Search results for: decision making process

Authors: Nitin Singh, Meng Ling, Talha Ahmed, Tianxia Zhao, Reinier van de Pol

Abstract:

We propose the use of Reinforcement Learning (RL) as a viable alternative for optimizing supply chain management, particularly in scenarios with stochasticity in product demands. RL’s adaptability to changing conditions and its demonstrated success in diverse fields of sequential decision-making make it a promising candidate for addressing supply chain problems. We investigate the impact of demand fluctuations in a multi-product supply chain system and develop RL agents with learned generalizable policies. We provide experimentation details for training RL agents and a statistical analysis of the results. We study generalization ability of RL agents for different demand uncertainty scenarios and observe superior performance compared to the agents trained with fixed demand curves. The proposed methodology has the potential to lead to cost reduction and increased profit for companies dealing with frequent inventory movement between supply and demand nodes.

Keywords: Inventory Management, Reinforcement Learning, Supply Chain Optimization, Uncertainty.

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Authors: Mehdi Seifbarghy, Keyvan Roshan

Abstract:

Main goal of preventive healthcare problems are at decreasing the likelihood and severity of potentially life-threatening illnesses by protection and early detection. The levels of establishment and staffing costs along with summation of the travel and waiting time that clients spent are considered as objectives functions of the proposed nonlinear integer programming model. In this paper, we have proposed a bi-objective mathematical model for designing a network of preventive healthcare facilities so as to minimize aforementioned objectives, simultaneously. Moreover, each facility acts as M/M/1 queuing system. The number of facilities to be established, the location of each facility, and the level of technology for each facility to be chosen are provided as the main determinants of a healthcare facility network. Finally, to demonstrate performance of the proposed model, four multi-objective decision making techniques are presented to solve the model.

Keywords: Preventive healthcare problems, Non-linear integer programming models, Multi-objective decision making techniques

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Authors: H. Erbiyik, A. Bal, M. Sirakaya, Ö. Yesildal, E. Yolcu

Abstract:

The emergence of many environmental issues began with the Industrial Revolution. The depletion of natural resources and emerging environmental challenges over time requires enterprises and managers to take into consideration environmental factors while managing business. If we take notice of these causes; the design and implementation of environmentally friendly green purchasing, production and waste management systems become very important at green logistics systems. Companies can adopt green supply chain with the awareness of these facts. The concept of green supply chain constitutes from green purchasing, green production, green logistics, waste management and reverse logistics. In this study, we wanted to identify the concept of green supply chain and why green supply chain should be applied. In the practice part of the study an analytic hierarchy process (AHP) study is conducted on an aluminum production company to evaluate suppliers.

Keywords: Aluminum sector, analytic hierarchy process, decision making, green logistics.

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Authors: A. Eui Koog Ahn, B. Gi-Nam Wang, C. Sang C. Park

Abstract:

Higher productivity and less cost in the ship manufacturing process are required to maintain the international competitiveness of morden manufacturing industries. In shipbuilding, however, the Engineering To Order (ETO) production method and production process is very difficult. Thus, designs change frequently. In accordance with production, planning should be set up according to scene changes. Therefore, fixed production planning is very difficult. Thus, a scheduler must first make sketchy plans, then change the plans based on the work progress and modifications. Thus, data sharing in a shipbuilding block assembly shop is very important. In this paper, we proposed to scheduling method applicable to the shipbuilding industry and decision making support system through web based visualization system.

Keywords: Shipbuilding, Monitoring, Block assembly shop, Visualization

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Authors: Langa Hendrick Musawenkosi, Twala Bhekisipho

Abstract:

The success or failure of students is a concern for every academic institution, college, university, governments and students themselves. Several approaches have been researched to address this concern. In this paper, a view is held that when a student enters a university or college or an academic institution, he or she enters an academic environment. The academic environment is unique concept used to develop the solution for making predictions effectively. This paper presents a model to determine the propensity of a student to succeed or fail in the French South African Schneider Electric Education Center (FSASEC) at the Vaal University of Technology (VUT). The Decision Tree algorithm is used to implement the model at FSASEC.

Keywords: Academic environment model, decision trees, FSASEC, K-nearest neighbor, machine learning, popularity index, support vector machine.

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Authors: Torsti Rantapuska, Sariseelia Sore

Abstract:

Acquiring commercial off-the-shelf (COTS) software applications is becoming routine in organizations. However, eliciting user requirements, finding the candidate COTS products and making the decision is a complex task, especially for SMEs who do not have the time and knowledge needed to do the task properly. The existing models intended to help the decision makers are originally designed for professional use. SMEs are obligated to rely on the software vendor’s ability to solve the problem with the systems provided.  In this paper, we develop a model for SMEs for the acquisition of Commercial Off-The-Shelf (COTS) software products. A leading idea of the model is that the ICT investment is basically a change initiative and therefore it should also be taken as a process of organizational learning. The model is designed bearing three objectives in mind: 1) business orientation, 2) agility, and 3) Learning and knowledge management orientation. The model can be applied to ICT investments in SMEs which have a professional team leader with basic business and IT knowledge. 

 

Keywords: COTS acquisition, ICT investment, organizational learning, ICT adoption.

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Authors: Hamed Rafiei, Masoud Rabbani

Abstract:

This paper deals with the project selection problem. Project selection problem is one of the problems arose firstly in the field of operations research following some production concepts from primary product mix problem. Afterward, introduction of managerial considerations into the project selection problem have emerged qualitative factors and criteria to be regarded as well as quantitative ones. To overcome both kinds of criteria, an analytic network process is developed in this paper enhanced with fuzzy sets theory to tackle the vagueness of experts- comments to evaluate the alternatives. Additionally, a modified version of Least-Square method through a non-linear programming model is augmented to the developed group decision making structure in order to elicit the final weights from comparison matrices. Finally, a case study is considered by which developed structure in this paper is validated. Moreover, a sensitivity analysis is performed to validate the response of the model with respect to the condition alteration.

Keywords: Analytic network process, Fuzzy sets theory, Nonlinear programming, Project selection.

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Authors: L. Krpalkova, N. O' Mahony, A. Carvalho, S. Campbell, G. Corkery, E. Broderick, J. Walsh

Abstract:

Farm management and operations will drastically change due to access to real-time data, real-time forecasting and tracking of physical items in combination with Internet of Things (IoT) developments to further automate farm operations. Dairy farms have embraced technological innovations and procured vast amounts of permanent data streams during the past decade; however, the integration of this information to improve the whole farm decision-making process does not exist. It is now imperative to develop a system that can collect, integrate, manage, and analyze on-farm and off-farm data in real-time for practical and relevant environmental and economic actions. The developed systems, based on machine learning and artificial intelligence, need to be connected for useful output, a better understanding of the whole farming issue and environmental impact. Evolutionary Computing (EC) can be very effective in finding the optimal combination of sets of some objects and finally, in strategy determination. The system of the future should be able to manage the dairy farm as well as an experienced dairy farm manager with a team of the best agricultural advisors. All these changes should bring resilience and sustainability to dairy farming as well as improving and maintaining good animal welfare and the quality of dairy products. This review aims to provide an insight into the state-of-the-art of big data applications and EC in relation to smart dairy farming and identify the most important research and development challenges to be addressed in the future. Smart dairy farming influences every area of management and its uptake has become a continuing trend.

Keywords: Big data, evolutionary computing, cloud, precision technologies

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Authors: Erdal Akyol, Mutlu Alkan, Ali Aydin

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Multi criteria decision analysis (MDCA) covers both data and experience. It is very common to solve the problems with many parameters and uncertainties. GIS supported solutions improve and speed up the decision process. Weighted grading as a MDCA method is employed for solving the geotechnical problems. In this study, geotechnical parameters namely soil type; SPT (N) blow number, shear wave velocity (Vs) and depth of underground water level (DUWL) have been engaged in MDCA and GIS. In terms of geotechnical aspects, the settlement suitability of the municipal area was analyzed by the method. MDCA results were compatible with the geotechnical observations and experience. The method can be employed in geotechnical oriented microzoning studies if the criteria are well evaluated.

Keywords: GIS, spatial analysis, multi criteria decision analysis, geotechnics.

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Authors: C. Ardil

Abstract:

Using the aid of Hausdorff distance function and Minkowski distance function, this study proposes a novel method for selecting combat aircraft for Air Force. In order to do this, the proximity measure method was developed with determinate fuzzy degrees based on the relationship between attributes and combat aircraft alternatives. The combat aircraft selection attributes were identified as payloadability, maneuverability, speedability, stealthability, and survivability. Determinate fuzzy data from the combat aircraft attributes was then aggregated using the determinate fuzzy weighted arithmetic average operator. For the selection of combat aircraft, correlation analysis of the ranking order patterns of options was also examined. A numerical example from military aviation is used to demonstrate the applicability and effectiveness of the proposed method.

Keywords: Combat aircraft selection, multiple criteria decision making, fuzzy sets, determinate fuzzy sets, intuitionistic fuzzy sets, proximity measure method, Hausdorff distance function, Minkowski distance function, PMM, MCDM

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Authors: Michael Grigutsch, Peter Nyhuis

Abstract:

Due to the volatile global economy, enterprises are increasingly focusing on logistics. By investing in suitable measures a company can increase their logistic performance and assert themselves over the competition. However, enterprises are also faced with the challenge of investing available capital for maximum profits. In order to be able to create an informed and quantifiably comprehensible basis for a decision, enterprises need a suitable model for logistically and monetarily evaluating measures in production. Previously, within the frame of Collaborate Research Centre 489 (SFB 489) at the Institute for Production Systems and Logistics, (IFA) a Logistic Information System was developed specifically for providing enterprises in the forging industry with support when making decisions. Based on this research, a new initiative referred to as ‘Transfer Project T7’, aims to develop a universal approach for logistically and monetarily evaluating production measures. This paper focuses on the structural measure echelon storage and their impact on the entire production system.

Keywords: Logistic Operating Curves, Transfer Functions, Production Logistics, Storages Echelon.

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Authors: W. K. Wong, Z. X. Guo, P.Y. Mok

Abstract:

This paper presents a multi-objective order allocation planning problem with the consideration of various real-world production features. A novel hybrid intelligent optimization model, integrating a multi-objective memetic optimization process, a Monte Carlo simulation technique and a heuristic pruning technique, is proposed to handle this problem. Experiments based on industrial data are conducted to validate the proposed model. Results show that (1) the proposed model can effectively solve the investigated problem by providing effective production decision-making solutions, which outperformsan NSGA-II-based optimization process and an industrial method.

Keywords: Multi-objective order allocation planning, Pareto optimization, Memetic algorithm, Mento Carlo simulation

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Authors: Chen Wu, Jingyu Yang

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Using maximal consistent blocks of tolerance relation on the universe in incomplete decision table, the concepts of join block and meet block are introduced and studied. Including tolerance class, other blocks such as tolerant kernel and compatible kernel of an object are also discussed at the same time. Upper and lower approximations based on those blocks are also defined. Default definite decision rules acquired from incomplete decision table are proposed in the paper. An incremental algorithm to update default definite decision rules is suggested for effective mining tasks from incomplete decision table into which data is appended. Through an example, we demonstrate how default definite decision rules based on maximal consistent blocks, join blocks and meet blocks are acquired and how optimization is done in support of discernibility matrix and discernibility function in the incomplete decision table.

Keywords: rough set, incomplete decision table, maximalconsistent block, default definite decision rule, join and meet block.

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Authors: Vineet Kansal

Abstract:

Enterprise Wide Information Systems (EWIS) implementation involves the entire business and will require changes throughout the firm. Because of the scope, complexity and continuous nature of ERP, the project-based approach to managing the implementation process resulted in failure rates of between 60% and 80%. In recent years ERP systems have received much attention. The organizational relevance and risk of ERP projects make it important for organizations to focus on ways to make ERP implementation successful. Once these systems are in place, however, their performance depends on the identified macro variables viz. 'Business Process', 'Decision Making' and 'Individual / Group working'. The questionnaire was designed and administered. The responses from 92 organizations were compiled. The relationship of these variables with EWIS performance is analyzed using inferential statistical measurements. The study helps to understand the performance of model presented. The study suggested in keeping away from the calamities and thereby giving the necessary competitive edge. Whenever some discrepancy is identified during the process of performance appraisal care has to be taken to draft necessary preventive measures. If all these measures are taken care off then the EWIS performance will definitely deliver the results.

Keywords: Enterprise Systems, performance, technology

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Authors: Ferdi Sönmez, Nihal Yorulmaz

Abstract:

Decision making on the true planning of the public transportation systems to serve potential users is a must for metropolitan areas. To take attraction of travelers to projected modes of transport, adequately fair overall travel times should be provided. In this fashion, other benefits such as lower traffic congestion, road safety and lower noise and atmospheric pollution may be earned. The congestion which comes with increasing demand of public transportation is becoming a part of our lives and making residents’ life difficult. Hence, regulations should be done to reduce this congestion. To provide a constructive and balanced regulation in public transportation systems, right stations should be located in right places. In this study, it is aimed to design and implement a Decision Support System (DSS) Application to determine the optimal bus stop places for public transport in Istanbul which is one of the biggest and oldest cities in the world. Required information is gathered from IETT (Istanbul Electricity, Tram and Tunnel) Enterprises which manages all public transportation services in Istanbul Metropolitan Area. By using the most real-like values, cost assignments are made. The cost is calculated with the help of equations produced by bi-level optimization model. For this study, 300 buses, 300 drivers, 10 lines and 110 stops are used. The user cost of each station and the operator cost taken place in lines are calculated. Some components like cost, security and noise pollution are considered as significant factors affecting the solution of set covering problem which is mentioned for identifying and locating the minimum number of possible bus stops. Preliminary research and model development for this study refers to previously published article of the corresponding author. Model results are represented with the intent of decision support to the specialists on locating stops effectively.

Keywords: User cost, bi-level optimization model, decision support, operator cost, transportation.

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Authors: C. Slim

Abstract:

This paper presents an integrated model, which hybridized data envelopment analysis (DEA) and support vector machine (SVM) together, to class countries according to their efficiency and performance. This model takes into account aspects of multi-dimensional indicators, decision-making hierarchy and relativity of measurement. Starting from a set of indicators of performance as exhaustive as possible, a process of successive aggregations has been developed to attain an overall evaluation of a country’s competitiveness.

Keywords: Artificial neural networks, support vector machine, data envelopment analysis, aggregations, indicators of performance.

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Authors: M. Rokonuzzaman, Z. Gürdal

Abstract:

This paper describes the design optimization of ferrocement-laminated plate made up of reinforcing steel wire mesh(es) and cement mortar. For the improvement of the designing process, the plate is modeled as a multi-layer medium, dividing the ferrocement plate into layers of mortar and ferrocement. The mortar layers are assumed to be isotropic in nature and the ferrocement layers are assumed to be orthotropic. The ferrocement layers are little stiffer, but much more costlier, than the mortar layers due the presence of steel wire mesh. The optimization is performed for minimum weight design of the laminate using a genetic algorithm. The optimum designs are discussed for different plate configurations and loadings, and it is compared with the worst designs obtained at the final generation. The paper provides a procedure for the designers in decision-making process.

Keywords: Buckling, Ferrocement-Laminated Plate, Genetic Algorithm, Plate Theory.

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Authors: Anant Oonsivilai, Kenedy A. Greyson

Abstract:

The demand of the energy management systems (EMS) set forth by modern power systems requires fast energy management systems. Contingency analysis is among the functions in EMS which is time consuming. In order to handle this limitation, this paper introduces agent based technology in the contingency analysis. The main function of agents is to speed up the performance. Negotiations process in decision making is explained and the issue set forth is the minimization of the operating costs. The IEEE 14 bus system and its line outage have been used in the research and simulation results are presented.

Keywords: Agents, model, negotiation, optimal dispatch, powersystems.

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Authors: S. Akhila, M. Lakshminarayana

Abstract:

In cellular networks, limited availability of resources has to be tapped to its fullest potential. In view of this aspect, a sophisticated averaging and voting technique has been discussed in this paper, wherein the radio resources available are utilized to the fullest value by taking into consideration, several network and radio parameters which decide on when the handover has to be made and thereby reducing the load on Base station .The increase in the load on the Base station might be due to several unnecessary handover taking place which can be eliminated by making judicious use of the radio and network parameters.

Keywords: Averaging and Voting, Handover, QoS.

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Authors: Petr Morávek, Miloš Šeda

Abstract:

In practice, we often come across situations where it is necessary to make decisions based on incomplete or uncertain data. In control systems it may be due to the unknown exact mathematical model, or its excessive complexity (e.g. nonlinearity) when it is necessary to simplify it, respectively, to solve it using a rule base. In the case of databases, searching data we compare a similarity measure with of the requirements of the selection with stored data, where both the select query and the data itself may contain vague terms, for example in the form of linguistic qualifiers. In this paper, we focus on the processing of uncertain data in databases and demonstrate it on the example multi-criteria decision making in the selection of variants, specified by higher number of technical parameters.

Keywords: fuzzy logic, linguistic variable, multicriteria decision

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Authors: Ali E. Abbas

Abstract:

This paper summarizes some of the discussions that occurred in a workshop in West Virginia, U.S.A which was sponsored by the National Science Foundation (NSF) in February 2016. The goal of the workshop was to explore the opportunities and challenges for applying systems engineering in large enterprises, and some of the issues that still persist. The main topics of the discussion included challenges with elaboration and abstraction in large systems, interfacing physical and social systems, and the need for axiomatic frameworks for large enterprises. We summarize these main points of discussion drawing parallels with decision making in organizations to instigate research in these discussion areas.

Keywords: Decision analysis, systems engineering, framing, value creation.

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Authors: Illyani Ibrahim, Azizan Abu Samah, Rosmadi Fauzi

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Land surface temperature (LST) is an important parameter to study in urban climate. The understanding of the influence of biophysical factors could improve the establishment of modeling urban thermal landscape. It is well established that climate hold a great influence on the urban landscape. However, it has been recognize that climate has a low priority in urban planning process, due to the complex nature of its influence. This study will focus on the relatively cloud free Landsat Thematic Mapper image of the study area, acquired on the 2nd March 2006. Correlation analyses were conducted to identify the relationship of LST to the biophysical factors; vegetation indices, impervious surface, and albedo to investigate the variation of LST. We suggest that the results can be considered by the stackholders during decision-making process to create a cooler and comfortable environment in the urban landscape for city dwellers.

Keywords: Biophysical factors, land surface temperature, urban planning.

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Authors: Monica Chiş

Abstract:

Software metric is a measure of some property of a piece of software or its specification. The aim of this paper is to present an application of evolutionary decision trees in software engineering in order to classify the software modules that have or have not one or more reported defects. For this some metrics are used for detecting the class of modules with defects or without defects.

Keywords: Evolutionary decision trees, decision trees, softwaremetrics.

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Authors: Zarita Zainuddin, Mohammed Mahmod Shuaib, Ibtesam M. Abu-Sulyman

Abstract:

The social force model which belongs to the microscopic pedestrian studies has been considered as the supremacy by many researchers and due to the main feature of reproducing the self-organized phenomena resulted from pedestrian dynamic. The Preferred Force which is a measurement of pedestrian-s motivation to adapt his actual velocity to his desired velocity is an essential term on which the model was set up. This Force has gone through stages of development: first of all, Helbing and Molnar (1995) have modeled the original force for the normal situation. Second, Helbing and his co-workers (2000) have incorporated the panic situation into this force by incorporating the panic parameter to account for the panic situations. Third, Lakoba and Kaup (2005) have provided the pedestrians some kind of intelligence by incorporating aspects of the decision-making capability. In this paper, the authors analyze the most important incorporations into the model regarding the preferred force. They make comparisons between the different factors of these incorporations. Furthermore, to enhance the decision-making ability of the pedestrians, they introduce additional features such as the familiarity factor to the preferred force to let it appear more representative of what actually happens in reality.

Keywords: Pedestrian movement, social force model, preferredforce, familiarity.

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Authors: Sun K. Yoo, Ki-Chang Nam, Hyun-Young Shin, Ho-Seong Moon, Hee Cheol Kang

Abstract:

Automated intelligent, clinical decision support systems generally promote to help or to assist physicians and patients regarding to prevention of diseases or treatment of illnesses using computer represented knowledge and information. In this paper, assessment factors affecting the proper design of clinical decision support system were investigated. The required procedure steps for gathering the data from clinical trial and extracting the information from large volume of healthcare repositories were listed, which are necessary for validation and verification of evidence-based implementation of clinical decision support system. The goal of this paper is to extract useful evaluation factors affecting the quality of the clinical decision support system in the design, development, and implementation of a computer-based decision support system.

Keywords: Evaluation, Clinical Decision Support System.

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Authors: Mohammad Jafariahangari, Marjan Habibi, Miresmaeil Mirnabibaboli, Mirza Hassan Hosseini

Abstract:

Self-service technologies (SSTs) make an important contribution to the daily life of people nowadays. However, the introduction of SST does not lead to its usage. Thereby, this paper was an attempt on discovery of the most preferred SST in the customers’ point of view. To fulfill this aim, the Analytical Hierarchy Process (AHP) was applied based on Saaty’s questionnaire which was administered to the customers of e-banking services located in Golestan providence, northern Iran. This study used qualitative factors in association with the intention of consumers’ usage of SSTs to rank three SSTs: ATM, mobile banking and internet banking. The results showed that mobile banking get the highest weight in consumers’ point of view. This research can be useful both for managers and service providers and also for customers who intend to use e-banking.

Keywords: Analytical Hierarchy Process, Decision-making, Ebanking, Iran, Self-service technologies.

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Authors: Hassan Haleh, Amin Ghaffari, Parisa Farahpour

Abstract:

Need for an appropriate system of evaluating students- educational developments is a key problem to achieve the predefined educational goals. Intensity of the related papers in the last years; that tries to proof or disproof the necessity and adequacy of the students assessment; is the corroborator of this matter. Some of these studies tried to increase the precision of determining question weights in scientific examinations. But in all of them there has been an attempt to adjust the initial question weights while the accuracy and precision of those initial question weights are still under question. Thus In order to increase the precision of the assessment process of students- educational development, the present study tries to propose a new method for determining the initial question weights by considering the factors of questions like: difficulty, importance and complexity; and implementing a combined method of PROMETHEE and fuzzy analytic network process using a data mining approach to improve the model-s inputs. The result of the implemented case study proves the development of performance and precision of the proposed model.

Keywords: Assessing students, Analytic network process, Clustering, Data mining, Fuzzy sets, Multi-criteria decision making, and Preference function.

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Authors: S. Cherif, S. Marcos, M. Jaidane

Abstract:

In this paper the behavior of the decision feedback equalizers (DFEs) adapted by the decision-directed or the constant modulus blind algorithms is presented. An analysis of the error surface of the corresponding criterion cost functions is first developed. With the intention of avoiding the ill-convergence of the algorithm, the paper proposes to modify the shape of the cost function error surface by using a soft decision instead of the hard one. This was shown to reduce the influence of false decisions and to smooth the undesirable minima. Modified algorithms using the soft decision during a pseudo-training phase with an automatic switch to the properly tracking phase are then derived. Computer simulations show that these modified algorithms present better ability to avoid local minima than conventional ones.

Keywords: Blind DFEs, decision-directed algorithm, constant modulus algorithm, cost function analysis, convergence analysis, soft decision.

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Authors: S. Ghorbani, N. I. Polushin

Abstract:

In this study, an approach to identify factors affecting on surface roughness in a machining process is presented. This study is based on 81 data about surface roughness over a wide range of cutting tools (conventional, cutting tool with holes, cutting tool with composite material), workpiece materials (AISI 1045 Steel, AA2024 aluminum alloy, A48-class30 gray cast iron), spindle speed (630-1000 rpm), feed rate (0.05-0.075 mm/rev), depth of cut (0.05-0.15 mm) and tool overhang (41-65 mm). A single decision tree (SDT) analysis was done to identify factors for predicting a model of surface roughness, and the CART algorithm was employed for building and evaluating regression tree. Results show that a single decision tree is better than traditional regression models with higher rate and forecast accuracy and strong value.

Keywords: Cutting condition, surface roughness, decision tree, CART algorithm.

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Authors: Claude Alavoine, Ferkan Kaplanseren

Abstract:

Negotiation is a specific form of interaction based on communication in which the parties enter into deliberately, each with clear but different interests or goals and a mutual dependency towards a decision due to be taken at the end of the confrontation. Consequently, negotiation is a complex activity involving many different disciplines from the strategic aspects and the decision making process to the evaluation of alternatives or outcomes and the exchange of information. While gender differences can be considered as one of the most researched topic within negotiation studies, empirical works and theory present many conflicting evidences and results about the role of gender in the process or the outcome. Furthermore, little interest has been shown over gender differences in the definition of what is negotiation, its essence or fundamental elements. Or, as differences exist in practices, it might be essential to study if the starting point of these discrepancies does not come from different considerations about what is negotiation and what will encourage the participants in their strategic decisions. Some recent and promising experiments made with diverse groups show that male and female participants in a common and shared situation barely consider the same way the concepts of power, trust or stakes which are largely considered as the usual driving forces of any negotiation. Furthermore, results from Human Resource self-assessment tests display and confirm considerable differences between individuals regarding essential behavioral dimensions like capacity to improvise and to achieve, aptitude to conciliate or to compete and orientation towards power and group domination which are also part of negotiation skills. Our intention in this paper is to confront these dimensions with negotiation’s usual driving forces in order to build up new paths for further research.

Keywords: Gender, negotiation, personality, power, stakes, trust.

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