Abstract: The value co-creation has gained much attention in
sales research, but less is known about how salespeople and
customers interact in the authentic business to business (B2B) sales
meetings. The study presented in this paper empirically contributes to
existing research by presenting authentic B2B sales meetings that
were video recorded and analyzed using observation and qualitative
content analysis methods. This paper aims to study key elements of
successful sales interactions between salespeople and customers/
buyers. This study points out that salespeople are selling value rather
than the products or services themselves, which are only enablers in
realizing business benefits. Therefore, our findings suggest that
promoting and easing open discourse is an essential part of a
successful sales encounter. A better understanding of how
salespeople and customers successfully interact would help
salespeople to develop their interpersonal sales skills.
Abstract: The paper presents a thermodynamic cycle analysis
for three turboshaft engines. The first cycle is a Brayton cycle,
describing the evolution of a classical turboshaft, based on the
Klimov TV2 engine. The other four cycles aim at approaching an
Ericsson cycle, by replacing the Brayton cycle adiabatic expansion in
the turbine by quasi-isothermal expansion. The maximum quasi-
Ericsson cycles temperature is set to a lower value than the maximum
Brayton cycle temperature, equal to the Brayton cycle power turbine
inlet temperature, in order to decrease the engine NOx emissions.
Also, the power/expansion ratio distribution over the stages of the gas
generator turbine is maintained the same. In two of the considered
quasi-Ericsson cycles, the efficiencies of the gas generator turbine, as
well as the power/expansion ratio distribution over the stages of the
gas generator turbine are maintained the same as for the reference
case, while for the other two cases, the efficiencies are increased in
order to obtain the same shaft power as in the reference case. For the
two cases respecting the first condition, both the shaft power and the
thermodynamic efficiency of the engine decrease, while for the other
two, the power and efficiency are maintained, as a result of assuming
new, more efficient gas generator turbines.
Abstract: Innovation plays an important role in economic
growth and development. Evolutionary economics has entrepreneurs
at the centre of the innovation system, but includes all other
participants as contributors to the performance of the innovation
system. Education and training institutions, one of the participants in
the innovation system, contributes in different ways to human capital.
The gap in literature on the competence building as part of human
capital in the analysis of innovation systems is addressed in this
paper. The Mpumalanga Province of South Africa is used as a case
study. It was found that the absence of a university, the level of
education, the quality and performance in the education sector and
the condition of the education infrastructure have not been conducive
to learning.
Abstract: Electronic Word-Of-Mouth (eWOM) communities
represent today an important source of information in which more
and more customers base their purchasing decisions. They include
thousands of reviews concerning very different products and services
posted by many individuals geographically distributed all over the
world. Due to their massive audience, eWOM communities can help
users to find the product they are looking for even if they are less
popular or rare. This is known as the long tail effect, which leads to a
larger number of lower-selling niche products. This paper analyzes
the long tail effect in a well-known eWOM community and defines a
tool for finding niche products unavailable through conventional
channels.
Abstract: Two finite element (FEM) models are presented in
this paper to address the random nature of the response of glued
timber structures made of wood segments with variable elastic
moduli evaluated from 3600 indentation measurements. This total
database served to create the same number of ensembles as was the
number of segments in the tested beam. Statistics of these ensembles
were then assigned to given segments of beams and the Latin
Hypercube Sampling (LHS) method was called to perform 100
simulations resulting into the ensemble of 100 deflections subjected
to statistical evaluation. Here, a detailed geometrical arrangement of
individual segments in the laminated beam was considered in the
construction of two-dimensional FEM model subjected to in fourpoint
bending to comply with the laboratory tests. Since laboratory
measurements of local elastic moduli may in general suffer from a
significant experimental error, it appears advantageous to exploit the
full scale measurements of timber beams, i.e. deflections, to improve
their prior distributions with the help of the Bayesian statistical
method. This, however, requires an efficient computational model
when simulating the laboratory tests numerically. To this end, a
simplified model based on Mindlin’s beam theory was established.
The improved posterior distributions show that the most significant
change of the Young’s modulus distribution takes place in laminae in
the most strained zones, i.e. in the top and bottom layers within the
beam center region. Posterior distributions of moduli of elasticity
were subsequently utilized in the 2D FEM model and compared with
the original simulations.
Abstract: An experimental study was performed to investigate
the behavior and strength of proposed technique to connect
reinforced concrete (RC) beam to steel or composite columns. This
approach can practically be used in several types of building
construction. In this technique, the main beam of the frame consists
of a transfer part (part of beam; Tr.P) and a common reinforcement
concrete beam. The transfer part of the beam is connected to the
column, whereas the rest of the beam is connected to the transfer part
from each side. Four full-scale beam-column connections were tested
under static loading. The test parameters were the length of the
transfer part and the column properties. The test results show that
using of the transfer part technique leads to modify the deformation
capabilities for the RC beam and hence it increases its resistance
against failure. Increase in length of the transfer part did not
necessarily indicate an enhanced behavior. The test results contribute
to the characterization of the connection behavior between RC beam -
steel column and can be used to calibrate numerical models for the
simulation of this type of connection.
Abstract: In this work, we attempt to analyze the contribution of
innovative activities to firm performance and growth. We examine
economic data from some of the economies that were heavily
affected by current economic crisis: the countries of southern Europe
(Portugal, Italy, Greece and Spain) and Ireland. Following literature,
an appropriate econometric model is developed and several indicators
are tested in order to disclose possible relation with innovative
activity. Findings confirm the crucial effect of innovative process in
economic activity, in firm and country level.
Abstract: Object-oriented modeling is spreading in current
simulation of physiological systems through the use of the individual
components of the model and its interconnections to define the
underlying dynamic equations. In this paper we describe the use of
both the SIMSCAPE and MODELICA simulation environments in
the object-oriented modeling of the closed loop cardiovascular
system. The performance of the controlled system was analyzed by
simulation in light of the existing hypothesis and validation tests
previously performed with physiological data. The described
approach represents a valuable tool in the teaching of physiology for
graduate medical students.
Abstract: The main aim of the presented experiments is to
improve behaviour of sandwich structures under dynamic loading,
such as crash or explosion. This paper describes experimental
investigation on the response of new advanced materials to low and
high velocity load. Blast wave energy absorbers were designed using
two types of porous lightweight raw particle materials based on
expanded glass and ceramics with dimensions of 0.5-1 mm,
combined with polymeric binder. The effect of binder amount on the
static and dynamic properties of designed materials was observed.
Prism shaped specimens were prepared and loaded to obtain physicomechanical
parameters – bulk density, compressive and flexural
strength under quasistatic load, the dynamic response was determined
using Split Hopkinson Pressure bar apparatus. Numerical
investigation of the material behaviour in sandwich structure was
performed using implicit/explicit solver LS-Dyna. As the last step,
the developed material was used as the interlayer of blast resistant
litter bin, and it´s functionality was verified by real field blast tests.
Abstract: The paper describes the OAS role in dispute
resolution. The authors make an attempt to identify a general pattern
of the OAS activities within the peaceful settlement of interstate
conflicts, in the beginning of 21st century, as well as to analyze some
features of Honduras–Belize, Nicaragua–Honduras, Honduras–El
Salvador, Costa-Rica–Nicaragua, Colombia–Ecuador cases.
Abstract: The present work describes the implementation of the
Enhanced Collaborative Optimization (ECO) multilevel architecture
with a gradient-based optimization algorithm with the aim of
performing a multidisciplinary design optimization of a generic
unmanned aerial vehicle with morphing technologies. The concepts
of weighting coefficient and dynamic compatibility parameter are
presented for the ECO architecture. A routine that calculates the
aircraft performance for the user defined mission profile and vehicle’s
performance requirements has been implemented using low fidelity
models for the aerodynamics, stability, propulsion, weight, balance
and flight performance. A benchmarking case study for evaluating
the advantage of using a variable span wing within the optimization
methodology developed is presented.
Abstract: The Markov decision process (MDP) based
methodology is implemented in order to establish the optimal
schedule which minimizes the cost. Formulation of MDP problem
is presented using the information about the current state of pipe,
improvement cost, failure cost and pipe deterioration model. The
objective function and detailed algorithm of dynamic programming
(DP) are modified due to the difficulty of implementing the
conventional DP approaches. The optimal schedule derived from
suggested model is compared to several policies via Monte
Carlo simulation. Validity of the solution and improvement in
computational time are proved.
Abstract: This paper discusses the design and analysis of a
hybrid PV-Fuel cell energy system destined to power a DC load. The
system is composed of a photovoltaic array, a fuel cell, an
electrolyzer and a hydrogen tank. HOMER software is used in this
study to calculate the optimum capacities of the power system
components that their combination allows an efficient use of solar
resource to cover the hourly load needs. The optimal system sizing
allows establishing the right balance between the daily electrical
energy produced by the power system and the daily electrical energy
consumed by the DC load using a 28 KW PV array, a 7.5 KW fuel
cell, a 40KW electrolyzer and a 270 Kg hydrogen tank. The variation
of powers involved into the DC bus of the hybrid PV-fuel cell system
has been computed and analyzed for each hour over one year: the
output powers of the PV array and the fuel cell, the input power of
the elctrolyzer system and the DC primary load. Equally, the annual
variation of stored hydrogen produced by the electrolyzer has been
assessed. The PV array contributes in the power system with 82%
whereas the fuel cell produces 18%. 38% of the total energy
consumption belongs to the DC primary load while the rest goes to
the electrolyzer.
Abstract: The dissimilar joint between aluminum/titanium
alloys (Al 6082 and Ti G2) were successfully achieved by CO2 laser
welding with a single pass and without filler material using the
overlap joint design. Laser welding parameters ranges combinations
were experimentally determined using Taguchi approach with the
objective of producing welded joint with acceptable welding profile
and high quality of mechanical properties. In this study a joining of
dissimilar Al 6082 / Ti G2 was resulted in three distinct regions
fusion area in the weldment. These regions are studied in terms of its
microstructural characteristics and microhardness which are directly
affecting the welding quality.
The weld metal was mainly composed of martensite alpha prime.
In two different metals in the two different sides of joint HAZ, grain
growth was detected. The microhardness of the joint distribution also
has shown microhardness increasing in the HAZ of two base metals
and a varying microhardness in fusion zone.
Abstract: Knowledge is considered as an important asset which
can help organizations to create competitive advantage. The necessity
of taking care of these assets is more important in these days – in
days of turbulent changes in business environment. Knowledge could
facilitate adaption to constant changes. The aim of this paper is to
describe how the knowledge sharing can be supported in the
manufacturing companies. The methods of case studies and grounded
theory were used to present information gained by carrying out semistructured
interviews. Results show that knowledge sharing is
supported in very similar ways in respondent companies.
Abstract: Attributes and methods are the basic contents of an
object-oriented class. The connectivity among these class members
and the relationship between the class and other classes play an
important role in determining the quality of an object-oriented
system. Class cohesion evaluates the degree of relatedness of class
attributes and methods, whereas class coupling refers to the degree to
which a class is related to other classes. Researchers have proposed
several class cohesion and class coupling measures. However, the
correlation between class coupling and class cohesion measures has
not been thoroughly studied. In this paper, using classes of three
open-source Java systems, we empirically investigate the correlation
between several measures of connectivity-based class cohesion and
coupling. Four connectivity-based cohesion measures and eight
coupling measures are considered in the empirical study. The
empirical study results show that class connectivity-based cohesion
and coupling internal quality attributes are inversely correlated. The
strength of the correlation depends highly on the cohesion and
coupling measurement approaches.
Abstract: Nowadays, huge amount of multimedia repositories
make the browsing, retrieval and delivery of video contents very slow
and even difficult tasks. Video summarization has been proposed to
improve faster browsing of large video collections and more efficient
content indexing and access. In this paper, we focus on approaches to
video summarization. The video summaries can be generated in many
different forms. However, two fundamentals ways to generate
summaries are static and dynamic. We present different techniques
for each mode in the literature and describe some features used for
generating video summaries. We conclude with perspective for
further research.
Abstract: This article focuses on the issue of airport emergency
plans, which are documents describing reactions to events with
impact on aviation safety or aviation security. The article specifically
focuses on the use and creation of emergency plans, where could be
found a number of disagreements between different stakeholders, for
which the airport emergency plan applies. Those are the friction
surfaces of interfaces, which is necessary to identify and ensure them
smooth process to avoid dangerous situations or delay.
Abstract: In the framework of the modernization of the city of
Constantine and in order to restore its status as a regional metropolis
introducing it into the network of cities international metropolises,
has major urban project was launched: project of modernization and
of metropolitanization of the city of Constantine.
Our research project focuses on the management of the project for
the modernization of the city of Constantine (PMMC) focusing on
the management of some aspects of the urban project whose
participation, with the objective assessment of the managerial
approach business.
In this contribution, we focus on two cases revealing taken into
account in our research work on the question of participation of
actors and their organizations. It is "the urban project of
modernization of Constantine" and the operation relating to "the
urban improvement in the city of the Brothers FERRAD in the
district of Zouaghi". This project and this operation with the objective
of improving the living conditions of citizens have faced several
challenges and obstacles that have been in major part the factors of its
failures.
Through this study, we examined the management process and the
mode of organization of the actors of the project as well as the level
of participation of the citizen to finally proposed managerial solutions
toconflict situations observed.
Abstract: Hurling a successful Construction and Demolition
Waste (C&DW) recycling operation around the globe is a challenge
today, predominantly because secondary materials markets are yet to
be integrated. Reducing, Reusing and recycling of (C&DW) have
been employed over the years, and various techniques have been
investigated. However, the economic and environmental viability of
its application seems limited. This paper discusses the costs and
benefits in using secondary materials and focus on investigating reuse
and recycling process for five major types of construction materials:
concrete, metal, wood, cardboard/paper and plasterboard. Data
obtained from demolition specialists and contractors are considered
and evaluated. The research paper found that construction material
recovery process fully incorporate a 3R’s principle contributing to
saving energy and natural resources. This scrutiny leads to the
empathy of grand challenges in construction material recovery
process. Recommendations to deepen material recovery process are
also discussed.