Key Account Management and Quality in Business-to-Business Relationships

What are the main elements of successful Key Account Management (KAM)? What is the nature of quality for the company and for the individual in business-to-business relationships? What kind of managerial practices are required at the company and individual level in Key Account Management? This paper focuses on these central aspects of KAM. It describes the main elements of KAM, which is a systematic marketing management approach in the business-to-business context with the objective to build profitable and long-lasting relationships with major accounts. Although paying customers in the business-to-business market are organizations, they are always represented by individuals. Thus, successful KAM requires appropriate handling of both the organizational and the individual levels. This paper describes the nature of quality for the company and for the individual in business-to-business relationships. As a synthesis, this paper suggests a framework for KAM practices deploying the main elements of KAM and the company and individual levels of business-to-business relationships. The weakness of the traditional quality management approach is that it pays little, if any, attention to customer importance. By providing similar quality to each customer, more important customers are penalized and less important customers are rewarded. This paper broadens the traditional quality management approach by introducing the concept of targeted quality based on customer importance.

Work/Family Reconciliation: Corporate Management, Family Policies, and Gender Equality in the Finnish Context

Work/family reconciliation is a crucial question for both personal well-being and on societal level for productivity and re-production throughout the Western world. This thesis examines work/family reconciliation on societal and organisational level in the Finnish context. The study is based on an initial framework, developing it further and analysing the results with help of it. The methodology of the study is plural, including varying epistemological emphasis and both quantitative and qualitative methods. Policy analysis from two different sectors is followed by a survey answered by 113 HR-managers, and then, based on quantitative analyses, interviews in four chosen case companies. The central findings of the thesis are that there indeed are written corporate level policies for reconciling work and family in companies operating in Finland, in spite of the strong state level involvement in creating a policy context in work/family reconciliation. Also, the existing policies vary in accessibility and use. The most frequently used work/family policies still are the statutory state level policies for family leave, taking place when a baby is born and during his or her first years. Still, there are new policies arising, such as a nurse for an employee’s child who has fallen ill, that are based on company activity only, which shows in both accessibility and use of the policy. Reasons for developing corporate level work/family policies vary among the so-called pro-active and re-active companies. In general, family law has a substantial effect for developing corporate level policies. Also headquarter gender equality strategies as well as employee demands are important. In regression analyses, it was found that corporate image and importance in recruitment are the foremost reasons for companies to develop policies, not for example the amount of female employees in the company. The reasons for policy development can be summarized into normative pressures, coercive pressures and mimetic pressures, in line with findings from institutional theory. This research, however, includes awareness of different stakeholder interests and recognizes that institutional theory needs to be complemented with notions of gender and family, which seem to play a part in perceived work/family conflict and need for further work/family policies both in managers’ personal lives and on the organisational level. A very central finding, demanding more attention, is the by HR managers perceived change in values towards work and commitment towards organisation at the youngest working generation, Generation Y. This combined with the need for key personnel has brought new challenges to companies especially in knowledge business and will presumably lead to further development of flexible practices in organisations. The accessibility to this flexibility seems to, however, be even more dependent on the specific knowledge and skills of the employee. How this generation will change the organisations remains to be seen in further research.

Pain measurement and management in elderly patients : Clinical studies in long term hospital care and after cardiac surgery

The proportion of patients over 75 years of age, receiving all different types of healthcare, is constantly increasing. The elderly undergo surgery and anaesthetic procedures more often than middle-aged patients. Poor pain management in the elderly is still an issue. Although the elderly consumes the greatest proportion of prescribed medicines in Western Europe, most clinical pharmacological studies have been performed in healthy volunteers or middle-aged patients. The aim of this study was to investigate pain measurement and management in cognitively impaired patients in long term hospital care and in cognitively normal elderly patients after cardiac surgery. This thesis incorporated 366 patients, including 86 home-dwelling or hospitalized elderly with chronic pain and 280 patients undergoing cardiac surgery with acute pain. The mean age of patients was 77 (SD ± 8) years and approximately 8400 pain measurements were performed with four pain scales: Verbal Rating Scale (VRS), the Visual Analogue Scale (VAS), the Red Wedge Scale (RWS), and the Facial Pain Scale (FPS). Cognitive function, depression, functional ability in daily life, postoperative sedation and postoperative confusion were assessed with MMSE, GDS, Barthel Index, RASS, and CAM-ICU, respectively. The effects and plasma concentrations of fentanyl and oxycodone were measured in elderly (≥ 75 years) and middle-aged patients (≤ 60 years) and the opioid-sparing effect of pregabalin was studied after cardiac surgery. The VRS pain scores after movement correlated with the Barthel Index. The VRS was most successful in the groups of demented patients (MMSE 17-23, 11-16 and ≤ 10) and in elderly patients on the first day after cardiac surgery. The elderly had a higher plasma concentration of fentanyl at the end of surgery than younger patients. The plasma concentrations of oxycodone were comparable between the groups. Pain intensity on the VRS was lower and the sedation scores were higher in the elderly. Total oxycodone consumption during five postoperative days was reduced by 48% and the CAM-ICU scores were higher on the first postoperative day in the pregabalin group. The incidence of postoperative pain during movement was lower in the pregabalin group three months after surgery. This investigation demonstrates that chronic pain did not seem to impair daily activities in home-dwelling Finnish elderly. The VRS appeared to be applicable for elderly patients with clear cognitive dysfunction (MMSE ≤17) and it was the most feasible pain scale for the early postoperative period after cardiac surgery. After cardiac surgery, plasma concentrations of fentanyl in elderly were elevated, although oxycodone concentrations were at similar level compared to middle-aged patients. The elderly had less pain and were more sedated after doses of oxycodone. Therefore, particular attention must be given to individual dosing of the opioids in elderly surgical patients, who often need a smaller amount for adequate analgesia than middle-aged patients. The administration of pregabalin reduced postoperative oxycodone consumption after cardiac surgery. Pregabalin-treated patients had less confusion, and additionally to less postoperative pain on the first postoperative day and during movement at three months post-surgery. Pregabalin might be a new alternative as analgesic for acute postoperative and chronic pain management in the elderly. Its clinical role and safety remains to be verified in large-scale randomized and controlled studies. In the future, many clinical trials in the older category of patients will be needed to facilitate improvements in health care methods.

Environmental audit of Municipal Solid Waste Management

The management of municipal solid waste has become an acute problem due to enhanced economic activities and rapid urbanisation. Increased attention has been given by the government in recent years to handle this problem in a safe and hygienic manner. In this regard, Municipal Solid Waste Management (MSWM) environmental audit has been carried out for Bangalore city through the collection of secondary data from government agencies, and interviews with stakeholders and field surveys. Field surveys were carried out in seven wards (representative samples of the city) to understand the practice and identify the lacunae. The MSWM audit that was carried out functional-element-wise in selected wards to understand the efficacy and shortfalls, if any, is discussed in this paper.

Regional hydrological impacts of climate change: implications for water management in India

Climate change is most likely to introduce an additional stress to already stressed water systems in developing countries. Climate change is inherently linked with the hydrological cycle and is expected to cause significant alterations in regional water resources systems necessitating measures for adaptation and mitigation. Increasing temperatures, for example, are likely to change precipitation patterns resulting in alterations of regional water availability, evapotranspirative water demand of crops and vegetation, extremes of floods and droughts, and water quality. A comprehensive assessment of regional hydrological impacts of climate change is thus necessary. Global climate model simulations provide future projections of the climate system taking into consideration changes in external forcings, such as atmospheric carbon-dioxide and aerosols, especially those resulting from anthropogenic emissions. However, such simulations are typically run at a coarse scale, and are not equipped to reproduce regional hydrological processes. This paper summarizes recent research on the assessment of climate change impacts on regional hydrology, addressing the scale and physical processes mismatch issues. Particular attention is given to changes in water availability, irrigation demands and water quality. This paper also includes description of the methodologies developed to address uncertainties in the projections resulting from incomplete knowledge about future evolution of the human-induced emissions and from using multiple climate models. Approaches for investigating possible causes of historically observed changes in regional hydrological variables are also discussed. Illustrations of all the above-mentioned methods are provided for Indian regions with a view to specifically aiding water management in India.

Tax-Based Fisheries Management: The Case Study Of The Cantabrian Anchovy Fishery

A dynamic optimisation framework is adopted to show how tax-based management systems theoretically correct the inefficient allocation of fishing resources derived from the stock externality. Optimal Pigouvian taxes on output (τ) and on inputs (γ) are calculated, compared and considered as potential alternatives to the current regulation of VIII division Cantabrian anchovy fishery. The sensibility analysis of optimal taxes illustrates an asymmetry between (τ) and (γ) when cost price ratio varies. The distributional effects also differ. Special attention will be paid to the real implementation of the tax-based systems in fisheries.

EcoGIS – GIS tools for ecosystem approaches to fisheries management

Executive Summary: The EcoGIS project was launched in September 2004 to investigate how Geographic Information Systems (GIS), marine data, and custom analysis tools can better enable fisheries scientists and managers to adopt Ecosystem Approaches to Fisheries Management (EAFM). EcoGIS is a collaborative effort between NOAA’s National Ocean Service (NOS) and National Marine Fisheries Service (NMFS), and four regional Fishery Management Councils. The project has focused on four priority areas: Fishing Catch and Effort Analysis, Area Characterization, Bycatch Analysis, and Habitat Interactions. Of these four functional areas, the project team first focused on developing a working prototype for catch and effort analysis: the Fishery Mapper Tool. This ArcGIS extension creates time-and-area summarized maps of fishing catch and effort from logbook, observer, or fishery-independent survey data sets. Source data may come from Oracle, Microsoft Access, or other file formats. Feedback from beta-testers of the Fishery Mapper was used to debug the prototype, enhance performance, and add features. This report describes the four priority functional areas, the development of the Fishery Mapper tool, and several themes that emerged through the parallel evolution of the EcoGIS project, the concept and implementation of the broader field of Ecosystem Approaches to Management (EAM), data management practices, and other EAM toolsets. In addition, a set of six succinct recommendations are proposed on page 29. One major conclusion from this work is that there is no single “super-tool” to enable Ecosystem Approaches to Management; as such, tools should be developed for specific purposes with attention given to interoperability and automation. Future work should be coordinated with other GIS development projects in order to provide “value added” and minimize duplication of efforts. In addition to custom tools, the development of cross-cutting Regional Ecosystem Spatial Databases will enable access to quality data to support the analyses required by EAM. GIS tools will be useful in developing Integrated Ecosystem Assessments (IEAs) and providing pre- and post-processing capabilities for spatially-explicit ecosystem models. Continued funding will enable the EcoGIS project to develop GIS tools that are immediately applicable to today’s needs. These tools will enable simplified and efficient data query, the ability to visualize data over time, and ways to synthesize multidimensional data from diverse sources. These capabilities will provide new information for analyzing issues from an ecosystem perspective, which will ultimately result in better understanding of fisheries and better support for decision-making. (PDF file contains 45 pages.)

Sustainable management of water bodies for small-scale fisheries resorces research and development

Abstract The rapid growth of both formal and informal high density urban settlements around major water resources has led to increased pollution of streams, rivers, lakes and estuaries, due to contaminated runoff from these developments. The paper identified major contaminants to be : organic waste (sewage), industrial effluent, pesticides and litter. Pollutant loads vary depending on the hydrology of the urban area, local topography and soil conditions. In some instances, severe pollution of neighbouring and downstream water courses has been observed. The management of catchment land uses, riparian zones, in stream habitat, as well as in stream water flow patterns and quality are necessary in order to sustain the integrity and "health" of water resources, for fisheries and other developments. As such, attempts to ensure a certain level of water quality without attention to other aspects will not automatically ensure a "healthy" ecosystem even as fish habitat. Proper management leads to better water quality and conducive environment for increased fish production

An assessment of co-management potentials in the Lake Victoria fisheries of Kenya

Co-management is a system or a process in which responsibility and authority for the management of common resources is shared between the state, local users of the resources as well as other stakeholders, and where they have the legal authority to administer the resource jointly. Co-management has received increasing attention in recent years as a potential strategy for managing fisheries. This paper presents and discusses results of a survey undertaken in the Kenyan part of Lake Victoria to assess the conditions - behaviour, attitude and characteristics of resource users, as well as community institutions - that can support co-management. It analyses the results of this survey with respect to a series of parameters, identified by Pinkerton (1989), as necessary preconditions for the successful inclusion of communities involvement in resource management. The survey was implemented through a two-stage stratified random sampling technique based on district and beach size strata. A total of 405 fishers, drawn from 25 fish landing beaches, were interviewed using a structured questionnaire. The paper concludes that while Kenya's lake Victoria fishery would appear to qualify for a number of these preconditions, it would appear that it fails to qualify in others. Preconditions in this latter category include the definition of boundaries in fishing grounds, community members' rights to the resource, delegation and legislation of local responsibility and authority. Additional work is required to further elaborate and understand these shortcomings

Management of inland capture fisheries and challenges in fish production in Nigeria

The paper critically examines the trend in fish production in Nigeria. The problem of excessive mismanagement and lack of attention by relevant agencies are still common place in inland water bodies. The paper discusses these mismanagement practices which are non compliance with the existing rules and regulations on good fishing methods, uncontrollable, unorthodox and obnoxious fishing practices, destruction of the natural breeding grounds and the collapse of the fishery due to massive over fishing. The challenges posed by the fishing methods as well as the effect of different gears and mechanization of fishing crafts on fish production are discussed. The paper recommends ways to increase domestic fish production in inland water bodies, which include a well planned strategy of restocking the existing reservoirs after careful scientific study, enforcement of the existing laws and regulation based on community participation. Training of stakeholders on the code of practice for responsible fisheries (CPRF), extension of subsidies to fisher folks, the traditional practices, which encourage the adherence to close season and other fish conservation and utilization strategies, are also advocated

Towards integrated island management: lessons from Lau, Malaita, for the implementation of a national approach to resource management in Solomon Islands: final report

Solomon Islands has recently developed substantial policy aiming to support inshore fisheries management, conservation, climate change adaptation and ecosystem approaches to resource management. A large body of experience in community based approaches to management has developed but “upscaling” and particularly the implementation of nation-wide approaches has received little attention so far. With the emerging challenges posed by climate change and the need for ecosystem wide and integrated approaches attracting serious donor attention, a national debate on the most effective approaches to implementation is urgently needed. This report discusses potential implementation of “a cost-effective and integrated approach to resource management that is consistent with national policy and needs” based on a review of current policy and institutional structures and examination of a recent case study from Lau, Malaita using stakeholder, transaction and financial cost analyses.

Fisheries co-management and transaction costs

Fisheries co-management is increasingly seen as a solution to the problems of resource use conflicts and overexploitation. The importance of transactions costs may not have been given adequate attention. The transaction costs are 1) information costs, 2) collective decisionmaking tools, and 3) collective operational costs. The various components of transaction costs of fisheries co-management systems are described in this paper. These costs need to be determined for evaluating the feasibility of a co-managed fishery compared to a centrally managed one.

Economic seaweed resources and their management in eastern Indonesia

The article focuses on the economic seaweed resources and production in eastern Indonesia and how the fishers in the country adjust their system in managing the resources. Particular attention is given to seaweed which can be used as materials for producing carageenan and agar; most carrageenophyte species explored in eastern Indonesia belong to the genera Kappaphycus and Eucheuma; and seaweeds that produce agar belong to families Gelidiaceae and Gracilariaceae.

Mangrove rehabilitation and coastal resource management: a case study of Cogtong Bay, Philippines

The Cogtong Bay experience represents a bold attempt to pursue a shared responsibility between the government and local residents for rehabilitating coastal resources. Some of the factors that provided the impetus to co-management arrangements were the recognition of resource management problems, dependence on coastal resources for livelihood and the desire for more sustainable resource use. This paper draws attention to the importance of legitimate user/property rights, vigilant law enforcement efforts, common commitment among stakeholders and continuing support from local leadership in viable co-management arrangements.

Tenets, Principles, and Criteria for Management: The Basis for Systemic Management

This paper presents nine tenets for management as formulated in the literature in recent decades. These tenets, and the principles behind them, form the foundation for systemic management. All tenets are interrelated and far from mutually exclusive or discrete. When we consider them seriously and simultaneously, these tenets expose serious flaws of conventional resource management and define systemic management. Systemic management requires that we manage inclusively and avoid restricting management to any particular interaction between humans and other elements of nature. The management tenets presented here are considered with particular attention to the interrelationships among both the tenets and principles upon which they are based. The case is made that the tenets are inseparable and should be applied collectively. Combined consideration of the tenets clarifies the role of science, contributes to progress in defining management, and leads to the development of ways we can avoid mistakes of past management. Systemic management emerges as at least one form of management that will consistently account for and apply to the complexities of nature.