The digitalization of our society and the creation of data intense industries are transforming how industrial sales can be made. Large volumes of data are generated when businesses and people use digital products and services which are available in the modern world. Some of this data describes the digital products and services when they are in use, i.e., it is in-service data. Furthermore, data has during the last decade been seen as an asset which can improve decision-making and has made sales activities become increasingly customer specific. The purpose of this study was to explore how knowledge from in-service data can serve B2B selling. To realize this purpose the following three research questions were answered by conducting a single case study of a large company in the information and communications technology (ICT) industry. (RQ1) How does a company in a data intense industry use knowledge from in-service data in the B2B sales process? (RQ2) What opportunities does knowledge from in-service data create in the B2B sales process? (RQ3) What challenges hinder a company from using knowledge from in-service data in the B2B sales process? RQ1: This study has concluded that, in the context of a data intense industry, throughout the steps in the B2B sales process, knowledge from in-service data is actively used by the sales team, however, to varying degrees. In-service data is used in six categories of sales activities: (1) to understand the customer in terms of their technical and strategical needs, which enables lead generation and cross-selling, (2) to make information from in-service data available through data collection, storage, and analyses, (3) to nurture the relationship between buyer and seller by creating understanding, trust and satisfactory offers to the customer, (4) to present solutions with convincing arguments, (5) to solve problems and satisfy the customer’s needs, and (6) to provide post-sale value-adding services. Moreover, three general resources which are used in the activities were identified: An audit report which presents the information of the data, a plan which presents strategic expansions of the solution, and simulations of the solution. Furthermore, four general actors who are performing the activities were identified: the Key Account Manager (KAM) who is responsible for conducting the sales interactions with the customer, the sales team, and the presales team who both support the KAM, and the customer. In addition to the general resources and actors, companies may use step-specific resources and actors. RQ2: Four categories of opportunities were identified: knowledge from in-service data (1) assists KAMs in discovering customer needs, (2) guides the KAM in creating better customer specific solutions, (3) helps the KAM move the sale faster through the sales process, and (4) assists the company in becoming a true partner who provides strategic services, rather than acting as a supplier. RQ3: Finally, four categories of challenges were identified: (1) organizational, (2) technological, (3) cultural, and (4) legal & security. Out of these, obtaining access to the data was identified as the greatest challenge to use in-service data. The opportunities and the challenge to access data are deemed to be general for companies in data intense industries, while the other challenges are depending on the structure, size, and culture of the individual company. The findings of this study contribute to a general understanding of how companies in data intense industries may use knowledge from in-service data, what opportunities this data create for their B2B sales process, and which challenges they face when they pursue activities which use the knowledge from in-service data. To conclude, in-service data serves B2B selling especially as a source of customer knowledge. It is used by salespeople to understand the customer in terms of its technical and strategical needs and salespeople use this knowledge to conduct various customer-oriented sales activities. In-service data creates several opportunities in B2B sales. However, several challenges must be overcome to seize the opportunities. Especially the question of data access.

Inledning En tredjedel av den mat som produceras i världen slängs (United Nations Development Programme [UNDP], 2020) och de livsmedelsförstörande mikroorganismerna är ett vanligt förekommande problem och en bidragande orsak till det globala matsvinnet (Snyder & Worobo, 2018). Livsmedelsindustrin använder därför olika hurdletekniker för att minimera risken för tillväxt av förskämningsorganismer (Snyder & Worobo, 2018). En strategi för att kontrollera om olika hurdletekniker uppfyller sitt syfte är att utsätta ett livsmedel för ett belastningstest. Syfte Syftet med studien var att genom ett belastningstest i ett flytande livsmedel jämföra konserveringsmedlen lingonjuice och kaliumsorbat + natriumbensoat samt att undersöka produktens fysikaliska och kemiska förändringar över tid.  Material och metod Ett flytande livsmedel (n = 73 á 180 ml) inokulerades i ett belastningstest med log 2–3 mikroorganismer per ml livsmedel. Därefter tillsattes konserveringsmedlen lingonjuice (n = 24) eller kaliumsorbat + natriumbensoat (n = 25). En tredjedel av proverna (n = 24) lämnades utan konserveringsmedel. Provtagning för analys av tillväxt, färg, pH och viskositet (mPas) utfördes vid 0, 14 och 30 dagar efter livsmedlet inokulerats med mikroorganismer.   Resultat Resultatet visade mikrobiell tillväxt i samtliga livsmedel vid dag 0. Dag 14 identifierades tillväxt i livsmedlet med kaliumsorbat + natriumbensoat samt lingonjuice. Vid analysen på dag 30 identifierades tillväxt i livsmedlet med kaliumsorbat + natriumbensoat och i livsmedlet utan konserveringsmedel. Över tiden skedde även fysikaliska förändringar i viskositet och kemiska förändringar av pH-värdet. Gällande färg skedde enbart marginella förändringar. Slutsats Resultatet av belastningstestet visade att lingonjuice är det konserveringsmedel som har bäst effekt med avseende på produktstabilitet genom att hämma tillväxt av tillsatta mikroorganismer. Resultaten av de fysikaliska mätningarna visade på förändringar över tid med avseende på viskositet. Färg visade enbart minimala förändringar. Resultatet av den kemiska mätningen visade på förändringar av pH-värdet över tid. / Introduction One third of food produced in the world is discarded (United Nations Development Program [UNDP], 2020) and food-destroying microorganisms are a common problem and a contributing cause of global food waste (Snyder & Worobo, 2018). The food industry therefore uses various hurdle techniques to minimize the risk of growth of spoilage organisms (Snyder & Worobo, 2018). One strategy to check whether different hurdle techniques meet their purpose is to expose foods in a challenge test. Aim The aim of the study was to compare the preservatives lingonberry juice and potassium sorbate + sodium benzoate and examine any physical and chemical changes over time through a challenge test on a liquid food product. Material and method A liquid food (n = 73 á 180 ml) was inoculated in a challenge test with log 2-3 microorganisms per ml food. Thereafter preservatives lingonberry juice (n = 24) or potassium sorbate + sodium benzoate (n = 25) were added. One third of the samples (n = 24) were left without preservatives. Sampling for analysis of growth, color, pH and viscosity (mPas) was performed at 0, 14 and 30 days after the food was inoculated with microorganisms. Results The results showed microbiological growth in all food products at day 0. Day 14 growth were found in the food with potassium sorbate + sodium benzoate and lingonberry juice. By the analysis on day 30 growth in the food with potassium sorbate + sodium benzoate and in the food without preservatives were showed. Over time physical changes of viscosity and chemical changes of pH occurred. Regard to color only marginal changes occurred. Conclusion The result of the challenge test showed that lingonberry juice is the preservative that has the best effect regard to product stability through inhibiting the added microorganisms. The results of the physical measurements showed changes regard to viscosity over time. Color only showed marginal changes. The result of the chemical measurement showed changes of pH over time.

Action focused on an experiment with human physical and psychological balance. Presented work is an experiment based on a week I spent non-stop alone in abandoned factory six meters above the floor balancing on a girder.

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Avian pathogenic Escherichia coli (APEC) is a bacterium that is responsible for colibacillosis in birds. However, information about broiler breeder APEC isolates is limited, but the data is critical due to the transfer of this bacteria down the production pyramid to progenies resulting in high mortality. Therefore, we evaluated the phenotypic virulence characteristics of 28 isolates using embryo lethality and day-old chick challenge assays. Also, the in vitro adhesion and invasion potential of selected nine isolates were identified. Results showed more than 1/3rd of the isolates were highly virulent and the virulence increased as the number of virulence-associated genes increased. High adhesion and invasion rates were observed among the isolates. Overall, the study helped us to evaluate the virulence characteristics of APEC from broiler breeders. However, future studies based on whole genome approach would help to identify the specific targets which can be used to develop effective interventions.

<p>  </p> <p>In commercial settings, piglet weaning and transportation occur concurrently due to the expansive application of multi-site production systems across the United States and the combination of these events can be defined as an early life stressor. Early life stress is known to reduce pig performance, efficiency, and immune resilience contributing to reduced welfare and increased production losses. To combat the deleterious effects of stress on pigs, the essential amino acid tryptophan (Trp) supplemented above current National Research Council (NRC 2012) recommended levels, improves neuroendocrine responses to stress, lowers plasma cortisol and norepinephrine concentrations, and improves hypothalamic-pituitary-adrenal axis recovery time following stress. However, there are discrepancies concerning the Trp requirement for nursery pigs, suggesting the 2012 recommendations for Trp may be inaccurate for optimizing growth performance and health in modern pigs. Three experiments were conducted to determine the effects of supplemented standard ileal digestible Trp above NRC (2012) recommended levels on performance, feed efficiency, immune vigor, and stress tolerance. The objective of experiment 1 was to eliminate or reduce short- and long-term, transport-induced reductions in piglet feed efficiency and growth by supplementing Trp above NRC (2012) recommendations pre-weaning and/or during the nursery phase. An oral gavage of Trp or a control milk carrier was provided to pre-allotted piglets beginning at day 5 of lactation and continuing to weaning. At weaning all pigs were blocked by sex, weaning weight and pre-wean treatment and randomly assigned to transport and post-wean treatments. Pigs were fed in four nursery phases with diets containing 1X or 2X NRC recommended concentrations of SID Trp and a common grower diet fed in 6 phases during the grow-finish period. At market, loin characteristics were measured via ultrasound and carcass data was collected from the packing plant. Pre-weaning Trp supplementation had no effect on pre-weaning growth performance; however, post-wean Trp increased overall body weight and average daily gain in nursery pigs when Trp was supplemented pre-wean. The objective for experiment 2 was to mitigate the adverse effects of early life transport stress on subsequent immune challenges by providing supplemental Trp during the nursery period. At weaning, pigs were transported for 8 hours and assigned to treatments of vaccine-induced immune challenge and dietary treatment. Pigs were fed standard nursery diets, in four phases, over 35 days with pigs receiving 1X or 2X the NRC (2012) recommended Trp concentration. Half the pigs on each dietary treatment were subjected to a 3-wk vaccine challenge consisting of circovirus, mycoplasma, and influenza vaccines administered in wk 2, 3, and 4 post-wean, respectively. At market, loin characteristics were measured via ultrasound and carcass data was collected.  At the culmination of the nursery period, unchallenged pigs supplemented with Trp were heavier compared to control pigs. This resulted from an overall improvement in average daily gain for 2X Trp fed pigs. However, increasing Trp did not affect market weight, loin eye area, or lean percent in market pigs, although 2X Trp increased back fat. The objective of experiment 3 was to determine what ratio of SID tryptophan, relative to lysine, maximizes growth performance and feed efficiency in weaned pigs during the nursery period. Pigs were blocked by sex and weaning weight and randomly allotted to one of five dietary treatments with Trp increasing stepwise by 0.33%-units, respectively. Pigs were fed standard nursery diets, in four phases, over 35 days with pigs receiving 1X, 1.33X, 1.66X, 2X, or 2.33X the NRC (2012) recommended Trp concentration.  Overall, there were no differences in performance or efficiency across dietary treatments during a 35-day nursery period in unstressed healthy pigs.  In conclusion, increasing Trp in swine diets prior to and/or following stress events can mitigate stress-related perturbations in performance and efficiency.      </p>

The space industry is currently undergoing a significant servitization-shift as space agencies globally are transitioning from the government-led product-oriented procurement approach, that has been the standard for decades, to a more commercial service-oriented procurement approach. The purpose of the thesis is to identify what challenges exists within servitization in European space exploration and translate these into related improvement areas for the service-oriented procurement approach adopted by the European Space Agency (ESA). The thesis adopts a qualitative case-study approach where four different commercial services, developed through a commercial partnership between ESA and private enterprises, are being studied. In total, the study identifies 21 challenges across three different life-cycle stages for the commercial services. First, the study identifies cultural challenges for both the space agency and industry as they struggle in transitioning to a service culture from the existing culture that is strongly linked with the traditional approach. Second, the study also identifies several challenges related to how the processes established within the frame of the commercial partnership are currently inadequate to support the transition to commercial services. In particular, the study highlights knowledge gaps related to business planning and marketing, insufficient processes to ensure a balance in cost and quality incentives and high barriers of entry for SMEs. Finally, the study identifies relational challenges with regards to the collaboration between the space agency and the commercial partner. The results indicate that the collaboration between ESA and the commercial partners currently lack the necessary transparency and efficiency in collaboration needed to succeed with servitization. In order to resolve these challenges, the study proposes 21 different improvement areas for ESA in relation to its commercialisation initiative. In particular, the thesis highlights process improvements related to the choice of procurement approach, development of business plans, evaluation of upfront commitment to utilization and visibility into the service design. The thesis concludes by highlighting the need for continued work with development of improvements. The thesis results serve as a starting point for developing a future approach of planning and managing development of commercial services within space exploration. / Rymdindustrin genomgår för närvarande en betydande tjänstefiering där rymdorganisationer globalt övergår från en statligt styrd produkt-orienterad tjänste-orienterad upphandlingsmetod. Syftet med examensarbetet är att identifiera vilkautmaningar som finns inom tjänstefiering i europeisk rymdutforskning samt vilka relaterade förbättringsområden som följaktligen finns inom den tjänste-orienterade upphandlingsmetod som European Space Agency (ESA) har antagit. Examensarbetet baseras på en fallstudie där fyra olika kommersiella tjänster, utvecklade genom ett kommersiellt partnerskap mellan ESA och privata företag, studeras. Studien identifierar totalt sett 21 utmaningar över tre olika livscykelfaser för de kommersiella tjänsterna. För det första identifierar studien kulturella utmaningar för både rymdorganisationen och industrin upplever svårigheter i att övergå från den befintliga kulturen som starkt är kopplad till den traditionella metoden till en tjänste-orienterad kultur. För det andra identifierar studien även flera utmaningar relaterade till hur processerna som etablerats inom ramen för det kommersiella partnerskapet för närvarande är otillräckliga för att stödja övergången till kommersiella tjänster. Studien lyfter särskilt fram kunskapsluckor inom affärsplanering och marknadsföring, otillräckliga processer för att säkerställa balans mellan kostnads- och kvalitetsincitament samt höga inträdeshinder för små och medelstora företag. Slutligen identifierar studien relationsmässiga utmaningar med avseende på samarbetet mellan rymdorganisationen och den kommersiella partnern. Resultaten indikerar att samarbetet mellan ESA och industrin idag saknar den nödvändiga transparensen och effektiviteten i samarbetet som krävs för att lyckas med tjänstefiering. För att lösa dessa utmaningar föreslår studien 21 olika förbättringsområden för ESA i relation till dess kommersialiseringsinitiativ. Särskilt framhävs processförbättringar relaterade till val av upphandlingsmetod, utveckling av affärsplaner, utvärdering av tidiga åtaganden för utnyttjande och insyn i tjänstedesignen. Examensarbetet avslutas med att betona behovet av fortsatt arbete med utveckling av förbättringar. Resultaten utgör en startpunkt för att utveckla en framtida strategi för planering och hantering av utvecklingen av kommersiella tjänster inom rymdutforskning.

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With advancements in educational digitalisation, new opportunities for international collaboration on education have been created. Through the KTH Global Development Hub collaboration, students from universities in Botswana, Kenya, Sweden and Tanzania participate in modules with Challenge Driven Education (CDE). These modules allows students to gain intercultural and interdisciplinary experiences while working with real societal challenges. In this master’s degree project, Batswana, Swedish and Kenyan students’ and teachers’ experiences with CDE in blended campus-based and remote international education have been investigated. This was done through qualitative interviews, and through observations of a CDE module at Botho University in Botswana. The data was then analysed using thematic analysis with an inductive approach and discussed through the lens of previous research on CDE, e-learning and Collaborative Online International Learning (COIL), as well as contextualised through discussion of a student project on hydroponics. Based on the data and analysis, guidelines for working with Online-CDE were created. The guidelines are intended to aid teachers to bridge the gap between their previous knowledge and experience in CDE and the difficulties prevalent when planning an Online-CDE module. The modules allowed students to develop core competencies. The intercultural exchange of Online-CDE is appreciated by students and inspires them to work harder, although it may sometimes lead to conflicts. Issues with internet access and a limited knowledge of how to use digital tools provided created difficulties for both students and teachers. Although teachers aimed for students to work interdisciplinarily, project groups often divided work internally, therefore only achieving multi-disciplinarity. / I takt med att digitala lösningar för utbildning utvecklas, uppkommer nya möjligheter för internationella samarbeten kring utbildning. Genom samarbetet i KTH Global Development Hub (GDH) kan studenter från universitet i Botswana, Kenya, Sverige och Tanzania läsa kurser med utmaningsdriven utbildning (CDE). Kurserna ger studenter en möjlighet att få interkulturella och interdisciplinära erfarenheter samtidigt som de arbetar med riktiga samhällsutmaningar. I det här examensarbetet undersöks botswanska, svenska och kenyanska studenter och lärares erfarenheter av CDE i hybridundervisning där vissa studenter deltar digitalt från andra länder än arrangerande universitet. Data samlades in genom kvalitativa intervjuer och observationer av en CDE-kurs på Botho University i Botswana. Insamlad data analyserades genom tematisk analys och diskuterades utifrån tidigare forskning inom CDE, e-lärande och internationella virtuella samarbeten inom lärande (COIL). Resultaten kontextualiserades genom en diskussion av ett studentprojekt om hydroponisk odling. Baserat på resultat och analys togs riktlinjer för Online-CDE fram. Riktlinjerna är tänkta som ett komplement till lärares tidigare erfarenheter av CDE och behandlar de unika svårigheter som uppkommer med Online-CDE. Kurserna gav studenterna möjlighet att utveckla mjuk kompetens. Den interkulturella aspekten av Online-CDE uppskattas av studenterna och får dem att anstränga sig mer, även om det ibland leder till konflikter. Otillräcklig och dyr internetuppkoppling samt begränsad kunskap om de digtala verktyg som används under kurserna skapar problem för både lärare och studenter. Även om lärare eftersträvar interdisciplinära elevsamarbeten delar projektgrupper ofta upp arbetet på ett sätt som leder till multidisciplinärt arbete.