Search results for: mobile collaborative interactions.
Commenced in January 2007
Frequency: Monthly
Edition: International
Paper Count: 1475

Search results for: mobile collaborative interactions.

575 Categories of Botnet: A Survey

Authors: D. Seenivasan, K. Shanthi

Abstract:

Botnets are one of the most serious and widespread cyber threats. Today botnets have been facilitating many cybercrimes, especially financial, top secret thefts. Botnets can be available for lease in the market and are utilized by the cybercriminals to launch massive attacks like DDoS, click fraud, phishing attacks etc., Several large institutions, hospitals, banks, government organizations and many social networks such as twitter, facebook etc., became the target of the botmasters. Recently, noteworthy researches have been carried out to detect bot, C&C channels, botnet and botmasters. Using many sophisticated technologies, botmasters made botnet a titan of the cyber world. Innumerable challenges have been put forth by the botmasters to the researchers in the detection of botnet. In this paper we present a survey of different types of botnet C&C channels and also provide a comparison of various botnet categories. Finally we hope that our survey will create awareness for forthcoming botnet research endeavors.

Keywords: Bot, Botmaster, Botnet, Botnet cloud, Mobile Botnet.

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574 Rethinking Research for Genetically Modified (GM) Food

Authors: Yin-Ling, Lin

Abstract:

This paper suggests a rethinking of the existing research about Genetically Modified (GM) food. Since the first batch of GM food was commercialised in the UK market, GM food rapidly received and lost media attention in the UK. Disagreement on GM food policy between the US and the EU has also drawn scholarly attention to this issue. Much research has been carried out intending to understand people-s views about GM food and the shaping of these views. This paper was based on the data collected in twenty-nine semi-structured interviews, which were examined through Erving Goffman-s idea of self-presentation in interactions to suggest that the existing studies investigating “consumer attitudes" towards GM food have only considered the “front stage" in the dramaturgic metaphor. This paper suggests that the ways in which people choose to present themselves when participating these studies should be taken into account during the data analysis.

Keywords: Boundary work, demarcation of science, GM food, self-presentation

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573 A Novel Pilot Scheme for Frequency Offset and Channel Estimation in 2x2 MIMO-OFDM

Authors: N. Promsuwanna, P. Uthansakul, M. Uthansakul

Abstract:

The Carrier Frequency Offset (CFO) due to timevarying fading channel is the main cause of the loss of orthogonality among OFDM subcarriers which is linked to inter-carrier interference (ICI). Hence, it is necessary to precisely estimate and compensate the CFO. Especially for mobile broadband communications, CFO and channel gain also have to be estimated and tracked to maintain the system performance. Thus, synchronization pilots are embedded in every OFDM symbol to track the variations. In this paper, we present the pilot scheme for both channel and CFO estimation where channel estimation process can be carried out with only one OFDM symbol. Additional, the proposed pilot scheme also provides better performance in CFO estimation comparing with the conventional orthogonal pilot scheme due to the increasing of signal-tointerference ratio.

Keywords: MIMO, OFDM, carrier frequency offset, channel, estimation.

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572 Searching k-Nearest Neighbors to be Appropriate under Gamming Environments

Authors: Jae Moon Lee

Abstract:

In general, algorithms to find continuous k-nearest neighbors have been researched on the location based services, monitoring periodically the moving objects such as vehicles and mobile phone. Those researches assume the environment that the number of query points is much less than that of moving objects and the query points are not moved but fixed. In gaming environments, this problem is when computing the next movement considering the neighbors such as flocking, crowd and robot simulations. In this case, every moving object becomes a query point so that the number of query point is same to that of moving objects and the query points are also moving. In this paper, we analyze the performance of the existing algorithms focused on location based services how they operate under gaming environments.

Keywords: Flocking behavior, heterogeneous agents, similarity, simulation.

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571 The Comparative Analysis of Micro-reading and Traditional Reading Based On Schema Theory

Authors: Haiyan Wang

Abstract:

Micro-reading is a new way of reading depended on short messages of mobile phones, network articles and short literary forms, which impacts greatly on traditional way of reading. The effect of "micro-reading" is deeper especially for those growing middle school students and college students. Aiming at the problem with the development of college students' micro-reading and based on the influence of schema theory on the research of cognition of reading, this paper is to analyze the comparison between micro-reading and traditional reading and explore reading strategies in micro-era based on the negative and positive effect which schema theory has on micro-reading.

Keywords: Schema theory, comparative analysis, micro-reading, traditional reading

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570 Do Firms Need Strategic Alliances?

Authors: Yun Mi, Ko, Hye Jung, Joo

Abstract:

This study develops a relation to explore the factors influencing management and technology capabilities in strategic alliances. Alliances between firms are recognizing increasingly popular as a vehicle to create and extract greater value from the market. Firm’s alliance can be described as the collaborative problem solving process to solve problems jointly. This study starts from research questions what factors of firm’s management and technology characteristics affect performance of firms which are formed alliances. In this study, we investigated the effect of strategic alliances on company performance. That is, we try to identify whether firms made an alliance with other organizations are differed by characteristics of management and technology. And we test that alliance type and alliance experiences moderate the relationship between firm’s capabilities and its performance. We employ problem-solving perspective and resource-based view perspective to shed light on this research questions. The empirical work is based on the Survey of Business Activities conducted from2006 to 2008 by Statistics Korea. We verify correlations between to point out that these results contribute new empirical evidence on the effect of strategic alliances on company performance.

Keywords: Problem solving process, strategic alliance.

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569 Localization for Indoor Service Robot Using Natural Landmark on the Ceiling

Authors: Seung-Hun Kim, Changwoo Park

Abstract:

In this paper, we present a localization of a mobile robot with localization modules which have two ceiling-view cameras in indoor environments. We propose two kinds of localization method. The one is the localization in the local space; we use the line feature and the corner feature between the ceiling and wall. The other is the localization in the large space; we use the natural features such as bulbs, structures on the ceiling. These methods are installed on the embedded module able to mount on the robot. The embedded module has two cameras to be able to localize in both the local space and the large spaces. The experiment is practiced in our indoor test-bed and a government office. The proposed method is proved by the experimental results.

Keywords: Robot, Localization, Indoor, Ceiling vision, Local space, Large space, Complex space.

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568 The Impact of Physics Taught with Simulators and Texts in Brazilian High School: A Study in the Adult and Youth Education

Authors: Leandro Marcos Alves Vaz

Abstract:

The teaching of physics in Brazilian public schools emphasizes strongly the theoretical aspects of this science, showing its philosophical and mathematical basis, but neglecting its experimental character. Perhaps the lack of science laboratories explains this practice. In this work, we present a method of teaching physics using the computer. As alternatives to real experiments, we have the trials through simulators, many of which are free software available on the internet. In order to develop a study on the use of simulators in teaching, knowing the impossibility of simulations on all topics in a given subject, we combined these programs with phenomenological and/or experimental texts in order to mitigate this limitation. This study proposes the use of simulators and the debate using phenomenological/experimental texts on electrostatic theme in groups of the 3rd year of EJA (Adult and Youth Education) in order to verify the advantages of this methodology. Some benefits of the hybridization of the traditional method with the tools used were: Greater motivation of the students in learning, development of experimental notions, proactive socialization to learning, greater easiness to understand some concepts and the creation of collaborative activities that can reduce timidity of part of the students.

Keywords: Physics teaching, simulators, youth and adult education, experimentation, electrostatic.

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567 A New Measure of Herding Behavior: Derivation and Implications

Authors: Amina Amirat, Abdelfettah Bouri

Abstract:

If price and quantity are the fundamental building blocks of any theory of market interactions, the importance of trading volume in understanding the behavior of financial markets is clear. However, while many economic models of financial markets have been developed to explain the behavior of prices -predictability, variability, and information content- far less attention has been devoted to explaining the behavior of trading volume. In this article, we hope to expand our understanding of trading volume by developing a new measure of herding behavior based on a cross sectional dispersion of volumes betas. We apply our measure to the Toronto stock exchange using monthly data from January 2000 to December 2002. Our findings show that the herd phenomenon consists of three essential components: stationary herding, intentional herding and the feedback herding.

Keywords: Herding behavior, market return, trading volume.

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566 Development of Autonomous Line-Following Soccer Robots

Authors: A. A. Shafie, M. F. Alias, M. H. Ali

Abstract:

The main objective of this project is to build an autonomous microcontroller-based mobile robot for a local robot soccer competition. The black competition field is equipped with white lines to serve as the guidance path for competing robots. Two prototypes of soccer robot embedded with the Basic Stamp II microcontroller have been developed. Two servo motors are used as the drive train for the first prototype whereas the second prototype uses two DC motors as its drive train. To sense the lines, lightdependent resistors (LDRs) supply the analog inputs for the microcontroller. The performances of both prototypes are evaluated. The DC motor-driven robot has produced better trajectory control over the one using servo motors and has brought the team into the final round.

Keywords: Soccer robot, Obstacle detection, Differential drive, Line following.

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565 The use of ICT for Learning Guidance for Junior High School in Indonesia

Authors: Tri Prasetyaningrum, Suyoto

Abstract:

In this paper, we will be present Guidance and Councelling (GC) class action research. The research was done because a fact that some students are still learning ways such as in elementary school. The research objective is to enhance the value of “academic performance report" grade by using ICT as GC Learning Guidance services. The research method was carried out with two cycles. First cycle is applying Learning Guidance services indirectly and not programmed. Second cycle into two implementing Learning Guidance services indirectly, programmed and using ICTs primarily mobile phones and computer media applications i.e. “m-NingBK©: Learning Guidance" and “screen saver: Learning Guidance". A research subject is a class VII student who has the lowest value of “academic performance report". The result is by using an indirect GC services with ICT there were significant changes.

Keywords: ICT, Learning Guidance, action research and Guidance and Councelling

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564 To Design Holistic Health Service Systems on the Internet

Authors: Åsa Smedberg

Abstract:

There are different kinds of online systems on the Internet for people who need support and develop new knowledge. Online communities and Ask the Expert systems are two such systems. In the health care area, the number of users of these systems has increased at a rapid pace. Interactions with medical trained experts take place online, and people with concerns about similar health problems come together to share experiences and advice. The systems are also used as storages and browsed for health information. Over the years, studies have been conducted of the usage of the different systems. However, in what ways the systems can be used together to enhance learning has not been explored. This paper presents results from a study of online health-communities and an Ask the Expert system for people who suffer from overweight. Differences and similarities in regards to posted issues and replies are discussed, and suggestions for a new holistic design of the two systems are presented.

Keywords: Learning, Ask the Expert, online community, healthcare, holistic, overweight.

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563 Knowledge Transfer in Industrial Clusters

Authors: Ana Paula Lisboa Sohn, Filipa Dionísio Vieria, Nelson Casarotto, Idaulo José Cunha

Abstract:

This paper aims at identifying and analyzing the knowledge transmission channels in textile and clothing clusters located in Brazil and in Europe. Primary data was obtained through interviews with key individuals. The collection of primary data was carried out based on a questionnaire with ten categories of indicators of knowledge transmission. Secondary data was also collected through a literature review and through international organizations sites. Similarities related to the use of the main transmission channels of knowledge are observed in all cases. The main similarities are: influence of suppliers of machinery, equipment and raw materials; imitation of products and best practices; training promoted by technical institutions and businesses; and cluster companies being open to acquire new knowledge. The main differences lie in the relationship between companies, where in Europe the intensity of this relationship is bigger when compared to Brazil. The differences also occur in importance and frequency of the relationship with the government, with the cultural environment, and with the activities of research and development. It is also found factors that reduce the importance of geographical proximity in transmission of knowledge, and in generating trust and the establishment of collaborative behavior.

Keywords: Industrial clusters, interorganizational learning, knowledge transmission channels, textile and clothing industry.

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562 Cluster Analysis of Customer Churn in Telecom Industry

Authors: Abbas Al-Refaie

Abstract:

The research examines the factors that affect customer churn (CC) in the Jordanian telecom industry. A total of 700 surveys were distributed. Cluster analysis revealed three main clusters. Results showed that CC and customer satisfaction (CS) were the key determinants in forming the three clusters. In two clusters, the center values of CC were high, indicating that the customers were loyal and SC was expensive and time- and energy-consuming. Still, the mobile service provider (MSP) should enhance its communication (COM), and value added services (VASs), as well as customer complaint management systems (CCMS). Finally, for the third cluster the center of the CC indicates a poor level of loyalty, which facilitates customers churn to another MSP. The results of this study provide valuable feedback for MSP decision makers regarding approaches to improving their performance and reducing CC.

Keywords: Cluster analysis, telecom industry, switching cost, customer churn.

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561 Service Architecture for 3rd Party Operator's Participation

Authors: F. Sarabchi, A. H. Darvishan, H. Yeganeh, H. Ahmadian

Abstract:

Next generation networks with the idea of convergence of service and control layer in existing networks (fixed, mobile and data) and with the intention of providing services in an integrated network, has opened new horizon for telecom operators. On the other hand, economic problems have caused operators to look for new source of income including consider new services, subscription of more users and their promotion in using morenetwork resources and easy participation of service providers or 3rd party operators in utilizing networks. With this requirement, an architecture based on next generation objectives for service layer is necessary. In this paper, a new architecture based on IMS model explains participation of 3rd party operators in creation and implementation of services on an integrated telecom network.

Keywords: Service model, IMS, API, Scripting language, JAIN, Parlay.

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560 The Roles of Natural and Anthropogenic Factors of Ecological State in the Lake Peipsi

Authors: Galya Kapanen, Jaan–Mati Punning, Irina Blinova, Külli Kangur

Abstract:

In this paper we discuss the problems of the long-term management policy of Lake Peipsi and the roles of natural and anthropogenic factors in the ecological state of the lake. The reduction of the pollution during the last 15 years could not give significant changes of the chemical composition of the water, what implicates the essential role that natural factors have on the ecological state of lake. One of the most important factors having impact on the hydrochemical cycles and ecological state is the hydrological regime which is clearly expressed in L. Peipsi. The absence on clear interrelations of climate cycles and nutrients suggest that complex abiotic and biotic interactions, which take place in the lake ecosystem, plays a significant role in the matter circulation mechanism within lake.

Keywords: Lake Peipsi, ecosystem, eutrophication, waterfluctuation, NAO.

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559 Using Wiki for Enhancing the Knowledge Transfer to Newcomers: An Experience Report

Authors: H. O. Barbosa, A. C. R. da Silva, C. M. de Almeida, E. M. dos Santos, F. O. de Sousa, F. B. da S. Souza, F. B. da S. Souza, F. de O. Lima, L. H. Albuquerque, R. F. do Valle Cunha

Abstract:

Software development is intrinsic human-based knowledge-intensive. Due to globalization, software development has become a complex challenge and we usually face barriers related to knowledge management, team building, costly testing processes, especially in distributed settings. In this paper, we present the use of experimental studies to improve our knowledge management process using the Wiki system. According to the results, it was possible to identify learning preferences from our software projects leader team, organize and improve the learning experience of our Wiki, and facilitate collaboration by newcomers to improve Wiki with new contents available in the Wiki.

Keywords: Mobile products, knowledge management process, Wiki system, Global Software Development.

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558 Individual Actuators of a Car-Like Robot with Back Trailer

Authors: Tarek M. Nazih El-Derini, Ahmed K. El-Shenawy

Abstract:

This paper presents the hardware implemented and validation for a special system to assist the unprofessional users of car with back trailers. The system consists of two platforms; the front car platform (C) and the trailer platform (T). The main objective is to control the Trailer platform using the actuators found in the front platform (c). The mobility of the platform (C) is investigated and inverse and forward kinematics model is obtained for both platforms (C) and (T).The system is simulated using Matlab M-file and the simulation examples results illustrated the system performance. The system is constructed with a hardware setup for the front and trailer platform. The hardware experimental results and the simulated examples outputs showed the validation of the hardware setup.

Keywords: Kinematics, Modeling, Wheeled Mobile Robot.

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557 Statistical Description of Wave Interactions in 1D Defect Turbulence

Authors: Yusuke Uchiyama, Hidetoshi Konno

Abstract:

We have investigated statistical properties of the defect turbulence in 1D CGLE wherein many body interaction is involved between local depressing wave (LDW) and local standing wave (LSW). It is shown that the counting number fluctuation of LDW is subject to the sub-Poisson statistics (SUBP). The physical origin of the SUBP can be ascribed to pair extinction of LDWs based on the master equation approach. It is also shown that the probability density function (pdf) of inter-LDW distance can be identified by the hyper gamma distribution. Assuming a superstatistics of the exponential distribution (Poisson configuration), a plausible explanation is given. It is shown further that the pdf of amplitude of LDW has a fattail. The underlying mechanism of its fluctuation is examined by introducing a generalized fractional Poisson configuration.

Keywords: sub-Poisson statistics, hyper gamma distribution, fractional Poisson configuration.

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556 Tests and Comparison of Two Mobile Industrial Analytical Systems for Mercury Speciation in Flue Gas

Authors: Karel Borovec, Jerzy Gorecki, Tadeas Ochodek

Abstract:

Combustion of solid fuels is one of the main sources of mercury in the environment. To reduce the amount of mercury emitted to the atmosphere, it is necessary to modify or optimize old purification technologies or introduce the new ones. Effective reduction of mercury level in the flue gas requires the use of speciation systems for mercury form determination. This paper describes tests and provides comparison of two industrial portable and continuous systems for mercury speciation in the flue gas: Durag HM-1400 TRX with a speciation module and the Portable Continuous Mercury Speciation System based on the SGM-8 mercury speciation set, made by Nippon Instruments Corporation. Additionally, the paper describes a few analytical problems that were encountered during a two-year period of using the systems.

Keywords: Mercury determination, speciation, continuous measurement, flue gas.

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555 The Relevance of Sustainability Skills for International Students

Authors: Mary Panko, Rashika Sharma

Abstract:

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

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

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554 Vision Based People Tracking System

Authors: Boukerch Haroun, Luo Qing Sheng, Li Hua Shi, Boukraa Sebti

Abstract:

In this paper we present the design and the implementation of a target tracking system where the target is set to be a moving person in a video sequence. The system can be applied easily as a vision system for mobile robot. The system is composed of two major parts the first is the detection of the person in the video frame using the SVM learning machine based on the “HOG” descriptors. The second part is the tracking of a moving person it’s done by using a combination of the Kalman filter and a modified version of the Camshift tracking algorithm by adding the target motion feature to the color feature, the experimental results had shown that the new algorithm had overcame the traditional Camshift algorithm in robustness and in case of occlusion.

Keywords: Camshift Algorithm, Computer Vision, Kalman Filter, Object tracking.

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553 Investigation on Novel Based Metaheuristic Algorithms for Combinatorial Optimization Problems in Ad Hoc Networks

Authors: C. Rajan, N. Shanthi, C. Rasi Priya, K. Geetha

Abstract:

Routing in MANET is extremely challenging because of MANETs dynamic features, its limited bandwidth, frequent topology changes caused by node mobility and power energy consumption. In order to efficiently transmit data to destinations, the applicable routing algorithms must be implemented in mobile ad-hoc networks. Thus we can increase the efficiency of the routing by satisfying the Quality of Service (QoS) parameters by developing routing algorithms for MANETs. The algorithms that are inspired by the principles of natural biological evolution and distributed collective behavior of social colonies have shown excellence in dealing with complex optimization problems and are becoming more popular. This paper presents a survey on few meta-heuristic algorithms and naturally-inspired algorithms.

Keywords: Ant colony optimization, genetic algorithm, Naturally-inspired algorithms and particle swarm optimization.

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552 Coloured Reconfigurable Nets for Code Mobility Modeling

Authors: Kahloul Laid, Chaoui Allaoua

Abstract:

Code mobility technologies attract more and more developers and consumers. Numerous domains are concerned, many platforms are developed and interest applications are realized. However, developing good software products requires modeling, analyzing and proving steps. The choice of models and modeling languages is so critical on these steps. Formal tools are powerful in analyzing and proving steps. However, poorness of classical modeling language to model mobility requires proposition of new models. The objective of this paper is to provide a specific formalism “Coloured Reconfigurable Nets" and to show how this one seems to be adequate to model different kinds of code mobility.

Keywords: Code mobility, modelling mobility, labelled reconfigurable nets, Coloured reconfigurable nets, mobile code design paradigms.

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551 Ontology and CDSS Based Intelligent Health Data Management in Health Care Server

Authors: Eun-Jung Ko, Hyung-Jik Lee, Jeun-Woo Lee

Abstract:

In ubiqutious healthcare environment, user's health data are transfered to the remote healthcare server by the user's wearable system or mobile phone. These collected user's health data should be managed and analyzed in the healthcare server, so that care giver or user can monitor user's physiological state. In this paper, we designed and developed the intelligent Healthcare Server to manage the user's health data using CDSS and ontology. Our system can analyze user's health data semantically using CDSS and ontology, and report the result of user's physiological raw data to the user and care giver.

Keywords: u-healthcare, CDSS, healthcare server, health data, ontology.

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550 Rule Based Architecture for Collaborative Multidisciplinary Aircraft Design Optimisation

Authors: Nickolay Jelev, Andy Keane, Carren Holden, András Sóbester

Abstract:

In aircraft design, the jump from the conceptual to preliminary design stage introduces a level of complexity which cannot be realistically handled by a single optimiser, be that a human (chief engineer) or an algorithm. The design process is often partitioned along disciplinary lines, with each discipline given a level of autonomy. This introduces a number of challenges including, but not limited to: coupling of design variables; coordinating disciplinary teams; handling of large amounts of analysis data; reaching an acceptable design within time constraints. A number of classical Multidisciplinary Design Optimisation (MDO) architectures exist in academia specifically designed to address these challenges. Their limited use in the industrial aircraft design process has inspired the authors of this paper to develop an alternative strategy based on well established ideas from Decision Support Systems. The proposed rule based architecture sacrifices possibly elusive guarantees of convergence for an attractive return in simplicity. The method is demonstrated on analytical and aircraft design test cases and its performance is compared to a number of classical distributed MDO architectures.

Keywords: Multidisciplinary design optimisation, rule based architecture, aircraft design, decision support system.

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549 The Nature of Intelligence and Its Forms: An Ontological-Modeling Approach

Authors: Husam El-Asfour, Fateh Adhnouss, Kenneth McIsaac, AbdulMutalib Wahaishi, Raafat Aburukba, Idris El-Feghia

Abstract:

Although intelligence is commonly referred to as the observable behavior in various fields and domains, it must also be shown how it develops by exhibiting multiple forms and without observing the inherent behavior. There have been several official and informal definitions of intelligence in various areas; however, no scientific agreement on a definition has been agreed upon. There must be a single definition, structure, and precise modeling for articulating how intelligence is perceived by people and machines in order to comprehend intelligence. Another key challenge is defining the different environment types based on the integral elements (agents) and their possible interactions. On the basis of conceptualization, this paper proposes a formal model for defining and developing intelligence. Forms of intelligence are derived from an ontological view, and thus intelligence is defined, described, and modeled based on the various types of environments.

Keywords: Intelligence, forms, transformation, conceptualization, ontological view.

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548 A Framework for Personalized Multi-Device Information Communicating System

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

Abstract:

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

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

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547 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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546 Enhancing Experiential Learning in a Smart Flipped Classroom: A Case Study

Authors: Fahri Benli, Sitalakshmi Venkatraman, Ye Wei, Fiona Wahr

Abstract:

A flipped classroom which is a form of blended learning shifts the focus from a teacher-centered approach to a learner-centered approach. However, not all learners are ready to take the active role of knowledge and skill acquisition through a flipped classroom and they continue to delve in a passive mode of learning. This challenges educators in designing, scaffolding and facilitating in-class activities for students to have active learning experiences in a flipped classroom environment. Experiential learning theories have been employed by educators in the past in physical classrooms based on the principle that knowledge could be actively developed through direct experience. However, with more of online teaching witnessed recently, there are inherent limitations in designing and simulating an experiential learning activity for an online environment. In this paper, we explore enhancing experiential learning using smart digital tools that could be employed in a flipped classroom within a higher education setting. We present the use of smart collaborative tools online to enhance the experiential learning activity to teach higher-order cognitive concepts of business process modeling as a case study.

Keywords: Experiential learning, flipped classroom, smart software tools, online learning higher-order learning attributes.

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