Search results for: magneto-optical interactions
288 Exploring the Roles of Social Exchanges in Using Information Systems
Authors: Kee-Young Kwahk
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Previous studies have indicated that one of the most critical failure reasons of enterprise systems is the lack of knowledge sharing and utilization across organizations. As a consequence, many information systems researchers have paid attention to examining the effect of absorptive capacity closely associated with knowledge sharing and transferring on IS usage performance. A lack of communications and interactions due to a lack of organizational citizenship behavior might lead to weak absorptive capacity and thus negatively influence knowledge sharing across organizations. In this study, a theoretical model which delves into the relationship between usage performance of enterprise systems and its determinants was established.
Keywords: Usage performance of information systems, Social exchanges, Enterprise systems.
Procedia APA BibTeX Chicago EndNote Harvard JSON MLA RIS XML ISO 690 PDF Downloads 1953287 Removal of Copper (II) from Aqueous Solutions Using Teak (Tectona grandis L.f) Leaves
Authors: S. Rathnakumar, R. Y. Sheeja, T. Murugesan
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The experiments were performed in a batch set up under different concentrations of Cu (II) (0.2 g.l-1 to 0.9 g.l-1), pH (4- 6), temperatures (20oC – 40oC) with varying teak leaves powder (as biosorbent) dosage of 0.3 g.l-1 to 0.5 g.l-1. The kinetics of interactions were tested with pseudo first order Lagergran equation and the value for k1 was found to be 6.909 x 10-3 min-1. The biosorption data gave a good fit with Langmuir and Fruendlich isotherms and the Langmuir monolayer capacity (qm) was found to be 166.78 mg. g-1. Similarly the Freundlich adsorption capacity (Kf) was estimated as 2.49 l g-1. The mean values of the thermodynamic parameters ΔH, ΔS, and ΔG were -62.42 KJ. mol-1, -0.219 KJ.mol-1 K-1 and -1.747 KJ.mol-1 at 293 K from a solution containing 0.4 g l-1 of Cu(II) showing the biosorption to be thermodynamically favourable. These results show good potentiality of using teak leaves as a biosorbent for the removal of Cu(II) from aqueous solutions.Keywords: Teak leaves, Cu(II) removal, biosorption, Lagergran, Langmuir, Fruendlich isotherm.
Procedia APA BibTeX Chicago EndNote Harvard JSON MLA RIS XML ISO 690 PDF Downloads 1696286 Building an e-Learning System Model with Implications for Research and Instructional Use
Authors: Kuan-Chou Chen, Keh-Wen “Carin” Chuang
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This paper demonstrates a model of an e-Learning system based on nowadays learning theory and distant education practice. The relationships in the model are designed to be simple and functional and do not necessarily represent any particular e- Learning environments. It is meant to be a generic e-Learning system model with implications for any distant education course instructional design. It allows online instructors to move away from the discrepancy between the courses and body of knowledge. The interrelationships of four primary sectors that are at the e-Learning system are presented in this paper. This integrated model includes [1] pedagogy, [2] technology, [3] teaching, and [4] learning. There are interactions within each of these sectors depicted by system loop map.Keywords: e-Learning system, online courses instructionaldesign, integrated model, interrelationships.
Procedia APA BibTeX Chicago EndNote Harvard JSON MLA RIS XML ISO 690 PDF Downloads 1516285 A Design-Based Cohesion Metric for Object-Oriented Classes
Authors: Jehad Al Dallal
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Class cohesion is an important object-oriented software quality attribute. It indicates how much the members in a class are related. Assessing the class cohesion and improving the class quality accordingly during the object-oriented design phase allows for cheaper management of the later phases. In this paper, the notion of distance between pairs of methods and pairs of attribute types in a class is introduced and used as a basis for introducing a novel class cohesion metric. The metric considers the methodmethod, attribute-attribute, and attribute-method direct interactions. It is shown that the metric gives more sensitive values than other well-known design-based class cohesion metrics.Keywords: Object-oriented software quality, object-orienteddesign, class cohesion.
Procedia APA BibTeX Chicago EndNote Harvard JSON MLA RIS XML ISO 690 PDF Downloads 2267284 Categorization and Estimation of Relative Connectivity of Genes from Meta-OFTEN Network
Authors: U. Kairov, T. Karpenyuk, E. Ramanculov, A. Zinovyev
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The most common result of analysis of highthroughput data in molecular biology represents a global list of genes, ranked accordingly to a certain score. The score can be a measure of differential expression. Recent work proposed a new method for selecting a number of genes in a ranked gene list from microarray gene expression data such that this set forms the Optimally Functionally Enriched Network (OFTEN), formed by known physical interactions between genes or their products. Here we present calculation results of relative connectivity of genes from META-OFTEN network and tentative biological interpretation of the most reproducible signal. The relative connectivity and inbetweenness values of genes from META-OFTEN network were estimated.Keywords: Microarray, META-OFTEN, gene network.
Procedia APA BibTeX Chicago EndNote Harvard JSON MLA RIS XML ISO 690 PDF Downloads 1627283 Information and Communication Technologies vs. Education and Training: Contribution to Understand the Millennials’ Generational Effect
Authors: Fauquet-Alekhine Philippe
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Information and Communication Technologies (ICT) are increasing in importance everyday, especially since the 90’s (last decade of birth for the Millennials generation). While social interactions involving the Millennials generation have been studied, a lack of investigation remains regarding the use of the ICT by this generation as well as the impact on outcomes in education and professional training. Observing and interviewing students preparing a MSc, we aimed at characterizing the interaction students-ICT during the courses. We found that up to 50% of the students (mainly female) could use ICT during courses at a rate of 0.84 occurrence/minutes for some of them, and they thought this involvement did not disturb learning, even was helpful. As recent researches show that multitasking leads people think they are much better than they actually are, further observations with assessments are needed to conclude whether or not the use ICT by students during the courses is a real strength.
Keywords: Education, ICT, generational effect, training.
Procedia APA BibTeX Chicago EndNote Harvard JSON MLA RIS XML ISO 690 PDF Downloads 2140282 Integrated Learning in Engineering Services: A Conceptual Framework
Authors: Satya Pilla
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This study explores how the mechanics of learning paves the way to engineering innovation. Theories related to learning in the new product/service innovation are reviewed from an organizational perspective, behavioral perspective, and engineering perspective. From this, an engineering team-s external interactions for knowledge brokering and internal composition for skill balance are examined from a learning and innovation viewpoints. As a result, an integrated learning model is developed by reconciling the theoretical perspectives as well as developing propositions that emphasize the centrality of learning, and its drivers, in the engineering product/service development. The paper also provides a review and partial validation of the propositions using the results of a previously published field study in the aerospace industry.Keywords: Engineering Services, Integrated Learning, NewProduct Development, Service Innovation
Procedia APA BibTeX Chicago EndNote Harvard JSON MLA RIS XML ISO 690 PDF Downloads 1288281 Maximizing Performance of the Membranes Based on Quaternized Polysulfone/Polyvinil Alcohol for Biomedical Applications: Rheological Investigations
Authors: A. Filimon, R. M. Albu, E. Avram
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The rheological response of blends obtained from quaternized polysulfone and polyvinyl alcohol in N-methyl-2- pyrrolidone as against structural peculiarity of polymers from the blend, composition of polymer mixtures, as well as the types of interactions were investigated. Results show that the variation of polyvinyl alcohol composition in the studied system determines changes of the rheological properties, suggesting that the PVA acts as a plasticizer. Consequently, rheological behavior of complex system, described by the nonlinear flow curve, indicates the impact of polyvinil alcohol content to polysulfone solution, in order to facilitate the subsequently preparation of bioactive membranes.
Keywords: Membranes for biomedical applications, quaternized polysulfone/polyvinyl alcohol composites, rheological properties.
Procedia APA BibTeX Chicago EndNote Harvard JSON MLA RIS XML ISO 690 PDF Downloads 1846280 Interactive Model Based On an Extended CPN
Authors: Shuzhen Yao, Fengjing Zhao, Jianwei He
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The UML modeling of complex distributed systems often is a great challenge due to the large amount of parallel real-time operating components. In this paper the problems of verification of such systems are discussed. ECPN, an Extended Colored Petri Net is defined to formally describe state transitions of components and interactions among components. The relationship between sequence diagrams and Free Choice Petri Nets is investigated. Free Choice Petri Net theory helps verifying the liveness of sequence diagrams. By converting sequence diagrams to ECPNs and then comparing behaviors of sequence diagram ECPNs and statecharts, the consistency among models is analyzed. Finally, a verification process for an example model is demonstrated.
Keywords: Consistency, liveness, Petri Net, sequence diagram.
Procedia APA BibTeX Chicago EndNote Harvard JSON MLA RIS XML ISO 690 PDF Downloads 1609279 The Pragmatist Basis of Material Hermeneutics
Authors: Juho Lindholm
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Practical hermeneutics explores the emergence of meaning in scientific practice. Visual hermeneutics is its subclass which explores the emergence of meaning in instrumentally mediated interactions with scientific objects. There remains to be explained, upon what theory of meaning their discussions are based. Linguistic theories of meaning seem utterly inappropriate for the analysis of the non-linguistic meanings that such hermeneutics invoke. In this article, it will be shown by conceptual analysis that the so-called “pragmatic maxim” provides sufficient resources for the philosophical analysis of such meanings. The “pragmatic maxim” states that the meaning of a thing consists in the potential practical effects of that thing. Because this notion is not confined to language, it can be broadly applied to anything meaningful, including practices and the instruments which are part of practices.
Keywords: Hermeneutics, philosophy of science, pragmatism, theory of meaning.
Procedia APA BibTeX Chicago EndNote Harvard JSON MLA RIS XML ISO 690 PDF Downloads 504278 Effect of Polarization and Coherence of Optical Radiation on Sturgeon Sperm Motility
Authors: Nikolai V. Barulin, Vitaly Yu. Plavskii
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This work contains information about the influence low-level optical irradiation on sperm motility of sturgeon fish. On the basis of given and earlier received data the following conclusion has been made. Among the photophysical processes of a resonant and not resonant nature (oriented action of light; action of gradient forces; dipole-dipole interaction; termooptical processes), which are capable to cause the photobiological effects depended on such laserspecific characteristics as polarization and coherency, determining influence belongs to oriented action of light and dipole-dipole interactions among the processes studied in the present work.
Keywords: sturgeon, aquaculture, fish sperm, laser, optical irradiation, sperm motility
Procedia APA BibTeX Chicago EndNote Harvard JSON MLA RIS XML ISO 690 PDF Downloads 2528277 Differences and Similarities between Concepts of Good, Great, and Leading Teacher
Authors: Vilma Zydziunaite, Vaida Jurgile, Roman Balandiuk
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Good, great, and leading teachers are expected to be the role models for students, society, professional community. Their role model includes expertise, trustworthiness, originality, facilitating, cooperation and communication. Teachers demonstrate their professional passion through their professionalism and professional attitudes. Usually, we call them teacher(s) leaders by integrating three notions such as good, great, and leading in a one-teacher leader. Here are described essences of three concepts: ‘good teacher,’ ‘great teacher,’ ‘and teacher leader’ as they are inseparable in teaching practices, teacher’s professional life, and educational interactions with students, fellow teachers, school administration, students’ families and school communities.
Keywords: Great teacher, good teacher, leading teacher, school, student.
Procedia APA BibTeX Chicago EndNote Harvard JSON MLA RIS XML ISO 690 PDF Downloads 174276 Characteristics of the Severe Rollover Crashes in the UAE Using In-Depth Crash Investigation Data
Authors: Yaser E. Hawas, Md. Didarul Alam
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Rollover crashes are complex events entailing interactions of driver, road, vehicle, and environmental factors. The primary objective of this paper is to present an empirical approach that can be used to characterise the rollover crashes and to identify some of the important factors that may lead to rollovers. Among the studied factors are the vehicle types and the rollover occurrence rate after hitting various barrier types. The carried analysis indicated that 71% of the rollover crashes occurred after impact and the type of rollover initiation is “trip/turn over” (nearly 50%). It was also found that light trucks (LTVs) vehicles are more likely to rollover than the sedan vehicles. Barrier impacts are associated with increased incidence of rollover.
Keywords: Empirical, hitting barrier, in-depth crash investigation, rollover, severe crash.
Procedia APA BibTeX Chicago EndNote Harvard JSON MLA RIS XML ISO 690 PDF Downloads 789275 Effect of Sperm Concentration and Length of Storage at 5 C on Motility of Goat Spermatozoa
Authors: Sri Wahjuningsih, Hermanto, Nuryadi, Agus Budiarto, Panji Bhintoro
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The objective of the present study was to determine the effect of different concentration of spermatozoa and length of storage in 5 0C on sperm motility. Semen was collected using artificial vagina from goat aged 2 to 2.5 years. Fresh goat semen with sperm motility ≥ 70% was used as material. Semen was divided into 4 treatments of concentration (40 x 10 6 / ml, 50 x 106/ml, 60x106/ml, 70x106/ml) with length of storage 0,12,24,36 h. in 5 0C. There were interactions (P <0.05) between concentration and length of storage on individual motility of spermatozoa. Concentration of spermatozoa and length of storage affect the motility of individual (P <0.05). It was concluded that Sperm motility will decrease with increasing concentration and length of storage in 5 0C. Concentration of sperm 40x106/ ml and length of storage 0 h in 50C showed the highest motility of spermatozoaKeywords: Goat, Length of storage, Motility, Sperm Concentration
Procedia APA BibTeX Chicago EndNote Harvard JSON MLA RIS XML ISO 690 PDF Downloads 2621274 Soliton Interaction in Multi-Core Optical Fiber: Application to WDM System
Authors: S. Arun Prakash, V. Malathi, M. S. Mani Rajan
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The analytical bright two soliton solution of the 3- coupled nonlinear Schrödinger equations with variable coefficients in birefringent optical fiber is obtained by Darboux transformation method. To the design of ultra-speed optical devices, Soliton interaction and control in birefringence fiber is investigated. Lax pair is constructed for N coupled NLS system through AKNS method. Using two-soliton solution, we demonstrate different interaction behaviors of solitons in birefringent fiber depending on the choice of control parameters. Our results shows that interactions of optical solitons have some specific applications such as construction of logic gates, optical computing, soliton switching, and soliton amplification in wavelength division multiplexing (WDM) system.Keywords: Optical soliton, soliton interaction, soliton switching, WDM.
Procedia APA BibTeX Chicago EndNote Harvard JSON MLA RIS XML ISO 690 PDF Downloads 2158273 A New Type of Integration Error and its Influence on Integration Testing Techniques
Authors: P. Prema, B. Ramadoss
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Testing is an activity that is required both in the development and maintenance of the software development life cycle in which Integration Testing is an important activity. Integration testing is based on the specification and functionality of the software and thus could be called black-box testing technique. The purpose of integration testing is testing integration between software components. In function or system testing, the concern is with overall behavior and whether the software meets its functional specifications or performance characteristics or how well the software and hardware work together. This explains the importance and necessity of IT for which the emphasis is on interactions between modules and their interfaces. Software errors should be discovered early during IT to reduce the costs of correction. This paper introduces a new type of integration error, presenting an overview of Integration Testing techniques with comparison of each technique and also identifying which technique detects what type of error.Keywords: Integration Error, Integration Error Types, Integration Testing Techniques, Software Testing
Procedia APA BibTeX Chicago EndNote Harvard JSON MLA RIS XML ISO 690 PDF Downloads 2216272 Gesture Recognition by Data Fusion of Time-of-Flight and Color Cameras
Authors: Piercarlo Dondi, Luca Lombardi, Marco Porta
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In the last years numerous applications of Human- Computer Interaction have exploited the capabilities of Time-of- Flight cameras for achieving more and more comfortable and precise interactions. In particular, gesture recognition is one of the most active fields. This work presents a new method for interacting with a virtual object in a 3D space. Our approach is based on the fusion of depth data, supplied by a ToF camera, with color information, supplied by a HD webcam. The hand detection procedure does not require any learning phase and is able to concurrently manage gestures of two hands. The system is robust to the presence in the scene of other objects or people, thanks to the use of the Kalman filter for maintaining the tracking of the hands.Keywords: Gesture recognition, human-computer interaction, Time-of-Flight camera.
Procedia APA BibTeX Chicago EndNote Harvard JSON MLA RIS XML ISO 690 PDF Downloads 1940271 Single-qubit Quantum Gates using Magneto-optic Kerr Effect
Authors: Pradeep Kumar K
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We propose the use of magneto-optic Kerr effect (MOKE) to realize single-qubit quantum gates. We consider longitudinal and polar MOKE in reflection geometry in which the magnetic field is parallel to both the plane of incidence and surface of the film. MOKE couples incident TE and TM polarized photons and the Hamiltonian that represents this interaction is isomorphic to that of a canonical two-level quantum system. By varying the phase and amplitude of the magnetic field, we can realize Hadamard, NOT, and arbitrary phase-shift single-qubit quantum gates. The principal advantage is operation with magnetically non-transparent materials.
Keywords: Quantum computing, qubit, magneto-optic kerr effect (MOKE), magneto-optical interactions, continuous variables.
Procedia APA BibTeX Chicago EndNote Harvard JSON MLA RIS XML ISO 690 PDF Downloads 2031270 Study Regarding Effect of Isolation on Social Behaviour in Mice
Authors: Ritu Shitak
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Humans are social mammals, of the primate order. Our biology, our behaviour and our pathologies are unique to us. In our desire to understand, reduce solitary confinement one source of information is the many reports of social isolation of other social mammals, especially primates. A behavioural study was conducted in the department of pharmacology at Indira Gandhi Medical College, Shimla in Himachalpradesh province in India using white albino mice. Different behavioural parameters were observed by using open field, tail suspension, tests for aggressive behaviour and social interactions and the effect of isolation was studied. The results were evaluated and the standard statistics were applied. The said study was done to establish facts that isolation itself impairs social behaviour and can lead to alcohol dependence as well as related drug dependence.
Keywords: Albino Mice, Drug Dependence, Social isolation.
Procedia APA BibTeX Chicago EndNote Harvard JSON MLA RIS XML ISO 690 PDF Downloads 2171269 Rethinking Research for Genetically Modified (GM) Food
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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
Procedia APA BibTeX Chicago EndNote Harvard JSON MLA RIS XML ISO 690 PDF Downloads 1427268 A New Measure of Herding Behavior: Derivation and Implications
Authors: Amina Amirat, Abdelfettah Bouri
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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.
Procedia APA BibTeX Chicago EndNote Harvard JSON MLA RIS XML ISO 690 PDF Downloads 2300267 To Design Holistic Health Service Systems on the Internet
Authors: Åsa Smedberg
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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.
Procedia APA BibTeX Chicago EndNote Harvard JSON MLA RIS XML ISO 690 PDF Downloads 1427266 The Roles of Natural and Anthropogenic Factors of Ecological State in the Lake Peipsi
Authors: Galya Kapanen, Jaan–Mati Punning, Irina Blinova, Külli Kangur
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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.
Procedia APA BibTeX Chicago EndNote Harvard JSON MLA RIS XML ISO 690 PDF Downloads 1646265 Statistical Description of Wave Interactions in 1D Defect Turbulence
Authors: Yusuke Uchiyama, Hidetoshi Konno
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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.
Procedia APA BibTeX Chicago EndNote Harvard JSON MLA RIS XML ISO 690 PDF Downloads 1551264 The Relevance of Sustainability Skills for International Students
Authors: Mary Panko, Rashika Sharma
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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.
Procedia APA BibTeX Chicago EndNote Harvard JSON MLA RIS XML ISO 690 PDF Downloads 1119263 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
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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.
Procedia APA BibTeX Chicago EndNote Harvard JSON MLA RIS XML ISO 690 PDF Downloads 418262 Characteristics of Successful Sales Interaction in B2B Sales Meetings
Authors: A. Alamäki, T. Kaski
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The value co-creation has gained much attention in sales research, but less is known about how salespeople and customers interact in the authentic business to business (B2B) sales meetings. The study presented in this paper empirically contributes to existing research by presenting authentic B2B sales meetings that were video recorded and analyzed using observation and qualitative content analysis methods. This paper aims to study key elements of successful sales interactions between salespeople and customers/ buyers. This study points out that salespeople are selling value rather than the products or services themselves, which are only enablers in realizing business benefits. Therefore, our findings suggest that promoting and easing open discourse is an essential part of a successful sales encounter. A better understanding of how salespeople and customers successfully interact would help salespeople to develop their interpersonal sales skills.
Keywords: Personal selling, Relationship, Sales Management, Value Co-Creation.
Procedia APA BibTeX Chicago EndNote Harvard JSON MLA RIS XML ISO 690 PDF Downloads 3649261 Architecture Design of the Robots Operability Assessment Simulation Testbed
Authors: Sang Yeong Choi, Woo Sung Park
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This paper presents the architecture design of the robot operability assessment simulation testbed (called "ROAST") for the resolution of robot operability problems occurred during interactions between human operators and robots. The basic idea of the ROAST architecture design is to enable the easy composition of legacy or new simulation models according to its purpose. ROAST architecture is based on IEEE1516 High Level Architecture (HLA) of defense modeling and simulation. The ROAST architecture is expected to provide the foundation framework for the easy construction of a simulation testbed to order to assess the robot operability during the robotic system design. Some of ROAST implementations and its usefulness are demonstrated through a simple illustrative example.
Keywords: Robotic system, modeling and simulation, Simulation architecture.
Procedia APA BibTeX Chicago EndNote Harvard JSON MLA RIS XML ISO 690 PDF Downloads 1337260 Marital Interactions in Predicting Treatment Outcome in Panic Disorder with Agoraphobia
Authors: Ghassan El-Baalbaki, Claude Bélanger, Michel Perreault, Steffany J. Fredman, Donald H. Baucom
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This study had two goals. First, it investigated marital interaction variables as predictors of treatment outcome in panic disorder with agoraphobia (PDA) in sixty-five couples with one spouse suffering from PDA. Second, it analyzed the impact of PDA improvement, following therapy, on marital interaction patterns of both spouses. The partners were observed during a problem-solving task, before and after treatment. Negative behaviors at the outset of therapy, both in the PDA and the NPDA partners, predicted less improvement at post-test. It also appears that improvement in some PDA symptoms following therapy is linked to increase in the dominant behavior of the NPDA spouse and to an improvement in terms of his intrusiveness.Keywords: Communication and problem-solving skills, Emotional overinvolvement, Marital relationship, Panic disorder withagoraphobia, Treatment outcome.
Procedia APA BibTeX Chicago EndNote Harvard JSON MLA RIS XML ISO 690 PDF Downloads 1384259 An UML Statechart Diagram-Based MM-Path Generation Approach for Object-Oriented Integration Testing
Authors: Ruilian Zhao, Ling Lin
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MM-Path, an acronym for Method/Message Path, describes the dynamic interactions between methods in object-oriented systems. This paper discusses the classifications of MM-Path, based on the characteristics of object-oriented software. We categorize it according to the generation reasons, the effect scope and the composition of MM-Path. A formalized representation of MM-Path is also proposed, which has considered the influence of state on response method sequences of messages. .Moreover, an automatic MM-Path generation approach based on UML Statechart diagram has been presented, and the difficulties in identifying and generating MM-Path can be solved. . As a result, it provides a solid foundation for further research on test cases generation based on MM-Path.
Keywords: MM-Path, Message Sequence, Object-Oriented Integration Testing, Response Method Sequence, UML Statechart Diagram.
Procedia APA BibTeX Chicago EndNote Harvard JSON MLA RIS XML ISO 690 PDF Downloads 2609