Nesta pesquisa, o principal objetivo foi analisar como são conduzidas as negociações entre compradores e vendedores que acontecem em um ambiente relacional, buscando não só entender os impactos do relacionamento das partes no processo de negociação, mas também verificar se as negociações o favorecem, notadamente em situações nas quais as partes pretendem manter ou aumentar as interações no futuro. Para responder esse objetivo foi escolhido o setor de distribuição de insumos agrícolas, com foco em defensivos, considerando as transações que ocorrem entre os distribuidores e os produtores rurais. Para ampliar as discussões desta pesquisa, optou-se por analisar as negociações entre as partes em dois países: Brasil e Estados Unidos. Assim, foi realizada uma pesquisa qualitativa, de caráter exploratório/descritivo, utilizando o método de estudos de casos múltiplos. Os dados foram coletados a partir do estudo de 13 casos - situações de negociação (seis no Brasil e sete nos Estados Unidos), considerando a visão do vendedor e do comprador (díades) para que se pudesse ter uma perspectiva de ambos os lados. Para isso, contou-se com o auxílio de seis distribuidores de insumos, sendo três no Brasil e três nos Estados Unidos. Os gerentes de vendas dos distribuidores foram entrevistados para que o entendimento do processo de negociação pudesse ser ampliado. Assim, em conjunto com observações, foram realizadas 13 entrevistas com vendedores, 13 com produtores e seis com gerentes de vendas, totalizando 32. Como principais resultados e contribuições, destaca-se: (1) foi proposta uma estrutura conceitual, baseada no modelo adaptado do IMP Group, para o estudo das negociações entre compradores e vendedores, considerando os elementos sistêmicos da negociação. Pôde-se perceber os impactos do ambiente da negociação (concorrentes e variáveis macroambientais), da atmosfera (poder, tempo e informação), do planejamento, do processo de negociação, dos resultados e da implementação dos acordos da negociação. Além disso, notou-se que os resultados substanciais (econômicos) podem ser superados pelos resultados psicológico-sociais da negociação, uma vez que vendedores e compradores podem abrir mão dos ganhos pensando na continuidade do relacionamento entre as partes; (2) a aplicação da estrutura para a análise das díades mostrouse aderente, o que resulta em outra contribuição. A estrutura conceitual poderá ser utilizada em outros contextos para o entendimento das negociações entre compradores e vendedores; (3) a partir da análise dos contextos Brasil e Estados Unidos, notou-se o impacto que o modelo de negócios dos distribuidores pode ter nas negociações. De um lado os distribuidores brasileiros têm sua oferta mais baseada em produtos, resultando em uma maior discussão de preços nas negociações. Já do lado norte-americano, a oferta é baseada em serviços e troca de informações, o que aumenta a dependência, os custos de mudança dos produtores e afeta os processos de negociação, diminuído em alguns casos a negociação de preços; (4) por fim, nota-se que o relacionamento entre as partes pode ter um impacto positivo nas negociações entre compradores e vendedores, diminuindo o uso de alternativas, aumentando a possibilidade de ampliação do valor das negociações e tirando o foco do preço. Além disso, percebe-se que a forma como as negociações são conduzidas pode ter um impacto positivo no relacionamento entre as partes. Assim, com a evolução do relacionamento, o conteúdo das negociações pode mudar da barganha de preços e evoluir para a discussão das adaptações necessárias para ampliação dos ganhos mútuos e maximização do valor das partes. / The main goal of this research was to analyze how the negotiations between buyers and sellers take place in a relational environment, seeking not only to understand the impacts of the relationship of the parties in the negotiation process, but also whether the negotiations favor the relationship, specifically in situations in which the parties aim to maintain or increase future interactions. To meet this goal, the distribution sector of agricultural inputs was chosen, focusing on defensive, and considering transactions that took place between distributors and farmers. The choice of this sector was due to its strong relational characteristic. To broaden the discussion of this research, the negotiations in two countries was analyzed: Brazil and the United States. Thus, a qualitative survey was conducted with an exploratory / descriptive perspective and using a multiple case studies method for data collection. The data was collected from the study of 13 negotiation situations (six in Brazil and seven in the United States), considering the view of the seller and the buyer (dyads) so that it was possible to have the perspective from both sides. Accordingly, interviews were conducted with six distributors, three in Brazil and three in the United States. The distributors\' sales managers were interviewed to develop a better understanding of the negotiation process. Thus, for the development of this research, 13 interviews were conducted with vendors, with 13 producers and six with sales managers, totaling 32. The main results and contributions are: (1) a conceptual framework was proposed based on the adapted model of the IMP Group for the study of negotiations between buyers and sellers, considering the systemic elements of the negotiation. The framework considers the various stages of negotiation and was the basis for the analysis of 13 dyads. From the analysis, the impact of the trading environment was observed (competitors and macroenvironmental variables), the atmosphere (power, time and information), planning, the negotiation process, the negotiation results, and the negotiation results implementation. Considering the importance of the relationship between the parties, the substantial results (economic) could be overcome by psychological and social results of the negotiation, as buyers and sellers can give up gains in exchange of maintaining and continuing with a good relationship with the other part; (2) the use of the framework to analyze the dyads proved to be effective, therefore the possible use of the framework in other contexts for the understanding of negotiations between buyers and sellers is another contribution of this thesis; (3) from the analysis of Brazilian and US contexts, it was noted the impact that the business model can have on negotiations. In one hand the Brazilian distributors have most of their supply based on products, resulting in more price discussion. In the other hand, in the US, the focus was on services and information exchange, which increases the dependency of producers decreasing, in some cases, the price negotiations; (4) finally, the relationship between the parties can have a positive impact on negotiations between buyers and sellers, reducing the use of alternatives, increasing the possibility of expanding the value of negotiations and taking the price out of focus. Moreover, it is clear that the way the negotiations are conducted can have a positive impact on the relationship between the parties. Therefore, with the relationship evolution, the negotiations content can evolve from prices negotiation to a discussion on necessary adaptation with a focus on value maximization for all parties.

Nesta pesquisa, o principal objetivo foi analisar como são conduzidas as negociações entre compradores e vendedores que acontecem em um ambiente relacional, buscando não só entender os impactos do relacionamento das partes no processo de negociação, mas também verificar se as negociações o favorecem, notadamente em situações nas quais as partes pretendem manter ou aumentar as interações no futuro. Para responder esse objetivo foi escolhido o setor de distribuição de insumos agrícolas, com foco em defensivos, considerando as transações que ocorrem entre os distribuidores e os produtores rurais. Para ampliar as discussões desta pesquisa, optou-se por analisar as negociações entre as partes em dois países: Brasil e Estados Unidos. Assim, foi realizada uma pesquisa qualitativa, de caráter exploratório/descritivo, utilizando o método de estudos de casos múltiplos. Os dados foram coletados a partir do estudo de 13 casos - situações de negociação (seis no Brasil e sete nos Estados Unidos), considerando a visão do vendedor e do comprador (díades) para que se pudesse ter uma perspectiva de ambos os lados. Para isso, contou-se com o auxílio de seis distribuidores de insumos, sendo três no Brasil e três nos Estados Unidos. Os gerentes de vendas dos distribuidores foram entrevistados para que o entendimento do processo de negociação pudesse ser ampliado. Assim, em conjunto com observações, foram realizadas 13 entrevistas com vendedores, 13 com produtores e seis com gerentes de vendas, totalizando 32. Como principais resultados e contribuições, destaca-se: (1) foi proposta uma estrutura conceitual, baseada no modelo adaptado do IMP Group, para o estudo das negociações entre compradores e vendedores, considerando os elementos sistêmicos da negociação. Pôde-se perceber os impactos do ambiente da negociação (concorrentes e variáveis macroambientais), da atmosfera (poder, tempo e informação), do planejamento, do processo de negociação, dos resultados e da implementação dos acordos da negociação. Além disso, notou-se que os resultados substanciais (econômicos) podem ser superados pelos resultados psicológico-sociais da negociação, uma vez que vendedores e compradores podem abrir mão dos ganhos pensando na continuidade do relacionamento entre as partes; (2) a aplicação da estrutura para a análise das díades mostrouse aderente, o que resulta em outra contribuição. A estrutura conceitual poderá ser utilizada em outros contextos para o entendimento das negociações entre compradores e vendedores; (3) a partir da análise dos contextos Brasil e Estados Unidos, notou-se o impacto que o modelo de negócios dos distribuidores pode ter nas negociações. De um lado os distribuidores brasileiros têm sua oferta mais baseada em produtos, resultando em uma maior discussão de preços nas negociações. Já do lado norte-americano, a oferta é baseada em serviços e troca de informações, o que aumenta a dependência, os custos de mudança dos produtores e afeta os processos de negociação, diminuído em alguns casos a negociação de preços; (4) por fim, nota-se que o relacionamento entre as partes pode ter um impacto positivo nas negociações entre compradores e vendedores, diminuindo o uso de alternativas, aumentando a possibilidade de ampliação do valor das negociações e tirando o foco do preço. Além disso, percebe-se que a forma como as negociações são conduzidas pode ter um impacto positivo no relacionamento entre as partes. Assim, com a evolução do relacionamento, o conteúdo das negociações pode mudar da barganha de preços e evoluir para a discussão das adaptações necessárias para ampliação dos ganhos mútuos e maximização do valor das partes. / The main goal of this research was to analyze how the negotiations between buyers and sellers take place in a relational environment, seeking not only to understand the impacts of the relationship of the parties in the negotiation process, but also whether the negotiations favor the relationship, specifically in situations in which the parties aim to maintain or increase future interactions. To meet this goal, the distribution sector of agricultural inputs was chosen, focusing on defensive, and considering transactions that took place between distributors and farmers. The choice of this sector was due to its strong relational characteristic. To broaden the discussion of this research, the negotiations in two countries was analyzed: Brazil and the United States. Thus, a qualitative survey was conducted with an exploratory / descriptive perspective and using a multiple case studies method for data collection. The data was collected from the study of 13 negotiation situations (six in Brazil and seven in the United States), considering the view of the seller and the buyer (dyads) so that it was possible to have the perspective from both sides. Accordingly, interviews were conducted with six distributors, three in Brazil and three in the United States. The distributors\' sales managers were interviewed to develop a better understanding of the negotiation process. Thus, for the development of this research, 13 interviews were conducted with vendors, with 13 producers and six with sales managers, totaling 32. The main results and contributions are: (1) a conceptual framework was proposed based on the adapted model of the IMP Group for the study of negotiations between buyers and sellers, considering the systemic elements of the negotiation. The framework considers the various stages of negotiation and was the basis for the analysis of 13 dyads. From the analysis, the impact of the trading environment was observed (competitors and macroenvironmental variables), the atmosphere (power, time and information), planning, the negotiation process, the negotiation results, and the negotiation results implementation. Considering the importance of the relationship between the parties, the substantial results (economic) could be overcome by psychological and social results of the negotiation, as buyers and sellers can give up gains in exchange of maintaining and continuing with a good relationship with the other part; (2) the use of the framework to analyze the dyads proved to be effective, therefore the possible use of the framework in other contexts for the understanding of negotiations between buyers and sellers is another contribution of this thesis; (3) from the analysis of Brazilian and US contexts, it was noted the impact that the business model can have on negotiations. In one hand the Brazilian distributors have most of their supply based on products, resulting in more price discussion. In the other hand, in the US, the focus was on services and information exchange, which increases the dependency of producers decreasing, in some cases, the price negotiations; (4) finally, the relationship between the parties can have a positive impact on negotiations between buyers and sellers, reducing the use of alternatives, increasing the possibility of expanding the value of negotiations and taking the price out of focus. Moreover, it is clear that the way the negotiations are conducted can have a positive impact on the relationship between the parties. Therefore, with the relationship evolution, the negotiations content can evolve from prices negotiation to a discussion on necessary adaptation with a focus on value maximization for all parties.

No description available.

Les rhabdomyosarcomes embryonnaires et aléolaires (RMS) appartiennent aux tumeurs des tissus mous les plus fréquentes chez les enfants dont elles représentent 2/3 des cas. Plusieurs données suggèrent que la dérégulation des cellules progénitrices du muscle squelettique pourrait jouer un rôle dans l'émergence des cellules de RMS qui ont aussi bien perdu le contrôle de la régulation de la prolifération cellulaire que la capacité à se différencier.Néanmoins les mécanismes de développement des RMS restent à caractériser. La famille des IMPs et notamment IMP-2, protéines liant les ARN, sont à la fois fortement exprimées dans le muscle en régénération in vivo mais aussi dans les cellules de RMS.Au cours de ma thèse, j'ai pu mettre en évidence le rôle d'IMP-2 dans la motilité des cellules de RMS et dans les cellules musculaires ainsi que dans le contrôle de l'intégrité du cytosquelette de microtubules (MTs) et dans le remodelage des adhésions focales. En effet, IMP-2 est impliqué à la fois dans la régulation de l'expression de MuRF-3, une protéine lié àla stabilisation des MTs et de Pinch-2, un important médiateur de l'adhésion cellulaire.

Det som är unikt i en akademisk miljö passar inte alltid in i en företagsmiljö. Därför kan det uppstå hinder då teknologier ska kommersialiseras. Syftet med den här uppsatsen är att undersöka hur dessa hinder kan se ut. Med hjälp av en tillämpad 4R-modell har de olika produkter, faciliteter och utrustning, affärsrelationer och organisatoriska enheter som påverkar kommersialiseringen av en teknologi kunnat kartläggas och utifrån detta har hinder identifierats. En fallstudie har genomförts där en teknologi har förflyttats från universitets- till företagsmiljö. Några av de hinder som har identifierats är att då en teknologi ska börja användas i stor skala kan ny utrustning få lov att utformas och göras tillgänglig och nya logistiska nät kan behöva sättas upp för att säkerställa försörjningen av kritiska råvaror. För att kunna dra generella slutsatser behöver vidare forskning genomföras.

The aims to set up Enterprise Resource Planning (ERP) is to increase enterprises' running efficiency and obtain the capability to respond to the whole supply chain so as to possess business competence and increase profits. There is no doubt that ERP plays an important role in enterprises. Besides, the assistance of consultant service would be beneficial for the successful introduction of ERP into enterprises. Moreover, the consultant teams assigned by consultant companies not only have to obtain professional competence of product techniques but have to offer service quality which is the vital element affecting customers' satisfaction and the success of cases. The present study is based on the theory of IMP interaction model and it attempts to conduct empirical research on the perceptive service qualtity of the consultants who introuduce ERP into enterprise cases. The main purpose of this research aims to find out the effects of consultant service quality on customers' satiscation and their behavioral intention to utilize this system. Additionly, the findings could also be suggestive resources to enterprisers, consultants, and future researchers. The results of this study show that the service quality of the consultants making intoduction of ERP into enterprises has obvious influences on customers' satisfaction and their behavioral intention to adopt ERP. In general, the key issues influencing customers' satiscation and their choices are classified into following three dimensions: (1) the outcomes brought about by the collaboration between consultants and project committees; (2) the professional and service competence presented by consultants; (3) the equality between consultant service and the implementation fee. In addition, this present study also presents different satisfaction degrees examined by reserach variables and population statistic variables. It is hoped that these difference analyses would be beneficial for managers to imrprove ERP consultant service quality.

Establishment of cell polarity requires the involvement of several posttranscriptional regulatory mechanisms, including mRNA localization and translational control. A family of highly conserved RNA binding proteins in vertebrates, VICKZ (V̲g1RBP/V̲era, I̲MP-1, 2, 3, C̲RD-BP, K̲OC, Z̲BP-1) proteins, has been shown to act in these two processes. Previous studies of the posttranscriptional mechanisms mediated by VICKZ family members have been largely limited by the lack of genetic approaches in certain vertebrate systems. Identification of Imp, the Drosophila member of the VICKZ family, opened the possibility to use genetic approaches to investigate the roles of a VICKZ family member in mRNA localization and translational control. In this dissertation, we show that Imp is associated with Squid and Hrp48, two heterogeneous proteins (hnRNP) that complex with one another to regulate localized expression of gurken (grk). In addition, Imp binds grk mRNA with high affinity in vitro and is concentrated at the site of grk localization in midstage oocytes. Mutation of the Imp gene does not substantially alter grk expression, but does partially suppress the grk mis-expression phenotype of fs(1)k10 mutants. In contrast, overexpression of Imp in germ line cells results in mislocalization of grk mRNA and protein. The opposing effects of reduced and elevated Imp activities on grk expression suggest that Imp acts in regulation of grk expression, but in a redundant way. To further explore the mechanisms by which localized expression of grk is regulated by Imp, a deficiency screen was conducted to search for dominant modifiers of the dorsalized phenotype resulting from Imp overexpression. Twelve genomic regions were identified to contain dominant modifiers of the Imp overexpression phenotype. Further characterization of mutants of genes within these genomic regions led to identification of five modifiers, including cyclin E (cycE), E2f transcriptional factor 1 (E2f1), lingerer (lig), snail (sna) and mushroom body expressed (mub). E2f1 encodes a transcriptional factor that is involved in regulating the G1 to S phase transition during mitosis. Mutation of E2f1 results in altered grk mRNA and protein distribution within oocyte, revealing a role for this gene in regulation of grk expression. / text

Submitted by Automa??o e Estat?stica (sst@bczm.ufrn.br) on 2017-02-02T13:24:58Z No. of bitstreams: 1 ArthurRodriguesFabricio_DISSERT.pdf: 2721207 bytes, checksum: 4838cd2be3cba600e09f5feae3dc3c52 (MD5) / Approved for entry into archive by Arlan Eloi Leite Silva (eloihistoriador@yahoo.com.br) on 2017-02-08T18:09:49Z (GMT) No. of bitstreams: 1 ArthurRodriguesFabricio_DISSERT.pdf: 2721207 bytes, checksum: 4838cd2be3cba600e09f5feae3dc3c52 (MD5) / Made available in DSpace on 2017-02-08T18:09:49Z (GMT). No. of bitstreams: 1 ArthurRodriguesFabricio_DISSERT.pdf: 2721207 bytes, checksum: 4838cd2be3cba600e09f5feae3dc3c52 (MD5) Previous issue date: 2016-08-29 / Ramess?s III (1187 ? 1157 a.C.), segundo fara? da XX dinastia eg?pcia, reinou durante a passagem da Idade do Bronze para a Idade do Ferro, no contexto de um delicado clima pol?tico e social, com tentativas de invas?o por estrangeiros, greves de trabalhadores e uma tentativa de regic?dio em meio a um golpe de estado. Apesar das adversidades, este fara? foi o respons?vel pela constru??o de um suntuoso complexo de culto real, em Medinet Habu, a ?ltima grande estrutura monumental erigida no Novo Imp?rio. Neste espa?o sagrado, um dos exemplos mais bem conservados da estrutura axial templ?ria da ?poca, re?ne-se grande parte da heran?a cultural eg?pcia do per?odo, seus padr?es art?sticos, arquitet?nicos, escult?ricos, seus mitos, anseios e rituais, suas cren?as no p?s-vida e na fun??o do fara?, principal mediador entre as esferas divina e humana. Neste sentido, com base no conceito de mem?ria cultural, este trabalho tem por objetivo realizar uma an?lise do templo memorial de Ramess?s III, por meio de suas iconografias e de suas inscri??es, buscando demonstrar como este pode ter sido utilizado para perpetuar uma mem?ria de longa dura??o da sociedade eg?pcia e de seus valores, ressaltando os diversos tipos de recursos e estrat?gias que foram adotados neste espa?o para a consolida??o deste projeto rememorativo e da autoimagem de Ramess?s III ? ?poca. / Ramesses III (1187 ? 1157 BC), the second pharaoh of the XX Egyptian dynasty, reigned during the transition from the Bronze Age to the Iron Age, in the context of a delicate political and social climate, with invasion attempts by foreigners, workers? strikes and an attempted regicide in the midst of a coup d?etat. Despite the adversities, this Pharaoh was the responsible for the construction of a sumptuous royal cult complex at Medinet Habu, the last large monumental structure erected in the New Kingdom. In this sacred space, one of the best preserved examples of templar axial structure of the time, gathers much of the Egyptian cultural heritage of the period, its artistics and architectural patterns, sculptural models, their myths, anxieties and rituals, its beliefs in the afterlife and the roles of the Pharaoh as the main mediator between the divine and the human spheres. Considering this, based on the cultural memory concept, this work aims to realize an analysis of the memorial temple of Ramesses III, through its iconographies and its inscriptions, searching to demonstrate how this may have been used to perpetuate a long-term memory of Egyptian society and its values, highlighting the different types of resources and strategies that have been adopted in this space to the consolidation of this remembrance project and of the self-image of Ramesses III at the time.

Background: As mentioned by the hoteliers in our study, the Saudi Arabian markets are not in a full usage or application of Corporate Social Responsibility (CSR). There have been several reviews formed by the United Nation Development Program show the efforts done by the different sectors of the country to reach the 2030 Agenda which aim for a sustainable development. Sustainability became a requirement for any business to start in the region. CS has changed the way Saudi hotels market are conducting their business a few years ago. Besides that, doing business online has also been an important factor of this change. In many cases, being sustainable might be very costly to apply to many kinds of businesses, and for that reason companies must plan well. So, the companies should take into consideration several factors that might affect their relation with their B2B customers.  Problem Discussion: There has been a huge pressure from customers and the public on companies to perform their business in an environmentally sustainable way. The increased number of hotels which led to higher competition in the region causing the companies in the hotels industry to carefully manage their B2B relationship. Second is the obligatory laws for companies to apply CS actions. Sustainable behaviors have today grown to become a compulsion to practice; however, these actions are not limited to the B2C sector of a business, CS has become a vital part of marketing strategies for business within B2B markets. In spite CS has proven to be advantageous to be practiced with B2B customers, the research on the subject has been very limited. The research and studies towards CS and CSR have been limited to B2C markets Due to the lack of enough research on the subject of being sustainability and its relationship to B2B customers, this paper will dig deep to fill this gap. Purpose:  The aim of this research paper is to uncover the hotels CS and CSR strategies that hoteliers’ practice with their B2B customers. While also considering the aspect of CS in markets where these hotels are gradually indulging into it, such as the Saudi Arabian Market. This research paper’s goal is to analyze and study different approaches for hoteliers that could be beneficial for them focused towards their business customer and guide them to gain competitive advantage and turn it into a profitable business decision through building and strengthening their relationships with their B2B customers.       Research Question:    <ol type="1"> What are the current CS strategies practiced by international five-star hotel chains situated in Saudi Arabia?   2.     How can these hotel’s CS strategies be developed and adopted to positively influence and strengthen its relationship with their B2B customers internationally?     Methodology: The authors of this study have been using qualitative method as their research approach which gave them the way in order to deeply understand the application of CS actions and its relation with the pricing strategies chosen by the companies in the hotel industry. The theory was collected from different database, and the empirical data was collected from 9 interviews within 3 hotels. The data collected was from high ranked journals. As for the type of interviews, it was semi-structured interviews. The authors used open questions to give a space to the interviewees to discuss in depth the topic of the question.  Conclusion: This study shows that within the hotel industry social sustainability dimension of CS and instrumental theories of CSR, these hotels could develop and strengthen their relationships with their B2B customers as well as suppliers. Within the academic literature CS has been categorized into three sections; environment, that actions to sustain the planet, social, that is working for the welfare of the people and lastly economical that is the financial benefits gained from CS activities. In this study, the authors concluded that the international five-star hotel chains residing within Saudi Arabia have not been actively working toward their CS and CSR behaviors.

Syftet med denna studie är att förstå hur hållbarhet påverkar en ny hållbarhetsinriktad råvaruleverantörs förmåga att starta relationer med kunder. Teori om relationsinitiering för uppstartsföretag har tillämpats, samt en för undersökningen skapad analysmodell. Metoden som använts är kvalitativ och inkluderar semi-strukturerade intervjuer genomförda i person och via Zoom. Viktiga utmaningar som framkom i studien är dels att hitta en partner med matchande hållbarhetstänk som vill investera och engagera sig i materialtestning tillsammans, men framförallt att testningen behöver vara framgångsrik för att initieringen ska kunna resultera i en framtida affärsrelation. När hållbarhet står i fokus är slutsatsen att priset på råvaran spelar mindre roll för kunden. Dock kan kunder komma att bli mer priskänsliga framöver, särskilt om fler konkurrenter till råvaruleverantören gör sig hörda. Analysen förbättrar den nuvarande kunskapen om relationsinitiering av nystartade och särskilt hållbara råvaruföretag, och demonstrerar tillvägagångssätt som liknande aktörer skulle kunna anamma på grund av sin unikhet och flexibilitet.