Submitted by Fabricio Malheiros de Miranda Monteiro (drfabriciomalheiros@hotmail.com) on 2018-07-18T02:33:45Z No. of bitstreams: 2 Dissertação final Fabricio - Após defesa PDF.pdf: 2296763 bytes, checksum: ed270b35065a6429cbde4e2e753d6939 (MD5) Verso - Contra capa.pdf: 2579 bytes, checksum: 284cd58d1fec7c9b0fd7c0cc97473d8b (MD5) / Approved for entry into archive by Silvana Alvarez null (silvana@ict.unesp.br) on 2018-07-18T18:10:35Z (GMT) No. of bitstreams: 1 monteiro_fmm_me_sjc.pdf: 2237869 bytes, checksum: 8ae93eb96970a513787047d5630ce786 (MD5) / Made available in DSpace on 2018-07-18T18:10:35Z (GMT). No. of bitstreams: 1 monteiro_fmm_me_sjc.pdf: 2237869 bytes, checksum: 8ae93eb96970a513787047d5630ce786 (MD5) Previous issue date: 2018-06-25 / O intuito deste estudo in vitro e in silico, foi analisar as microdeformações, geradas pela aplicação de carga vertical, sobre coroas de 3 tipos de materiais restauradores diferentes (Zircônia, Dissilicato de Lítio e Cromo Cobalto), que foram selecionadas, através da biblioteca do software SMART DENT/Exocad (Darmstadt - Germany) e confeccionadas, através da tecnologia cad/cam, suportadas por implantes curtos (8mm), conexão cone morse, com diversos diâmetros (3,5 mm; 4,0 mm e 5,0 mm). Os implantes foram instalados 2mm infraósseo para análise através de elementos finitos e da extensometria. Foram confeccionados 3 blocos de poliuretano: bloco 1 (grupo experimento) no qual foi colocado um implante Titamax CM Neodent 3,5 X 08 mm, bloco 2 (grupo controle) no qual foi colocado um implante titamax CM Neodent 4,0 X 08 mm e bloco 3 (grupo controle) no qual foi colocado um implante titamax CM Neodent 5,0 X 08 mm. Pilares protéticos retos (Base de Titânio 4,5 - Neodent) foram instalados sobre os respectivos implantes sendo instalados 4 extensômetros, na região superior dos blocos ao redor dos implantes. Foi aplicada uma carga vertical de 300N ao redor da abertura de acesso do parafuso protético das coroas. Para a análise por elementos finitos (FEA), o mesmo bloco foi modelado e analisado sob a mesma carga de 300N. Os valores de tensão e deformação foram analisados quanto à correlação com a extensometria. A estatística inferencial consistiu no teste de análise de variância de Friedmann, um fator efeito fixo. Para o nível de significância, foi escolhido o valor convencional de 5%. Os resultados demonstraram haver diferença estatística significante para o fator diâmetro (p = 0,0001) no qual os implantes, com 3,5 mm de diâmetro apresentaram os maiores picos de microdeformações. Quando se analisa o material restaurador, observa-se que não houve diferenças estatísticas significativas (p = 0,783). Dentro das limitações deste estudo, pode-se concluir que a utilização de implantes unitários, curtos e estreitos com conexão cone morse instalados 2 mm infraósseo, são uma opção viável para reabilitações em regiões posteriores independente do material restaurador escolhido. / The aim of this in vitro and in silico study was to analyze the microdeformations generated by the application of vertical load on crowns of 3 different types of restorative materials (Zirconia, Lithium Dissilicate and Cobalt Chromium) that were selected through the software library SMART DENT / Exocad (Darmstadt - Germany), and made using cad / cam technology, supported by short implants (8 mm), cone morse connection with various diameters (3.5 mm, 4.0 mm and 5.0 mm). These were installed 2 mm subcrestal for finite element analysis and extensometry. Three blocks of polyurethane were made; block 1 (experimental group) in which a Titamax CM Neodent 3.5 X 08 mm implant, block 2 (control group) was implanted in which a CM Neodent 4.0 X 08 mm titamax and block 3 (control group) were implanted in which an implant was placed titamax CM Neodent 5.0 X 08 mm. Straight prosthetic abutments (Titanium Base 4.5 - Neodent) were installed on the respective implants and 4 extensometers were installed, in the upper region of the blocks around the implants. A vertical load of 300N was applied around the access opening of the crown prosthetic screw. For the finite element analysis (FEA), the same block was modeled and analyzed under the same 300N load. The stress and strain values were analyzed for correlation with extensometry. The inferential statistics consisted of Friedmann's analysis of variance, a fixed effect factor. For the level of significance, the conventional value of 5% was chosen. The results showed a statistically significant difference for the diameter factor (p = 0.0001) where 3.5 mm diameter implants presented the highest peaks of microdeformations. When analyzing the restorative material, we observed that there were no significant statistical differences (p = 0.783). Within the limitations of this study, we can conclude that the use of short, narrow unit implants with cone morse connection installed 2 mm subcrestal are a viable option for rehabilitation in posterior regions independent of the restorative material chosen.

Grandes aglomerações urbanas estão geralmente ligadas a seus corpos hídricos de abastecimento de água. Com a Região Metropolitana de São Paulo não foi diferente. Os rios Tietê e Pinheiros passaram por transformações no decorrer dos anos, interferindo no índice de qualidade de águas da Bacia do Alto Tietê. Há, ao mesmo tempo, um elevado consumo de água e inúmeras fontes poluidoras na forma de esgotos domésticos e efluentes industriais. A análise feita do Rio Pinheiros focou duas variáveis: as transformações gradativas e impactantes ocorridas no sistema e as políticas públicas, buscando identificar a relação de decorrência entre elas. As transformações foram analisadas pelos indicadores alterações ocorridas na paisagem e território do sistema, como a retificação e canalização do rio e seu uso e ocupação do solo. A partir de então, este contexto foi confrontado com as políticas públicas ambientais, focando no Projeto Tietê como principal indicador da variável política pública além da UGRH e da qualidade das águas para análise das mudanças ocorridas no sistema. Assim, esta pesquisa pode contribuir com a discussão da melhoria do uso dos recursos naturais metropolitanos. A pesquisa orienta-se pela perspectiva sistêmica apoiada nos conceitos de impactos e de derivações antropogenéticas dos sistemas, o que permite analisar as alterações mais velozes e mais gradativas (respectivamente) advindas da conexão entre a dinâmica dos elementos naturais (sistemas) e a dinâmica dos agentes sociais (derivações antropogenéticas). Os procedimentos metodológicos utilizados são a análise sistêmica, no momento do diagnóstico, e a análise integrada, no momento do prognóstico. As alterações ocorridas, e o uso e ocupação das margens contribuíram para o índice atual de qualidade de águas do sistema. Estas transformações ocorreram de forma gradativa e impactante e apenas décadas depois do começo destas intervenções, políticas públicas tentam melhorar a qualidade hídrica metropolitana, com o desenvolvimento de projetos de despoluição, que já apresentam melhoria nas qualidades de água, mas ainda não foram capazes de fazer com que o rio mudasse de classe de acordo com a classificação CONAMA 357. / Large urban agglomerations are generally linked to their bodies of water. In the Metropolitan Region of São Paulo it was no different. The Tietê and Pinheiros rivers have undergone transformations over the years, affecting the water quality index of the Upper Tietê Basin. There is at the same time, a high consumption of water and many sources of pollution in the form of domestic sewage and industrial wastewater. The analysis focused on the Rio Pinheiros two variables: the gradual and transformations occurring in the system and impacting public policy, seeking to identify the relationship between them due. The changes were identified by the indicators of changes in the landscape and territory system and their uses. Since then, this context was confronted with environmental policies, focusing on the Tiete project as the main indicator variable beyond the UGRH and the quality water treatment for the analysis of public policy changes in the system. Thus, this research can contribute to analyze the interventions in the river with a discussion of improving the use of natural resources. The research is guided by the systems perspective and is based on the concepts of impact and derivations anthropogenetic systems, which allows to analyze the fast and more gradual (respectively) changes arising from the connection between the dynamics of natural elements (systems) and the dynamics of social agents ( anthropogenetic derivations). The method used was based on the analysis of evolutionary transformations of the water course. The methodological procedures used are systemic analysis during the diagnosis, and integrated analysis at the time of prognosis. The changes and the use and occupancy of the banks contributed to the current rate of water quality system. These changes occurred gradually and impactful and only decades after the beginning of these interventions, policymakers are trying to improve the water quality in the metropolitan areas, with the development of remediation projects, having already improved water quality, but have not been able to change the river conditions according to the class classification CONAMA 357.

Dans le procédé de traitement du combustible nucléaire usé, de l’acide nitrique concentré est utilisé pour dissoudre le combustible. Pour résister à ces milieux de dissolution très acides et oxydants, des matériaux passifs comme le zirconium ou les aciers inoxydables ont été choisis pour construire les équipements industriels. Pour ces matériaux, la présence d’une couche passive a pour effet de ralentir les réactions d’oxydo-réduction à l’interface métal / acide nitrique. L’objectif de ce travail est de déterminer et quantifier les étapes élémentaires du mécanisme de réduction de l’acide nitrique concentré et d’étudier spécifiquement le rôle de la couche passive sur la cinétique de réduction de l’acide nitrique.Une première étape a été d’étudier un transfert monoélectronique sur des couches passives modèles (Zr/ZrO2) de différentes épaisseurs et ensuite sur acier passivé. Cette étude a mis en évidence une cinétique de transfert de charge pilotée par les propriétés semi-conductrices des couches passives.Ensuite, une étude expérimentale électrochimique, couplée à des techniques analytiques (UV-visible) a permis d’émettre des hypothèses sur les réactions mises en jeu lors de la réduction de l’acide nitrique 4M à 40°C et 8M à 100°C sur électrode d’acier passivé. Dans les conditions 4M à 40°C, il apparaît un processus unique sur toute la plage de potentiel. En revanche, il est mis en évidence que dans les conditions pour 8 mol.L-1 à 100°C, deux processus de réduction différents ont été identifiés en fonction de la surtension cathodique. Une modélisation cinétique de ces processus a été effectuée. / In France, the spent nuclear fuel reprocessing involves the use of nitric acid at various concentrations and temperatures. The corrosiveness of these nitric mixtures leads to the use of corrosion resistant materials such as austenitic stainless steels (SS), which naturally forms a protective oxide layer under those conditions. The goal of this work is to study the influence of the passive layer on the mechanism and kinetics of concentrated nitric acid reduction reaction (NRR).We firstly focused on a single step in the reduction reaction of Fe(III) on passivated zirconium with different oxide layer thicknesses. The electrochemical impedance spectroscopy can lead to estimate the semiconducting properties of the film.Then, an electrochemical experimental study, coupled with analytical techniques (UV-visible) allowed to propose hypotheses on the reactions involved in the reduction of the nitric acid 4M in 40°C and 8M in 100°C on electrode of stainless steel. In the conditions 4M in 40°C, it appears an only process on all the range of potential. On the other hand, it is highlighted that in the conditions for 8M in 100°C, two different processes of reduction were identified according to the cathodic overvoltage. A kinetic modelling of these processes was proposed.

The goal of this work is to study the principles of delineation of ECG signals, wavelet transformation and transformation approaches to increase the number of available leads. Consequently, the knowledge was used to create delineation algorithm in Matlab. The algorithm was tested on complete CSE database. The obtained results were compared with the criteria which are set for the CSE database. In this work were realized six transformation approaches to increase the number of available leads. All of them were analyzed by delineation algorithm. In the work was examined, whether the transformation increase the efficiency of detection.

This work deals with delineation of ECG signals. First we will become familiar with ECG and commonly used processing methods. Various transformation methods of ECG leads. Further we will describe methods of delineation ECG signals. Second part is dedicated to metod used in this work for delineation of ECG signals from CSE database. Particulary method using Dyadic Wavelet Transform. Work include, description of used program and results. Third part is dedicated to methods of ECG leads transformations and cluster analysis. In conclusion we will evaluate the results.

This work focuses on the regression analysis of morphological parameters calculated from the ECG for estimating the position of the heart to the measuring electrodes. It consists of a theoretical analysis of the problems of ECG recording and description of the data obtained from experiments on isolated animal hearts. On the theoretical part is followed by a description of the calculation parameters suitable for regression analysis and their application in the training and testing of the following regression models to estimate the position of the heart to the measuring electrode.

Approved for public release, distribution is unlimited / This study evaluates selected features of the Armed Services Vocational Aptitude Battery (ASVAB) Career Exploration Program (CEP) and its contributions to Navy recruiting. The ASVAB-CEP is a Department of Defense program created in 1968, operating in 12,598 high schools throughout the nation as of 2004. ASVAB-CEP data for all military services (1998-2004) were examined, along with previous studies and literature on the program. An online survey was developed and administered to Navy Recruiters-in-Charge (RINCs). Results show a steady decline of high school juniors and seniors tested, high schools tested, recruiter leads, and accessions. Survey results indicate that RINCs are generally positive toward the program as a source of leads and in gaining access to schools, but question the value in testing sophomores. Several recommendations are offered to improve the program. In addition, further research is recommended. / Lieutenant Commander, United States Navy

<p>SYFTE: Vårt syfte är att analysera Sandvik AB:s mässdeltagande genom intervjuer med nyckelpersoner inom företaget. Fokus ligger på hur dessa uppfattar företagets medverkan på mässor. Dessutom har vi efter samråd med Sandvik AB valt att presentera förslag till hur företaget kan effektivisera sin mässmedverkan.</p><p>METOD: De empiriska data som insamlades skedde genom intervjuer med anställda vid Sandvik AB:s bolag. Våra intervjuer genomfördes med en kvalitativ metod. Vi ville skapa en öppen dialog mellan oss och respondenterna varav frågorna framställdes med detta i åtanke. I maj besökte vi SPCI 2008 i Älvsjö, världens största mässa för pappersindustrin. På mässan genomfördes intervjuer med slumpvis valda besökare. Detta utfördes för att vi skulle få en uppfattning angående besökarnas orsak till att besöka mässor.</p><p>RESULTAT OCH SLUTSATS: Våra slutsatser visar att Sandvik AB främst medverkar på mässor för att träffa existerande och potentiella kunder men även för att introducera nya produkter. Forumet ger företaget en möjlighet att träffa ett stort antal besökare på ett fåtal dagar vilket är både tid- och resurssparande. För att besökarna ska behålla Sandvik AB i minnet efter mässor är det viktigt att företaget skiljer sig från de andra utställarna. Detta kan ske i form av inbjudningar, utseendet på montern samt aktiviteter under mässan.</p><p>Vi har genom studien kommit fram till att det är svårt, nästintill omöjligt att sätta kvantitativa mål för en mässa. Det kan ta flera år efter genomförd mässa för att besökarna ska utvecklas och bli kunder. På så sätt blir det komplicerat att koppla en viss affär till en specifik mässa. Både teorin och empirin diskuterar att antal leads är ett bra sätt att mäta om en mässa varit framgångsrik. Vi menar att detta inte är ett tillförlitligt tillvägagångssätt då osäkerheten och skillnaden av leads är omfattande. Väljer man ändå att mäta mässan på detta sätt anser vi att det krävs en kategorisering av olika slag leads för att få så pålitligt resultat som möjligt.</p><p>FÖRSLAG TILL FORTSATT FORSKNING: Då tidigare forskning kring mässor är begränsat finns vidare behov av studier i ämnet. Det finns utrymme för många riktningar och frågeställningar som ej tidigare granskats.</p><p>Denna uppsats skulle kunna kompletteras med en framtida studie för att få en djupare insyn om effekterna av Sandvik AB:s medverkan på mässor. Vid fortsatta studier skulle även undersökningar av stålindustrin i dess helhet kunna undersökas.</p><p>UPPSATSENS BIDRAG: Vi anser att vår studie ligger till grund för en fortsatt utveckling av Sandvik AB:s mässdeltagande. De slutsatser som vår uppsats resulterat i är värdefulla gällande företagets förståelse angående mässor.</p> / <p>AIM: Our aim is to analyze Sandvik AB:s contribution at trade fairs through interviews with key persons within the company. The focus of the essay is to describe how these participants consider the company’s contribution at trade fairs. After consultations with Sandvik AB we decided to present several proposals what the company can do to make their contribution at the trade fairs more efficient.</p><p>METHOD: The empirical data was based on interviews with employees at Sandvik AB. For our interviews, we have chosen a qualitative method. We wanted to have an open dialogue between ourselves and the participants therefore the questionnaire was produced with this in mind. In May we went to SPCI 2008 in Älvsjö, which is the world's greatest trade fair for the paper industry. At the trade fair interviews were made with randomly chosen visitors. These were conducted to get an understanding about the visitors’ reasons to visit trade fairs.</p><p>RESULT AND CONCLUSIONS: Our conclusions of the essay show that Sandvik AB foremost contributes at trade fairs in order to meet existing and potential customers but also in order to introduce new products. The forum gives the company possibilities to meet many visitors in a short period of time which is both time- and resource saving. In order to get the visitors to retain Sandvik AB after the trade fairs it is important that the company differentiates from the other exhibitors. This can occur in the shape of invitations, booth appearance and activities during the trade fair.</p><p>Throughout the study we have realised that it is difficult, almost impossible to set quantitative objectives for a trade fair. It can take several years after an attendance from Sandvik AB at a trade fair for the visitors to develop and become customers. Because of this reason it becomes complicated to link a certain business to a specific trade fair. Both theory and empiric discuss that the quantity of leads is a good way to measure if a trade fair has been successful. Due to this fact it is not a reliable procedure because of the uncertainty and the difference of leads is extensive. If you choose to measure the trade fair with this method, we consider that a categorisation of leads is necessary to receive as reliable results as possible.</p><p>SUGGESTIONS FOR FUTURE RESEARCH: Previous research about trade fairs are limited and we recognize a need of continued studys about the subject. There are still many directions and questions about trade fairs that have not been reviewed earlier.</p><p>This essay could be complemented with a future study in order to get a deeper insight about the effects of Sandvik AB:s participation at trade fairs. An extended study could also examine the steel industry as an entirety.</p><p>CONTRIBUTION OF THE THESIS: We consider that our study is a base for a continued development of Sandvik AB:s contribution at trade fairs. The conclusions our essay resulted in is valueble for the company’s understanding regarding trade fairs.</p>

SYFTE: Vårt syfte är att analysera Sandvik AB:s mässdeltagande genom intervjuer med nyckelpersoner inom företaget. Fokus ligger på hur dessa uppfattar företagets medverkan på mässor. Dessutom har vi efter samråd med Sandvik AB valt att presentera förslag till hur företaget kan effektivisera sin mässmedverkan. METOD: De empiriska data som insamlades skedde genom intervjuer med anställda vid Sandvik AB:s bolag. Våra intervjuer genomfördes med en kvalitativ metod. Vi ville skapa en öppen dialog mellan oss och respondenterna varav frågorna framställdes med detta i åtanke. I maj besökte vi SPCI 2008 i Älvsjö, världens största mässa för pappersindustrin. På mässan genomfördes intervjuer med slumpvis valda besökare. Detta utfördes för att vi skulle få en uppfattning angående besökarnas orsak till att besöka mässor. RESULTAT OCH SLUTSATS: Våra slutsatser visar att Sandvik AB främst medverkar på mässor för att träffa existerande och potentiella kunder men även för att introducera nya produkter. Forumet ger företaget en möjlighet att träffa ett stort antal besökare på ett fåtal dagar vilket är både tid- och resurssparande. För att besökarna ska behålla Sandvik AB i minnet efter mässor är det viktigt att företaget skiljer sig från de andra utställarna. Detta kan ske i form av inbjudningar, utseendet på montern samt aktiviteter under mässan. Vi har genom studien kommit fram till att det är svårt, nästintill omöjligt att sätta kvantitativa mål för en mässa. Det kan ta flera år efter genomförd mässa för att besökarna ska utvecklas och bli kunder. På så sätt blir det komplicerat att koppla en viss affär till en specifik mässa. Både teorin och empirin diskuterar att antal leads är ett bra sätt att mäta om en mässa varit framgångsrik. Vi menar att detta inte är ett tillförlitligt tillvägagångssätt då osäkerheten och skillnaden av leads är omfattande. Väljer man ändå att mäta mässan på detta sätt anser vi att det krävs en kategorisering av olika slag leads för att få så pålitligt resultat som möjligt. FÖRSLAG TILL FORTSATT FORSKNING: Då tidigare forskning kring mässor är begränsat finns vidare behov av studier i ämnet. Det finns utrymme för många riktningar och frågeställningar som ej tidigare granskats. Denna uppsats skulle kunna kompletteras med en framtida studie för att få en djupare insyn om effekterna av Sandvik AB:s medverkan på mässor. Vid fortsatta studier skulle även undersökningar av stålindustrin i dess helhet kunna undersökas. UPPSATSENS BIDRAG: Vi anser att vår studie ligger till grund för en fortsatt utveckling av Sandvik AB:s mässdeltagande. De slutsatser som vår uppsats resulterat i är värdefulla gällande företagets förståelse angående mässor. / AIM: Our aim is to analyze Sandvik AB:s contribution at trade fairs through interviews with key persons within the company. The focus of the essay is to describe how these participants consider the company’s contribution at trade fairs. After consultations with Sandvik AB we decided to present several proposals what the company can do to make their contribution at the trade fairs more efficient. METHOD: The empirical data was based on interviews with employees at Sandvik AB. For our interviews, we have chosen a qualitative method. We wanted to have an open dialogue between ourselves and the participants therefore the questionnaire was produced with this in mind. In May we went to SPCI 2008 in Älvsjö, which is the world's greatest trade fair for the paper industry. At the trade fair interviews were made with randomly chosen visitors. These were conducted to get an understanding about the visitors’ reasons to visit trade fairs. RESULT AND CONCLUSIONS: Our conclusions of the essay show that Sandvik AB foremost contributes at trade fairs in order to meet existing and potential customers but also in order to introduce new products. The forum gives the company possibilities to meet many visitors in a short period of time which is both time- and resource saving. In order to get the visitors to retain Sandvik AB after the trade fairs it is important that the company differentiates from the other exhibitors. This can occur in the shape of invitations, booth appearance and activities during the trade fair. Throughout the study we have realised that it is difficult, almost impossible to set quantitative objectives for a trade fair. It can take several years after an attendance from Sandvik AB at a trade fair for the visitors to develop and become customers. Because of this reason it becomes complicated to link a certain business to a specific trade fair. Both theory and empiric discuss that the quantity of leads is a good way to measure if a trade fair has been successful. Due to this fact it is not a reliable procedure because of the uncertainty and the difference of leads is extensive. If you choose to measure the trade fair with this method, we consider that a categorisation of leads is necessary to receive as reliable results as possible. SUGGESTIONS FOR FUTURE RESEARCH: Previous research about trade fairs are limited and we recognize a need of continued studys about the subject. There are still many directions and questions about trade fairs that have not been reviewed earlier. This essay could be complemented with a future study in order to get a deeper insight about the effects of Sandvik AB:s participation at trade fairs. An extended study could also examine the steel industry as an entirety. CONTRIBUTION OF THE THESIS: We consider that our study is a base for a continued development of Sandvik AB:s contribution at trade fairs. The conclusions our essay resulted in is valueble for the company’s understanding regarding trade fairs.

Titel:                                 Marknadsstrategi för lead generation: En studie om digitala marknadsstrategier och dess effekt på marknadsleads Nivå:                                 C-uppsats, kandidatexamen i Företagsekonomi Författare:                        Anna Pettersen och Emma Ståhl Handledare:                     PhD Agneta Sundström Examinator:                     PhD Lars-Johan Åge Datum:                             2014-Juni Syfte:                                Syftet med denna studie är att öka förståelsen för hur företag planerar, tillämpar och utvärderar strategier för digital marknadsföring med avsikt att generera leads. Metod:                              Flerfallstudien är av kvalitativ karaktär. Empirin samlades in genom en primär datainsamling av tio semistrukturerade intervjuer utförda på tio olika företag med verksamhet inom svenska IT-industrin. Genom ett rutnät har vi kodat och analyserat insamlad primär data för att finna teman och mönster som mynnade ut i en kärnkategori; Effekt. Resultat &amp; slutsats:        Studien visar att de medverkande respondenterna anser att lead generation och digital marknadsföring är viktiga områden för deras företag. Respondenterna väljer att basera sin planering för marknadsstrategier på intuition och tillämpar strategier genom ”trial and error”. Vidare lägger respondenterna sparsamt med tid på att utvärdera sina strategier. Studiens bidrag:              Studien bidrar till en ökad förståelse för vilken effekt företagens planering, tillämpning och utvärdering av digitala marknadsstrategier har på lead generation. Fortsatt forskning:          Vi föreslår att fortsatt forskning undersöker hur mycket affärssamarbeten mellan företag påverkas av kulturella skillnader, och vad företagen kan göra för att undvika problem kopplat till detta. Nyckelord:                       Digital marknadsföring, Marknadsstrategier, Digitala verktyg, Lead generation, Marknadsleads, Business-to-business / Title:                                 Market strategy of lead generation: A study about digital market strategies and its effects on market leads Level:                                Bachelor thesis in Business economics Authors:                           Anna Pettersen and Emma Ståhl Supervisor:                      PhD Agneta Sundström Examiner:                        PhD Lars-Johan Åge Date:                                 2014-June Aim:                                  The aim of this study is to increase understanding of how companies plan, implement and evaluate strategies for digital marketing in order to generate leads. Method:                            This multiple case study has a qualitative research approach. The empirical data were collected through a primary data collection of ten semi-structured interviews conducted in ten different companies with locations in the Swedish IT-industry. Through a grid where we coded and analysed the collected primary data, themes and patterns were found that emerged in to a core category; Effect. Result &amp; conclusion:      This study shows that the participating respondent consider digital marketing and lead generation to be of high importance for their company. The respondents choose to base their design for marketing strategies on intuition, and they apply their strategies by “trial and error”. Further, the respondents spend a small amount of time on evaluation of strategies. Contribution:                  This study contribute to a higher understanding of what effect a companies design, application and evaluation of digital marketing strategies have on lead generation Further research:            We suggest that future research examines what businesses can do to receive feedback from customers, and how important this benefit is in lead generation. Key words:                       Digital marketing, Market strategies, Lead generation, Digital tools, Market leads, Business-to-business