Search results for: Existing concept

Authors: Kong-Seng, Lai, Nor'Aini Yusof

Abstract:

Organizational culture fosters innovation, and innovation is the main engine to be sustained within the uncertainty market. Like other countries, the construction industry significantly contributes to the economy, society and technology of Malaysia, yet, innovation is still considered slow compared to other industries such as manufacturing. Given the important role of an architect as the key player and the contributor of new ideas in the construction industry, there is a call to identify the issue and improve the current situation by focusing on the architectural firms. In addition, the existing studies tend to focus only on a few dimensions of organizational culture and very few studies consider whether innovation is being generated or adopted. Hence, the present research tends to fill in the gap by identifying the organizational cultures that foster or hinder innovation generation and/or innovation adoption, and propose a model of organizational culture and innovation generation and/or adoption.

Keywords: Innovation adoption, innovation generation, architectural firm, organizational culture

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Authors: Zhongjie Wang, Xiaofei Xu, Dechen Zhan

Abstract:

With deep development of software reuse, componentrelated technologies have been widely applied in the development of large-scale complex applications. Component identification (CI) is one of the primary research problems in software reuse, by analyzing domain business models to get a set of business components with high reuse value and good reuse performance to support effective reuse. Based on the concept and classification of CI, its technical stack is briefly discussed from four views, i.e., form of input business models, identification goals, identification strategies, and identification process. Then various CI methods presented in literatures are classified into four types, i.e., domain analysis based methods, cohesion-coupling based clustering methods, CRUD matrix based methods, and other methods, with the comparisons between these methods for their advantages and disadvantages. Additionally, some insufficiencies of study on CI are discussed, and the causes are explained subsequently. Finally, it is concluded with some significantly promising tendency about research on this problem.

Keywords: Business component, component granularity, component identification, reuse performance.

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Authors: M. Ovinis, D. Kerr, K. Bouazza-Marouf, M. Vloeberghs

Abstract:

In this paper, the feasibility of using machine vision to assess task completion in a surgical intervention is investigated, with the aim of incorporating vision based inspection in robotic surgery systems. The visually rich operative field presents a good environment for the development of automated visual inspection techniques in these systems, for a more comprehensive approach when performing a surgical task. As a proof of concept, machine vision techniques were used to distinguish the two possible outcomes i.e. satisfactory or unsatisfactory, of three primary surgical tasks involved in creating a burr hole in the skull, namely incision, retraction, and drilling. Encouraging results were obtained for the three tasks under consideration, which has been demonstrated by experiments on cadaveric pig heads. These findings are suggestive for the potential use of machine vision to validate successful task completion in robotic surgery systems. Finally, the potential of using machine vision in the operating theatre, and the challenges that must be addressed, are identified and discussed.

Keywords: Machine vision, robotic surgery, visual inspection.

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Authors: Jun-Kwon Jung, Sung-Min Jung, Tae-Kyung Kim, Tai-Myoung Chung

Abstract:

CloudSim is a useful tool to simulate the cloud environment. It shows the service availability, the power consumption, and the network traffic of services on the cloud environment. Moreover, it supports to calculate a network communication delay through a network topology data easily. CloudSim allows inputting a file of topology data, but it does not provide any generating process. Thus, it needs the file of topology data generated from some other tools. The BRITE is typical network topology generator. Also, it supports various type of topology generating algorithms. If CloudSim can include the BRITE, network simulation for clouds is easier than existing version. This paper shows the potential of connection between BRITE and CloudSim. Also, it proposes the direction to link between them.

Keywords: Cloud, simulation, topology, BRITE, network.

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Authors: M. Amberg, M. Gepp, S. Horn

Abstract:

In today-s economy plant engineering faces many challenges. For instance the intensifying competition in this business is leading to cost competition and needs for a shorter time-to-market. To remain competitive companies need to make their businesses more profitable by implementing improvement programs such as standardization projects. But they have difficulties to tap their full economic potential for various reasons. One of them is non-holistic planning and implementation of standardization projects. This paper describes a new conceptual framework - the layer-model. The model combines and expands existing proven approaches in order to improve design, implementation and management of standardization projects. Based on a holistic approach it helps to systematically analyze the effects of standardization projects on different business layers and enables companies to better seize the opportunities offered by standardization.

Keywords: layer model, plant engineering, standardization.

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Authors: J. Sulaiman, M. Othman, M. K. Hasan

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Recently, the findings on the MEG iterative scheme has demonstrated to accelerate the convergence rate in solving any system of linear equations generated by using approximation equations of boundary value problems. Based on the same scheme, the aim of this paper is to investigate the capability of a family of four-point block iterative methods with a weighted parameter, ω such as the 4 Point-EGSOR, 4 Point-EDGSOR, and 4 Point-MEGSOR in solving two-dimensional elliptic partial differential equations by using the second-order finite difference approximation. In fact, the formulation and implementation of three four-point block iterative methods are also presented. Finally, the experimental results show that the Four Point MEGSOR iterative scheme is superior as compared with the existing four point block schemes.

Keywords: MEG iteration, second-order finite difference, weighted parameter.

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Authors: Martin Juhas, Bohuslava Juhasova, Igor Halenar, Andrej Elias

Abstract:

This article deals with the possibility of increasing efficiency, reliability and safety of the system for teledosimetric data collection management and their evaluation as a part of complex study for activity “Research of data collection, their measurement and evaluation with mobile and autonomous units” within project “Research of monitoring and evaluation of non-standard conditions in the area of nuclear power plants”. Possible weaknesses in existing system are identified. A study of available cluster solutions with possibility of their deploying to analysed system is presented

Keywords: Teledosimetric data, efficiency, reliability, safety, cluster solution.

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Authors: K. Dimitropoulos, N. Grammalidis, I. Gragopoulos, H. Gao, Th. Heuer, M. Weinmann, S. Voit, C. Stockhammer, U. Hartmann, N. Pavlidou

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Existing ground movement surveillance technologies at airports are subjected to limitations due to shadowing effects or multiple reflections. Therefore, there is a strong demand for a new sensing technology, which will be cost effective and will provide detection of non-cooperative targets under any weather conditions. This paper aims to present a new intelligent system, developed within the framework of the EC-funded ISMAEL project, which is based on a new magnetic sensing technology and provides detection, tracking and automatic classification of targets moving on the airport surface. The system is currently being installed at two European airports. Initial experimental results under real airport traffic demonstrate the great potential of the proposed system.

Keywords: Air traffic management, magnetic sensors, multitracking, A-SMGCS.

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Authors: Anastasia Katsamaki, Nikolaos Bilalis, Vassilis Dedoussis

Abstract:

This work proposes a set of actions to assist redesign procedure in existing products of Electric and Electronic Equipment (EEE). The aim is to improve their environmental behavior after their withdrawal in the End-of-Life (EOL) phase. In the beginning data collection takes place. Then follows selection and implementation of the optimal EOL Treatment Strategy (EOL_TS) and its results- evaluation concerning the environment. In parallel, product design characteristics that can be altered are selected based on their significance for the environment in the EOL stage. All results from the previous stages are combined and possible redesign actions are formulated for further examination and afterwards configuration in the design stage. The applied method to perform these tasks is Lean Thinking (LT). At the end, results concerning the application of the proposed method on a distribution transformer are presented.

Keywords: End-of-life treatment, Lean thinking, WEEE

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Authors: Daniel Siahaan, Aditya Prapanca

Abstract:

The emerging Semantic Web has been attracted many researchers and developers. New applications have been developed on top of Semantic Web and many supporting tools introduced to improve its software development process. Metadata modeling is one of development process where supporting tools exists. The existing tools are lack of readability and easiness for a domain knowledge expert to graphically models a problem in semantic model. In this paper, a metadata modeling tool called RDFGraph is proposed. This tool is meant to solve those problems. RDFGraph is also designed to work with modern database management systems that support RDF and to improve the performance of the query execution process. The testing result shows that the rules used in RDFGraph follows the W3C standard and the graphical model produced in this tool is properly translated and correct.

Keywords: CASE tool, data modeling, semantic web

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Authors: Juergen Rossmann, Andre Kupetz, Roland Wischnewski

Abstract:

Mobile robots are used in a large field of scenarios, like exploring contaminated areas, repairing oil rigs under water, finding survivors in collapsed buildings, etc. Currently, there is no unified intuitive user interface (UI) to control such complex mobile robots. As a consequence, some scenarios are done without the exploitation of experience and intuition of human teleoperators. A novel framework has been developed to embed a flexible and modular UI into a complete 3-D virtual reality simulation system. This new approach wants to access maximum benefits of human operators. Sensor information received from the robot is prepared for an intuitive visualization. Virtual reality metaphors support the operator in his decisions. These metaphors are integrated into a real time stereo video stream. This approach is not restricted to any specific type of mobile robot and allows for the operation of different robot types with a consistent concept and user interface.

Keywords: 3-D simulation system, augmented reality, teleoperation of mobile robots, user interface.

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Authors: T. Arsan

Abstract:

Video streaming over lossy IP networks is very important issues, due to the heterogeneous structure of networks. Infrastructure of the Internet exhibits variable bandwidths, delays, congestions and time-varying packet losses. Because of variable attributes of the Internet, video streaming applications should not only have a good end-to-end transport performance but also have a robust rate control, furthermore multipath rate allocation mechanism. So for providing the video streaming service quality, some other components such as Bandwidth Estimation and Adaptive Rate Controller should be taken into consideration. This paper gives an overview of video streaming concept and bandwidth estimation tools and then introduces special architectures for bandwidth adaptive video streaming. A bandwidth estimation algorithm – pathChirp, Optimized Rate Controllers and Multipath Rate Allocation Algorithm are considered as all-in-one solution for video streaming problem. This solution is directed and optimized by a decision center which is designed for obtaining the maximum quality at the receiving side.

Keywords: Adaptive Video Streaming, Bandwidth Estimation, QoS, Software Architecture.

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Authors: Khawla Ben Abderrahim

Abstract:

In order to define a new model of Tunisian foot sizes and for building the most comfortable shoes, Tunisian industrialists must be able to offer for their customers products able to put on and adjust the majority of the target population concerned. Moreover, the use of models of shoes, mainly from others country, causes a mismatch between the foot and comfort of the Tunisian shoes. But every foot is unique; these models become uncomfortable for the Tunisian foot. We have a set of measures produced from a 3D scan of the feet of a diverse population (women, men ...) and we try to analyze this data to define a model of foot specific to the Tunisian footwear design. In this paper we propose tow new approaches to modeling a new foot sizes model. We used, indeed, the neural networks, and specially the Kohonen network. Next, we combine neural networks with the concept of half-foot size to improve the models already found. Finally, it was necessary to compare the results obtained by applying each approach and we decide what-s the best approach that give us the most model of foot improving more comfortable shoes.

Keywords: Morphology of the foot, foot size, half foot size, neural network, Kohonen network, model of foot size.

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Authors: P. Pistelok

Abstract:

The article presents the concept of an electromagnetic circuit generator with permanent magnets mounted on the surface rotor core designed for single phase work. Computation field-circuit model was shown. The spectrum of time course of voltages in the idle work was presented. The cross section with graphically presentation of magnetic induction in particular parts of electromagnetic circuits was presented. Distribution of magnetic induction at the rated load point for each phase was shown. The time course of voltages and currents for each phases for rated power were displayed. An analysis of laboratory results and measurement of load characteristics of the generator was discussed. The work deals with three electromagnetic circuits of generators with permanent magnet where output voltage characteristics versus rated power were expressed.

Keywords: Permanent magnet generator, permanent magnets, vibration, course of torque, single phase work, asymmetrical three phase work.

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Authors: Li Xu, Shouming Zhong

Abstract:

The reachable set bounding estimation for distributed delay systems with disturbances is a new problem. In this paper,we consider this problem subject to not only time varying delay and polytopic uncertainties but also distributed delay systems which is not studied fully untill now. we can obtain improved non-ellipsoidal reachable set estimation for neural networks with time-varying delay by the maximal Lyapunov-Krasovskii fuctional which is constructed as the pointwise maximum of a family of Lyapunov-Krasovskii fuctionals corresponds to vertexes of uncertain polytope.On the other hand,matrix inequalities containing only one scalar and Matlabs LMI Toolbox is utilized to give a non-ellipsoidal description of the reachable set.finally,numerical examples are given to illustrate the existing results.

Keywords: Reachable set, Distributed delay, Lyapunov-Krasovskii function, Polytopic uncertainties.

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Authors: Hussam Al-Shorman, Yosef Hasan Jbara

Abstract:

A business case is a proposal for an investment initiative to satisfy business and functional requirements. The business case provides the foundation for tactical decision making and technology risk management. It helps to clarify how the organization will use its resources in the best way by providing justification for investment of resources. This paper describes how simulation was used for business case benefits and return on investment for the procurement of 8 production machines. With investment costs of about 4.7 million dollars and annual operating costs of about 1.3 million, we needed to determine if the machines would provide enough cost savings and cost avoidance. We constructed a model of the existing factory environment consisting of 8 machines and subsequently, we conducted average day simulations with light and heavy volumes to facilitate planning decisions required to be documented and substantiated in the business case.

Keywords: Investment cost, business case, return on investment, simulation.

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Authors: Ali Akbar

Abstract:

The main purpose of this essay is to examine whether or not the earthly punishments in regards to apostates that are often found in classical Islamic sources are applicable in the present context. The paper indeed addresses how Muslims should understand the question of apostasy in the contemporary context. To do so, the paper first argues that an accurate understanding of the way the Quranic verses and prophetic hadiths deal with the concept of apostasy could help us rethink and re-examine the classical Islamic laws on apostasy in the present context. In addition, building on Abdolkarim Soroush’s theory of contraction and expansion of religious knowledge, this article argues that approaches to apostasy in the present context can move away from what prescribed by classical Islamic laws. Finally, it argues that instances of persecution of apostates in the early days of Islam during the Medinan period of Muhammad’s prophetic mission should be interpreted in their own socio-historical context. Rereading these reports within our modern context supports the mutability of the traditional corporal punishments of apostasy.

Keywords: Apostasy, Islam, Quran, hadith, Abdolkarim Soroush, contextualization.

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Authors: Mohammad Hadi Bordbar, Timo Hyppänen

Abstract:

The radiative exchange method is introduced as a numerical method for the simulation of radiative heat transfer in an absorbing, emitting and isotropically scattering media. In this method, the integro-differential radiative balance equation is solved by using a new introduced concept for the exchange factor. Even though the radiative source term is calculated in a mesh structure that is coarser than the structure used in computational fluid dynamics, calculating the exchange factor between different coarse elements by using differential integration elements makes the result of the method close to that of integro-differential radiative equation. A set of equations for calculating exchange factors in two and threedimensional Cartesian coordinate system is presented, and the method is used in the simulation of radiative heat transfer in twodimensional rectangular case and a three-dimensional simple cube. The result of using this method in simulating different cases is verified by comparing them with those of using other numerical radiative models.

Keywords: Exchange factor, Numerical simulation, Thermal radiation.

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Authors: Norhashidah Hj. Mohd Ali, Teng Wai Ping

Abstract:

In this paper, we present a high order group explicit method in solving the two dimensional Helmholtz equation. The presented method is derived from a nine-point fourth order finite difference approximation formula obtained from a 45-degree rotation of the standard grid which makes it possible for the construction of iterative procedure with reduced complexity. The developed method will be compared with the existing group iterative schemes available in literature in terms of computational time, iteration counts, and computational complexity. The comparative performances of the methods will be discussed and reported.

Keywords: Explicit group method, finite difference, Helmholtz equation, rotated grid, standard grid.

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Authors: E. Muneera, A. Anuar, A. S. Zulkiflee

Abstract:

The evolution in project management was triggered by the changes in management philosophy and practices in order to maintain competitive advantage and continuous success in the field. The purpose of this paper is to highlight the practicality of cognitive style and unlearning approach in influencing the achievement of project success by project managers. It introduces the concept of planning, knowing and creating style from cognitive style field in the light of achieving time, cost, quality and stakeholders appreciation in project success context. Further it takes up a discussion of the unlearning approach as a moderator in enhancing the relationship between cognitive style and project success. The paper bases itself on literature review from established disciplines like psychology, sociology and philosophy regarding cognitive style, unlearning and project success in general. The analysis and synthesis of literature in the subject area a conceptual paper is utilized as the basis of future research to form a comprehensive framework for project managers in enhancing the project management competency.

Keywords: Cognitive Style, Project Managers, Project Success, Unlearning.

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Authors: S. M. H. Karimian, F. S. Salehi, H. Alisadeghi

Abstract:

A two-dimensional moving mesh algorithm is developed to simulate the general motion of two rotating bodies with relative translational motion. The grid includes a background grid and two sets of grids around the moving bodies. With this grid arrangement rotational and translational motions of two bodies are handled separately, with no complications. Inter-grid boundaries are determined based on their distances from two bodies. In this method, the overset concept is applied to hybrid grid, and flow variables are interpolated using a simple stencil. To evaluate this moving mesh algorithm unsteady Euler flow is solved for different cases using dual-time method of Jameson. Numerical results show excellent agreement with experimental data and other numerical results. To demonstrate the capability of present algorithm for accurate solution of flow fields around moving bodies, some benchmark problems have been defined in this paper.

Keywords: Moving mesh, Overset grid, Unsteady Euler, Relative motion.

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Authors: Maria de Fátima Lambert

Abstract:

Following previous studies about Writing and Seeing, this paper focuses on the aesthetic assumptions within the concept of Winter Journey (Voyage d’Hiver/Winterreise) both in Georges Perec’s Saga and the Oulipo Group vis-à-vis with the creations by William Kentridge and Michael Borremans. The aesthetic and artistic connections are widespread. Nevertheless, we can identify common poetical principles shared by these different authors, not only according to the notion of ekphrasis, but also following the procedures of contemporary creation in literature and visual arts. The analysis of the ongoing process of the French writers as individuals and as group and the visual artists’ acting might contribute for another crossed definition of contemporary conception. The same title/theme was a challenge and a goal for them. Let’s wonder how deep the concept encouraged them and which symbolic upbringings were directing their poetical achievements. The idea of an inner journey became the main point, and got “over” and “across” a shared path worth to be followed. The authors were chosen due to the resilient contents of their visual and written images, and looking for the reasons that might had driven their conceptual basis to be. In Pérec’s “Winter Journey” as for the following fictions by Jacques Roubaud, Hervé le Tellier, Jacques Jouet and Hugo Vernier (that emerges from Perec’s fiction and becomes a real author) powerful aesthetic and enigmatic reflections grow connected with a poetic (and aesthetic) understanding of Walkscapes. They might be assumed as ironic fictions and poetical drifts. Outstanding from different logics, the overwhelming impact of Winterreise Lied by Schubert after Wilhelm Müller’s poems is a major reference in present authorship creations. Both Perec and Oulipo’s author’s texts are powerfully ekphrastic, although we should not forget they follow goals, frameworks and identities. When acting as a reader, they induce powerful imageries - cinematic or cinematographic - that flow in our minds. It was well-matched with William Kentridge animated video Winter Journey (2014) and the creations (sharing the same title) of Michael Borremans (2014) for the KlaraFestival, Bozar, Cité de la musique, in Belgium. Both were taken by the foremost Schubert’s Winterreise. Several metaphors fulfil new Winter Journeys (or Travels) that were achieved in contemporary art and literature, as it once succeeded in the 19^th century. Maybe the contemporary authors and artists were compelled by the consciousness of nothingness, although outstanding different aesthetics and ontological sources. The unbearable knowledge of the road’s end, and also the urge of fulfilling the void might be a common element to all of them. As Schopenhauer once wrote, after all, Art is the only human subjective power that we can call upon in life. These newer aesthetic meanings, released from these winter journeys are surely open to wider approaches that might happen in other poetic makings to be.

Keywords: Aesthetic, Voyage d’Hiver, Georges Perec & Oulipo, Schubert's Winterreise, William Kentridge & Michael Borremans.

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Authors: Usha Sridhar, Sridhar Mandyam

Abstract:

We propose a multi-agent based utilitarian approach to model and understand information flows in social networks that lead to Pareto optimal informational exchanges. We model the individual expected utility function of the agents to reflect the net value of information received. We show how this model, adapted from a theorem by Karl Borch dealing with an actuarial Risk Exchange concept in the Insurance industry, can be used for social network analysis. We develop a utilitarian framework that allows us to interpret Pareto optimal exchanges of value as potential information flows, while achieving a maximization of a sum of expected utilities of information of the group of agents. We examine some interesting conditions on the utility function under which the flows are optimal. We illustrate the promise of this new approach to attach economic value to information in networks with a synthetic example.

Keywords: Borch's Theorem , Economic value of information, Information Exchange, Pareto Optimal Solution, Social Networks, Utility Functions

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Authors: Seung-Jun Yu, Jang-Kyun Ahn, Eui-Young Lee, Hyoung-Kyu Song

Abstract:

Space-time block codes (STBC) and spatial multiplexing (SM) are promising techniques that effectively exploit multipleinput multiple-output (MIMO) transmission to achieve more reliable communication and a higher multiplexing rate, respectively. In this paper, we study a practical design for hybrid scheme with multi-input multi-output orthogonal frequency division multiplexing (MIMOOFDM) systems to flexibly maximize the tradeoff between diversity and multiplexing gains. Unlike the existing STBC and SM designs which are suitable for the integer multiplexing rate, the proposed design can achieve arbitrary number of multiplexing rate.

Keywords: Space-Time Block Codes, Spatial Multiplexing, MIMO-OFDM.

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Authors: Akhil Kumar Arya, Jagdeep Singh Lather, Lillie Dewan

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In this paper is to evaluate audio and speech quality with the help of Digital Audio Watermarking Technique under the different types of attacks (signal impairments) like Gaussian Noise, Compression Error and Jittering Effect. Further attacks are considered as Hostile Environment. Audio and Speech Quality Evaluation is an important research topic. The traditional way for speech quality evaluation is using subjective tests. They are reliable, but very expensive, time consuming, and cannot be used in certain applications such as online monitoring. Objective models, based on human perception, were developed to predict the results of subjective tests. The existing objective methods require either the original speech or complicated computation model, which makes some applications of quality evaluation impossible.

Keywords: Digital Watermarking, DCT, Speech Quality, Attacks.

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Authors: Amin Eslami, Jafar Bolouri Bazaz

Abstract:

Under active stress conditions, a rigid cantilever retaining wall tends to rotate about a pivot point located within the embedded depth of the wall. For purely granular and cohesive soils, a methodology was previously reported called minimization of moment ratio to determine the location of the pivot point of rotation. The usage of this new methodology is to estimate the rotational stability safety factor. Moreover, the degree of improvement required in a backfill to get a desired safety factor can be estimated by the concept of the shear strength demand. In this article, the accuracy of this method for another type of cantilever walls called Contiguous Bored Pile (CBP) retaining wall is evaluated by using physical modeling technique. Based on observations, the results of moment ratio minimization method are in good agreement with the results of the carried out physical modeling.

Keywords: Cantilever Retaining Wall, Physical Modeling, Minimization of Moment Ratio Method, Pivot Point.

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

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

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

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Authors: S. Balaji, V. Swaminathan, K. Kannan

Abstract:

The Minimum Weighted Vertex Cover (MWVC) problem is a classic graph optimization NP - complete problem. Given an undirected graph G = (V, E) and weighting function defined on the vertex set, the minimum weighted vertex cover problem is to find a vertex set S V whose total weight is minimum subject to every edge of G has at least one end point in S. In this paper an effective algorithm, called Support Ratio Algorithm (SRA), is designed to find the minimum weighted vertex cover of a graph. Computational experiments are designed and conducted to study the performance of our proposed algorithm. Extensive simulation results show that the SRA can yield better solutions than other existing algorithms found in the literature for solving the minimum vertex cover problem.

Keywords: Weighted vertex cover, vertex support, approximation algorithms, NP-complete problem.

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Authors: Akshata S. Malani, Anagha D. Chaudhari, Rajeshkumar U. Sambhe

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Nanotechnology in pristine sense refers to building of structures at atomic and molecular scale. Meticulously nanotechnology encompasses the nanomaterials with at least one dimension size ranging from 1 to 100 nanometres. Unlike the literal meaning of its name, nanotechnology is a massive concept beyond imagination. This paper predominantly deals with relevance of nanotechnology in automotive industries. New generation of automotives looks at nanotechnology as an emerging trend of manufacturing revolution. Intricate shapes can be made out of fairly inexpensive raw materials instead of conventional fabrication process. Though the current era have enough technology to face competition, nanotechnology can give futuristic implications to pick up the modern pace. Nanotechnology intends to bridge the gap between automotives with superior technical performance and their cost fluctuation. Preliminarily, it is an area of great scientific interest and a major shaper of many new technologies. Nanotechnology can be an ideal building block for automotive industries, under constant evolution offering a very wide scope of activity. It possesses huge potential and is still in the embryonic form of research and development.

Keywords: Nanotechnology, nanomaterials, manufacturing, automotive industry.

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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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