Search results for: Business User Training

Authors: Francisco Guimarães, Mauro Figueiredo, José Rodrigues

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Cities are spaces of memory with several zones (parts of cities) with their own history and cultural events. Today, cities are also marked by a form of intangible cultural heritage like street art, which creates a visual culture based on the process of reflection about the city and the world. To link these realities and create a personal user interaction with this cultural heritage it is important to capture the story and aesthetics, and find alternatives to immerse the user in these spaces of memory. To that end, this article presents a project which combines Augmented Reality technologies and concepts of Transmedia Storytelling applied to Lisbon City, using Street Art artifacts as markers in a framework of digital media-art.

Keywords: Cultural heritage, urban art, street art, augmented reality, transmedia storytelling, digital media-art, socio-museology.

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Authors: Saipunidzam Mahamad, Mohammad Noor Ibrahim, Rozana Kasbon, Chap Samol

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Animated graph gives some good impressions in presenting information. However, not many people are able to produce it because the process of generating an animated graph requires some technical skills. This work presents Content Management System with Animated Graph (CMS-AG). It is a webbased system enabling users to produce an effective and interactive graphical report in a short time period. It allows for three levels of user authentication, provides update profile, account management, template management, graph management, and track changes. The system development applies incremental development approach, object-oriented concepts and Web programming technologies. The design architecture promotes new technology of reporting. It also helps user cut off unnecessary expenses, save time and learn new things on different levels of users. In this paper, the developed system is described.

Keywords: Animated Graph, Content Management System.

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Authors: M. K. Witek-Hajduk, T. M. Napiórkowski

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A number of studies discussed the topic of benefits of retailers-manufacturers cooperation and coopetition. However, there are only few publications focused on the benefits of cooperation and coopetition between retailers and their suppliers of durable consumer goods; especially in the context of business model of cooperating partners. This paper aims to provide a clustering approach to segment retailers selling consumer durables according to the benefits they obtain from their cooperation with key manufacturers and differentiate the said retailers’ in term of the business models of cooperating partners. For the purpose of the study, a survey (with a CATI method) collected data on 603 consumer durables retailers present on the Polish market. Retailers are clustered both, with hierarchical and non-hierarchical methods. Five distinctive groups of consumer durables’ retailers are (based on the studied benefits) identified using the two-stage clustering approach. The clusters are then characterized with a set of exogenous variables, key of which are business models employed by the retailer and its partnering key manufacturer. The paper finds that the a combination of a medium sized retailer classified as an Integrator with a chiefly domestic capital and a manufacturer categorized as a Market Player will yield the highest benefits. On the other side of the spectrum is medium sized Distributor retailer with solely domestic capital – in this case, the business model of the cooperating manufactrer appears to be irreleveant. This paper is the one of the first empirical study using cluster analysis on primary data that defines the types of cooperation between consumer durables’ retailers and manufacturers – their key suppliers. The analysis integrates a perspective of both retailers’ and manufacturers’ business models and matches them with individual and joint benefits.

Keywords: Business model, cooperation, cluster analysis, retailer-manufacturer relationships.

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Authors: I. Severin, M. Caramihai, R. El Abdi, M. Poulain, A. Avadanii

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In order to assess optical fiber reliability in different environmental and stress conditions series of testing are performed simulating overlapping of chemical and mechanical controlled varying factors. Each series of testing may be compared using statistical processing: i.e. Weibull plots. Due to the numerous data to treat, a software application has appeared useful to interpret selected series of experiments in function of envisaged factors. The current paper presents a software application used in the storage, modelling and interpretation of experimental data gathered from optical fibre testing. The present paper strictly deals with the software part of the project (regarding the modelling, storage and processing of user supplied data).

Keywords: Optical fibres, computer aided analysis, data models, data processing, graphical user interfaces.

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Authors: Renata Mekovec, Dijana Peras, Ruben Picek

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The advent of the Internet, mobile devices and social media is revolutionizing the experience of retail customers by linking multiple sources through various channels. Omnichannel retailing is a retailing that combines multiple channels to allow customers to seamlessly leverage all the distribution information online and offline while shopping. Therefore, today data are an asset more critical than ever for all organizations. Nonetheless, because of its heterogeneity through platforms, developers are currently facing difficulties in dealing with personal data. Considering the possibilities of omnichannel communication, this paper presents channel categorization that could enhance the customer experience of omnichannel center called hyper center. The purpose of this paper is fundamentally to describe the connection between the omnichannel hyper center and the customer, with particular attention to privacy protection. The first phase was finding the most appropriate channels of communication for hyper center. Consequently, a selection of widely used communication channels has been identified and analyzed with regard to the effect requirements for optimizing user experience. The evaluation criteria are divided into 3 groups: general, user profile and channel options. For each criterion the weight of importance for omnichannel communication was defined. The most important thing was to consider how the hyper center can make user identification while respecting the privacy protection requirements. The study carried out also shows what customer experience across digital networks would look like, based on an omnichannel approach owing to privacy protection principles.

Keywords: Personal data, privacy protection, omnichannel communication, retail.

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Authors: Ali Hajiha, Farhad Ghaffari, Nooshin Gholamali Tehrani

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This study aims at investigating the empirical relationships between risk preference, internet preference, and internet knowledge which are known as user characteristics, in addition to perceived risk of the customers on the internet purchase intention. In order to test the relationships between the variables of model 174, a questionnaire was collected from the students with previous online experience. For the purpose of data analysis, confirmatory factor analysis (CFA) and structural equation model (SEM) was used. Test results show that the perceived risk affects the internet purchase intention, and increase or decrease of perceived risk influences the purchase intention when the customer does the internet shopping. Other factors such as internet preference, knowledge of the internet, and risk preference affect the internet purchase intention.

Keywords: Perceived risk, Internet preference, Internetknowledge, Risk preference, Internet purchase intention

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Authors: G. Vici, L. Cesanelli, L. Belli, R. Ceci, V. Polzonetti

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Several factors contribute to success in sport and diet is one of them. Evidence-based sport nutrition guidelines underline the importance of macro- and micro-nutrients’ balance and timing in order to improve athlete’s physical status and performance. Nevertheless, a high content of proteins is commonly found in resistance training athletes’ diet with carbohydrate intake that is not enough or not well planned. The aim of the study was to evaluate the impact of different protein and carbohydrate diet contents on body composition and sport performance on a group of resistance training athletes. Subjects were divided as study group (n=16) and control group (n=14). For a period of 4 months, both groups were subjected to the same resistance training fitness program with study group following a specific diet and control group following an ab libitum diet. Body compositions were evaluated trough anthropometric measurement (weight, height, body circumferences and skinfolds) and Bioimpedence Analysis. Physical strength and training status of individuals were evaluated through the One Repetition Maximum test (RM1). Protein intake in studied group was found to be lower than in control group. There was a statistically significant increase of body weight, free fat mass and body mass cell of studied group respect to the control group. Fat mass remains almost constant. Statistically significant changes were observed in quadriceps and biceps circumferences, with an increase in studied group. The MR1 test showed improvement in study group’s strength but no changes in control group. Usually people consume hyper-proteic diet to achieve muscle mass development. Through this study, it was possible to show that protein intake fixed at 1,7 g/kg/d can meet the individual's needs. In parallel, the increased intake of carbohydrates, focusing on quality and timing of assumption, has enabled the obtainment of desired results with a training protocol supporting a hypertrophic strategy. Therefore, the key point seems related to the planning of a structured program both from a nutritional and training point of view.

Keywords: Body composition, diet, exercise, protein.

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Authors: Kyung Bae Park, Sung Ho Ha

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Online user-generated contents (UGC) significantly change the way customers behave (e.g., shop, travel), and a pressing need to handle the overwhelmingly plethora amount of various UGC is one of the paramount issues for management. However, a current approach (e.g., sentiment analysis) is often ineffective for leveraging textual information to detect the problems or issues that a certain management suffers from. In this paper, we employ text mining of Latent Dirichlet Allocation (LDA) on a popular online review site dedicated to complaint from users. We find that the employed LDA efficiently detects customer complaints, and a further inspection with the visualization technique is effective to categorize the problems or issues. As such, management can identify the issues at stake and prioritize them accordingly in a timely manner given the limited amount of resources. The findings provide managerial insights into how analytics on social media can help maintain and improve their reputation management. Our interdisciplinary approach also highlights several insights by applying machine learning techniques in marketing research domain. On a broader technical note, this paper illustrates the details of how to implement LDA in R program from a beginning (data collection in R) to an end (LDA analysis in R) since the instruction is still largely undocumented. In this regard, it will help lower the boundary for interdisciplinary researcher to conduct related research.

Keywords: Latent Dirichlet allocation, R program, text mining, topic model, user generated contents, visualization.

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Authors: Shafiq Ur Rehman, Jane-Lisa Coughlan

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One challenging direction of mobile commerce (mcommerce) that is getting a great deal of attention globally is mobile financing. The smart-phone and PDA users all around the world are facing difficulties to become accustomed and trust in m-commerce. The main rationale can be the slow variation and lack of trust in mobile payment systems. Mobile payment systems that are in use need to be more effective and efficient. This paper proposes: the interface design is not the only factor affecting the m-commerce adoption and lack of trust; in fact it is the combined effect of interface usability and trustworthy mobile payment systems, because it-s the money that the user has to spend at the end of the day, which the user requires to get transferred securely. The purpose of this research is to identify the problems regarding the trust and adaption of m-commerce applications by mobile users and to provide the best possible solution with respect to human computer interaction (HCI) principles.

Keywords: m-commerce, usability, mobile payment method, interface design.

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Authors: Eckhard M. Ammann

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Knowledge development in companies relies on knowledge-intensive business processes, which are characterized by a high complexity in their execution, weak structuring, communication-oriented tasks and high decision autonomy, and often the need for creativity and innovation. A foundation of knowledge development is provided, which is based on a new conception of knowledge and knowledge dynamics. This conception consists of a three-dimensional model of knowledge with types, kinds and qualities. Built on this knowledge conception, knowledge dynamics is modeled with the help of general knowledge conversions between knowledge assets. Here knowledge dynamics is understood to cover all of acquisition, conversion, transfer, development and usage of knowledge. Through this conception we gain a sound basis for knowledge management and development in an enterprise. Especially the type dimension of knowledge, which categorizes it according to its internality and externality with respect to the human being, is crucial for enterprise knowledge management and development, because knowledge should be made available by converting it to more external types. Built on this conception, a modeling approach for knowledgeintensive business processes is introduced, be it human-driven,e-driven or task-driven processes. As an example for this approach, a model of the creative activity for the renewal planning of a product is given.

Keywords: Conception of knowledge, knowledge dynamics, modeling notation, knowledge-intensive business processes.

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Authors: Bing Yu , Xingshi He

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In this paper, Differential Evolution (DE) algorithm, a new promising evolutionary algorithm, is proposed to train Radial Basis Function (RBF) network related to automatic configuration of network architecture. Classification tasks on data sets: Iris, Wine, New-thyroid, and Glass are conducted to measure the performance of neural networks. Compared with a standard RBF training algorithm in Matlab neural network toolbox, DE achieves more rational architecture for RBF networks. The resulting networks hence obtain strong generalization abilities.

Keywords: differential evolution, neural network, Rbf function

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Authors: Insung Jung, Gi-Nam Wang

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The objective of this paper is to a design of pattern classification model based on the back-propagation (BP) algorithm for decision support system. Standard BP model has done full connection of each node in the layers from input to output layers. Therefore, it takes a lot of computing time and iteration computing for good performance and less accepted error rate when we are doing some pattern generation or training the network. However, this model is using exclusive connection in between hidden layer nodes and output nodes. The advantage of this model is less number of iteration and better performance compare with standard back-propagation model. We simulated some cases of classification data and different setting of network factors (e.g. hidden layer number and nodes, number of classification and iteration). During our simulation, we found that most of simulations cases were satisfied by BP based using exclusive connection network model compared to standard BP. We expect that this algorithm can be available to identification of user face, analysis of data, mapping data in between environment data and information.

Keywords: Neural network, Back-propagation, classification.

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Authors: Mario Kubek, Herwig Unger

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Due to the large amount of information in the World Wide Web (WWW, web) and the lengthy and usually linearly ordered result lists of web search engines that do not indicate semantic relationships between their entries, the search for topically similar and related documents can become a tedious task. Especially, the process of formulating queries with proper terms representing specific information needs requires much effort from the user. This problem gets even bigger when the user's knowledge on a subject and its technical terms is not sufficient enough to do so. This article presents the new and interactive search application DocAnalyser that addresses this problem by enabling users to find similar and related web documents based on automatic query formulation and state-ofthe- art search word extraction. Additionally, this tool can be used to track topics across semantically connected web documents.

Keywords: DocAnalyser, interactive web search, search word extraction, query formulation, source topic detection, topic tracking.

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Authors: F.Alilat, S.Loumi, H.Merrad, B.Sansal

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In this article a modification of the algorithm of the fuzzy ART network, aiming at returning it supervised is carried out. It consists of the search for the comparison, training and vigilance parameters giving the minimum quadratic distances between the output of the training base and those obtained by the network. The same process is applied for the determination of the parameters of the fuzzy ARTMAP giving the most powerful network. The modification consist in making learn the fuzzy ARTMAP a base of examples not only once as it is of use, but as many time as its architecture is in evolution or than the objective error is not reached . In this way, we don-t worry about the values to impose on the eight (08) parameters of the network. To evaluate each one of these three networks modified, a comparison of their performances is carried out. As application we carried out a classification of the image of Algiers-s bay taken by SPOT XS. We use as criterion of evaluation the training duration, the mean square error (MSE) in step control and the rate of good classification per class. The results of this study presented as curves, tables and images show that modified fuzzy ARTMAP presents the best compromise quality/computing time.

Keywords: Neural Networks, fuzzy ART, fuzzy ARTMAP, Remote sensing, multispectral Classification.

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Authors: Abdul Rashid Ahmadi, Samiullah Paracha, Hamidullah Sokout, Mohammad Hanif Gharanai

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Conventional educational practices, do not offer all the required skills for teachers to successfully survive in today’s workplace. Due to poor professional training, a big gap exists across the curriculum plan and the teacher practices in the classroom. As such, raising the quality of teaching through ICT-enabled training and professional development of teachers should be an urgent priority. ‘Mobile Learning’, in that vein, is an increasingly growing field of educational research and practice across schools and work places. In this paper, we propose a novel Mobile learning system that allows the users to learn through an intelligent mobile learning in cooperatively every-time and every-where. The system will reduce the training cost and increase consistency, efficiency, and data reliability. To establish that our system will display neither functional nor performance failure, the evaluation strategy is based on formal observation of users interacting with system followed by questionnaires and structured interviews.

Keywords: Computer Assisted Learning, Intelligent Tutoring system, Learner Centered Design, Mobile Mediated Learning and Teacher education (MMLTE).

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Authors: F. Raja, M. Rahgozar, F. Oroumchian

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XML is a markup language which is becoming the standard format for information representation and data exchange. A major purpose of XML is the explicit representation of the logical structure of a document. Much research has been performed to exploit logical structure of documents in information retrieval in order to precisely extract user information need from large collections of XML documents. In this paper, we describe an XML information retrieval weighting scheme that tries to find the most relevant elements in XML documents in response to a user query. We present this weighting model for information retrieval systems that utilize plausible inferences to infer the relevance of elements in XML documents. We also add to this model the Dempster-Shafer theory of evidence to express the uncertainty in plausible inferences and Dempster-Shafer rule of combination to combine evidences derived from different inferences.

Keywords: Dempster-Shafer theory, plausible inferences, XMLinformation retrieval.

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Authors: J. K. Adedeji, M. O. Oyekanmi

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This paper has critically examined the use of Machine Learning procedures in curbing unauthorized access into valuable areas of an organization. The use of passwords, pin codes, user’s identification in recent times has been partially successful in curbing crimes involving identities, hence the need for the design of a system which incorporates biometric characteristics such as DNA and pattern recognition of variations in facial expressions. The facial model used is the OpenCV library which is based on the use of certain physiological features, the Raspberry Pi 3 module is used to compile the OpenCV library, which extracts and stores the detected faces into the datasets directory through the use of camera. The model is trained with 50 epoch run in the database and recognized by the Local Binary Pattern Histogram (LBPH) recognizer contained in the OpenCV. The training algorithm used by the neural network is back propagation coded using python algorithmic language with 200 epoch runs to identify specific resemblance in the exclusive OR (XOR) output neurons. The research however confirmed that physiological parameters are better effective measures to curb crimes relating to identities.

Keywords: Biometric characters, facial recognition, neural network, OpenCV.

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Authors: Amr Almaddah, Sadi Vural, Yasushi Mae, Kenichi Ohara, Tatsuo Arai

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In this paper, we propose a robust face relighting technique by using spherical space properties. The proposed method is done for reducing the illumination effects on face recognition. Given a single 2D face image, we relight the face object by extracting the nine spherical harmonic bases and the face spherical illumination coefficients. First, an internal training illumination database is generated by computing face albedo and face normal from 2D images under different lighting conditions. Based on the generated database, we analyze the target face pixels and compare them with the training bootstrap by using pre-generated tiles. In this work, practical real time processing speed and small image size were considered when designing the framework. In contrast to other works, our technique requires no 3D face models for the training process and takes a single 2D image as an input. Experimental results on publicly available databases show that the proposed technique works well under severe lighting conditions with significant improvements on the face recognition rates.

Keywords: Face synthesis and recognition, Face illumination recovery, 2D spherical spaces, Vision for graphics.

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Authors: H. Nakamura

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This study analyzes international strategic alliances in the information industry. The purpose of this study is to clarify the strategic intention of an international alliance. Secondly, it investigates the influence of differences in the target markets of partner companies on alliances. Using an international strategy theory approach to analyze the global strategies of global companies, the study compares a database business and an electronic publishing business. In particular, these cases emphasized factors attributable to "people" and "learning", reliability and communication between organizations and the evolution of the IT infrastructure. The theory evolved in this study validates the effectiveness of these strategies.

Keywords: Database business, electronic library, international strategic alliances, partner selection.

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Authors: M. Mokhtarzadeh, M. Taheri Qomi, M. Nikafrooz, A. Atashafrooz

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The purpose of the present study was to investigate the effectiveness of using motion graphics as a learning medium on training hearing aids maintenance skills to hearing-impaired children. The statistical population of this study consisted of all children with hearing loss in Ahvaz city, at age 4 to 7 years old. As the sample, 60, whom were selected by multistage random sampling, were randomly assigned to two groups; experimental (30 children) and control (30 children) groups. The research method was experimental and the design was pretest-posttest with the control group. The intervention consisted of a 2-minute motion graphics clip to train hearing aids maintenance skills. Data were collected using a 9-question researcher-made questionnaire. The data were analyzed by using one-way analysis of covariance. Results showed that the training of hearing aids maintenance skills with motion graphics was significantly effective for those children. The results of this study can be used by educators, teachers, professionals, and parents to train children with disabilities or normal students.

Keywords: Hearing-impaired children, hearing aids, hearing aids maintenance skill, and motion graphics.

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Authors: Mohammed A. Kafaji

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This paper aims to investigate the influence of quality of education and quality of research, provided by local educational institutions, on the adoption of Information and Communication Technology (ICT) in managing business operations for companies in Saudi market. A model was developed and tested using data collected from 138 Chief Executive Officers (CEOs) of foreign companies in diverse business sectors. The data is analyzed and managed using multivariate approaches through standard statistical packages. The results showed that educational quality has little contribution to the ICT adoption while research quality seems to play a more prominent role. These results are analyzed in terms of business environment and market constraints and further extended to the perceived effectiveness of applied pedagogical approaches in schools and universities.

Keywords: Domestic Competition, Quality of Education, Quality of Research, ICT Adoption, Mediation.

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Authors: Chiung-Hui Chen

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Traditional service channel is losing its edge due to emerging service technology. To establish interaction with the clients, the service industry is using effective mechanism to give clients direct access to services with emerging technologies. Thus, as service science receives attention, special and unique consumption pattern evolves; henceforth, leading to new market mechanism and influencing attitudes toward life and consumption patterns. The market demand for customized services is thus valued due to the emphasis of personal value, and is gradually changing the demand and supply relationship in the traditional industry. In respect of interior design service, in the process of traditional interior design, a designer converts to a concrete form the concept generated from the ideas and needs dictated by a user (client), by using his/her professional knowledge and drawing tool. The final product is generated through iterations of communication and modification, which is a very time-consuming process. Although this process has been accelerated with the help of computer graphics software today, repeated discussions and confirmations with users are still required to complete the task. In consideration of what is addressed above a space user’s life model is analyzed with visualization technique to create an interaction system modeled after interior design knowledge. The space user document intuitively personal life experience in a model requirement chart, allowing a researcher to analyze interrelation between analysis documents, identify the logic and the substance of data conversion. The repeated data which is documented are then transformed into design information for reuse and sharing. A professional interior designer may sort out the correlation among user’s preference, life pattern and design specification, thus deciding the critical design elements in the process of service design.

Keywords: Information Design, Life Model-Based, Aesthetic Computing, Communication.

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Authors: Ab. Rashid M.F.F., Gan S.Y., Muhammad N.Y.

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Surface roughness (Ra) is one of the most important requirements in machining process. In order to obtain better surface roughness, the proper setting of cutting parameters is crucial before the process take place. This research presents the development of mathematical model for surface roughness prediction before milling process in order to evaluate the fitness of machining parameters; spindle speed, feed rate and depth of cut. 84 samples were run in this study by using FANUC CNC Milling α-Τ14ιE. Those samples were randomly divided into two data sets- the training sets (m=60) and testing sets(m=24). ANOVA analysis showed that at least one of the population regression coefficients was not zero. Multiple Regression Method was used to determine the correlation between a criterion variable and a combination of predictor variables. It was established that the surface roughness is most influenced by the feed rate. By using Multiple Regression Method equation, the average percentage deviation of the testing set was 9.8% and 9.7% for training data set. This showed that the statistical model could predict the surface roughness with about 90.2% accuracy of the testing data set and 90.3% accuracy of the training data set.

Keywords: Surface roughness, regression analysis.

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Authors: Viktor Achter, Sebastian Breuers, Marc Seifert, Ulrich Lang, Joachim Götze, Bernd Reuther, Paul Müller

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Within the last years, several technologies have been developed to help building e-learning portals. Most of them follow approaches that deliver a vast amount of functionalities, suitable for class-like learning. The SuGI project, as part of the D-Grid (funded by the BMBF), targets on delivering a highly scalable and sustainable learning solution to provide materials (e.g. learning modules, training systems, webcasts, tutorials, etc.) containing knowledge about Grid computing to the D-Grid community. In this article, the process of the development of an e-learning portal focused on the requirements of this special user group is described. Furthermore, it deals with the conceptual and technical design of an e-learning portal, addressing the special needs of heterogeneous target groups. The main focus lies on the quality management of the software development process, Web templates for uploading new contents, the rich search and filter functionalities which will be described from a conceptual as well as a technical point of view. Specifically, it points out best practices as well as concepts to provide a sustainable solution to a relatively unknown and highly heterogeneous community.

Keywords: D-Grid, e-learning, e-science, Grid computing, SuGI.

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Authors: J. McCullagh, T. Whitfort

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Artificial Neural Networks (ANNs) have been used successfully in many scientific, industrial and business domains as a method for extracting knowledge from vast amounts of data. However the use of ANN techniques in the sporting domain has been limited. In professional sport, data is stored on many aspects of teams, games, training and players. Sporting organisations have begun to realise that there is a wealth of untapped knowledge contained in the data and there is great interest in techniques to utilise this data. This study will use player data from the elite Australian Football League (AFL) competition to train and test ANNs with the aim to predict the onset of injuries. The results demonstrate that an accuracy of 82.9% was achieved by the ANNs’ predictions across all examples with 94.5% of all injuries correctly predicted. These initial findings suggest that ANNs may have the potential to assist sporting clubs in the prediction of injuries.

Keywords: Artificial Neural Networks, data, injuries, sport

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Authors: A. Hol

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21^st century brought waves of business and industry eTransformations. The impact of change is also being seen in education. To identify the extent of this, scenario analysis methodology was utilised with the aim to assess business transformations across industry sectors ranging from craftsmanship, medicine, finance and manufacture to innovations and adoptions of new technologies and business models. Firstly, scenarios were drafted based on the current eTransformation models and its dimensions. Following this, eTransformation framework was utilised with the aim to derive the key eTransformation parameters, the essential characteristics that have enabled eTransformations across the sectors. Following this, identified key parameters were mapped to the transforming domain-education. The mapping assisted in deriving a cognitive eTransformation framework for education sector. The framework highlights the importance of context and the notion that education today needs not only to deliver content to students but it also needs to be able to meet the dynamically changing demands of specific student and industry groups. Furthermore, it pinpoints that for such processes to be supported, specific technology is required, so that instant, on demand and periodic feedback as well as flexible, dynamically expanding study content can be sought and received via multiple education mediums.

Keywords: Education sector, business transformation, eTransformation model, cognitive model, cognitive systems, eTransformation.

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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: S. B. Kotsiantis, D. Kanellopoulos, P. E. Pintelas

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Many factors affect the success of Machine Learning (ML) on a given task. The representation and quality of the instance data is first and foremost. If there is much irrelevant and redundant information present or noisy and unreliable data, then knowledge discovery during the training phase is more difficult. It is well known that data preparation and filtering steps take considerable amount of processing time in ML problems. Data pre-processing includes data cleaning, normalization, transformation, feature extraction and selection, etc. The product of data pre-processing is the final training set. It would be nice if a single sequence of data pre-processing algorithms had the best performance for each data set but this is not happened. Thus, we present the most well know algorithms for each step of data pre-processing so that one achieves the best performance for their data set.

Keywords: Data mining, feature selection, data cleaning.

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Authors: Shih-Chieh Liao, Cheng-Yan Shuai

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The feature of a side-scrolling shooting game is facing the surrounding enemy and barraging in an entire screen. The player will be in trouble when they are trying to do complicated operations because of the physical and system limitations of the joystick in the games. This study designed the prototype of a type of arcade stick by focus group and assessed by the expert. We selected the most representative joystick prototype and built the control system for the joystick. We conducted two experimental tests using time and bullet consumption as objective indicators, aiming to demonstrate its efficiency in the game. Finally, the prototype of L-1 solves the dilemma of scroll shooting games when the player uses the arcade stick and improves the function of the arcade stick.

Keywords: Joystick, user interface, side-scrolling shooting game, improved user experience.

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Authors: Fawad Hussain, Mohammad Basir Bin Saud, Mohd Azwardi Md Isa

Abstract:

The aim of this study is to empirically investigate the mediating impact of export performance (EP) between technological advancement capabilities and business performance (BP) of Malaysian manufacturing micro, small and medium sized enterprises (MSME’s). Firm’s technological advancement resources are hypothesized as a platform to enhance both exports and BP of manufacturing MSMEs in Malaysia. This study is twofold, primary it has investigated that technological advancement capabilities helps to appreciates main performance measures noted in terms of EP and Secondly, it investigates that how efficiently and effectively technological advancement capabilities can contribute in overall Malaysian MSME’s BP. Smart PLS-3 statistical software is used to know the association between technological advancement capabilities, MSME’s EP and BP. In this study, the data was composed from Malaysian manufacturing MSME’s in east coast industrial zones known as the manufacturing hub of MSMEs. Seven hundred and fifty (750) questionnaires were distributed, but only 148 usable questionnaires are returned. The finding of this study indicated that technological advancement capabilities helps to strengthen the export in term of time and cost efficient and it plays a significant role in appreciating their BP. This study is helpful for small and medium enterprise owners who intend to expand their business overseas and though smart technological advancement resources they can achieve their business competitiveness and excellence both at local and international markets.

Keywords: Technological advancement capabilities, export performance, business performance, small and medium manufacturing enterprises, Malaysia.

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