Search results for: personal ID images

Authors: Daria N. Podvigina, Tatiana V. Chernigovskaya

Abstract:

We have studied the temporal characteristics of bistable perception of the stimuli of two types: one involves alterations in a perceived depth and another one has an ambiguous content. We used the Necker lattice and lines of shadowed circles ambiguously perceived either as spheres or holes as stimuli of the first type. The Winson figure (the Eskimo/Indian picture) was a stimulus of the second type. We have analyzed how often the reversals occurred (reversal rate) and for how long each of the two interpretations, or percepts, was observed during one presentation (stability durations). For all three ambiguous images the reversal rate and the stability durations had similar values, which provide another evidence for a significant role of top-down processes in multistable perception.

Keywords: Multistable perception, perceived depth, reversal rate, top-down processes.

Procedia APA BibTeX Chicago EndNote Harvard JSON MLA RIS XML ISO 690 PDF Downloads 2420

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.

Procedia APA BibTeX Chicago EndNote Harvard JSON MLA RIS XML ISO 690 PDF Downloads 2095

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.

Procedia APA BibTeX Chicago EndNote Harvard JSON MLA RIS XML ISO 690 PDF Downloads 1295

Authors: Pablo Barrera, Jose M. Canas, Vicente Matellan

Abstract:

This paper addresses the problem of determining the current 3D location of a moving object and robustly tracking it from a sequence of camera images. The approach presented here uses a particle filter and does not perform any explicit triangulation. Only the color of the object to be tracked is required, but not any precisemotion model. The observation model we have developed avoids the color filtering of the entire image. That and the Monte Carlotechniques inside the particle filter provide real time performance.Experiments with two real cameras are presented and lessons learned are commented. The approach scales easily to more than two cameras and new sensor cues.

Keywords: Monte Carlo sampling, multiple view, particle filters, visual tracking.

Procedia APA BibTeX Chicago EndNote Harvard JSON MLA RIS XML ISO 690 PDF Downloads 1913

Authors: Al-Amin Bhuiyan, Chang Hong Liu

Abstract:

Gabor-based face representation has achieved enormous success in face recognition. This paper addresses a novel algorithm for face recognition using neural networks trained by Gabor features. The system is commenced on convolving a face image with a series of Gabor filter coefficients at different scales and orientations. Two novel contributions of this paper are: scaling of rms contrast and introduction of fuzzily skewed filter. The neural network employed for face recognition is based on the multilayer perceptron (MLP) architecture with backpropagation algorithm and incorporates the convolution filter response of Gabor jet. The effectiveness of the algorithm has been justified over a face database with images captured at different illumination conditions.

Keywords: Fuzzily skewed filter, Gabor filter, rms contrast, neural network.

Procedia APA BibTeX Chicago EndNote Harvard JSON MLA RIS XML ISO 690 PDF Downloads 3079

Authors: Kalsom Abd Wahab, Khalid Hassan Abdesamed

Abstract:

The purpose of this paper is to examine the financing practices of SMEs in Libya in two different phases of business life cycle: start-up and matured stages. Moreover, SMEs- accessing bank loan issues is also identified. The study was conducted by taking into account the aspect of demand. The findings are based on a sample of 76 SMEs in Libya through the adoption of questionnaires. The results have pinpointed several things- evidently, SMEs use informal financing sources which prefer personal savings; SME owners are willing to apply for bank loan, that the most pressing problem has been identified, not to apply bank loan is loan with interest (religion factor).

Keywords: SMEs, Formal Finance (loan from bank), Informal Finance, Loan with interest (religion factor), Libya.

Procedia APA BibTeX Chicago EndNote Harvard JSON MLA RIS XML ISO 690 PDF Downloads 5895

Authors: Randa Boukhris Trabelsi, Alima Damak Masmoudi, Dorra Sellami Masmoudi

Abstract:

Nowadays, hand vein recognition has attracted more attentions in identification biometrics systems. Generally, hand vein image is acquired with low contrast and irregular illumination. Accordingly, if you have a good preprocessing of hand vein image, we can easy extracted the feature extraction even with simple binarization. In this paper, a proposed approach is processed to improve the quality of hand vein image. First, a brief survey on existing methods of enhancement is investigated. Then a Radon Like features method is applied to preprocessing hand vein image. Finally, experiments results show that the proposed method give the better effective and reliable in improving hand vein images.

Keywords: Hand Vein, Enhancement, Contrast, RLF, SDME

Procedia APA BibTeX Chicago EndNote Harvard JSON MLA RIS XML ISO 690 PDF Downloads 2224

Authors: Na Li

Abstract:

This paper describes a new measuring algorithm for three-dimensional (3-D) braided composite material .Braided angle is an important parameter of braided composites. The objective of this paper is to present an automatic measuring system. In the paper, the algorithm is performed by using vcµ6.0 language on PC. An advanced filtered algorithm for image of 3-D braided composites material performs has been developed. The procedure is completely automatic and relies on the gray scale information content of the images and their local wavelet transform modulus maxims. Experimental results show that the proposed method is feasible. The algorithm was tested on both carbon-fiber and glass-fiber performs.

Keywords: Three-Dimensional composite material, Mathematical morphology.

Procedia APA BibTeX Chicago EndNote Harvard JSON MLA RIS XML ISO 690 PDF Downloads 1343

Authors: Andrew Reilly, Nancy A. Rudd

Abstract:

The appearance management behavior of tanning by gay men is examined through the lens of Impression Formation. The study proposes that body image, self-esteem, and internalized homophobia are connected and affect the motives for engaging in sun, salon, and cosmetic tanning. Motives examined were: to look masculine, to look attractive to (potential) partners, to look attractive in general, to socialize, to meet a peer standard, and for personal satisfaction. Using regression analysis to examine data of 103 gay men who engage in at least one method of tanning, results reveal that components of body image and internalized homophobia–but not self-esteem–are linked to various motives and methods of tanning. These findings support and extend the literature of Impression Formation Theory and provide practitioners in the health and healthrelated fields new avenues to pursue when dealing with diseases related to tanning.

Keywords: Body image, gay men, tanning.

Procedia APA BibTeX Chicago EndNote Harvard JSON MLA RIS XML ISO 690 PDF Downloads 1537

Authors: Andr´as R¨ovid, Takeshi Hashimoto

Abstract:

The paper focuses on the problem of the point correspondence matching in stereo images. The proposed matching algorithm is based on the combination of simpler methods such as normalized sum of squared differences (NSSD) and a more complex phase correlation based approach, by considering the noise and other factors, as well. The speed of NSSD and the preciseness of the phase correlation together yield an efficient approach to find the best candidate point with sub-pixel accuracy in stereo image pairs. The task of the NSSD in this case is to approach the candidate pixel roughly. Afterwards the location of the candidate is refined by an enhanced phase correlation based method which in contrast to the NSSD has to run only once for each selected pixel.

Keywords: Stereo matching, Sub-pixel accuracy, phase correlation, SVD, NSSD.

Procedia APA BibTeX Chicago EndNote Harvard JSON MLA RIS XML ISO 690 PDF Downloads 1850

Authors: Siau-Chuin Liew, Siau-Way Liew, Jasni Mohd Zain

Abstract:

Digital watermarking in medical images can ensure the authenticity and integrity of the image. This design paper reviews some existing watermarking schemes and proposes a reversible tamper detection and recovery watermarking scheme. Watermark data from ROI (Region Of Interest) are stored in RONI (Region Of Non Interest). The embedded watermark allows tampering detection and tampered image recovery. The watermark is also reversible and data compression technique was used to allow higher embedding capacity.

Keywords: data compression, medical image, reversible, tamperdetection and recovery, watermark.

Procedia APA BibTeX Chicago EndNote Harvard JSON MLA RIS XML ISO 690 PDF Downloads 2064

Authors: S.Aksoy, Y.Caglar

Abstract:

n-CdO/p-Si heterojunction diode was fabricated using sol-gel spin coating technique which is a low cost and easily scalable method for preparing of semiconductor films. The structural and morphological properties of CdO film were investigated. The X-ray diffraction (XRD) spectra indicated that the film was of polycrystalline nature. The scanning electron microscopy (SEM) images indicate that the surface morphology CdO film consists of the clusters formed with the coming together of the nanoparticles. The electrical characterization of Au/n-CdO/p–Si/Al heterojunction diode was investigated by current-voltage. The ideality factor of the diode was found to be 3.02 for room temperature. The reverse current of the diode strongly increased with illumination intensity of 100 mWcm-2 and the diode gave a maximum open circuit voltage Voc of 0.04 V and short-circuits current Isc of 9.92×10-9 A.

Keywords: CdO, heterojunction semiconductor devices, ideality factor, current-voltage characteristics

Procedia APA BibTeX Chicago EndNote Harvard JSON MLA RIS XML ISO 690 PDF Downloads 2363

Authors: Sikder Mohammad Faruk, Mir Mofajjal Hossain, Muhibul Haque Bhuyan

Abstract:

In this investigative research paper, we have presented the simulation results of a three-phase rectifier circuit to improve the input side current using the passive filters, such as capacitors and inductors at the output and input terminals of the rectifier circuit respectively. All simulation works were performed in a personal computer using the PSPICE simulator software, which is a virtual circuit design and simulation software package. The output voltages and currents were measured across a resistive load of 1 k. We observed that the output voltage levels, input current wave shapes, harmonic contents through the harmonic spectrum, and total harmonic distortion improved due to the use of such filters.

Keywords: input current wave, three-phase rectifier, passive filter, PSPICE Simulation

Procedia APA BibTeX Chicago EndNote Harvard JSON MLA RIS XML ISO 690 PDF Downloads 472

Authors: K.Somasundaram, I.Kaspar Raj

Abstract:

In this paper we have proposed three and two stage still gray scale image compressor based on BTC. In our schemes, we have employed a combination of four techniques to reduce the bit rate. They are quad tree segmentation, bit plane omission, bit plane coding using 32 visual patterns and interpolative bit plane coding. The experimental results show that the proposed schemes achieve an average bit rate of 0.46 bits per pixel (bpp) for standard gray scale images with an average PSNR value of 30.25, which is better than the results from the exiting similar methods based on BTC.

Keywords: Bit plane, Block Truncation Coding, Image compression, lossy compression, quad tree segmentation

Procedia APA BibTeX Chicago EndNote Harvard JSON MLA RIS XML ISO 690 PDF Downloads 1736

Authors: Prasannakumar Palaniappan, Dong Ho Shin, Chul Gyu Song

Abstract:

The photoacoustic images are obtained from a custom developed linear array photoacoustic tomography system. The biological specimens are imitated by conducting phantom tests in order to retrieve a fully functional photoacoustic image. The acquired image undergoes the active region based contour filtering to remove the noise and accurately segment the object area for further processing. The universal back projection method is used as the image reconstruction algorithm. The active contour filtering is analyzed by evaluating the signal to noise ratio and comparing it with the other filtering methods.

Keywords: Contour filtering, linear array, photoacoustic tomography, universal back projection.

Procedia APA BibTeX Chicago EndNote Harvard JSON MLA RIS XML ISO 690 PDF Downloads 1829

Authors: Jarrod Trevathan, Trina Myers

Abstract:

Social networking is one of the most successful and popular tools to emerge from the Web 2.0 era. However, the increased interconnectivity and access to peoples- personal lives and information has created a plethora of opportunities for the nefarious side of human nature to manifest. This paper categorizes and describes the major types of anti-social behavior and criminal activity that can arise through undisciplined use and/or misuse of social media. We specifically address identity theft, misrepresentation of information posted, cyber bullying, children and social networking, and social networking in the work place. Recommendations are provided for how to reduce the risk of being the victim of a crime or engaging in embarrassing behavior that could irrevocably harm one-s reputation either professionally or personally. We also discuss what responsibilities social networking companies have to protect their users and also what law enforcement and policy makers can do to help alleviate the problems.

Keywords: Identity theft, misrepresentation, cyber bullying, online scams.

Procedia APA BibTeX Chicago EndNote Harvard JSON MLA RIS XML ISO 690 PDF Downloads 2125

Authors: Jason Zalev, Reza Sedaghat

Abstract:

This paper describes a complex energy signal model that is isomorphic with digital human fingerprint images. By using signal models, the problem of fingerprint matching is transformed into the signal processing problem of finding a correlation between two complex signals that differ by phase-rotation and time-scaling. A technique for minutiae matching that is independent of image translation, rotation and linear-scaling, and is resistant to missing minutiae is proposed. The method was tested using random data points. The results show that for matching prints the scaling and rotation angles are closely estimated and a stronger match will have a higher correlation.

Keywords: Affine Invariant, Fingerprint Recognition, Matching, Minutiae.

Procedia APA BibTeX Chicago EndNote Harvard JSON MLA RIS XML ISO 690 PDF Downloads 1299

Authors: Yayun Hsu, Henry Horng-Shing Lu

Abstract:

This paper proposes a data-driven, biology-inspired neural segmentation method of 3D drosophila Brainbow images. We use Bayesian Sequential Partitioning algorithm for probabilistic modeling, which can be used to detect somas and to eliminate crosstalk effects. This work attempts to develop an automatic methodology for neuron image segmentation, which nowadays still lacks a complete solution due to the complexity of the image. The proposed method does not need any predetermined, risk-prone thresholds, since biological information is inherently included inside the image processing procedure. Therefore, it is less sensitive to variations in neuron morphology; meanwhile, its flexibility would be beneficial for tracing the intertwining structure of neurons.

Keywords: Brainbow, 3D imaging, image segmentation, neuron morphology, biological data mining, non-parametric learning.

Procedia APA BibTeX Chicago EndNote Harvard JSON MLA RIS XML ISO 690 PDF Downloads 2244

Authors: Chiung-Hui Chen

Abstract:

With the approaching of digital era, various interactive service platforms and systems support human beings- needs in lives by different contents and measures. Design strategies have gradually turned from function-based to user-oriented, and are often customized. In other words, how designers include users- value reaction in creation becomes the goal. Creative design service of interior design requires positive interaction and communication to allow users to obtain full design information, recognize the style and process of personal needs, develop creative service design, lower communication time and cost and satisfy users- sense of achievement. Thus, by constructing a co-design method, based on the communication between interior designers and users, this study recognizes users- real needs and provides the measure of co-design for designers and users.

Keywords: Co-Design, Customized, Design Service, Interactive Genetic Algorithm, Interior Design.

Procedia APA BibTeX Chicago EndNote Harvard JSON MLA RIS XML ISO 690 PDF Downloads 1470

Authors: Judy Yarwood, Lesley Seaton, Philippa Seaton

Abstract:

A catastrophic earthquake measuring 6.3 on the Richter scale struck the Christchurch, New Zealand Central Business District on February 22, 2012, abruptly disrupting the business of teaching and learning at Christchurch Polytechnic Institute of Technology. This paper presents the findings from a study undertaken about the complexity of delivering an educational programme in the face of this traumatic natural event. Nine interconnected themes emerged from this multiple method study: communication, decision making, leader- and follower-ship, balancing personal and professional responsibilities, taking action, preparedness and thinking ahead, all within a disruptive and uncertain context. Sustainable responses that maximise business continuity, and provide solutions to practical challenges, are among the study-s recommendations.

Keywords: Business continuity, earthquake, education, sustainability

Procedia APA BibTeX Chicago EndNote Harvard JSON MLA RIS XML ISO 690 PDF Downloads 1891

Authors: Adil Al-Rammahi

Abstract:

Image or document encryption is needed through egovernment data base. Really in this paper we introduce two matrices images, one is the public, and the second is the secret (original). The analyses of each matrix is achieved using the transformation of singular values decomposition. So each matrix is transformed or analyzed to three matrices say row orthogonal basis, column orthogonal basis, and spectral diagonal basis. Product of the two row basis is calculated. Similarly the product of the two column basis is achieved. Finally we transform or save the files of public, row product and column product. In decryption stage, the original image is deduced by mutual method of the three public files.

Keywords: Image cryptography, Singular values decomposition.

Procedia APA BibTeX Chicago EndNote Harvard JSON MLA RIS XML ISO 690 PDF Downloads 2069

Authors: M. Sasajima, T. Yamaguchi, Y. Hu, Y. Koike

Abstract:

In this paper, we discuss the propagation of sound in the narrow pathways of an occluded-ear simulator typically used for the measurement of insert-type earphones. The simulator has a standardized frequency response conforming to the international standard (IEC60318-4). In narrow pathways, the speed and phase of sound waves are modified by viscous air damping. In our previous paper, we proposed a new finite element method (FEM) to consider the effects of air viscosity in this type of audio equipment. In this study, we will compare the results from the ear simulator FEM model, and those from a three dimensional human ear canal FEM model made from computed tomography images, with the measured frequency response data from the ear canals of 18 people.

Keywords: Ear simulator, FEM, viscosity, human ear canal.

Procedia APA BibTeX Chicago EndNote Harvard JSON MLA RIS XML ISO 690 PDF Downloads 1110

Authors: Ahmet Çay, Savvas Vassiliadis, Maria Rangoussi, Işık Tarakçıoğlu

Abstract:

This paper presents a novel approach to assessing textile porosity by the application of the image analysis techniques. The images of different types of sample fabrics, taken through a microscope when the fabric is placed over a constant light source,transfer the problem into the image analysis domain. Indeed, porosity can thus be expressed in terms of a brightness percentage index calculated on the digital microscope image. Furthermore, it is meaningful to compare the brightness percentage index with the air permeability and the tightness indices of each fabric type. We have experimentally shown that there exists an approximately linear relation between brightness percentage and air permeability indices.

Keywords: Textile fabrics, porosity, air permeability, image analysis, light transmission.

Procedia APA BibTeX Chicago EndNote Harvard JSON MLA RIS XML ISO 690 PDF Downloads 3255

Authors: Ibrahim El rube'

Abstract:

In this paper, a method for matching image segments using triangle-based (geometrical) regions is proposed. Triangular regions are formed from triples of vertex points obtained from a keypoint detector (SIFT). However, triangle regions are subject to noise and distortion around the edges and vertices (especially acute angles). Therefore, these triangles are expanded into parallelogramshaped regions. The extracted image segments inherit an important triangle property; the invariance to affine distortion. Given two images, matching corresponding regions is conducted by computing the relative affine matrix, rectifying one of the regions w.r.t. the other one, then calculating the similarity between the reference and rectified region. The experimental tests show the efficiency and robustness of the proposed algorithm against geometrical distortion.

Keywords: Image matching, key point detection, affine invariant, triangle-shaped segments.

Procedia APA BibTeX Chicago EndNote Harvard JSON MLA RIS XML ISO 690 PDF Downloads 1878

Authors: Hossein Sahoolizadeh, Davood Sarikhanimoghadam, Hamid Dehghani

Abstract:

This paper proposes new hybrid approaches for face recognition. Gabor wavelets representation of face images is an effective approach for both facial action recognition and face identification. Perform dimensionality reduction and linear discriminate analysis on the down sampled Gabor wavelet faces can increase the discriminate ability. Nearest feature space is extended to various similarity measures. In our experiments, proposed Gabor wavelet faces combined with extended neural net feature space classifier shows very good performance, which can achieve 93 % maximum correct recognition rate on ORL data set without any preprocessing step.

Keywords: Face detection, Neural Networks, Multi-layer Perceptron, Gabor wavelets.

Procedia APA BibTeX Chicago EndNote Harvard JSON MLA RIS XML ISO 690 PDF Downloads 2149

Authors: Chayaporn Kaensar

Abstract:

Recently, Job Recommender Systems have gained much attention in industries since they solve the problem of information overload on the recruiting website. Therefore, we proposed Extended Personalized Job System that has the capability of providing the appropriate jobs for job seeker and recommending some suitable information for them using Data Mining Techniques and Dynamic User Profile. On the other hands, company can also interact to the system for publishing and updating job information. This system have emerged and supported various platforms such as web application and android mobile application. In this paper, User profiles, Implicit User Action, User Feedback, and Clustering Techniques in WEKA libraries were applied and implemented. In additions, open source tools like Yii Web Application Framework, Bootstrap Front End Framework and Android Mobile Technology were also applied.

Keywords: Recommendation, user profile, data mining, web technology, mobile technology.

Procedia APA BibTeX Chicago EndNote Harvard JSON MLA RIS XML ISO 690 PDF Downloads 2137

Authors: H. Sagha, S. Kasaei, E. Enayati, M. Dehghani

Abstract:

Although Face detection is not a recent activity in the field of image processing, it is still an open area for research. The greatest step in this field is the work reported by Viola and its recent analogous is Huang et al. Both of them use similar features and also similar training process. The former is just for detecting upright faces, but the latter can detect multi-view faces in still grayscale images using new features called 'sparse feature'. Finding these features is very time consuming and inefficient by proposed methods. Here, we propose a new approach for finding sparse features using a genetic algorithm system. This method requires less computational cost and gets more effective features in learning process for face detection that causes more accuracy.

Keywords: Face Detection, Genetic Algorithms, Sparse Feature.

Procedia APA BibTeX Chicago EndNote Harvard JSON MLA RIS XML ISO 690 PDF Downloads 1568

Authors: Cherdvong Saengsupavanich

Abstract:

Human utilizes coastal resources as well as deteriorates them. Coastal tourism may degrade the environment if poorly managed. This research investigated the shoreline change at Koa Toa Island, one of the most famous tourist destinations. Aerial photographs and satellite images from three different periods were collected and analyzed. The results showed that the noticeable shoreline change before and after the tourism on the island had expanded. Between 1995 and 2002 when the tourism on Koh Toa Island was not intensive, sediment deposition occurred along most of the coastline. However, after the tourism had grown during 2002 to 2015, the coast evidently experienced less deposition and more erosion. The erosion resulted from less land-based sediment being provided to the littoral system. If the coastline of Koh Toa Island is not carefully sustained, the tourism will disappear along with the beautiful beach.  

Keywords: Coastal erosion, coastal tourism, Koh Toa Island, Thailand, coastal engineering and management.

Procedia APA BibTeX Chicago EndNote Harvard JSON MLA RIS XML ISO 690 PDF Downloads 2923

Authors: Ruth Lijtmaer, Roy Moodley, Shafik Sunderani

Abstract:

The argument that self-disclosure will change the psychoanalytic process into a socio-cultural niche distorting the therapeutic alliance and compromise therapeutic effectiveness is still the widely held belief amongst many psychotherapists. This paper considers the issues surrounding culture, disclosure and concealment since they remain largely untheorized and clinically problematic. The first part of the paper will critically examine the theory and practice of psychoanalysis across cultures, and explore the reasons for culturally diverse patients to conceal rather than disclose their feelings and thoughts in the transference. This is followed by a discussion on how immigrant analysts- anonymity is difficult to maintain since diverse nationalities, language and accents provide clues to the therapist-s and patient-s origins. Through personal clinical examples of one the author-s (who is an immigrant) the paper analyses the transference-countertransference paradigm and how it reflects in the analyst-s self-revelation.

Keywords: Self-disclosure, cross-cultural, transferencecountertransference, immigrant therapist.

Procedia APA BibTeX Chicago EndNote Harvard JSON MLA RIS XML ISO 690 PDF Downloads 3047

Authors: Pia I. Hautamäki

Abstract:

Selling has changed. Selling has taken on aspects of relationship marketing and sales force play a critical role in developing long-term relationships between buyers and sellers which is seen to serve the company’s targets and create success for a long run. The purpose of this study was to examine what really matters in buyer-seller encounters and determine what expectations business buyers have. We studied 17 business buyers by a qualitative interview. We found that buyers appreciate encounters where the salesperson face the buyer as a way he or she is as a person, map the real needs to improve buyers’ business and build up cooperation for long-term relationship. This study show that personality matters are a key elements when satisfying business buyers’ expectations.

Keywords: Business-to-Business, Business buyer-seller encounters, Business buyer, Expectations, Perceived similarity, Personal selling, Personality types.

Procedia APA BibTeX Chicago EndNote Harvard JSON MLA RIS XML ISO 690 PDF Downloads 2359