Multi-site -sertifikaatin vaatimukset ympäristöjohtamisjärjestelmän rakentamisessa

Diplomityö muodostuu kahdesta kokonaisuudesta. Työn teoriaosa kertoo mitä ympäristöjohtaminen on, millaisia ovat multi-site -organisaatio ja multi-site -johtamisjärjestelmä sekä mitä vaatimuksia nämä asettavat yritykselle. Työssä esitetään malli, jota käyttämällä kansainvälisten johtamisjärjestelmästandardien mukaan rakennetut laatu-, ympäristö-, terveys- ja turvallisuusjärjestelmät voidaan yhdistää yhdeksi kokonaisuudeksi, multi-site - johtamisjärjestelmäksi. Malli rakentuu kolmesta tasosta, joita ovat paikallinen, maakohtainen ja konsernitaso. Esimerkkien avulla kerrotaan miteneri lähtökohdista voidaan näiden tasojen kautta edetä kohti yhtä johtamiskokonaisuutta. Esille tuodaan myös multi-site -johtamisjärjestelmän käyttöönottoa puoltavat ja vastustavat näkökohdat. Työn konkreettinen osa on johtamisjärjestelmämallin paikallisen tason toteuttaminen. Ympäristöjohtamisjärjestelmän rakentaminen standardin EN ISO 14001:2004 vaatimusten mukaiseksi Kvaerner Power Oy:n Suomen toimipaikoille sekä tämän järjestelmän yhdistäminen sertifioituun EN ISO 9001 -standardin mukaiseen laatujärjestelmään. Työssä kerrotaan miten ympäristöjohtamisjärjestelmä on rakennettu ja miten laatu- ja ympäristöjärjestelmät on liitetty yhdeksi kokonaisuudeksi. Työn tuloksena syntyi malli johtamisjärjestelmien yhdistämisestä sekä sertifioitu ympäristöjohtamisjärjestelmä, jonka yhdistäminen laatujärjestelmään toteutettiin tavoitteiden mukaisesti.

Unification of multi-species vertebrate anatomy ontologies for comparative biology in Uberon.

BACKGROUND: Elucidating disease and developmental dysfunction requires understanding variation in phenotype. Single-species model organism anatomy ontologies (ssAOs) have been established to represent this variation. Multi-species anatomy ontologies (msAOs; vertebrate skeletal, vertebrate homologous, teleost, amphibian AOs) have been developed to represent 'natural' phenotypic variation across species. Our aim has been to integrate ssAOs and msAOs for various purposes, including establishing links between phenotypic variation and candidate genes. RESULTS: Previously, msAOs contained a mixture of unique and overlapping content. This hampered integration and coordination due to the need to maintain cross-references or inter-ontology equivalence axioms to the ssAOs, or to perform large-scale obsolescence and modular import. Here we present the unification of anatomy ontologies into Uberon, a single ontology resource that enables interoperability among disparate data and research groups. As a consequence, independent development of TAO, VSAO, AAO, and vHOG has been discontinued. CONCLUSIONS: The newly broadened Uberon ontology is a unified cross-taxon resource for metazoans (animals) that has been substantially expanded to include a broad diversity of vertebrate anatomical structures, permitting reasoning across anatomical variation in extinct and extant taxa. Uberon is a core resource that supports single- and cross-species queries for candidate genes using annotations for phenotypes from the systematics, biodiversity, medical, and model organism communities, while also providing entities for logical definitions in the Cell and Gene Ontologies. THE ONTOLOGY RELEASE FILES ASSOCIATED WITH THE ONTOLOGY MERGE DESCRIBED IN THIS MANUSCRIPT ARE AVAILABLE AT: http://purl.obolibrary.org/obo/uberon/releases/2013-02-21/ CURRENT ONTOLOGY RELEASE FILES ARE AVAILABLE ALWAYS AVAILABLE AT: http://purl.obolibrary.org/obo/uberon/releases/

Aplicación de la técnica de espectrometría de fluorescencia de rayos-X en el estudio de la dispersión de metales en áreas mineras

One critical factor for success in characterizing metals polluting mining environments so as to be able to eliminate them and subsequently recover these areas depends upon a speedy and correct response in the analysis of samples. Rapid, simultaneous, multi-element analysis can be undertaken using X-ray fluorescence spectrometry, a versatile, non-destructive analytical technique commonly employed to identify both major and minor elements in samples related to environmental studies. An additional advantage of this technique is the possibility of conducting the analysis directly on solid samples, which is extremely convenient when dealing with environmental samples that are difficult to dissolve, such as soils, sediments and mining wastes. Moreover, in recent years the development of spectrometers equipped with digital-signal processors combined with enlarged X-ray production, using better designs for excitation-detection, has contributed to an improvement in instrumental sensitivity, thus allowing us to detect important polluting elements such as Cd and Pb at trace levels. In this paper the authors describe, on the basis of their own experience, some interesting applications of XRF spectrometry for the analysis of several types of environmental samples related to the study of the dispersion of metals within mining environments: (A) analysis of mining wastes, soils and sediments; (B) analysis of samples of vegetation used as bioindicators or related to phytoremediation studies; and (C) analysis of water samples related to mining operations

Targeted therapy against multi-resistant bacteria in leukemic and hematopoietic stem cell transplant recipients: guidelines of the 4th European Conference on Infections in Leukemia (ECIL-4, 2011).

The detection of multi-resistant bacterial pathogens, particularly those to carbapenemases, in leukemic and stem cell transplant patients forces the use of old or non-conventional agents as the only remaining treatment options. These include colistin/polymyxin B, tigecycline, fosfomycin and various anti-gram-positive agents. Data on the use of these agents in leukemic patients are scanty, with only linezolid subjected to formal trials. The Expert Group of the 4(th) European Conference on Infections in Leukemia has developed guidelines for their use in these patient populations. Targeted therapy should be based on (i) in vitro susceptibility data, (ii) knowledge of the best treatment option against the particular species or phenotype of bacteria, (iii) pharmacokinetic/pharmacodynamic data, and (iv) careful assessment of the risk-benefit balance. For infections due to resistant Gram-negative bacteria, these agents should be preferably used in combination with other agents that remain active in vitro, because of suboptimal efficacy (e.g., tigecycline) and the risk of emergent resistance (e.g., fosfomycin). The paucity of new antibacterial drugs in the near future should lead us to limit the use of these drugs to situations where no alternative exists.

Safety of intramuscular influenza vaccine in patients receiving oral anticoagulation therapy: a single blinded multi-centre randomized controlled clinical trial

Influenza vaccines are recommended for administration by the intramuscular route. However, many physicians use the subcutaneous route for patients receiving an oral anticoagulant because this route is thought to induce fewer hemorrhagic side effects. Our aim is to assess the safety of intramuscular administration of influenza vaccine in patients on oral anticoagulation therapy. Methods: Design: Randomised, controlled, single blinded, multi-centre clinical trial. Setting: 4 primary care practices in Barcelona, Spain. Participants: 229 patients on oral anticoagulation therapy eligible for influenza vaccine during the 20032004 season. Interventions: intramuscular administration of influença vaccine in the experimental group (129 patients) compared to subcutaneous administration in the control group (100 patients). Primary outcome: change in the circumference of the arm at the site of injection at 24 hours. Secondary outcomes: appearance of local reactions and pain at 24 hours and at 10 days; change in INR (International Normalized Ratio) at 24 hours and at 10 days. Analysis was by intention to treat using the 95% confidence intervals of the proportions or mean differences. Results: Baseline variables in the two groups were similar. No major side effects or major haemorrhage during the follow-up period were reported. No significant differences were observed in the primary outcome between the two groups. The appearance of local adverse reactions was more frequent in the subcutaneous administration group (37,4% vs. 17,4%, 95% confidence interval of the difference 8,2% to 31,8%). Conclusion: This study shows that the intramuscular administration route of influenza vaccine in patients on anticoagulant therapy does not have more side effects than the subcutaneous administration route

Multi-slice three-dimensional myocardial strain tensor quantification using zHARP.

In this article we propose a novel method for calculating cardiac 3-D strain. The method requires the acquisition of myocardial short-axis (SA) slices only and produces the 3-D strain tensor at every point within every pair of slices. Three-dimensional displacement is calculated from SA slices using zHARP which is then used for calculating the local displacement gradient and thus the local strain tensor. There are three main advantages of this method. First, the 3-D strain tensor is calculated for every pixel without interpolation; this is unprecedented in cardiac MR imaging. Second, this method is fast, in part because there is no need to acquire long-axis (LA) slices. Third, the method is accurate because the 3-D displacement components are acquired simultaneously and therefore reduces motion artifacts without the need for registration. This article presents the theory of computing 3-D strain from two slices using zHARP, the imaging protocol, and both phantom and in-vivo validation.

Multi-analyte detection for biological fluids. Towards continous monitoring of glucose, ionized calcium and pH using a viscometric affinity biosensor.

We present a viscometric affinity biosensor that can potentially allow continuous multi-analyte monitoring in biological fluids like blood or plasma. The sensing principle is based on the detection of viscosity changes of a polymeric solution which has a selective affinity for the analyte of interest. The chemico-mechanical sensor incorporates an actuating piezoelectric diaphragm, a sensing piezoelectric diaphragm and a flow-resisting microchannel for viscosity detection. A free-standing Anodic Alumina Oxide (AAO) porous nano-membrane is used as selective interface. A glucose-sensitive sensor was fabricated and extensively assessed in buffer solution. The sensor reversibility, stability and sensitivity were excellent during at least 65 hours. Results showed also a good degree of stability for a long term measurement (25 days). The sensor behaviour was furthermore tested in fetal bovine serum (FBS). The obtained results for glucose sensing are very promising, indicating that the developed sensor is a candidate for continuous monitoring in biological fluids. Sensitive solutions for ionized calcium and pH are currently under development and should allow multi-analyte sensing in the near future.

Self-Organising Maps and Correlation Analysis as a Tool to Explore Patterns in Excitation-Emission Matrix Data Sets and to Discriminate Dissolved Organic Matter Fluorescence Components

Dissolved organic matter (DOM) is a complex mixture of organic compounds, ubiquitous in marine and freshwater systems. Fluorescence spectroscopy, by means of Excitation-Emission Matrices (EEM), has become an indispensable tool to study DOM sources, transport and fate in aquatic ecosystems. However the statistical treatment of large and heterogeneous EEM data sets still represents an important challenge for biogeochemists. Recently, Self-Organising Maps (SOM) has been proposed as a tool to explore patterns in large EEM data sets. SOM is a pattern recognition method which clusterizes and reduces the dimensionality of input EEMs without relying on any assumption about the data structure. In this paper, we show how SOM, coupled with a correlation analysis of the component planes, can be used both to explore patterns among samples, as well as to identify individual fluorescence components. We analysed a large and heterogeneous EEM data set, including samples from a river catchment collected under a range of hydrological conditions, along a 60-km downstream gradient, and under the influence of different degrees of anthropogenic impact. According to our results, chemical industry effluents appeared to have unique and distinctive spectral characteristics. On the other hand, river samples collected under flash flood conditions showed homogeneous EEM shapes. The correlation analysis of the component planes suggested the presence of four fluorescence components, consistent with DOM components previously described in the literature. A remarkable strength of this methodology was that outlier samples appeared naturally integrated in the analysis. We conclude that SOM coupled with a correlation analysis procedure is a promising tool for studying large and heterogeneous EEM data sets.

Synthesis and multi-target biological profiling of a novel family of rhein derivatives as disease-modifying anti-Alzheimer agents

We have synthesized a family of rheinhuprine hybrids to hit several key targets for Alzheimer"s disease. Biological screening performed in vitro and in Escherichia coli cells has shown that these hybrids exhibit potent inhibitory activities against human acetylcholinesterase butyrylcholinesterase, and BACE-1, dual Aβ42 and tau anti-aggregating activity, and brain permeability. Ex vivo studies with the leads (+)- and ()-7e in brain slices of C57bl6 mice have revealed that they efficiently protect against the Aβ-induced synaptic dysfunction , preventing the loss of synaptic proteins and/or have a positive effect on the induction of long term potentiation. In vivo studies in APP-PS1 transgenic mice treated i.p. for 4 weeks with (+)- and ()-7e have shown a central soluble Aβ lowering effect, accompanied by an increase in the levels of mature amyloid precursor protein (APP). Thus, (+)- and ()-7e emerge as very promising disease-modifying anti-Alzheimer drug candidates.

Synthesis and multi-target biological profiling of a novel family of rhein derivatives as disease-modifying anti-Alzheimer agents

We have synthesized a family of rheinhuprine hybrids to hit several key targets for Alzheimer"s disease. Biological screening performed in vitro and in Escherichia coli cells has shown that these hybrids exhibit potent inhibitory activities against human acetylcholinesterase butyrylcholinesterase, and BACE-1, dual Aβ42 and tau anti-aggregating activity, and brain permeability. Ex vivo studies with the leads (+)- and ()-7e in brain slices of C57bl6 mice have revealed that they efficiently protect against the Aβ-induced synaptic dysfunction , preventing the loss of synaptic proteins and/or have a positive effect on the induction of long term potentiation. In vivo studies in APP-PS1 transgenic mice treated i.p. for 4 weeks with (+)- and ()-7e have shown a central soluble Aβ lowering effect, accompanied by an increase in the levels of mature amyloid precursor protein (APP). Thus, (+)- and ()-7e emerge as very promising disease-modifying anti-Alzheimer drug candidates.

Associated anomalies in multi-malformed infants with cleft lip and palate: An epidemiologic study of nearly 6 million births in 23 EUROCAT registries.

We studied 5,449 cases of cleft lip (CL) with or without cleft palate (CL/P) identified between 1980 and 2000 from the EUROCAT network of 23 registers (nearly 6 million births) in 14 European countries. We investigated specific types of defects associated with clefts. Among CL/P cases (prevalence = 9.1 per 10,000), 1,996 (36.6%) affected only the lip (CL) and 3,453 (63.4%) involved CL and palate (CLP). A total of 3,860 CL/P cases (70.8%) occurred as isolated anomalies and 1,589 (29.2%) were associated with other defects such as multiple congenital anomalies of unknown origin (970), chromosomal (455) and recognized syndromes (164). Associated malformations were more frequent in infants who had CLP (34.0%) than in infants with CL only (20.8%). Among multi-malformed infants, 2 unrelated anomalies were found in 351 cases, 3 in 242 cases, and 4 or more in 377 cases. Among 5,449 CL/P cases, 4,719 were live births (LB) (86.6%), 203 stillbirths (SB) (3.7%), while 508 (9.3%) were terminations of pregnancy (ToP). CL/P occurred significantly more frequently in males (M/F = 1.70), especially among total isolated cases (M/F = 1.87) and CLP isolated cases (M/F = 1.92). The study confirmed that musculoskeletal, cardiovascular, and central nervous system defects are frequently associated with CL/P. An association with reduction anomalies of the brain was found. This association suggests that clinicians should seek to identify structural brain anomalies in these patients with CL/P as the potential functional consequences may be important for rehabilitation and clinical management.

Ranking-Dominance Relation for (Evolutionary) Multi-Objective Optimization

An alternative relation to Pareto-dominance relation is proposed. The new relation is based on ranking a set of solutions according to each separate objective and an aggregation function to calculate a scalar fitness value for each solution. The relation is called as ranking-dominance and it tries to tackle the curse of dimensionality commonly observedin evolutionary multi-objective optimization. Ranking-dominance can beused to sort a set of solutions even for a large number of objectives when Pareto-dominance relation cannot distinguish solutions from one another anymore. This permits search to advance even with a large number of objectives. It is also shown that ranking-dominance does not violate Pareto-dominance. Results indicate that selection based on ranking-dominance is able to advance search towards the Pareto-front in some cases, where selection based on Pareto-dominance stagnates. However, in some cases it is also possible that search does not proceed into direction of Pareto-front because the ranking-dominance relation permits deterioration of individual objectives. Results also show that when the number of objectives increases, selection based on just Pareto-dominance without diversity maintenance is able to advance search better than with diversity maintenance. Therefore, diversity maintenance is connive at the curse of dimensionality.

GIS and geodatabases application to global scale plate tectonics modelling

Les reconstructions palinspastiques fournissent le cadre idéal à de nombreuses études géologiques, géographiques, océanographique ou climatiques. En tant qu?historiens de la terre, les "reconstructeurs" essayent d?en déchiffrer le passé. Depuis qu?ils savent que les continents bougent, les géologues essayent de retracer leur évolution à travers les âges. Si l?idée originale de Wegener était révolutionnaire au début du siècle passé, nous savons depuis le début des années « soixante » que les continents ne "dérivent" pas sans but au milieu des océans mais sont inclus dans un sur-ensemble associant croûte « continentale » et « océanique »: les plaques tectoniques. Malheureusement, pour des raisons historiques aussi bien que techniques, cette idée ne reçoit toujours pas l'écho suffisant parmi la communauté des reconstructeurs. Néanmoins, nous sommes intimement convaincus qu?en appliquant certaines méthodes et certains principes il est possible d?échapper à l?approche "Wégenerienne" traditionnelle pour enfin tendre vers la tectonique des plaques. Le but principal du présent travail est d?exposer, avec tous les détails nécessaires, nos outils et méthodes. Partant des données paléomagnétiques et paléogéographiques classiquement utilisées pour les reconstructions, nous avons développé une nouvelle méthodologie replaçant les plaques tectoniques et leur cinématique au coeur du problème. En utilisant des assemblages continentaux (aussi appelés "assemblées clés") comme des points d?ancrage répartis sur toute la durée de notre étude (allant de l?Eocène jusqu?au Cambrien), nous développons des scénarios géodynamiques permettant de passer de l?une à l?autre en allant du passé vers le présent. Entre deux étapes, les plaques lithosphériques sont peu à peu reconstruites en additionnant/ supprimant les matériels océaniques (symbolisés par des isochrones synthétiques) aux continents. Excepté lors des collisions, les plaques sont bougées comme des entités propres et rigides. A travers les âges, les seuls éléments évoluant sont les limites de plaques. Elles sont préservées aux cours du temps et suivent une évolution géodynamique consistante tout en formant toujours un réseau interconnecté à travers l?espace. Cette approche appelée "limites de plaques dynamiques" intègre de multiples facteurs parmi lesquels la flottabilité des plaques, les taux d'accrétions aux rides, les courbes de subsidence, les données stratigraphiques et paléobiogéographiques aussi bien que les évènements tectoniques et magmatiques majeurs. Cette méthode offre ainsi un bon contrôle sur la cinématique des plaques et fournit de sévères contraintes au modèle. Cette approche "multi-source" nécessite une organisation et une gestion des données efficaces. Avant le début de cette étude, les masses de données nécessaires était devenues un obstacle difficilement surmontable. Les SIG (Systèmes d?Information Géographiques) et les géo-databases sont des outils informatiques spécialement dédiés à la gestion, au stockage et à l?analyse des données spatialement référencées et de leurs attributs. Grâce au développement dans ArcGIS de la base de données PaleoDyn nous avons pu convertir cette masse de données discontinues en informations géodynamiques précieuses et facilement accessibles pour la création des reconstructions. Dans le même temps, grâce à des outils spécialement développés, nous avons, tout à la fois, facilité le travail de reconstruction (tâches automatisées) et amélioré le modèle en développant fortement le contrôle cinématique par la création de modèles de vitesses des plaques. Sur la base des 340 terranes nouvellement définis, nous avons ainsi développé un set de 35 reconstructions auxquelles est toujours associé un modèle de vitesse. Grâce à cet ensemble de données unique, nous pouvons maintenant aborder des problématiques majeurs de la géologie moderne telles que l?étude des variations du niveau marin et des changements climatiques. Nous avons commencé par aborder un autre problème majeur (et non définitivement élucidé!) de la tectonique moderne: les mécanismes contrôlant les mouvements des plaques. Nous avons pu observer que, tout au long de l?histoire de la terre, les pôles de rotation des plaques (décrivant les mouvements des plaques à la surface de la terre) tendent à se répartir le long d'une bande allant du Pacifique Nord au Nord de l'Amérique du Sud, l'Atlantique Central, l'Afrique du Nord, l'Asie Centrale jusqu'au Japon. Fondamentalement, cette répartition signifie que les plaques ont tendance à fuir ce plan médian. En l'absence d'un biais méthodologique que nous n'aurions pas identifié, nous avons interprété ce phénomène comme reflétant l'influence séculaire de la Lune sur le mouvement des plaques. La Lune sur le mouvement des plaques. Le domaine océanique est la clé de voute de notre modèle. Nous avons attaché un intérêt tout particulier à le reconstruire avec beaucoup de détails. Dans ce modèle, la croûte océanique est préservée d?une reconstruction à l?autre. Le matériel crustal y est symbolisé sous la forme d?isochrones synthétiques dont nous connaissons les âges. Nous avons également reconstruit les marges (actives ou passives), les rides médio-océaniques et les subductions intra-océaniques. En utilisant ce set de données très détaillé, nous avons pu développer des modèles bathymétriques 3-D unique offrant une précision bien supérieure aux précédents.<br/><br/>Palinspastic reconstructions offer an ideal framework for geological, geographical, oceanographic and climatology studies. As historians of the Earth, "reconstructers" try to decipher the past. Since they know that continents are moving, geologists a trying to retrieve the continents distributions through ages. If Wegener?s view of continent motions was revolutionary at the beginning of the 20th century, we know, since the Early 1960?s that continents are not drifting without goal in the oceanic realm but are included in a larger set including, all at once, the oceanic and the continental crust: the tectonic plates. Unfortunately, mainly due to technical and historical issues, this idea seems not to receive a sufficient echo among our particularly concerned community. However, we are intimately convinced that, by applying specific methods and principles we can escape the traditional "Wegenerian" point of view to, at last, reach real plate tectonics. This is the main aim of this study to defend this point of view by exposing, with all necessary details, our methods and tools. Starting with the paleomagnetic and paleogeographic data classically used in reconstruction studies, we developed a modern methodology placing the plates and their kinematics at the centre of the issue. Using assemblies of continents (referred as "key assemblies") as anchors distributed all along the scope of our study (ranging from Eocene time to Cambrian time) we develop geodynamic scenarios leading from one to the next, from the past to the present. In between, lithospheric plates are progressively reconstructed by adding/removing oceanic material (symbolized by synthetic isochrones) to major continents. Except during collisions, plates are moved as single rigid entities. The only evolving elements are the plate boundaries which are preserved and follow a consistent geodynamical evolution through time and form an interconnected network through space. This "dynamic plate boundaries" approach integrates plate buoyancy factors, oceans spreading rates, subsidence patterns, stratigraphic and paleobiogeographic data, as well as major tectonic and magmatic events. It offers a good control on plate kinematics and provides severe constraints for the model. This multi-sources approach requires an efficient data management. Prior to this study, the critical mass of necessary data became a sorely surmountable obstacle. GIS and geodatabases are modern informatics tools of specifically devoted to store, analyze and manage data and associated attributes spatially referenced on the Earth. By developing the PaleoDyn database in ArcGIS software we converted the mass of scattered data offered by the geological records into valuable geodynamical information easily accessible for reconstructions creation. In the same time, by programming specific tools we, all at once, facilitated the reconstruction work (tasks automation) and enhanced the model (by highly increasing the kinematic control of plate motions thanks to plate velocity models). Based on the 340 terranes properly defined, we developed a revised set of 35 reconstructions associated to their own velocity models. Using this unique dataset we are now able to tackle major issues of the geology (such as the global sea-level variations and climate changes). We started by studying one of the major unsolved issues of the modern plate tectonics: the driving mechanism of plate motions. We observed that, all along the Earth?s history, plates rotation poles (describing plate motions across the Earth?s surface) tend to follow a slight linear distribution along a band going from the Northern Pacific through Northern South-America, Central Atlantic, Northern Africa, Central Asia up to Japan. Basically, it sighifies that plates tend to escape this median plan. In the absence of a non-identified methodological bias, we interpreted it as the potential secular influence ot the Moon on plate motions. The oceanic realms are the cornerstone of our model and we attached a particular interest to reconstruct them with many details. In this model, the oceanic crust is preserved from one reconstruction to the next. The crustal material is symbolised by the synthetic isochrons from which we know the ages. We also reconstruct the margins (active or passive), ridges and intra-oceanic subductions. Using this detailed oceanic dataset, we developed unique 3-D bathymetric models offering a better precision than all the previously existing ones.

Field Sales Management Control: Towards a Multi-Level Theory

The purpose of this dissertation is to increase the understanding and knowledge of field sales management control systems (i.e. sales managers monitoring, directing, evaluating and rewarding activities) and their potential consequences on salespeople. This topic is important because research conducted in the past has indicated that the choice of control system type can on the other hand have desirable consequences, such as high levels of motivation and performance, and on the other hand leadto harmful unintended consequences, such as opportunistic or unethical behaviors. Despite the fact that marketing and sales management control systems have been under rigorous research for over two decades, it still is at a very early stage of development, and several inconsistencies can be found in the research results. This dissertation argues that these inconsistencies are mainly derived from misspecification of the level of analysis in the past research. These different levels of analysis (i.e. strategic, tactical, and operational levels) involve very different decision-making situations regarding the control and motivation of sales force, which should be taken into consideration when conceptualizing the control. Moreover, the study of salesperson consequences of a field sales management control system is actually a cross-level phenomenon, which means that at least two levels of analysis are simultaneously involved. The results of this dissertation confirm the need to re-conceptualize the field sales management control system concept. It provides empirical evidence for the assertion that control should be conceptualized with more details atthe tactical/operational level of analysis than at the strategic levelof analysis. Moreover, the results show that some controls are more efficiently communicated to field salespeople than others. It is proposed that this difference is due to different purposes of control; some controls aredesigned for influencing salespersons' behavior (aim at motivating) whereas some controls are designed to aid decision-making (aim at providing information). According to the empirical results of this dissertation, the both types of controls have an impact to the sales force, but this impactis not as strong as expected. The results obtained in this dissertation shed some light to the nature of field sales management control systems, and their consequences on salespeopl