Supplier's position in project marketing networks

The present study explores relationships between project marketers and their customers in project marketing context. The purpose of the study is to increase the understanding on supplier’s position in project marketing networks. Project marketing is representing a high volume in the international business, and the industrial network approach and the project marketing research cannot fully explain a supplier’s position in project marketing networks. Increased knowledge on project networks can also contribute to industrial marketing research more generally. Data for the present study was collected firstly during the pilot case study from project buyers in the paper and the steel industry in interviews. Secondly an entire project marketing case concerning a steel industry case was used as a data source. The data included interviews, correspondence between the supplier and the buyer, and project documents. The data of the pilot case was analysed with contents analysis, and in the case a deeper analysis based on the developed Stage Dimension framework was used. Supplier’s position in project marketing networks is a hierarchical and dynamic concept including a supplier’s position on the highest level. The dimensions of the position concept are the intermediate level, and the dimensions are based on the underlying components. Supplier’s position is composed from four organization related dimensions, and two individual actor related dimensions. The composition of the supplier’s position varies during the project marketing process, and consequently the relative importance of the dimensions is changing over the process. Supplier’s position in project marketing networks is shaped by incremental and radical changes. Radical changes are initiated by critical events. The study contributes to the research of industrial networks and project marketing. The theoretical contribution of the study is threefold: firstly it proposes a structure of the position concept in project marketing networks, secondly it proposes the Position Stage Dimension Component (PSDC) model for the development of supplier’s position during the project marketing process, and thirdly the study widens the critical event concept to cover the project marketing process both on the organizational and individual level. In addition to the theoretical contributions there are several managerial implications for planning and implementing marketing strategies in the project context.

O relevante papel do agente sililante na modificação de superfícies de polímeros

The applicability of the silylant agents of the general formula Y3Si-R-X, depends on the reactivity of Y group (halide or alcoxide) attached to silicon and the organic function X (halide, amine, thiol, cyanide, etc) in the extreme position of the chain. Both groups are linked together by an organic chain R, containing usually three methylene groups. A series of these agents can be covalently bonded to an inorganic matrix, since the available OH groups are distributed on the surface, making silica gel the most common support. However, other inorganic oxides, zeolites, lamellar inorganic phosphates and chrysotile can also have these agents anchored. Some illustration are presented for immobilized surface in the use as extractors of cations from dilute aqueous or non-aqueous solutions, catalysts agents, ionic exchanged materials, support for enzyme immobilization, chromatographic applications, use in some industrial features and in many other areas. The evolution of this exciting research field to produce new materials, for many tecnological applications, is strongly dependent on the development of a sensible systematic process for the synthesis of a series of new specific silylant agents.

La evaluación de la actividad reflexiva a partir del portafolio del estudiante

Reflective competence is considered one of the key competencies of students‟ education in all teaching levels and in the daily practice of professionals. A lack of conceptual clarity can lead to critical difficulties for teachers when designing activities that promote reflective skills and also to confusion on the part of the students who have to put them into practice. A short introduction to the scientific study of reflective activity which tries to set the stage of the investigation as well as an innovative experience within the framework of the first year of the Degree in Psychology Studies are presented here. This study presents the work on the reflective skills through a reflective portfolio. Five hierarchical levels of reflection are specified as a guide for the making of the portfolio for the students, and as a support for the mentoring and assessment tasks of teachers. As a conclusion, a three-step model for the training of „reflective beginners‟ is outlined

Modificação de zeólitas para uso em catálise

The use of zeolites and other molecular sieves as catalysts is discussed at an introductory level. The text includes a brief historic background on the use of zeolites in catalysis, and a discussion of some chemical and physical properties of silicalite, aluminosilicate, and aluminophosphate molecular sieves. The strategies currently used to chemically modify zeolites and related materials to produce catalysts with increased activity and selectivity are discussed, including the use of redox molecular sieves for hydrocarbon oxidation and the leaching of the active metals from the support.

Análises seqüenciais de agrupamentos aplicadas ao estudo de partículas atmosféricas

The present paper has as objective to apply a sequential Cluster Analysis to the atmospheric particles: Hierarchical Cluster Analysis followed by Nonhierarchical Cluster Analysis. The hierarchical cluster analysis results were used as start point for the nonhierarchical cluster analysis as an agglomerative technique. These particles were taken from two areas of the metropolitan region of Porto Alegre, Charqueadas and Sapucaia do Sul., from may /97 to may/98, using a High Volume Sampler (Hi-Vol). Around 10,000 particles were analysed by Scanning Electron Microscope with Energy-Dispersive X-Ray microanalysis (SEM-EDS). The Hierarchical Cluster Analysis allowed the identification of five groups of particles, whose amounts were differentiated according to the summer and the winter campaigns. The abundance of each type of particles inside each group according to the different sections was verified by the Nonhierarchical Cluster Analysis, resulting in information about the emissions sources. The groups of particles of Si/Al and Si and of Fe/Zn and Fe for Charqueadas were more significant in section 2 and 3 (NW and W wind directions) and in section 1 (SE wind direction), evidencing the influence of the coal power plant and steel industry, respectively located in these quadrants. In Sapucaia do Sul the data were more heterogeneous, causing a certain difficulty to identify the source as anthropogenic. Nevertheless the group of particles containing Fe was found in sectors of NW/W wind directions which shows the influence of the steel plant.

Química organometálica de superfície aplicada à preparação de catalisadores heterogêneos bem definidos

The study of the reactions of organometallic complexes with the surfaces of inorganic oxides, zeolites and metals constitutes the basis of Surface Organometallic Chemistry (SOMC). The basic rules of organometallic chemistry are often valid when applied to surfaces and well-defined surface organometallic complexes can be obtained. These complexes can be used as heterogeneous catalysts or, by controlled reactions, can be transformed in other species useful for a given catalytic reaction. In some cases, these catalysts exhibit higher activity and/or selectivity than their analogous molecular complexes.

Utilização de zeólita preparada a partir de cinza residuária de carvão como adsorvedor de metais em água

Coal ashes produced in coal-fired power plant could be converted into zeolites and can be used as low-cost adsorbents for the treatment of effluents contaminated with high levels of toxic metals. The capacity of synthetic zeolites for the removal of cadmium, zinc and copper ions from aqueous solutions has been investigated under different operating conditions. Zeolite from bottom chimney showed higher removal efficiency for metals ions than zeolite from feed hopper and mixing mill. The results indicated that the treated bottom ash could be applied in environmental technology as an immobilizer of pollutants.

Remoção de metais pesados de efluentes industriais por aluminossilicatos

This review had as aim the bibliography research for the use of aluminosilicates to remove heavy metals from wastewaters. Advanced studies based on parameters that have influence for removal of heavy metals as pH, metal concentration, effect of ligants and removal capacity of zeolites and clays, were reported. These studies demonstrate that aluminosilicates can be successfully used for the removal of heavy metals under the optimized conditions.

Estudo do coeficiente de partição octanol-água de bifenilas policloradas (PCBs) utilizando parâmetros topológicos

A model based on chemical structure was developed for the accurate prediction of octanol/water partition coefficient (K OW) of polychlorinated biphenyls (PCBs), which are molecules of environmental interest. Partial least squares (PLS) was used to build the regression model. Topological indices were used as molecular descriptors. Variable selection was performed by Hierarchical Cluster Analysis (HCA). In the modeling process, the experimental K OW measured for 30 PCBs by thin-layer chromatography - retention time (TLC-RT) has been used. The developed model (Q² = 0,990 and r² = 0,994) was used to estimate the log K OW values for the 179 PCB congeners whose K OW data have not yet been measured by TLC-RT method. The results showed that topological indices can be very useful to predict the K OW.

Role of references in international industrial marketing : a theory-building case study about supplier’s processes of utilizing references

Scientific studies regarding specifically references do not seem to exist. However, the utilization of references is an important practice for many companies involved in industrial marketing. The purpose of the study is to increase the understanding about the utilization of references in international industrial marketing in order to contribute to the development of a theory of reference behavior. Specifically, the modes of reference usage in industry, the factors affecting a supplier's reference behavior, and the question how references are actually utilized, are explored in the study. Due to the explorative nature of the study, a research design was followed where theory and empirical studies alternated. An Exploratory Framework was developed to guide a pilot case study that resulted in Framework 1. Results of the pilot study guided an expanded literature review that was used to develop first a Structural Framework and a Process Framework which were combined in Framework 2. Then, the second empirical phase of the case study was conducted in the same (pilot) case company. In this phase, Decision Systems Analysis (DSA) was used as the analysis method. The DSA procedure consists of three interviewing waves: initial interviews, reinterviews, and validating interviews. Four reference decision processes were identified, described and analyzed in the form of flowchart descriptions. The flowchart descriptions were used to explore new constructs and to develop new propositions to develop Framework 2 further. The quality of the study was ascertained by many actions in both empirical parts of the study. The construct validity of the study was ascertained by using multiple sources of evidence and by asking the key informant to review the pilot case report. The DSA method itself includes procedures assuring validity. Because of the choice to conduct a single case study, external validity was not even pursued. High reliability was pursued through detailed documentation and thorough reporting of evidence. It was concluded that the core of the concept of reference is a customer relationship regardless of the concrete forms a reference might take in its utilization. Depending on various contingencies, references might have various tasks inside the four roles of increasing 1) efficiency of sales and sales management, 2) efficiency of the business, 3) effectiveness of marketing activities, and 4) effectiveness in establishing, maintaining and enhancing customer relationships. Thus, references have not only external but internal tasks as well. A supplier's reference behavior might be affected by many hierarchical conditions. Additionally, the empirical study showed that the supplier can utilize its references as a continuous, all pervasive decision making process through various practices. The process includes both individual and unstructured decision making subprocesses. The proposed concept of reference can be used to guide a reference policy recommendable for companies for which the utilization of references is important. The significance of the study is threefold: proposing the concept of reference, developing a framework of a supplier's reference behavior and its short term process of utilizing references, and conceptual structuring of an unstructured and in industrial marketing important phenomenon to four roles.

Preparación y caracterización de la zeolita MCM-22 y de su precursor laminar

The layered precursor of MCM-22 was prepared with different Si/Al ratios: 15, 25, 50, 100 and ¥. Upon heat treatment these precursors form MCM-22 zeolite. Both layered precursor and MCM-22 zeolite were characterized by several techniques: Chemical Analysis by Atomic Absorption Spectroscopy (AAS), X-Ray Diffraction (XRD), Thermo-gravimetric Analysis (TGA), Pore Analysis by N2 and Ar adsorption, Scanning Electron Microscopy (SEM), Infrared Spectroscopy (IR) and Temperature Programmed Desorption of ammonium (TPD).

Evaluación de la estructura porosa de los materiales MCM-22, MCM-36 e ITQ-2 empleando el test catalitico del n-decano

The void structure of zeolites MCM-22, MCM-36 and ITQ-2 were discussed on the bases of catalytic reaction tests. The hydromerization of n-decane on bifunctional Pt/Zeolite Catalysts have been used as model reactions. Beta and ZSM-5 zeolites were used for comparison. It is concluded that all materials show features of 10MR zeolites and have also pores bigger than 12MR in this order MCM-22

Decomposição do NO sobre Cu suportado em zeólitas

Direct decomposition of NO on copper supported on zeolite catalysts such as MCM-22 and Beta was compared with that on the thoroughly studied Cu-ZSM-5. The catalysts were prepared by ion-exchange in basic media. They were characterized by atomic absorption, surface area, nitrogen adsorption at 77K, X-ray diffraction and temperature programmed reduction. The products of the reaction were analyzed by Fourier transform infrared spectroscopy using a gas cell. Catalytic activity tests indicated that zeolite catalysts, like Beta and MCM-22, lead to NO conversion values comparable to ZSM-5.

Reciclagem química de zeólitas comerciais desativadas

Pyro and hydrometallurgical processes were applied to the treatment of spent commercial zeolites (a molecular sieve and a ZSM-5 sample). Both catalysts were employed in pilot plant units. They were kept in their original shape, they were not regenerated and were not subjected neither to mechanical stress nor to overheating zones during their time on-stream. Two recycling processes were tested: (i) direct solubilization of samples in mixtures of HF + H2O2 (60 ºC, 1 h). Although silicon was solubilized, insoluble matter was found in both samples, particularly in the molecular sieve, due to its high amounts of alkaline and alkaline-earth metals; (ii) fusion with KHSO4 (5 h, 600 ºC) with KHSO4/zeolite mass ratio 6:1. After fusion the solid was solubilized in water (100 ºC), leaving silicon as SiO2 residue. In both processes, solubilized metals were isolated by conventional selective precipitation techniques. Analysis of final products by common analytical methods shows that metals present in the original catalysts were recovered with very high yields except when the molecular sieve was treated with HF + H2O2. This reactant mixture proved to be suitable for processing zeolites with a low alkaline and alkaline-earth metal content whereas fusion with KHSO4 appeared to be adequate for all types of zeolites.

Estabilização de solo contaminado com zinco usando zeólitas sintetizadas a partir de cinzas de carvão

The effect of synthetic zeolites on stabilizing Zn-contaminated soil using 0.01 mol L-1 CaCl2 leaching solution in batch experiments was investigated. The zeolites were synthesized from coal ash by hydrothermal treatment with alkaline solution. The additive enhanced the sorption capacity of the soil and reduced leaching. Zinc leaching was reduced by more than 80% using a minimum of 10% additive. The higher cation exchange capacity of the zeolite/soil mixtures and higher pH were responsible for stabilizing Zn in soil. The poly(2-aminobenzenesulfonic acid)-coated mercury thin-film electrode was used for the determination of zinc.