Search results for: personal protective equipment.
Commenced in January 2007
Frequency: Monthly
Edition: International
Paper Count: 981

Search results for: personal protective equipment.

531 Automatic Real-Patient Medical Data De-Identification for Research Purposes

Authors: Petr Vcelak, Jana Kleckova

Abstract:

Our Medicine-oriented research is based on a medical data set of real patients. It is a security problem to share patient private data with peoples other than clinician or hospital staff. We have to remove person identification information from medical data. The medical data without private data are available after a de-identification process for any research purposes. In this paper, we introduce an universal automatic rule-based de-identification application to do all this stuff on an heterogeneous medical data. A patient private identification is replaced by an unique identification number, even in burnedin annotation in pixel data. The identical identification is used for all patient medical data, so it keeps relationships in a data. Hospital can take an advantage of a research feedback based on results.

Keywords: DASTA, De-identification, DICOM, Health Level Seven, Medical data, OCR, Personal data

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530 Performance Study of ZigBee-Based Wireless Sensor Networks

Authors: Afif Saleh Abugharsa

Abstract:

The IEEE 802.15.4 standard is designed for low-rate wireless personal area networks (LR-WPAN) with focus on enabling wireless sensor networks. It aims to give a low data rate, low power consumption, and low cost wireless networking on the device-level communication. The objective of this study is to investigate the performance of IEEE 802.15.4 based networks using simulation tool. In this project the network simulator 2 NS2 was used to several performance measures of wireless sensor networks. Three scenarios were considered, multi hop network with a single coordinator, star topology, and an ad hoc on demand distance vector AODV. Results such as packet delivery ratio, hop delay, and number of collisions are obtained from these scenarios.

Keywords: ZigBee, wireless sensor networks, IEEE 802.15.4, low power, low data rate

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529 CFD Modeling of a Radiator Axial Fan for Air Flow Distribution

Authors: S. Jain, Y. Deshpande

Abstract:

The fluid mechanics principle is used extensively in designing axial flow fans and their associated equipment. This paper presents a computational fluid dynamics (CFD) modeling of air flow distribution from a radiator axial flow fan used in an acid pump truck Tier4 (APT T4) Repower. This axial flow fan augments the transfer of heat from the engine mounted on the APT T4. CFD analysis was performed for an area weighted average static pressure difference at the inlet and outlet of the fan. Pressure contours, velocity vectors, and path lines were plotted for detailing the flow characteristics for different orientations of the fan blade. The results were then compared and verified against known theoretical observations and actual experimental data. This study shows that a CFD simulation can be very useful for predicting and understanding the flow distribution from a radiator fan for further research work.

Keywords: Computational fluid dynamics (CFD), acid pump truck (APT) Tier4 Repower, axial flow fan, area weighted average static pressure difference, and contour plots.

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528 Visualizing Transit Through a Web Based Geographic Information System

Authors: Ricardo Hoar

Abstract:

Currently in many major cities, public transit schedules are disseminated through lists of routes, grids of stop times and static maps. This paper describes a web based geographic information system which disseminates the same schedule information through intuitive GIS techniques. Using data from Calgary, Canada, an map based interface has been created to allow users to see routes, stops and moving buses all at once. Zoom and pan controls as well as satellite imagery allows users to apply their personal knowledge about the local geography to achieve faster, and more pertinent transit results. Using asynchronous requests to web services, users are immersed in an application where buses and stops can be added and removed interactively, without the need to wait for responses to HTTP requests.

Keywords: Geographic Information Systems, Public Transit, WebServices, AJAX, Human Computer Interface

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527 Effect of Personalization on Students' Achievement and Gender Factor in Mathematics Education

Authors: Nurettin Simsek, Özlem Cakır

Abstract:

The aim of this study is to point out whether personalization of mathematical word problems could affect student achievement or not. The research was applied on two-grades students at spring semester 2008-2009. Before the treatment, students personal data were taken and given to the computer. During the treatment, paper-based personalized problems and paper-based non personalized problems were prepared by computer as the same problems and then these problems were given to students. At the end of the treatment, students- opinion was taken. As a result of this research, it was found out that there were no significant differences between learners through personalized or non-personalized materials, and also there were no significant differences between gender through personalized and non-personalized problems. However, opinion of students was highly positive through the personalized problems.

Keywords: Personalization, word problem, computer aided personalization.

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526 CFD Flow and Heat Transfer Simulation for Empty and Packed Fixed Bed Reactor in Catalytic Cracking of Naphtha

Authors: D. Salari, A. Niaei, P. Chitsaz Yazdi, M. Derakhshani, S. R. Nabavi

Abstract:

This work aims to test the application of computational fluid dynamics (CFD) modeling to fixed bed catalytic cracking reactors. Studies of CFD with a fixed bed design commonly use a regular packing with N=2 to define bed geometry. CFD allows us to obtain a more accurate view of the fluid flow and heat transfer mechanisms present in fixed bed equipment. Naphtha was used as feedstock and the reactor length was 80cm. It is divided in three sections that catalyst bed packed in the middle section of the reactor. The reaction scheme was involved one primary reaction and 24 secondary reactions. Because of high CPU times in these simulations, parallel processing have been used. In this study the coke formation process in fixed bed and empty tube reactor was simulated and coke in these reactors are compared. In addition, the effect of steam ratio and feed flow rate on coke formation was investigated.

Keywords: Coke Formation, CFD Simulation, Fixed Bed, Catalyitic Cracking.

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525 The Risk Assessment of Nano-particles and Investigation of Their Environmental Impact

Authors: Nader Nabhani, Amir Tofighi

Abstract:

Nanotechnology is the science of creating, using and manipulating objects which have at least one dimension in range of 0.1 to 100 nanometers. In other words, nanotechnology is reconstructing a substance using its individual atoms and arranging them in a way that is desirable for our purpose. The main reason that nanotechnology has been attracting attentions is the unique properties that objects show when they are formed at nano-scale. These differing characteristics that nano-scale materials show compared to their nature-existing form is both useful in creating high quality products and dangerous when being in contact with body or spread in environment. In order to control and lower the risk of such nano-scale particles, the main following three topics should be considered: 1) First of all, these materials would cause long term diseases that may show their effects on body years after being penetrated in human organs and since this science has become recently developed in industrial scale not enough information is available about their hazards on body. 2) The second is that these particles can easily spread out in environment and remain in air, soil or water for very long time, besides their high ability to penetrate body skin and causing new kinds of diseases. 3) The third one is that to protect body and environment against the danger of these particles, the protective barriers must be finer than these small objects and such defenses are hard to accomplish. This paper will review, discuss and assess the risks that human and environment face as this new science develops at a high rate.

Keywords: Nanotechnology, risk assessment, environment.

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524 Effect of Butt Joint Distortion and Comparison Study on Ti/Al Dissimilar Metal Using Laser Beam Welding

Authors: K. Kalaiselvan, A. Elango

Abstract:

In general, it is desirable to finish the weld quickly, before a large volume of surrounding metal heats up and expands. The welding process used, type, welding current and speed of travel, thus, affect the degree of shrinkage and distortion of a weldment. The use of mechanized welding equipment reduces welding time, metal affected zone and consequently distortion. This article helps to define what weld distortion is and then provide a practical understanding of the causes of distortion, effects of shrinkage in butt joint welded assemblies using TI6AL4VA and Aluminium AA2024 alloy sheet. The beam offset position to the joint interface towards titanium and aluminium side. The factors affecting distortion during welding is also given. Test results reveal that welding speed is the significant parameter to decide the extent of distortion. Also welding from Al side reduces the distortion while Ti side increases the distortion.

Keywords: Nd:YAG Pulsed laser welding, Titanium/Aluminium thin sheet butt joint, distortion.

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523 Performance Comparison between Conventional and Flexible Box Erecting Machines Using Dispatching Rules

Authors: Min Kyu Kim, Eun Young Lee, Dong Woo Son, Yoon Seok Chang

Abstract:

In this paper, we introduce a flexible box erecting machine (BEM) that swiftly and automatically transforms cardboard into a three dimensional box. Recently, the parcel service and home-shopping industries have grown rapidly, and there is an increasing need for various box types to ship various products. However, workers cannot fold thousands of boxes manually in a day. As such, automatic BEMs are garnering greater attention. This study takes equipment operation into consideration as well as mechanical improvements in order to design a BEM that is able to outperform its conventional counterparts. We analyzed six dispatching rules – First In First Out (FIFO), Shortest Processing Time (SPT), Earliest Due Date (EDD), Setup Avoidance, EDD + SPT, and EDD + Setup Avoidance – to determine which one was most suitable for BEM operation. Consequently, SPT and Setup Avoidance were found to be the most critical rules, followed by EDD + Setup Avoidance, EDD + SPT, EDD, and FIFO. This hierarchy was valid for both our conventional BEM and our new flexible BEM from the viewpoint of processing time. We believe that this research can contribute to flexible BEM management, which has the potential to increase productivity and convenience.

Keywords: Automation, box erecting machine, dispatching rule, setup time.

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522 A Framework for Personalized Multi-Device Information Communicating System

Authors: Rohiza Ahmad, Rozana Kasbon, Eliza Mazmee Mazlan, Aliza Sarlan

Abstract:

Due to the mobility of users, many information systems are now developed with the capability of supporting retrieval of information from both static and mobile users. Hence, the amount, content and format of the information retrieved will need to be tailored according to the device and the user who requested for it. Thus, this paper presents a framework for the design and implementation of such a system, which is to be developed for communicating final examination related information to the academic community at one university in Malaysia. The concept of personalization will be implemented in the system so that only highly relevant information will be delivered to the users. The personalization concept used will be based on user profiling as well as context. The system in its final state will be accessible through cell phones as well as intranet connected personal computers.

Keywords: System framework, personalization, informationcommunicating system, multi-device.

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521 Risk Assessment of Selected Source for Emergency Water Supply Case Study II

Authors: Frantisek Bozek, Alexandr Bozek, Eduard Bakos, Jiri Dvorak, Alena Bumbova, Lenka Jesonkova

Abstract:

The case study deals with the semi-quantitative risk assessment of water resource earmarked for the emergency supply of population with drinking water. The risk analysis has been based on previously identified hazards/sensitivities of the elements of hydrogeological structure and technological equipment of ground water resource as well as on the assessment of the levels of hazard, sensitivity and criticality of individual resource elements in the form of point indexes. The following potential sources of hazard have been considered: natural disasters caused by atmospheric and geological changes, technological hazards, and environmental burdens. The risk analysis has proved that the assessed risks are acceptable and the water resource may be integrated into a crisis plan of a given region.

Keywords: Crisis, emergency, frequency, ground water, hazard, point index, risk, sensitivity, water supply.

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520 Technology Integrated Education – Shaping the Personality and Social Development of the Young

Authors: R. Ramli, S. Sameon

Abstract:

There has been a strong link between computermediated education and constructivism learning and teaching theory.. Acknowledging how well the constructivism doctrine would work online, it has been established that constructivist views of learning would agreeably correlate with the philosophy of open and distance learning. Asynchronous and synchronous communications have placed online learning on the right track of a constructive learning path. This paper is written based on the social constructivist framework, where knowledge is constructed from social communication and interaction. The study explores the possibility of practicing this theory through incorporating online discussion in the syllabus and the ways it can be implemented to contribute to young people-s personality and social development by addressing some aspects that may contribute to the social problem such as prejudice, ignorance and intolerance.

Keywords: Educational Technology, Internet, Personal Development, Student Exchange

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519 Injuries Related to Kitesurfing

Authors: L. Lundgren, S. Brorsson, A-L Osvalder

Abstract:

Participation in sporting activities can lead to injury. Sport injuries have been widely studied in many sports including the more extreme categories of aquatic board sports. Kitesurfing is a relatively new water surface action sport, and has not yet been widely studied in terms of injuries and stress on the body. The aim of this study was to get information about which injuries that are most common among kitesurfing participants, where they occur, and their causes. Injuries were studied using an international open web questionnaire (n=206). The results showed that many respondents reported injuries, in total 251 injuries to knee (24%), ankle (17%), trunk (16%) and shoulders (10%), often sustained while doing jumps and tricks (40%). Among the reported injuries were joint injuries (n=101), muscle/tendon damages (n=47), wounds and cuts (n=36) and bone fractures (n=28). Also environmental factors and equipment can influence the risk of injury, or the extent of injury in a hazardous situation. Conclusively, the information from this retrospective study supports earlier studies in terms of prevalence and site of injuries. Suggestively, this information should be used for to build a foundation of knowledge about the sport for development of applications for physical training and product development.

Keywords: Kitesurfing, injuries, injury cause, questionnaire.

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518 Efficient Dimensionality Reduction of Directional Overcurrent Relays Optimal Coordination Problem

Authors: Fouad Salha , X. Guillaud

Abstract:

Directional over current relays (DOCR) are commonly used in power system protection as a primary protection in distribution and sub-transmission electrical systems and as a secondary protection in transmission systems. Coordination of protective relays is necessary to obtain selective tripping. In this paper, an approach for efficiency reduction of DOCRs nonlinear optimum coordination (OC) is proposed. This was achieved by modifying the objective function and relaxing several constraints depending on the four constraints classification, non-valid, redundant, pre-obtained and valid constraints. According to this classification, the far end fault effect on the objective function and constraints, and in consequently on relay operating time, was studied. The study was carried out, firstly by taking into account the near-end and far-end faults in DOCRs coordination problem formulation; and then faults very close to the primary relays (nearend faults). The optimal coordination (OC) was achieved by simultaneously optimizing all variables (TDS and Ip) in nonlinear environment by using of Genetic algorithm nonlinear programming techniques. The results application of the above two approaches on 6-bus and 26-bus system verify that the far-end faults consideration on OC problem formulation don-t lose the optimality.

Keywords: Backup/Primary relay, Coordination time interval (CTI), directional over current relays, Genetic algorithm, time dial setting (TDS), pickup current setting (Ip), nonlinear programming.

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517 Development of a GPS Buoy for Ocean Surface Monitoring: Initial Results

Authors: Anuar Mohd Salleh, Mohd Effendi Daud

Abstract:

This study presents a kinematic positioning approach that uses a global positioning system (GPS) buoy for precise ocean surface monitoring. The GPS buoy data from the two experiments are processed using an accurate, medium-range differential kinematic technique. In each case, the data from a nearby coastal site are collected at a high rate (1 Hz) for more than 24 hours, and measurements are conducted in neighboring tidal stations to verify the estimated sea surface heights. The GPS buoy kinematic coordinates are estimated using epoch-wise pre-elimination and a backward substitution algorithm. Test results show that centimeterlevel accuracy can be successfully achieved in determining sea surface height using the proposed technique. The centimeter-level agreement between the two methods also suggests the possibility of using this inexpensive and more flexible GPS buoy equipment to enhance (or even replace) current tidal gauge stations.

Keywords: Global positioning system, kinematic GPS, sea surface height, GPS buoy, tide gauge.

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516 Prone Positioning and Clinical Outcomes of Mechanically Ventilated Patients with Severe Acute Respiratory Distress Syndrome

Authors: Maha Salah Abdullah Ismail, Mahmoud M. Alsagheir, Mohammed Salah Abd Allah

Abstract:

Acute respiratory distress syndrome (ARDS) is characterized by permeability pulmonary edema and refractory hypoxemia. Lung-protective ventilation is still the key of better outcome in ARDS. Prone position reduces the trans-pulmonary pressure gradient, recruiting collapsed regions of the lung without increasing airway pressure or hyperinflation. Prone ventilation showed improved oxygenation and improved outcomes in severe hypoxemic patients with ARDS. This study evaluates the effect of prone positioning on mechanically ventilated patients with ARDS. A quasi-experimental design was carried out at Critical Care Units, on 60 patients. Two tools were utilized to collect data; Socio demographic, medical and clinical outcomes data sheet. Results of the present study indicated that prone position improves oxygenation in patients with severe respiratory distress syndrome. The study recommended that use prone position in patients with severe ARDS, as early as possible and for long sessions. Also, replication of this study on larger probability sample at the different geographical location is highly recommended.

Keywords: Acute respiratory distress syndrome, Critical care, Mechanical ventilation and Prone position.

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515 Environmental Management System for Tourist Accommodations in Amphawa, Samut Songkram,Thailand

Authors: T. Utarasakul

Abstract:

Amphawa is the most popular weekend destination for both domestic and international tourists in Thailand. More than 112 homestays and resorts have been developed along the water resources. This research aims to initiate appropriate environmental management system for riverside tourist accommodations in Amphawa by investigating current environmental characteristics. Eighty-eight riverside tourist accommodations were survey from specific questionnaire, GPS data were also gathered for spatial analysis. The results revealed that the accommodations are welled manage in regards to some environmental aspects. In order to reduce economic costs, energy efficiency equipment is utilized. A substantial number of tourist accommodations encouraged waste separation, followed by transfer to local administration organization. Grease traps also utilized in order to decrease chemical discharged, grease and oil from canteen and restaurants on natural environment. The most notable mitigation is to initiate environmental friendly cleansers for tourist accommodation along the riverside in tourism destinations.

Keywords: Environmental Management System, Tourist Accommodations, Amphawa, Samut Songkram

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514 Transliterating Methods of the Kazakh Onyms in the Arabic Language

Authors: K. A. Kydyrbayev, B.N. Zhubatova, G.E. Nadirova, A.A. Mustafayeva

Abstract:

Transliteration is frequently used especially in writing geographic denominations, personal names (onyms) etc. Proper names (onyms) of all languages must sound similarly in translated works as well as in scientific projects and works written in mother tongue, because we can get introduced with the nation, its history, culture, traditions and other spiritual values through the onyms of that nation. Therefore it is necessary to systematize the different transliterations of onyms of foreign languages. This paper is dedicated to the problem of making the project of transliterating Kazakh onyms into Arabic. In order to achieve this goal we use scientific or practical types of transliteration. Because in this type of transliteration provides easy reading writing source language's texts in the target language without any diacritical symbols, it is limited by the target language's alphabetic system.

Keywords: The Arabic, Kazakh languages, onyms, transliterating

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513 Pervasive Differentiated Services: A QoS Model for Pervasive Systems

Authors: Sherif G. Aly

Abstract:

In this article, we introduce a mechanism by which the same concept of differentiated services used in network transmission can be applied to provide quality of service levels to pervasive systems applications. The classical DiffServ model, including marking and classification, assured forwarding, and expedited forwarding, are all utilized to create quality of service guarantees for various pervasive applications requiring different levels of quality of service. Through a collection of various sensors, personal devices, and data sources, the transmission of contextsensitive data can automatically occur within a pervasive system with a given quality of service level. Triggers, initiators, sources, and receivers are four entities labeled in our mechanism. An explanation of the role of each is provided, and how quality of service is guaranteed.

Keywords: Pervasive systems, quality of service, differentiated services, mobile devices.

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512 Robotics System Design for Assembly and Disassembly Process

Authors: Nina Danišová, Roman Ružarovský, Karol Velíšek

Abstract:

In this paper is described a new conception of the Cartesian robot for automated assembly and also disassembly process. The advantage of this conception is the utilization the Cartesian assembly robot with its all peripheral automated devices for assembly of the assembled product. The assembly product in the end of the lifecycle can be disassembled with the same Cartesian disassembly robot with the use of the same peripheral automated devices and equipment. It is a new approach to problematic solving and development of the automated assembly systems with respect to lifecycle management of the assembly product and also assembly system with Cartesian robot. It is also important to develop the methodical process for design of automated assembly and disassembly system with Cartesian robot. Assembly and disassembly system use the same Cartesian robot input and output devices, assembly and disassembly units in one workplace with different application. Result of design methodology is the verification and proposition of real automated assembly and disassembly workplace with Cartesian robot for known verified model of assembled actuator.

Keywords: Cartesian robot, design methodology, assembly, disassembly, pneumatic

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511 How to Connect User Research and not so Forthcoming Technology Scenarios – The Extended Home Environment Case Study

Authors: E. Guercio, A. Marcengo, A. Rapp

Abstract:

This paper draws a methodological framework adopted within an internal Telecomitalia project aimed to identify, on a user centred base, the potential interest towards a technological scenario aimed to extend on a personal bubble the typical communication and media fruition home environment. The problem is that involving user in the early stage of the development of such disruptive technology scenario asking users opinions on something that users actually do not manage even in a rough manner could lead to wrong or distorted results. For that reason we chose an approach that indirectly aim to understand users hidden needs in order to obtain a meaningful picture of the possible interest for a technological proposition non yet easily understandable.

Keywords: Personas, focus groups, scenarios, extended home environment, telecommunication, media.

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510 Study of the Electromagnetic Resonances of a Cavity with an Aperture Using Numerical Method and Equivalent Circuit Method

Authors: Ming-Chu Yin, Ping-An Du

Abstract:

The shielding ability of a shielding cavity with an aperture will be greatly degraded at resonance frequencies, and the resonance modes and frequencies are affected by aperture resonances and aperture-cavity coupling, which are closely related with aperture sizes. The equivalent circuit method and numerical method of Transmission Line Matrix (TLM) are used to analyze the effects of aperture resonances and aperture-cavity coupling on the electromagnetic resonances of a cavity with an aperture in this paper. Both analytical and numerical results show that the resonance modes of a shielding cavity with an aperture consist of cavity resonance modes and aperture resonance modes, and the resonance frequencies will shift with the change of the aperture sizes because of the aperture resonances and aperture-cavity coupling. Variation rules of electromagnetic resonances with aperture sizes for a cavity with an aperture are given, which will be useful for design of shielding cavities.

Keywords: Aperture-cavity coupling, equivalent circuit method, resonances, shielding equipment.

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509 Influence of Slope Shape and Surface Roughness on the Moving Paths of a Single Rockfall

Authors: Iau-Teh Wang, Chin-Yu Lee

Abstract:

Rockfall is a kind of irregular geological disaster. Its destruction time, space and movements are highly random. The impact force is determined by the way and velocity rocks move. The movement velocity of a rockfall depends on slope gradient of its moving paths, height, slope surface roughness and rock shapes. For effectively mitigate and prevent disasters brought by rockfalls, it is required to precisely calculate the moving paths of a rockfall so as to provide the best protective design. This paper applies Colorado Rockfall Simulation Program (CRSP) as our study tool to discuss the impact of slope shape and surface roughness on the moving paths of a single rockfall. The analytical results showed that the slope, m=1:1, acted as the threshold for rockfall bounce height on a monoclinal slight slope. When JRC ´╝£ 1.2, movement velocity reduced and bounce height increased as JCR increased. If slope fixed and JRC increased, the bounce height of rocks increased gradually with reducing movement velocity. Therefore, the analysis on the moving paths of rockfalls with CRSP could simulate bouncing of falling rocks. By analyzing moving paths, velocity, and bounce height of falling rocks, we could effectively locate impact points of falling rocks on a slope. Such analysis can be served as a reference for future disaster prevention and control.

Keywords: Rockfall, Slope Shape, Moving Path, SurfaceRoughness.

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508 Application of UAS in Forest Firefighting for Detecting Ignitions and 3D Fuel Volume Estimation

Authors: Artur Krukowski, Emmanouela Vogiatzaki

Abstract:

The article presents results from the AF3 project “Advanced Forest Fire Fighting” focused on Unmanned Aircraft Systems (UAS)-based 3D surveillance and 3D area mapping using high-resolution photogrammetric methods from multispectral imaging, also taking advantage of the 3D scanning techniques from the SCAN4RECO project. We also present a proprietary embedded sensor system used for the detection of fire ignitions in the forest using near-infrared based scanner with weight and form factors allowing it to be easily deployed on standard commercial micro-UAVs, such as DJI Inspire or Mavic. Results from real-life pilot trials in Greece, Spain, and Israel demonstrated added-value in the use of UAS for precise and reliable detection of forest fires, as well as high-resolution 3D aerial modeling for accurate quantification of human resources and equipment required for firefighting.

Keywords: Forest wildfires, fuel volume estimation, 3D modeling, UAV, surveillance, firefighting, ignition detectors.

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507 Effects of Photovoltaic System Introduction in Detached Houses with All-Electrified Residential Equipment in Japan

Authors: Qingrong Liu, Tetsuo Hayashi, Yuji Ryu

Abstract:

In this paper, in order to investigate the effects of photovoltaic system introduction to detached houses in Japan, two kinds of works were done. Firstly, the hourly generation amount of a 4.2kW photovoltaic system were simulated in 46 cities to investigate the potential of the system in different regions in Japan using a simulation model of photovoltaic system. Secondly, based on the simulated electricity generation amount, the energy saving, the environmental and the economic effect of the photovoltaic system were examined from hourly to annual timescales, based upon calculations of typical electricity, heating, cooling and hot water supply load profiles for Japanese dwellings. The above analysis was carried out using a standard year-s hourly weather data for the different city provided by the Expanded AMeDAS Weather Data issued by AIJ (Architectural Institute of Japan).

Keywords: Photovoltaic system, Energy saving, Environmental effect, Japanese dwelling, Detached house.

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506 Characteristics of Successful Sales Interaction in B2B Sales Meetings

Authors: A. Alamäki, T. Kaski

Abstract:

The value co-creation has gained much attention in sales research, but less is known about how salespeople and customers interact in the authentic business to business (B2B) sales meetings. The study presented in this paper empirically contributes to existing research by presenting authentic B2B sales meetings that were video recorded and analyzed using observation and qualitative content analysis methods. This paper aims to study key elements of successful sales interactions between salespeople and customers/ buyers. This study points out that salespeople are selling value rather than the products or services themselves, which are only enablers in realizing business benefits. Therefore, our findings suggest that promoting and easing open discourse is an essential part of a successful sales encounter. A better understanding of how salespeople and customers successfully interact would help salespeople to develop their interpersonal sales skills.

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

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505 Perceptions of Chinese Top-Up Students Transitioning through a Regional UK University: A Longitudinal Study Using the U Curve Model

Authors: Xianghan O’Dea

Abstract:

This article argues an urgent need to better understand the personal experiences of Chinese top-up students studying in the UK since the number of Chinese students taking year-long top-up programmes in the UK has risen rapidly in recent years. This lack of knowledge could potentially have implications for the reputation of some UK institutions and also the attractiveness of the UK higher education sector to future international students. This longitudinal study explored the academic and social experiences of 12 Chinese top-up students in a UK institution in-depth and revealed that the students felt their experiences were influenced significantly by their surrounding contexts at the macro and meso levels, which, however, have been largely overlooked in existing research. This article suggests the importance of improving the communications between the partner institutions in China and the UK, and also providing sufficient pre-departure and after arrival support to Chinese top-up students at the institutional level.

Keywords: Articulation agreements, Chinese top-up students, top-up programmes, U curve.

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504 Factors Impacting Entrepreneurial Intention: A Literature Review

Authors: Abir S. Al-Harrasi, Eyad B. Al-Zadjali, Zahran S. Al-Salti

Abstract:

Entrepreneurship has captured the attention of policy-makers, educators and researchers in the last few decades. It has been regarded as a main driver for economic growth, development and employment generation in many countries worldwide. However, scholars have not agreed on the key factors that impact entrepreneurial intention.  This study attempts, through an extensive literature review, to provide a holistic view and a more comprehensive understanding of the key factors that lead university undergraduate students to become entrepreneurs. A systematic literature review is conducted and several scientific articles and reports have been examined. The results of this study indicate that there are four main sets of factors: the personality-traits factors, contextual factors, motivational factors, and personal background factors. This research will serve as a base for future studies and will have valuable implications for policy makers and educators.

Keywords: Entrepreneurship, Entrepreneurial Intention.

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503 What Managers Think of Informal Networks and Knowledge Sharing by Means of Personal Networking?

Authors: Mahmood Q.K. Ghaznavi, Martin Perry, Paul Toulson, Keri Logan

Abstract:

The importance of nurturing, accumulating, and efficiently deploying knowledge resources through formal structures and organisational mechanisms is well understood. Recent trends in knowledge management (KM) highlight that the effective creation and transfer of knowledge can also rely upon extra-organisational channels, such as, informal networks. The perception exists that the role of informal networks in knowledge creation and performance has been underestimated in the organisational context. Literature indicates that many managers fail to comprehend and successfully exploit the potential role of informal networks to create value for their organisations. This paper investigates: 1) whether managers share work-specific knowledge with informal contacts within and outside organisational boundaries; and 2) what do they think is the importance of this knowledge collaboration in their learning and work outcomes.

Keywords: Informal network, knowledge management, knowledge sharing, performance.

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502 Morphological Analysis of English L1-Persian L2 Adult Learners’ Interlanguage: From the Perspective of SLA Variation

Authors: Maassoumeh Bemani Naeini

Abstract:

Studies on interlanguage have long been engaged in describing the phenomenon of variation in SLA. Pursuing the same goal and particularly addressing the role of linguistic features, this study describes the use of Persian morphology in the interlanguage of two adult English-speaking learners of Persian L2. Taking the general approach of a combination of contrastive analysis, error analysis and interlanguage analysis, this study focuses on the identification and prediction of some possible instances of transfer from English L1 to Persian L2 across six elicitation tasks aiming to investigate whether any of contextual features may variably influence the learners’ order of morpheme accuracy in the areas of copula, possessives, articles, demonstratives, plural form, personal pronouns, and genitive cases.  Results describe the existence of task variation in the interlanguage system of Persian L2 learners.

Keywords: English L1, Interlanguage Analysis, Persian L2, SLA variation.

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