Search results for: Employability Skills
Commenced in January 2007
Frequency: Monthly
Edition: International
Paper Count: 517

Search results for: Employability Skills

307 On the Constructivist Teaching of Extensive Reading for English Majors

Authors: Haiyan Wang

Abstract:

Constructivism, the latest teaching and learning theory in western countries which is based on the premise that cognition (learning) is the result of "mental construction", lays emphasis on the learner's active learning. Guided by constructivism, this thesis discusses the teaching plan and its application in extensive reading course. In extensive reading classroom, emphasis should be laid on the activation of students' prior knowledge, grasping the skills of fast reading and the combination of reading and writing to check extracurricular reading. With three factors supplementing each other, students' English reading ability can be improved effectively.

Keywords: Constructivism, extensive reading, constructivist teaching.

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306 Motor Coordination and Body Mass Index in Primary School Children

Authors: Ingrid Ruzbarska, Martin Zvonar, Piotr Oleśniewicz, Julita Markiewicz-Patkowska, Krzysztof Widawski, Daniel Puciato

Abstract:

Obese children will probably become obese adults, consequently exposed to an increased risk of comorbidity and premature mortality. Body weight may be indirectly determined by continuous development of coordination and motor skills. The level of motor skills and abilities is an important factor that promotes physical activity since early childhood. The aim of the study is to thoroughly understand the internal relations between motor coordination abilities and the somatic development of prepubertal children and to determine the effect of excess body weight on motor coordination by comparing the motor ability levels of children with different body mass index (BMI) values. The data were collected from 436 children aged 7–10 years, without health limitations, fully participating in school physical education classes. Body height was measured with portable stadiometers (Harpenden, Holtain Ltd.), and body mass—with a digital scale (HN-286, Omron). Motor coordination was evaluated with the Kiphard-Schilling body coordination test, Körperkoordinationstest für Kinder. The normality test by Shapiro-Wilk was used to verify the data distribution. The correlation analysis revealed a statistically significant negative association between the dynamic balance and BMI, as well as between the motor quotient and BMI (p<0.01) for both boys and girls. The results showed no effect of gender on the difference in the observed trends. The analysis of variance proved statistically significant differences between normal weight children and their overweight or obese counterparts. Coordination abilities probably play an important role in preventing or moderating the negative trajectory leading to childhood overweight and obesity. At this age, the development of coordination abilities should become a key strategy, targeted at long-term prevention of obesity and the promotion of an active lifestyle in adulthood. Motor performance is essential for implementing a healthy lifestyle in childhood already. Physical inactivity apparently results in motor deficits and a sedentary lifestyle in children, which may be accompanied by excess energy intake and overweight.

Keywords: Childhood, KTK test, Physical education, Psychomotor competence.

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305 Impacts of E-learning in Nursing Education: In the Light of Recent Studies

Authors: A.Ö. İlkay, C.O. Zeynep

Abstract:

Information and Communication Technologies (ICT) has changed our life and learn. ICT bares doors to new innovative methods to deliver education. E-learning is a part of ICT and has been endorsed as a tool for developing “21st century skills” in higher education. The aim of this review is to establish the impacts of e-learning in undergraduate nursing education. A systematic literature review was conducted to assess the impacts of e-learning in nursing education by using Akdeniz University electronic databases. According to results, we can decelerate that the nursing faculties cannot treat e-learning methods as a single tool. E-learning should be used with a good understanding of learners’ needs.

Keywords: E-learning, nursing education, systematic literature review.

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304 Promoting Non-Formal Learning Mobility in the Field of Youth

Authors: Juha Kettunen

Abstract:

The purpose of this study is to develop a framework for the assessment of research and development projects. The assessment map is developed in this study based on the strategy map of the balanced scorecard approach. The assessment map is applied in a project that aims to reduce the inequality and risk of exclusion of young people from disadvantaged social groups. The assessment map denotes that not only funding but also necessary skills and qualifications should be carefully assessed in the implementation of the project plans so as to achieve the objectives of projects and the desired impact. The results of this study are useful for those who want to develop the implementation of the Erasmus+ Programme and the project teams of research and development projects.

Keywords: Non-formal learning, youth work, social inclusion, innovation.

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303 The AI Application and Talent Demand of Taiwan High-Tech Manufacturing Industry

Authors: Shi-Yu Lu, Chung-Han Yeh, Li-Ping Chen, Yu-Cheng Chang

Abstract:

This paper uses both quantitative and qualitative approaches to survey the current status of AI-related applications and the structure of key AI jobs in Taiwan's high-tech manufacturing industry, as well as the demand for professional AI talents, skills, and training. The result shows that AI applications and talent demand vary from different industries in many aspects, including technologies used, talent structure, and training methods. This paper serves as a reference for the government to establish appropriate talent training programs, and to reduce the demand gap for professional AI talents in Taiwan manufacturers.

Keywords: Artificial intelligence, manufacturing, talent, training.

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302 Teaching Students Collaborative Requirements Engineering: Case Study of Red:Wire

Authors: Dagmar Monett, Sven-Erik Kujat, Marvin Hartmann

Abstract:

This paper discusses the use of a template-based approach for documenting high-quality requirements as part of course projects in an undergraduate Software Engineering course. In order to ease some of the Requirements Engineering activities that are performed when defining requirements by using the template, a new CASE tool, RED:WIRE, was first developed and later tested by students attending the course. Two questionnaires were conceived around a study that aims to analyze the new tool’s learnability as well as other obtained results concerning its usability in particular and the Requirements Engineering skills developed by the students in general.

Keywords: CASE tool, collaborative learning, requirements engineering, undergraduate teaching.

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301 Royal Mound “Baygetobe“ from the Burial Ground Shilikty

Authors: Abdesh Toleubayev, Rinat Zhumatayev, Kulzhazira Toleubayeva

Abstract:

Mounds are one of the most valuable sources of information on various aspects of life, household skills, rituals and beliefs of the ancient peoples of Kazakhstan. Moreover, the objects associated with the cult of the burial of the dead are the most informative, and often the only source of knowledge about past eras. The present study is devoted to some results of the excavations carried out on the mound "Baygetobe" of Shilikti burial ground. The purpose of the work is associated with certain categories of grave goods and reading "Fine Text" of Shilikti graves, whose structure is the same for burials of nobles and ordinary graves. The safety of a royal burial mounds, the integrity and completeness of the source are of particular value for studying.

Keywords: Animal style, barrow, Baygetobe, dromos, Shilikty.

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300 Thai Prosody Problems with First Year Students

Authors: Jiraporn Adchariyaprasit

Abstract:

Thai language is difficult in all four language skills, especially reading. The first year students may have different abilities in reading, so a teacher is required to find out a student’s reading level so that the teacher can help and support them till they can develop and resolve each problem themselves. This research is aimed to study the prosody problem among Thai students and will be focused on first year Thai students in the second semester. A total of 58 students were involved in this study. Four obstacles were found: 1. Interpretation from what they read and write 2. Incorrectness Pronunciation of Prosody 3. Incorrectness in Rhythm of the Poem 4. Incorrectness of the Thai Poem Pronunciation

Keywords: Interpretation, Pronunciation, Prosody, Reading.

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299 Co-Creational Model for Blended Learning in a Flipped Classroom Environment Focusing on the Combination of Coding and Drone-Building

Authors: A. Schuchter, M. Promegger

Abstract:

The outbreak of the COVID-19 pandemic has shown us that online education is so much more than just a cool feature for teachers – it is an essential part of modern teaching. In online math teaching, it is common to use tools to share screens, compute and calculate mathematical examples, while the students can watch the process. On the other hand, flipped classroom models are on the rise, with their focus on how students can gather knowledge by watching videos and on the teacher’s use of technological tools for information transfer. This paper proposes a co-educational teaching approach for coding and engineering subjects with the help of drone-building to spark interest in technology and create a platform for knowledge transfer. The project combines aspects from mathematics (matrices, vectors, shaders, trigonometry), physics (force, pressure and rotation) and coding (computational thinking, block-based programming, JavaScript and Python) and makes use of collaborative-shared 3D Modeling with clara.io, where students create mathematics knowhow. The instructor follows a problem-based learning approach and encourages their students to find solutions in their own time and in their own way, which will help them develop new skills intuitively and boost logically structured thinking. The collaborative aspect of working in groups will help the students develop communication skills as well as structural and computational thinking. Students are not just listeners as in traditional classroom settings, but play an active part in creating content together by compiling a Handbook of Knowledge (called “open book”) with examples and solutions. Before students start calculating, they have to write down all their ideas and working steps in full sentences so other students can easily follow their train of thought. Therefore, students will learn to formulate goals, solve problems, and create a ready-to use product with the help of “reverse engineering”, cross-referencing and creative thinking. The work on drones gives the students the opportunity to create a real-life application with a practical purpose, while going through all stages of product development.

Keywords: Flipped classroom, co-creational education, coding, making, drones, co-education, ARCS-model, problem-based learning.

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298 Active Learning in Computer Exercises on Electronics

Authors: Zoja Raud, Valery Vodovozov

Abstract:

Modelling and simulation provide effective way to acquire engineering experience. An active approach to modelling and simulation proposed in the paper involves, beside the compulsory part directed by the traditional step-by-step instructions, the new optional part basing on the human’s habits to design thus stimulating the efforts towards success in active learning. Computer exercises as a part of engineering curriculum incorporate a set of effective activities. In addition to the knowledge acquired in theoretical training, the described educational arrangement helps to develop problem solutions, computation skills, and experimentation performance along with enhancement of practical experience and qualification.

Keywords: Modelling, simulation, engineering education, electronics, active learning.

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297 Teaching Speaking Skills to Adult English Language Learners through ALM

Authors: Wichuda Kunnu, Aungkana Sukwises

Abstract:

Audio-lingual Method (ALM) is a teaching approach that is claimed that ineffective for teaching second/foreign languages. Because some linguists and second/foreign language teachers believe that ALM is a rote learning style. However, this study is done on a belief that ALM will be able to solve Thais’ English speaking problem. This paper aims to report the findings on teaching English speaking to adult learners with an “adapted ALM”, one distinction of which is to use Thai as the medium language of instruction. The participants are consisted of 9 adult learners. They were allowed to speak English more freely using both the materials presented in the class and their background knowledge of English. At the end of the course, they spoke English more fluently, more confidently, to the extent that they applied what they learnt both in and outside the class.

Keywords: Teaching English, Audio Lingual Method.

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296 Project Management and Software Development Processes: Integrating PMBOK and OPEN

Authors: Maurício Covolan Rosito, Daniel Antonio Callegari, Ricardo Melo Bastos

Abstract:

Software organizations are constantly looking for better solutions when designing and using well-defined software processes for the development of their products and services. However, while the technical aspects are virtually easier to arrange, many software development processes lack more support on project management issues. When adopting such processes, an organization needs to apply good project management skills along with technical views provided by those models. This research proposes the definition of a new model that integrates the concepts of PMBOK and those available on the OPEN metamodel, helping not only process integration but also building the steps towards a more comprehensive and automatable model.

Keywords: OPEN metamodel, PMBOK metamodel, Project Management, Software Process

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295 Effect of Organizational Resources on Improving Independency of People with Severe Disabilities: Vocational Rehabilitation Facilities in South Korea

Authors: Soungwan Kim

Abstract:

This paper discusses an analysis of how the characteristics of resources at vocational rehabilitation facilities for the disabled affect the improvement of independency skills among people with severe disabilities. The analysis results indicate that more internal financial resources and more connections to local communities among network resources had greater effects on improving the independency of people with severe disabilities. Based on this result, this paper presents strategies for mobilizing resources to improve the independency of people with severe disabilities at vocational rehabilitation facilities.

Keywords: Vocational rehabilitation facility for people with disabilities, types of resources, independency, network resources.

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294 Evaluation of Cognitive Benefits among Differently Abled Subjects with Video Game as Intervention

Authors: H. Nagendra, Vinod Kumar, S. Mukherjee

Abstract:

In this study, the potential benefits of playing action video game among congenitally deaf and dumb subjects is reported in terms of EEG ratio indices. The frontal and occipital lobes are associated with development of motor skills, cognition, and visual information processing and color recognition. The sixteen hours of First-Person shooter action video game play resulted in the increase of the ratios β/(α+θ) and β/θ in frontal and occipital lobes. This can be attributed to the enhancement of certain aspect of cognition among deaf and dumb subjects.

Keywords: Cognitive enhancement, video games, EEG band powers, Deaf and Dumb subjects.

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293 Entrepreneurship Game: Digital 'Catur Bistari'

Authors: A.A. Amran, S. R. M. Shukri, S. M. Taib

Abstract:

The role of entrepreneurs in generating the economy is very important. Thus, nurturing entrepreneurship skills among society is very crucial and should start from the early age. One of the methods is to teach through game such as board game. Game provides a fun and interactive platform for players to learn and play. Besides that as today-s world is moving towards Islamic approach in terms of finance, banking and entertainment but Islamic based game is still hard to find in the market especially games on entrepreneurship. Therefore, there is a gap in this segment that can be filled by learning entrepreneurship through game. The objective of this paper is to develop an entrepreneurship digital-based game entitled “Catur Bistari" that is based on Islamic business approach. Knowledge and skill of entrepreneurship and Islamic business approach will be learned through the tasks that are incorporated inside the game.

Keywords: Board game, educational game, entrepreneurship, Islamic finance and simulation.

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292 An Empirical Analysis of the Board Composition Concerning Logistics Competencies

Authors: Ingrid Göpfert, Michael Stephan, Wanja Wellbrock, Malte Ackermann

Abstract:

Empirical insights into the implementation of logistics competencies at the top management level are scarce. This paper addresses this issue with an explorative approach which is based on a dataset of 872 observations in the years 2000, 2004 and 2008 using quantitative content analysis from annual reports of the 500 publicly listed firms with the highest global research and development expenditures according to the British Department for Business Innovation and Skills. We find that logistics competencies are more pronounced in Asian companies than in their European or American counterparts. On an industrial level the results are quite mixed. Using partial point-biserial correlations we show that logistics competencies are positively related to financial performance.

Keywords: Logistics, supply chain management, content analysis, executive boards, multinational corporations.

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291 Facebook Lessons for E-Business Startups

Authors: Linda, Sau-ling LAI

Abstract:

This paper addresses the fundamental requirements for starting an online business. It covers the process of ideation, conceptualization, formulation, and implementation of new venture ideas on the Web. Using Facebook as an illustrative example, we learn how to turn an idea into a successful electronic business and to execute a business plan with IT skills, management expertise, a good entrepreneurial attitude, and an understanding of Internet culture. The personality traits and characteristics of a successful e-commerce entrepreneur are discussed with reference to Facebook-s founder, Mark Zuckerberg. Facebook is a social and e-commerce success. It provides a trusted environment of which participants can conduct business with social experience. People are able to discuss products before, during the after the sale within the Facebook environment. The paper also highlights the challenges and opportunities for e-commerce entrepreneurial startups to go public and of entering the China market.

Keywords: F-Commerce, Entrepreneur, Startup, E-Commerce

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290 Proposed Program for Developing Some Concepts for Nursery School Children in Egypt Using Artistic Activities

Authors: Ebtehag Tolba

Abstract:

The study presents a proposed program for nursery school children in Egypt. The program consists of a collection of artistic activities and aims to develop the language, mathematical, and artistic skills of preschool children. Furthermore, the researcher has presented a questionnaire to experts about the link between the target group and the content. Finally, the proposed program was applied to group of 30 children. In addition, the researcher has prepared another questionnaire for measuring the effect of the program. This questionnaire was used as a pre-test and post-test, and at the end of the study, a significant difference was determined in favour of the post-test results.

Keywords: Developing, concepts, nursery, children, artistic activities.

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289 Contingent Pay and Experience with its use by Organizations of the Czech Republic Operating in the Field of Environmental Protection

Authors: Petra Horváthová, Marcela Davidová, Miroslava Bendová

Abstract:

One part of the total employee-s reward is apart from basic wages or salary, employee-s benefits and intangible elements also so called contingent (variable) pay. Contingent pay is connected to performance, contribution, capcompetency or skills of individual employees, and to team-s or company-wide performance or to combination of few of the mentioned possibilities. Main aim of this article is to define, based on available information, contingent pay, describe reasons for its implementation and arguments for and against this type of remuneration, but also bring information not only about its extent and level of utilization by organizations of the Czech Republic operating in the field of environmental protection, but also mention their practical experience with this type of remuneration.

Keywords: Contingent pay, environmental protection, experience in using, organizations of the Czech Republic.

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288 Developing Artistic Concepts for Kindergarten Children in Egypt Using Graphic Activities

Authors: Mona Yacoub, Ahmed Amin Mousa

Abstract:

The current work presents a program for children in Egypt. This program involved a collection of artistic activities that purposes to improve some language, artistic skills of kindergarten children. The researchers have prepared a questionnaire for the link between the target group and the content. The questionnaire has been presented to experts for adjudicating. The program was applied to a group of 30 children. Another questionnaire has been prepared by the researchers for measuring the activities’ effect on the children. The second questionnaire was considered as the pre-test and post-test. Finally, after applying the activities and the questionnaire, the researchers detected a significant difference in favor of the post-test results.

Keywords: Developing, concepts, kindergarten, children, graphic activities.

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287 Unified Structured Process for Health Analytics

Authors: Supunmali Ahangama, Danny Chiang Choon Poo

Abstract:

Health analytics (HA) is used in healthcare systems for effective decision making, management and planning of healthcare and related activities. However, user resistances, unique position of medical data content and structure (including heterogeneous and unstructured data) and impromptu HA projects have held up the progress in HA applications. Notably, the accuracy of outcomes depends on the skills and the domain knowledge of the data analyst working on the healthcare data. Success of HA depends on having a sound process model, effective project management and availability of supporting tools. Thus, to overcome these challenges through an effective process model, we propose a HA process model with features from rational unified process (RUP) model and agile methodology.

Keywords: Agile methodology, health analytics, unified process model, UML.

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286 Self-Reliant and Auto-Directed Learning: Modes, Elements, Fields and Scopes

Authors: H. Mashhady, B. Lotfi, M. Doosti, M. Fatollahi

Abstract:

An exploration of the related literature reveals that all instruction methods aim at training autonomous learners. After the turn of second language pedagogy toward learner-oriented strategies, learners’ needs were more focused. Yet; the historical, social and political aspects of learning were still neglected. The present study investigates the notion of autonomous learning and explains its various facets from a pedagogical point of view. Furthermore; different elements, fields and scopes of autonomous learning will be explored. After exploring different aspects of autonomy, it is postulated that liberatory autonomy is highlighted since it not only covers social autonomy but also reveals learners’ capabilities and human potentials. It is also recommended that learners consider different elements of autonomy such as motivation, knowledge, confidence, and skills.

Keywords: Critical pedagogy, social autonomy, academic learning, cultural notions.

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285 Online Learning: Custom Design to Promote Learning for Multiple Disciplines

Authors: S. Silverstone, J. Phadungtin

Abstract:

Today-s Wi Fi generation utilize the latest technology in their daily lives. Instructors at National University, the second largest non profit private institution of higher learning in California, are incorporating these new tools to modify their Online class formats to better accommodate these new skills in their distance education delivery modes. The University provides accelerated learning in a one-course per month format both Onsite and Online. Since there has been such a significant increase in Online classes over the past three years, and it is expected to grow even more over the over the next five years, Instructors cannot afford to maintain the status quo and not take advantage of these new options. It is at the discretion of the instructors which accessory they use and how comfortable and familiar they are with the technology. This paper explores the effects and summarizes students- comments of some of these new technological options which have been recently provided in order to make students- online learning experience more exciting and meaningful.

Keywords: Asynchronous chats, synchronous learning, VoIP.

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284 Quality Assurance and Effectiveness in Kurdistan Higher Education: The Reform Process

Authors: Selar Othman Ali

Abstract:

Implementing quality assurance in higher education establishments is the main focus of the reform process currently undertaken by the Ministry of Higher Education and Scientific Research in the Kurdistan Region of Iraq. The reform agenda has involved attempts to improve academic quality and management processes in universities, technical institutions and colleges. The central challenge for the reform process is to produce change in higher education in a region where administration is described as centralized and bureaucratic. To make these changes, there should be a well-designed plans and follow up processes in order to monitor progress and develop responses to obstacles. Lack of skills, resources, political dilemmas, poor motivation, and readiness to face the consequences of change are factors which will determine the success of the reform process.

Keywords: Higher Education, Kurdistan-Iraq, Quality Assurance

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283 Using Heuristic Rules from Sentence Decomposition of Experts- Summaries to Detect Students- Summarizing Strategies

Authors: Norisma Idris, Sapiyan Baba, Rukaini Abdullah

Abstract:

Summarizing skills have been introduced to English syllabus in secondary school in Malaysia to evaluate student-s comprehension for a given text where it requires students to employ several strategies to produce the summary. This paper reports on our effort to develop a computer-based summarization assessment system that detects the strategies used by the students in producing their summaries. Sentence decomposition of expert-written summaries is used to analyze how experts produce their summary sentences. From the analysis, we identified seven summarizing strategies and their rules which are then transformed into a set of heuristic rules on how to determine the summarizing strategies. We developed an algorithm based on the heuristic rules and performed some experiments to evaluate and support the technique proposed.

Keywords: Summarizing strategies, heuristic rules, sentencedecomposition.

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282 From Mother Tongue Education to Multilingual Higher Education

Authors: Mario R. Acevedo Amaya, Fernanda M. Martinez Reyes

Abstract:

Through the time, the higher education has changed the learning system since mother tongue to bilingual, and in this new century has been coming develop a multilingual education. All as part of globalization process of the countries and the education. Nevertheless, this change only has been effectively in countries of the first world, the rest have been lagging. Therefore, these countries require strengthen their higher education systems through models that give way to multilingual and bilingual education. In this way, shows a new model adapted from a systemic form to allow a higher bilingual and multilingual education in Latin America. This systematization aims to increase the skills and competencies student’s, decrease the time learning of a second tongue, add to multilingualism in the American Latin Universities, also, contribute to position the region´s countries in a better global status, and stimulate the development of new research in this area.

Keywords: Bilingual Education, Higher Education, Multilingual Education, Multilingual Education Model

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281 The Management of Media Literacy Development for Thai Students

Authors: Supranee Wattanasin

Abstract:

The purpose of this research was to enhance student’s media literacy. The process was divided into 4 periods: the first phase was to hold the meeting for 100 representatives from various institutions in Thailand; the second phase allowed them to design activities to be used in their institutions; the third implemented activities to reach other target groups; and the last phase was to summarize results. It was found that the participants had clear understanding on media literacy. They knew well about the media. In other words, they knew the difference between creative media and bad ones. Students could use analytical process when searching for information. Thus, the project enabled the students to use analytical thinking skills in designing new activities. Therefore, they could creatively integrate Thai folk song with short movies and cartoons. To increase students’ media literacy, there should be chances for them to gain first-hand experience.

Keywords: Management, development, media literacy, Thai students.

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280 The Relevance of Sustainability Skills for International Students

Authors: Mary Panko, Rashika Sharma

Abstract:

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

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

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279 Information Needs and Information Usage of the Older Person Club’s Members in Bangkok

Authors: Siriporn Poolsuwan

Abstract:

This research aims to explore the information needs, information usages, and problems of information usage of the older people club’s members in Dusit district, Bangkok. There are 12 clubs and 746 club’s members in this district. The research results use for older person service in this district. Data is gathered from 252 club’s members by using questionnaires. The quantitative approach uses in research by percentage, means and standard deviation. The results are as follows (1) The older people need Information for entertainment, occupation and academic in the field of short story, computer work, and religion and morality. (2) The participants use Information from various sources. (3) The Problem of information usage is their language skills because of the older people’s literacy problem.

Keywords: Information Behavior, Older Person, Information Seeking.

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278 Characteristics of Successful Sales Interaction in B2B Sales Meetings

Authors: A. Alamäki, T. Kaski

Abstract:

The value co-creation has gained much attention in sales research, but less is known about how salespeople and customers interact in the authentic business to business (B2B) sales meetings. The study presented in this paper empirically contributes to existing research by presenting authentic B2B sales meetings that were video recorded and analyzed using observation and qualitative content analysis methods. This paper aims to study key elements of successful sales interactions between salespeople and customers/ buyers. This study points out that salespeople are selling value rather than the products or services themselves, which are only enablers in realizing business benefits. Therefore, our findings suggest that promoting and easing open discourse is an essential part of a successful sales encounter. A better understanding of how salespeople and customers successfully interact would help salespeople to develop their interpersonal sales skills.

Keywords: Personal selling, Relationship, Sales Management, Value Co-Creation.

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