Search results for: methods of Lagrange multipliers.

Authors: A. Aydin, E. Akyol, N. Soyatik

Abstract:

This study has been presented which is a detailed work of seismic microzonation of the city center. For seismic microzonation area of 225 km2 has been selected as the study area. MASW (Multichannel analysis of surface wave) and seismic refraction methods have been used to generate one-dimensional shear wave velocity profile at 250 locations and two-dimensional profile at 60 locations. These shear wave velocities are used to estimate equivalent shear wave velocity in the study area at every 2 and 5 m intervals up to a depth of 60 m. Levels of equivalent shear wave velocity of soil are used the classified of the study area. After the results of the study, it must be considered as components of urban planning and building design of Denizli and the application and use of these results should be required and enforced by municipal authorities.

Keywords: Seismic microzonation, liquefaction, land use management.

Procedia APA BibTeX Chicago EndNote Harvard JSON MLA RIS XML ISO 690 PDF Downloads 1755

Authors: Quoc-Nam Tran

Abstract:

The theory of Groebner Bases, which has recently been honored with the ACM Paris Kanellakis Theory and Practice Award, has become a crucial building block to computer algebra, and is widely used in science, engineering, and computer science. It is wellknown that Groebner bases computation is EXP-SPACE in a general setting. In this paper, we give an algorithm to show that Groebner bases computation is P-SPACE in Boolean rings. We also show that with this discovery, the Groebner bases method can theoretically be as efficient as other methods for automated verification of hardware and software. Additionally, many useful and interesting properties of Groebner bases including the ability to efficiently convert the bases for different orders of variables making Groebner bases a promising method in automated verification.

Keywords: Algorithm, Complexity, Groebner basis, Applications of Computer Science.

Procedia APA BibTeX Chicago EndNote Harvard JSON MLA RIS XML ISO 690 PDF Downloads 1833

Authors: Amjaad Alsalamah, Liyakathunsia Syed

Abstract:

Transportation is an essential need for many people to go to their work, school, and home. In particular, the main common method inside many cities is to drive the car. Driving a car can be an easy job to reach the destination and load all stuff in a reasonable time. However, deciding to find a parking lot for a car can take a long time using the traditional system that can issue a paper ticket for each customer. The old system cannot guarantee a parking lot for all customers. Also, payment methods are not always available, and many customers struggled to find their car among a numerous number of cars. As a result, this research focuses on providing an online smart parking system in order to save time and budget. This system provides a flexible management system for both parking owner and customers by receiving all request via the online system and it gets an accurate result for all available parking and its location.

Keywords: Smart parking system, IoT, tracking system, process model, cost, time.

Procedia APA BibTeX Chicago EndNote Harvard JSON MLA RIS XML ISO 690 PDF Downloads 2360

Authors: Vishnu Pratap Singh Kirar

Abstract:

The main aim of a communication system is to achieve maximum performance. In Cognitive Radio any user or transceiver has ability to sense best suitable channel, while channel is not in use. It means an unlicensed user can share the spectrum of a licensed user without any interference. Though, the spectrum sensing consumes a large amount of energy and it can reduce by applying various artificial intelligent methods for determining proper spectrum holes. It also increases the efficiency of Cognitive Radio Network (CRN). In this survey paper we discuss the use of different learning models and implementation of Artificial Neural Network (ANN) to increase the learning and decision making capacity of CRN without affecting bandwidth, cost and signal rate.

Keywords: Artificial Neural Network, Cognitive Radio, Cognitive Radio Networks, Back Propagation, Spectrum Sensing.

Procedia APA BibTeX Chicago EndNote Harvard JSON MLA RIS XML ISO 690 PDF Downloads 4106

Authors: Nyah C. Temaneh, F. A. Phiri, E. Ruhunga

Abstract:

Most of the well known methods for generating Gaussian variables require at least one standard uniform distributed value, for each Gaussian variable generated. The length of the random number generator therefore, limits the number of independent Gaussian distributed variables that can be generated meanwhile the statistical solution of complex systems requires a large number of random numbers for their statistical analysis. We propose an alternative simple method of generating almost infinite number of Gaussian distributed variables using a limited number of standard uniform distributed random numbers.

Keywords: Gaussian variable, statistical analysis, simulation ofCommunication Network, Random numbers.

Procedia APA BibTeX Chicago EndNote Harvard JSON MLA RIS XML ISO 690 PDF Downloads 1472

Authors: Danping Lin, C.K.M. Lee

Abstract:

Re-entrant scheduling is an important search problem with many constraints in the flow shop. In the literature, a number of approaches have been investigated from exact methods to meta-heuristics. This paper presents a genetic algorithm that encodes the problem as multi-level chromosomes to reflect the dependent relationship of the re-entrant possibility and resource consumption. The novel encoding way conserves the intact information of the data and fastens the convergence to the near optimal solutions. To test the effectiveness of the method, it has been applied to the resource-constrained re-entrant flow shop scheduling problem. Computational results show that the proposed GA performs better than the simulated annealing algorithm in the measure of the makespan

Keywords: Resource-constrained, re-entrant, genetic algorithm (GA), multi-level encoding

Procedia APA BibTeX Chicago EndNote Harvard JSON MLA RIS XML ISO 690 PDF Downloads 1792

Authors: Ibrahim Abu-Alshaikh

Abstract:

In this study, a new root-finding method for solving nonlinear equations is proposed. This method requires two starting values that do not necessarily bracketing a root. However, when the starting values are selected to be close to a root, the proposed method converges to the root quicker than the secant method. Another advantage over all iterative methods is that; the proposed method usually converges to two distinct roots when the given function has more than one root, that is, the odd iterations of this new technique converge to a root and the even iterations converge to another root. Some numerical examples, including a sine-polynomial equation, are solved by using the proposed method and compared with results obtained by the secant method; perfect agreements are found.

Keywords: Iterative method, root-finding method, sine-polynomial equations, nonlinear equations.

Procedia APA BibTeX Chicago EndNote Harvard JSON MLA RIS XML ISO 690 PDF Downloads 1693

Authors: Ghulam Zakria, Zailin Guan , Yasser Riaz Awan, Wan Lizhi

Abstract:

There are many real world problems in which parameters like the arrival time of new jobs, failure of resources, and completion time of jobs change continuously. This paper tackles the problem of scheduling jobs with random due dates on multiple identical machines in a stochastic environment. First to assign jobs to different machine centers LPT scheduling methods have been used, after that the particular sequence of jobs to be processed on the machine have been found using simple stochastic techniques. The performance parameter under consideration has been the maximum lateness concerning the stochastic due dates which are independent and exponentially distributed. At the end a relevant problem has been solved using the techniques in the paper..

Keywords: Quantity Production Flow Shop, LPT Scheduling, Stochastic Scheduling, Maximum Lateness, Random Due Dates

Procedia APA BibTeX Chicago EndNote Harvard JSON MLA RIS XML ISO 690 PDF Downloads 1393

Authors: Xian Ming Gu, Ting Zhu Huang, Hou Biao Li

Abstract:

In this paper, getting an high-efficiency parallel algorithm to solve sparse block pentadiagonal linear systems suitable for vectors and parallel processors, stair matrices are used to construct some parallel polynomial approximate inverse preconditioners. These preconditioners are appropriate when the desired target is to maximize parallelism. Moreover, some theoretical results about these preconditioners are presented and how to construct preconditioners effectively for any nonsingular block pentadiagonal H-matrices is also described. In addition, the availability of these preconditioners is illustrated with some numerical experiments arising from two dimensional biharmonic equation.

Keywords: Parallel algorithm, Pentadiagonal matrix, Polynomial approximate inverse, Preconditioners, Stair matrix.

Procedia APA BibTeX Chicago EndNote Harvard JSON MLA RIS XML ISO 690 PDF Downloads 2239

Authors: José L. Jiménez

Abstract:

The use of technology in the classroom is an issue that is constantly evolving. Digital age students learn differently than their teachers did, so now the teacher should be constantly evolving their methods and teaching techniques to be more in touch with the student. In this paper a case study presents how were used some of these technologies by accompanying a classroom course, this in order to provide students with a different and innovative experience as their teacher usually presented the activities to develop. As students worked in the various activities, they increased their digital skills by employing unknown tools that helped them in their professional training. The twenty-first century teacher should consider the use of Information and Communication Technologies in the classroom thinking in skills that students of the digital age should possess. It also takes a brief look at the history of distance education and it is also highlighted the importance of integrating technology as part of the student's training.

Keywords: Digital tools, on-line learning, social networks, technology.

Procedia APA BibTeX Chicago EndNote Harvard JSON MLA RIS XML ISO 690 PDF Downloads 1966

Authors: MooSeop Kim, Juhan Kim, Yongje Choi

Abstract:

Recently, much research has been conducted for security for wireless sensor networks and ubiquitous computing. Security issues such as authentication and data integrity are major requirements to construct sensor network systems. Advanced Encryption Standard (AES) is considered as one of candidate algorithms for data encryption in wireless sensor networks. In this paper, we will present the hardware architecture to implement low power AES crypto module. Our low power AES crypto module has optimized architecture of data encryption unit and key schedule unit which could be applicable to wireless sensor networks. We also details low power design methods used to design our low power AES crypto module.

Keywords: Algorithm, Low Power Crypto Circuit, AES, Security.

Procedia APA BibTeX Chicago EndNote Harvard JSON MLA RIS XML ISO 690 PDF Downloads 2515

Authors: Pichayut Peerasathien, Hiroshi Nagahashi

Abstract:

Subdivision is a method to create a smooth surface from a coarse mesh by subdividing the entire mesh. The conventional ways to compute and render surfaces are inconvenient both in terms of memory and computational time as the number of meshes will increase exponentially. An adaptive subdivision is the way to reduce the computational time and memory by subdividing only certain selected areas. In this paper, a new adaptive subdivision method for triangle meshes is introduced. This method defines a new adaptive subdivision rules by considering the properties of each triangle's neighbors and is embedded in a traditional Loop's subdivision. It prevents some undesirable side effects that appear in the conventional adaptive ways. Models that were subdivided by our method are compared with other adaptive subdivision methods

Keywords: Subdivision, loop subdivision, handle cracks, smooth surface.

Procedia APA BibTeX Chicago EndNote Harvard JSON MLA RIS XML ISO 690 PDF Downloads 1652

Authors: C. Temaneh Nyah

Abstract:

The analysis of electromagnetic environment using deterministic mathematical models is characterized by the impossibility of analyzing a large number of interacting network stations with a priori unknown parameters, and this is characteristic, for example, of mobile wireless communication networks. One of the tasks of the tools used in designing, planning and optimization of mobile wireless network is to carry out simulation of electromagnetic environment based on mathematical modelling methods, including computer experiment, and to estimate its effect on radio communication devices. This paper proposes the development of a statistical model of electromagnetic environment of a mobile wireless communication network by describing the parameters and factors affecting it including the propagation channel and their statistical models.

Keywords: Electromagnetic Environment, Statistical model, Wireless communication network.

Procedia APA BibTeX Chicago EndNote Harvard JSON MLA RIS XML ISO 690 PDF Downloads 1918

Authors: Mehran Pourgholi , Amin Lotfi Eghlim

Abstract:

These Nowadays the explosion of bombs or explosive materials such as gas and oil near or inside the buildings cause some losses in installations and building components. This has made the engineers to make the buildings and their components resistance against the effects of explosion. These activities lead to provide regulations and different methods. The above regulations are mostly focused on the explosion effects resulting from the vehicles around the buildings. Therefore, the explosion resulting from the vehicles outside the buildings will be studied in this research. In the present study, the main goals are to investigate the explosion load effects on the structures located on the piles with the specific quantity of plasticity and observing the permissible response of these structures. The concentrated mass system and the spring with two degree of freedom will be used to study the structural system.

Keywords: Concrete-Framework Building, Explosion Load, piles.

Procedia APA BibTeX Chicago EndNote Harvard JSON MLA RIS XML ISO 690 PDF Downloads 1251

Authors: Daekook Kang, Wooseok Jang, Hyeonjeong Lee, Hyun Joung No

Abstract:

Technology changes have been acknowledged as a critical factor in determining competitiveness of organization. Under such environment, the right anticipation of technology change has been of huge importance in strategic planning. To monitor technology change, technology forecasting (TF) is frequently utilized. In academic perspective, TF has received great attention for a long time. However, few researches have been conducted to provide overview of the TF literature. Even though some studies deals with review of TF research, they generally focused on type and characteristics of various TF, so hardly provides information about patterns of TF research and which TF method is used in certain technology industry. Accordingly, this study profile developments in and patterns of scholarly research in TF over time. Also, this study investigates which technology industries have used certain TF method and identifies their relationships. This study will help in understanding TF research trend and their application area.

Keywords: Technology forecasting, technology industry, TF trend, technology trajectory.

Procedia APA BibTeX Chicago EndNote Harvard JSON MLA RIS XML ISO 690 PDF Downloads 2955

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.

Procedia APA BibTeX Chicago EndNote Harvard JSON MLA RIS XML ISO 690 PDF Downloads 1166

Authors: Mehran Pourgholi , Amin Lotfi Eghlim

Abstract:

Explosions may cause intensive damage to buildings and sometimes lead to total and progressive destruction. Pressures induced by explosions are one of the most destructive loads a structure may experience. While designing structures for great explosions may be expensive and impractical, engineers are looking for methods for preventing destructions resulted from explosions. A favorable structural system is a system which does not disrupt totally due to local explosion, since such structures sustain less loss in comparison with structural ones which really bear the load and suddenly disrupt. Designing and establishing vital and necessary installations in a way that it is resistant against direct hit of bomb and rocket is not practical, economical, or expedient in many cases, because the cost of construction and installation with such specifications is several times more than the total cost of the related equipment.

Keywords: Explosion Waves, explosion load, Office, Residential Buildings

Procedia APA BibTeX Chicago EndNote Harvard JSON MLA RIS XML ISO 690 PDF Downloads 1664

Authors: Mario Mastriani

Abstract:

This paper describes a novel projection algorithm, the Projection Onto Span Algorithm (POSA) for wavelet-based superresolution and removing speckle (in wavelet domain) of unknown variance from Synthetic Aperture Radar (SAR) images. Although the POSA is good as a new superresolution algorithm for image enhancement, image metrology and biometric identification, here one will use it like a tool of despeckling, being the first time that an algorithm of super-resolution is used for despeckling of SAR images. Specifically, the speckled SAR image is decomposed into wavelet subbands; POSA is applied to the high subbands, and reconstruct a SAR image from the modified detail coefficients. Experimental results demonstrate that the new method compares favorably to several other despeckling methods on test SAR images.

Keywords: Projection, speckle, superresolution, synthetic aperture radar, thresholding, wavelets.

Procedia APA BibTeX Chicago EndNote Harvard JSON MLA RIS XML ISO 690 PDF Downloads 1617

Authors: Naveen Virmani, Rajeev Saha, Rajeshwar Sahai

Abstract:

In today’s market, striving hard has become necessary for the industries to survive due to the intense competition and globalization. In earlier days, there were few sellers and limited numbers of buyers, so customers were having fewer options to buy the product. But today, the market is highly competitive and volatile. Industries are focusing on robotics, advance manufacturing methods like AJM (Abrasive Jet Machining), EDM (Electric Discharge Machining), ECM (Electrochemical Machining) etc., CAD/CAM, CAE to make quality products and market them in shortest possible time. Leagile manufacturing system is ensuring best available solution at minimum cost to meet the market demand. This paper tries to assimilate the concept of Leagile manufacturing system in today’s scenario and evaluating key factors affecting Leagile manufacturing using digraph technique.

Keywords: Agile manufacturing, digraph, lean manufacturing, leagile manufacturing.

Procedia APA BibTeX Chicago EndNote Harvard JSON MLA RIS XML ISO 690 PDF Downloads 1085

Authors: L. Sriphong, A. Chaidedgumjorn, K. Chaisuroj

Abstract:

A spectrophotometric method was developed for simultaneous quantification of pseudoephedrine hydrochloride (PSE) triprolidine hydrochloride (TRI) using second derivative method (zero-crossing technique). The second derivative amplitudes of PSE and TRI were measured at 271 and 321 nm, respectively. The calibration curves were linear in the range of 200 to 1,000 g/ml for PSE and 10 to 50 g/ml for TRI. The method was validated for specificity, accuracy, precision, limit of detection and limit of quantitation. The proposed method was applied to the assaying and dissolution of PSE and TRI in commercial tablets without any chemical separation. The results were compared with those obtained by the official USP31 method and statistical tests showed that there is no significant between the methods at 95% confidence level. The proposed method is simple, rapid and suitable for the routine quality control application. KeywordsTriprolidine, Pseudoephedrine, Derivative spectrophotometry, Dissolution testing.

Keywords: Triprolidine, Pseudoephedrine, Derivative spectrophotometry, Dissolution testing.

Procedia APA BibTeX Chicago EndNote Harvard JSON MLA RIS XML ISO 690 PDF Downloads 2251

Authors: Wei Bin Shen

Abstract:

Lou Gang world irrigation project heritage in Taihu Lake is a systematic irrigation project integrating water conservancy, ecology and culture. Through the methods of historical documents and field investigation, this paper deeply analyzes the formation history, connotation and value of Lou Gang polder system: Lou Gang heritage, describes in detail the relationship between Lou Gang polder system in Taihu Lake and the development and evolution of Huzhou City, and initially explores the protection and Utilization Strategies of Lou Gang water conservancy cultural heritage resources in Taihu Lake from the current situation.

Keywords: Lou Gang, protection strategy, urban evolution, water conservancy cultural heritage.

Procedia APA BibTeX Chicago EndNote Harvard JSON MLA RIS XML ISO 690 PDF Downloads 736

Authors: Adnan Abdul-Aziz Gutub, Manal Mohammad Fattani

Abstract:

This paper presents a new steganography approach suitable for Arabic texts. It can be classified under steganography feature coding methods. The approach hides secret information bits within the letters benefiting from their inherited points. To note the specific letters holding secret bits, the scheme considers the two features, the existence of the points in the letters and the redundant Arabic extension character. We use the pointed letters with extension to hold the secret bit 'one' and the un-pointed letters with extension to hold 'zero'. This steganography technique is found attractive to other languages having similar texts to Arabic such as Persian and Urdu.

Keywords: Arabic text, Cryptography, Feature coding, Information security, Text steganography, Text watermarking.

Procedia APA BibTeX Chicago EndNote Harvard JSON MLA RIS XML ISO 690 PDF Downloads 3504

Authors: Surat Srinoy, Werasak Kurutach, Witcha Chimphlee, Siriporn Chimphlee

Abstract:

One main drawback of intrusion detection system is the inability of detecting new attacks which do not have known signatures. In this paper we discuss an intrusion detection method that proposes independent component analysis (ICA) based feature selection heuristics and using rough fuzzy for clustering data. ICA is to separate these independent components (ICs) from the monitored variables. Rough set has to decrease the amount of data and get rid of redundancy and Fuzzy methods allow objects to belong to several clusters simultaneously, with different degrees of membership. Our approach allows us to recognize not only known attacks but also to detect activity that may be the result of a new, unknown attack. The experimental results on Knowledge Discovery and Data Mining- (KDDCup 1999) dataset.

Keywords: Network security, intrusion detection, rough set, ICA, anomaly detection, independent component analysis, rough fuzzy .

Procedia APA BibTeX Chicago EndNote Harvard JSON MLA RIS XML ISO 690 PDF Downloads 1955

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

Abstract:

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.

Procedia APA BibTeX Chicago EndNote Harvard JSON MLA RIS XML ISO 690 PDF Downloads 1624

Authors: Anita Kéri

Abstract:

With the outbreak of the global pandemic of COVID-19, online education characterizes today’s higher education. For some higher education institutions (HEIs), the shift from classroom education to online solutions was swift and smooth, and students are continuously asked about their experience regarding online education. Therefore, there is a growing emphasis on student satisfaction with online education, a field that had emerged previously, but has become the center of higher education and research interest today. The aim of the current paper is to give a brief overview of the tools used in the online education of marketing-related classes at the examined university and to investigate student satisfaction with the applied teaching methodologies with the tool of a questionnaire. Results show that students are most satisfied with their teachers’ competences and preparedness, while they are least satisfied with online class quality, where it seems that further steps are needed to be taken.

Keywords: Online teaching, pandemic, satisfaction, students.

Procedia APA BibTeX Chicago EndNote Harvard JSON MLA RIS XML ISO 690 PDF Downloads 721

Authors: Johan Fredin, Anders Jönsson

Abstract:

Abrasive waterjet cutting (AWJ) is a highly efficient method for cutting almost any type of material. When holes shall be cut the waterjet first needs to pierce the material.This paper presents a vast experimental analysis of piercing parameters effect on piercing time. Results from experimentation on feed rates, work piece thicknesses, abrasive flow rates, standoff distances and water pressure are also presented as well as studies on three methods for dynamic piercing. It is shown that a large amount of time and resources can be saved by choosing the piercing parameters in a correct way. The large number of experiments puts demands on the experimental setup. An automated experimental setup including piercing detection is presented to enable large series of experiments to be carried out efficiently.

Keywords: Waterjet cutting, Piercing, Experimentation

Procedia APA BibTeX Chicago EndNote Harvard JSON MLA RIS XML ISO 690 PDF Downloads 2447

Authors: Marcos Devaner, Marcela Alves, Cledson Braga, Fabiano Alves, Wilton Bezerra

Abstract:

This article discusses the inclusion of people with disabilities in the process of testing an accessible system solution for distance education. The accessible system, team profile, methodologies and techniques covered in the testing process are presented. The testing process shown in this paper was designed from the experience with user. The testing process emerged from lessons learned from past experiences and the end user is present at all stages of the tests. Also, lessons learned are reported and how it was possible the maturing of the team and the methods resulting in a simple, productive and effective process.

Keywords: Experience report, accessible systems, software testing, testing process, systems, e-learning.

Procedia APA BibTeX Chicago EndNote Harvard JSON MLA RIS XML ISO 690 PDF Downloads 1312

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

Abstract:

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.

Procedia APA BibTeX Chicago EndNote Harvard JSON MLA RIS XML ISO 690 PDF Downloads 1693

Authors: Hassan Baghgar Bostan Abad, Ali Yazdian Varjani, Taheri Asghar

Abstract:

Variable speed drives are growing and varying. Drives expanse depend on progress in different part of science like power system, microelectronic, control methods, and so on. Artificial intelligent contains hard computation and soft computation. Artificial intelligent has found high application in most nonlinear systems same as motors drive. Because it has intelligence like human but there are no sentimental against human like angriness and.... Artificial intelligent is used for various points like approximation, control, and monitoring. Because artificial intelligent techniques can use as controller for any system without requirement to system mathematical model, it has been used in electrical drive control. With this manner, efficiency and reliability of drives increase and volume, weight and cost of them decrease.

Keywords: Artificial intelligent, electrical motor, intelligent drive and control,

Procedia APA BibTeX Chicago EndNote Harvard JSON MLA RIS XML ISO 690 PDF Downloads 2484

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.

Procedia APA BibTeX Chicago EndNote Harvard JSON MLA RIS XML ISO 690 PDF Downloads 3651