Asiakasarvon kehittäminen B2B-palveluyrityksessä

Yritysten välisen yhteistyön toimittajavalinta perustuu asiakasarvon määrittämiseen ja vertailuun. Tämä tutkimus tehtiin yritys A:lle asiakasarvon ymmärtämiseksi, kehittämiseksi ja asiakaspääoman kasvattamiseksi. Teoreettisesti keskeisiä käsiteltäviä teemoja ovat asiakasarvon luonti, toimittaminen ja kasvattaminen. Tutkimus on toteutettu pääasiassa kvalitatiivisesti teemahaastattelun kautta, jossa haastateltiin viittä yritys A:n asiakasyritystä. Tutkimus suunniteltiin yhdessä työn tilanneen yrityksen kanssa suhteessa aiempiin tutkimuksiin ja tavoitteisiin. Tutkimuksen tuloksissa havaittiin selviä vahvuuksia liittyen yritys A:n asiakasyritysten asiakasarvon teemoihin. Vahvuudet liittyivät muun muassa suoriin kustannuksiin, erillisiin lisäpalveluihin ja asiakaspalveluun. Kehitettävät teemat liittyivät pääasiassa työn suorittamiseen ja markkinointiin. Tulokset ovat käsitelty niin numeerisesti kuin tärkeimpinä teemoina. Asiakasarvoon ja –pääomaan liittyvistä teemoista esitetään lopuksi ratkaisuehdotus työn tilanneelle yritykselle, jota voidaan hyödyntää jatkossa ko. johtamisessa. Asiakasarvosta tulisi tehdä niin yrityskohtaisesti kuin tieteen kannalta lisää tutkimusta, sillä siinä on onnistuessaan merkittävä liiketoiminnallinen potentiaali.

Forming the link between strategic performance and operational success: The development of a balanced scorecard at Lisbon Consulting Group

Directed internship

Gestão estratégica numa unidade privada de saúde: a perspetiva do balanced scorecard

Dissertação de Mestrado, Gestão de Unidades de Saúde, Faculdade de Economia, Universidade do Algarve, 2016

La strategia di branding delle imprese audiovisive: i casi di Sky Sport, Eurosport e DAZN

Nel panorama attuale dei media audiovisivi caratterizzato da un’ampia quantità di contenuti e da modalità diverse per fruirli è fondamentale per i distributori riuscire a emergere tra la concorrenza. In particolar modo, nel settore televisivo dove ci sono tante opportunità di visione per i consumatori, che possono scegliere tra diverse tipologie di canali i quali offrono multiple modalità di accesso e per la fruizione dei propri contenuti. L’obiettivo dello studio è mostrare la rilevanza della strategia di branding della propria impresa televisiva per riuscire nell’intento di differenziarsi dalla concorrenza e promuoversi, facendo arrivare al pubblico la propria value proposition, l’identità dell’attività in questione. Il TV branding impatta sulle scelte comunicative, valoriali, grafiche, visive e sonore del player televisivo, ma influenza anche le decisioni sul prodotto e i conduttori. Rappresenta la costruzione del brand nella sua interezza. Nel lavoro ci sarà un’analisi sul complesso scenario del mercato televisivo attuale per passare ad analizzare i vari punti dell’attività di branding che i vertici delle imprese televisive devono curare per creare valore e spiccare tra la concorrenza. Infine, il progetto converge sull’analisi dell’attività di marketing di tre casi, che si diversificano tra loro per le aree di business che coprono e per le differenti strategie di branding, ma i contenuti sportivi fanno da trade union tra queste realtà. Sky Sport è il player leader del settore della produzione e distribuzione di contenuti sportivi e opera in modalità multicanale. Eurosport è il player dedicato allo sport di Discovery, “la casa degli sport olimpici”. La strategia adottata per la fruizione dei contenuti sportivi è multipiattaforma. Infine, l’analisi verte sull’unicità del caso DAZN, l’OTT esclusivamente dedicata allo sport. DAZN mira a cambiare le modalità di vivere i contenuti sportivi. L'OTT sportiva rivolge attenzione alla valorizzazione del proprio brand.

Nuovi modelli di business nel Web 3.0

Il Web 3.0 è un'estensione del web come lo conosciamo oggi basata sulla blockchain e che ha permesso negli ultimi anni lo sviluppo della Token Economy. I token e gli smart contract sono gli strumenti che permettono di creare nuovi modelli di business tokenizzati. Questa tesi ha lo scopo di capire quale sia il legame tra lo sviluppo delle tecnologie del Web 3.0 e i modelli di business che ne derivano, andando a individuare i modelli imprenditoriali più noti, la loro value proposition e le complicazioni ad essi associate.

Pensions accounting and value relevance

A Work Project, presented as part of the requirements for the Award of a Masters Degree in Finance from the NOVA – School of Business and Economics

How to increase value for customers of style in a box: The first Portuguese online platform for renting luxury dresses

A Work Project, presented as part of the requirements for the Award of a Masters Degree in Management from the NOVA – School of Business and Economics

The role of network externalities in value creating process of the commercial web service for two-sided international markets

Network externalities and two-sided markets in the context of web services and value creation is not very well discussed topic in academic literature. The explosive rise of the Internet users has created a strong base for many successful web services and pushed many firms towards e-business and online service based business models. Thus the subject of this thesis, the role of network externalities in value creating process of the commer-cial web service for two-sided international markets is very current and interesting topic to examine. The objective of this Master’s Thesis is to advance the study of network externalities from the viewpoint of two-sided markets and network effects as well as describe the value creation & value co-creation process in commercial web service business models. The main proposition suggests that the larger network of customers and the bigger number of users the web service is able to attract, the more value and stronger positive net-work externalities the service is able to create for each customer group. The empirical research of this study was implemented for commercial web service, targeted to Russian consumers and Finnish business users. The findings suggest that the size of the network is highly related to the experi-enced value of the customers and the whole value creation process of commercial web targeted for two-sided international markets varies from the value creation for one-sided or pure domestic markets.

Les consortiums d'établissements offrant des services aux personnes ayant subi un traumatisme craniocérébral : étude de cas et proposition d’une hiérarchisation des dimensions de leur performance

Au Québec, des réseaux ont été implantés afin de contrer le manque d’intégration des services offerts aux personnes vivant avec un traumatisme cranio-cérébral (TCC). Toutefois, l’évaluation de leur performance est actuellement limitée par l’absence de description et de conceptualisation de leur performance. Le but de cette thèse est de poser les bases préliminaires d’un processus d’évaluation de la performance des réseaux TCC. Nos objectifs sont de 1) décrire les organisations, la nature et la qualité des liens ainsi que la configuration d’un réseau TCC; 2) connaître les perceptions des constituants du réseau quant aux forces, faiblesses, opportunités et menaces propres à cette forme organisationnelle; 3) documenter et comparer les perceptions de répondants provenant de divers types d’organisations quant à l’importance de 16 dimensions du concept de performance pour l’évaluation des réseaux TCC; 4) réconcilier les perceptions différentes afin de proposer une hiérarchisation consensuelle des dimensions de la performance. En utilisant la méthode de l’analyse du réseau social, nous avons décrit un réseau de petite taille, modérément dense et essentiellement organisé autour de quatre organisations fortement centralisées. Les constituants ont décrit leur réseau comme présentant autant de forces que de faiblesses. La majorité des enjeux rapportés étaient relatifs à l’Adaptation du réseau à son environnement et au Maintien des Valeurs. Par ailleurs, les représentants des 46 organisations membre d’un réseau TCC ont perçu les dimensions de la performance relatives à l’Atteinte des buts comme étant plus importantes que celles relatives aux Processus. La Capacité d’attirer la clientèle, la Continuité et la Capacité de s’adapter pour répondre aux besoins des clients étaient les trois dimensions les plus importantes, tandis que la Capacité de s’adapter aux exigences et aux tendances et la Quantité de soins et de services étaient les moins importants. Les groupes TRIAGE ont permis aux constituants de s’entendre sur l’importance accordée à chaque dimension et d’uniformiser leurs différentes perspectives. Bien que plusieurs étapes demeurent à franchir pour actualiser le processus d’évaluation de la performance des réseaux TCC québécois, nos travaux permettent de poser des bases scientifiques solides qui optimisent la pertinence et l’appropriation des résultats pour les étapes ultérieures.

Proposition de combinaisons optimales de contractions volontaires maximales isométriques pour la normalisation de 12 muscles de l'épaule

Afin d’être représentatif d’un niveau d’effort musculaire, le signal électromyographique (EMG) est exprimé par rapport à une valeur d’activation maximale. Comme l’épaule est une structure articulaire et musculaire complexe, aucune contraction volontaire isométrique (CVMi) proposée dans la littérature ne permet d’activer maximalement un même muscle de l’épaule pour un groupe d’individus. L’objectif de ce mémoire est de développer une approche statistique permettant de déterminer les CVMi optimales afin de maximiser les niveaux d’activation d’un ensemble de muscles de l’épaule. L’amplitude du signal EMG de 12 muscles de l’épaule a été enregistrée chez 16 sujets alors qu’ils effectuaient 15 CVMi. Une première approche systématique a permis de déterminer les 4 CVMi parmi les 15 qui ensemble maximisent les niveaux d’activation pour les 12 muscles simultanément. Ces 4 contractions ont donné des niveaux d’activation supérieurs aux recommandations antérieures pour 4 muscles de l’épaule. Une seconde approche a permis de déterminer le nombre minimal de CVMi qui sont nécessaires afin de produire un niveau d’activation qui n’est pas significativement différent des valeurs d’activation maximales pour les 16 sujets. Pour 12 muscles de l’épaule, un total de 9 CVMi sont requises afin de produire des valeurs d’activation qui sont représentatives de l’effort maximal de tous les sujets. Ce mémoire a proposé deux approches originales, dont la première a maximisé les niveaux d’activation qui peuvent être produits à partir d’un nombre fixe de CVMi tandis que la deuxième a permis d’identifier le nombre minimal de CVMi nécessaire afin de produire des niveaux d’activation qui ne sont pas significativement différentes des valeurs d’activation maximales. Ces deux approches ont permis d’émettre des recommandations concernant les CVMi nécessaires à la normalisation de l’EMG afin de réduire les risques de sous-estimer l’effort maximal d’un ensemble d’individus.

The Value Of The 2005 International Society Of Urological Pathology (isup) Modified Gleason Grading System As A Predictor Of Biochemical Recurrence After Radical Prostatectomy.

To compare time and risk to biochemical recurrence (BR) after radical prostatectomy of two chronologically different groups of patients using the standard and the modified Gleason system (MGS). Cohort 1 comprised biopsies of 197 patients graded according to the standard Gleason system (SGS) in the period 1997/2004, and cohort 2, 176 biopsies graded according to the modified system in the period 2005/2011. Time to BR was analyzed with the Kaplan-Meier product-limit analysis and prediction of shorter time to recurrence using univariate and multivariate Cox proportional hazards model. Patients in cohort 2 reflected time-related changes: striking increase in clinical stage T1c, systematic use of extended biopsies, and lower percentage of total length of cancer in millimeter in all cores. The MGS used in cohort 2 showed fewer biopsies with Gleason score ≤ 6 and more biopsies of the intermediate Gleason score 7. Time to BR using the Kaplan-Meier curves showed statistical significance using the MGS in cohort 2, but not the SGS in cohort 1. Only the MGS predicted shorter time to BR on univariate analysis and on multivariate analysis was an independent predictor. The results favor that the 2005 International Society of Urological Pathology modified system is a refinement of the Gleason grading and valuable for contemporary clinical practice.

Prognostic Value Of Dna And Mrna E6/e7 Of Human Papillomavirus In The Evolution Of Cervical Intraepithelial Neoplasia Grade 2.

This study aimed at evaluating whether human papillomavirus (HPV) groups and E6/E7 mRNA of HPV 16, 18, 31, 33, and 45 are prognostic of cervical intraepithelial neoplasia (CIN) 2 outcome in women with a cervical smear showing a low-grade squamous intraepithelial lesion (LSIL). This cohort study included women with biopsy-confirmed CIN 2 who were followed up for 12 months, with cervical smear and colposcopy performed every three months. Women with a negative or low-risk HPV status showed 100% CIN 2 regression. The CIN 2 regression rates at the 12-month follow-up were 69.4% for women with alpha-9 HPV versus 91.7% for other HPV species or HPV-negative status (P < 0.05). For women with HPV 16, the CIN 2 regression rate at the 12-month follow-up was 61.4% versus 89.5% for other HPV types or HPV-negative status (P < 0.05). The CIN 2 regression rate was 68.3% for women who tested positive for HPV E6/E7 mRNA versus 82.0% for the negative results, but this difference was not statistically significant. The expectant management for women with biopsy-confirmed CIN 2 and previous cytological tests showing LSIL exhibited a very high rate of spontaneous regression. HPV 16 is associated with a higher CIN 2 progression rate than other HPV infections. HPV E6/E7 mRNA is not a prognostic marker of the CIN 2 clinical outcome, although this analysis cannot be considered conclusive. Given the small sample size, this study could be considered a pilot for future larger studies on the role of predictive markers of CIN 2 evolution.

Predictive Value Of Phase I Trials For Safety In Later Trials And Final Approved Dose: Analysis Of 61 Approved Cancer Drugs.

Phase I trials use a small number of patients to define a maximum tolerated dose (MTD) and the safety of new agents. We compared data from phase I and registration trials to determine whether early trials predicted later safety and final dose. We searched the U.S. Food and Drug Administration (FDA) website for drugs approved in nonpediatric cancers (January 1990-October 2012). The recommended phase II dose (R2PD) and toxicities from phase I were compared with doses and safety in later trials. In 62 of 85 (73%) matched trials, the dose from the later trial was within 20% of the RP2D. In a multivariable analysis, phase I trials of targeted agents were less predictive of the final approved dose (OR, 0.2 for adopting ± 20% of the RP2D for targeted vs. other classes; P = 0.025). Of the 530 clinically relevant toxicities in later trials, 70% (n = 374) were described in phase I. A significant relationship (P = 0.0032) between increasing the number of patients in phase I (up to 60) and the ability to describe future clinically relevant toxicities was observed. Among 28,505 patients in later trials, the death rate that was related to drug was 1.41%. In conclusion, dosing based on phase I trials was associated with a low toxicity-related death rate in later trials. The ability to predict relevant toxicities correlates with the number of patients on the initial phase I trial. The final dose approved was within 20% of the RP2D in 73% of assessed trials.

Value Of Sentinel Lymph Node Biopsy In Papillary Thyroid Cancer: Initial Results Of A Prospective Trial.

The objectives of the study were to evaluate the performance of sentinel lymph node biopsy (SLNB) in detecting occult metastases in papillary thyroid carcinoma (PTC) and to correlate their presence to tumor and patient characteristics. Twenty-three clinically node-negative PTC patients (21 females, mean age 48.4 years) were prospectively enrolled. Patients were submitted to sentinel lymph node (SLN) lymphoscintigraphy prior to total thyroidectomy. Ultrasound-guided peritumoral injections of (99m)Tc-phytate (7.4 MBq) were performed. Cervical single-photon emission computed tomography and computed tomography (SPECT/CT) images were acquired 15 min after radiotracer injection and 2 h prior to surgery. Intra-operatively, SLNs were located with a gamma probe and removed along with non-SLNs located in the same neck compartment. Papillary thyroid carcinoma, SLNs and non-SLNs were submitted to histopathology analysis. Sentinel lymph nodes were located in levels: II in 34.7 % of patients; III in 26 %; IV in 30.4 %; V in 4.3 %; VI in 82.6 % and VII in 4.3 %. Metastases in the SLN were noted in seven patients (30.4 %), in non-SLN in three patients (13.1 %), and in the lateral compartments in 20 % of patients. There were significant associations between lymph node (LN) metastases and the presence of angio-lymphatic invasion (p = 0.04), extra-thyroid extension (p = 0.03) and tumor size (p = 0.003). No correlations were noted among LN metastases and patient age, gender, stimulated thyroglobulin levels, positive surgical margins, aggressive histology and multifocal lesions. Sentinel lymph node biopsy can detect occult metastases in PTC. The risk of a metastatic SLN was associated with extra-thyroid extension, larger tumors and angio-lymphatic invasion. This may help guide future neck dissection, patient surveillance and radioiodine therapy doses.

The Value Of Audiovisual Archives.

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