Search results for: marketing trend

Authors: Jong-won Lee

Abstract:

Since Cloud environment has appeared as the most powerful keyword in the computing industry, the growth in VDI (Virtual Desktop Infrastructure) became remarkable in domestic market. In recent years, with the trend that mobile devices such as smartphones and pads spread so rapidly, the strengths of VDI that allows people to access and perform business on the move along with companies' office needs expedite more rapid spread of VDI. In this paper, mobile OTP (One-Time Password) authentication method is proposed to secure mobile device portability through rapid and secure authentication using mobile devices such as mobile phones or pads, which does not require additional purchase or possession of OTP tokens of users. To facilitate diverse and wide use of Services in the future, service should be continuous and stable, and above all, security should be considered the most important to meet advanced portability and user accessibility, the strengths of VDI.

Keywords: Cloud, VDI, OTP, Mobility

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Authors: Rimpi Rani

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In the 2000s, a new migration trend of highly skilled Indian professionals towards Japan has appeared. This paper examines the factors that set off the incoming of highly skilled Indian professionals in Japan, mainly focusing on IT professionals’ immigration, and the reasons of the increase in their number. It investigates the influence of four factors: The Japanese immigration policy, the bilateral relations between India and Japan, the higher education system in India and the American H-1B visa policy with its cap system. This study concludes that increased and continuous supply of highly skilled Indian professionals have intensified the competition for migration to traditional destinations like the USA. This led Indian professionals   to consider other options such as Japan.

Keywords: International migration, India, Japan, highly skilled professionals.

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Authors: J. O. Yeboah, K Aboraa, K. Kodom

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The chemical and physical characteristics of rainwater harvested from a typical rooftop were progressively studied. The samples of rainwater collected were analyzed for pH, major ion concentrations, TDS, turbidity, conductivity. All the Physicochemical constituents fell within the WHO guideline limits at some points as rainfall progresses except the pH. All the components of rainwater quality measured during the study showed higher concentrations during the early stages of rainfall and reduce as time progresses. There was a downward trend in terms of pH as rain progressed, with 18% of the samples recording pH below the WHO limit of 6.5-8.0. It was observed that iron concentration was above the WHO threshold value of 0.3 mg/l on occasions of heavy rains. The results revealed that most of physicochemical characteristics of rainwater samples were generally below the WHO threshold, as such, the rainwater characteristics showed satisfactory conditions in terms of physicochemical constituents.

Keywords: Conductivity, pH, physicochemistry, rainwater quality, TDS.

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Authors: Ernest Nweke, Enkhtuya Bavuudorj

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The harsh realities of the scandalous failure of several notable corporations in the past two decades have inextricably resulted in a surge in corporate governance studies. Nevertheless, little or no attention has been paid to corporate governance studies in Mongolian firms and much less to the comprehension of the correlation among ownership structure, corporate governance mechanisms and trend of innovative activities. Innovation is the bed rock of enterprise success. However, the funding and support for innovative activities in many firms are to a great extent determined by the incentives provided by the firm’s internal and external governance mechanisms. Mongolia is an East Asian country currently undergoing a fast-paced transition from socialist to democratic system and it is a widely held view that private ownership as against public ownership fosters innovation. Hence, following the privatization policy of Mongolian Government which has led to the transfer of the ownership of hitherto state controlled and state directed firms to private individuals and organizations, expectations are high that sufficient motivation would be provided for firm managers to engage in innovative activities. This research focuses on the relationship between ownership structure, corporate governance on one hand and the level of innovation on the hand. The paper is empirical in nature and derives data from both reliable secondary and primary sources. Secondary data for the study was in respect of ownership structure of Mongolian listed firms and innovation trend in Mongolia generally. These were analyzed using tables, charts, bars and percentages. Personal interviews and surveys were held to collect primary data. Primary data was in respect of corporate governance practices in Mongolian firms and were collected using structured questionnaire. Out of a population of three hundred and twenty (320) companies listed on the Mongolian Stock Exchange (MSE), a sample size of thirty (30) randomly selected companies was utilized for the study. Five (5) management level employees were surveyed in each selected firm giving a total of one hundred and fifty (150) respondents. Data collected were analyzed and research hypotheses tested using Chi-Square test statistic. Research results showed that corporate governance mechanisms were better and have significantly improved overtime in privately held as opposed to publicly owned firms. Consequently, the levels of innovation in privately held firms were considerably higher. It was concluded that a significant and positive relationship exists between private ownership and good corporate governance on one hand and the level of funding provided for innovative activities in Mongolian firms on the other hand.

Keywords: Corporate governance, innovation, ownership structure, stock exchange.

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Authors: Abdulali Ben Saleh, Mohamed Abudabbus

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The present study based on removal of natural dyes of Roselle petals, then used Roselle petals powder (RPP) as an adsorbent for the removal of methylene blue dye (as a typical cationic or basic dye) from aqueous solutions. The present study shows that used Roselle petals powder exhibit adsorption trend for the dye. The adsorption processes were carried out at various conditions of temperatures ranging from 278 to 338 K ± 2 K , concentrations, processing time and a wide range of pH between 2.5-11. Adsorption isotherm equations such as Freundlich, and Langmuir were applied to calculate the values of respective constants. Adsorption study was found that the currently introduced adsorbent can be used to remove cationic dyes such as methylene blue from aqueous solutions.

Keywords: Adsorption, methylene blue, removal of dyes, Roselle petals powder.

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Authors: Emmanuel U. Oleka, Anil Khanal, Ali R. Osareh, Gary L. Lebby

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Synchrophasor technology is fast being deployed in electric power grids all over the world and is fast changing the way the grids are managed. This trend is to continue until the entire power grids are fully connected so they can be monitored and controlled in real-time. Much achievement has been made in the synchrophasor technology development and deployment, and there are still much more to be achieved. For instance, real-time power grid control and protection potentials of synchrophasor are yet to be explored. It is of necessity that researchers keep in view the various challenges that still need to be overcome in expanding the frontiers of synchrophasor technology. This paper outlines the major challenges that should be dealt with in order to achieve the goal of total power grid visualization, monitoring, and control using synchrophasor technology.

Keywords: Electric power grid, Grid Visualization, Phasor Measurement Unit, Synchrophasor Technology.

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Authors: Zs. Csanádi, A. Szabó Nagy, J. Szabó, J. Erdős

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Atmospheric concentrations of some heavy metal compounds (Pb, Cd, Ni) and the metalloid As were identified and determined in airborne PM2.5 particles in urban sites of Győr, northwest area of Hungary. PM2.5 aerosol samples were collected in two different sampling sites and the trace metal(loid) (Pb, Ni, Cd and As) content were analyzed by atomic absorption spectroscopy. The concentration of PM2.5 fraction was varied between 12.22 and 36.92 μg/m³ at the two sampling sites. The trend of heavy metal mean concentrations regarding the mean value of the two urban sites of Győr was found in decreasing order of Pb > Ni > Cd. The mean values were 7.59 ng/m³ for Pb, 0.34 ng/m³ for Ni and 0.11 ng/m³ for Cd, respectively. The metalloid As could be detected only in 3.57% of the total collected samples. The levels of PM2.5 bounded heavy metals were determined and compared with other cities located in Hungary.

Keywords: Aerosol, air quality, heavy metals, PM2.5.

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Authors: Anita Kéri

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With the outbreak of the global pandemic of COVID-19, online education characterizes today’s higher education. For some higher education institutions (HEIs), the shift from classroom education to online solutions was swift and smooth, and students are continuously asked about their experience regarding online education. Therefore, there is a growing emphasis on student satisfaction with online education, a field that had emerged previously, but has become the center of higher education and research interest today. The aim of the current paper is to give a brief overview of the tools used in the online education of marketing-related classes at the examined university and to investigate student satisfaction with the applied teaching methodologies with the tool of a questionnaire. Results show that students are most satisfied with their teachers’ competences and preparedness, while they are least satisfied with online class quality, where it seems that further steps are needed to be taken.

Keywords: Online teaching, pandemic, satisfaction, students.

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Authors: Majid Mokhtarnia, Alireza Amini

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Mobile operators deal with increasing in the data traffic as a critical issue. As a result, a vital responsibility of the operators is to deal with such a trend in order to create added values. This paper addresses a bundling method in a Canvas business model in a WiFi Data Offloading (WDO) strategy by which some elements of the model may be affected. In the proposed method, it is supposed to sell a number of data packages for subscribers in which there are some packages with a free given volume of data-offloaded WiFi complimentary. The paper on hands analyses this method in the views of attractiveness and profitability. The results demonstrate that the quality of implementation of the WDO strongly affects the final result and helps the decision maker to make the best one.

Keywords: Bundling, canvas business model, telecommunication, WiFi Data Offloading.

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Authors: Yongyoon Suh, Chulhyun Kim, Moon-soo Kim

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As the trend of manufacturing is being dominated depending on services, products and processes are more and more related with sophisticated services. Thus, this research starts with the discussion about integration of the product, process, and service in the innovation process. In particular, this paper sets out some foundations for a theory of service innovation in the field of manufacturing, and proposes the dynamic model of service innovation related to product and process. Two dynamic models of service innovation are suggested to investigate major tendencies and dynamic variations during the innovation cycle: co-innovation and sequential innovation. To structure dynamic models of product, process, and service innovation, the innovation stages in which two models are mainly achieved are identified. The research would encourage manufacturers to formulate strategy and planning for service development with product and process.

Keywords: dynamic model, service innovation, service innovation models, innovation cycle, manufacturing industry.

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Authors: Bishnupriya Sahoo, Prasad K. Bhaskaran

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Tropical cyclone is one among the worst natural hazards that results in a trail of destruction causing enormous damage to life, property, and coastal infrastructures. In a global perspective, the Indian Ocean is considered as one of the cyclone prone basins in the world. Specifically, the frequency of cyclogenesis in the Bay of Bengal is higher compared to the Arabian Sea. Out of the four maritime states in the East coast of India, Odisha is highly susceptible to tropical cyclone landfall. Historical records clearly decipher the fact that the frequency of cyclones have reduced in this basin. However, in the recent decades, the intensity and size of tropical cyclones have increased. This is a matter of concern as the risk and vulnerability level of Odisha coast exposed to high wind speed and gusts during cyclone landfall have increased. In this context, there is a need to assess and evaluate the severity of coastal risk, area of exposure under risk, and associated vulnerability with a higher dimension in a multi-risk perspective. Changing climate can result in the emergence of a new hazard and vulnerability over a region with differential spatial and socio-economic impact. Hence there is a need to have coastal vulnerability projections in a changing climate scenario. With this motivation, the present study attempts to estimate the destructiveness of tropical cyclones based on Power Dissipation Index (PDI) for those cyclones that made landfall along Odisha coast that exhibits an increasing trend based on historical data. The study also covers the futuristic scenarios of integral coastal vulnerability based on the trends in PDI for the Odisha coast. This study considers 11 essential and important parameters; the cyclone intensity, storm surge, onshore inundation, mean tidal range, continental shelf slope, topo-graphic elevation onshore, rate of shoreline change, maximum wave height, relative sea level rise, rainfall distribution, and coastal geomorphology. The study signifies that over a decadal scale, the coastal vulnerability index (CVI) depends largely on the incremental change in variables such as cyclone intensity, storm surge, and associated inundation. In addition, the study also performs a critical analysis on the modulation of PDI on storm surge and inundation characteristics for the entire coastal belt of Odisha State. Interestingly, the study brings to light that a linear correlation exists between the storm-tide with PDI. The trend analysis of PDI and its projection for coastal Odisha have direct practical applications in effective coastal zone management and vulnerability assessment.

Keywords: Bay of Bengal, coastal vulnerability index, power dissipation index, tropical cyclone.

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Authors: Muthatakul Metasit, Setthasakko Watchaneeporn

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At present, increased concerns about global environmental problems have magnified the importance of sustainability management. To move towards sustainability, companies need to look at everything from a holistic perspective in order to understand the interconnections between economic growth and environmental and social sustainability. This paper aims to gain an understanding of key determinants that drive sustainability management and barriers that hinder its development. It employs semi-structured interviews with key informants, site observation and documentation. The informants are production, marketing and environmental managers of the leading wine producer, which aims to become an Asia-s leader in wine & wine based products. It is found that corporate image and top management leadership are the primary factors influencing the adoption of sustainability management. Lack of environmental knowledge and inefficient communication are identified as barriers.

Keywords: Environmental, knowledge; Sustainability management; Top management leadership; Wine industry

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Authors: Duygu Aydin

Abstract:

Advertising today has already become an integral part of human life as a building block of the consumer community. A component of the value chain of the media, advertising sector is struggling increasingly harder to find new methods to reach consumers. The tendency towards experimental marketing practices is increasing day by day, especially to divert consumers from the idea “They are selling something to me.” It is therefore considered a good idea to investigate the trust in ad media of consumers, who are today exposed to a great bulk of information from advertising sector. In this study, the current value of ad media for the young consumer will be investigated. Data on various ad media reliability will be comparatively analyzed and young consumers will be traced by including university students in the study. In this research, which will be performed on students studying at the Selçuk University (Turkey) by random sampling method, data will be obtained by survey technique and evaluated by a statistical analysis.

Keywords: Trust in advertising, ad medium, media.

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Authors: Daniel C. S. Lim

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There are numerous nutritional supplements, such as multivitamins and nutrition drinks, in the market today. Many of these supplements are expensive and tend to be driven commercially by business decisions and big marketing budgets. Many of the costs are ultimately borne by the end user in the quest for keeping to a healthy lifestyle. This paper proposes a system with a list of ten determinants to gauge how to decide the value of various supplements. It suggests variables such as composition, safety, efficacy and bioavailability, as well as several other considerations. These guidelines can help to tackle many of the issues that people of all ages face in the way that they receive essential nutrients. The system also aims to promote and improve the safety and choice of foods and supplements. In so doing, the system aims to promote the individual’s or population’s control over their own health and reduce the growing health care burden on the society.

Keywords: Nutritional supplements, vitamins and minerals, bioavailability, supplementation determinants, nutrition guidelines.

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Authors: Elham Moniri, Homayon Ahmad Panahi, Ahmad Izadi, Mohamad Mehdi Parvin, Atyeh Rahimi

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In this investigation Salicylic acid, Sulfosalicylic acid and Acetyl salicylic acid were chosen as a sample for thin layer chromatography (TLC) on silica gel plates. Bicarbonate buffer at different pH containing different amounts of boric acid was applied as mobile phase. Specific interaction of these substances with boric acid has effect on Rf in thin layer chromatography. Regular and similar trend was observed in variations of Rf for mentioned compounds in TLC by altering of percentages of boric acid in mobile phase in pH range of 8-10. Also effect of organic solvent, mixture of water/ organic solvent and organic solvent containing boric acid as mobile phase was studied.

Keywords: Thin layer chromatography (TLC), Aspirin, Salicylic acid, Sulfosalycylic acid, Boric acid.

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Authors: F.A. Chandio-A.G. Soomro, A.H. Memon, M.A.Talpur

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In order to monitor the water table depth on soil profile salinity buildup, a field study was carried out during 2006-07. Wheat (Rabi) and Sorghum (Kharif) fodder were sown in with three treatments. The results showed that watertable depth lowered from 1.15m to 2.89 m depth at the end of experiment. With lower of watertable depth, pH, ECe and SAR decreased under crops both without and with gypsum and increased in fallowing. Soil moisture depletion was directly proportional to lowering of watertable. With the application of irrigation water (58cm) pH, ECe and SAR were reduced in cropped plots, reduction was higher in gypsum applied plots than non-gypsum plots. In case of fallowing, there was increase in pH, EC, while slight reduction occurred in SAR values. However, soil salinity showed an increasing upward trend under fallowing and its value in 0-30 cm soil layer was the highest amongst the treatments.

Keywords: Aquifer, Soil Salinity, Soil sodicity, Water table

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Authors: Farjana Mumu, Jia Guozho

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Throughout the world, the Islamic way of banking and financing is increasing. The same trend is also visible in Pakistan, where the Islamic banking sector is increasing in size and volume each year. The question immediately arises as why the Pakistanis patronize the Islamic banking system? This study was carried out to find whether following the Islamic rules in finance is the main factor for such selection or whether other factors such as customer service, location, banking hour, physical facilities of the bank etc also have importance. The study was carried by distributing questionnaire and 200 responses were collected from the clients of Islamic banks. The result showed that the service quality and other factors are as important as following the Islamic rules for finance to retain old ustomers and catch new customers. The result is important and Islamic banks can take actions accordingly to look after both the factors

Keywords: Customers' perception, customer satisfaction, customer service, Islamic banking

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Authors: P. Suparada, D. Eakapotch

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This research’s objectives were to analyze the using of new media in the form of set up candid clip that affects the product and presenter, to study the effectiveness of using new media in the form of set up candid clip in order to increase the circulation and audience satisfaction and to use the earned information and knowledge to develop the communication for publicizing and advertising via new media. This research is qualitative research based on questionnaire from 50 random sampling representative samples and in-depth interview from experts in publicizing and advertising fields. The findings indicated the positive and negative effects to the brands’ image and presenters’ image of product named “Scotch 100” and “Snickers” that used set up candid clips via new media for publicizing and advertising in Thailand. It will be useful for fields of publicizing and advertising in the new media forms.

Keywords: Candid Clip, Effect, New Media, Social Network.

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Authors: Nancy, Ling Sze Leung

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Hong Kong is one of the regions in the world where Total Fertility Rate (TFR) is very low. In 2001, the TFR dropped until 0.931, which means 1 woman even cannot give birth to one child on average. However, after the reformation of the 'Right of Abode of Hong Kong' in 2001 and the Chinese Central Government loosened the disembarkation procedure of mainland Chinese (mainlander) to enter Hong Kong in 2003; mainlander couples started to cross the border for giving births in Hong Kong. This action raises Hong Kong-s TFR quickly from 0.931 (2001) to 1.094 (2010). Usually, an increasing trend of TFR means a sign of rejuvenation in low-fertility, but in the case of Hong Kong, the increase of TFR does not, rather it generates other population problems. This paper is going to discuss do mainlanders- births help to solve the low-fertility problem in Hong Kong.

Keywords: Cross Border Birth, Low-fertility, Mainlander, Total Fertility Rate

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Authors: Chien-Hua Wang, Meng-Ying Chou, Chin-Tzong Pang

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In the era of great competition, understanding and satisfying customers- requirements are the critical tasks for a company to make a profits. Customer relationship management (CRM) thus becomes an important business issue at present. With the help of the data mining techniques, the manager can explore and analyze from a large quantity of data to discover meaningful patterns and rules. Among all methods, well-known association rule is most commonly seen. This paper is based on Apriori algorithm and uses genetic algorithms combining a data mining method to discover fuzzy classification rules. The mined results can be applied in CRM to help decision marker make correct business decisions for marketing strategies.

Keywords: Customer relationship management (CRM), Data mining, Apriori algorithm, Genetic algorithm, Fuzzy classification rules.

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Authors: Mohamed A. Abou-Shouk, Mahamoud M. Hewedi

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This study extends technology acceptance model (TAM) to investigate the antecedents and consequences of social media adoption by tourists and travel agents. It compares their perceptions on social media adoption and its consequences. Online survey was addressed to tourists and travel agents for data collection purposes. Structural equation modelling was employed for analysis purposes. The findings revealed that the majority of tourists and travel agents involved in the study believe in the usefulness of social media adoption for travel planning and marketing purposes. They agree that adopting social media could change the attitude of tourists towards specific destination or attraction and influence their purchasing decisions. This study contributes to knowledge by extending TAM and provides some managerial implication to marketers.

Keywords: TAM, social media, travel, tourism, travel agents.

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Authors: Martin Klepek

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This paper presents results of primary quantitative research on viral advertising with focus on popularity and willingness to share viral video among Czech Internet population. It starts with brief theoretical debate on viral advertising, which is used for the comparison of the results. For purpose of collecting data, online questionnaire survey was given to 384 respondents. Statistics utilized in this research included frequency, percentage, correlation and Pearson’s Chi-square test. Data was evaluated using SPSS software. The research analysis disclosed high popularity of viral advertising video among Czech Internet population but implies lower willingness to share it. Significant relationship between likability of viral video technique and age of the viewer was found.

Keywords: Internet advertising, Internet population, promotion, marketing communication, viral advertising, viral video.

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Authors: Heejin Yun, Juanjuan Zang

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This study aims to analyze the text terms posted on an online community of people from the same hometown and to understand the topic and trend of nostalgia composed online. For this purpose, this study collected 144 writings which the natives of Yeongjong Island, Incheon, South-Korea have posted on an online community. And it analyzed association relations. As a result, online community texts means that just defining nostalgia as ‘a mind longing for hometown’ is not an enough explanation. Second, texts composed online have abstractness rather than persons’ individual stories. This study figured out the relationship that had the most critical and closest mutual association among the terms that constituted nostalgia through literature research and association rule concerning nostalgia. The result of this study has a characteristic that it summed up the core terms and emotions related to nostalgia.

Keywords: Nostalgia, cultural memory, data mining, online community.

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Authors: Namchul Do, Jihun Cho

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Modeling product configurations needs large amounts of knowledge about technical and marketing restrictions on the product. Previous attempts to automate product configurations concentrate on representations and management of the knowledge for specific domains in fixed and isolated computing environments. Since the knowledge about product configurations is subject to continuous change and hard to express, these attempts often failed to efficiently manage and exchange the knowledge in collaborative product development. In this paper, XML Topic Map (XTM) is introduced to represent and exchange the knowledge about product configurations in collaborative product development. A product configuration model based on XTM along with its merger and inference facilities enables configuration engineers in collaborative product development to manage and exchange their knowledge efficiently. A prototype implementation is also presented to demonstrate the proposed model can be applied to engineering information systems to exchange the product configuration knowledge.

Keywords: Knowledge exchange, product configurations, XML topic map.

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Authors: Yrfet Shkreli

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Despite all the wide research and literature on the subject, changing and challenging times often present themselves with new objectives, fluid politics, and everlasting point of views. Much is said about the subject and the trend nowadays is watching every European Union (EU) intervention as a form of neo colonialism or a form of establishing new markets. The paper will try to establish a perspective on EU influences, policies and impacts analyzed from multidimensional point of view, not limiting itself on a narrow external dimension, focusing on a broader understanding of it diverse contribution to global governance and peace keeping. Tending to be critical, this paper tends to fall out of extremes, nether holding a Eurocentric position, nor falling for cheap critic to the whole failures and impact of EU policies. The ambition is to show EU as a contributing factor while keeping in mind its nature as a multi layered actor and with not necessarily coinciding interests among its member states.

Keywords: European Union, global governance, globalization, normative power.

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Authors: Chien-Hua Wang, Chin-Tzong Pang

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In data mining, the association rules are used to search for the relations of items of the transactions database. Following the data is collected and stored, it can find rules of value through association rules, and assist manager to proceed marketing strategy and plan market framework. In this paper, we attempt fuzzy partition methods and decide membership function of quantitative values of each transaction item. Also, by managers we can reflect the importance of items as linguistic terms, which are transformed as fuzzy sets of weights. Next, fuzzy weighted frequent pattern growth (FWFP-Growth) is used to complete the process of data mining. The method above is expected to improve Apriori algorithm for its better efficiency of the whole association rules. An example is given to clearly illustrate the proposed approach.

Keywords: Association Rule, Fuzzy Partition Methods, FWFP-Growth, Apiroir algorithm

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Authors: Ha T. Pham, Shuichi Miyagawa

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Ongoing landscape transformation is one of the major causes behind disappearance of traditional landscapes, and lead to species and resource loss. Tree in paddy fields in the northeast of Thailand is one of those traditional landscapes. Using three different historical time layers, we acknowledged the severe deforestation and rapid urbanization happened in the region. Despite the general thinking of decline in tree density as consequences, the heterogeneous trend of changes in total tree density in three studied landscapes denied the hypothesis that number of trees in paddy field depend on the length of land use practice. On the other hand, due to selection of planting new trees on levees, existence of trees in paddy field now relies on their values for human use. Besides, changes in land use and landscape structure had a significant impact on decision of which tree density level is considered as suitable for the landscape.

Keywords: Aerial photographs, land use change, traditional landscape, tree in paddy fields.

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Authors: Md. Aftabuzzaman, Md. Kamruzzaman

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Road-related expenditure and building construction activity are two significant drivers of the Victorian economy. This paper investigates the relationship between building construction activity and road-related expenditure. Data for construction activities were collected from Victorian Building Authority, and road-related expenditure data were explored by the Bureau of Infrastructure and Transport Research Economics. The trend between these two sectors was compared. The analysis found a strong relationship between road-related expenditure and the volume of construction activity, i.e., the more construction activities, the greater the requirement of road-related expenditure, or vice-versa. The road-related expenditure has a two-year lag period, suggesting that the road sector requires two years to respond to the growth in the building sector.

Keywords: Building construction activity, infrastructure, road expenditure, Victorian building authority.

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Authors: Radoslav Delina, Michal Tkáč

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Globalization, supported by information and communication technologies, changes the rules of competitiveness and increases the significance of information, knowledge and network cooperation. In line with this trend, the need for efficient trust-building tools has emerged. The absence of trust building mechanisms and strategies was identified within several studies. Through trust development, participation on e-business network and usage of network services will increase and provide to SMEs new economic benefits. This work is focused on effective trust building strategies development for electronic business network platforms. Based on trust building mechanism identification, the questionnairebased analysis of its significance and minimum level of requirements was conducted. In the paper, we are confirming the trust dependency on e-Skills which play crucial role in higher level of trust into the more sophisticated and complex trust building ICT solutions.

Keywords: Correlation analysis, decision trees, e-marketplace, trust building

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Authors: Pia I. Hautamäki

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Selling has changed. Selling has taken on aspects of relationship marketing and sales force play a critical role in developing long-term relationships between buyers and sellers which is seen to serve the company’s targets and create success for a long run. The purpose of this study was to examine what really matters in buyer-seller encounters and determine what expectations business buyers have. We studied 17 business buyers by a qualitative interview. We found that buyers appreciate encounters where the salesperson face the buyer as a way he or she is as a person, map the real needs to improve buyers’ business and build up cooperation for long-term relationship. This study show that personality matters are a key elements when satisfying business buyers’ expectations.

Keywords: Business-to-Business, Business buyer-seller encounters, Business buyer, Expectations, Perceived similarity, Personal selling, Personality types.

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