Development of aBuyer-Supplier Relationship: Case Study of Radical Shifts in Key Account Relationships

Tämän tutkimuksen tavoitteena oli tutkia ja selvittää monimutkaisia myyjän ja toimittajan välisiä liikesuhteita; miten ne kehittyvät ja millaisia prosesseja ne käyvät läpi, jos avainasiakassuhde on vaikeuksissa. Tavoitteena oli myös löytää syitä miksi ostokäyttäytyminen on muuttunut, onko se maailman- laajuinen ilmiö vai onko kyse vain yksittäisestä tapauksesta paperiteolli-suudessa. Lisäksi tavoitteena oli selvittää mitkä ovat alkusysäyksiä avain-asiakassuhteen murrostilaan. Tutkimuksen lähestymistapa on kvalitatiivinen tapaustutkimus. Tutkimuksen ensisijainen empiirinen aineisto on kerätty haastattelemalla UPM-Kymmenen johtoa, paperin osto-organisaation ostojohtajaa X ja asiakas Y:n entistä osto-johtajaa. Työ ei ole salainen. Tämän takia asiakkaiden nimiä ei voida julkaista, koska UPM-Kymmene vaati, että työ ei saa sisältää mitään informaatiota, josta lukija voi tunnistaa asiakas X:n tai Y:n. Johtopäätöksenä voidaan suosittaa toimittajan tarkkailevan ja ymmärtävän mahdollisia alkusysäyksiä ja varoitussignaaleja ehkäistäkseen tulevaisuuden murrostiloja liikesuhteissaan ja hallita paremmin avainasiakkaitaan.Pääasialliset alkusysäykset ovat vähentynyt avoin kommunikaatio, ostajan radikaalit säästöt, vähentynyt informaation vaihto ja ostajan johdon vaihtuminen, koska se luo epävarmuutta toimittajaan kuten myös ostajaan.

Allianssit metsä- ja ICT -sektoreilla vuosina 1990-2005 - globaalin kehityksen analyysi

Pro gradu -tutkielman tavoitteena on tarkastella metsä- ja ICT-sektorin allianssien kehitystä vuosina 1990-2005. Lisäksi tarkoituksena on tutkia, voidaanko osoittaa yhteys allianssien ja yrityksen taloudellisen menestymisen välillä. Yhteyden testaamissa käytetään lineaarista regressiota. Aineisto perustuu SDC Platinum -tietokannasta haettuihin allianssitietoihin sekä Thomson One Banker -tietokannan tilinpäätöstietoihin, jotka koskevat 70 liikevaihdoltaan maailman suurinta metsäyritystä ja 43 liikevaihdoltaanmaailman suurinta ICT-yritystä. Hypoteesit vahvistuivat osittain. Toimialan kehitysvaihetta ja alliansseja koskevat hypoteesit vahvistuivat kahta lukuun ottamatta, eli toimialan luonne ja kehitysvaihe vaikuttavat allianssimääriin ja -laatuun. Allianssien ja taloudellisen menestymisen yhteyttä koskevat hypoteesit vahvistuivat osittain. Testauksessa löydettiin positiivinen, tilastollisesti merkitsevä yhteys allianssien ja liikevaihdon välillä sekä sijoitetunpääoman tuoton väliltä. Allianssien yhteismäärä vaikutti positiivisesti liikevaihdon kasvuprosenttiin ICT- ja yhdistelmäaineistossa. Uusien allianssien osuus vaikutti positiivisesti vain sijoitetun pääoman tuottoon. Strategisten allianssien osalta saatiin vain ristiriitaisia tuloksia. Metsäaineistossa ne vaikuttivat negatiivisesti liikevaihdon kasvuun, mutta yhdistelmäaineistossa löydettiin positiivinen yhteys. Liiketuottoprosentin ja allianssien välillä ei voitu osoittaa lainkaan yhteyttä.

Study and modeling of the desintegration kinetics of coated paper

The disintegration of recovered paper is the first operation in the preparation of recycled pulp. It is known that the defibering process follows a first order kinetics from which it is possible to obtain the disintegration kinetic constant (KD) by means of different ways. The disintegration constant can be obtained from the Somerville index results (%lsv and from the dissipated energy per volume unit (Ss). The %slv is related to the quantity of non-defibrated paper, as a measure of the non-disintegrated fiber residual (percentage of flakes), which is expressed in disintegration time units. In this work, disintegration kinetics from recycled coated paper has been evaluated, working at 20 revise rotor speed and for different fiber consistency (6, 8, 10, 12 and 14%). The results showed that the values of experimental disintegration kinetic constant, Ko, through the analysis of Somerville index, as function of time. Increased, the disintegration time was drastically reduced. The calculation of the disintegration kinetic constant (modelled Ko), extracted from the Rayleigh’s dissipation function, showed a good correlation with the experimental values using the evolution of the Somerville index or with the dissipated energy

Effect of temperature on percentage of germination of canistel seeds (Pouteria campechiana)

The canistel is a fruit originated in Mexico and Central America, being introduced in Brazil in 1986. The plants present medium size, however it can reach up to 15 meters of height; the leaves measure about 10 to 25 cm; the flowers are complete and small and the fruit presents yellow coloration when ripe, with whitish pulp and sweet flavor. The propagation can be realized by seed or grafting. In view of almost total absence of information about the culture and the possibility to have a commercial cultivation, the present work, was live in which the effect of the temperature was evaluated in the percentage of germination of the seeds. It was checked that the best averages were obtained in temperature of 30ºC and the minor in 15ºC, 20ºC and 40ºC could be considerate the worst of them.

The Boundaries of the Firm from the Extended Transaction Cost Economics Point of View - Empirical Study

Tutkimuksen tavoitteena oli tutkia yrityksen rajoja laajennetun transaktiokustannusteorian näkökulmasta. Tutkimus oli empiirinen tutkimus, jossa tutkittiin viittä toimialaa. Tutkimuksen tavoitteena oli verrata paperiteollisuutta teräs-, kemian-, ICT- ja energiateollisuuteen. Aineisto empiiriseen osioon kerättiin puolistrukturoiduilla teemahaastatteluilla. Tutkimus osoitti, että laajennettu transaktiokustannusteoria soveltuu hyvinyrityksen rajojen määrittelyyn. Staattinen transaktiokustannusteorian selitysaste ei ole riittävä, joten dynaaminen laajennus on tarpeellinen. Tutkimuksessa ilmeni, että paperiteollisuudella verrattuna muihin toimialoihin on suurimmat haasteet tehokkaiden rajojen määrittämisessä.

Development of filter media treatments for liquid filtration

Woven monofilament, multifilament, and spun yarn filter media have long been the standard media in liquid filtration equipment. While the energy for a solid-liquid separation process is determined by the engineering work, it is the interface between the slurry and the equipment - the filter media - that greatly affects the performance characteristics of the unit operation. Those skilled in the art are well aware that a poorly designed filter medium may endanger the whole operation, whereas well-performing filter media can make the operation smooth and economical. As the mineral and pulp producers seek to produce ever finer and more refined fractions of their products, it is becoming increasingly important to be able to dewater slurries with average particle sizes around 1 ¿m using conventional, high-capacity filtration equipment. Furthermore, the surface properties of the media must not allow sticky and adhesive particles to adhere to the media. The aim of this thesis was to test how the dirt-repellency, electrical resistance and highpressure filtration performance of selected woven filter media can be improved by modifying the fabric or yarn with coating, chemical treatment and calendering. The results achieved by chemical surface treatments clearly show that the woven media surface properties can be modified to achieve lower electrical resistance and improved dirt-repellency. The main challenge with the chemical treatments is the abrasion resistance and, while the experimental results indicate that the treatment is sufficiently permanent to resist standard weathering conditions, they may still prove to be inadequately strong in terms of actual use.From the pressure filtration studies in this work, it seems obvious that the conventional woven multifilament fabrics still perform surprisingly well against the coated media in terms of filtrate clarity and cake build-up. Especially in cases where the feed slurry concentration was low and the pressures moderate, the conventional media seemed to outperform the coated media. In the cases where thefeed slurry concentration was high, the tightly woven media performed well against the monofilament reference fabrics, but seemed to do worse than some of the coated media. This result is somewhat surprising in that the high initial specific resistance of the coated media would suggest that the media will blind more easily than the plain woven media. The results indicate, however, that it is actually the woven media that gradually clogs during the coarse of filtration. In conclusion, it seems obvious that there is a pressure limit above which the woven media looses its capacity to keep the solid particles from penetrating the structure. This finding suggests that for extreme pressures the only foreseeable solution is the coated fabrics supported by a strong enough woven fabric to hold thestructure together. Having said that, the high pressure filtration process seems to follow somewhat different laws than the more conventional processes. Based on the results, it may well be that the role of the cloth is most of all to support the cake, and the main performance-determining factor is a long life time. Measuring the pore size distribution with a commercially available porometer gives a fairly accurate picture of the pore size distribution of a fabric, but failsto give insight into which of the pore sizes is the most important in determining the flow through the fabric. Historically air, and sometimes water, permeability measures have been the standard in evaluating media filtration performance including particle retention. Permeability, however, is a function of a multitudeof variables and does not directly allow the estimation of the effective pore size. In this study a new method for estimating the effective pore size and open pore area in a densely woven multifilament fabric was developed. The method combines a simplified equation of the electrical resistance of fabric with the Hagen-Poiseuille flow equation to estimate the effective pore size of a fabric and the total open area of pores. The results are validated by comparison to the measured values of the largest pore size (Bubble point) and the average pore size. The results show good correlation with measured values. However, the measured and estimated values tend to diverge in high weft density fabrics. This phenomenon is thought to be a result of a more tortuous flow path of denser fabrics, and could most probably be cured by using another value for the tortuosity factor.

Development of fibre recovery process

The fiber recovery process is an essential part of the modern paper mill. It creates the basisfor mill's internal recirculation of the most important raw materials ¿ water and fiber. It is normally also a start point for further treatment of wastewater and if it works efficiently, it offers excellent basis to minimize effluents. This dissertation offers two different approaches to the subject. Firstly a novel save-all disc filter feeding system is developed and presented. This so-called precoat method is tested both in the laboratory and full-scale conditions. In laboratory scale it beats the traditional one clearly, when low freeness pulps are used as a sweetener stock. The full-scale application needs still some development work before it can be implemented to the paper mills. Secondly, the operationenvironment of save-all disc filter is studied mostly in laboratory conditions.The focus of this study is in cases, where low-freeness pulps are used as a sweetener stock of save-all filter. The effects of CSF-value, pressure drop, suspension consistency and retention chemicals to the quantity and quality of the filtrate was studied. Also the filtration resistance of the low freeness pulps was one studied.

Wet Oxidation of Concentrated Wastewaters: Process Combination and Reaction Kinetic Modeling

The accumulation of aqueous pollutants is becoming a global problem. The search for suitable methods and/or combinations of water treatment processes is a task that can slow down and stop the process of water pollution. In this work, the method of wet oxidation was considered as an appropriate technique for the elimination of the impurities present in paper mill process waters. It has been shown that, when combined with traditional wastewater treatment processes, wet oxidation offers many advantages. The combination of coagulation and wet oxidation offers a new opportunity for the improvement of the quality of wastewater designated for discharge or recycling. First of all, the utilization of coagulated sludge via wet oxidation provides a conditioning process for the sludge, i.e. dewatering, which is rather difficult to carry out with untreated waste. Secondly, Fe2(SO4)3, which is employed earlier as a coagulant, transforms the conventional wet oxidation process into a catalytic one. The use of coagulation as the post-treatment for wet oxidation can offer the possibility of the brown hue that usually accompanies the partial oxidation to be reduced. As a result, the supernatant is less colored and also contains a rather low amount of Fe ions to beconsidered for recycling inside mills. The thickened part that consists of metal ions is then recycled back to the wet oxidation system. It was also observed that wet oxidation is favorable for the degradation of pitch substances (LWEs) and lignin that are present in the process waters of paper mills. Rather low operating temperatures are needed for wet oxidation in order to destruct LWEs. The oxidation in the alkaline media provides not only the faster elimination of pitch and lignin but also significantly improves the biodegradable characteristics of wastewater that contains lignin and pitch substances. During the course of the kinetic studies, a model, which can predict the enhancements of the biodegradability of wastewater, was elaborated. The model includes lumped concentrations suchas the chemical oxygen demand and biochemical oxygen demand and reflects a generalized reaction network of oxidative transformations. Later developments incorporated a new lump, the immediately available biochemical oxygen demand, which increased the fidelity of the predictions made by the model. Since changes in biodegradability occur simultaneously with the destruction of LWEs, an attempt was made to combine these two facts for modeling purposes.

Fouling, prevention of fouling, and clearing in filtration

In this thesis fouling of conventional filter fabrics and membranes was studied. In the beginning of the thesis fouling and how it can be measured and predicted is reviewed. Information on different methods on how fouling canbe decreased or cleaned away is also given. The experimental part is divided into two sections; fabric filtration and membrane filtration. Fouling of the filter fabrics was studied with silica or cupper slurries and fouling of the membranes was studied with pulp and paper mill waters. The fouled filter materials were characterised according to many different methods. The most useful way to observe fouling is to measure the changes in the permeate flux. Fouling can also be seen visually e.g. with scanning electron microscopy. Consequently, also the reason for the fouling in question might be found. Different filtration characteristics affect fouling e.g. as the filtration pressure was increased it did not have much influence on the permeate flux, but the pressure caused the membrane to get fouled faster. Also, an increase of shear rate on the membrane surface decreased fouling. Different pretreatment methods for the effluent were tested in membrane filtration to decrease fouling. The tested methods; biological treatment, ozonation, enzymatic treatment and flocculation, did not have a clear influence on the fouling of the membrane, but e.g. a biological treatment combined with ultrafiltration made the tested groundwood mill circulation water purer than ultrafiltration alone.

Permanent magnet synchronous motor for industrial inverter applications - analysis and design

During the latest few years the need for new motor types has grown, since both high efficiency and an accurate dynamic performance are demanded in industrial applications. For this reason, new effective control systems such as direct torque control (DTC) have been developed. Permanent magnet synchronous motors (PMSM) are well suitable for new adjustable speed AC inverter drives, because their efficiency and power factor are not depending on the pole pair number and speed to the same extent as it is the case in induction motors. Therefore, an induction motor (IM) with a mechanical gearbox can often be replaced with a direct PM motor drive. Space as well as costs will be saved, because the efficiency increases and the cost of maintenance decreases as well. This thesis deals with design criterion, analytical calculation and analysis of the permanent magnet synchronous motor for both sinusoidal air-gap flux density and rectangular air-gapflux density. It is examined how the air-gap flux, flux densities, inductances and torque can be estimated analytically for salient pole and non-salient pole motors. It has been sought by means of analytical calculations for the ultimate construction for machines rotating at relative low 300 rpm to 600 rpm speeds, which are suitable speeds e.g. in Pulp&Paper industry. The calculations are verified by using Finite Element calculations and by measuring of prototype motor. The prototype motor is a 45 kW, 600 rpm PMSM with buried V-magnets, which is a very appropriate construction for high torque motors with a high performance. With the purposebuilt prototype machine it is possible not only to verify the analytical calculations but also to show whether the 600 rpm PMSM can replace the 1500 rpm IM with a gear. It can also be tested if the outer dimensions of the PMSM may be the same as for the IM and if the PMSM in this case can produce a 2.5 fold torque, in consequence of which it may be possible to achieve the same power. The thesis also considers the question how to design a permanent magnet synchronous motor for relatively low speed applications that require a high motor torqueand efficiency as well as bearable costs of permanent magnet materials. It is shown how a selection of different parameters affects the motor properties. Key words: Permanent magnet synchronous motor, PMSM, surface magnets, buried magnets

Careers of Managers, Comparison between ICT and Paper Business Sectors

The purpose of this study is to increase understanding of how the managers build their early career in information and communication technology industry (ICT business sector) and pulp- and paper industry (paper business sector). The focus of the study is to explore the importance differing a business sectors have in influencing managerial careers. Business sectors can affect careers in several ways.Sectors have different history and traditions. Also the age structure of ICT personnel differs from the age structure of personnel in the paper industry. Managers in the ICT and paper sector are technically educated but in different disciplines. Differences exist also in ways of recruiting and developing commitment inpersonnel. The target group of this research, middle management engineering personnel, work in Finnish ICT and paper companies. Research data were gathered in April-December 2002 in South-Karelia by interviewing 30 managers and six directors working in three Finnish ICT companies and in three paper companies. The research issue is approached on two levels: the individual level and the organizational level. The managers related their career stories in focused interviews. Directors, representing the organizations, described the generalities of the business sector and gave background information on company policies, human relationshippractices, as well as career and human resource development. Results of the study contribute to research discussions of career, life-span reasoning, socialization and commitment. Career is conceived as a series of positions including everykind of hierarchical mobility and all kinds of positions in work. A manager's career develops in interaction with the organization and it can be seen as involving a socializing process in an organization as a consequence of experiences andchanges in positions. This research contributes to the understanding of the nature of career in the context of two business sectors. Universal career theories,for the most part, do not perceive the importance of business sector in determining career experience. This study concentrates on describing and understanding early careers in two different business areas, elements committing managers to particular business sectors and the actions of companies in that particular sector. While career research began in the middle of 1950s, the theoretical basis of career research seems to be quite fragmented still. However, a dichotomy is consistently presented between traditional, hierarchical career research and boundaryless career thinking. In this research we examine how these old and new career concepts are evidence in the ICT and paper sectors. Careers are changing from formal, hierarchy-based structures to more fluid arrangements. The new boundaryless career concept captures territory from old career thinking. Mobility between employers, networks, and changing hierarchical structures in organizations, as well as personal and family reasons are theorized to bring changes to careers patterns in the future. However, the pace of this change in careers will vary between the ICT and paper business sectors. Findings of this research indicate that business sector has an effect on how managerial careers develop. The environment where career is developed differs between ICT and paper sectors. Careers begin differently in the two environments and the speed of career progression is distinct. ICT careers are built within the business sector whereas paper careers are made inside one company. Also recruiting and socialization practices differ from one sector to the other.

Development of a Ceramic Membrane Filtration Equipment and Its Applicability for Different Wastewaters

In this thesis the membrane filtration equipment for plate type ceramic membranes was developed based on filtration results achieved with different kinds of wastewaters. The experiments were mainly made with pulp and board mill wastewaters, but some experiments were also made with a bore well water and a stone cutting mine wastewater. The ceramicmembranes used were alpha-alumina membranes with a pore size of 100 nm. Some ofthe membranes were coated with a gamma-alumina layer to reduce the membrane pore size to 10 nm, and some of them were modified with different metal oxides in order to change the surface properties of the membranes. The effects of operationparameters, such as cross-flow velocity, filtration pressure and backflushing on filtration performance were studied. The measured parameters were the permeateflux, the quality of the permeate, as well as the fouling tendency of the membrane. A dynamic membrane or a cake layer forming on top of the membrane was observed to decrease the flux and increase separa-tion of certain substances, especially at low cross-flow velocities. When the cross-flow velocities were increased the membrane properties became more important. Backflushing could also be used to decrease the thickness of the cake layer and thus it improved the permeate flux. However, backflushing can lead to a reduction of retentions in cases where the cake layer is improving them. The wastewater quality was important for the thickness of the dynamic membrane and the membrane pore size influenced the permeate flux. In general, the optimization of operation conditions is very important for the successful operation of a membrane filtration system. The filtration equipment with a reasonable range of operational conditions is necessary, especiallywhen different kinds of wastewaters are treated. This should be taken into account already in the development stage of a filtration equipment.

Maturity indexes for 'Kumagai' and 'Paluma' guavas

Harvest time is one of the main factors related to guava fruit postharvest losses. It is subjectively determined by fruit size and skin color, without any consensual standardization among the growers. The use of maturity indexes enables growers to know the ideal harvest time according to each market situation. The objective of this work was to determine the maturity indexes to identify the harvest time for guava fruit cv. Kumagai and Paluma. Skin color, fruit firmness, soluble solids, titratable acidity, ratio and ascorbic acid were analyzed. The most adequate maturity indexes for 'Kumagai' guava fruit were skin color and pulp firmness, while for 'Paluma' guava fruit, the best indexes were skin color, pulp firmness, titratable acidity and ratio.

Physical and chemical characterization of yellow mangosteen fruits

The work had as objective the physico-chemical characterization of yellow mangosteen fruits. Six samples of 25 fruits were harvested in yellow mangosteen plants of the Active Germoplasm Bank of São Paulo State University and characterized by evaluation of length and width, weight, percentage and number of seeds per fruit, peel and pulp percentage, soluble solid (SS), titratable acidity (TA), vitamin C and SS/TA rate. Yellow mangosteen fruit is an intermediate vitamin C source with an average content 120.33 mg/100g of fresh fruit and has good technological quality.

Efecto del momento de aplicación, utilización de coadyuvantes y volumen de tratamiento en la efectividad de tebufenocida para el control de Cydia Pomonella (L.) (Lepidoptera: Tortricidae)

En ensayos realizados en plantaciones de manzanos en 1994 en Hood River, Oregon, se evaluó el porcentaje de daño obtenido cuando se trataron la primera y segunda generación de Cydia pomonella L con tebufenocida (RH 5992). variando tan sólo la fecha del primer tratamiento para la primera generación. Se evaluaron la persistencia, porcentaje de recubrimiento e influencia en la efectividad de tebufenocida dependiendo del volumen de caldo aplicado por hectárea y del coadyuvante utilizado. No se obtuvieron diferencias significativas entre los distintos momentos de aplicación de tebufenocida, ni tampoco entre el tipo de coadyuvante utilizado, pero sí se obtuvieron entre volúmenes. En árboles de tamaño medio, el porcentaje de mortalidad larvaria fue del 60,89r cuando se aplicó tebufenocida a un volumen de 935 1/ha. y del 81,1% cuando se aplicó a un volumen de 3.745 1/ha, porcentaje que no decreció hasta 32 días después del tratamiento. Se obtuvo una buena correlación entre porcentaje de cobertura y porcentaje de mortalidad cuando se trató con 935 1/ha.