Search results for: shells of a big or a medium and a small business.

Authors: A.R.Tahmasebi Birgani, M.Hosseinjani Zamenjani, M.R.Isvandzibaei

Abstract:

Study is on the vibration of thin cylindrical shells made of a functionally gradient material (FGM) composed of stainless steel and nickel is presented. The effects of the FGM configuration are studied by studying the frequencies of FG cylindrical shells. In this case FG cylindrical shell has Nickel on its inner surface and stainless steel on its outer surface. The study is carried out based on third order shear deformation shell theory. The objective is to study the natural frequencies, the influence of constituent volume fractions and the effects of configurations of the constituent materials on the frequencies. The properties are graded in the thickness direction according to the volume fraction power-law distribution. Results are presented on the frequency characteristics, the influence of the constituent various volume fractions on the frequencies.

Keywords: Nickel, Stainless Steel, Cylindrical shell.

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Authors: Maciej Mitręga

Abstract:

This paper contributes to our knowledge about buyerseller relations by identifying barriers and conflict situations associated with maintaining and developing durable business relationships by small companies. The contribution of prior studies with regard to negative aspects of marketing relationships is presented in the first section. The international research results are discussed with regard to the existing conceptualizations and main research implications identified at the end.

Keywords: Relationship marketing, barriers, conflict, SME, international research.

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Authors: K. Saharan, M.V. R. K. Sarma, A. S. Roesti, A. Prakash, B. N. Johri, M. Aragno, V. S. Bisaria, V. Sahai

Abstract:

Chemically defined Schlegel-s medium was modified to improve production of cell growth and other metabolites that are produced by fluorescent pseudomonad R62 strain. The modified medium does not require pH control as pH changes are kept within ± 0.2 units of the initial pH 7.1 during fermentation. The siderophore production was optimized for the fluorescent pseudomonad strain in the modified medium containing 1% glycerol as a major carbon source supplemented with 0.05% succinic acid and 0.5% Ltryptophan. Indole-3 acetic acid (IAA) production was higher when L-tryptophan was used at 0.5%. The 2,4- diacetylphloroglucinol (DAPG) was higher with amended three trace elements in medium. The optimized medium produced 2.28 g/l of dry cell mass and 900 mg/l of siderophore at the end of 36 h cultivation, while the production levels of IAA and DAPG were 65 mg/l and 81 mg/l respectively at the end of 48 h cultivation.

Keywords: Fluorescent pseudomonad, Fermentation, Metabolites production, PGPR.

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Authors: Marzieh Moosavi-Nasab, Masoumeh Izadi, Sara Hosseinpour

Abstract:

In this study, the possibility of using potato as a substrate for glutamic acid production by Brevibacterium linens was investigated. For preparation of fermentation medium, potato was hydrolyzed by hydrochloridric acid. The medium contained potato hydrolysate, tween 80, mineral solution, glucose, and potassium hydrogen phosphate. The initial pH of the medium was adjusted to 7-7.5. For achieving the optimum time with maximum yield, the beakers containing the medium and the inoculums were incubated in a rotary water bath flask shaker for one to five days. Thin layer choromatography was used for quantitative and qualitative assay of the glutamic acid produced. The results revealed that as fermentation time increased, pH of the fermentation medium significantly decreased (P<0.05). Furthermore, glutamic acid concentration in fermentation medium increased significantly (P<0.05). The highest amount of the glutamic acid obtained was 5.6 g/l on the forth day of fermentation.

Keywords: Brevibacterium linens, Fermentation, Glutamicacid, Thin layer choromatography

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Authors: Krisada Sungkhamanee

Abstract:

The objectives of this research are to search the management pattern of Bang Khonthi lodging entrepreneurs for sufficient economy ways, to know the threat that affects this sector and design fit arrangement model to sustain their business with Samut Songkram style. What will happen if they do not use this approach? Will they have a financial crisis? The data and information are collected by informal discussions with 8 managers and 400 questionnaires. A mixed methods of both qualitative research and quantitative research are used. Bent Flyvbjerg-s phronesis is utilized for this analysis. Our research will prove that sufficient economy can help small business firms to solve their problems. We think that the results of our research will be a financial model to solve many problems of the entrepreneurs and this way will can be a model for other provinces of Thailand.

Keywords: Bang Khonthi, Lodging Business, Sufficient Economy.

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Authors: P. Thepnarintra

Abstract:

The purposes of this study were to: 1) investigate operation conditions of SME automotive part industry in Bangkok and vicinity and 2) to compare operation problem levels of SME automotive part industry in Bangkok and vicinity according to the sizes of the enterprises. Samples in this study included 196 entrepreneurs of SME automotive part industry in Bangkok and vicinity derived from simple random sampling and calculation from R. V. Krejcie and D. W. Morgan’s tables. Research statistics included frequency, percentage, mean, standard deviation, and T-test. The results revealed that in general the problem levels of SME automotive part industry in Bangkok and vicinity were high. When considering in details, it was found that the problem levels were high at every aspect, i.e. personal, production, export, finance, and marketing respectively. The comparison of the problem levels according to the sizes of the enterprises revealed statistically significant differences at .05. When considering on each aspect, it was found that the aspect with the statistical difference at .05 included 5 aspects, i.e. production, marketing, finance, personal, and export. The findings also showed that small enterprises faced more severe problems than those of medium enterprises.

Keywords: Automotive part industry, operation problems, SME, perimeter.

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Authors: Khondokar Farid Ahmmed, Robin Bown

Abstract:

It is widely recognized that the formal financing of Small and Medium Size Enterprises (SMEs) by Private Commercial Banks (PCBs) is restricted. Due to changing financial market competition, SMEs are now important customers to PCBs in the member countries of the Asian Development Bank (ADB). Various initiatives in enhancing the efficiency of risk assessment of PCBs have failed in increasing financing accessibility in the traditional financing system where information asymmetry is a key constraint. In this circumstance, PCBs need to undertake a holistic approach. Holistic approach refers to methods that attempt to fundamentally change established traditions. To undertake holistic approach, this study intends to find the entire established financing culture between PCBs and SMEs in a new lens beyond the tradition on the basis of two basic questions: “What is the traditional lending culture between PCBs and SMEs” and “What could be potential role of PCBs to develop that culture where focusing on SME financing to PCBs". This study considered formal SME financing in Bangladesh by focusing on SMEs applying for their first loan. Bangladesh is a member country of ADB. The data collection method is semi-structured and we utilized face-to-face interviews with in-depth branch managers, higher officials and owner-managers of SME customers of PCBs and higher officials of SME Foundation and the Bangladesh central bank. Discourse analysis method was used for data analysis on the frame of thematic discussion fully based on participants’ views. The research found that branch managers and loan officers have a high level of power in assessing and financing decision-making. There is a changing attitude in PCB sector in requiring flexible collateral assets. Branch managers (Loan Officers) consider value of business prospect of owner-mangers as complementary of collateral assets. However, the study found the assessment process of business prospect is entirely unstructured and linked with socio-cultural settings that does not support PCBs’ changing manner in terms of collateral requirement. The study redefined and classified collateral assets to include all financing constructs in a structure. The degree of value of the collateral assets determines the degree of business prospects. This study suggested applying an outside classroom-learning paradigm such as “knowledge tour” to enhance the value of the kinds of collateral assets. This is the scope of PCBs in increasing SMEs’ financing eligibility in win-win basis. The findings and proposition could be effective in other ADB member countries and audiences in the field.

Keywords: CCA, financing, information asymmetry, PCA, PCB, financing.

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Authors: Isabel Brás, Artur Figueirinha, Bruno Esteves, Luísa P. Cruz-Lopes

Abstract:

The agriculture lignocellulosic by-products are receiving increased attention, namely in the search for filter materials that retain contaminants from water. These by-products, specifically almond and hazelnut shells are abundant in Portugal once almond and hazelnuts production is a local important activity. Hazelnut and almond shells have as main constituents lignin, cellulose and hemicelluloses, water soluble extractives and tannins. Along the adsorption of heavy metals from contaminated waters, water soluble compounds can leach from shells and have a negative impact in the environment. Usually, the chemical characterization of treated water by itself may not show environmental impact caused by the discharges when parameters obey to legal quality standards for water. Only biological systems can detect the toxic effects of the water constituents. Therefore, the evaluation of toxicity by biological tests is very important when deciding the suitability for safe water discharge or for irrigation applications.

The main purpose of the present work was to assess the potential impacts of waters after been treated for heavy metal removal by hazelnut and almond shells adsorption systems, with short term acute toxicity tests.

To conduct the study, water at pH 6 with 25 mg.L^-1 of lead, was treated with 10 g of shell per litre of wastewater, for 24 hours. This procedure was followed for each bark. Afterwards the water was collected for toxicological assays; namely bacterial resistance, seed germination, Lemna minor L. test and plant grow. The effect in isolated bacteria strains was determined by disc diffusion method and the germination index of seed was evaluated using lettuce, with temperature and humidity germination control for 7 days. For aquatic higher organism, Lemnas were used with 4 days contact time with shell solutions, in controlled light and temperature. For terrestrial higher plants, biomass production was evaluated after 14 days of tomato germination had occurred in soil, with controlled humidity, light and temperature.

Toxicity tests of water treated with shells revealed in some extent effects in the tested organisms, with the test assays showing a close behaviour as the control, leading to the conclusion that its further utilization may not be considered to create a serious risk to the environment.

Keywords: Acute toxicity tests, adsorption, lignocellulosic wastes, risk assessment.

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Authors: Kalsom Abd Wahab, Khalid Hassan Abdesamed

Abstract:

The purpose of this paper is to examine the financing practices of SMEs in Libya in two different phases of business life cycle: start-up and matured stages. Moreover, SMEs- accessing bank loan issues is also identified. The study was conducted by taking into account the aspect of demand. The findings are based on a sample of 76 SMEs in Libya through the adoption of questionnaires. The results have pinpointed several things- evidently, SMEs use informal financing sources which prefer personal savings; SME owners are willing to apply for bank loan, that the most pressing problem has been identified, not to apply bank loan is loan with interest (religion factor).

Keywords: SMEs, Formal Finance (loan from bank), Informal Finance, Loan with interest (religion factor), Libya.

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Authors: Adla Bentellis, Zizette Boufaïda

Abstract:

Nowadays, the pace of business change is such that, increasingly, new functionality has to be realized and reliably installed in a matter of days, or even hours. Consequently, more and more business processes are prone to a continuous change. The objective of the research in progress is to use the MAP model, in a conceptual modeling method for flexible and adaptive business process. This method can be used to capture the flexibility dimensions of a business process; it takes inspiration from modularity concept in the object oriented paradigm to establish a hierarchical construction of the BP modeling. Its intent is to provide a flexible modeling that allows companies to quickly adapt their business processes.

Keywords: Business Process, Business process modeling, flexibility, MAP Model.

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Authors: Amna Batool

Abstract:

Agile methodology is the current most popular technique in software development projects. Agile methods in software development bring optimistic impact on software performances, quality and customer satisfaction. There are some organizations and small-medium enterprises adopting agile into their local software development projects as well as in distributed software development projects. Adopting agile methods in local software development projects is valuable. However, agile global software deployment needs an attention. There are different key challenges in agile global software development that need to resolve and enhance the global software development cycles. The proposed systematic literature review investigates all key challenges of agile in global software development. Moreover, a quantitative methodology (an actual survey) targeted to present a real case scenario of these particular key challenges faced by one of the software houses that is BestWeb Malaysia. The outcomes of systematic literature and the results of quantitative methodology are compared with each other to evaluate if the key challenges pointed out in systematic review still exist. The proposed research and its exploratory results can assist small medium enterprises to avoid these challenges by adopting the best practices in their global software development projects. Moreover, it is helpful for novice researchers to get valuable information altogether.

Keywords: Agile software development, ASD challenges, agile global software development. challenges in agile global software development.

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Authors: Bernhard G. Humm, Janina Fengel

Abstract:

Business process modeling has become an accepted means for designing and describing business operations. Thereby, consistency of business process models, i.e., the absence of modeling faults, is of upmost importance to organizations. This paper presents a concept and subsequent implementation for detecting faults in business process models and for computing a measure of their consistency. It incorporates not only syntactic consistency but also semantic consistency, i.e., consistency regarding the meaning of model elements from a business perspective.

Keywords: Business process modeling, model analysis, semantic consistency, Semantic Web

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Authors: Joanna M. Dulińska, Maria Fabijańska

Abstract:

In the paper a detailed analysis of the dynamic response of a cooling tower shell to mining tremors originated from two main regions of mining activity in Poland (Upper Silesian Coal Basin and Legnica-Glogow Copper District) was presented. The representative time histories registered in the both regions were used as ground motion data in calculations of the dynamic response of the structure. It was proved that the dynamic response of the shell is strongly dependent not only on the level of vibration amplitudes but on the dominant frequency range of the mining shock typical for the mining region as well. Also a vertical component of vibrations occurred to have considerable influence on the total dynamic response of the shell. Finally, it turned out that non-uniformity of kinematic excitation resulting from spatial variety of ground motion plays a significant role in dynamic analysis of large-dimensional shells under mining shocks.

Keywords: Cooling towers, dynamic response, mining tremors, non-uniform kinematic excitation

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Authors: Wanida Suwunniponth

Abstract:

The objectives of this research were to study the influencing factors that contributed to the success of e-collaborative in e-commerce of B2C (Business to Customer) business in Bangkok, Thailand. The influencing factors included organization, people, information technology and the process of e-collaborative. A questionnaire was used to collect data from 200 small e-commerce businesses and the path analysis was utilized as the tool for data analysis. By using the path analysis, it was revealed that the factors concerning with organization, people and information technology played an influence on e-collaborative process and the success of ecollaborative, whereas the process of e-collaborative factor manipulated its success. The findings suggested that B2C ecommerce business in Thailand should opt in improvement approach in terms of managerial structure, leaderships, staff’s skills and knowledge, and investment of information technology in order to capacitate higher efficiency of e-collaborative process that would result in profit and competitive advantage.

Keywords: E-collaborative, E-commerce, B2C.

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Authors: Pejman Hosseinioun, Rose Shayeghi, Ghasem Ghorbani Rostam

Abstract:

Nowadays, obtaining traditional statistics and reports is not adequate for the needs of organizational managers. The managers need to analyze and to transform the raw data into knowledge in the world filled with information. Therefore in this regard various processes have been developed. In the meantime the artificial intelligence-based processes are used and the new topics such as business intelligence and knowledge discovery have emerged. In the current paper it is sought to study the business intelligence and its applications in the organizations.

Keywords: Business intelligence, business intelligence infrastructures, business processes.

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Authors: Behrang Tavousi Tehrani, Mohammad-Zaman Kabir

Abstract:

Shape memory alloys (SMA) are often implemented in smart structures as the active components. Their ability to recover large displacements has been used in many applications, including structural stability/response enhancement and active structural acoustic control. SMA wires or fibers can be embedded with composite cylinders to increase their critical buckling load, improve their load-deflection behavior, and reduce the radial deflections under various thermo-mechanical loadings. This paper presents a semi-analytical investigation on the non-linear load-deflection response of SMA-reinforced composite circular cylindrical shells. The cylinder shells are under uniform external pressure load. Based on first-order shear deformation shell theory (FSDT), the equilibrium equations of the structure are derived. One-dimensional simplified Brinson’s model is used for determining the SMA recovery force due to its simplicity and accuracy. Airy stress function and Galerkin technique are used to obtain non-linear load-deflection curves. The results are verified by comparing them with those in the literature. Several parametric studies are conducted in order to investigate the effect of SMA volume fraction, SMA pre-strain value, and SMA activation temperature on the response of the structure. It is shown that suitable usage of SMA wires results in a considerable enhancement in the load-deflection response of the shell due to the generation of the SMA tensile recovery force.

Keywords: Airy stress function, cylindrical shell, Galerkin technique, load-deflection curve, recovery stress, shape memory alloy.

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Authors: Olga Novikova, Timo Vuori

Abstract:

This paper describes topology of business models in market ecosystem of the emerging electric mobility industry. The business model topology shows that firm-s participation in the ecosystem is associated with different requirements on resources and capabilities, and different levels of risk. Business model concept is used together with concepts of networked value creation and shows that firms can achieve higher levels of sustainable advantage by cooperation, not competition. Hybrid business models provide companies a viable alternative possibility for participation in the market ecosystem.

Keywords: Business model, ecosystem, topology.

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Authors: Mahesh Chudasama, Harit Raval

Abstract:

Conical sections and shells made from metal plates are widely used in various industrial applications. 3-roller conical bending process is preferably used to produce such conical sections and shells. Bending mechanics involved in the process is complex and little work is done in this area. In the present paper an analytical model is developed to predict bending force which will be acting during 3-roller conical bending process. To verify the developed model, conical bending experiments are performed. Analytical results and experimental results were compared. Force predicted by analytical model is in close proximity of the experimental results. The error in the prediction is ±10%. Hence the model gives quite satisfactory results. Present model is also compared with the previously published bending force prediction model and it is found that the present model gives better results. The developed model can be used to estimate the bending force during 3-roller bending process and can be useful to the designers for designing the 3-roller conical bending machine.

Keywords: Bending-force, Experimental-verification, Internal-moment, Roll-bending.

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Authors: K. Liagkouras, K. Metaxiotis

Abstract:

Customer relationship management (CRM) systems in business are a reality of the contemporary business world for the last decade or so. Still, there are grey areas regarding the successful implementation and operation of CRM systems in business. This paper, through the systematic study of the CRM implementation paradigm, attempts to identify the most important challenges and opportunities that the CRM systems face in a rapidly changing business world.

Keywords: Customer Relationship Management, CRM, Business, Information Systems.

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Authors: M. Meenasaranya, S. Saravanan

Abstract:

Conditions corresponding to the unconditional stability of convection in a mechanically anisotropic fluid saturated porous medium of infinite horizontal extent are determined. The medium is heated from below and its bounding surfaces are subjected to temperature modulation which consists of a steady part and a time periodic oscillating part. The Brinkman model is employed in the momentum equation with the Bousinessq approximation. The stability region is found for arbitrary values of modulational frequency and amplitude using the energy method. Higher order numerical computations are carried out to find critical boundaries and subcritical instability regions more accurately.

Keywords: Convection, porous medium, anisotropy, temperature modulation, nonlinear stability.

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Authors: Abdullah A. Al Orainy

Abstract:

Small cell backhaul solutions need to be cost-effective, scalable, and easy to install. This paper presents an overview of small cell backhaul technologies. Wireless solutions including TV white space, satellite, sub-6 GHz radio wave, microwave and mmWave with their backhaul characteristics are discussed. Recent research on issues like beamforming, backhaul architecture, precoding and large antenna arrays, and energy efficiency for dense small cell backhaul with mmWave communications is reviewed. Recent trials of 5G technologies are summarized.

Keywords: Backhaul, Small Cells, Wireless, 5G.

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Authors: N.K.K. Welgama, W.A.D.P. Wanigasundera

Abstract:

Small tanks, the ancient man-made rain water storage systems, support the pheasant life and agriculture of the dry zone of Sri Lanka. Many small tanks were abandoned with time due to various reasons. Such tanks, rehabilitated in the recent past, were found to be less sustainable and most of these rehabilitation approaches have failed. The objective of this research is to assess the impact of the rehabilitation approaches in the management of small tanks in the Kurunegala District of Sri Lanka with respect to eight small tanks. A Sustainability index was developed using seven indicators representing the ability and commitment of the villagers to maintain these tanks. The sustainability index of the eight tanks varied between 79.2 and 47.2 out of a total score of 100. The conclusion is that, the approaches used for tank rehabilitation have a significant effect on the sustainability of the management of these small tanks.

Keywords: Minor irrigation schemes, Participatory, Small Tanks, Sustainable, Water resource management.

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Authors: Haiyan Wang

Abstract:

Business interpreting talents are in badly need for local economic development, but currently there are problems of traditional business interpreting training mode in China. In view of the good opportunity for college business interpreters provided by international trading center development in Qingdao China and with the aim of being in line with market demand and enhancing business interpreters' employment competitive advantage, this paper aims to explore how to cultivate interdisciplinary business interpreting talents based on market demand.

Keywords: Interdisciplinary talents, business interpreting, market demand.

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Authors: A. Mohammed, T. G. Hughes

Abstract:

This paper presents part of a research into the small scale modelling of masonry. Small scale testing of masonry has been carried out by many authors, but few have attempted a systematic determination of the parameters that affect masonry at a small scale. The effect of increasing mortar strength and different sand gradings under compression were investigated. The results show masonry strength at small scale is influenced by increasing mortar strength and different sand gradings.

Keywords: Compression, masonry, models, mortar, sand gradings

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Authors: S. Tangjuank, N. Insuk , J. Tontrakoon , V. Udeye

Abstract:

Cashew nut shells were converted into activated carbon powders using KOH activation plus CO2 gasification at 1027 K. The increase both of impregnation ratio and activation time, there was swiftly the development of mesoporous structure with increasing of mesopore volume ratio from 20-28% and 27-45% for activated carbon with ratio of KOH per char equal to 1 and 4, respectively. Activated carbon derived from KOH/char ratio equal to 1 and CO2 gasification time from 20 to 150 minutes were exhibited the BET surface area increasing from 222 to 627 m2.g-1. And those were derived from KOH/char ratio of 4 with activation time from 20 to 150 minutes exhibited high BET surface area from 682 to 1026 m2.g-1. The adsorption of Lead(II) and Cadmium(II) ion was investigated. This adsorbent exhibited excellent adsorption for Lead(II) and Cadmium(II) ion. Maximum adsorption presented at 99.61% at pH 6.5 and 98.87% at optimum conditions. The experimental data was calculated from Freundlich isotherm and Langmuir isotherm model. The maximum capacity of Pb2+ and Cd2+ ions was found to be 28.90 m2.g-1 and 14.29 m2.g-1, respectively.

Keywords: Activated carbon, cashew nut shell, heavy metals, adsorption.

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Authors: P. Prasannakumar, L. Myoung Young, G. Seung Kye, P. Sang Hun, S. Chul Gyu

Abstract:

In this paper, we discussed the coupling medium in the optoacoustic imaging. The coupling medium is placed between the scanned object and the ultrasound transducers. Water with varying temperature was used as the coupling medium. The water temperature is gradually varied between 25 to 40 degrees. This heating process is taken with care in order to avoid the bubble formation. Rise in the photoacoustic signal is noted through an unfocused transducer with frequency of 2.25 MHz as the temperature increases. The temperature rise is monitored using a NTC thermistor and the values in degrees are calculated using an embedded evaluation kit. Also the temperature is transmitted to PC through a serial communication. All these processes are synchronized using a trigger signal from the laser source.

Keywords: Embedded, optoacoustic, ultrasound, unfocused transducer.

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Authors: K. Shoylekova, K. Grigorova

Abstract:

The Petri nets are the first standard for business process modeling. Most probably, it is one of the core reasons why all new standards created afterwards have to be so reformed as to reach the stage of mapping the new standard onto Petri nets. The paper presents a business process repository based on a universal database. The repository provides the possibility the data about a given process to be stored in three different ways. Business process repository is developed with regard to the reformation of a given model to a Petri net in order to be easily simulated. Two different techniques for business process simulation based on Petri nets - Yasper and Woflan are discussed. Their advantages and drawbacks are outlined. The way of simulating business process models, stored in the Business process repository is shown.

Keywords: Business process repository, Petri nets, Simulation, Woflan, Yasper.

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Authors: Baby Joseph, Sankarganesh Palaniyandi

Abstract:

The enzyme alkaline protease production was determined under solid state fermentation using the soil bacteria Serratia marcescens sp7. The maximum production was obtained from wheat bran medium than ground nut shell and chemically defined medium. The physiological fermentation factors such as pH of the medium (pH 8), Temperature (40oC) and incubation time (48 hrs) played a vital role in alkaline protease production in all the above. 100Mm NaCl has given better resolution during elution of the enzymes. The enzyme production was found to be associated with growth of the bacterial culture.

Keywords: Alkaline protease, Wheat bran, Ground nut shell, Serratia marcescens

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Authors: Ramakrishnan Ramanathan, Yanqing Duan, Guangming Cao, Elaine Philpott

Abstract:

We discuss a theoretical conceptual framework to help understand how the new business analytics technologies have diffused in firms. We draw on three theoretical perspectives for this purpose. They are innovation diffusion theory, IT Business Value and the technology-organization-environment theory. We develop a conceptual framework that helps understand the interlinkages among factors affecting diffusion of business analytics and its impact on performance.

Keywords: Innovation diffusion, IT-Business Value, Technology-Organization-Environment, Business Analytics, Business performance

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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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