Search results for: qualitative reasoning

Authors: Correa Arias, César

Abstract:

Today, Higher Education in a global scope is subordinated to the greater institutional controls through the policies of the Quality of Education. These include processes of over evaluation of all the academic activities: students- and professors- performance, educational logistics, managerial standards for the administration of institutions of higher education, as well as the establishment of the imaginaries of excellence and prestige as the foundations on which universities of the XXI century will focus their present and future goals and interests. But at the same time higher education systems worldwide are facing the most profound crisis of sense and meaning and attending enormous mutations in their identity. Based in a qualitative research approach, this paper shows the social configurations that the scholars at the Universities in Mexico build around the discourse of the Quality of Education, and how these policies put in risk the social recognition of these individuals.

Keywords: Higher education, quality of education, social recognition, social configurations.

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Authors: Alba Barbarà Molinero, Rosalía Cascón Pereira

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We assert here that there might be some factors that influence professional identity construction at the university/higher education stage. In accord, we propose a conceptual framework of intervening factors in professional identity construction at university from a literature review and preliminary data from a qualitative pilot study using focus groups. This model identifies several factors that might influence university students- professional identity construction and group them into categories. In turn, we describe how these factors might contribute in strengthening or weakening their professional identity. Finally, we discuss the implications of strengthening students- PI for the university, individuals and organizations and we provide a roadmap for future empirical work in this area.

Keywords: Professional Identity, Higher education, influencing factors.

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Authors: Krushna Mahapatra, Atefeh Dadvar, Brijesh Mainali

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Alabastern, a multicultural rental housing area in the Växjö city of Sweden, was identified as poor at recycling household waste compared to other housing areas in the town. In this paper, a qualitative and quantitative analysis is conducted to understand the underlying causes of waste recycling behavior of the tenants. Results showed that majority of the studied participants perceived themselves to be environmentally friendly. They reported that they recycled household waste quite often, but it was the other tenants who did not sort their waste properly. The respondents identified the causes of the improper waste recycling as lack of attitude and awareness, limitation of communication, sense of insecurity, lack of means to transport bulky waste, limitation of the recycling room, and inadequate action by the housing company Växjöbostäder.

Keywords: Household behavior, multicultural, waste management, waste recycling.

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Authors: Mary Panko, Rashika Sharma

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Sustainability often appears to be an unfamiliar concept to many international students that enrol in a New Zealand technological degree. Lecturers’ experiences with classroom interactions and evaluation of assessments indicate that studying the concept enlightens and enhances international students understanding of sustainability. However, in most cases, even after studying sustainability in their degree programme, students are not given an opportunity to practice and apply this concept into their professions in their home countries. Therefore, using a qualitative approach, the academics conducted research to determine the change in international students understanding of sustainability before and after their enrolment in an Applied Technology degree. The research also aimed to evaluate if international students viewed sustainability of relevance to their professions and whether the students felt that they will be provided with an opportunity to apply their knowledge about sustainability in the industry. The findings of the research are presented in this paper.

Keywords: Education for sustainability, international students, vocational education.

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Authors: Michele Sinico

Abstract:

The psychological present has an actual extension. When a sequence of instantaneous stimuli falls in this short interval of time, observers perceive a compresence of events in succession and the temporal order depends on the qualitative relationships between the perceptual properties of the events. Two experiments were carried out to study the influence of perceptual grouping, with and without temporal displacement, on the duration of auditory sequences. The psychophysical method of adjustment was adopted. The first experiment investigated the effect of temporal displacement of a white noise on sequence duration. The second experiment investigated the effect of temporal displacement, along the pitch dimension, on temporal shortening of sequence. The results suggest that the temporal order of sounds, in the case of temporal displacement, is organized along the pitch dimension.

Keywords: Time perception, perceptual present, temporal displacement, gestalt laws of perceptual organization

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Authors: Fonseca Jully, Chia Maribel, Rodríguez Ilba

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This paper is a qualitative research report. A group of students form a public university in a small town in Colombia participated in this study which aimed at describing to what extend the use of social ads, published on the internet, helped to develop their critical thinking skills. Students’ productions, field notes, video recordings and direct observation were the instruments and techniques used by the researches in order to gather the data which was analyzed under the principles of grounded theory and triangulation. The implementation of social ads into the classroom evidenced a noticeable improvement in students’ ability to interpret and argue social issues, as well as, their self-improvement in oral and written production in English, as a foreign language.

Keywords: Ads, critical argumentation, critical thinking, social issues.

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Authors: Hamed Bazrafshan, Saeideh Dabirnia, Zahra Alipour Tesieh, Samaneh Alavi, Bahram Dabir

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In this study, the removal of pollutants of a real produced water sample from an oil reservoir (a light oil reservoir), using a photocatalytic degradation process in a cylindrical glass reactor, was investigated. Using TiO2 and Ag-TiO2 in slurry form, the photocatalytic degradation was studied by measuring the Chemical Oxygen Demand (COD) parameter, qualitative analysis, and GC-MS. At first, optimization of the parameters on photocatalytic degradation of hydrocarbon pollutants in real produced water, using TiO2 nanoparticles as photocatalysts under UV light, was carried out applying response surface methodology. The results of the design of the experiment showed that the optimum conditions were at a catalyst concentration of 1.14 g/lit and pH of 2.67, and the percentage of COD removal was 72.65%.

Keywords: Photocatalyst, Ag-doped, TiO2, produced water, nanoparticles.

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Authors: Zina Benouaret, Djamil Aissani

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In this work, we introduce the qualitative and quantitative concept of the strong stability method in the risk process modeling two lines of business of the same insurance company or an insurance and re-insurance companies that divide between them both claims and premiums with a certain proportion. The approach proposed is based on the identification of the ruin probability associate to the model considered, with a stationary distribution of a Markov random process called a reversed process. Our objective, after clarifying the condition and the perturbation domain of parameters, is to obtain the stability inequality of the ruin probability which is applied to estimate the approximation error of a model with disturbance parameters by the considered model. In the stability bound obtained, all constants are explicitly written.

Keywords: Markov chain, risk models, ruin probabilities, strong stability analysis.

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Authors: Krisada Sungkhamanee

Abstract:

The objectives of this research are to search the management pattern of Nakhon Pathom lodging entrepreneurs for sufficient economy ways, to know the threat that affects this sector and design fit arrangement model to sustain their business with Nakhon Pathom style. What will happen if they do not use this approach? Will they have a financial crisis? The data and information are collected by informal discussions with 12 managers and 400 questionnaires. A mixed method of both qualitative research and quantitative research are used. Bent Flyvbjerg’s phronesis is utilized for this analysis. Our research will prove that sufficient economy can help small business firms to solve their problems. We think that the results of our research will be a financial model to solve many problems of the entrepreneurs and this way will can be a model for other provinces of Thailand.

Keywords: Nakhon Pathom Province, Lodging Business, Sufficient Economy.

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Authors: Maria Inês Pinho

Abstract:

Recent literature on issues of Cultural Management (also called Strategic Management for cultural organizations) systematically seeks for models that allow such equipment to adapt to the constant change that occurs in contemporary societies. In the last decade, the world, and in particular Europe has experienced a serious financial problem that has triggered defensive mechanisms, both in the direction of promoting the balance of public accounts and in the sense of the anonymous loss of the democratic and cultural values of each nation. If in the first case emerged the Troika that led to strong cuts in funding for Culture, deeply affecting those organizations; in the second case, the commonplace citizen is seen fighting for the non-closure of cultural equipment. Despite this, the cultural manager argues that there is no single formula capable of solving the need to adapt to change. In another way, it is up to this agent to know the existing scientific models and to adapt them in the best way to the reality of the institution he coordinates. These actions, as a rule, are concerned with the best performance vis-à-vis external audiences or with the financial sustainability of cultural organizations. They forget, therefore, that all this mechanics cannot function without its internal public, without its Human Resources. The employees of the cultural organization must then have an entrepreneurial posture - must be intrapreneurial. This paper intends to break this form of action and lead the cultural manager to understand that his role should be in the sense of creating value for society, through a good organizational performance. This is only possible with a posture of strategic entrepreneurship. In other words, with a link between: Cultural Management, Cultural Entrepreneurship and Cultural Intrapreneurship. In order to prove this assumption, the case study methodology was used with the symbol of the European Capital of Culture (Casa da Música) as well as qualitative and quantitative techniques. The qualitative techniques included the procedure of in-depth interviews to managers, founders and patrons and focus groups to public with and without experience in managing cultural facilities. The quantitative techniques involved the application of a questionnaire to middle management and employees of Casa da Música. After the triangulation of the data, it was proved that contemporary management of cultural organizations must implement among its practices, the concept of Strategic Entrepreneurship and its variables. Also, the topics which characterize the Cultural Intrapreneurship notion (job satisfaction, the quality in organizational performance, the leadership and the employee engagement and autonomy) emerged. The findings show then that to be sustainable, a cultural organization should meet the concerns of both external and internal forum. In other words, it should have an attitude of citizenship to the communities, visible on a social responsibility and a participatory management, only possible with the implementation of the concept of Strategic Entrepreneurship and its variable of Cultural Intrapreneurship.

Keywords: Cultural entrepreneurship, cultural intrapreneurship, cultural organizations, strategic management.

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Authors: A. Alamäki, T. Kaski

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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.

Keywords: Personal selling, Relationship, Sales Management, Value Co-Creation.

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Authors: Tingan Tang, Kimmo Karhu, Matti Hamalainen

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Although in sustainable development field, innovative solutions have been sought worldwide by environmental groups, academia, governments and companies for many years, recently, citizens and communities have emerged as a new group and taken more and more active role in this field. Many scholars call for more research on the role of community and community innovation in sustainable development. This paper is to respond to the calls. In this paper, we first summarize a comprehensive set of innovation principles. Then, we do a qualitative cross case study by comparing three community innovation cases in three different areas of sustainable development according to the innovation principles. Finally, we summarize the case comparison and discuss the implications to sustainable development. A unified role model and innovation distribution map of community innovation are developed to better understand community innovation in sustainable development..

Keywords: Community innovation, grassroots innovation, sustainable development, sustainability.

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Authors: Saulius Minkevicius, Genadijus Kulvietis

Abstract:

The modern queueing theory is one of the powerful tools for a quantitative and qualitative analysis of communication systems, computer networks, transportation systems, and many other technical systems. The paper is designated to the analysis of queueing systems, arising in the networks theory and communications theory (called open queueing network). The authors of this research in the sphere of queueing theory present the theorem about the law of the iterated logarithm (LIL) for the queue length of a customers in open queueing network and its application to the mathematical model of the open message switching system.

Keywords: Models of information systems, open message switching system, open queueing network, queue length of a customers, heavy traffic, a law of the iterated logarithm.

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Authors: Wang Zijuan, Ding Wenjing, Liu Ran

Abstract:

If an unsteady heat transfer or heat impulse happens in part of the cryogenic pipeline system of large space environment simulation equipment while running in vacuum environment, it will lead to abnormal flow of the cryogenic fluid in the pipeline. When the situation gets worse, the cryogenic fluid in the pipeline will have phase change and a gas block which results in the malfunction of the cryogenic pipeline system. Referring to the structural parameter of a typical cryogenic pipeline system and the basic equation, an analytical model and a calculation model for cryogenic pipeline system can be built. The various factors which influence the thermal resistance of a cryogenic pipeline system can be analyzed and calculated by using the qualitative analysis relation deduced for thermal resistance of pipeline. The research conclusion could provide theoretical support for the design and operation of a cryogenic pipeline system

Keywords: pipeline, vacuum, vapor quality

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Authors: G. Bickel, D. Jensen

Abstract:

This research documents a qualitative study of selected Native Americans who have successfully graduated from mainstream higher education institutions. The research framework explored the Bicultural Identity Formation Model as a means of understanding the expressions of the students' adaptations to mainstream education. This approach lead to an awareness of how the participants in the study used specific cultural and social strategies to enhance their educational success and also to an awareness of how they coped with cultural dissonance to achieve a new academic identity. Research implications impact a larger audience of bicultural, foreign, or international students experiencing cultural dissonance.

Keywords: Bicultural Identity Formation Model, Cultural Dissonance, Higher Education, Student Success

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Authors: Amparo Camacho

Abstract:

ABET accredited programs must assess the development of student learning outcomes (SOs) in engineering programs. Different institutions implement different strategies for this assessment, and they are usually designed “in house.” This paper presents a proposal for including standardized tests to complement the ABET assessment model in an engineering college made up of six distinct engineering programs. The engineering college formulated a model of quality assurance in education to be implemented throughout the six engineering programs to regularly assess and evaluate the achievement of SOs in each program offered. The model uses diverse techniques and sources of data to assess student performance and to implement actions of improvement based on the results of this assessment. The model is called “Assessment Process Model” and it includes SOs A through K, as defined by ABET. SOs can be divided into two categories: “hard skills” and “professional skills” (soft skills). The first includes abilities, such as: applying knowledge of mathematics, science, and engineering and designing and conducting experiments, as well as analyzing and interpreting data. The second category, “professional skills”, includes communicating effectively, and understanding professional and ethnical responsibility. Within the Assessment Process Model, various tools were used to assess SOs, related to both “hard” as well as “soft” skills. The assessment tools designed included: rubrics, surveys, questionnaires, and portfolios. In addition to these instruments, the Engineering College decided to use tools that systematically gather consistent quantitative data. For this reason, an in-house exam was designed and implemented, based on the curriculum of each program. Even though this exam was administered during various academic periods, it is not currently considered standardized. In 2017, the Engineering College included three standardized tests: one to assess mathematical and scientific reasoning and two more to assess reading and writing abilities. With these exams, the college hopes to obtain complementary information that can help better measure the development of both hard and soft skills of students in the different engineering programs. In the first semester of 2017, the three exams were given to three sample groups of students from the six different engineering programs. Students in the sample groups were either from the first, fifth, and tenth semester cohorts. At the time of submission of this paper, the engineering college has descriptive statistical data and is working with various statisticians to have a more in-depth and detailed analysis of the sample group of students’ achievement on the three exams. The overall objective of including standardized exams in the assessment model is to identify more precisely the least developed SOs in order to define and implement educational strategies necessary for students to achieve them in each engineering program.

Keywords: Assessment, hard skills, soft skills, standardized tests.

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Authors: S. Z. Sarwar, N. Ehsan , I, Mirza, J. L. Piracha, M. Azeem, A. Ishaque

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The public sector losses are the major cause of stagnant growth of Pakistan. Public sector automotive manufacturing industry is one of the major contributors of these losses. This research has been carried out in order to identify the major barriers of productivity of this industry and suggest measures for improvement. This qualitative and quantitative research consisted of informal interviews, discussions augmented by closed ended questionnaire. Three major manufacturing units were chosen for this research and responses from 103 employees were collected. It was found out in this research that numerous productivity flaws exist in the system which requires immediate attention. Besides highlighting flaws this research also suggests corrective actions and areas for future research to overcome these problems.

Keywords: Automotive manufacturing industry, barriers ofproductivity, Public sector losses.

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Authors: Krisada Sungkhamanee

Abstract:

The objectives of this research are to know the management form of Samut Songkram lodging entrepreneurs with sufficient economy framework, to know the threat that affect this business and drawing the fit model for this province in order to sustain their business with Samut Songkram style. What will happen if they do not use this philosophy? Will they have a cash short fall? The data and information are collected by informal discussion with 8 managers and 400 questionnaires. We will use a mix of methods both qualitative research and quantitative research for our study. Bent Flyvbjerg’s phronesis is utilized for this analysis. Our research will prove that sufficient economy can help small and medium business firms solve their problems. We think that the results of our research will be a financial model to solve many problems of the entrepreneurs and this way will use to practice in other areas of our country. 

Keywords: Samut Songkram, Hospitality Business, Sufficient Economy Philosophy.

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Authors: E. Sargsyan, A. Vardanyan, L. Ghalachyan, S. Bulgadaryan

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Our results showed that for the growth of qualitative seedling and vegetative raw material of ðó. marschallianus Willd. and T. serphyllum L. it is more profitable to use the in vitro and hydroponics combined method. In in vitro culture it is possible to do micro-propagation whole year with 98-99% rhizogenesis. 30000 micro-plants were obtained from one explant during 9 months. Hydroponic conditions provide the necessary microclimate for microplants where the survival rate without acclimatization was 93.3%. The essential oil content in hydroponic dry herb of both species in vegetative and blossom phase was 1.3% whereas in wild plants it was 1.2%, the content of extractive substances and vitamin C also exceeded wild plants. Our biochemical and radiochemical investigations indicated that the medicinal raw materials obtained from hydroponic and wild plants of Thymus species correspond to the demands of SPh XI, and the content of artificial radionuclides does not exceed the MACL.

Keywords: Hydroponics, In vitro, Micro-propagation, Thymus

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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: Thienhuong Hoang

Abstract:

This qualitative, quantitative mixed-method study explores how students- motivation and interest in creative hands-on activities affected their conceptual understanding of science. The objectives of this research include developing a greater understanding about how creative activities, incorporated into the classroom as instructional strategies, increase student motivation and their learning or mastery of science concepts. The creative activities are viewed as a motivational tool, a specific type of task, which have an impact on student goals. Pre-and-post tests, pre-and-post interviews, and student responses measure motivational-goal theory variables, interest in the activity, and conceptual change. Implications for education and future research will be discussed.

Keywords: Science education, motivation, conceptual understanding, instructional strategies.

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Authors: Aftab

Abstract:

This paper is a theory-oriented study that seeks to generalize the process through which terrorism leads to the disruption of international peace. For this, it scrutinizes 9/11 terrorism based on five analytical domains of threat—security disorder, political tensions, economic adversity, socio-ideological intolerance, and the fear and cost of counterterrorism—each of which is explored in light of specific indicators. By applying qualitative correlation method, the paper finds that terrorism immediately entails five distinct kinds of negative impacts that lead to both internal disorders caused by state weakness and global disorder caused by international tensions, which in consequence, causes international peace to be disrupted. Thus, in following inductive process, the findings of this paper help to make a general inference that terrorism is a threat to international peace. 

Keywords: Domains, global disorder, internal disorder, international peace, terrorism, threat.

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Authors: Vitoldas Vaitkevičius, Evaldas Šerelis

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Silica fume, also known as microsilica (MS) or  condensed silica fume is a by-product of the production of silicon  metal or ferrosilicon alloys. Silica fume is one of the most effective  pozzolanic additives which could be used for ultrahigh performance  and other types of concrete. Despite the fact, however is not entirely  clear, which amount of silica fume is most optimal for UHPC. Main  objective of this experiment was to find optimal amount of silica  fume for UHPC with and without thermal treatment, when different  amount of quartz powder is substituted by silica fume. In this work  were investigated four different composition of UHPC with different  amount of silica fume. Silica fume were added 0, 10, 15 and 20% of  cement (by weight) to UHPC mixture. Optimal amount of silica fume  was determined by slump, viscosity, qualitative and quantitative  XRD analysis and compression strength tests methods.

Keywords: Compressive strength, silica fume, ultrahigh performance concrete, XRD.

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Authors: Kawinphat Lertpongmanee

Abstract:

The development of One Tambon One Product (OTOP) became the policy of the government in 1997 after the former Prime Minister had been in power. The strategy of sections is currently set for the policy. OTOP has become the part of the way of community lives around the country. OTOP may be developed under changing into ASEAN economic community in 2015 because of the flow of capitals, productions, and many workers in the region. All sectors are improved for the change. The purposes of study were to study the strength and weakness of the OTOP-creating process via its policy and to lead to the strategy to be able to apply before changing. The methodology is qualitative to study its policy including document and to interview experienced persons. The findings showed that the effort of improvement of all sectors obviously involves with OTOP development. Particularly, the strategic administration of OTOP is in every level of the state, central sector, region, and community.

Keywords: ASEAN Economic Community – AEC, One Tambon One Product – OTOP.

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Authors: Jae Won Kang

Abstract:

The purpose of this study was to examine a broader range of sport constraints perceived by young Koreans in Australia who may need to adjust to changing behavioral expectations due to the socio-cultural transitions. Regardless of gender, in terms of quantitative findings, the most important participation constraints within the seven categories were resources, access, interpersonal, affective, religious, socio-cultural, and physical in that order. The most important constraining items were a lack of time, access, information, adaptive skills, and parental and family support in that order. Qualitative research found young Korean’s participation constraints among three categories (time, parental control and interpersonal constraints). It is possible that different ethnic groups would be constrained by different factors; however, this is outside the scope of this study.

Keywords: Constraints, cultural adjustment, Sport, Young Koreans in Australia.

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Authors: Glessiane de O. Almeida, Sérgio Murilo C. Messias, Iracema M. de Aragão Gomes

Abstract:

This article discusses issues related to the System of Innovation: Comparing economies of Brazil and South Africa. Having as this study aimed at comparing the Innovation System of the countries mentioned. Then briefly describe the process of Venture Capital and present the industry innovation in Brazil and South Africa. The methodological approach described in this article is descriptive and the approach is qualitative, taking as a basis secondary data relating to research articles. The main results are related to the different forms of financing of Venture Capital used by countries compared, in addition to the training and economic policy. And finally, it was highlighted the importance of implementation of policy reforms for the Brazil and Africa in the innovation process.

Keywords: Innovation, Venture Capital, Economy, National Innovation System (NIS), BRICS.

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Authors: V.O. Ojijo, M.S. Onyango, Aoyi Ochieng, F.A.O. Otieno

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Batch adsorption of recalcitrant melanoidin using the abundantly available coal fly ash was carried out. It had low specific surface area (SBET) of 1.7287 m2/g and pore volume of 0.002245 cm3/g while qualitative evaluation of the predominant phases in it was done by XRD analysis. Colour removal efficiency was found to be dependent on various factors studied. Maximum colour removal was achieved around pH 6, whereas increasing sorbent mass from 10g/L to 200 g/L enhanced colour reduction from 25% to 86% at 298 K. Spontaneity of the process was suggested by negative Gibbs free energy while positive values for enthalpy change showed endothermic nature of the process. Non-linear optimization of error functions resulted in Freundlich and Redlich-Peterson isotherms describing sorption equilibrium data best. The coal fly ash had maximum sorption capacity of 53 mg/g and could thus be used as a low cost adsorbent in melanoidin removal.

Keywords: Adsorption, Isotherms, Melanoidin, South African coal fly ash.

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Authors: Kingkan Pongsiri

Abstract:

This study is purely qualitative. The objectives of this study can be identified as two main factors: traditionally explanation and economically studying. The study of weddings, both in traditional beauty and the aggressively strong competitive in the wedding business market has limited population of the study only Thailand internal wedding consumers. Focus group with the new marriage couple and in-depth interview with fully experiences wedding businessman were used. Traditionally, Thai weddings are very various; therefore, the recent patterns were briefly concluded to be processes of traditional Thai wedding will be revealed and explained then give more details in the formal procedures.  Economically, weddings business are related to many types of businesses from catering business, hospitality and tourism business, pre-wedding photography, and the complete full-serviced wedding organizer for examples. The situations, changes and obstacles of the wedding related business will be discussed.

Keywords: Thailand, Traditional Marriage, Wedding Business, Wedding Consuming Behavior.

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Authors: Nurazean Maarop, Noorjan Mohd Mustapha, Rasimah Yusoff, Roslina Ibrahim, Norziha Megat Mohd Zainuddin

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The goal of this study is to identify success factors that could influence the ISMS self-implementation in government sector from qualitative perspective. This study is based on a case study in one of the Malaysian government agency. Semi-structured interviews involving five key informants were conducted to examine factors addressed in the conceptual framework. Subsequently, thematic analysis was executed to describe the influence of each factor on the success implementation of ISMS. The result of this study indicates that management commitment, implementer commitment and implementer competency are part of the success factors for ISMS self-implementation in Malaysian Government Sector.

Keywords: ISMS Success Factors, IT Project Management, IS Success, Information Security.

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Authors: Pia I. Hautamäki

Abstract:

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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