Business-to-business (B2B) organizations are facing challenges related to complex sales cycles and increasing competition, resulting in more value-driven sales processes and a holistic ecosystem for the B2B marketplace. Recent studies have acknowledged the lack of research on inside sales and sales development in B2B organizations. Scholars point at the increasing importance of inside sales due to changes in the environment and increasing customer demands, which has resulted in the development of digital sales processes within companies. In this study, we have examined the early phase of the sales process referred to as customer acquisition, which is an important part for companies to do business and be profitable over time. In customer acquisition, lead generation and lead management are two central phenomena including generating potential customers and managing them in an adequate way. In this study, where we are writing on commission for Tele2 IoT, our aim was to develop recommendations for how they can improve their conversion rate and sales performance by asking; “How can B2B companies work with sales development processes and lead generation to improve their sales performance?” Based on a literature review of previous studies on sales processes, Internet of Things, and content marketing, we developed an exploratory and qualitative research design, where data was collected through twelve semi-structured interviews with respondents from the case company. Our empirical findings present how the development of a separate unit for Sales Development in Tele2 IoT can be a solution for handling the current challenges for lead generation and lead management. A dedicated Sales Development Representative (SDR) can be responsible for the early phase of the sales process before a Sales Manager takes over. This would include responsibility for lead generation, qualification, and follow-up to ensure that the qualified leads are timely managed. We demonstrate a model that conceptualizes how companies in a highly competitive business environment can initiate a dedicated function working with customer acquisition practices, which we refer to as Sales Development. In our model, we emphasize how three different channels for attracting and managing leads must be considered: 1) outbound lead generation, 2) inbound lead generation and 3) marketing automated lead generation, to improve sales performance. Based on these findings, we propose iterative customer acquisition processes where communication, documentation and cooperation are at its core. Finally, we propose a framework with reflective questions for managers and organizations to take into consideration when implementing Sales Development into their business. The study primarily contributes to the scarce research field of inside sales, where we encourage practitioners and academia to apply our model and utilize quantitative data measures to understand how a Sales Development configuration can improve lead generation within different industries.

<p>Understanding of thermal transport in small scales gains more importance with increasing demand in microelectronics and advancing fabrication technologies. In addition, scarce in energy sources adds more pressure with increasing expectations on research in energy conversion devices and renewable energies. In parallel to these, new phenomena observable only in small scales are discovered with the research, bringing more opportunities for engineers to solve real-world problems by applying the discoveries and more questions to answer. Thermal radiation as a thermal transport phenomenon is the epicenter of this research. Recent developments such as near-field radiative heat transfer exceeding blackbody radiation or control of radiative cooling via biasing grows the attraction on thermal radiation because these examples challenge our long-lasting understanding of nature. Exploring nature further in the small scale may help us meet the expectations mentioned above.</p> <p> </p> <p>In this thesis work, first, we carry out analyses on radiative heat transfer of natural hyperbolic material, calcite, and compare to that of a polar material SiC. Our study reveals that the high- modes within the hyperbolic bands are responsible for the substantial enhancement in near field radiation. Comparison of calcite with SiC illustrates the significance of the high- modes in calcite vs. surface polariton modes in SiC in their contributions to near-field radiation enhancement, for temperature differences ranging from 1 K to 400 K. We also noticed that the contributions of high- modes in calcite to near-field radiation is comparable to that of surface polaritons in SiC. The results of these analyses will be helpful in the search of hyperbolic materials that can enhance near field radiative transfer.</p> <p> </p> <p>Second, we demonstrate an experimental technique to measure near-field radiative heat transfer between two parallel plates at gap distances ranging from a few nanometers to far-field. A differential measurement circuit based on resistive thermometry to measure the defined temperatures are explained. To predict the defined temperatures, a computational method is utilized. We also detail an alignment technique that consists of a coarse and fine alignment in the relevant gap regions. This technique presents a method with high precision for gap measurement, dynamic gap control, and reliable sensitivity for extreme near-field measurements. Finally, we report experimental results that shows 18,000 times enhancement in radiative heat transfer between two parallel plates.</p> <p> </p> <p>Third, we analyze near-field radiative transfer due to hyperbolic phonon polaritons, driven by temperature gradient inside the bulk materials. We develop a mesoscale many-body scattering approach to account for the role of hyperbolic phonon polaritons in radiative transfer in the bulk and across a vacuum gap. Our study points out the equivalency between the bulk-generated mode and the surface mode in the absence of a temperature gradient in the material, and hence provide a unified framework for near-field radiative transfer by hyperbolic phonon polaritons. The results also elucidate contributions of the bulk-generated mode and the bulk temperature profile in the enhanced near-field radiative transfer.</p> <p> </p> <p>Forth, we study radiative heat transfer in hyperbolic material, hyperbolic boron nitride (hBN), and show a major contribution to energy transport arising from phonon polaritons supported in Reststrahlen bands. This contribution increases spectral radiative transfer by six orders of magnitude inside Reststrahlen bands compared to that outside Reststrahlen bands. The equivalent radiative thermal conductivity increases with temperature increase, and the radiative thermal conductivity can be of the same order of the phonon thermal conductivity. Experimental measurements are discussed. We showed the radiative contribution can account for as much as 27 % of the total thermal transport at 600 K. Hence, in hBN the radiative thermal transport can be comparable to thermal conduction by phonons. We also demonstrate contribution of polaritons to thermal transport in MoO₃. To calculate radiative heat transfer in three principal coordinates separately, we modify and apply the derived many-body model. Our analysis shows that radiative thermal conductivity in both in- and out-of-plane directions increases with temperature and contribution to energy transport by polaritons exceeds that by phonons.</p> <p> </p> Fifth, we build an experimental setup to examine near-field properties of materials using an external thermal source. The nanospectroscopy setup combines near-field microscopy technique, near-field scanning optical microscopy (NSOM), and Fourier-transform infrared (FTIR) spectroscopy. We further explain challenges in building a nanospectroscopy setup using a weak thermal source and coupling two techniques. This method enables us to investigate spectral thermal radiation and local dielectric properties in nanoscale.

Studien utgår från en fenomenografisk ansats där vårt fenomen som vi vill undersöka är hur förskollärarna erfar sin stödjande roll i undervisningssituationer i, genom och för leken. För att kunna identifiera förskollärarnas uttryck för vårt fenomen så tar vi stöd i begreppet scaffolding, som ingår i den sociokulturella teorin. Men även med hjälp av begreppet outside and inside the flow. Studien är en kvalitativ undersökning där vi med hjälp av semistrukturerade intervjuer utgick från en intervjuguide. Denna intervjuguide fick förskollärarna som vi intervjuade ta del av. I vårt resultat kunde vi se att förskollärarna talar om leken och undervisningen på två olika sätt. De talar om hur man kan undervisa och lära ut genom leken och att man även också kan undervisa och lära ut för leken.

The role of sales has evolved over the last decade, mostly driven by technological and social changes. One major shift is the growth in importance and in size of the inside sales function. Inside sales are sales that are conducted remotely or virtually using one or more Information Technology (IT) tools without the traditional in-person interaction. Despite the growing importance of inside sales, studies that show the key determinants and practices that can improve inside sales success are rare and have tended to focus on determinants affecting individual salesperson performance. Moreover, existing approaches to customer acquisition in inside sales often rely on subjective intuition, expert suggestions and gut feeling, which often hurts the chances of qualifying and converting leads to sales, and eventually diminishes inside sales success. This research aims to address such shortcomings by: 1) investigating the key dimensions and determinants of inside sales success by summarizing the existing body of knowledge using a systematic review and meta-analysis; and 2) develop comprehensible lead conversion models that integrate the interplay of relevant determinants in the lead conversion process. This doctoral research aims to: (1) Synthesize the literature and draw a big picture of B2B sales success by providing practitioners and scholars with a comprehensive state-of-the-art understanding of the determinants of B2B sales success and their significance in inside sales. (2) Identify and validate several key lead engagement factors crucial for inside sales success. (3) Demonstrate the potential of data-driven analytics by collecting multiple historical datasets from several companies representing different industries. This includes investigating and discovering new insights that will improve lead conversion outcomes, which contributes to the literature on the ongoing discussion of effective sales pipeline management. (4) Provide sales practitioners with comprehensible lead conversion models that integrate industry specific behavior and performance of salespeople, characteristics of leads and/or prospects, and workflow strategy aspects. This will help sales practitioners to better understand problems and opportunities in lead management, take proactive actions, and improve their sales success.

Genom detta arbete undersökte jag hur akustiskt pianon kunde användas som ljudkälla för att skapa de ljud jag behövde för att arrangera och producera poplåtar. Tre låtar skapades där ljuden manipulerades utifrån olika metoder. Låt 1 endast använda sig av ”preparerat piano”-tekniker men jag var inte tvungen att manipulera alla ljud. I Låt 2 fick inga ljud låta som ett piano vilket uppnåddes genom samma ”preparerat piano”-tekniker följt av vidare manipulation i datorn. Ljuden i Låt 3 fick jag manipulera så lite eller mycket jag ville, alltså en kombination av metod 1 och 2. Det jag slutligen kom fram till var att känslan av ett fullt arrangemang kunde uppnås med olika manipulationsmetod. Arbetet med den tredje låten var dock för mig mest effektiv då den öppnade upp flest möjligheter samt gav mig mer kontroll.

The purpose of this project is to explore the concept of inside-out change and inner sustainability in the context of societal norms through the process of how they change from childhood into adulthood. What are they and how do they affect our wellbeing and quality of life? To challenge the societal norms and become aware of its negative effects on the individual and collective, we need to allow ourselves space to acknowledge the importance of our inner life. The design aims to create a physical (and psychological) space with the help of video art and design, where the audience is given time for the mind to wander, to hopefully inspire and motivate for improved inner sustainability and change from the inside-out.

This thesis concentrates on problematic field of architectural education and practice related to window role. Phenomena of window loosing it’s primary functional purpose [inside-outside connection in terms of view and daylight] and becoming more decorative element of the facade. This paper content consists of analysis of case studies by evaluating window provided light and view qualities using qualitative and quantitative methods in chosen office buildings. Analysis and results are followed by the discussion of window role oppositions between architect’s and user’s perspective together with secondary topics coming out of it. As the result of analysis and discussion - guidelines for window design are suggested and conclusive experiment of their customization is demonstrated. This thesis  concentrates on awareness of window identity crisis as well as examine and provide simple manners, which can increase quality of daylight and view through the openings in architectural planning.

This work describes the application of spiroligomers as serine hydrolases mimetics. Through collaboration with Kendall Houk's group, for the first time in the Schafmeister lab, we demonstrate that "theozymes" can be successfully used as models to design highly functionalized spiroligomer constructs for organocatalysis. We demonstrate a structure-function relationship between the structure of a series of bi-functional and tri-functional spiroligomer based transesterification catalysts and their catalytic activity. First, we designed and synthesized a series of stereochemically and regiochemically diverse bi-functional spiroligozymes to identify the best arrangement of a pyridine as a general base catalyst and an alcohol nucleophile to accelerate attack on vinyl trifluoroacetate as an electrophile. The best bifunctional spiroligozyme reacts with vinyl trifluoroacetate to form an acyl-spiroligozyme conjugate 2.7x103-fold faster than the background reaction with benzyl alcohol. We then incorporated an additional urea functional group to activate the acyl-spiroligozyme intermediate through hydrogen bonds and enable acyl transfer to methanol. The best trifunctional spiroligozyme carries out multiple turnovers and acts as a transesterification catalyst with k1/kuncat of 2.2x103 and k2/kuncat of 1.3x102. Quantum mechanical calculations identified four transition states in the catalytic cycle and provided a detailed view of every stage of the transesterification reaction. With the aim of accelerating the k2, we sought to design better oxyanion holes that hold multiple hydrogen bonding groups in close proximity of the catalytic groups. A macrocyclic motif would be a good candidate to force the oxyanion hole arm to arrange hydrogen-bonding groups in a precise three-dimensional constellation for transition state stabilization. In Chapter 4, we introduce an in silico designed macrocyclic spiroligomer, which overlays well with catalytic active site of an inhibitor bound-esterase. Finally, we detail our effort to develop new methodologies for rapidly synthesizing spiroligomers on solid-support. This would allow us to efficiently permute their structures for diverse applications such as organocatalysts, host molecules, and biologically related applications such as inhibiting protein-protein interactions. / Chemistry

<p>The purpose of this research is to analyze business incubators and the relevant factors that take place inside these organizations.</p><p>The methodology used was a case study approach, which investigates a real environment, in this case: NeoEmpresa, a business incubator located in La Paz, Bolivia. The explanatory approach is also considered in this research since the purpose is to explain the business incubation characteristics as well as understand the importance of knowledge transfer and network creation inside business incubators.</p><p>The findings propose that the most adequate incubation model strongly depends on the incubator’s main purpose and that the learning practices that take place inside an incubator involve knowledge transfer, more considered experience transfer, and networking as relevant factors.</p>

Risk is a phenomenon that exist around us and affect us on a daily basis, in one way or another. Hence, it is important to try to make companies constant well-aware of risks. Companies must have a comprehension about occurrence in the area because it is important to ensure the risk that may arise in the industrial vehicle washing. Further, it is important to pay attention to risks that may arise in the industrial vehicle washing. Also, what type of risks the company are highlighted and structured by the employees and if the company’s risk management can be improved and how. The use of the social constructivist perspective has given an understanding of how individuals persuade the risks and why individuals have different perceptions of what is defined as a risk and what is significant about the risk. In industrial vehicle washing, there are many risks that may arise, for example, dying, explosion, fire and fall. The interviews showed that the staff from different departments in a company has different perception of a risk. Why they have other perception of a risk could be because the staff have different tasks, different departments and a lack of documentation of what a risk is. The best way to eliminate the lack of communication, documentation, risk and time is to hire a security manager. The Security managers task is to create a documentation of risks and risk management.  Further, the task is also to create a common understanding of how risks should be interpreted and perform risk analysis for different parts of the company. This way may create a view about what is happening in the company’s aria and also give the company’s nearby an understanding of what is pursued. / Risk är ett fenomen som finns runt omkring oss och är något som påverkar alla människor i vardagen och i arbetslivet på ett eller annat sätt. Därför är det viktigt att öka företagens medvetenhet om hur risker i deras verksamhet påverkar tillvaron i företaget. Viktiga frågor som bör svaras på är vilka risker företaget belyser, och vilka som konstrueras av personalen samt om det går att förbättra företagets riskhantering och i så fall hur. Genom ett socialkonstruktivistiskt förhållningssätt ges en förståelse av hur individer i företaget ser på risker och varför individer har olika uppfattningar om vad som definieras som en risk samt vad risken har för betydelse. Inom industriell fordonstvätt finns det många risker som kan uppstå, exempelvis dödsfall, explosion, brand och fallskador. Genom intervjuer av personal från olika avdelningar på ett företag visade det sig att synen på risk varierade, som bland annat beror på olika arbetsuppgifter, avdelningar och brist på dokumentation av risker. Det mest effektiva sättet att eliminera brist på tid, kommunikation och dokumentation av risker, är att anställa en säkerhetsansvarig. Säkerhetsansvarig har i uppgift att skapa en gemensam dokumentation kring risker och riskhantering, samt att skapa gemensamma begrepp för hur risker ska tolkas och utföra riskanalys för olika delar i företaget. På så sätt kan det skapa en tydlig tråd om vad som sker i verksamheten och ger de närliggande företag en förståelse kring vad som bedrivs.