Search results for: semantic correlation analysis
Commenced in January 2007
Frequency: Monthly
Edition: International
Paper Count: 9465

Search results for: semantic correlation analysis

3765 Network Mobility Support in Content-Centric Internet

Authors: Zhiwei Yan, Jong-Hyouk Lee, Yong-Jin Park, Xiaodong Lee

Abstract:

In this paper, we analyze NEtwork MObility (NEMO) supporting problems in Content-Centric Networking (CCN), and propose the CCN-NEMO which can well support the deployment of the content-centric paradigm in large-scale mobile Internet. The CCN-NEMO extends the signaling message of the basic CCN protocol, to support the mobility discovery and fast trigger of Interest re-issuing during the network mobility. Besides, the Mobile Router (MR) is extended to optimize the content searching and relaying in the local subnet. These features can be employed by the nested NEMO to maximize the advantages of content retrieving with CCN. Based on the analysis, we compare the performance on handover latency between the basic CCN and our proposed CCN-NEMO. The results show that our scheme can facilitate the content-retrieving in the NEMO scenario with improved performance.

Keywords: CCN, handover, NEMO, mobility management.

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3764 Web Server with Multi-Agent Support for Medical Practitioners by JADE Technology

Authors: O. Saravanan, A. Nagappan, P. Gnanasekar, S. Sharavanan, D. Vinodkumar, T. Elayabharathi, G. Karthik

Abstract:

The multi-agent system for processing Bio-signals will help the medical practitioners to have a standard examination procedure stored in web server. Web Servers supporting any standard Search Engine follow all possible combinations of the search keywords as an input by the user to a Search Engine. As a result, a huge number of Web-pages are shown in the Web browser. It also helps the medical practitioner to interact with the expert in the field his need in order to make a proper judgment in the diagnosis phase [3].A web server uses a web server plug in to establish and maintained the medical practitioner to make a fast analysis. If the user uses the web server client can get a related data requesting their search. DB agent, EEG / ECG / EMG agents- user placed with difficult aspects for updating medical information-s in web server.

Keywords: DB agent, EEG, ECG, EMG, Web server agent, JADE

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3763 Detection of Power Quality Disturbances using Wavelet Transform

Authors: Sudipta Nath, Arindam Dey, Abhijit Chakrabarti

Abstract:

This paper presents features that characterize power quality disturbances from recorded voltage waveforms using wavelet transform. The discrete wavelet transform has been used to detect and analyze power quality disturbances. The disturbances of interest include sag, swell, outage and transient. A power system network has been simulated by Electromagnetic Transients Program. Voltage waveforms at strategic points have been obtained for analysis, which includes different power quality disturbances. Then wavelet has been chosen to perform feature extraction. The outputs of the feature extraction are the wavelet coefficients representing the power quality disturbance signal. Wavelet coefficients at different levels reveal the time localizing information about the variation of the signal.

Keywords: Power quality, detection of disturbance, wavelet transform, multiresolution signal decomposition.

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3762 Unsteady Temperature Distribution in a Finite Functionally Graded Cylinder

Authors: A. Amiri Delouei

Abstract:

In the current study, two-dimensional unsteady heat conduction in a functionally graded cylinder is studied analytically. The temperature distribution is in radial and longitudinal directions. Heat conduction coefficients are considered a power function of radius both in radial and longitudinal directions. The proposed solution can exactly satisfy the boundary conditions. Analytical unsteady temperature distribution for different parameters of functionally graded cylinder is investigated. The achieved exact solution is useful for thermal stress analysis of functionally graded cylinders. Regarding the analytical approach, this solution can be used to understand the concepts of heat conduction in functionally graded materials.

Keywords: Functionally graded materials, unsteady heat conduction, cylinder, Temperature distribution.

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3761 Mutual Authentication for Sensor-to-Sensor Communications in IoT Infrastructure

Authors: Shadi Janbabaei, Hossein Gharaee Garakani, Naser Mohammadzadeh

Abstract:

Internet of things is a new concept that its emergence has caused ubiquity of sensors in human life, so that at any time, all data are collected, processed and transmitted by these sensors. In order to establish a secure connection, the first challenge is authentication between sensors. However, this challenge also requires some features so that the authentication is done properly. Anonymity, untraceability, and being lightweight are among the issues that need to be considered. In this paper, we have evaluated the authentication protocols and have analyzed the security vulnerabilities found in them. Then an improved light weight authentication protocol for sensor-to-sensor communications is presented which uses the hash function and logical operators. The analysis of protocol shows that security requirements have been met and the protocol is resistant against various attacks. In the end, by decreasing the number of computational cost functions, it is argued that the protocol is lighter than before.

Keywords: Anonymity, authentication, Internet of Things, lightweight, untraceablity.

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3760 Analysis of Fixed Beamforming Algorithms for Smart Antenna Systems

Authors: Muhammad Umair Shahid, Abdul Rehman, Mudassir Mukhtar, Muhammad Nauman

Abstract:

The smart antenna is the prominent technology that has become known in recent years to meet the growing demands of wireless communications. In an overcrowded atmosphere, its application is growing gradually. A methodical evaluation of the performance of Fixed Beamforming algorithms for smart antennas such as Multiple Sidelobe Canceller (MSC), Maximum Signal-to-interference ratio (MSIR) and minimum variance (MVDR) has been comprehensively presented in this paper. Simulation results show that beamforming is helpful in providing optimized response towards desired directions. MVDR beamformer provides the most optimal solution.

Keywords: Fixed weight beamforming, array pattern, signal to interference ratio, power efficiency, element spacing, array elements, optimum weight vector.

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3759 Modified Data Mining Approach for Defective Diagnosis in Hard Disk Drive Industry

Authors: S. Soommat, S. Patamatamkul, T. Prempridi, M. Sritulyachot, P. Ineure, S. Yimman

Abstract:

Currently, slider process of Hard Disk Drive Industry become more complex, defective diagnosis for yield improvement becomes more complicated and time-consumed. Manufacturing data analysis with data mining approach is widely used for solving that problem. The existing mining approach from combining of the KMean clustering, the machine oriented Kruskal-Wallis test and the multivariate chart were applied for defective diagnosis but it is still be a semiautomatic diagnosis system. This article aims to modify an algorithm to support an automatic decision for the existing approach. Based on the research framework, the new approach can do an automatic diagnosis and help engineer to find out the defective factors faster than the existing approach about 50%.

Keywords: Slider process, Defective diagnosis and Data mining.

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3758 Entropy Analysis in a Bubble Column Based on Ultrafast X-Ray Tomography Data

Authors: Stoyan Nedeltchev, Markus Schubert

Abstract:

By means of the ultrafast X-ray tomography facility, data were obtained at different superficial gas velocities UG in a bubble column (0.1 m in ID) operated with an air-deionized water system at ambient conditions. Raw reconstructed images were treated by both the information entropy (IE) and the reconstruction entropy (RE) algorithms in order to identify the main transition velocities in a bubble column. The IE values exhibited two well-pronounced minima at UG=0.025 m/s and UG=0.085 m/s identifying the boundaries of the homogeneous, transition and heterogeneous regimes. The RE extracted from the central region of the column’s cross-section exhibited only one characteristic peak at UG=0.03 m/s, which was attributed to the transition from the homogeneous to the heterogeneous flow regime. This result implies that the transition regime is non-existent in the core of the column.

Keywords: Bubble column, ultrafast X-ray tomography, information entropy, reconstruction entropy.

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3757 Intelligent Design of Reconfigurable Machines

Authors: Majid Tolouei-Rad

Abstract:

This paper presents methodologies for developing an intelligent CAD system assisting in analysis and design of reconfigurable special machines. It describes a procedure for determining feasibility of utilizing these machines for a given part and presents a model for developing an intelligent CAD system. The system analyzes geometrical and topological information of the given part to determine possibility of the part being produced by reconfigurable special machines from a technical point of view. Also feasibility of the process from a economical point of view is analyzed. Then the system determines proper positioning of the part considering details of machining features and operations needed. This involves determination of operation types, cutting tools and the number of working stations needed. Upon completion of this stage the overall layout of the machine and machining equipment required are determined.

Keywords: CAD, Knowledge based system, Reconfigurable

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3756 Photocatalytic Degradation of Produced Water Hydrocarbon of an Oil Field by Using Ag-Doped TiO2 Nanoparticles

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

Abstract:

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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3755 Environmental Issues Related to Nuclear Desalination

Authors: V. Anastasov, I.Khamis

Abstract:

The paper presents an overview of environmental issues that may be expected with nuclear desalination. The analysis of coupling nuclear power with desalination plants indicates that adverse marine impacts can be mitigated with alternative intake designs or cooling systems. The atmospheric impact of desalination may be greatly reduced through the coupling with nuclear power, while maximizing the socio-economic benefit for both processes. The potential for tritium contamination of the desalinated water was reviewed. Experience with the systems and practices related to the radiological quality of the product water, shows no examples of cross-contamination. Furthermore, the indicators for the public acceptance of nuclear desalination, as one of the most important sustainability aspects of any such large project, show a positive trend. From the data collected, a conclusion is made that nuclear desalination should be supported by decision-makers.

Keywords: Environmental impacts, nuclear desalination, publicacceptance, tritium.

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3754 Optimization of the Characteristic Straight Line Method by a “Best Estimate“ of Observed, Normal Orthometric Elevation Differences

Authors: Mahmoud M. S. Albattah

Abstract:

In this paper, to optimize the “Characteristic Straight Line Method" which is used in the soil displacement analysis, a “best estimate" of the geodetic leveling observations has been achieved by taking in account the concept of 'Height systems'. This concept has been discussed in detail and consequently the concept of “height". In landslides dynamic analysis, the soil is considered as a mosaic of rigid blocks. The soil displacement has been monitored and analyzed by using the “Characteristic Straight Line Method". Its characteristic components have been defined constructed from a “best estimate" of the topometric observations. In the measurement of elevation differences, we have used the most modern leveling equipment available. Observational procedures have also been designed to provide the most effective method to acquire data. In addition systematic errors which cannot be sufficiently controlled by instrumentation or observational techniques are minimized by applying appropriate corrections to the observed data: the level collimation correction minimizes the error caused by nonhorizontality of the leveling instrument's line of sight for unequal sight lengths, the refraction correction is modeled to minimize the refraction error caused by temperature (density) variation of air strata, the rod temperature correction accounts for variation in the length of the leveling rod' s Invar/LO-VAR® strip which results from temperature changes, the rod scale correction ensures a uniform scale which conforms to the international length standard and the introduction of the concept of the 'Height systems' where all types of height (orthometric, dynamic, normal, gravity correction, and equipotential surface) have been investigated. The “Characteristic Straight Line Method" is slightly more convenient than the “Characteristic Circle Method". It permits to evaluate a displacement of very small magnitude even when the displacement is of an infinitesimal quantity. The inclination of the landslide is given by the inverse of the distance reference point O to the “Characteristic Straight Line". Its direction is given by the bearing of the normal directed from point O to the Characteristic Straight Line (Fig..6). A “best estimate" of the topometric observations was used to measure the elevation of points carefully selected, before and after the deformation. Gross errors have been eliminated by statistical analyses and by comparing the heights within local neighborhoods. The results of a test using an area where very interesting land surface deformation occurs are reported. Monitoring with different options and qualitative comparison of results based on a sufficient number of check points are presented.

Keywords: Characteristic straight line method, dynamic height, landslides, orthometric height, systematic errors.

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3753 Customer Knowledge and Service Development, the Web 2.0 Role in Co-production

Authors: Roberto Boselli, Mirko Cesarini, Mario Mezzanzanica

Abstract:

The paper is concerned with relationships between SSME and ICTs and focuses on the role of Web 2.0 tools in the service development process. The research presented aims at exploring how collaborative technologies can support and improve service processes, highlighting customer centrality and value coproduction. The core idea of the paper is the centrality of user participation and the collaborative technologies as enabling factors; Wikipedia is analyzed as an example. The result of such analysis is the identification and description of a pattern characterising specific services in which users collaborate by means of web tools with value co-producers during the service process. The pattern of collaborative co-production concerning several categories of services including knowledge based services is then discussed.

Keywords: Service Interaction Patterns, Services Science, Web2.0 tools, Service Development Process.

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3752 From Maskee to Audible Noise in Perceptual Speech Enhancement

Authors: Asmaa Amehraye, Dominique Pastor, Ahmed Tamtaoui, Driss Aboutajdine

Abstract:

A new analysis of perceptual speech enhancement is presented. It focuses on the fact that if only noise above the masking threshold is filtered, then noise below the masking threshold, but above the absolute threshold of hearing, can become audible after the masker filtering. This particular drawback of some perceptual filters, hereafter called the maskee-to-audible-noise (MAN) phenomenon, favours the emergence of isolated tonals that increase musical noise. Two filtering techniques that avoid or correct the MAN phenomenon are proposed to effectively suppress background noise without introducing much distortion. Experimental results, including objective and subjective measurements, show that these techniques improve the enhanced speech quality and the gain they bring emphasizes the importance of the MAN phenomenon.

Keywords: Perceptual speech filtering, maskee to audible noise, distorsion, musical noise.

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3751 Experimentation on Piercing with Abrasive Waterjet

Authors: Johan Fredin, Anders Jönsson

Abstract:

Abrasive waterjet cutting (AWJ) is a highly efficient method for cutting almost any type of material. When holes shall be cut the waterjet first needs to pierce the material.This paper presents a vast experimental analysis of piercing parameters effect on piercing time. Results from experimentation on feed rates, work piece thicknesses, abrasive flow rates, standoff distances and water pressure are also presented as well as studies on three methods for dynamic piercing. It is shown that a large amount of time and resources can be saved by choosing the piercing parameters in a correct way. The large number of experiments puts demands on the experimental setup. An automated experimental setup including piercing detection is presented to enable large series of experiments to be carried out efficiently.

Keywords: Waterjet cutting, Piercing, Experimentation

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3750 Resistor-less Current-mode Universal Biquad Filter Using CCTAs and Grounded Capacitors

Authors: T. Thosdeekoraphat, S. Summart, C. Saetiaw, S. Santalunai, C. Thongsopa

Abstract:

This article presents a current-mode universal biquadratic filter. The proposed circuit can apparently provide standard functions of the biquad filter: low-pass, high-pass, bandpass, band-reject and all-pass functions. The circuit uses 4 current controlled transconductance amplifiers (CCTAs) and 2 grounded capacitors. In addition, the pole frequency and quality factor can be adjusted by electronic method by adjusting the bias currents of the CCTA. The proposed circuit uses only grounded capacitors without additional external resistors, the proposed circuit is considerably appropriate to further developing into an integrated circuit. The results of PSPICE simulation program are corresponding to the theoretical analysis.

Keywords: Resistor-less, Current-mode, Biquad filter, CCTA.

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3749 Daily and Seasonal Changes of Air Pollution in Kuwait

Authors: H. Ettouney, A. AL-Haddad, S. Saqer

Abstract:

This paper focuses on assessment of air pollution in Umm-Alhyman, Kuwait, which is located south to oil refineries, power station, oil field, and highways. The measurements were made over a period of four days in March and July in 2001, 2004, and 2008. The measured pollutants included methanated and nonmethanated hydrocarbons (MHC, NMHC), CO, CO2, SO2, NOX, O3, and PM10. Also, meteorological parameters were measured, which includes temperature, wind speed and direction, and solar radiation. Over the study period, data analysis showed increase in measured SO2, NOX and CO by factors of 1.2, 5.5 and 2, respectively. This is explained in terms of increase in industrial activities, motor vehicle density, and power generation. Predictions of the measured data were made by the ISC-AERMOD software package and by using the ISCST3 model option. Finally, comparison was made between measured data against international standards.

Keywords: Air pollution, Emission inventory, ISCST3 model, Modeling

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3748 A Graph-Based Approach for Placement of No-Replicated Databases in Grid

Authors: Cherif Haddad, Faouzi Ben Charrada

Abstract:

On a such wide-area environment as a Grid, data placement is an important aspect of distributed database systems. In this paper, we address the problem of initial placement of database no-replicated fragments in Grid architecture. We propose a graph based approach that considers resource restrictions. The goal is to optimize the use of computing, storage and communication resources. The proposed approach is developed in two phases: in the first phase, we perform fragment grouping using knowledge about fragments dependency and, in the second phase, we determine an efficient placement of the fragment groups on the Grid. We also show, via experimental analysis that our approach gives solutions that are close to being optimal for different databases and Grid configurations.

Keywords: Grid computing, Distributed systems, Data resourcesmanagement, Database systems, Database placement.

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3747 Hybrid System Configurations and Charging Strategies for Isolated Electric Tuk-Tuk Charging Station in South Africa

Authors: L. Bokopane, K. Kusakana, H. J. Vermaark

Abstract:

The success of renewable powered electric vehicle charging station in isolated areas depends highly on the availability and sustainability of renewable resources all year round at a selected location. The main focus of this paper is to discuss the possible charging strategies that could be implemented to find the best possible configuration of an electric Tuk-Tuk charging station at a given location within South Africa. The charging station is designed, modeled and simulated to evaluate its performances. The technoeconomic analysis of different feasible supply configurations of the charging station using renewable energies is simulated using HOMER software and the results compared in order to select the best possible charging strategies in terms of cost of energy consumed.

Keywords: Electric Tuk-Tuk, Renewable energy, Energy Storage, Hybrid systems, HOMER.

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3746 Stability Bound of Ruin Probability in a Reduced Two-Dimensional Risk Model

Authors: Zina Benouaret, Djamil Aissani

Abstract:

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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3745 Lodging Business Management in Nakhon Pathom with Sufficient Economy Approach

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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3744 Survival Model for Partly Interval-Censored Data with Application to Anti D in Rhesus D Negative Studies

Authors: F. A. M. Elfaki, Amar Abobakar, M. Azram, M. Usman

Abstract:

This paper discusses regression analysis of partly interval-censored failure time data, which is occur in many fields including demographical, epidemiological, financial, medical and sociological studies. For the problem, we focus on the situation where the survival time of interest can be described by the additive hazards model in the present of partly interval-censored. A major advantage of the approach is its simplicity and it can be easily implemented by using R software. Simulation studies are conducted which indicate that the approach performs well for practical situations and comparable to the existing methods. The methodology is applied to a set of partly interval-censored failure time data arising from anti D in Rhesus D negative studies.

Keywords: Anti D in Rhesus D negative, Cox’s model, EM algorithm.

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3743 Radar Task Schedulers based on Multiple Queue

Authors: María I. Jiménez, Alberto Izquierdo, Juan J. Villacorta, Lara del Val, Mariano Raboso

Abstract:

There are very complex communication systems, as the multifunction radar, MFAR (Multi-Function Array Radar), where functions are integrated all together, and simultaneously are performed the classic functions of tracking and surveillance, as all the functions related to the communication, countermeasures, and calibration. All these functions are divided into the tasks to execute. The task scheduler is a key element of the radar, since it does the planning and distribution of energy and time resources to be shared and used by all tasks. This paper presents schedulers based on the use of multiple queue. Several schedulers have been designed and studied, and it has been made a comparative analysis of different performed schedulers. The tests and experiments have been done by means of system software simulation. Finally a suitable set of radar characteristics has been selected to evaluate the behavior of the task scheduler working.

Keywords: Queue Theory, Radar, Scheduler, Task.

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3742 Momentum and Heat Transfer in the Flow of a Viscoelastic Fluid Past a Porous Flat Plate Subject to Suction or Blowing

Authors: Motahar Reza, Anadi Sankar Gupta

Abstract:

An analysis is made of the flow of an incompressible viscoelastic fluid (of small memory) over a porous plate subject to suction or blowing. It is found that velocity at a point increases with increase in the elasticity in the fluid. It is also shown that wall shear stress depends only on suction and is also independent of the material of fluids. No steady solution for velocity distribution exists when there is blowing at the plate. Temperature distribution in the boundary layer is determined and it is found that temperature at a point decreases with increase in the elasticity in the fluid.

Keywords: Viscoelastic fluid, Flow past a porous plate, Heat transfer

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3741 Stabilization and Control of a UAV Flight Attitude Angles using the Backstepping Method

Authors: Mihai Lungu

Abstract:

The paper presents the design of a mini-UAV attitude controller using the backstepping method. Starting from the nonlinear dynamic equations of the mini-UAV, by using the backstepping method, the author of this paper obtained the expressions of the elevator, rudder and aileron deflections, which stabilize the UAV, at each moment, to the desired values of the attitude angles. The attitude controller controls the attitude angles, the angular rates, the angular accelerations and other variables that describe the UAV longitudinal and lateral motions. To design the nonlinear controller, by using the backstepping technique, the nonlinear equations and the Lyapunov analysis have been directly used. The designed controller has been implemented in Matlab/Simulink environment and its effectiveness has been tested with a campaign of numerical simulations using data from the UAV flight tests. The obtained results are very good and they are better than the ones found in previous works.

Keywords: Attitude angles, Backstepping, Controller, UAV.

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3740 Analysis of Distribution of Thrust, Torque and Efficiency of a Constant Chord, Constant Pitch C.R.P. Fan by H.E.S. Method

Authors: Morteza Abbaszadeh, Parvin Nikpoorparizi, Mina Shahrooz

Abstract:

For the first time since 1940 and presentation of theodorson-s theory, distribution of thrust, torque and efficiency along the blade of a counter rotating propeller axial fan was studied with a novel method in this research. A constant chord, constant pitch symmetric fan was investigated with Reynolds Stress Turbulence method in this project and H.E.S. method was utilized to obtain distribution profiles from C.F.D. tests outcome. C.F.D. test results were validated by estimation from Playlic-s analytical method. Final results proved ability of H.E.S. method to obtain distribution profiles from C.F.D test results and demonstrated interesting facts about effects of solidity and differences between distributions in front and rear section.

Keywords: C.F.D Test, Counter Rotating Propeller, H.E.S. Method, R.S.M. Method

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3739 Urban Planning Formulation Problems in China and the Corresponding Optimization Ideas under the Vision of the Hypercycle Theory

Authors: Hong Dongchen, Chen Qiuxiao, Wu Shuang

Abstract:

Systematic Science reveals the complex nonlinear mechanisms of behavior in urban system. However, when confronted with such system, most city planners in China are still utilizing simple linear thinking to learn and understand this open complex giant system. In this paper, the hypercycle theory was introduced, which is one of the basis theories of systematic science. Based on the analysis of the reasons for the failure of current urban planning in China, and in consideration of the nonlinear characteristics of the urban system as well, optimization ideas for urban planning formulation were presented such as the shift from blueprint planning to progressive planning and from the rigid urban planning management control to its dynamically monitor and in time feedback.

Keywords: Systematic science, hypercycle theory, urban planning.

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3738 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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3737 Aggressive Interactions in Hospital Emergency Units

Authors: C. Blatier, M. El Methni, F. Carpentier, S. Abdellaoui, C. Kock, M. Maillard

Abstract:

International literature emphasizes on the concern regarding the phenomenon of aggression in hospital. This paper focuses on the reality of aggressive interactions reigning within an emergency triage involving three chaps of protagonists: the professionals, the patients and their carers. The data collection was made from a grid of observation, in which the various variables exposed in the literature were integrated. They observations took place around the clock, for three weeks, at the rate of one week a month. In this research 331 aggressive interactions have been listed and analyzed by means of the software SPSS. This research is one of the very few continuous observation surveys in the literature. It shows the various human factors at play in the emergence of aggressive interaction. The data may be used both for taking steps in primary prevention, thanks to the analysis of interaction modes, and in secondary prevention by integrating the useful results in situational prevention.

Keywords: Aggressive interaction, emergency unit, observational study.

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3736 Conceptual Design of Unmanned Aerial Targets

Authors: M. Adamski, J. Cwiklak

Abstract:

The contemporary battlefield creates a demand for more costly and highly advanced munitions. Training personnel responsible for operations as well as immediate execution of combat tasks which engage real asset is unrealistic and economically not feasible. Owing to a wide array of exploited simulators and various types of imitators, it is possible to reduce the costs. One of the effective elements of training, which can be applied in the training of all service branches, is imitator of aerial targets. This research serves as an introduction to the commencement of design analysis over a real aerial target imitator. Within the project, the basic aerodynamic calculations were made, which enabled to determine its geometry, design layout, performance as well as mass balance of individual components. The conducted calculations of the parameters of flight characteristics come closer to the real performance of such Unmanned Aerial Vehicles.

Keywords: Aerial target, aerodynamics, imitator, performance.

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