Made available in DSpace on 2017-05-12T14:41:55Z (GMT). No. of bitstreams: 1 Geliane_Toffolo.pdf: 7685578 bytes, checksum: 0fe74eed7d1a17dd70c51f4c0ae05593 (MD5) Previous issue date: 2013-12-03 / Coordenação de Aperfeiçoamento de Pessoal de Nível Superior / This work aims to bring out the result of the accomplished research with intends to check what are the problems that rules the actions and the contradictions in the socio and environmental practices at the urban Distributors and Gas Stations (DGSs) of the city of Francisco Beltrao/PR. So through a qualitative investigation, to understand how is manage the Environmental Education Process (EE) at these establishments. We have approached the concept of nature and aspects of its degradation and transformation. We have pointed out aspects of the public policy that would be interwoven of EE. It has also approached indicatives about Labor Union representative in the country, with the analysis of Collective Labor Conventions (CLC) of 2010/2011 and 2012/2013, a relationship signed between the Labor Union and Entities in their work relationship. We contemplate the different kinds of automotive fuels, its components and the activities developed, through the specific licensing legislation, installment, modernization and inspection, accomplished by CONAMA, CEMA and SEMA, by the technical rules accomplished by ABNT, INMETRO, NPT (Fire Station) and the dangers at these establishments. We have done an analysis of the location in relation to what is specified in the laws about installment, location and operation of DGSs; as well the water analysis in the rivers Lonqueador and Marrecas for the identification of product derived of fuels. We evaluate the proximity of some establishments and public routes close to such rivers. We have used for local analysis the CONAMA and SEMA resolutions in relation to proximity of DGSs to others business establishments, domestic buildings and water resources. It has been point out the environmental impacts as a result of some activities developed in the ground, in the waters, in the air and sounds, in the neighbourhood and to the workers. This essay is a diagnostic based on the laws and with our look on the proposed and the practiced in the relation socioenvironmental in the urban DGSs of Francisco Beltrao. It has brought some thoughts on the attitudes considered important in the relation of non formal EE, in the environment of these establishments. / Este trabalho tem como objetivo trazer o resultado da pesquisa realizada com o cunho de verificar quais são os problemas que regem as ações e as contradições existentes nas práticas organizacionais socioambientais nos Postos Revendedores de Combustíveis (PRCs) urbanos de Francisco Beltrão/PR e, assim, por meio de investigação qualitativa, entender como se desenvolve o processo de Educação Ambiental (EA) nesses estabelecimentos. Abordamos o conceito de natureza e aspectos da sua degradação e transformação. Apontamos aspectos das políticas públicas que estariam imbricados de EA. Abordamos indicativos sobre a representatividade sindical no município, com análise das Convenções Coletivas de Trabalho (CCT) de 2010/2011 e 2012/2013, relação firmada entre os sindicatos dos funcionários e empregadores, para compreendermos se os objetivos da EA foram respaldados pelas entidades na relação do trabalho existente nos PRCs. Contemplamos os tipos de combustíveis automotivos, seus componentes e as atividades desenvolvidas, por meio da legislação específica de licenciamento, instalação, readequação e fiscalização, elaboradas pelo CONAMA, CEMA e SEMA, pelas normas técnicas elaboradas pela ABNT, INMETRO, NPT (corpo de bombeiros) e os perigos existentes nesses estabelecimentos. Efetuamos análise da localização em relação ao especificado nas leis sobre a instalação, localização e operação dos PRCs; bem como análises da água nos rios Lonqueador e Marrecas para identificação de produtos derivados de combustíveis. Avaliamos a proximidade de alguns estabelecimentos e vias públicas de circulação de veículos a esses rios. Utilizamos, para a análise locacional, as Resoluções do CONAMA e da SEMA em relação à proximidade dos PRCs a outros estabelecimentos comerciais, residenciais e recursos hídricos. Apontamos os impactos ambientais gerados em determinadas atividades desenvolvidas no solo, nas águas, no ar e os sonoros, na vizinhança e aos trabalhadores. Esta dissertação é um diagnóstico baseado nas leis e com nosso olhar sobre o proposto e o vivido na relação socioambiental nos PRCs urbanos de Francisco Beltrão. Trazemos algumas reflexões sobre atitudes consideradas pertinentes na relação da EA não formal, no ambiente desses estabelecimentos.

Made available in DSpace on 2017-07-10T17:30:18Z (GMT). No. of bitstreams: 1 Geliane_Toffolo.pdf: 7685578 bytes, checksum: 0fe74eed7d1a17dd70c51f4c0ae05593 (MD5) Previous issue date: 2013-12-03 / Coordenação de Aperfeiçoamento de Pessoal de Nível Superior / This work aims to bring out the result of the accomplished research with intends to check what are the problems that rules the actions and the contradictions in the socio and environmental practices at the urban Distributors and Gas Stations (DGSs) of the city of Francisco Beltrao/PR. So through a qualitative investigation, to understand how is manage the Environmental Education Process (EE) at these establishments. We have approached the concept of nature and aspects of its degradation and transformation. We have pointed out aspects of the public policy that would be interwoven of EE. It has also approached indicatives about Labor Union representative in the country, with the analysis of Collective Labor Conventions (CLC) of 2010/2011 and 2012/2013, a relationship signed between the Labor Union and Entities in their work relationship. We contemplate the different kinds of automotive fuels, its components and the activities developed, through the specific licensing legislation, installment, modernization and inspection, accomplished by CONAMA, CEMA and SEMA, by the technical rules accomplished by ABNT, INMETRO, NPT (Fire Station) and the dangers at these establishments. We have done an analysis of the location in relation to what is specified in the laws about installment, location and operation of DGSs; as well the water analysis in the rivers Lonqueador and Marrecas for the identification of product derived of fuels. We evaluate the proximity of some establishments and public routes close to such rivers. We have used for local analysis the CONAMA and SEMA resolutions in relation to proximity of DGSs to others business establishments, domestic buildings and water resources. It has been point out the environmental impacts as a result of some activities developed in the ground, in the waters, in the air and sounds, in the neighbourhood and to the workers. This essay is a diagnostic based on the laws and with our look on the proposed and the practiced in the relation socioenvironmental in the urban DGSs of Francisco Beltrao. It has brought some thoughts on the attitudes considered important in the relation of non formal EE, in the environment of these establishments. / Este trabalho tem como objetivo trazer o resultado da pesquisa realizada com o cunho de verificar quais são os problemas que regem as ações e as contradições existentes nas práticas organizacionais socioambientais nos Postos Revendedores de Combustíveis (PRCs) urbanos de Francisco Beltrão/PR e, assim, por meio de investigação qualitativa, entender como se desenvolve o processo de Educação Ambiental (EA) nesses estabelecimentos. Abordamos o conceito de natureza e aspectos da sua degradação e transformação. Apontamos aspectos das políticas públicas que estariam imbricados de EA. Abordamos indicativos sobre a representatividade sindical no município, com análise das Convenções Coletivas de Trabalho (CCT) de 2010/2011 e 2012/2013, relação firmada entre os sindicatos dos funcionários e empregadores, para compreendermos se os objetivos da EA foram respaldados pelas entidades na relação do trabalho existente nos PRCs. Contemplamos os tipos de combustíveis automotivos, seus componentes e as atividades desenvolvidas, por meio da legislação específica de licenciamento, instalação, readequação e fiscalização, elaboradas pelo CONAMA, CEMA e SEMA, pelas normas técnicas elaboradas pela ABNT, INMETRO, NPT (corpo de bombeiros) e os perigos existentes nesses estabelecimentos. Efetuamos análise da localização em relação ao especificado nas leis sobre a instalação, localização e operação dos PRCs; bem como análises da água nos rios Lonqueador e Marrecas para identificação de produtos derivados de combustíveis. Avaliamos a proximidade de alguns estabelecimentos e vias públicas de circulação de veículos a esses rios. Utilizamos, para a análise locacional, as Resoluções do CONAMA e da SEMA em relação à proximidade dos PRCs a outros estabelecimentos comerciais, residenciais e recursos hídricos. Apontamos os impactos ambientais gerados em determinadas atividades desenvolvidas no solo, nas águas, no ar e os sonoros, na vizinhança e aos trabalhadores. Esta dissertação é um diagnóstico baseado nas leis e com nosso olhar sobre o proposto e o vivido na relação socioambiental nos PRCs urbanos de Francisco Beltrão. Trazemos algumas reflexões sobre atitudes consideradas pertinentes na relação da EA não formal, no ambiente desses estabelecimentos.

Submitted by Maicon Juliano Schmidt (maicons) on 2015-04-27T14:11:46Z No. of bitstreams: 1 Emir José Redaelli.pdf: 2476963 bytes, checksum: f9f6b30e374c82e36d2ec4db843ca78a (MD5) / Made available in DSpace on 2015-04-27T14:11:46Z (GMT). No. of bitstreams: 1 Emir José Redaelli.pdf: 2476963 bytes, checksum: f9f6b30e374c82e36d2ec4db843ca78a (MD5) Previous issue date: 2012-07-12 / Nenhuma / Esta tese trata do desenvolvimento dos canais de distribuição e vendas, através da transferência de conhecimentos pela análise do impacto das ações do fabricante e as repercussões no desempenho dos canais. Desenvolvimento de distribuidores é considerado como qualquer esforço do fabricante com seus distribuidores para incrementar os conhecimentos e as competências em vendas e nas operações para contribuir com o alcance das metas de distribuição de produtos, planejadas pelo fabricante. Os pilares para o repasse de conhecimento são o monitoramento do desempenho e o envolvimento direto do fabricante com seus canais, e vice versa. Esse envolvimento gera integração, que é a base das trocas de conhecimentos específicos existentes no fabricante, e que tem impacto direto nas atividades de distribuição. Os conhecimentos repassados impactam no desempenho operacional e no desempenho geral do canal. Os fundamentos teóricos que embasam os modelos proposto são os mesmos que têm sido utilizados recentemente nos estudos do desenvolvimento de fornecedores. Para o desenvolvimento deste trabalho foi feita uma pesquisa junto ao setor metal mecânico automotivo de bens de capital do Brasil. Uma pesquisa foi desenvolvida a partir de um processo de estratificação junto aos fabricantes. O modelo teórico foi testado com a utilização de técnicas de estatística multivariada e por Modelagem de Equações Estruturais, na qual foram testadas cinco hipóteses diferentes de pesquisa. Os resultados sugerem que existe uma relação entre a transferência de conhecimentos, via monitoramento do desempenho, e pelo envolvimento direto dos fabricantes com seus canais, no desempenho operacional e geral do canal. Este estudo contribui para o aumento de conhecimentos sobre o tema, pois embasa onde os fabricantes podem fazer investimentos em iniciativas como antecedentes relacionadas a aumentos de desempenho em seus canais de distribuição e vendas. / This thesis refers to the development of the supply and selling chain channels through the transference of knowledge, by analyzing the impact of manufacturer actions and its repercussions in channel development. Supplier development is considered to be any manufacturer effort with its distributors to improve the selling knowledge and competency, as well as in its operations to contribute to the achievement of the goal supply chain distribution planned by the manufacturer. The pillars of the knowledge transference are performance monitoring and direct manufacturer evolvement with its channels and vice versa. This evolvement generates integration, which is the base of the specific knowledge trade that exists in the manufacturer and which has a direct impact in the distribution activities. The spread knowledge has an impact through the operational and general channel development. The theoretical basis proposed in this model are the same recently used in supply chain development studies. The research of this thesis has been made in the metal mechanic automotive capital goods of Brazil. The survey has been developed from the stratification process within the manufacturer. The theoretical model was tested with multivariate statistical technique and structural equation modeling, in which were tested five different research hypothesis. A relation between the transference of knowledge through monitoring the performance and the direct evolvement of the supplier with its channels, in operational and general channel development, has been suggested by the results of this survey. This study contributes to improve the knowledge about this feature, because it serves as base to manufacturers make investments in initiatives as antecedents related to performance increase in its supply and selling chain channels.

節能與環保是當今世界各國共同要面對的課題，而解決此人類共同難題所孕育而生的太陽能綠色產業是未來世界的潮流與希望，世界各先進國無不大力推展。而台灣向來致力於高科技產業發展，對於這未來的科技趨勢與產業大餅，從半導體代工、液晶面板及系統模組製造的科技大廠紛紛積極相繼投入。而本研究以半導體通路商T公司為例，以一個營業額百億規模的中型企業，由半導體矽晶圓銷售，切入太陽能矽原料買賣市場，進而建立自有太陽能模組品牌，並在歐洲市場有成功的市場實績，探討個案企業如何成功轉型，並在太陽能產業的新市場中取得競爭優勢。茲提出以下討論問題：1. 半導體通路商跨足太陽能產業的多角化動機與策略思考為何？2. 半導體產業轉型(多角化)跨足至太陽能產業的動態能耐發展及成功因素為何？希望藉此了解企業的多角化策略思考以及如何運用或產生新的能力順利跨足新事業領域。 本研究經由相關文獻探討後，以動態能耐架構，「組織與管理程序」、「定位」、「發展路徑」三構面來分析研究個案企業多角化發展歷程，資源與能力的改變與新生。採用個案研究法深入訪談個案公司相關高階主管，以了解其多角化跨足太陽能產業的實務作為。由個案分析與研究發現得出研究結論如下： 結論一：企業轉型動機為提昇企業價值，實踐永續經營。為延續以往成功經驗，多角化轉型常選擇相關多角化經營策略。 結論二：在組織與管理程序方面，企業多角化歷程中，新事業多會延續原企業的制度與流程。在組織學習與人才培育上，新事業則會偏重外部資源。 結論三：在組織定位方面，相關多角化的發展初期，新事業運用現有資產，能夠快速獲得成功。但是公司的資產定位與優勢，會隨著產業狀況變化而改變。 結論四：在企業發展路徑方面，企業過去發展歷程中的經營策略調整的經驗對多角化經營的發展，有正面助益。 結論五：策略選擇會對企業本身動態能耐造成影響，當企業的經營形態改變，會使公司專屬資產地位的優/劣勢產生變化。 / Nowadays, shortage of crude oil and global warming are major issues that every country in the world must to confront. To solve these problems, all advanced industrial countries are making a lot of efforts in researching and developing alternative energies, including solar energy, which is taken as one of the most effective and mature solutions at the moment. High-tech industries have been well developed and prosperous in Taiwan during past decades. To take the trend of solar energy, many leading companies in semiconductor, LCD panel and computer system manufacturing industries are actively participating in solar industry. This research is to take T-company, one of the major material distributors in semiconductor industry, as example to study how it succeeds in diversification and gets advantages in the new market of solar industry. The major two subjects in this research are as below: 1. What are the motives and strategies for a semiconductor distributor to diversification in order to enter solar industry? 2. What are the success factors and dynamic capabilities needed when a company transforms or diversifies itself from semiconductor industry to solar industry? Case-study method is applied in this research to analyze the actions taken by T-company. To track the diversification and the changes of resources/ capabilities in T-company, the analysis of dynamic capabilities are divided into three dimensions: “organization and managerial processes”, “positioning” and “path of growth”. As a result, the conclusions of this research are as below: 1. The motives of business transformation/ diversification are to ensure the growth and sustainability of corporation. To continue the successful experience, transformation or diversification to related industry is often chosen. 2. In the transformation/ diversification, systems and processes of new business often follow the original ones. As to human resource and professional training, external resources are preferred. 3. Regarding organization positioning, in the initial stage of diversification, the new business has the advantages of using existing resources and reputation to speed up to success. However, the existence of advantages will depend on the industrial situation in the long run. 4. On the paths of enterprise growth, the experiences of strategy adjustment are positively helpful when the corporation goes diversification. 5. The choice of business strategies will influence the dynamic capabilities of a company. When the business model is changing, the advantages/ disadvantages of company exclusive assets will also change.

<p>There are great problems of pesticide poisonings in the rural parts of the developing countries. Although these countries only use 25 percent of the world’s pesticide production they suffer from 99 percent of the deaths due to pesticide poisoning.</p><p>The study took place in Tarapoto, Peru, where immense quantities of pesticides are used in their extensive cultivations of rice. The highly toxic pesticides are applied with backpack sprayers without using any safeguard.</p><p>The objective of the study is to find out if the unsafe use of pesticides in Tarapoto is a result of insufficient information from the chemical companies and the distributors. It is also to study what effect the distributors’ relationship marketing has on the usage of pesticides. The purpose of the study is to help the farmers to get a deeper understanding about the problem by explaining the situation to them.</p><p>Four theories have been used as analytical tools in the study; corporate social responsibility, relationship marketing, buyer’s value chain and costumer value, and salespeople and their ethical behavior. The guidelines for personal protection and good labeling from the Food and Agricultural Organization of the United Nations have also been used as a basis for the empirical study.</p><p>A triangulation of data was use during the empirical studies and three types of respondents were interviewed; farmers, vendors and organizations and authorities. Participating observations were also made both in the field and in the stores.</p><p>The results of the empirical studies show that the main reason of the unsafe use of pesticides is not lack of information or unawareness. The etiquettes have to be approved by the Agrarian Health Department and all the interviewed farmers were literate and could therefore read the given information. All the interviewed farmers were also aware of how they really should manage the pesticides.</p><p>The primary source of information is however the vendors. They have a close relation to the farmers due their selling strategies of relationship marketing. The vendors recommend what pesticides the farmers should use, and how and when to use them. There is though a problem in the information from the vendors. The most recommended products are extremely or highly toxic and they are restricted; they are not allowed to use in rice. They also recommend the farmers to drink milk to avoid intoxication, which the etiquettes warn against. Regular safety instructions were only given by 50 percent of the interviewed vendors.</p> / <p>RESUMEN</p><p>Existen muchos problemas de intoxicación debido al uso de pesticidas en las zonas rurales de los países en desarrollo. Aunque únicamente un 25 por ciento de la producción mundial de pesticidas es utilizada en estos países, ellos sufren del 99 por ciento de las muertes causadas por pesticidas.</p><p>El estudio fue realizado en Tarapoto, Perú, donde se utilizan cantidades enormes de pesticidas en los cultivos de arroz. Los pesticidas, en frecuentes casos extremadamente tóxicos, se aplican con mochilas y sin ningún tipo de equipo de protección.</p><p>El objetivo del estudio es investigar si el uso inseguro de pesticidas, es resultado de la información insuficiente de parte de las compañías químicas y de los distribuidores. El objetivo es también estudiar cuál es la influencia de los vendedores sobre el uso de pesticidas. El propósito es ayudar a los agricultores de Tarapoto a tener una compresión más profunda del problema.</p><p>Los resultados muestran que la razón principal por el uso inadecuado de pesticidas, no es ni la escasez de información, ni la inconciencia de los riesgos. El nivel educativo, permite sin problema alguno a los agricultores leer las etiquetas en los envases; etiquetas previamente aprobadas por SENASA antes de salir al mercado. Existe por lo tanto una conciencia colectiva del uso adecuado de los pesticidas que no obstante, no se practica.</p><p>La fuente principal de información son sin embargo los vendedores. Ellos tienen una relación cercana con los agricultores, les recomiendan qué productos usar, cuándo y dónde. El problema recae en una recomendación de los productos más tóxicos e incluso restringidos para los cultivos de arroz. También se les recomienda beber leche para evitar intoxicaciones, a pesar de que es contraindicado en la etiquetas tomar leche en caso de intoxicación.</p>

There are great problems of pesticide poisonings in the rural parts of the developing countries. Although these countries only use 25 percent of the world’s pesticide production they suffer from 99 percent of the deaths due to pesticide poisoning. The study took place in Tarapoto, Peru, where immense quantities of pesticides are used in their extensive cultivations of rice. The highly toxic pesticides are applied with backpack sprayers without using any safeguard. The objective of the study is to find out if the unsafe use of pesticides in Tarapoto is a result of insufficient information from the chemical companies and the distributors. It is also to study what effect the distributors’ relationship marketing has on the usage of pesticides. The purpose of the study is to help the farmers to get a deeper understanding about the problem by explaining the situation to them. Four theories have been used as analytical tools in the study; corporate social responsibility, relationship marketing, buyer’s value chain and costumer value, and salespeople and their ethical behavior. The guidelines for personal protection and good labeling from the Food and Agricultural Organization of the United Nations have also been used as a basis for the empirical study. A triangulation of data was use during the empirical studies and three types of respondents were interviewed; farmers, vendors and organizations and authorities. Participating observations were also made both in the field and in the stores. The results of the empirical studies show that the main reason of the unsafe use of pesticides is not lack of information or unawareness. The etiquettes have to be approved by the Agrarian Health Department and all the interviewed farmers were literate and could therefore read the given information. All the interviewed farmers were also aware of how they really should manage the pesticides. The primary source of information is however the vendors. They have a close relation to the farmers due their selling strategies of relationship marketing. The vendors recommend what pesticides the farmers should use, and how and when to use them. There is though a problem in the information from the vendors. The most recommended products are extremely or highly toxic and they are restricted; they are not allowed to use in rice. They also recommend the farmers to drink milk to avoid intoxication, which the etiquettes warn against. Regular safety instructions were only given by 50 percent of the interviewed vendors. / RESUMEN Existen muchos problemas de intoxicación debido al uso de pesticidas en las zonas rurales de los países en desarrollo. Aunque únicamente un 25 por ciento de la producción mundial de pesticidas es utilizada en estos países, ellos sufren del 99 por ciento de las muertes causadas por pesticidas. El estudio fue realizado en Tarapoto, Perú, donde se utilizan cantidades enormes de pesticidas en los cultivos de arroz. Los pesticidas, en frecuentes casos extremadamente tóxicos, se aplican con mochilas y sin ningún tipo de equipo de protección. El objetivo del estudio es investigar si el uso inseguro de pesticidas, es resultado de la información insuficiente de parte de las compañías químicas y de los distribuidores. El objetivo es también estudiar cuál es la influencia de los vendedores sobre el uso de pesticidas. El propósito es ayudar a los agricultores de Tarapoto a tener una compresión más profunda del problema. Los resultados muestran que la razón principal por el uso inadecuado de pesticidas, no es ni la escasez de información, ni la inconciencia de los riesgos. El nivel educativo, permite sin problema alguno a los agricultores leer las etiquetas en los envases; etiquetas previamente aprobadas por SENASA antes de salir al mercado. Existe por lo tanto una conciencia colectiva del uso adecuado de los pesticidas que no obstante, no se practica. La fuente principal de información son sin embargo los vendedores. Ellos tienen una relación cercana con los agricultores, les recomiendan qué productos usar, cuándo y dónde. El problema recae en una recomendación de los productos más tóxicos e incluso restringidos para los cultivos de arroz. También se les recomienda beber leche para evitar intoxicaciones, a pesar de que es contraindicado en la etiquetas tomar leche en caso de intoxicación.

This project was created using ColdFusion 4.5 to build and implement a commercial web site to present a real picture of electronic commerce. This project is intended to provide enough information for other students who are looking for a guideline for further study and to improve their skills in business from an information management aspect.

This doctoral thesis presents the results of the development of two software programs for the design of progressive distributors and progressive lubrication systems. One of these programs implements a genetic algorithm and the other, which is used to design progressive lubrication systems, implements a parallel genetic algorithm of the island model. The program for the design of progressive distributors was implemented in Java using the NetBeans development environment and the other program was created in Matlab. The thesis further focuses on analytical and computational solutions of the flow of compressible greases seen as viscoplastic fluids. Equations for the numerical solution of the non-steady flow of compressible viscoplastic Bingham fluids were derived and solved by the Lax-Wendroff method in Matlab. As several constants had to be set in the equations, experiments were conducted with the ecological grease Plantogel 2S in the laboratory of the Kaplan Department of Hydraulic Machines, mainly to determine the sound velocity in this grease. The sound velocity was calculated based on the experimental results by applying Fourier transformation and the transition matrix method. In addition to this, the rheological measurements of greases were used. As seen from the results, the ecological greases are actually thixotropic viscoplastic fluids with a significant elastic element. Since a Newton fluid was assumed when calculating the sound velocity, the possibilities of using the transition matrix method for viscoplastic fluids were then considered. No analytical solution of the flow of viscoplastic fluids in a frequency spectrum has been published so far. Because it emerged that greases had a significant elastic stress factor, the problem of the non-steady flow of elastic-viscoplastic fluids was solved numerically between two infinite parallel plates by applying the finite difference method (FDM). The computation was done in Matlab. This doctoral thesis makes a contribution to solving problems related to the design of progressive distributors and progressive lubrication systems used to distribute compressible greases. Considering the complex approach to this field and the achieved results, the thesis also represents a significant contribution to design work.

Marknaden för industriella distributörer har upplevt stora förändringar under de senaste decennierna. Trots att industribolag nu har större möjligheter att sälja direkt via internet har distributörerna generellt sett stärkt sin position av flera anledningar. Forskningen har emellertid förespråkat att det är starka samarbeten som skapar värde i distributionskanalen. I huvudsak har detta påvisats med kvantitativa studier och forskare har därför efterfrågat kvalitativa ansatser. Delvis med målet att fylla detta forskningsgap utfördes en fallstudie om ABB Low Voltage Products distributörsförsäljning av produktkategori Pilot Devices, som bland annat innefattar tryckknappar. Pilot Devices valdes eftersom de är typiska distributörsprodukter i flera avseenden. Vad som också är uppenbart för produktkategorin är att den är högst standardiserad, utan tydlig differentiering mot konkurrenterna. Med bakgrund av detta intogs ett speciellt perspektiv i studien: hur kan marknadsföringen genom distributörer förbättras för en standardiserad produktkategori? Elva semistrukturerade intervjuer utfördes med distributörer i Sverige och Storbritannien samt därtill 25 observationsstudier i butiker. För att bättre förstå kundernas behov skedde fem intervjuer med panelbyggare, den typiske kunden för produkterna. Det empiriska materialet visade att distributörers behov skiljer sig åt markant, vilket tidigare modeller inte beaktat. Leverantörer måste förstå de olika distributörstypernas behov för att styra kanalen effektivt. För stora distributörskedjor är monetära incitament, ett åtagande att jobba på slutmarknaden och produktdata för internetförsäljning i fokus. För mindre distributörer, som ofta måste konkurrera med teknisk expertis, är bland annat produktträning och en nära relation av yttersta vikt. Studien bekräftade tidigare forskning som påpekat att en tydlig ansvarsfördelning och effektiv kommunikation är väsentligt för samarbetena. Detta visade sig vara viktigt oavsett typ av distributör. Studien av panelbyggarna visade att dessa generellt hade ett högst repetitivt köpbeteende som ofta styrs av tidigare ritningar eller krav från kunder. Distributörssegmentens värdeskapande aktiviteter och behov samt slutkundernas inverkan summerades i ett ramverk vilket uppfyllde studiens syfte: en vägledning för hur tillverkande industriföretag kan förbättra marknadsföringen via distributörer för standardiserade produkter. / The industrial distributor market has experienced great changes during the recent decades. Manufacturers today have better possibilities reaching their customers directly by selling through the Internet, but the distributors have in general strengthened their positions, due to several reasons. Most research concerning the manufacturer-distributor relationship has, however, indicated that collaboration is the key to creating value in the marketing channel. The majority of these studies have been quantitative, and researchers have requested more qualitative studies. Partly with the aim to fill this gap, a case study was conducted to investigate the distributor sales of ABB Low Voltage Products product category Pilot Devices, consisting of for example push buttons. Pilot Devices was chosen as it is a typical distributor product for many reasons. What also is evident is that it is a commoditized product, where it is hard to find differences between brands. With this background, the study was conducted through a certain lens: how can the marketing through distributors be improved for commoditized products? Eleven semi-structured interviews were conducted with distributors in Sweden and the United Kingdom together with 25 observational studies in distributor stores. In order to obtain a deep understanding of the end customer’s need, five interviews with panel builders, a typical customer type, was conducted. The empirical data showed that the distributors’ needs differ significantly, which has been neglect by previous studies. Manufacturers must develop an understanding for these needs in order to manage the channel effectively. For large distributors, monetary incentives, an end-market commitment and product data were priorities. For smaller, technical oriented, distributors, product training and marketing material were distinct needs. The study confirmed previous studies stating that clear allocation of responsibilities and effective communication are important. The study of the panel builders showed that they have a highly repetitive buying behavior, often affected by previous blueprints or by their customer’s requirements. The distributor segments’ value adding activities, their needs and the impact of the end customer were incorporated into a framework that fulfilled the study’s purpose: a guideline how manufacturing companies can improve their marketing through distributors for commoditized products.

Thesis (MScAgric)--Stellenbosch University, 2000. / ENGLISH ABSTARCT: The Law on the Marketing of Agricultural Produce (no 47 of 1996) introduced a new era in the marketing of deciduous fruit. Previously the producer was obliged by statute to deliver his deciduous fruit to Unifruco, the sole agent of the Deciduous Fruit Board, for exports to the overseas markets. In this era of statutory marketing control the producer could only take decisions about his product up to the point where it left the farm gate. In the deregulated marketing environment, the producer can now, however, control the marketing of his products until it reaches the end consumer abroad. The purpose of this thesis is to identify the factors, processes, opportunities and possible pitfalls with which the individual producer now has to contend, and to describe them qualitatively in order to enable him to decide how he will market his products in the environment of a deregulated market. In order to make a decision, the producer must have a vision and goals to achieve. The different facets in formulating these are discussed. The different decisionmaking phases that are employed interactively, to facilitate the making of a marketing decision, are investigated and clearly stated. These phases include the preparatory phase, the investigation of the distribution channel, as well as that of agents, the different marketing alternatives and eventually the actual taking of interactive marketing decisions. It has become quite clear, through the research done, that in future, the sustainability of every producer of deciduous fruit will be determined by his ability to make informed marketing decisions, and to adapt to the new marketing environment. / AFRIKAANSE OPSOMMMING: Die Wet op die Bemarking van Landbouprodukte (No 4 7 van 1996) het 'n nuwe era in die bemarking van sagtevrugte ingelei. In die verlede was die produsent statuter verplig om sy sagtevrugte aan Unifruco, alleenagent van die Sagtevrugteraad, te !ewer vir uitvoer na die buiteland. Die produsent het in die era van statutere bemarkingsbeheer dus slegs besluite ten opsigte van sy produk geneem tot waar dit die plaashek verlaat. In die gedereguleerde bemarkingsomgewing kan die produsent egter nou self besluite neem oor die bemarking van sy produk tot waar dit in die buiteland die hande van die eindverbruiker bereik. Die doel van die tesis is om die faktore, prosesse, geleenthede en moontlike slaggate waarmee die individuele produsent nou te kampe het, te identifiseer en kwalitatief te beskryften einde horn in staat te stel om te besluit hoe hy sy vrugte in die gedereguleerde bemarkingsomgewing kan bemark. Vir di.e neem van besluite is dit noodsaaklik dat 'n produsent 'n missie en doelstellings het. Die verskillende fasette by die opstel daarvan word bespreek. Die verskillende besluitnemingsfases wat interaktief aangewend word om die bemarkingsbesluit te neem, word ondersoek en uitgespel. Dit sluit in die voorbereidingsfase, die ondersoek van die distribusiekanaal, die ondersoek na agente, die verskillende bemarkingsalternatiewe en dan die neem van die interaktiewe bemarkingsbesluite. Uit die ondersoek is dit duidelik dat elke sagtevrugteprodusent se volhoubaarheid in die toekoms bepaal sal word deur sy vermoe om ingeligte bemarkingsbesluite te kan neem en dus by die nuwe sagtevrugtebemarkingsomgewing aan te pas.