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

Technology selection and group decision support systems: Case studies on supporting strategic technology selection processes

The objective of the dissertation is to increase understanding and knowledge in the field where group decision support system (GDSS) and technology selection research overlap in the strategic sense. The purpose is to develop pragmatic, unique and competent management practices and processes for strategic technology assessment and selection from the whole company's point of view. The combination of the GDSS and technology selection is approached from the points of view of the core competence concept, the lead user -method, and different technology types. In this research the aim is to find out how the GDSS contributes to the technology selection process, what aspects should be considered when selecting technologies to be developed or acquired, and what advantages and restrictions the GDSS has in the selection processes. These research objectives are discussed on the basis of experiences and findings in real life selection meetings. The research has been mainly carried outwith constructive, case study research methods. The study contributes novel ideas to the present knowledge and prior literature on the GDSS and technology selection arena. Academic and pragmatic research has been conducted in four areas: 1) the potential benefits of the group support system with the lead user -method,where the need assessment process is positioned as information gathering for the selection of wireless technology development projects; 2) integrated technology selection and core competencies management processes both in theory and in practice; 3) potential benefits of the group decision support system in the technology selection processes of different technology types; and 4) linkages between technology selection and R&D project selection in innovative product development networks. New type of knowledge and understanding has been created on the practical utilization of the GDSS in technology selection decisions. The study demonstrates that technology selection requires close cooperation between differentdepartments, functions, and strategic business units in order to gather the best knowledge for the decision making. The GDSS is proved to be an effective way to promote communication and co-operation between the selectors. The constructs developed in this study have been tested in many industry fields, for example in information and communication, forest, telecommunication, metal, software, and miscellaneous industries, as well as in non-profit organizations. The pragmatic results in these organizations are some of the most relevant proofs that confirm the scientific contribution of the study, according to the principles of the constructive research approach.

Studies on coordination of systems development process

This thesis examines coordination of systems development process in a contemporary software producing organization. The thesis consists of a series of empirical studies in which the actions, conceptions and artifacts of practitioners are analyzed using a theory-building case study research approach. The three phases of the thesis provide empirical observations on different aspects of systemsdevelopment. In the first phase is examined the role of architecture in coordination and cost estimation in multi-site environment. The second phase involves two studies on the evolving requirement understanding process and how to measure this process. The third phase summarizes the first two phases and concentrates on the role of methods and how practitioners work with them. All the phases provide evidence that current systems development method approaches are too naïve in looking at the complexity of the real world. In practice, development is influenced by opportunity and other contingent factors. The systems development processis not coordinated using phases and tasks defined in methods providing universal mechanism for managing this process like most of the method approaches assume.Instead, the studies suggest that managing systems development process happens through coordinating development activities using methods as tools. These studies contribute to the systems development methods by emphasizing the support of communication and collaboration between systems development participants. Methods should not describe the development activities and phases in a detail level, butshould include the higher level guidance for practitioners on how to act in different systems development environments.

Mass transfer and particleinteractions in granular systems and suspension flows

The purpose of this study was to investigate some important features of granular flows and suspension flows by computational simulation methods. Granular materials have been considered as an independent state ofmatter because of their complex behaviors. They sometimes behave like a solid, sometimes like a fluid, and sometimes can contain both phases in equilibrium. The computer simulation of dense shear granular flows of monodisperse, spherical particles shows that the collisional model of contacts yields the coexistence of solid and fluid phases while the frictional model represents a uniform flow of fluid phase. However, a comparison between the stress signals from the simulations and experiments revealed that the collisional model would result a proper match with the experimental evidences. Although the effect of gravity is found to beimportant in sedimentation of solid part, the stick-slip behavior associated with the collisional model looks more similar to that of experiments. The mathematical formulations based on the kinetic theory have been derived for the moderatesolid volume fractions with the assumption of the homogeneity of flow. In orderto make some simulations which can provide such an ideal flow, the simulation of unbounded granular shear flows was performed. Therefore, the homogeneous flow properties could be achieved in the moderate solid volume fractions. A new algorithm, namely the nonequilibrium approach was introduced to show the features of self-diffusion in the granular flows. Using this algorithm a one way flow can beextracted from the entire flow, which not only provides a straightforward calculation of self-diffusion coefficient but also can qualitatively determine the deviation of self-diffusion from the linear law at some regions nearby the wall inbounded flows. Anyhow, the average lateral self-diffusion coefficient, which was calculated by the aforementioned method, showed a desirable agreement with thepredictions of kinetic theory formulation. In the continuation of computer simulation of shear granular flows, some numerical and theoretical investigations were carried out on mass transfer and particle interactions in particulate flows. In this context, the boundary element method and its combination with the spectral method using the special capabilities of wavelets have been introduced as theefficient numerical methods to solve the governing equations of mass transfer in particulate flows. A theoretical formulation of fluid dispersivity in suspension flows revealed that the fluid dispersivity depends upon the fluid properties and particle parameters as well as the fluid-particle and particle-particle interactions.

Morphological and functional variability in the root system of Quercus ilex L. subject to confinement: consequences for afforestation

We examined root morphological and functional differences caused by restrictions imposed to vertical growth in the root system of holm oak (Quercus ilex L.) seedlings to assess the consequences of using nursery containers in the development of a confined root system for this species. Thus, root morphological, topological and functional parameters, including hydraulic conductance per leaf unit surface area (K $_{\rm RL})$, were investigated in one-year seedlings cultivated in three PVC tubes differing in length (20, 60 and 100 cm). Longer tubes showed greater projected root area, root volume, total and fine root lengths, specific root length (SRL) and K$_{\rm RL}$ values than did shorter tubes. On the other hand, the length of coarse roots (diameter > 4.5 mm) and the average root diameter were greater in shorter tubes. The strong positive correlation found between K$_{\rm RL}$ and SRL (r=+0.69; P<0.001) indicated that root thickness was inversely related to water flow through the root system. We concluded that root systems developed in longer tubes are more efficient for plant water uptake and, therefore, changes in root pattern produced in standard forest containers (i.e. about 20 cm length) may in fact prevent a proper establishment of the holm oak in the field, particularly in xeric environments.

Two component systems: physiological effect of a third component

Signal transduction systems mediate the response and adaptation of organisms to environmental changes. In prokaryotes, this signal transduction is often done through Two Component Systems (TCS). These TCS are phosphotransfer protein cascades, and in their prototypical form they are composed by a kinase that senses the environmental signals (SK) and by a response regulator (RR) that regulates the cellular response. This basic motif can be modified by the addition of a third protein that interacts either with the SK or the RR in a way that could change the dynamic response of the TCS module. In this work we aim at understanding the effect of such an additional protein (which we call ‘‘third component’’) on the functional properties of a prototypical TCS. To do so we build mathematical models of TCS with alternative designs for their interaction with that third component. These mathematical models are analyzed in order to identify the differences in dynamic behavior inherent to each design, with respect to functionally relevant properties such as sensitivity to changes in either the parameter values or the molecular concentrations, temporal responsiveness, possibility of multiple steady states, or stochastic fluctuations in the system. The differences are then correlated to the physiological requirements that impinge on the functioning of the TCS. This analysis sheds light on both, the dynamic behavior of synthetically designed TCS, and the conditions under which natural selection might favor each of the designs. We find that a third component that modulates SK activity increases the parameter space where a bistable response of the TCS module to signals is possible, if SK is monofunctional, but decreases it when the SK is bifunctional. The presence of a third component that modulates RR activity decreases the parameter space where a bistable response of the TCS module to signals is possible.

Optimizing the Testing Process in Module Testing – Functional Testing Interface

Today's business environment has become increasingly unexpected and fast changing because of the global competition. This new environment requires the companies to organize their control differently, e.g. by logistic process thinking. Logistic process thinking in software engineering applies the principles of production process to immaterial products. Processes must be optimized, so that every phase adds value to the customer, and the lead times can be cut shorter to meet the new customer requirements. The purpose of this thesis is to examine and optimize the testing processes of software engineering concentrating on module testing, functional testing and their interface. The concept of logistic process thinking is introduced through production process, value added model and process management. Also theory of testing based on literature is presented, concentrating on module testing and functional testing. The testing processes of the Case Company are presented together with the project models in which they are implemented. The real life practices in module testing and functional testing and their interface are examined through interviews. These practices are analyzed against the processes and the testing theory, through which ideas for optimizing the testing process are introduced. The project world of the Case Company is also introduced together with two example testing projects in different life cycle phases. The examples give a view of how much effort of the project is put in different types of testing.

Functional testing in TETRA system

Terrestrial Trunked Radio (TETRA) on moderni digitaalinen matkapuhelinjärjestelmän standardi, joka on suunniteltu täyttämään erityisesti viranomaisten vaativat tarpeet turvallisuuden ja luotettavuuden suhteen. Ohjelmiston testaus on tärkeä osa sen laadun takaamiseksi. Testaus on jaettu useisiin vaiheisiin ja se kattaa koko ohjelmiston elinkaaren: ohjelmiston kehittelystä alkaen asiakkaalle lähetettyyn valmiiseen tuotteeseen saakka. Toiminnallisuustestauksen suorittaa joko ohjelmiston suunnittelijat tai erillinen testausryhmä käyttäen Nokia TETRA-järjestelmän testauslaboratoriota. Testauksen tarkoituksena on varmistaa, että ohjelmisto, sen aliohjelmat ja ominaisuudet täyttävät niille annetut toiminnalliset ja laadulliset vaatimukset. Tämä diplomityö antaa yleiskuvan toiminnallisuustestausprosessista Nokia TETRA järjestelmän laboratoriossa. Se tarjoaa esimerkkitestitapauksen avulla kokonaiskuvan siitä, kuinka toiminnallisuustestausprosessi suoritetaan alusta loppuun.

Voimalaitoksen hankeprosessin kehittäminen

Diplomityön ensisijaisena tavoitteena on kuvata Loviisan ydinvoimalaitoksen hankeprosessi ja kartoittaa siihen liittyvät kehitystarpeet. Erityistä huomiota kiinnitetään arviointi-, suunnittelu- ja hyväksymisvaiheisiin sekä budjetointiin. Työssä käsitellään myös hankkeiden taloudellisten perusteluiden määrittelyä ja hankevaihtoehtojen vertailua sekä esitellään laitoksen budjetointikäytännöt ja etsitään menetelmiä laitoksen kustannusseurannan tehostamiseksi. Oman osuutensa työssä muodostaa uuden Maximo-tietojärjestelmän raportointitarpeiden ideointi. Samassa on esitelty myös uusi projektien hallintajärjestelmä Primavera. Tietojärjestelmäuudistuksen aikataulun myöhästymisen vuoksi järjestelmien kehittely ja ominaisuuksien määrittely on toteutettu suppeasti. Teoriaosuudessa käsitellään ydinvoimalaitoksen käyttöiän hallintaa, jonka tarkoituksena on pohjustaa empiirisessä osuudessa käsiteltävää hankeprosessia ja sen kehitystarpeita. Työn ensisijaisena lähdemateriaalina toimivat hankeprosessiin osallistuvien henkilöiden haastattelut. Työssä esitellään erilaisia päätöksentekoa tukevia ja kannattavuuden arviointiin käytettäviä työkaluja ja menetelmiä. Työssä on myös ideoitu alustavasti hankeprosessin tunnusluvut ja raportointitarpeet, jotka tulisi vaivatta saada poimittua Maximo-järjestelmästä. Työssä kuvattiin prosessikaaviona voimalaitoksen hankeprosessi ja tunnistettiin sen pahimmat pullonkaulat, joiden poistamiseksi esitettiin myös muutamia toimintaehdotuksia. Väärinymmärrysten vähentämiseksi selvennettiin laitoksella toteutettavien töiden käsitteistöä. Työssä esitettyjen kehitystoimenpiteiden avulla saadaan kustannusseurantaa tehostettua sekä investointien budjetointiin lisää ryhtiä. Työ päättyy työn tulosten esittelyyn ja johtopäätöksiin.

Friedman's Excess energy and the McMillan-Mayer theory of solutions:Thermodynamics

In his version of the theory of multicomponent systems, Friedman used the analogy which exists between the virial expansion for the osmotic pressure obtained from the McMillan-Mayer (MM) theory of solutions in the grand canonical ensemble and the virial expansion for the pressure of a real gas. For the calculation of the thermodynamic properties of the solution, Friedman proposed a definition for the"excess free energy" that is a reminder of the ancient idea for the"osmotic work". However, the precise meaning to be attached to his free energy is, within other reasons, not well defined because in osmotic equilibrium the solution is not a closed system and for a given process the total amount of solvent in the solution varies. In this paper, an analysis based on thermodynamics is presented in order to obtain the exact and precise definition for Friedman"s excess free energy and its use in the comparison with the experimental data.

Toteutettavuustarkastelu toiminnanohjausjärjestelmäprojektissa

Työn tavoitteena oli suorittaa tekninen sekä toiminnallinen toteutettavuustarkastelu asiakasdataan kohdistuvien muutosten suhteen erään suuren metsäteollisuusyrityksen toiminnanohjausjärjestelmäprojektissa. Ensin selvitettiin toiminnanohjausjärjestelmän käsite, toteutettavuustarkastelun rooli IT -projektissa sekä toteutettavuustarkastelun suorittamisen vaiheet. Teoriaosuus koottiin pääasiassa kirjallisuuden ja internetlähteiden avulla.Empiirisessä osuudessa toteutettiin ja dokumentoitiin toteutettavuustarkastelu vaihe vaiheelta. Kohdetta lähestyttiin ylhäältä -alas menetelmällä. Pääpaino oli asiakaskoodien, järjestelmiin tarvittavien muutosten sekä työnkulun muuttamisen toteutettavuuden tarkastelussa. Empiirisen osuuden informaation kerääminen suoritettiin asiantuntijoiden haastattelujen avulla. Kerättyä tietoa sovellettiin teoriaosuuden sekä projektidokumenttien menetelmien mukaisesti. Lopputulokseksi saatiin täysivaltainen toteutettavuustarkastelu, joka pitää sisällään kohteen taustaselvitykset, nykyisen ja tulevan tilanteen kuvaukset, poikkeavuusanalyysit sekä jatkotoimenpide-ehdotukset. Tutkimuksessa päädyttiin siihen, että projekti on toteutettavissa tutkitulta alueelta.

Langattomien tietoverkkojen hyödyntäminen kuntoilujärjestelmissä

Tekniikan ja elektroniikan kehityksen myötä on voitu kehittää erilaisia kuntoilujärjestelmiä. Niiden tarkoituksena on motivoida liikkumaan, parantaa suorituksia sekä helpottaa harjoitustietojen keräystä ja analysointia. Langattomuus tuo etuja järjestelmän liikkuvuuteen ja komponenttien päivitettävyyteen. Langattomien henkilökohtaisten päätelaitteiden käyttö kuntoilujärjestelmän osana tarjoaa mahdollisuuden hyödyntää harjoitustietoja laajemmin. Langattoman kuntoilujärjestelmän luominen ei kuitenkaan ole ongelmatonta. Tässä diplomityössä keskitytään tutkimaan voidaanko tämän hetken langattomilla tietoverkoilla ja niitä käyttävillä päätelaitteilla toteuttaa sujuvasti toimiva langaton kuntoilujärjestelmä. Työssä perehdytään ensin olemassa oleviin kuntoilujärjestelmiin. Niiden ongelmia ratkomaan käytettiin langattomia tietoverkkoja. Tutkittaviksi tietoverkoiksi valitiin käytetyimmät radioverkot, joita myöhemmin hyödynnetään kuntoiluyhteisötutkimuksessa. Teoriaosaa tukemaan toteutetaan langaton kuntoilujärjestelmä. Työn tuloksena on selvitys langattoman kuntoilujärjestelmän toteuttamisen mahdollisuudesta tämän päivän tekniikoilla. Lisäksi tuloksena on langaton Bluetooth-verkkoa hyödyntävä kuntoiluohjelmisto.

Thomas-Fermi theory for atomic nuclei revisited

The recently developed semiclassical variational Wigner-Kirkwood (VWK) approach is applied to finite nuclei using external potentials and self-consistent mean fields derived from Skyrme inter-actions and from relativistic mean field theory. VWK consist s of the Thomas-Fermi part plus a pure, perturbative h 2 correction. In external potentials, VWK passes through the average of the quantal values of the accumulated level density and total en energy as a function of the Fermi energy. However, there is a problem of overbinding when the energy per particle is displayed as a function of the particle number. The situation is analyzed comparing spherical and deformed harmonic oscillator potentials. In the self-consistent case, we show for Skyrme forces that VWK binding energies are very close to those obtained from extended Thomas-Fermi functionals of h 4 order, pointing to the rapid convergence of the VWK theory. This satisfying result, however, does not cure the overbinding problem, i.e., the semiclassical energies show more binding than they should. This feature is more pronounced in the case of Skyrme forces than with the relativistic mean field approach. However, even in the latter case the shell correction energy for e.g.208 Pb turns out to be only ∼ −6 MeV what is about a factor two or three off the generally accepted value. As an adhoc remedy, increasing the kinetic energy by 2.5%, leads to shell correction energies well acceptable throughout the periodic table. The general importance of the present studies for other finite Fermi systems, self-bound or in external potentials, is pointed out.

Integrating Group Support Systems to innovation process of a forest company

The objective of this study was to analyze the effects of Group Support Systems (GSS) to overall efficiency of innovation process. Overall efficiency was found to be a sum of meeting efficiency, product effectiveness, and learning efficiency. These components were studied in various working situations common in early stages of innovation process. In the empirical part of this study, the suitability of GSS at the forest company was assessed. The basics for this study were idea generation meetings held at LUT and results from the surveys done after the sessions. This data combined with the interviews and theoretical background was used to analyze suitability of this technology to organizational culture at the company. The results of this study are divided to theory and case level. On theory level GSS was found to be a potentially valuable tool for innovation managers, especially at the first stages of the process. On case level, GSS was found to be a suitable tool at Stora Enso for further utilization. A five step implementation proposal was built to illustrate what would be the next stages of GSS implementation, if technology was chosen for further implementation.

The role of intramolecular barriers on the glass transition of polymers: computer simulations versus mode coupling theory

We present computer simulations of a simple bead-spring model for polymer melts with intramolecular barriers. By systematically tuning the strength of the barriers, we investigate their role on the glass transition. Dynamic observables are analyzed within the framework of the mode coupling theory (MCT). Critical nonergodicity parameters, critical temperatures, and dynamic exponents are obtained from consistent fits of simulation data to MCT asymptotic laws. The so-obtained MCT λ-exponent increases from standard values for fully flexible chains to values close to the upper limit for stiff chains. In analogy with systems exhibiting higher-order MCT transitions, we suggest that the observed large λ-values arise form the interplay between two distinct mechanisms for dynamic arrest: general packing effects and polymer-specific intramolecular barriers. We compare simulation results with numerical solutions of the MCT equations for polymer systems, within the polymer reference interaction site model (PRISM) for static correlations. We verify that the approximations introduced by the PRISM are fulfilled by simulations, with the same quality for all the range of investigated barrier strength. The numerical solutions reproduce the qualitative trends of simulations for the dependence of the nonergodicity parameters and critical temperatures on the barrier strength. In particular, the increase in the barrier strength at fixed density increases the localization length and the critical temperature. However the qualitative agreement between theory and simulation breaks in the limit of stiff chains. We discuss the possible origin of this feature.