Customer reference marketing and utilization of social media as an integral part of customer references

The objective of this Bachelor's Thesis is to find out the role of social media in the B-to-B marketing environment of the information technology industry and to discover how IT-firms utilize social media as a part of their customer reference marketing. To reach the objectives the concepts of customer reference marketing and social media are determined. Customer reference marketing can be characterized as one of the most practically relevant but academically relatively overlooked ways in which a company can leverage its customers and delivered solutions and use them as references in its marketing activities. We will cover which external and internal functions customer references have, that contribute to the growth and performance of B-to-B firms. We also address the three mechanisms of customer reference marketing which are 'status transfer', 'validation through testimonials' and 'demonstration of experience and prior performance'. The concept of social media stands for social interaction and creation of user-based content which exclusively occurs through Internet. The social media are excellent tools for networking because of the fast and easy access, easy interaction and vast amount of multimedia attributes. The allocation of social media is determined. The case company helps clarify the specific characteristics of social media usage as part of customer-reference-marketing activities. For IT-firms the best channels to utilize social media in their customer reference marketing activities are publishing and distribution services of content and networking services.

Työmatkaliikkumissuunnitelma Turun yliopistolliselle keskussairaalalle

Tämän työn tavoitteena on luoda Turun yliopistolliselle keskussairaalalle kestävän kehityksen mukainen työmatkaliikkumissuunnitelma, jonka avulla lisätään kestävien liikkumismuotojen käyttöä, kustannusnäkökulma huomioon ottaen. Lisäksi tavoitteena on ratkaista nykyisen pysäköintijärjestelyn ongelmia. Työn teoriaosuudessa on esitetty kestävän liikkumisen, työssä hyödynnettävän kustannuslaskennan ja liikkumissuunnitelman luomisen vaiheiden periaatteet. Empiriaosuudessa rakennettava liikkumissuunnitelma perustuu näihin teorioihin. Työn keskeisenä tutkimusmenetelmänä on käytetty Webropol-pohjaista kyselyä, jolla tutkittiin työmatkaliikkumisen nykytilaa. Lisäksi kyselyllä tutkittiin työntekijöiden mielipiteitä mahdollisista kehitystoimenpiteistä. Työntekijöiden vuosittaisista työmatkakilometreistä 16,9 miljoonaa kuljettiin yksityisautolla, mikä on noin 65 % kaikista työmatkakilometreistä. Yksityisautoilu aiheuttaa kulkumuodoista suurimmat päästöt kaikissa päästöluokissa. Pysäköinnin kustannuksia tutkittaessa havaittiin, että pysäköintioikeuden hinta on alhainen verrattuna parkkihallin rakennus- ja ylläpitokustannuksiin. Eri liikkumistapoja vertailtaessa havaittiin, että nykytilanteessa yksityisautoilu on lyhyillä työmatkoilla edullisempi kulkumuoto kuin julkinen liikenne. Toteutettavuus-vaikuttavuus-suhde huomioon ottaen, parhaimmat työmatkaliikkumisen kehitystoimenpiteet ovat osittain kustannettu työsuhdematkalippu työntekijöille, lukittavien pyörätelineiden sijoittaminen työpaikan välittömään läheisyyteen, kävely- ja pyöräreittien parempi talvikunnossapito, työnantajan kustantama vuosittainen polkupyörähuolto ja pysäköintioikeuden hinnankorotus. Toimenpiteiden jälkeen yksityisautoilu on kaikilla työmatkan pituuksilla kallein liikkumismuoto.

Huolto– ja kunnossapitoliiketoiminnan tuotteistaminen

Tässä diplomityössä pyritään selvittämään, mitä kaikkea huolto– ja unnossapitosopimuksiin perustuvan liiketoiminnan tuotteistamiselta vaaditaan. Kyseisiä palveluita halutaan markkinoida uusien kerrosleiju–teknologiaan (BFB) perustuvien voimakattilatoimitusten yhteydessä. Diplomityön kirjallisessa osiossa asiaa tutkitaan ensin palveluliiketoimintaan ja tuotteistamiseen liittyvien seikkojen näkökulmasta sekä esitellään kunnossapidon teoriaa ja eri strategiakonsepteja sekä tunnuslukuja. Tutkimuksen empiirisessä osassa luodaan toimintamalli huolto– ja kunnossapitosopimuksia varten. Toimintamallissa pyritään löytämään laitekohtaisesti optimaalinen kunnossapitostrategia soveltaen RCM–menetelmään eli luotettavuuskeskistä kunnossapitotapaa. Käytettäviä kunnossapitostrategioita ovat parantava, ennakoiva, kuntoon perustuva ja korjaava kunnossapito. Optimoinnin päämäärä on saavuttaa mahdollisimman korkea tuotantovarmuus kustannustehokkaasti. Lisäksi työssä arvioidaan eri kunnossapitoresurssien tarve ensimmäisen kymmenen käyttövuoden ajalle. Toinen tutkimustavoite on saattaa elinkaarenseurantatyökalun kehittämisprojekti alkuun. Elinkaarenseurantatyökalulla halutaan seurata eri laitteiden elinkaaren vaihetta sekä löytää paras mahdollinen ajotapojen ja elinkaaren suhde. Työssä saavutettiin kunnossapito–ohjelma ja arvio eri resurssien tarpeesta voimakattilan laitteille. Resurssitarvearvio sisältää arvion työvoiman tarpeesta henkilötyötunteina sekä vaihdettavien vara– ja kulutusosien määrän.

Computational modeling for irrigated agriculture planning. Part I: general description and linear programming

Linear programming models are effective tools to support initial or periodic planning of agricultural enterprises, requiring, however, technical coefficients that can be determined using computer simulation models. This paper, presented in two parts, deals with the development, application and tests of a methodology and of a computational modeling tool to support planning of irrigated agriculture activities. Part I aimed at the development and application, including sensitivity analysis, of a multiyear linear programming model to optimize the financial return and water use, at farm level for Jaíba irrigation scheme, Minas Gerais State, Brazil, using data on crop irrigation requirement and yield, obtained from previous simulation with MCID model. The linear programming model outputted a crop pattern to which a maximum total net present value of R$ 372,723.00 for the four years period, was obtained. Constraints on monthly water availability, labor, land and production were critical in the optimal solution. In relation to the water use optimization, it was verified that an expressive reductions on the irrigation requirements may be achieved by small reductions on the maximum total net present value.

Computational modeling for irrigated agriculture planning. Part II: risk analysis

Techniques of evaluation of risks coming from inherent uncertainties to the agricultural activity should accompany planning studies. The risk analysis should be carried out by risk simulation using techniques as the Monte Carlo method. This study was carried out to develop a computer program so-called P-RISCO for the application of risky simulations on linear programming models, to apply to a case study, as well to test the results comparatively to the @RISK program. In the risk analysis it was observed that the average of the output variable total net present value, U, was considerably lower than the maximum U value obtained from the linear programming model. It was also verified that the enterprise will be front to expressive risk of shortage of water in the month of April, what doesn't happen for the cropping pattern obtained by the minimization of the irrigation requirement in the months of April in the four years. The scenario analysis indicated that the sale price of the passion fruit crop exercises expressive influence on the financial performance of the enterprise. In the comparative analysis it was verified the equivalence of P-RISCO and @RISK programs in the execution of the risk simulation for the considered scenario.

Social work in Palestine : part 2 : case management

Arabiankielinen

Avaliação do efeito do estresse hídrico no crescimento de cultivares de cana-de-açúcar usando um sistema automático de fertirrigação

O objetivo desta pesquisa foi identificar o efeito de diferentes níveis de estresse hídrico no crescimento das cultivares RB92579, RB855453, RB867515 e RB928064, utilizando um sistema automático de controle dos eventos de fertirrigação, durante o período de formação da cana-de- -açúcar. No período experimental, as plantas foram submetidas a períodos alternados de estresse e de reposição hídrica, por meio de fertirrigações periódicas, cujos limites do potencial matricial de água (Y) foram aqui denominados, para propósitos comparativos, como ausência de estresse, estresse leve, moderado e severo, respectivamente, para os valores críticos de Y de −10, −60, −90 e −120 kPa. Para avaliação do efeito do estresse hídrico no crescimento da cana-de-açúcar, foi utilizado o modelo sigmoidal com três parâmetros, tendo graus-dia acumulados como variável independente, o qual demonstrou excelente ajuste aos dados de estatura dos colmos (R2aj > 0,95). Na ausência de estresse hídrico, os valores máximos da taxa de elongação dos colmos (TEC) estiveram compreendidos entre 0,23 e 0,26 cm°Cd-1, independentemente da cultivar. Por outro lado, sob estresse severo, os valores máximos da TEC estiveram entre 0,07 e 0,09 cm°Cd-1, também independentemente da cultivar avaliada.

Produção de chapas de partículas com resíduos de madeira Cordia goeldiana

O objetivo deste trabalho consistiu no aproveitamento de resíduos de madeira tropical de baixa densidade (Cordia goeldiana) para confecção de chapas de partículas com resinas poliuretanas monocomponente e bicomponente derivadas de óleo de mamona, gerando subsídios como aplicação nas construções rurais e civis, assim como na indústria moveleira. As propriedades físicas e mecânicas investigadas foram: densidade; teor de umidade; módulo de resistência na flexão estática e adesão interna, ambas obtidas segundo os procedimentos de cálculo propostos pela norma Brasileira NBR 14810:2002. As chapas foram confeccionadas com 15% de resina (uma parte de poliol para uma parte de pré-polímero), 4MPa de pressão de compactação, temperatura de prensagem de 90oC e tempo de prensagem de 7 minutos. Os valores médios obtidos das propriedades físicas e mecânicas das chapas foram sistematicamente superiores aos requisitos da norma Brasileira, evidenciando a possibilidade do emprego dos resíduos da madeira de Cordia goeldiana na produção de painéis de partículas. Confirmou-se também a hipótese da significativa relação linear entre a densidade das chapas com a adesão interna, o que possibilita a estimativa da adesão interna para painéis de partículas de madeira.

Soursop seedlings: emergence and development under different cultivation environments and substrates – Part I

ABSTRACT Seedling quality is crucial to obtain vigorous plants in the field. This study aims to evaluate the emergence and development of soursop seedlings in different substrates in protected environments. The experiment was conducted at the Mato Grosso do Sul State University and carried out using five protected environments: greenhouse, greenhouse with thermo-reflective screen, nursery with monofilament screen, nursery with thermo-reflective screen, and nursery with palm thatch. The substrates (S) consisted of cattle manure (M), humus (H), cassava branches (C), and vermiculite (V) as in the following ratios: S1 = H + V (1:3), S2 = H + V (1:1), S3 = H + V (3:1), S4 = H + C (1:3), S5 = H + C (1:1), S6 = H + C (3:1), S7 = M + V (1:3), S8 = M + V (1:1), S9 = M + V (3:1), S10 = M + C (1:3), S11 = M + C (1:1), S12 = M + C (3:1), S13 = H + M + V (1:1:1), S14 = H + M + C (1:1:1), and S15 = H + M + V + C (1:1:1:1). For the statistical analysis, each of those environments was considered as an experiment in which was used the completely randomized design; subsequently, it was performed a combined analysis of them. In summary, the greenhouse with thermo-reflective screen and combined substrates with “M + V” promote greater development of the seedlings. High concentrations of “V” or “C” cause no beneficial effect on soursop seedlings.

Soursop seedlings: biomasses and biometric relations in different farming environments and substrates – Part II

ABSTRACT The quality of seedling is critical to obtain vigorous plants in the field. The present study aimed to assess biomasses and biometric relations of soursop seedlings. We used different substrates in protected environments. The experiment was performed at the Universidade Estadual do Mato Grosso do Sul (UFMS) (State University of Mato Grosso do Sul). Five farming environments were developed in greenhouses: one covered with low-density polyethylene film (LDPE), another with with polyethylene and heat-reflective cloth under film under 50% shading in aluminized color, monofilament cloth under 50% shading in black, thermo-reflective cloth under 50% shading in aluminized color, and an environment covered with bacuri coconut straw. Substrates were made of manure, humus, cassava branches and vermiculite at different proportions. Each of them varying from 25%, 33.3%, 50% and 75% in mixture combination. Each environment was considered an experiment. A completely randomized design was adopted and later a joint analysis of them. Agricultural greenhouse covered with LDPE and thermo-reflective cloths under 50% of shading, proportionated seedlings with greater biomass. Substrates containing manure are the most suitable for soursop seedlings. High percentages of earthworm humus produce low quality soursop seedlings. Soursop seedlings had a Dickson’s quality index around 0.335. The greenhouse covered only with LDPE film did not produce high quality seedlings.

Autokaupan automyynnin volyymiasiakkaiden asiakaskannattavuus

Autoalalla automyynnin transaktiokustannukset ovat merkittävä osa myyntikustannuksista. Yritykset pyrkivät alentamaan näitä kustannuksia hakemalla lisää volyymia ja keskittymällä voimakkaammin volyymikauppoihin. Tämän tutkimuksen tarkoituksena on löytää keinoja, joilla autokaupan volyymimyynnin kannattavuutta voidaan parantaa. Tutkimuksen teoreettisessa viitekehyksessä esitettiin teoriamalleja, joita hyödyntämällä autokaupan kovassa kilpailutilanteessa yritykset voisivat menestyä paremmin. Tutkimusmetodina käytettiin ei-kokeellista tutkimusasetelmaa, jossa tieto kerättiin strukturoiduilla kysymyksillä. Tutkimusaineistoksi saatiin kohdeyrityksessä ja joukosta kilpailevien yritysten henkilöiltä haastattelemalla hankittua tietoa. Johtopäätöksenä voidaan todeta, että autokaupassa liikkeenjohdon teoriat ja käytäntö seurailevat toisiaan osin hyvinkin paljon, vaikka tiettyjä ristiriitoja on havaittavissa. Yritysten tietojärjestelmistä saatavan tiedon laadun parantamisella, sovittujen toimintaprosessien noudattamisella ja olemassa olevia toimintatapoja kyseenalaistamalla volyymikaupan tuottavuutta pystytään jo nyt kohentamaan.

The Present State and Future Prospects of a Manpower Pool as Part of Project Business

This research focused on operation of a manpower pool within a service business unit in Company X and aimed to identify how the operation should be improved in order to get most out of it concerning the future prospects of the service business unit. This was done by analyzing the current state of the manpower pool related operations in means of project business, project management and business models. The objective was to deepen the understanding and to highlight possible areas of improvement. The research was conducted as a qualitative single-case study utilizing also an action research method; the research approach was a combination of conceptual, action-oriented and constructive approaches. The primary data was collected with executing a comprehensive literature review and semi-structured theme interviews. The main results described how the manpower pool operates as part of the service business unit in project business by participating in different types of delivery projects; process flows for the project types were mapped. Project management was analyzed especially from the resource management point of view, and an Excel-based skills analysis model was constructed for this purpose. Utilization of operational business models was also studied to define strategic direction for development activities. The results were benchmarked against two competitors in order to specify lessons to be learnt from their use of operational business models.