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.

Urban space and industrial heritage

Postprint (published version)

Estudo de aerossóis atmosféricos e aplicação de modelos numéricos

The main purpose of the present work is to study the concentration of atmospheric particles (PM10 and PM2.5) in the Candiota (RS) region using HV PM10 and dichotomous samplers. Four sampling sites at a distance of 50 km from the emission source were selected: Aceguá, Aeroporto, 8 de Agosto and Pedras Altas. Samples were collected from December 2000 to December 2001. The values obtained with the ISCST (Industrial Source Complex Term) model and with the samplers were compared on January 21st, April 5th, July 14th, August 1st, and October 13th 2001, and are representative of frontal systems occurring in the study area.

Distribuição de mercúrio total como indicador de poluição urbana e industrial na costa brasileira

The monitoring of the pollution status of the Brazilian coast is hampered by the lack of a consistent environmental indicator. We propose Hg as an environmental proxy to anthropogenic pollution of coastal regions due to its absence in the Brazilian geology, its ubiquity in anthropogenic effluents, and its toxicity. Available data suggest Hg "backgrounds" in coastal sediments of 1-10 ng g-1, in the East and 15-30 ng g-1 in the South. We suggest short sediment cores to establish these values estimating a geo-accumulation index to compare all areas. The distribution of index values showed the majority of southern coast at least moderately contaminated whereas many eastern areas are still pristine.

Avantatges i inconvenients de la metodologia INE per a elaborar indicadors de la producció industrial per a les regions espanyoles

Conèixer l'evolució conjuntural del sector industrial, tant a nivell nacional com regional, és de gran importància. En aquest sentit, el retard en la publicació de les xifres de les Comptabilitats Nacionals/Regionals, fa necessària l'elaboració d'indicadors que permetin dur a terme un seguiment a curt termini de l'activitat industrial. Així, l'INE elabora un IPI mensual obtingut pel mètode directe pel conjunt de l'Estat. D'altra banda, al llarg dels darrers anys, a algunes comunitats autònomes espanyoles, s'han engegat projectes centrats en l'elaboració d'indicadors de l'activitat industrial regional, tot i que a partir de metodologies no homogènies. Per corregir aquesta situació, d'un temps ençà, a diferents fòrums s'ha proposat emprar la metodologia emprada per l'IDESCAT per elaborar l'indicador de la comunitat catalana com a alternativa per construir indicadors de l'activitat industrial regional, atès el seu bon comportament per Catalunya. Així, l'INE recentment ha publicat uns IPIs per les CA espanyoles d'acord amb dita metodologia. A aquest treball s'estudia la idoneïtat d'estendre l'esmentada metodologia a totes les regions espanyoles. Per això, es duu a terme una anàlisi comparativa centrada en (tres de) les quatre regions que disposen d'un IPI elaborat pel mètode directe: Andalusia, Astúries i el País Basc.

O impacto industrial na composição química das águas subterrâneas com enfoque de consumo humano (Rio Grande, RS)

The alteration in the quality of groundwater in the industrial zone of Brazil's southernmost state was assessed by a hydrogeochemical study. In 70-85% of the studied area, fluoride, nitrate and phosphate in groundwater surpass the maximum limits for human consumption according to Brazilian environmental legislation. The chemical spectrum of contaminants and their spatial distribution show that fertilizer production processes are responsible for groundwater pollution. The natural conditions of the region are not favorable for minimal protection against infiltration of pollutants into the aquifer.

Caracterización de las almazaras cooperativas catalanas : análisis interno de la fase industrial o de transformación

En el presente artículo hemos tratado de analizar las características de las almazaras cooperativas catalanas con la finalidad de destacar no solamente sus elementos más importantes de gestión sino también sus principales debilidades. Las cooperativas se consideran instrumentos útiles para acometer políticas de desarrollo económico y bienestar social. A pesar de ello hay un gran debate abierto acerca de la eficiencia de estas organizaciones, que plantean el interrogante de si están en condiciones de competir con éxito en una economía cada vez más abierta, liberalizada y global. A través de las encuestas que hemos realizado al conjunto de las cooperativas oleícolas de Catalunya, hemos podido averiguar sus características distintivas, así como las principales desventajas y problemas a los que se enfrentan. Creemos puede ser de interés analizar las características de estas organizaciones, que tanto desde el punto de vista organizativo como de recursos humanos, como financiero, las hace diferentes de otro tipo de organizaciones pero que sin embargo, han de hacer frente a un mercado cada día más exigente y competitivo

Variabilidade espacial e sazonal da concentração de elementos-traço em sedimentos do sistema estuarino de Santos-Cubatão (SP)

Multi-element analyses of sediment samples from the Santos-Cubatão Estuarine System were carried out to investigate the spatial and seasonal variability of trace-element concentrations. The study area contains a rich mangrove ecosystem that is a habitat for tens of thousands of resident and migratory birds, some of them endangered globally. Enrichments of metals in fine-grained surface sediments are, in decreasing order, Hg, Mn, La, Ca, Sr, Cd, Zn, Pb, Ba, Cu, Cr, Fe, Nb, Y, Ni and Ga, relative to pre-industrial background levels. The maximum enrichment ranged from 49 (Hg) to 3.1 (Ga). Mercury concentrations were greater in the Cubatão river than in other sites, while the other elements showed greater concentrations in the Morrão river. Concentrations of Mn were significantly greater in winter and autumn than in summer and spring. However, other elements (e.g. Cd and Pb) showed the opposite, with greater concentrations in summer and spring. This study suggests that seasonal changes in physical and chemical conditions may affect the degree of sediment enrichment and therefore make the assessment of contamination difficult. Consequently, these processes need to be considered when assessing water quality and the potential contamination of biota.

Position sensorless electrically excited synchronous motor drive for industrial use based on direct flux linkage and torque control

Synchronous machines with an AC converter are used mainly in large drives, for example in ship propulsion drives as well as in rolling mill drives in steel industry. These motors are used because of their high efficiency, high overload capacity and good performance in the field weakening area. Present day drives for electrically excited synchronous motors are equipped with position sensors. Most drives for electrically excited synchronous motors will be equipped with position sensors also in future. This kind of drives with good dynamics are mainly used in metal industry. Drives without a position sensor can be used e.g. in ship propulsion and in large pump and blower drives. Nowadays, these drives are equipped with a position sensor, too. The tendency is to avoid a position sensor if possible, since a sensor reduces the reliability of the drive and increases costs (latter is not very significant for large drives). A new control technique for a synchronous motor drive is a combination of the Direct Flux Linkage Control (DFLC) based on a voltage model and a supervising method (e.g. current model). This combination is called Direct Torque Control method (DTC). In the case of the position sensorless drive, the DTC can be implemented by using other supervising methods that keep the stator flux linkage origin centered. In this thesis, a method for the observation of the drift of the real stator flux linkage in the DTC drive is introduced. It is also shown how this method can be used as a supervising method that keeps the stator flux linkage origin centered in the case of the DTC. In the position sensorless case, a synchronous motor can be started up with the DTC control, when a method for the determination of the initial rotor position presented in this thesis is used. The load characteristics of such a drive are not very good at low rotational speeds. Furthermore, continuous operation at a zero speed and at a low rotational speed is not possible, which is partly due to the problems related to the flux linkage estimate. For operation in a low speed area, a stator current control method based on the DFLC modulator (DMCQ is presented. With the DMCC, it is possible to start up and operate a synchronous motor at a zero speed and at low rotational speeds in general. The DMCC is necessary in situations where high torque (e.g. nominal torque) is required at the starting moment, or if the motor runs several seconds at a zero speed or at a low speed range (up to 2 Hz). The behaviour of the described methods is shown with test results. The test results are presented for the direct flux linkage and torque controlled test drive system with a 14.5 kVA, four pole salient pole synchronous motor with a damper winding and electric excitation. The static accuracy of the drive is verified by measuring the torque in a static load operation, and the dynamics of the drive is proven in load transient tests. The performance of the drive concept presented in this work is sufficient e.g. for ship propulsion and for large pump drives. Furthermore, the developed methods are almost independent of the machine parameters.

Salient Pole Synchronous Machine Modelling in an Industrial Direct Torque Controlled Drive Application

Synchronous motors are used mainly in large drives, for example in ship propulsion systems and in steel factories' rolling mills because of their high efficiency, high overload capacity and good performance in the field weakening range. This, however, requires an extremely good torque control system. A fast torque response and a torque accuracy are basic requirements for such a drive. For large power, high dynamic performance drives the commonly known principle of field oriented vector control has been used solely hitherto, but nowadays it is not the only way to implement such a drive. A new control method Direct Torque Control (DTC) has also emerged. The performance of such a high quality torque control as DTC in dynamically demanding industrial applications is mainly based on the accurate estimate of the various flux linkages' space vectors. Nowadays industrial motor control systems are real time applications with restricted calculation capacity. At the same time the control system requires a simple, fast calculable and reasonably accurate motor model. In this work a method to handle these problems in a Direct Torque Controlled (DTC) salient pole synchronous motor drive is proposed. A motor model which combines the induction law based "voltage model" and motor inductance parameters based "current model" is presented. The voltage model operates as a main model and is calculated at a very fast sampling rate (for example 40 kHz). The stator flux linkage calculated via integration from the stator voltages is corrected using the stator flux linkage computed from the current model. The current model acts as a supervisor that prevents only the motor stator flux linkage from drifting erroneous during longer time intervals. At very low speeds the role of the current model is emphasised but, nevertheless, the voltage model always stays the main model. At higher speeds the function of the current model correction is to act as a stabiliser of the control system. The current model contains a set of inductance parameters which must be known. The validation of the current model in steady state is not self evident. It depends on the accuracy of the saturated value of the inductances. Parameter measurement of the motor model where the supply inverter is used as a measurement signal generator is presented. This so called identification run can be performed prior to delivery or during drive commissioning. A derivation method for the inductance models used for the representation of the saturation effects is proposed. The performance of the electrically excited synchronous motor supplied with the DTC inverter is proven with experimental results. It is shown that it is possible to obtain a good static accuracy of the DTC's torque controller for an electrically excited synchronous motor. The dynamic response is fast and a new operation point is achieved without oscillation. The operation is stable throughout the speed range. The modelling of the magnetising inductance saturation is essential and cross saturation has to be considered as well. The effect of cross saturation is very significant. A DTC inverter can be used as a measuring equipment and the parameters needed for the motor model can be defined by the inverter itself. The main advantage is that the parameters defined are measured in similar magnetic operation conditions and no disagreement between the parameters will exist. The inductance models generated are adequate to meet the requirements of dynamically demanding drives.

Real-Time Simulation of Mobile and Industrial Machines Using the Multibody Simulation Approach

This thesis introduces a real-time simulation environment based on the multibody simulation approach. The environment consists of components that are used in conventional product development, including computer aided drawing, visualization, dynamic simulation and finite element software architecture, data transfer and haptics. These components are combined to perform as a coupled system on one platform. The environment is used to simulate mobile and industrial machines at different stages of a product life time. Consequently, the demands of the simulated scenarios vary. In this thesis, a real-time simulation environment based on the multibody approach is used to study a reel mechanism of a paper machine and a gantry crane. These case systems are used to demonstrate the usability of the real-time simulation environment for fault detection purposes and in the context of a training simulator. In order to describe the dynamical performance of a mobile or industrial machine, the nonlinear equations of motion must be defined. In this thesis, the dynamical behaviour of machines is modelled using the multibody simulation approach. A multibody system may consist of rigid and flexible bodies which are joined using kinematic joint constraints while force components are used to describe the actuators. The strength of multibody dynamics relies upon its ability to describe nonlinearities arising from wearing of the components, friction, large rotations or contact forces in a systematic manner. For this reason, the interfaces between subsystems such as mechanics, hydraulics and control systems of the mechatronic machine can be defined and analyzed in a straightforward manner.

Pharmaceuticals occurrence in a WWTP with significant industrial contribution and its input into the river system

Occurrence and removal of 81 representative Pharmaceutical Active Compounds (PhACs) were assessed in a municipal WWTP located in a highly industrialized area, with partial water reuse after UV tertiary treatment and discharge to a Mediterranean river. Water monitoring was performed in an integrated way at different points in the WWTP and river along three seasons. Consistent differences between therapeutic classes were observed in terms of influent concentration, removal efficiencies and seasonal variation. Conventional (primary and secondary) treatment was unable to completely remove numerous compounds and UV-based tertiary treatment played a complementary role for some of them. Industrial activity influence was highlighted in terms of PhACs presence and seasonal distribution. Even if global WWTP effluent impact on the studied river appeared to be minor, PhACs resulted widespread pollutants in river waters. Contamination can be particularly critical in summer in water scarcity areas, when water flow decreases considerably

Monitoramento atmosférico passivo de SO2, NO2 e O3 em áreas urbanas e de influência industrial como prática de química ambiental para alunos de graduação

This study is a result of undergraduate student participation in the Environmental Chemistry discipline provided by the Chemistry Institute/UFBA. The students were involved in the development of passive samplers, a project of the LAQUAM (Environmental Analytical Chemistry Laboratory). The students' residences and other neighborhoods were used to create a passive sampling network, allowing the measurement of atmospheric levels of pollutants in urban areas and in those under industrial influence. The assembly of the passive samplers, including impregnation of filters and chemical analysis were part of the students' practice tasks. The results were analyzed taking into consideration the Brazilian legislation.

Desarrollo de una aplicación interactiva multimedia: Elaboración industrial de una emulsión de fase externa silicónica

A partir de una primera experiencia en el desarrollo de una aplicación interactiva multimedia, como fue la elaboración de comprimidos infantiles de paracetamol y aplicación de las Normas de Correcta Fabricación , y visto que ha tenido una gran aceptación por parte de los alumnos, se decidió el realizar una nueva aplicación interactiva multimedia que considerara la otra práctica que se realizaba en la planta piloto del SDM (Servei de Desenvolupament del Medicament), la cual consiste en la elaboración de una emulsión silicónica. Ambas prácticas se llevan a cabo presencialmente en la asignatura de Tecnología Farmacéutica II. En esta segunda aplicación multimedia, si bien se ha mantenido una estructura similar a la primera editada, se ha intentado mejorar todos aquellos aspectos que surgieron durante la programación y la fase de pruebas de dicha multimedia, como por ejemplo el más importante que ha sido el utilizar un tipo de programación que permita visualizar la actividad a través de Internet entre otras muchas mejoras. Además en esta nueva aplicación se ha introducido una actividad que consiste en un simulador de la elaboración de una emulsión en donde los alumnos podrán probar diferentes parámetros de fabricación (velocidad y tiempo de agitación) para encontrar aquellos que den unas características de viscosidad y extensión lo más óptimas posibles. A día de hoy faltan todavía algunos ajustes a dicha aplicación que se pretende ensayar en el curso académico 2004-2005 donde se valorará por parte de los alumnos y profesores su aplicabilidad y su aceptación real. En esta comunicación se presenta las áreas desarrolladas.

Enzimas termoestáveis: fontes, produção e aplicação industrial

REVIEW: Living organisms encountered in hostile environments that are characterized by extreme temperatures rely on novel molecular mechanisms to enhance the thermal stability of their proteins, nucleic acids, lipids and cell membranes. Proteins isolated from thermophilic organisms usually exhibit higher intrinsic thermal stabilities than their counterparts isolated from mesophilic organisms. Although the molecular basis of protein thermostability is only partially understood, structural studies have suggested that the factors that may contribute to enhance protein thermostability mainly include hydrophobic packing, enhanced secondary structure propensity, helix dipole stabilization, absence of residues sensitive to oxidation or deamination, and increased electrostatic interactions. Thermostable enzymes such as amylases, xylanases and pectinases isolated from thermophilic organisms are potentially of interest in the optimization of industrial processes due to their enhanced stability. In the present review, an attempt is made to delineate the structural factors that increase enzyme thermostability and to document the research results in the production of these enzymes.