Search results for: Sales Promotion

Authors: Kazeem Oluwakemi Oseni, Kate Dingley

Abstract:

e-Service has moved from the usual manual and traditional way of rendering services to electronic service provision for the public and there are several reasons for implementing these services, Airline ticketing have gone from its manual traditional way to an intelligent web-driven service of purchasing. Many companies have seen their profits doubled through the use of online services in their operation and a typical example is Hewlett Packard (HP) which is rapidly transforming their after sales business into a profit generating e-service business unit. This paper will examine the various challenges confronting e- Service adoption and implementation in Nigeria and also analyse lessons learnt from e-Service adoption and implementation in Asia to see how it could be useful in Nigeria which is a lower middle income country. From the analysis of the online survey data, it has been identified that the public in Nigeria are much aware of e-Services but successful adoption and implementation have been the problems faced.

Keywords: Adoption, Asia, e-Government Service, Implementation, Nigeria.

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Authors: Pia I. Hautamäki

Abstract:

Selling has changed. Selling has taken on aspects of relationship marketing and sales force play a critical role in developing long-term relationships between buyers and sellers which is seen to serve the company’s targets and create success for a long run. The purpose of this study was to examine what really matters in buyer-seller encounters and determine what expectations business buyers have. We studied 17 business buyers by a qualitative interview. We found that buyers appreciate encounters where the salesperson face the buyer as a way he or she is as a person, map the real needs to improve buyers’ business and build up cooperation for long-term relationship. This study show that personality matters are a key elements when satisfying business buyers’ expectations.

Keywords: Business-to-Business, Business buyer-seller encounters, Business buyer, Expectations, Perceived similarity, Personal selling, Personality types.

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Authors: Reza Fazeli, Vitor Leal, Jorge Pinho de Sousa

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Planning the transition period for the adoption of alternative fuel-technology powertrains is a challenging task that requires sophisticated analysis tools. In this study, a system dynamic approach was applied to analyze the bi-directional interaction between the development of the refueling station network and vehicle sales. Besides, the developed model was used to estimate the transition cost to reach a predefined target (share of alternative fuel vehicles) in different scenarios. Several scenarios have been analyzed to investigate the effectiveness and cost of incentives on the initial price of vehicles, and on the evolution of fuel and refueling stations. Obtained results show that a combined set of incentives will be more effective than just a single specific type of incentives.

Keywords: adoption of Alternative Fuel Vehicles, System Dynamic Analysis, Plug-in Hybrid Vehicles

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Authors: S. Habte, K. Ouazzane, P. Patel, S. Patel

Abstract:

The dynamic and highly competitive nature of the consumer electronics retail industry means that businesses in this industry are experiencing different decision making challenges in relation to pricing, inventory control, consumer satisfaction and product offerings. To overcome the challenges facing retailers and create opportunities, we propose a generic data warehousing solution which can be applied to a wide range of consumer electronics retailers with a minimum configuration. The solution includes a dimensional data model, a template SQL script, a high level architectural descriptions, ETL tool developed using C#, a set of APIs, and data access tools. It has been successfully applied by ASK Outlets Ltd UK resulting in improved productivity and enhanced sales growth.

Keywords: Consumer electronics retail, dimensional data model, data analysis, generic data warehousing, reporting.

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Authors: Marconi Freitas-da-Costa, Watsan C. Silva, Thaís S. Paula, Débora O. Silva, Maria G. Vieira

Abstract:

Today the social marketing was constituted as a tool of significant value in what he refers to the promotion of changes of behaviors, attitudes end practices. With the objective of analyzing the benefits that the social marketing can bring for the organizations that use it the research was of the exploratory and descriptive. In the present study the comparative method was used, through a qualitative approach, to analyze the activities developed by three institutions: the Recovery Center Rosa de Saron, the House of Recovery for addicts and Teen Challenge Institute Children's Cancer of the Wasteland (ICIA), kindred of pointing out the benefits of the social marketing in organizations that don-t seek the profit.

Keywords: Social marketing, organizations of the third section, social changes

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Authors: Wang Bo , Guo Zheng , Wang Peng , Shan Shangqiu , Hou Zhongxi

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This paper investigates the aerodynamic characters of a model ducted fan system, analyses the basic principle of the effect of thrust promotion and torque reduction, discovers the relationship between the revolutions per minute(RPM) of the fan and the characters of thrust, as well as system torque. Firstly a model ducted fan has been designed and manufactured according to the specific structure of flow field, then CFD simulation has been carried out to analyze such aerodynamics, finally bench tests have been used to validate the simulation results and system configuration.

Keywords: ducted fan, free vortex flow, stator blade, screw torque, thrust increase

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Authors: Toshihiko Sasama, Takao Kawamura, Kazunori Sugahara

Abstract:

Nowadays, new home appliances and office appliances have been developed that communicate with users through the Internet, for remote monitor and remote control. However, developments and sales of these new appliances are just started, then, many products in our houses and offices do not have these useful functions. In few years, we add these new functions to the outlet, it means multifunctional electrical power socket plug adapter. The outlet measure power consumption of connecting appliances, and it can switch power supply to connecting appliances, too. Using this outlet, power supply of old appliances can be control and monitor. And we developed the interface system using web browser to operate it from users[1]. But, this system need to set up LAN cables between outlets and so on. It is not convenience that cables around rooms. In this paper, we develop the system that use wireless mobile ad hoc network instead of wired LAN to communicate with the outlets.

Keywords: outlet, remote monitor, mobile ad hoc network, zigbee.

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Authors: Christopher Reichstein, Ralf-Christian Härting, Martina Häußler

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With a continuously increasing speed of information exchange on the World Wide Web, retailers in the E-Commerce sector are faced with immense possibilities regarding different online purchase processes like dynamic price settings. By use of Dynamic Pricing, retailers are able to set short time price changes in order to optimize producer surplus. The empirical research illustrates the basics of Dynamic Pricing and identifies six influencing factors of Dynamic Pricing. The results of a structural equation modeling approach show five main drivers increasing the potential of dynamic price settings in the E-Commerce. Influencing factors are the knowledge of customers’ individual willingness to pay, rising sales, the possibility of customization, the data volume and the information about competitors’ pricing strategy.

Keywords: E-commerce, empirical research, experts, Dynamic Pricing (DP), influencing factors, potentials.

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Authors: Daniel C. S. Lim, Eric Y. M. Yeo, W. Y. Tan

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This paper presents an overview of how calcium interacts with the various essential nutrients within an environment of cellular and hormonal interactions for the purpose of increasing bioavailability to the human body. One example of such interactions can be illustrated with calcium homeostasis. This paper gives an in-depth discussion on the possible interactive permutations with various nutrients and factors leading to the promotion of calcium bioavailability to the body. The review hopes to provide further insights into how calcium supplement formulations can be improved to better influence its bioavailability in the human body.

Keywords: Bioavailability, environment of cellular and hormonal interactions, combinative nutrition, nutrient synergy.

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Authors: Michiko Miyamoto

Abstract:

This paper empirically investigates whether information technology (IT) strategies, business strategies, and divisions are aligned to meet overall business goals for Korean Small and medium-sized enterprises (SMEs), based on structure based Strategic Alignment Model, and make comparison with those of Japanese SMEs. Using 2,869 valid responses of Korean Human Capital Corporate Panel survey, a result of this study suggests that Korean human resources (HR) departments have a major influence over IT strategy, which is the same as Japanese SMEs, even though their management styles are quite different. As for IT strategy, it is not related to other departments at all for Korean SMEs. The Korean management seems to possess a great power over each division, such as Sales/Service, Research and Development/Technical Experts, HR, and Production.

Keywords: IT-business alignment, structured based strategic alignment model, structural equation model, human resources department.

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Authors: Khashayar Kashani Jou

Abstract:

Walking as a type of non-motorized transportation has various social, economical and environmental privileges. Also, today different aspects of sustainable development have been emphasized and promotion of sustainable transportation modes has been considered according to this approach. Therefore, the objective of this research is exploring the circumstance of relationship between walking and sustainable urban transportation.For writing this article, the most important resources related to the traits of walking have been surveyed via a documentary method and after explaining the concept of sustainable transportation and its indicators, benefiting from the viewpoints of transportation experts of Tehran, as the capital and greatest city of Iran, different modes of urban transportation have been compared in proportion to each criterion and to each other and have been analyzed according to AHP method. The results of this study indicate that walking is the most sustainable mode of inner city transportation.

Keywords: Walking, Non-motorized transportation, Sustainable transportation, AHP

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Authors: Shigeaki Sakurai, Ken Ueno, Ryohei Orihara

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This paper proposes a method that discovers time series event patterns from textual data with time information. The patterns are composed of sequences of events and each event is extracted from the textual data, where an event is characteristic content included in the textual data such as a company name, an action, and an impression of a customer. The method introduces 7 types of time constraints based on the analysis of the textual data. The method also evaluates these constraints when the frequency of a time series event pattern is calculated. We can flexibly define the time constraints for interesting combinations of events and can discover valid time series event patterns which satisfy these conditions. The paper applies the method to daily business reports collected by a sales force automation system and verifies its effectiveness through numerical experiments.

Keywords: Text mining, sequential mining, time constraints, daily business reports.

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Authors: Michael Torggler

Abstract:

Modern information and communication technologies offer a variety of support options for the efficient handling of customer relationships. CRM systems have been developed, which are designed to support the processes in the areas of marketing, sales and service. Along with technological progress, CRM systems are constantly changing, i.e. the systems are continually enhanced by new functions. However, not all functions are suitable for every company because of different frameworks and business processes. In this context the question arises whether or not CRM systems are widely used in Austrian companies and which business processes are most frequently supported by CRM systems. This paper aims to shed light on the popularity of CRM systems in Austrian companies in general and the use of different functions to support their daily business. First of all, the paper provides a theoretical overview of the structure of modern CRM systems and proposes a categorization of currently available software functionality for collaborative, operational and analytical CRM processes, which provides the theoretical background for the empirical study. Apart from these theoretical considerations, the paper presents the empirical results of a field survey on the use of CRM systems in Austrian companies and analyzes its findings.

Keywords: CRM systems, CRM system adoption, CRM system diffusion, CRM functionality, Market study.

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Authors: Sarma. M.V.R.K, Saharan. K, Prakash. A, Bisaria. V. S, Sahai.V

Abstract:

Vermiculite was used to develop inorganic carrier-based formulations of fluorescent pseudomonad strains R62 and R81. The effect of bio-inoculation of fluorescent pseudomonad strains R62 and R81 (plant growth promoting and biocontrol agent) on growth responses of Vigna-mungo under field condition was enumerated. The combined bioinoculation of these two organisms in a formuation increased the pods yield by 300% in comparison to the control crop. There was also significant increment in the other plant growth responses such as dry root weight, dry shoot weight, shoot length and number of branches per plant.

Keywords: Bio-inoculants formulation, Fluorescent pseudomonad, Plant growth promotion activity.

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Authors: Anyapak Prapannetivuth

Abstract:

The purpose of this research is to investigate the marketing mix that is perceived to be important for the small sized hotels in Pattaya. This research provides insights through a review of the marketing activities performed by the small sized hotels. Nine owners & marketing manager of small sized hotels and resorts, all local Chonburi people, were selected for an in-depth interview. The research suggests that seven marketing mixes (e.g. Product, Price, Place, Promotion, People, Physical Evidence and Process) were commonly used by these hotels, however, three types – People, Price and Physical Evidence were considered most important by the owners.

Keywords: Marketing Mix, Marketing Tools, and Small Sized Hotels.

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Authors: Sattam Allahawiah, Haroon Altarawneh, Sameer Alamro

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Because of its global reach, reduction of time restraints, and ability to reduce costs and increase sales, use of the Internet, the World Wide Web (WWW), and related technologies can be a competitive tool in the arsenal of small and medium-sized enterprises (SMEs). Countries the world over are interested in the successful adoption of the Internet by SMEs. Because a vast majority of jobs come from that sector, greater financial success of SMEs translates into greater job growth and, subsequently, higher tax revenue to the government. This research investigated the level of Internet usage for business solutions by small and medium enterprises in Jordan. Through the survey of a random sample of 100 firms with less than 500 employees and from data obtained from this survey that formed the basis for our study, we found that a majority of respondents use the Internet in business activities , the adoption of the Internet as a business tool is limited to a brochure where Web site which primarily provides one way. As such, there wasn't interactive information about the company and its products and services.

Keywords: Internet, SMEs, e-commerce, website, e-business, IT.

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Authors: T. Spiegel, J. Siegmann, C. F. Durach

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Challenges resulting from an international and dynamic business environment are increasingly being passed on from manufacturing companies to external service providers. Especially providers of complex, customer-specific industry services have to cope with continuously changing requirements. This is particularly true for contract logistics service providers. They are forced to develop efficient and highly flexible structures and strategies to meet their customer’s needs. One core element they have to focus on is the reorganization of their service development and sales process. Based on an action research approach, this study develops and tests a concept to streamline tender management for contract logistics service providers. The concept of modularized service architecture is deployed in order to derive a practice-oriented approach for the modularization of complex service portfolios and the design of customized quotes. These findings are evaluated regarding their applicability in other service sectors and practical recommendations are given.

Keywords: Contract Logistics, Modularization, Service Development, Tender Management.

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Authors: Ilya Popov, Steven Hulshoff

Abstract:

A numerical investigation of the effects of nanosecond barrier discharge on the stability of a two-dimensional free shear layer is performed. The computations are carried out using a compressible Navier-Stokes algorithm coupled with a thermodynamic model of the discharge. The results show that significant increases in the shear layer-s momentum thickness and Reynolds stresses occur due to actuation. Dependence on both frequency and amplitude of actuation are considered, and a comparison is made of the computed growth rates with those predicted by linear stability theory. Amplitude and frequency ranges for the efficient promotion of shear-layer instabilities are identified.

Keywords: NS-DBD, plasma, actuator, flow control, instability, shear layer

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Authors: Dai Miyamoto

Abstract:

This paper examines the factors, which determine R&D outsourcing behaviour at Japanese firms, from the viewpoints of transaction cost and strategic management, since the latter half of the 1990s. This study uses empirical analysis, which involves the application of large-sample data. The principal findings of this paper are listed below. Firms that belong to a wider corporate group are more active in executing R&D outsourcing activities. Diversification strategies such as the expansion of product and sales markets have a positive effect on the R&D outsourcing behaviour of firms. Moreover, while quantitative R&D resources have positive influences on R&D outsourcing, qualitative indices have no effect. These facts suggest that R&D outsourcing behaviour of Japanese firms are consistent with the two perspectives of transaction cost and strategic management. Specifically, a conventional corporate group network plays an important role in R&D outsourcing behaviour. Firms that execute R&D outsourcing leverage 'old' networks to construct 'new' networks and use both networks properly.

Keywords: Corporate Group Networks, R&D Outsourcing, Strategic Management Perspective, Transaction Cost Perspective.

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Authors: R. Mkahl, A. Nait-Sidi-Moh, M. Wack

Abstract:

Batteries of electric vehicles (BEV) are becoming more attractive with the advancement of new battery technologies and promotion of electric vehicles. BEV batteries are recharged on board vehicles using either the grid (G2V for Grid to Vehicle) or renewable energies in a stand-alone application (H2V for Home to Vehicle). This paper deals with the modeling, sizing and control of a photovoltaic stand-alone application that can charge the BEV at home. The modeling approach and developed mathematical models describing the system components are detailed. Simulation and experimental results are presented and commented.

Keywords: Electric vehicles, photovoltaic energy, lead-acid batteries, charging process, modeling, simulation, experimental tests.

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Authors: H. Mahmood, M. W. Siddiqi, A. Iqbal, M. A. Tabassum

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This study examines the relationships between foreign aid, levels of schooling and democracy for Pakistan using the ARDL cointegration approach. The results of study provide strong evidence for fairly robust long run as well as short run relationships among these variables for the period 1973-2008. The results state that foreign aid and primary school enrollments have negative impact on democracy index and high school enrollments have positive impact on democracy index in Pakistan. The study suggests for promotion of education levels and relies on local resources instead of foreign aid for a good quality of political institutions in Pakistan.

Keywords: Cointegration, Democracy, Education, Foreign Aid

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Authors: C.F. Cheung, Ricky Ma, W.Y. Wong, Y.L. Tse

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Knowledge capabilities are increasingly important for the innovative technology enterprises to enhance the business performance in terms of product competitiveness, innovation and sales. Recognition of the company capability by auditing allows them to further pursue advancement, strategic planning and hence gain competitive advantages. This paper attempts to develop an Organizations- Knowledge Capabilities Assessment (OKCA) method to assess the knowledge capabilities of technology companies. The OKCA is a questionnaire-based assessment tool which has been developed to uncover the impact of various knowledge capabilities on different organizational performance. The collected data is then analyzed to find out the crucial elements for different technological companies. Based on the results, innovative technology enterprises are able to recognize the direction for further improvement on business performance and future development plan. External environmental factors affecting organization performance can be found through the further analysis of some selected reference companies.

Keywords: Audit and Assessment, Innovation, Intellectual Capital, Knowledge and Technology Management, Knowledge Capability

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Authors: Julio Kauss, Miguel Cadillo, David Mauricio

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E-commerce is a business model that allows companies to optimize the processes of buying, selling, transferring goods and exchanging services through computer networks or the Internet. In Peru, the electronic commerce is used infrequently. This situation is due, in part to the fact that there is no model that allows companies to implement an e-commerce solution, which means that most SMEs do not have adequate knowledge to adapt to electronic commerce. In this work, a reference model is proposed for the implementation of an e-commerce solution in Peruvian SMEs in the retail sector. It consists of five phases: Business Analysis, Business Modeling, Implementation, Post Implementation and Results. The present model was validated in a SME of the Peruvian retail sector through the implementation of an electronic commerce platform, through which the company increased its sales through the delivery channel by 10% in the first month of deployment. This result showed that the model is easy to implement, is economical and agile. In addition, it allowed the company to increase its business offer, adapt to e-commerce and improve customer loyalty.

Keywords: E-commerce, retail, SMEs, reference model.

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Authors: Dhongkyu Yoon

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Environmental statistics reveals that the pollution of acid rain in South Korea is a serious issue. Yet the awareness of people is low. Even after a gradual decrease of pollutant emission in Korea, the acidity has not been reduced. There no boundaries in the atmosphere are set and the influence of the neighboring countries such as China is apparent. Governmental efforts among China, Japan and Korea have been made on this issue. However, not much progress has been observed. Along with the governmental activities, therefore, an active monitoring of the pollution among the countries and the promotion of environmental awareness at the civil level including especially the middle and high schools are highly recommended. It will be this young generation who will face damaged country as inheritance not the current generation.

Keywords: acid rain, international collaboration, pollution, South Korea

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Authors: René Díaz-Pichardo, Cecilia Cantú-González, Patricia López-Hernández

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The development of entrepreneurial competences of farmers has been pointed out as a necessary condition for the modernization of land in facing the phenomenon of globalization. However, the educational processes involved in such a development have been studied little, especially in emerging economies. This research aims to enlighten some of the critical issues behind the early stages of the transformation of farmers into entrepreneurs, through in depth interviews with farmers, entrepreneurial promoters and public officials participating in a public pilot project in Mexico. Although major impacts were expected only in the long run, important positive changes in the mind set of farmers and other participants were found in early stages of the intervention. Apparently, the farmers started a process of becoming more conscious about the importance of preserving the aquiferous resources, as well as more market and entrepreneurial oriented.

Keywords: entrepreneurial training, farmers, land development.

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Authors: Omer Ishag Eldai, Ahmed Hassan M. H. Ali, S. Raviraja

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Web-based systems have become increasingly important due to the fact that the Internet and the World Wide Web have become ubiquitous, surpassing all other technological developments in our history. The Internet and especially companies websites has rapidly evolved in their scope and extent of use, from being a little more than fixed advertising material, i.e. a "web presences", which had no particular influence for the company's business, to being one of the most essential parts of the company's core business. Traditional software engineering approaches with process models such as, for example, CMM and Waterfall models, do not work very well since web system development differs from traditional development. The development differs in several ways, for example, there is a large gap between traditional software engineering designs and concepts and the low-level implementation model, many of the web based system development activities are business oriented (for example web application are sales-oriented, web application and intranets are content-oriented) and not engineering-oriented. This paper aims to introduce Increment Iterative extreme Programming (IIXP) methodology for developing web based systems. In difference to the other existence methodologies, this methodology is combination of different traditional and modern software engineering and web engineering principles.

Keywords: Web based systems, Web engineering.

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Authors: Nikou Javadi, Uğur Dağlı

Abstract:

The importance of culture and tourism in the attractiveness and competitiveness of the countries is central, and many regions are evidencing their cultural assets, tangible and intangible, as a means to create comparative advantages in tourism and produce a distinctive place in response to the pressures of globalization. Culture and tourism are interlinked because of their obvious combination and growth potential. Cultural tourism is a crucial global tourism market with fast growing. Regions can develop significant relations between culture and tourism to increase their attractiveness as places to visit, live and invest, increasing their competitiveness. Accordingly, having new and creative approach to historical areas as cultural value-based destinations can improve their conditions to promote tourism. Furthermore, in 21st century, media become the most important factor affecting the development of urban cities, including public places. As a result of the digital revolution, re-imaging and re-linkage public places by media are essential to create more interactions between public spaces and users, interaction media display, and urban screens, one of the most important defined media. This interaction can transform the urban space from being neglected to be more interactive space with users, especially the pedestrians. The paper focuses on The Walled City of Famagusta. As many other historic quarters elsewhere in the world, is in a process, of decay and deterioration, and its functionally distinctive areas are severely threatened by physical, functional, locational, and image obsolescence at varying degrees. So the focus on the future development of this area through tourism promotion can be an appropriate decision for the monument enhancement of the spatial quality in Walled City of Famagusta. In this paper, it is aimed to identify the effects of these new digital factors to transform public spaces especially in historic urban areas to promote creative tourism. Accordingly, two different analysis methods are used as well as a theoretical review. The first is case study on site and the second is Close ended questionnaire, test many concepts raised in this paper. The physical analysis on site carried out in order to evaluate the walled city restoration for touristic purpose. Besides, theoretical review is done in order to provide background to the subject and cleared Factors to attract tourists.

Keywords: Historical areas, Media Facade, Sustainable tourism, Walled city of Famagusta.

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Authors: Dongfang Qiu, Yilin Lu

Abstract:

The measurement of enterprise-university-research cooperative efficiency has important meanings in improving the cooperative efficiency, strengthening the effective integration of regional resource, enhancing the ability of regional innovation and promoting the development of regional economy. The paper constructs the DEA method and DEA-Malmquist productivity index method to research the cooperation efficiency of Hubei by making comparisons with other provinces in China. The study found out the index of technology efficiency is 0.52 and the enterprise-universityresearch cooperative efficiency is Non-DEA efficient. To realize the DEA efficiency of Hubei province, the amount of 1652.596 R&D employees and 638.368 R&D employees’ full time equivalence should be reduced or 137.89 billion yuan of new products’ sales income be increased. Finally, it puts forward policy recommendations on existing problems to strengthen the standings of the cooperation, realize the effective application of the research results, and improve the level of management of enterprise-university-research cooperation efficiency.

Keywords: Cooperation Ability, DEA Method, Enterprise-university-research Cooperation, Malmquist Efficiency Index.

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Authors: Mojtaba Rezaei, Elham Heydari

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This paper highlights the empirical results of analyzing the correlation between accounting information and systematic risk. This association is analyzed among financial ratios and systematic risk by considering the financial statement of 39 companies listed on the Tehran Stock Exchange (TSE) for five years (2014-2018). Financial ratios have been categorized into four groups and to describe the special features, as representative of accounting information we selected: Return on Asset (ROA), Debt Ratio (Total Debt to Total Asset), Current Ratio (current assets to current debt), Asset Turnover (Net sales to Total assets), and Total Assets. The hypotheses were tested through simple and multiple linear regression and T-student test. The findings illustrate that there is no significant relationship between accounting information and market risk. This indicates that in the selected sample, historical accounting information does not fully reflect the price of stocks.

Keywords: Accounting information, market risk, systematic risk, efficient market hypothesis, EMH, Tehran Stock Exchange, TSE.

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Authors: Kai-Ying A. Chan, Leon A.G. Oerlemans, Marthinus W. Pretorius

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Science parks are often established to drive regional economic growth, especially in countries with emerging economies. However, mixed findings regarding the performances of science park firms are found in the literature. This study tries to explain these mixed findings by taking a relational approach and exploring (un)intended knowledge transfers between new technology-based firms (NTBFs) in the emerging South African economy. Moreover, the innovation outcomes of these NTBFs are examined by using a multi-dimensional construct. Results show that science park location plays a significant role in explaining innovative sales, but is insignificant when a different indicator of innovation outcomes is used. Furthermore, only for innovations that are new to the firms, both science park location and intended knowledge transfer via informal business relationships have a positive impact; whereas social relationships have a negative impact.

Keywords: knowledge flows, innovative performances, science parks, new technology-based firms

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