setembro a dezembro de 2004, em Feira de Santana, BA, Brasil. Esta espécie é uma erva anual ocorrente em áreas de caatinga, florescendo de junho a dezembro. As inflorescências são glomérulos com 90 flores em média, que apresentam corola hipocrateriforme, medindo 4-5 mm de comprimento e coloração branca, sendo visitadas e polinizadas por borboletas da espécie Hemiargus hanno hanno (Stoll, 1790) (Lycaenidae). As flores são protândricas, com duração da fase estaminada de três dias e da fase pistilada de cinco dias. Não ocorre sobreposição das duas fases na mesma flor, mas podem ocorrer flores em diferentes fases na mesma inflorescência. Polinizações experimentais indicaram que M. longicalyx é uma espécie auto-incompatível não agamospérmica, com produção natural de frutos elevada (97,8%) na população estudada. A frutificação também foi elevada nas polinizações cruzadas manuais (82,3%), não ocorrendo frutificação nas polinizações manuais geitonogâmicas. Tubos polínicos provenientes de polinizações cruzadas alcançaram o ovário dentro de 24 horas, enquanto que grãos de pólen provenientes de autopolinização não germinaram ou, quando germinaram, não penetraram as papilas estigmáticas. Os resultados indicam que M. longicalyx possui auto-incompatibilidade homomórfica, possivelmente do tipo esporofítica, atuando em adição à protandria no impedimento da autofertilização. Auto-incompatibilidade homomórfica é muito rara nas Rubiaceae, uma família com abundante ocorrência de auto-incompatibilidade heteromórfica.

Creating risk measurement model to project portfolio management in construction company

This thesis was carried out as a case study of a company YIT in order to clarify the sev-erest risks for the company and to build a method for project portfolio evaluation. The target organization creates new living environment by constructing residential buildings, business premises, infrastructure and entire areas worth for EUR 1.9 billion in the year 2013. Company has noted project portfolio management needs more information about the structure of project portfolio and possible influences of market shock situation. With interviews have been evaluated risks with biggest influence and most appropriate metrics to examine. The major risks for the company were evaluated by interviewing the executive staff. At the same time, the most appropriate risk metrics were considered. At the moment sales risk was estimated to have biggest impact on company‟s business. Therefore project port-folio evaluation model was created and three different scenarios for company‟s future were created in order to identify the scale of possible market shock situation. The created model is tested with public and descriptive figures of YIT in a one-year-long market shock and the impact on different metrics was evaluated. Study was conducted using con-structive research methodology. Results indicate that company has notable sales risk in certain sections of business portfolio.

Benefits of sales force automation to salespeople and to their customers in business-to-business markets

This study applied qualitative case study method for solving what kind of benefits salespeople and their customers perceived to gain when sales reps used a specific sales force automation tool, that defined the values and identified segment that best fit to each customer. The data consisting of four interviews was collected using semi-structured individual method and analyzed with thematic analysis technique. The analysis revealed five salespeople perceived benefits and four customer perceived benefits. Salespeople perceived benefits were improvements in customer knowledge, guidance of sales operations, salesperson-customer relationship building, time management and growing performance. Customer perceived benefits were information transmission, improved customer service, customer-salesperson relationship building and development of operations, which of the last was found as a new previously unrecognized customer benefit.