ATTITUDES TOWARD RUSSIAN CUSTOMERS IN THE FINNISH RETAIL TRADE SECTOR – A salesperson’s point of view

The amount of Russian tourists in Finland has increased significantly in the past years. The impact of Russian tourism to the Finnish retail trade sector is enormous, since Russian tourists often spend a lot of money particularly on shopping. Shopping tourism is mainly focused in the near border cities, such as Imatra and Lappeenranta, and in addition in Helsinki metropolitan area. The purpose of this study is to map the attitudes and perceptions of the sales personnel who are working in the Finnish retail trade sector towards Russian customers and to discover which elements affect these attitudes. The theories in this study are based on cultural elements and elements related to sales behavior and performance. Cultural differences between Finland and Russia, cultural distance and cultural intelligence form the cultural aspect of this study. Customer orientation vs. sales orientation (SOCO), adaptive selling, selling skills and job competency, salesperson’s affect and empathy toward customers, and job autonomy form the elements concerning sales behavior and performance. Furthermore, the attitude – behavior link, based on social psychology is addressed. A survey was conducted in two retail trade chains operating in Finland. These retail companies have stores and department stores in different geographical areas in Finland and the survey was conducted in altogether 19 cities. In addition to the theories that were discussed, two expert interviews were conducted in order to get a deeper understanding of the phenomenon at hand. Moreover the interviews helped in the formulation of the hypotheses and the questionnaire design. The questionnaires were sent directly to the stores, where they were placed so that they were available for the sales personnel. Altogether 487 usable responses were collected. The returned questionnaires were analyzed with IBM SPSS 21 statistics program. The results of this study indicated that the attitudes toward Russian customers are more negative compared to other foreign customers. However, the respondents’ attitudes toward and perceptions of Russian customers varied a lot. From the background variables age, education level, length of employment in current workplace, and length of experience in customer service had an effect on the attitudes of the respondents. In addition, the perceptions of Russian customers were more positive in the Eastern Finland compared to Helsinki metropolitan area. The cultural elements; cultural knowledge, cultural distance and cultural intelligence all affected the attitudes of the respondents. From the elements related to sales behavior and performance customer orientation, salesperson’s affect and empathy toward customers, and perceived job autonomy had an effect on the attitudes

Is more information always good? : investigating the impact of website interface features on e-retailer's sales performance

A number of frameworks have been suggested for online retailing, but still there exists little consensus among researchers and practitioners regarding the appropriate amount of information critical and essential to the improvement of customers' satisfaction and their purchase intention. Against this backdrop, this study contributes to the current practical and theoretical discussions and conversations about how information search and perceived risk theories can be applied to the management of online retailer website features. This paper examines the moderating role of website personalization in studying the relationship between information content provided on the top US retailers' websites, and customer satisfaction and purchase intention. The study also explores the role played by customer satisfaction and purchase intention in studying the relationship between information that is personalized to the needs of individual customers and online retailers' sales performance. Results indicate that the extent of information content features presented to online customers alone is not enough for companies looking to satisfy and motivate customers to purchase. However, information that is targeted to an individual customer influences customer satisfaction and purchase intention, and customer satisfaction in tum serves as a driver to the retailer's online sales performance.

Propuesta de mejoramiento de la política de inventarios de la empresa Wholesale and Retail Place LLC

Wholesale and Retail place LLC, es una empresa que nace en el año 2012 en la ciudad de Carteret, Nueva Jersey dedicada a la comercialización y distribución de ropa para mujer colombiana en Estados Unidos. De esta manera, la problemática abordada en este proyecto será la influencia de la política de inventarios en el desempeño de la empresa. A partir de esto, se plantea realizar un mejoramiento de la política de gestión de inventarios, recurso que procure cambiar el modelo operativo de negocio mediante un enfoque a la transición, desde una pequeña hasta una mediana empresa, con énfasis en la perdurabilidad y sostenibilidad de la compañía.

SPARTIAN: Propuesta de mejoramiento de la gestión comercial de la empresa Wholesale and Retail Place LLC

El propósito básico de este proyecto es optimizar el proceso de ventas de la empresa internacional Wholesale and Retail Place LLC a través de una solución tecnológica. Para esto, se busca diagnosticar los procesos de gestión comercial de la empresa a través de indicadores que permitan medir su situación actual, con el propósito de implementar una aplicación móvil que se articule con la fuerza comercial que apoya el proceso de ventas, y se genere un impacto positivo en los indicadores formulados después de la aplicación de la herramienta móvil.

The impact of E-commerce on retail real estate in the UK

This article summarizes the main research findings from the first of a series of annual surveys conducted for the British Council of Shopping Centres. The study examines the changing pattern of retailing in the United Kingdom and provides an overview of key research from previous studies in both the U.K. and the United States. The main findings are then presented, including an examination of the impact of e-commerce on sales and rental values and on the future space and ownership / leasing requirements of U.K. retailers for 2000-2005. The impact on a shopping center in a case study town in the U.K. is also considered. The difficulties of isolating the impact of e-commerce from other forces for change in retailing are highlighted. In contrast to other viewpoints, the results show that e-commerce will not mean the death of conventional store-based U.K. retailing, although further benchmark research is needed.

Future shock or e-hype?: the impact of online shopping on UK retail property

This research examines the impact of ecommerce on sales and rental values and on the future space and ownership/leasing requirements of UK retailers for 2000-2005. The independent study, commissioned by BCSC (and funded by BCSC Educational Trust with support from the RICS Education Trust), included a major postal survey, follow-up interviews, a retail focus group, and shopper survey and case study of Cyberton, a town in the South East of England. The study was conducted by the Research Department of The College of Estate Management between June and December 2000.

eRPUK 2003: eCommerce and Retail Property in the UK: third annual benchmarking survey

This new survey, which has just been completed and includes brand new data, has been funded by the RICS Education Trust and the European Shopping Centre Trust. It follows up our 2000 survey of UK retailers, investors and developers. The report presents results from our new 2001 survey. This continuing benchmark series of studies includes an extensive review of developments in ecommerce and retail in Europe and the USA. The survey reveals a cooling in attitude towards ecommerce in the UK, but there is rapid growth in some sectors and polarisation and marginalisation of secondary centres are likely to increase. In Europe the growth of a three tier system of ecommerce 'pioneers', 'followers' and 'laggards' is becoming established, and the research also reveals results from a recent joint survey on US and UK retailers conducted with Colorado State University. There is a danger of complacency as UK online sales (in percentage terms) now outstrip USA.

Retail multinationals and globalization: the evidence is regional

This paper reports an empirical study of the world’s 49 largest retail multinational enterprises (MNEs). Of these only one MNE is found to be a ‘global’ MNE, while five are ‘bi-regional’, i.e. with at least 20 per cent of sales in two parts of the ‘triad’ of the European Union, North America (NAFTA) and Asia. The remaining MNEs are either purely domestic or have sales in only their home-triad market. Thus, we conclude that the retail MNEs neither operate globally nor do they need global strategies. Instead, they are mainly regional MNEs and their focus is local, home-triad market-oriented.

The effects of Ikea and external shopping centers on regional trade and retail growth : A comparative analysis of Ikea’s establishment in Kalmar and Karlstad

This paper examines the effects of Ikea store establishment in Kalmar and Karlstad on the trade and retail inside the two cities, and as well on the trade and retail in the close neighboring municipalities and in further peripheral municipalities in both regions. After the establishment of Ikea store, Kalmar and Karlstad have experienced significant growth in trade and retail. The question, however, is how big this growth is in both cities? And how different locations on different distances from Ikea have been affected? What impact there was on different segments of the retail? How different business branches have been affected? How large the catchment area for the emerging new large-scale retail locations is? These questions, in addition to few others, are investigated in this paper. The thesis starts with an introduction chapter containing a background of the topic, problem description, the investigated questions, the purpose, and the outline of the paper. The next chapter includes the frame of reference which consists of literature review and theoretical framework about the external shopping centers and their impact on retail and regional trade development. It includes also information gathered from previous studies technical reports and other available sources about the subject. The third chapter includes description for the methods used to collect the primary and secondary data needed for the purpose of this study. Then the empirical framework which demonstrates the results of the conducted research followed by analysis and concluded in discussion and conclusion. Mixed methods are used as research strategy in this thesis, and the method to conduct the research is based on telephone interviews for the primary (qualitative) data, and documents and desk research for the secondary (quantitative) data. The gathered data is analyzed and designed in a way that allows the usage of comparative analysis technique to present the findings and draw conclusions. The results showed that new established Ikea retail store outside the city boundaries results with many effects on the city center and on the neighboring municipalities as well. The city center seems not to be affected negatively, but on the contrary positive effects were witnessed in both regions, these positive effects are linked to the increase inflow of customers from the external retail area which is known as spillover effect. III On the other hand, the neighboring towns and municipalities are more negatively affected especially with the trade of con-convenience goods as the consumers in these towns and municipalities start to go to the area of Ikea and the large external retail center to do their purchasing, the substitution effect is then said to be occurred. Moreover, the further far municipalities do not seem to be significantly affected by the establishment of Ikea. These effects whether positive or negative could be monitored by looking to few trade parameters such as the turnover, the sales index, and the consumers’ expenditure, these parameters can be very useful to measure the developments and changes in the trade and retail in a given place. 

The behavior of temporary sales in a macroeconomic context

Nós investigamos promoções temporárias usando uma base de dados detalhada de 13 anos sobre preços ao consumidor no Brasil, com cotações de preços coletadas decendialmente. Nós encontramos forte evidências da existência de relação entre a frequência e tamanho de promoções e as variáveis macroeconômicas. A crença comum na literatura de que promoções não reagem a mudanças nas variáveis macroeconômicas pode ser devido a baixa volatilidade do cenário macro- econômico nos países analisados até o presente momento.

Effect of price and in-store promotion on sales: a study of distinct regions in an emerging market

Increasing competition caused by globalization, high growth of some emerging markets and stagnation of developed economies motivate Consumer Packaged Goods (CPGs) manufacturers to drive their attention to emerging markets. These companies are expected to adapt their marketing activities to the particularities of these markets in order to succeed. In a country classified as emerging market, regions are not alike and some contrasts can be identified. In addition, divergences of marketing variables effect can also be observed in the different retail formats. The retail formats in emerging markets can be segregated in chain self-service and traditional full-service. Thus, understanding the effectiveness of marketing mix not only in country aggregated level data can be an important contribution. Inasmuch as companies aim to generate profits from emerging markets, price is an important marketing variable in the process of creating competitive advantage. Along with price, promotional variables such as in-store displays and price cut are often viewed as temporary incentives to increase short-term sales. Managers defend the usage of promotions as being the most reliable and fastest manner to increase sales and then short-term profits. However, some authors alert about sales promotions disadvantages; mainly in the long-term. This study investigates the effect of price and in-store promotions on sales volume in different regions within an emerging market. The database used is at SKU level for juice, being segregated in the Brazilian northeast and southeast regions and corresponding to the period from January 2011 to January 2013. The methodological approach is descriptive quantitative involving validation tests, application of multivariate and temporal series analysis method. The Vector-Autoregressive (VAR) model was used to perform the analysis. Results suggest similar price sensitivity in the northeast and southeast region and greater in-store promotion sensitivity in the northeast. Price reductions show negative results in the long-term (persistent sales in six months) and in-store promotion, positive results. In-store promotion shows no significant influence on sales in chain self-service stores while price demonstrates no relevant impact on sales in traditional full-service stores. Hence, this study contributes to the business environment for companies wishing to manage price and sales promotions for consumer brands in regions with different features within an emerging market. As a theoretical contribution, this study fills an academic gap providing a dedicated price and sales promotion study to contrast regions in an emerging market.

Customer Evolution in Sales Channel Migration

This research has been triggered by an emergent trend in customer behavior: customers have rapidly expanded their channel experiences and preferences beyond traditional channels (such as stores) and they expect the company with which they do business to have a presence on all these channels. This evidence has produced an increasing interest in multichannel customer behavior and it has motivated several researchers to study the customers’ channel choices dynamics in multichannel environment. We study how the consumer decision process for channel choice and response to marketing communications evolves for a cohort of new customers. We assume a newly acquired customer’s decisions are described by a “trial” model, but the customer’s choice process evolves to a “post-trial” model as the customer learns his or her preferences and becomes familiar with the firm’s marketing efforts. The trial and post-trial decision processes are each described by different multinomial logit choice models, and the evolution from the trial to post-trial model is determined by a customer-level geometric distribution that captures the time it takes for the customer to make the transition. We utilize data for a major retailer who sells in three channels – retail store, the Internet, and via catalog. The model is estimated using Bayesian methods that allow for cross-customer heterogeneity. This allows us to have distinct parameters estimates for a trial and an after trial stages and to estimate the quickness of this transit at the individual level. The results show for example that the customer decision process indeed does evolve over time. Customers differ in the duration of the trial period and marketing has a different impact on channel choice in the trial and post-trial stages. Furthermore, we show that some people switch channel decision processes while others don’t and we found that several factors have an impact on the probability to switch decision process. Insights from this study can help managers tailor their marketing communication strategy as customers gain channel choice experience. Managers may also have insights on the timing of the direct marketing communications. They can predict the duration of the trial phase at individual level detecting the customers with a quick, long or even absent trial phase. They can even predict if the customer will change or not his decision process over time, and they can influence the switching process using specific marketing tools

Implantación de un sistema de depósito, devolución y retorno en el mercado retail español

“Quien contamina, paga“, con esta premisa surgió la idea de este Trabajo Fin de Máster, en adelante TFM, cuyo objetivo era identificar medidas alternativas reales para una optimización del proceso actual de gestión de residuos sólidos urbanos ante una sociedad cada vez más superpoblada y con mayores ratios de consumo. Cada español genera anualmente un volumen de 485 Kg de residuos, de los cuales únicamente el 33 % son reciclados y pueden volver a un flujo normal de uso, especialmente preocupante durante los últimos años es el auge de los productos envasados, tanto de bebidas como de alimentos , cuya utilización se ha duplicado en la última década. La motivación de este trabajo Fin de Máster ha sido la de poner de manifiesto que la sostenibilidad con el medioambiente puede ir de la mano de la rentabilidad y del progreso. Durante este TFM se ha estudiado y analizado la viabilidad económica de implantación de un nuevo modelo de depósito, devolución y retorno en el mercado retail español y como con la adopción de este nuevo sistema se pueden lograr beneficios tanto para el propio minorista, como para el medio ambiente con ratios de reciclado superiores al 98%. La preocupación por el medio ambiente empieza a ser una constante entre los consumidores españoles y dicha preocupación comienza a ser influenciadora en las decisiones de compra (productos eco, sostenibilidad…). Nuestra propuesta consiste en dotar a los principales distribuidores del sector retail español de un sistema de depósito, devolución y retorno para envases de bebidas capaz de generar diferenciación, innovación y rentabilidad frente a la competencia. Dicho sistema consiste en pagar un depósito por cada envase de bebida que se adquiera y su correspondiente devolución en la siguiente compra, una vez que se devuelva vacío al establecimiento. Para ello se ha analizado el sector de la distribución en España, especialmente la distribución de bebidas. Se trata de un sector muy competitivo, que presenta varios formatos en función del tamaño del establecimiento (Hipermercados, Supermercados, tiendas tradicionales). Las principales empresas distribuidoras (Carrefour, Mercadona, Alcampo, Eroski, DIA) se encuentran en procesos de cambios estratégicos para lograr atraer a más consumidores hacia sus tiendas, por lo que nuestra propuesta podrá añadir valor a la hora de influenciar en la decisión del lugar de compra. En nuestro caso, nos dirigiremos principalmente a las grandes empresas distribuidoras, Hipermercados de más de 2.500 m2 ,que cuentan con más de 500 puntos de venta y distribución donde existe la posibilidad real de implantar un SDDR. Además se ha realizado un estudio de mercado sobre la influencia de dicho sistema en el consumidor final, donde se ha detectado dos segmentos principales cuya decisión de compra se vería muy influenciada por la implantación de un SDDR, un segmento Sénior, entre 45-54 años, preocupados por el medio ambiente y con poder adquisitivo suficiente como para que el pago del depósito no sea bloqueante, y un segmento Junior, entre 18-24 años, también muy concienciado el medio ambiente, de capacidad económica menor pero qué influye en la decisión de compra de sus progenitores. Para llevar a cabo este plan de negocio será necesario una inversión inicial de 57.000 €, con unas expectativas de recuperación de dicha inversión en el primer año y una TIR del 56%, presentando un VAN de 127.961 € para los 7 años de vida del proyecto. Para dar a conocer a los clientes del Hipermercado los beneficios de utilizar un sistema SDDR, se realizarán campañas de marketing a través de diferentes canales, promociones de apertura, acciones de marketing exteriores y planes de fidelización. La organización e implantación en el Hipermercado será muy sencilla con roles claramente diferenciados, únicamente involucraría a unos 9 recursos definidos y en aproximadamente 3 meses desde el inicio del proyecto ya se podría ofertar dicho servicio a los clientes del Hipermercado. Además se han analizado los principales riesgos a los que se enfrentaría el negocio, ponderándose en una matriz impacto-probabilidad. Se han establecido medidas correctoras en el caso que dicho riesgo aflore. Habrá que tener especialmente precaución con la pérdida de ventas durante el arranque del negocio en el caso que esto ocurra, por lo que se deberá controlar el gasto, fomentar la captación de clientes y mantener un fondo de maniobra lo suficientemente elevado como para absorber dicho riesgo.---ABSTRACT---“Polluters pay”, with this premise this TFM aimed at identifying real alternative measures for optimization of the current process of solid waste management in a crowded society and with greater consumption ratios. Spaniards generates an annual volume of 485 kg of waste; only 33 % are recycled and can return to a normal flow. Specially concern is the increased of packaged product in recent years, mainly drink and food, their use has been duplicated in the last decade. The motivation for this Thesis was to highlight that sustainability, profitability and progress can go together. During this TFM has been studied and analyzed the economic feasibility of implementing a new model of deposit , refund and return in the Spanish retail market and as with the adoption of this new system can achieve benefits for the retailer itself therefore to the environment with ratios above 98% recycled. Concern for the environment is becoming a constant among Spanish consumers , and this concern is becoming influencer in purchasing decisions ( eco, sustainability ... ) . Our proposal is to provide the main distributors of the Spanish retail sector a system of deposit, refund and return for beverage containers capable of generating differentiation, innovation and profitability over the competition. This system is to pay a deposit for each beverage container they purchase and their corresponding return in the next purchase, once they return empty to the establishment. For this we have analyzed the distribution sector in Spain, especially the distribution of beverages. This is a highly competitive industry, which features various formats depending on the size of establishments (hypermarkets, supermarkets, traditional shops). The main distribution companies (Carrefour, Mercadona, Alcampo, Eroski, DIA) are in the process of strategic changes in order to attract more consumers to their stores, so that our approach can add value in influencing the decision of place shopping. In our case, we will go mainly to large distributors, Hypermarkets of over 2,500 m2, which have more than 500 outlets and distribution where there is a real possibility of implementing a SDDR. It has also conducted a market study on the influence of that system on the final consumer, which has detected two main segments whose purchasing decisions would be greatly influenced by the introduction of a SDDR, a Senior segment, 45-54 years concerned about the environment and purchasing power enough that the deposit is not blocking, and a Junior Segment, aged 18-24, also concern with environment, lower economic capacity but what influences the decision purchase of their parents). To carry out this business plan will require an initial investment of 57,000 €, with expectations of recovery of such investment in the first year and an IRR of 56%, with an NPV of € 127,961 for the 7 years of the project . To publicize hypermarket customers the benefits of using a SDDR system, marketing campaigns conducted through different channels, opening promotions, marketing activities and external loyalty schemes. The organization and implementation in the Hypermarket is easy with distinct roles, involve only about 9 resourced and in about 3 months from the start of the project and could offer this service to customers in the hypermarket. We have also analyzed the main risks and established corrective measures to surface that risk . We should take caution with lost sales during startup of the business, such as control spending, customer retention and maintaining enough working capital.

Estudio teórico-experimental sobre el deterioro en tableros de puentes de hormigón producido por la acción del hielo-deshielo con sales de fundentes

El deterioro del hormigón por ciclos de hielo-deshielo en presencia de sales fundentes es causa frecuente de problemas en los puentes e infraestructuras existentes en los países europeos. Los daños producidos por los ciclos de hielo-deshielo en el hormigón pueden ser internos, fundamentalmente la fisuración y/o externos como el descascarillamiento (desgaste superficial). La España peninsular presenta unas características geográficas y climáticas particulares. El 18% de la superficie tiene una altura superior a 1000mts y, además, la altura media geográfica con respecto al nivel del mar es de 660mts (siendo el segundo país más montañoso de toda Europa).Esto hace que la Red de Carreteras del Estado se vea afectada, durante determinados periodos, por fenómenos meteorológicos adversos, en particular por nevadas y heladas, que pueden comprometer las condiciones de vialidad para la circulación de vehículos. Por este motivo la Dirección General de Carreteras realiza trabajos anualmente (campañas de vialidad invernal, de 6 meses de duración) para el mantenimiento de la vialidad de las carreteras cuando éstas se ven afectadas por estos fenómenos. Existen protocolos y planes operativos que permiten sistematizar estos trabajos de mantenimiento que, además, se han intensificado en los últimos 10 años, y que se fundamentan en el empleo de sales fundentes, principalmente NaCl, con la misión de que no haya placas de hielo, ni nieve, en las carreteras. En zonas de fuerte oscilación térmica, que con frecuencia en España se localizan en la zona central del Pirineo, parte de la cornisa Cantábrica y Sistema Central, se producen importantes deterioros en las estructuras y paramentos de hormigón producidos por los ciclos de hielo- deshielo. Pero además el uso de fundentes de vialidad invernal acelera en gran medida la evolución de estos daños. Los tableros de hormigón de puentes de carretera de unos 40-50 años de antigüedad carecen, en general, de un sistema de impermeabilización, y están formados frecuentemente por un firme de mezcla asfáltica, una emulsión adherente y el hormigón de la losa. En la presente tesis se realiza una investigación que pretende reproducir en laboratorio los procesos que tienen lugar en el hormigón de tableros de puentes existentes de carreteras, de unos 40-50 años de antigüedad, que están expuestos durante largos periodos a sales fundentes, con objeto de facilitar la vialidad invernal, y a cambios drásticos de temperatura (hielo y deshielo). Por ello se realizaron cuatro campañas de investigación, teniendo en cuenta que, si bien nos basamos en la norma europea UNE-CEN/TS 12390-9 “Ensayos de hormigón endurecido. Resistencia al hielo-deshielo. Pérdida de masa”, se fabricaron probetas no estandarizadas para este ensayo, pensado en realidad para determinar la afección de los ciclos únicamente a la pérdida de masa. Las dimensiones de las probetas en nuestro caso fueron 150x300 mm, 75 x 150mm (cilíndricas normalizadas para roturas a compresión según la norma UNE-EN 12390-3) y 286x76x76 (prismáticas normalizadas para estudiar cambio de volumen según la norma ASTM C157), lo cual nos permitió realizar sobre las mismas probetas más ensayos, según se presentan en la tesis y, sobre todo, poder comparar los resultados con probetas extraídas de dimensiones similares en puentes existentes. En la primera campaña, por aplicación de la citada norma, se realizaron ciclos de H/D, con y sin contacto con sales de deshielo (NaCl en disolución del 3% según establece dicha norma). El hormigón fabricado en laboratorio, tratando de simular el de losas de tableros de puentes antiguos, presentó una fc de 22,6 MPa y relación agua/cemento de 0,65. Las probetas de hormigón fabricadas se sometieron a ciclos agresivos de hielo/deshielo (H/D), empleando una temperatura máxima de +20ºC y una temperatura mínima de -20ºC al objeto de poder determinar la sensibilidad de este ensayo tanto al tipo de hormigón elaborado como al tipo de probeta fabricado (cilíndrica y prismática). Esta campaña tuvo una segunda fase para profundizar más en el comportamiento de las probetas sometidas a ciclos H/D en presencia de sales. En la segunda campaña, realizada sobre probetas de hormigón fabricadas en laboratorio iguales a las anteriores, la temperaturas mínima del ensayo se subió a -14ºC, lo que nos permitió analizar el proceso de deterioro con más detalle. (Realizando una serie de ensayos de caracterización no destructivos y otros destructivos, y validando su aplicación a la detección de los deterioros causados tras los ensayos acelerados de hielodeshielo. También mediante aplicación de técnicas de microscopía electrónica.) La tercera campaña, se realizó sobre probetas de hormigón de laboratorio similares a las anteriores, fc de 29,3Mpa y relación a/c de 0,65, en las que se aplicó en una cara un revestimiento asfáltico de 2-4cms, según fueran prismáticas y cilíndricas respectivamente, compuesto por una mezcla asfáltica real (AC16), sobre una imprimación bituminosa. (Para simular el nivel de impermeabilización que produce un firme sobre el tablero de un puente) La cuarta campaña, se desarrolló tras una cuidadosa selección de dos puentes de hormigón de 40-50 años de antigüedad, expuestos y sensibles a deterioros de hielodeshielo, y en carreteras con aportación de fundentes. Una vez esto se extrajeron testigos de hormigón de zonas sanas (nervios del tablero), para realizar en laboratorio los mismos ensayos acelerados de hielo-deshielo y de caracterización, de la segunda campaña, basados en la misma norma. De los resultados obtenidos se concluye que cuando se emplean sales fundentes se acelera de forma significativa el deterioro, aumentando tanto el contenido de agua en los poros como el gradiente generado (mecanismo de deterioro físico). Las sales de deshielo aceleran claramente la aparición del daño, que se incrementa incluso en un factor de 5 según se constata en esta investigación para los hormigones ensayados. Pero además se produce un gradiente de cloruros que se ha detectado tanto en los hormigones diseñados en laboratorio como en los extraídos de puentes existentes. En casi todos los casos han aparecido cambios en la microestructura de la pasta de cemento (mecanismo de deterioro químico), confirmándose la formación de un compuesto en el gel CSH de la pasta de cemento, del tipo Ca2SiO3Cl2, que posiblemente está contribuyendo a la alteración de la pasta y a la aceleración de los daños en presencia de sales fundentes. Existe un periodo entre la aparición de fisuración y la pérdida de masa. Las fisuras progresan rápidamente desde la interfase de los áridos más pequeños y angulosos, facilitando así el deterioro del hormigón. Se puede deducir así que el tipo de árido afecta al deterioro. En el caso de los testigos con recubrimiento asfáltico, parece haberse demostrado que la precipitación de sales genera tensiones en las zonas de hormigón cercanas al recubrimiento, que terminan por fisurar el material. Y se constata que el mecanimo de deterioro químico, probablemente tenga más repercusión que el físico, por cuanto el recubrimiento asfáltico es capaz de retener suficiente agua, como para que el gradiente de contenido de agua en el hormigón sea mucho menor que sin el recubrimiento. Se constató, sin embargo, la importancia del gradiente de cloruros en el hormigon. Por lo que se deduce que si bien el recubrimiento asfáltico es ciertamente protector frente a los ciclos H/D, su protección disminuye en presencia de sales; es decir, los cloruros acabarán afectando al hormigón del tablero del puente. Finalmente, entre los hormigones recientes y los antiguos extraídos de puentes reales, se observa que existen diferencias significativas en cuanto a la resistencia a los ciclos H/D entre ellos. Los hormigones más recientes resultan, a igualdad de propiedades, más resistentes tanto a ciclos de H/D en agua como en sales. Posiblemente el hecho de que los hormigones de los puentes hayan estado expuestos a condiciones de temperaturas extremas durante largos periodos de tiempo les ha sensibilizado. La tesis realizada, junto con nuevos contrastes que se realicen en el futuro, nos permitirá implementar una metodología basada en la extracción de testigos de tableros de puente reales para someterlos a ensayos de hielo-deshielo, basados en la norma europea UNECEN/ TS 12390-9 aunque con probetas no normalizadas para el mismo, y, a su vez, realizar sobre estas probetas otros ensayos de caracterización destructivos, que posibilitarán evaluar los daños ocasionados por este fenómeno y su evolución temporal, para actuar consecuentemente priorizando intervenciones de impermeabilización y reparación en el parque de puentes de la RCE. Incluso será posible la elaboración de mapas de riesgo, en función de las zonas de climatología más desfavorable y de los tratamientos de vialidad invernal que se lleven a cabo. Concrete damage by freeze-thaw cycles in the presence of melting salts frequently causes problems on bridges and infrastructures in European countries. Damage caused by freeze-thaw cycles in the concrete can be internal, essentially cracking and / or external as flaking (surface weathering due to environmental action). The peninsular Spain presents specific climatic and geographical characteristics. 18% of the surface has a height greater than 1,000 m and the geographical average height from the sea level is 660 m (being the second most mountainous country in Europe). This makes the National Road Network affected during certain periods due to adverse weather, particularly snow and ice, which can compromise road conditions for vehicular traffic. For this reason the National Road Authority performs works annually (Winter Road Campaign, along 6 months) to maintain the viability of the roads when they are affected by these phenomena. There are protocols and operational plans that allow systematize these maintenance jobs, that also have intensified in the last 10 years, and which are based on the use of deicing salts, mainly NaCl, with the mission that no ice sheets, or snow appear on the roads. In areas of strong thermal cycling, which in Spain are located in the central area of the Pyrenees, part of the Cantabrian coast and Central System, significant deterioration take place in the structures and wall surfaces of concrete due to freeze-thaw. But also the use of deicing salts for winter maintenance greatly accelerated the development of such damages. The concrete decks for road bridges about 40-50 years old, lack generally a waterproofing system, and are often formed by a pavement of asphalt, an adhesive emulsion and concrete slab. In this thesis the research going on aims to reproduce in the laboratory the processes taking place in the concrete of an existing deck at road bridges, about 40-50 years old, they are exposed for long periods to icing salt, to be performed in order to facilitate winter maintenance, and drastic temperature changes (freezing and thawing). Therefore four campaigns of research were conducted, considering that while we rely on the European standard UNE-CEN/TS 12390-9 "Testing hardened concrete. Freezethaw resistance. Mass loss", nonstandard specimens were fabricated for this test, actually conceived to determine the affection of the cycles only to the mass loss. Dimensions of the samples were in our case 150x300 mm, 75 x 150mm (standard cylindrical specimens for compression fractures UNE-EN 12390-3) and 286x76x76 (standard prismatic specimens to study volume change ASTM C157), which allowed us to carry on same samples more trials, as presented in the thesis, and especially to compare the results with similar sized samples taken from real bridges. In the first campaign, by application of that European standard, freeze-thaw cycles, with and without contact with deicing salt (NaCl 3% solution in compliance with such standard) were performed. Concrete made in the laboratory, trying to simulate the old bridges, provided a compressive strength of 22.6 MPa and water/cement ratio of 0.65. In this activity, the concrete specimens produced were subjected to aggressive freeze/thaw using a maximum temperature of +20ºC and a minimum temperature of - 20°C in order to be able to determine the sensitivity of this test to the concrete and specimens fabricated. This campaign had a second phase to go deeper into the behavior of the specimens subjected to cycled freeze/thaw in the presence of salts. In the second campaign, conducted on similar concrete specimens manufactured in laboratory, temperatures of +20ºC and -14ºC were used in the tests, which allowed us to analyze the deterioration process in more detail (performing a series of non-destructive testing and other destructive characterization, validating its application to the detection of the damage caused after the accelerated freeze-thaw tests, and also by applying electron microscopy techniques). The third campaign was conducted on concrete specimens similar to the above manufactured in laboratory, both cylindrical and prismatic, which was applied on one side a 4 cm asphalt coating, consisting of a real asphalt mixture, on a bituminous primer (for simulate the level of waterproofing that produces a pavement on the bridge deck). The fourth campaign was developed after careful selection of two concrete bridges 40- 50 years old, exposed and sensitive to freeze-thaw damage, in roads with input of melting salts. Concrete cores were extracted from healthy areas, for the same accelerated laboratory freeze-thaw testing and characterization made for the second campaign, based on the same standard. From the results obtained it is concluded that when melting salts are employed deterioration accelerates significantly, thus increasing the water content in the pores, as the gradient. Besides, chloride gradient was detected both in the concrete designed in the laboratory and in the extracted in existing bridges. In all cases there have been changes in the microstructure of the cement paste, confirming the formation of a compound gel CSH of the cement paste, Ca2SiO3Cl2 type, which is possibly contributing to impair the cement paste and accelerating the damage in the presence of melting salts. The detailed study has demonstrated that the formation of new compounds can cause porosity at certain times of the cycles may decrease, paradoxically, as the new compound fills the pores, although this phenomenon does not stop the deterioration mechanism and impairments increase with the number of cycles. There is a period between the occurrence of cracking and mass loss. Cracks progress rapidly from the interface of the smallest and angular aggregate, thus facilitating the deterioration of concrete. It can be deduced so the aggregate type affects the deterioration. The presence of melting salts in the system clearly accelerates the onset of damage, which increases even by a factor of 5 as can be seen in this investigation for concrete tested. In the case of specimens with asphalt coating, it seems to have demonstrated that the precipitation of salts generate tensions in the areas close to the concrete coating that end up cracking the material. It follows that while the asphalt coating is certainly a protection against the freeze/thaw cycles, this protection decreases in the presence of salts; so the chlorides will finally affect the concrete bridge deck. Finally, among the recent concrete specimens and the old ones extracted from real bridges, it is observed that the mechanical strengths are very similar to each other, as well as the porosity values and the accumulation capacity after pore water saturation. However, there are significant differences in resistance to freeze/thaw cycles between them. More recent concrete are at equal properties more resistant both cycles freeze/thaw in water with or without salts. Possibly the fact that concrete bridges have been exposed to extreme temperatures for long periods of time has sensitized them. The study, along with new contrasts that occur in the future, allow us to implement a methodology based on the extraction of cores from the deck of real bridges for submission to freeze-thaw tests based on the European standard UNE-CEN/TS 12390-9 even with non-standard specimens for it, and in turn, performed on these samples other destructive characterization tests, which will enable to assess the damage caused by this phenomenon and its evolution, to act rightly prioritizing interventions improving the waterproofing and other repairs in the bridge stock of the National Road Network. It will even be possible to develop risk maps, depending on the worst weather areas and winter road treatments to be carried out.

Technical efficiency in the retail food industry: the influence of inventory investment, wage levels, and age of the firm

The objective of this paper is to estimate technical efficiency in retailing; and the influence of inventory investment, wage levels, and firm age on this efficiency. We use the output supermarket chains’ sales volume, calculated isolating the retailer price effect on its sales revenue. This output allows us to estimate a strictly technical concept of efficiency. The methodology is based on the estimation of a stochastic parametric function. The empirical analyses applied to panel data on a sample of 42 supermarket chains between 2000 and 2002 show that inventory investment and wage level have an impact on technical efficiency. In comparison, the effect of these factors on efficiency calculated through a monetary output (sales revenue) shows some differences that could be due to aspects related to product prices.