Search results for: personal server
Commenced in January 2007
Frequency: Monthly
Edition: International
Paper Count: 616

Search results for: personal server

286 The Effect of CPU Location in Total Immersion of Microelectronics

Authors: A. Almaneea, N. Kapur, J. L. Summers, H. M. Thompson

Abstract:

Meeting the growth in demand for digital services such as social media, telecommunications, and business and cloud services requires large scale data centres, which has led to an increase in their end use energy demand. Generally, over 30% of data centre power is consumed by the necessary cooling overhead. Thus energy can be reduced by improving the cooling efficiency. Air and liquid can both be used as cooling media for the data centre. Traditional data centre cooling systems use air, however liquid is recognised as a promising method that can handle the more densely packed data centres. Liquid cooling can be classified into three methods; rack heat exchanger, on-chip heat exchanger and full immersion of the microelectronics. This study quantifies the improvements of heat transfer specifically for the case of immersed microelectronics by varying the CPU and heat sink location. Immersion of the server is achieved by filling the gap between the microelectronics and a water jacket with a dielectric liquid which convects the heat from the CPU to the water jacket on the opposite side. Heat transfer is governed by two physical mechanisms, which is natural convection for the fixed enclosure filled with dielectric liquid and forced convection for the water that is pumped through the water jacket. The model in this study is validated with published numerical and experimental work and shows good agreement with previous work. The results show that the heat transfer performance and Nusselt number (Nu) is improved by 89% by placing the CPU and heat sink on the bottom of the microelectronics enclosure.

Keywords: CPU location, data centre cooling, heat sink in enclosures, Immersed microelectronics, turbulent natural convection in enclosures.

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285 MovieReco: A Recommendation System

Authors: Dipankaj G Medhi, Juri Dakua

Abstract:

Recommender Systems act as personalized decision guides, aiding users in decisions on matters related to personal taste. Most previous research on Recommender Systems has focused on the statistical accuracy of the algorithms driving the systems, with no emphasis on the trustworthiness of the user. RS depends on information provided by different users to gather its knowledge. We believe, if a large group of users provide wrong information it will not be possible for the RS to arrive in an accurate conclusion. The system described in this paper introduce the concept of Testing the knowledge of user to filter out these “bad users". This paper emphasizes on the mechanism used to provide robust and effective recommendation.

Keywords: Collaborative Filtering, Content Based Filtering, Intelligent Agent, Level of Interest, Recommendation System.

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284 Qualitative Profiling in Practice: The Italian Public Employment Services Experience

Authors: L. Agneni, F. Carta, C. Micheletta, V. Tersigni

Abstract:

The development of a qualitative method to profile jobseekers is needed to improve the quality of the Public Employment Services (PES) in Italy. This is why the National Agency for Active Labour Market Policies (ANPAL) decided to introduce a Qualitative Profiling Service in the context of the activities carried out by local employment offices’ operators. The qualitative profiling service provides information and data regarding the jobseeker’s personal transition status, through a semi-structured questionnaire administered to PES clients during the guidance interview. The questionnaire responses allow PES staff to identify, for each client, proper activities and policy measures to support jobseekers in their reintegration into the labour market. Data and information gathered by the qualitative profiling tool are the following: frequency, modalities and motivations for clients to apply to local employment offices; clients’ expectations and skills; difficulties that they have faced during the previous working experiences; strategies, actions undertaken and activated channels for job search. These data are used to assess jobseekers’ personal and career characteristics and to measure their employability level (qualitative profiling index), in order to develop and deliver tailor-made action programmes for each client. This paper illustrates the use of the above-mentioned qualitative profiling service on the national territory and provides an overview of the main findings of the survey: concerning the difficulties that unemployed people face in finding a job and their perception of different aspects related to the transition in the labour market. The survey involved over 10.000 jobseekers registered with the PES. Most of them are beneficiaries of the “citizens' income”, a specific active labour policy and social inclusion measure. Furthermore, data analysis allows classifying jobseekers into a specific group of clients with similar features and behaviours, on the basis of socio-demographic variables, customers' expectations, needs and required skills for the profession for which they seek employment. Finally, the survey collects PES staff opinions and comments concerning clients’ difficulties in finding a new job and also their strengths. This is a starting point for PESs’ operators to define adequate strategies to facilitate jobseekers’ access or reintegration into the labour market.

Keywords: Labour market transition, Public Employment Services, qualitative profiling, vocational guidance.

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283 Improved Algorithms for Construction of Interface Agent Interaction Model

Authors: Huynh Quyet Thang, Le Hai Quan

Abstract:

Interaction Model plays an important role in Modelbased Intelligent Interface Agent Architecture for developing Intelligent User Interface. In this paper we are presenting some improvements in the algorithms for development interaction model of interface agent including: the action segmentation algorithm, the action pair selection algorithm, the final action pair selection algorithm, the interaction graph construction algorithm and the probability calculation algorithm. The analysis of the algorithms also presented. At the end of this paper, we introduce an experimental program called “Personal Transfer System".

Keywords: interface agent, interaction model, user model.

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282 E-Learning Methodology Development using Modeling

Authors: Sarma Cakula, Maija Sedleniece

Abstract:

Simulation and modeling computer programs are concerned with construction of models for analyzing different perspectives and possibilities in changing conditions environment. The paper presents theoretical justification and evaluation of qualitative e-learning development model in perspective of advancing modern technologies. There have been analyzed principles of qualitative e-learning in higher education, productivity of studying process using modern technologies, different kind of methods and future perspectives of e-learning in formal education. Theoretically grounded and practically tested model of developing e-learning methods using different technologies for different type of classroom, which can be used in professor-s decision making process to choose the most effective e-learning methods has been worked out.

Keywords: E-learning, modeling, E-learning methods development, personal knowledge management

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281 Towards an Effective Reputation Assessment Process in Peer-to-Peer Systems

Authors: Farag Azzedin, Ahmad Ridha

Abstract:

The need for reputation assessment is particularly strong in peer-to-peer (P2P) systems because the peers' personal site autonomy is amplified by the inherent technological decentralization of the environment. However, the decentralization notion makes the problem of designing a peer-to-peer based reputation assessment substantially harder in P2P networks than in centralized settings.Existing reputation systems tackle the reputation assessment process in an ad-hoc manner. There is no systematic and coherent way to derive measures and analyze the current reputation systems. In this paper, we propose a reputation assessment process and use it to classify the existing reputation systems. Simulation experiments are conducted and focused on the different methods in selecting the recommendation sources and retrieving the recommendations. These two phases can contribute significantly to the overall performance due to communication cost and coverage.

Keywords: P2P Systems, Trust, Reputation, Performance.

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280 Differences in Enhancing Enrollment System between Web Application and Mobile Application for Rangsit University, Thailand

Authors: Thossaporn Thossansin, Auttapon Pomsathit

Abstract:

This paper presents a comparison between using a desktop web application and a mobile application for students enrolling in courses at Rangsit University, Thailand. In addition, Rangsit University has enhanced the enrollment process by leveraging its information systems, which allows students to choose to enroll in courses online. In order to use the system, students must provide their identification and personal documents for registration. The reason to have a mobile application is to support students’ ability to access the system at anytime, anywhere and anyplace. The objective of this paper was to: 1. Evaluate the success of developing a user friendly mobile device system and 2. Measure user interest in future mobile development.

Keywords: Mobile Application, Web Application and Enrollment System.

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279 Sentiment Analysis: Popularity of Candidates for the President of the United States

Authors: Radek Malinský, Ivan Jelínek

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This article deals with the popularity of candidates for the president of the United States of America. The popularity is assessed according to public comments on the Web 2.0. Social networking, blogging and online forums (collectively Web 2.0) are for common Internet users the easiest way to share their personal opinions, thoughts, and ideas with the entire world. However, the web content diversity, variety of technologies and website structure differences, all of these make the Web 2.0 a network of heterogeneous data, where things are difficult to find for common users. The introductory part of the article describes methodology for gathering and processing data from Web 2.0. The next part of the article is focused on the evaluation and content analysis of obtained information, which write about presidential candidates.

Keywords: Sentiment Analysis, Web 2.0, Webometrics.

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278 Bandwidth, Area Efficient and Target Device Independent DDR SDRAM Controller

Authors: T. Mladenov, F. Mujahid, E. Jung, D. Har

Abstract:

The application of the synchronous dynamic random access memory (SDRAM) has gone beyond the scope of personal computers for quite a long time. It comes into hand whenever a big amount of low price and still high speed memory is needed. Most of the newly developed stand alone embedded devices in the field of image, video and sound processing take more and more use of it. The big amount of low price memory has its trade off – the speed. In order to take use of the full potential of the memory, an efficient controller is needed. Efficient stands for maximum random accesses to the memory both for reading and writing and less area after implementation. This paper proposes a target device independent DDR SDRAM pipelined controller and provides performance comparison with available solutions.

Keywords: DDR SDRAM, controller, effective implementation

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277 Young People’s Participation in Decision-Making Using Information and Communication Technology

Authors: Marina Diković

Abstract:

By giving personal opinions, suggestions and criticism through e-democracy, young people can reinforce the adoption of decisions which they have an impact on. The purpose of this research was to examine the opinion of university students about the possibility of their decision-making by using information and communication technology (ICT). The questionnaire examined young people's values and behaviour associated with e-democracy and the related decision-making. Students are most active online when it comes to finding information connected with their academic responsibilities, but less frequently take part in democratic processes in society, both at the national and local level. E-democracy as a tool can be learned in programmes of Human Rights Education and Citizenship Education. 

Keywords: Active citizens, e-democracy, information and communication technology, university students.

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276 Learning and Teaching in the Panopticon:Ethical and Social Issues in Creating a Virtual Educational Environment

Authors: K. Sheehy, R. Ferguson, G. Clough

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This paper examines ethical and social issues which have proved important when initiating and creating educational spaces within a virtual environment. It focuses on one project, identifying the key decisions made, the barriers to new practice encountered and the impact these had on the project. It demonstrates the importance of the 'backstage' ethical and social issues involved in the creation of a virtual education community and offers conclusions, and questions, which will inform future research and practice in this area. These ethical issues are considered using Knobel-s framework of front-end, in-process and back-end concerns, and include establishing social practices for the islands, allocating access rights, considering personal safety and supporting researchers appropriately within this context.

Keywords: distance education, ethics, virtual environments.

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275 130 nm CMOS Mixer and VCO for 2.4 GHz Low-power Wireless Personal Area Networks

Authors: Gianluca Cornetta, David J. Santos

Abstract:

This paper describes a 2.4 GHz passive switch mixer and a 5/2.5 GHz voltage-controlled negative Gm oscillator (VCO) with an inversion-mode MOS varactor. Both circuits are implemented using a 1P8M 0.13 μm process. The switch mixer has an input referred 1 dB compression point of -3.89 dBm and a conversion gain of -0.96 dB when the local oscillator power is +2.5 dBm. The VCO consumes only 1.75 mW, while drawing 1.45 mA from a 1.2 V supply voltage. In order to reduce the passives size, the VCO natural oscillation frequency is 5 GHz. A clocked CMOS divideby- two circuit is used for frequency division and quadrature phase generation. The VCO has a -109 dBc/Hz phase noise at 1 MHz frequency offset and a 2.35-2.5 GHz tuning range (after the frequency division), thus complying with ZigBee requirements.

Keywords: Switch Mixers, Varactors, IEEE 802.15.4 (ZigBee), Direct Conversion Receiver, Wireless Sensor Networks.

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274 Limitations of Selected e-Governance Services in India: Policy Change as Solution for Experience Enhancement of Citizen Services

Authors: Chaitanya Vyas

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This paper identifies limitations of existing two e- Governance services viz. railway ticket booking and passport service in India. The comparison has been made as to how in the past these two citizen services were operating manually and how these services are taken online via e-Governance. Different e-Governance projects, investment aspects, and role of corporate are discussed. For Indian Railway online ticketing a comparison has been made between state run booking website and popular private firm run booking websites. For passport service, observations through personal visit to passport center is described. Suggestions are made to improve these services further to improve citizen service experiences.

Keywords: e-Governance, citizen services, Indian Railways, passport.

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273 Identification of Promiscuous Epitopes for Cellular Immune Responses in the Major Antigenic Protein Rv3873 Encoded by Region of Difference 1 of Mycobacterium tuberculosis

Authors: Abu Salim Mustafa

Abstract:

Rv3873 is a relatively large size protein (371 amino acids in length) and its gene is located in the immunodominant genomic region of difference (RD)1 that is present in the genome of Mycobacterium tuberculosis but deleted from the genomes of all the vaccine strains of Bacillus Calmette Guerin (BCG) and most other mycobacteria. However, when tested for cellular immune responses using peripheral blood mononuclear cells from tuberculosis patients and BCG-vaccinated healthy subjects, this protein was found to be a major stimulator of cell mediated immune responses in both groups of subjects. In order to further identify the sequence of immunodominant epitopes and explore their Human Leukocyte Antigen (HLA)-restriction for epitope recognition, 24 peptides (25-mers overlapping with the neighboring peptides by 10 residues) covering the sequence of Rv3873 were synthesized chemically using fluorenylmethyloxycarbonyl chemistry and tested in cell mediated immune responses. The results of these experiments helped in the identification of an immunodominant peptide P9 that was recognized by people expressing varying HLA-DR types. Furthermore, it was also predicted to be a promiscuous binder with multiple epitopes for binding to HLA-DR, HLA-DP and HLA-DQ alleles of HLA-class II molecules that present antigens to T helper cells, and to HLA-class I molecules that present antigens to T cytotoxic cells. In addition, the evaluation of peptide P9 using an immunogenicity predictor server yielded a high score (0.94), which indicated a greater probability of this peptide to elicit a protective cellular immune response. In conclusion, P9, a peptide with multiple epitopes and ability to bind several HLA class I and class II molecules for presentation to cells of the cellular immune response, may be useful as a peptide-based vaccine against tuberculosis.

Keywords: Mycobacterium tuberculosis, Rv3873, peptides, vaccine

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272 Authentic Learning for Computer Network with Mobile Device-Based Hands-On Labware

Authors: Kai Qian, Ming Yang, Minzhe Guo, Prabir Bhattacharya, Lixin Tao

Abstract:

Computer network courses are essential parts of college computer science curriculum and hands-on networking experience is well recognized as an effective approach to help students understand better about the network concepts, the layered architecture of network protocols, and the dynamics of the networks. However, existing networking labs are usually server-based and relatively cumbersome, which require a certain level of specialty and resource to set up and maintain the lab environment. Many universities/colleges lack the resources and build-ups in this field and have difficulty to provide students with hands-on practice labs. A new affordable and easily-adoptable approach to networking labs is desirable to enhance network teaching and learning. In addition, current network labs are short on providing hands-on practice for modern wireless and mobile network learning. With the prevalence of smart mobile devices, wireless and mobile network are permeating into various aspects of our information society. The emerging and modern mobile technology provides computer science students with more authentic learning experience opportunities especially in network learning. A mobile device based hands-on labware can provide an excellent ‘real world’ authentic learning environment for computer network especially for wireless network study. In this paper, we present our mobile device-based hands-on labware (series of lab module) for computer network learning which is guided by authentic learning principles to immerse students in a real world relevant learning environment. We have been using this labware in teaching computer network, mobile security, and wireless network classes. The student feedback shows that students can learn more when they have hands-on authentic learning experience. 

Keywords: Mobile computing, android, network, labware.

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271 Biosignal Measurement System Based On Ultra-Wide Band Human Body Communication

Authors: Jonghoon Kim, Gilwon Yoon

Abstract:

A wrist-band type biosignal measurement system and its data transfer through human body communication (HBC) were investigated. An HBC method based on pulses of ultra-wide band instead of using frequency or amplitude modulations was studied and implemented since the system became very compact and it was more suited for personal or mobile health monitoring. Our system measured photo-plethysmogram (PPG) and measured PPG signals were transmitted through a finger to a monitoring PC system. The device was compact and low-power consuming. HBC communication has very strongsecurity measures since it does not use wireless network.Furthermore, biosignal monitoring system becomes handy because it does not need to have wire connections.

Keywords: Biosignal, human body communication, mobile health, PPG, ultrawide band.

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270 Automatic Real-Patient Medical Data De-Identification for Research Purposes

Authors: Petr Vcelak, Jana Kleckova

Abstract:

Our Medicine-oriented research is based on a medical data set of real patients. It is a security problem to share patient private data with peoples other than clinician or hospital staff. We have to remove person identification information from medical data. The medical data without private data are available after a de-identification process for any research purposes. In this paper, we introduce an universal automatic rule-based de-identification application to do all this stuff on an heterogeneous medical data. A patient private identification is replaced by an unique identification number, even in burnedin annotation in pixel data. The identical identification is used for all patient medical data, so it keeps relationships in a data. Hospital can take an advantage of a research feedback based on results.

Keywords: DASTA, De-identification, DICOM, Health Level Seven, Medical data, OCR, Personal data

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269 Performance Study of ZigBee-Based Wireless Sensor Networks

Authors: Afif Saleh Abugharsa

Abstract:

The IEEE 802.15.4 standard is designed for low-rate wireless personal area networks (LR-WPAN) with focus on enabling wireless sensor networks. It aims to give a low data rate, low power consumption, and low cost wireless networking on the device-level communication. The objective of this study is to investigate the performance of IEEE 802.15.4 based networks using simulation tool. In this project the network simulator 2 NS2 was used to several performance measures of wireless sensor networks. Three scenarios were considered, multi hop network with a single coordinator, star topology, and an ad hoc on demand distance vector AODV. Results such as packet delivery ratio, hop delay, and number of collisions are obtained from these scenarios.

Keywords: ZigBee, wireless sensor networks, IEEE 802.15.4, low power, low data rate

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268 Visualizing Transit Through a Web Based Geographic Information System

Authors: Ricardo Hoar

Abstract:

Currently in many major cities, public transit schedules are disseminated through lists of routes, grids of stop times and static maps. This paper describes a web based geographic information system which disseminates the same schedule information through intuitive GIS techniques. Using data from Calgary, Canada, an map based interface has been created to allow users to see routes, stops and moving buses all at once. Zoom and pan controls as well as satellite imagery allows users to apply their personal knowledge about the local geography to achieve faster, and more pertinent transit results. Using asynchronous requests to web services, users are immersed in an application where buses and stops can be added and removed interactively, without the need to wait for responses to HTTP requests.

Keywords: Geographic Information Systems, Public Transit, WebServices, AJAX, Human Computer Interface

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267 Effect of Personalization on Students' Achievement and Gender Factor in Mathematics Education

Authors: Nurettin Simsek, Özlem Cakır

Abstract:

The aim of this study is to point out whether personalization of mathematical word problems could affect student achievement or not. The research was applied on two-grades students at spring semester 2008-2009. Before the treatment, students personal data were taken and given to the computer. During the treatment, paper-based personalized problems and paper-based non personalized problems were prepared by computer as the same problems and then these problems were given to students. At the end of the treatment, students- opinion was taken. As a result of this research, it was found out that there were no significant differences between learners through personalized or non-personalized materials, and also there were no significant differences between gender through personalized and non-personalized problems. However, opinion of students was highly positive through the personalized problems.

Keywords: Personalization, word problem, computer aided personalization.

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266 A Framework for Personalized Multi-Device Information Communicating System

Authors: Rohiza Ahmad, Rozana Kasbon, Eliza Mazmee Mazlan, Aliza Sarlan

Abstract:

Due to the mobility of users, many information systems are now developed with the capability of supporting retrieval of information from both static and mobile users. Hence, the amount, content and format of the information retrieved will need to be tailored according to the device and the user who requested for it. Thus, this paper presents a framework for the design and implementation of such a system, which is to be developed for communicating final examination related information to the academic community at one university in Malaysia. The concept of personalization will be implemented in the system so that only highly relevant information will be delivered to the users. The personalization concept used will be based on user profiling as well as context. The system in its final state will be accessible through cell phones as well as intranet connected personal computers.

Keywords: System framework, personalization, informationcommunicating system, multi-device.

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265 Technology Integrated Education – Shaping the Personality and Social Development of the Young

Authors: R. Ramli, S. Sameon

Abstract:

There has been a strong link between computermediated education and constructivism learning and teaching theory.. Acknowledging how well the constructivism doctrine would work online, it has been established that constructivist views of learning would agreeably correlate with the philosophy of open and distance learning. Asynchronous and synchronous communications have placed online learning on the right track of a constructive learning path. This paper is written based on the social constructivist framework, where knowledge is constructed from social communication and interaction. The study explores the possibility of practicing this theory through incorporating online discussion in the syllabus and the ways it can be implemented to contribute to young people-s personality and social development by addressing some aspects that may contribute to the social problem such as prejudice, ignorance and intolerance.

Keywords: Educational Technology, Internet, Personal Development, Student Exchange

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264 Transliterating Methods of the Kazakh Onyms in the Arabic Language

Authors: K. A. Kydyrbayev, B.N. Zhubatova, G.E. Nadirova, A.A. Mustafayeva

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Transliteration is frequently used especially in writing geographic denominations, personal names (onyms) etc. Proper names (onyms) of all languages must sound similarly in translated works as well as in scientific projects and works written in mother tongue, because we can get introduced with the nation, its history, culture, traditions and other spiritual values through the onyms of that nation. Therefore it is necessary to systematize the different transliterations of onyms of foreign languages. This paper is dedicated to the problem of making the project of transliterating Kazakh onyms into Arabic. In order to achieve this goal we use scientific or practical types of transliteration. Because in this type of transliteration provides easy reading writing source language's texts in the target language without any diacritical symbols, it is limited by the target language's alphabetic system.

Keywords: The Arabic, Kazakh languages, onyms, transliterating

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263 Pervasive Differentiated Services: A QoS Model for Pervasive Systems

Authors: Sherif G. Aly

Abstract:

In this article, we introduce a mechanism by which the same concept of differentiated services used in network transmission can be applied to provide quality of service levels to pervasive systems applications. The classical DiffServ model, including marking and classification, assured forwarding, and expedited forwarding, are all utilized to create quality of service guarantees for various pervasive applications requiring different levels of quality of service. Through a collection of various sensors, personal devices, and data sources, the transmission of contextsensitive data can automatically occur within a pervasive system with a given quality of service level. Triggers, initiators, sources, and receivers are four entities labeled in our mechanism. An explanation of the role of each is provided, and how quality of service is guaranteed.

Keywords: Pervasive systems, quality of service, differentiated services, mobile devices.

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262 How to Connect User Research and not so Forthcoming Technology Scenarios – The Extended Home Environment Case Study

Authors: E. Guercio, A. Marcengo, A. Rapp

Abstract:

This paper draws a methodological framework adopted within an internal Telecomitalia project aimed to identify, on a user centred base, the potential interest towards a technological scenario aimed to extend on a personal bubble the typical communication and media fruition home environment. The problem is that involving user in the early stage of the development of such disruptive technology scenario asking users opinions on something that users actually do not manage even in a rough manner could lead to wrong or distorted results. For that reason we chose an approach that indirectly aim to understand users hidden needs in order to obtain a meaningful picture of the possible interest for a technological proposition non yet easily understandable.

Keywords: Personas, focus groups, scenarios, extended home environment, telecommunication, media.

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261 A Methodology for Creating Energy Sustainability in an Enterprise

Authors: John Lamb, Robert Epstein, Vasundhara L. Bhupathi, Sanjeev Kumar Marimekala

Abstract:

As we enter the new era of Artificial Intelligence (AI) and cloud computing, we mostly rely on the machine and natural language processing capabilities of AI, and energy efficient hardware and software devices in almost every industry sector. In these industry sectors, much emphasis is on developing new and innovative methods for producing and conserving energy and to sustain the depletion of natural resources. The core pillars of sustainability are Economic, Environmental, and Social, which are also informally referred to as 3 P's (People, Planet and Profits). The 3 P's play a vital role in creating a core sustainability model in the enterprise. Natural resources are continually being depleted, so there is more focus and growing demand for renewable energy. With this growing demand there is also a growing concern in many industries on how to reduce carbon emission and conserve natural resources while adopting sustainability in the corporate business models and policies. In our paper, we would like to discuss the driving forces such as climate changes, natural disasters, pandemic, disruptive technologies, corporate policies, scaled business models and emerging social media and AI platforms that influence the 3 main pillars of sustainability (3P’s). Through this paper, we would like to bring an overall perspective on enterprise strategies and the primary focus on bringing cultural shifts in adapting energy efficient operational models. Overall, many industries across the globe are incorporating core sustainability principles such as reducing energy costs, reducing greenhouse gas (GHG) emissions, reducing waste and increase recycling, adopting advanced monitoring and metering infrastructure, reducing server footprint and compute resources (shared IT services, cloud computing and application modernization) with the vision for a sustainable environment.

Keywords: AI, cloud computing, machine learning, social media platform.

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260 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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259 Perceptions of Chinese Top-Up Students Transitioning through a Regional UK University: A Longitudinal Study Using the U Curve Model

Authors: Xianghan O’Dea

Abstract:

This article argues an urgent need to better understand the personal experiences of Chinese top-up students studying in the UK since the number of Chinese students taking year-long top-up programmes in the UK has risen rapidly in recent years. This lack of knowledge could potentially have implications for the reputation of some UK institutions and also the attractiveness of the UK higher education sector to future international students. This longitudinal study explored the academic and social experiences of 12 Chinese top-up students in a UK institution in-depth and revealed that the students felt their experiences were influenced significantly by their surrounding contexts at the macro and meso levels, which, however, have been largely overlooked in existing research. This article suggests the importance of improving the communications between the partner institutions in China and the UK, and also providing sufficient pre-departure and after arrival support to Chinese top-up students at the institutional level.

Keywords: Articulation agreements, Chinese top-up students, top-up programmes, U curve.

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258 Factors Impacting Entrepreneurial Intention: A Literature Review

Authors: Abir S. Al-Harrasi, Eyad B. Al-Zadjali, Zahran S. Al-Salti

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Entrepreneurship has captured the attention of policy-makers, educators and researchers in the last few decades. It has been regarded as a main driver for economic growth, development and employment generation in many countries worldwide. However, scholars have not agreed on the key factors that impact entrepreneurial intention.  This study attempts, through an extensive literature review, to provide a holistic view and a more comprehensive understanding of the key factors that lead university undergraduate students to become entrepreneurs. A systematic literature review is conducted and several scientific articles and reports have been examined. The results of this study indicate that there are four main sets of factors: the personality-traits factors, contextual factors, motivational factors, and personal background factors. This research will serve as a base for future studies and will have valuable implications for policy makers and educators.

Keywords: Entrepreneurship, Entrepreneurial Intention.

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257 What Managers Think of Informal Networks and Knowledge Sharing by Means of Personal Networking?

Authors: Mahmood Q.K. Ghaznavi, Martin Perry, Paul Toulson, Keri Logan

Abstract:

The importance of nurturing, accumulating, and efficiently deploying knowledge resources through formal structures and organisational mechanisms is well understood. Recent trends in knowledge management (KM) highlight that the effective creation and transfer of knowledge can also rely upon extra-organisational channels, such as, informal networks. The perception exists that the role of informal networks in knowledge creation and performance has been underestimated in the organisational context. Literature indicates that many managers fail to comprehend and successfully exploit the potential role of informal networks to create value for their organisations. This paper investigates: 1) whether managers share work-specific knowledge with informal contacts within and outside organisational boundaries; and 2) what do they think is the importance of this knowledge collaboration in their learning and work outcomes.

Keywords: Informal network, knowledge management, knowledge sharing, performance.

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