Purpose - The purpose of this study is to identify and describe how B2B salespeople utilize social media when prospecting for new customers based on a sequential sales process.Design/methodology/approach - The study employs an interpretive approach as it attempts to convey a phenomenon through the eyes of the participants. The data is derived from six participants collected through semi-structured interviews. The thematic analysis aids to decipher patterns in the data and display these descriptive and narratively.Findings - The study identified four themes of social media use when prospecting for new customers. Further, the study suggests that salespeople are using social media to identify and qualify the prospects and their competencies in a networking manner and consequently follow the key targets of interest in order to initiate possibilities for offering customized solutions or adapt their approach accordingly.Research limitations/implications - The findings describes prospecting on social media through identified themes and points to new techniques to obtain information regarding prospects. This study opens up for future research in order to strengthen the newly discovered themes and its underlying forces.Managerial implications - The study reveals that prospecting techniques on social media are exercised and fueled by a salesperson's own intuition. This should be considered by the management as the employees’ intuition may depart from a company’s core strategy and values.Originality/value - No studies has examined how prospecting is carried out in practice on social media. The empirical findings in this study provide a new suggestion of how social media is used by salespeople and accordingly contributes to current sales literature by adding four descriptive themes of prospecting on social media.

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Thesis. 1978. Ph.D.--Massachusetts Institute of Technology. Dept. of Earth and Planetary Science. / Microfiche copy available in Archives and Science. / Bibliography: leaves 230-233. / Ph.D.

Velocity anisotropy is present at a point in a medium if the seismic velocity in one direction in general differs from that in another direction. The problems associated with the determination of subsurface velocity in anisotropic media by the use of surface seismic reflection data are analyzed. Previous studies of anisotropy in exploration seismology required bore-hole data as well as surface data to detect the presence of velocity anisotropy. Three special types of wave propagation are of interest in reflection seismology, in addition to the general case. The theory of isotropic media is commonly utilized in exploration seismology. Elliptical anisotropy has been the method for handling anisotropic media in the past. The theory of transversely isotropic media is studied in detail since this is a reasonable anisotropy model for exploration use. Layered periodic isotropic structures are considered because of the relationships between the elastic coefficients that yield transverse isotropy in the limiting case for which the isotropic lavers are thin in comparison to the wavelength of a propagating disturbance. Synthetic common-depth-point reflection seismic traces were generated for a uniformly anisotropic halfspace, a model with seismic velocity increasing linearly with depth, velocity increasing stepwise with depth, a buried anisotropic interval in an otherwise isotropic section, and models characterized by the dip varying continuously with depth. Correlation methods (velocity analysis) are developed for the determination of rms velocity vs. two-way reflection time for both isotropic and anisotropic (transversely isotropic) media. These methods are applied to the models discussed above for varying amounts of anisotropy for each model. When the surfaces defined by the velocity analysis correlation matrices are integrated to determine the volume under the surface, it is possible to determine within about one percent the degree of anisotropy in a uniformly anisotropic medium. In a medium of varying anisotropy, it does not appear possible to obtain the same degree of accuracy as for the uniform case. Two isotropic dipping layer models were studied to determine the effects of dip on velocity analysis. The effects of dip are such that the analysis methods yield erroneous results for dips in excess of about 10-12 degrees for the models studied. Random noise degrades the velocity analysis (i.e., the magnitudes of the correlation peaks), but does not affect the accuracy of the results. Lateral velocity gradients appear to have no discernible effects on a velocity analysis for the models studied. Results of this study indicate that the compressional wave data normally used in reflection seismic work may not be useful for the detection of velocity anisotropy. Shear wave (SV) data, on the other hand, are ideally suited to this purpose. Hmvever, the necessity of shear wave data for the detection of anisotropy may limit these methods strictly to land use. This study indicates that the probability of detecting anisotropy by using surface methods is sufficiently high to warrant field testing. / Ph. D.

Sonic wave methods can be used to provide information on the engineering properties of rocks. The advantages of such techniques include minimal sample preparation, fast site preparation for field tests, reproducible and nondestructive tests, and capability for large scale testing. During this research an extensive review of the most widely accepted engineering rock classification systems was undertaken and their principles, advantages and disadvantages are presented in detail. The mathematical equations describing wave propagation through elastic and viscoelastic media are analyzed in order to determine the dynamic parameters most likely related to static properties. A detailed description of the instrumentation and experimental procedures used for sonic testing is presented. Based on the experimental data, a correlation between the most characteristic static and dynamic properties was established. These relationships can be used to modify existing engineering rock classification systems, by appropriately substituting static properties by the much easier to measure, in the field and in the laboratory, sonic wave parameters. Furthermore, a classification scheme was developed, incorporating information pertaining to the static modulus of elasticity and frequency of joints from sonic wave information. / Master of Science

The depths to buried bodies, characterized by anomalous gravity and magnetic properties, are determined by a combination of two numerical techniques. An upward continuation integral is solved by a method by Paul and Nagy using elemental squares and low order polynomials to describe the behavior of the gravity or magnetic data between observed data points. Downward continuation of the magnetic or gravity data is done by a finite difference technique as described by Bullard and Cooper. The applicability of the techniques are determined by comparison to depths determined by other means over the same anomalies and by comparison to various rule-of-thumb methods prevalent in the geophysical literature. The relative speed and cost of the particular computer system used is also considered in the applicability. The results show that although the initial costs of the computer program are high, the combined technique is as good as and at times better than the rule-of-thumb methods in determining the depth to the anomaly-causing body and is useful when more than just an approximate depth is of interest.

Submitted by Rosimeri Vergara (rosimerivergara@unipampa.edu.br) on 2018-12-10T22:31:51Z No. of bitstreams: 1 Daniel Vale 2018 Dissertação.pdf: 6297517 bytes, checksum: 404fc06fb3159e75ff73132d9ff10e45 (MD5) / Approved for entry into archive by Dayse Pestana (dayse.pestana@unipampa.edu.br) on 2018-12-11T15:58:11Z (GMT) No. of bitstreams: 1 Daniel Vale 2018 Dissertação.pdf: 6297517 bytes, checksum: 404fc06fb3159e75ff73132d9ff10e45 (MD5) / Made available in DSpace on 2018-12-11T15:58:11Z (GMT). No. of bitstreams: 1 Daniel Vale 2018 Dissertação.pdf: 6297517 bytes, checksum: 404fc06fb3159e75ff73132d9ff10e45 (MD5) Previous issue date: 2018 / No Espírito Santo, uns dos segmentos comerciais mais lucrativo é o de rochas ornamentais. O estado apresenta uma posição geográfica estratégica e uma infraestrutura que atende este mercado, como porto e ferrovia, proximidade com os grandes centros consumidores do país, incentivo fiscal, oferta de mão-de-obra, aglomeração espontânea de empresas do setor, dentre outros. Com finalidade de compreender e analisar a viabilidade em extrair minério de uma pedreira no município de Nova Venécia/ES, a realização de mapeamento geológico e estrutural, petrografia macroscópica e microscópica e caracterização tecnológica da rocha são fatores fundamentais para o reconhecimento e a compreensão do minério, assim, podendo julgar se a rocha atende o mercado consumidor, apresenta volume e qualidade necessária para seu uso na indústria de revestimento e/ou ornamento. Neste trabalho, para reconhecimento da área foi realizado levantamento aéreo com uso de drone, facilitando o mapeamento e possibilitando modelamentos digitais importantes para compreensão da área e dos padrões encontrados. Comparando os dados disponibilizado pela empresa, titular do processo da mina (objeto de estudo), com os realizados nessa pesquisa, é perceptível que não há um volume de rocha que supra as necessidades financeiras e comerciais da empresa, onde o minério encontra-se em estágio avançado de fraturamento, com isso não é possível o dimensionado em blocos e chapas para sua comercialização. Essa situação inviabiliza esse minério, tanto para seu beneficiamento quanto para seu uso na indústria de revestimento e design em construções civis. / In Espírito Santo state, one of the segments more profitable is the ornamental stones. The state is located in a strategic geographic position and it is composed by an infrastructure that serves this market, such as port and railroad, proximity to major centers of the country, tax incentives, labor supply, spontaneous agglomeration of companies of the sector, among others. This paper aims to analyze the feasibility of extracting the ore from a quarry in the municipality of Nova Venécia / ES, a geological and structural mapping, macroscopic and microscopic petrography and the technological characterization of the rock are fundamental factors for the recognition and understanding of the ore, and thus judging whether the rock serves the consumer market, has the volume and quality required for its use in the coating industry and / or ornament. This study, to recognize the área, an air making was executed using a drone, facilitating the mapping and enabling important digital modeling for the understanding of the area and content of found. Comparing the data available to the company with the data performed in this survey, it is noticeable that there is a data volume above needs such as those of the company where the ore is located advanced stage of fracturing, it is not possible to size blocks and plates for its commercialization. This situation becomes this ore unfeasible, both for its beneficiation and for its use in the coating industry and civil construction project.

A new depth-based method of seismic imaging is used to provide insights into the 3D structural geometry of faults, and to facilitate a detailed structural interpretation of the Penola Trough, Otway Basin, South Australia. The structural interpretation is used to assess fault kinematics through geological time and to evaluate across-fault juxtaposition, shale gouge and fault reactivation potential for three selected traps (Zema, Pyrus and Ladbroke Grove) thus providing a full and systematic assessment of fault seal risk for the area. Paper 1 demonstrates how a depth-conversion method was applied to two-way time seismic data in order to redisplay the seismic in a form more closely representative of true depth, here termed ‘pseudo-depth’. Some apparently listric faults in two-way time are demonstrated to be planar and easily distinguishable from genuine listric faults on pseudo-depth sections. The insights into fault geometry provided by pseudo-depth sections have had a significant impact on the new structural interpretation of the area. Paper 2 presents the new 3D structural interpretation of the area. The geometry of faulting is complex and reflects variable stress regimes throughout structural development and the strong influence of pre-existing basement fabrics. Some basement-rooted faults show evidence of continual reactivation throughout their structural history up to very recent times. Structural analysis of all the live and breached traps of the area demonstrate that traps associated with a basement rooted bounding fault host breached or partially breached accumulations, whereas non-basement rooted faults are associated with live hydrocarbon columns. Papers 3 and 4 demonstrate that for all the traps analysed (Zema, Pyrus and Ladbroke Grove), initial in-place seal integrity was good. The initial seal integrity was provided by a combination of both favourable across fault juxtaposition (Ladbroke Grove) and/or sufficiently well developed shale gouge over potential leaky sand on sand juxtaposition windows to retain significant hydrocarbon columns (Zema, Pyrus). The palaeocolumns observed at Zema and Pyrus indicate that there has been subsequent post-charge breach of seal integrity of these traps while Ladbroke Grove retains a live hydrocarbon column. Evidence of open, permeable fracture networks within the Zema Fault Zone suggest that it is likely to have recently reactivated, thus breaching the original hydrocarbon column. Analysis of the in-situ stress tensor and fault geometry demonstrates that most of the bounding faults to the selected traps are at or near optimal orientations for reactivation in the in-situ stress tensor. The main exception being the Ladbroke Grove Fault which has a NW-SE trending segment (associated with a relatively high risk of fault reactivation and possible leakage at the surface) and an E-W trending segment (associated with a relatively low risk of fault reactivation and a present day live column). The free water level of the Ladbroke Grove accumulation coincides with this change in fault orientation. / http://proxy.library.adelaide.edu.au/login?url= http://library.adelaide.edu.au/cgi-bin/Pwebrecon.cgi?BBID=1339545 / Thesis (Ph.D.) - University of Adelaide, Australian School of Petroleum, 2008

The need to construct optimal drape surfaces arises in airborne geophysical surveys where it is necessary to fly a safe distance above the ground and within the performance limits of the aircraft used, but as close as possible to the surface. The problem is formulated as an LP with constraints at every point of a grid covering the area concerned, yielding a very large problem. The objective of the LP is to create as "good" a surface as possible. This formulation is new, as previous methods did not aim to minimise an objective function. If the desired surface has only slope limitations, the resulting drape surface must be constrained in the first derivative. Such a drape surface is readily constructed using the Lifting Algoritlun. It is shown that the Litling Algorithm is both exact and has great speed advantages. Some numerical results confinning exacmcss and speed are presented, as is the algorithm's analogy to a flow network method. An enhanced lifting method with a better order of complexity is also proposed and tested numerically. In most practical situations a drape surface is required which has both first and second derivatives constrained. If only a cut through such a surface is considered, the problem can be solved with relative ease by exploiting its nctwork~Jike structure. This method fonns the basis of one of the preferred heuristics developed later. It was not possible to generalise this method to a full two~dimensional drape surface. A commercially available LP package fares better in finding the optimal solution. Several heuristic methods were examined. first a general heuristic method based on a lifting approach was developed. This was followed by a method using repeated application of the method used for sections (the Alternating One-dimensional Dual Algorithm ["AODA"]). Three heuristics based on thimbles were also designed. Thimbles are caps whose first and second derivatives are acceptable and which are placed over local infeasibilities in the topography The work ends with a chapter comparing the efficiency of various heuristics and comparing the results obtained using a number of test datasets. It was fOLmd that heuristic methods provide acceptable drape surfaces and that the choice lies between speed and accuracy, with a previously designed smoothing method being the fastesl and the AODA the most accurate and quick enough. / Operations Research / D.Phil.

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