In the digital era, the question of however the role of traditional relationship marketing methods is still relevant in the landscape of business-to-business (B2B) interactions. This thesis highlights the gap of understanding how traditional and digital relationship marketing coexist within a B2B context. While the magnitude of literature has primarily focused on business-to-consumer marketing, the B2B area remains unexplored in comparison to its economic significance. This thesis therefore aims to contribute to the literature by investigating how traditional and digital relationship marketing coexists for building and maintaining relationships that have a positive impact on business development. To address our purpose, we have conducted a qualitative study, using semi- structed interviews, an inductive approach and exploratory research design, investigates the coexistence of traditional and digital relationship marketing within a B2B context. Further aiming to clarify their roles in fostering business development and network establishment. We collected primary data from six local businesses embedded in B2B networks to help us answer our research question How does traditional and digital relationship marketing coexist? Based on a combination of historical perspective, theoretical framework, and empirical data, this thesis finds that both methods are essential for fostering successful relationships. With traditional methods, like face-to-face (F2F) interactions building trust and commitment, while digital tools facilitate efficient communication and global reach. The thesis conclude that the coexistence of traditional and digital methods allows firms to balance relationship depth and efficiency, driving mutual value and sustainable growth in dynamic business environments.

This thesis project was conducted at Sandvik and builds on a previous project, also conducted at Sandvik by the same authors, during the autumn of 2019. The work is part of a newly established ambidextrous development team that is split into an innovation branch and an execution branch, with the goal to become a digital factory. A part of this thesis project is to conduct Research-to-Development (RTD) work for a future product possibility. However, the product being developed is dependent on underlying technology and infrastructure that the execution branch is simultaneously developing and establishing. Furthermore, the aim of the team is to improve Sandvik’s digital offering within the mining and construction industry which remains quite non-digitalised. The recent push for digital transformation within this industry is challenging large international companies to discover new ways of communicating advanced product ideas while working with product innovation, but also to identify and overcome organisational implementation obstacles and build lasting co-creation relationships with Business-to-Business (B2B) customers. Therefore, the purposes of this thesis were to: (1) find an optimal way of conducting RTD projects to develop product concepts that are validated with both customers and the organisation; (2) find ways of initiating and establishing a lasting co-creation relationship with B2B customers and to efficiently communicate product ideas and concepts that are dependent on underlying technology and infrastructure that have not been developed, implemented, or established yet; and (3) find a suitable way of collaborating within ambidextrous organisations when conducting RTD projects, and to clearly define the contents of a product handover. The results are based on literature, qualitative interviews with innovation experts and stakeholders, four separate user tests, and questionnaires. The findings were evaluated and improved by performing qualitative analysis and incorporating received stakeholder feedback, which led to the development of a framework for co-creation with B2B customers called the Temporary Innovation Space that can be applied to develop and validate product concepts with both customers and the internal organisation. It also addresses how to build a lasting co-creation relationship with B2B customers. Additionally, a part of the results clearly defines the contents of a product handover in an ambidextrous setup. Finally, interesting reflections and observations regarding collaboration, communication, cross-functional integration, co-creative relationships, effects of the COVID-19 pandemic, and more are discussed, and a few suggestions for further research are presented. / Det här arbetet utfördes på Sandvik och baseras på ett tidigare projekt som också utfördes på Sandvik av examensarbetets författare under hösten 2019. Arbetet är en del av ett nyligen etablerat och ambidextriöst utvecklingsteam som är uppdelat i en innovationsdel och en exekveringsdel med målet att bli en digital fabrik. En del av detta arbete inkluderar att utföra forskningsarbete till utvecklingen av en framtida produktmöjlighet (Research-To-Development, RTD). Samtidigt så är produkten som utvecklas beroende av underliggande teknologi och infrastruktur som inte ännu har utvecklats eller etablerats av exekveringsbenet. Fortsättningsvis så är teamets mål att förbättra Sandviks digitala produkturval inom gruvindustrin vars digitalisering fortfarande är i ett relativt tidigt stadium. De kliv som gruvindustrin nyligen har tagit mot digital transformation utmanar dessa stora företag att upptäcka nya sätt att kommunicera avancerade produktidéer, men även att identifiera och överkomma organisatoriska implementeringshinder och bygga upp varaktiga samarbeten med Business-to-Business-kunder (B2B). Arbetets syften var att; (1) hitta ett optimalt sätt att utföra forskningsarbeten för utveckling av produktkoncept som är validerade hos både kunder och organisationen; (2) hitta sätt att initiera och etablera varaktiga samarbeten med B2B-kunder och metoder för att effektivt kommunicera produktidéer som är beroende av underliggande teknologi och infrastruktur som ännu inte har utvecklats, implementerats eller etablerats; och (3) hitta ett lämpligt sätt att kollaborera inom en ambidextriös organisation medans RTD-projekt utförs och att tydligt definiera innehållet i en produktöverlämning. Resultaten är baserade på litteraturstudier, kvalitativa intervjuer med innovationsexperter och andra intressenter, fyra tester med slutanvändare, och frågeformulär. Resultaten utvärderades och förbättrades genom att utföra kvalitativ analys och genom att inkludera återkoppling från intressenter. Utifrån detta utvecklades ett ramverk för samskapande, kallat Temporary Innovation Space, som kan appliceras för utveckling och validering av produktkoncept med både kunder och den interna organisationen. Ramverket kan även användas för att etablera varaktiga förhållanden med B2Bkunder. Dessutom föreslår resultaten från detta projekt vad en produktöverlämning bör innehålla i ett ambidextriöst team. Slutligen diskuteras även intressanta observationer angående kollaboration, kommunikation, tvärfunktionell integration, samskapande samarbeten, effekterna av COVID-19 pandemin, med mera. Avslutningsvis ges flera förslag för framtida forskning.

Abstrakt   Detta examensarbete handlar om att genomföra en kvalitativ fallstudie och med hjälp av metoderna bildanalys och gruppintervjuer öka kunskapen om elevers upplevelser av delaktighet vid användandet av digitala läromedel. I studien ingick 18 elever i årskurs 4 i en skola i norra Sverige samt deras tre undervisande lärare.   Syfte: Studiens övergripande syfte att öka kunskapen om elevers upplevelser av delaktighet vid användandet av digitala läromedel delades upp i tre frågeställningar: Hur uppfattar eleverna att det digitala läromedlet påverkar deras delaktighet? Hur beskriver eleverna användandet av digitala läromedel i skolan? Hur beskriver de undervisande lärarna elevernas delaktighet vid användandet av digitala läromedel?   Metoder: Studien genomfördes utifrån de tre frågeställningarna. De metoder som ingick i studien var bildskapande, där eleverna skapade egenproducerade bilder och korta texter. I samband med elevernas bildskapande genomfördes också kompletterande samtal med eleverna. Gruppintervjuer vid två tillfällen med de undervisande lärarna ingick också som metod i studien. Utifrån delaktighetsmodellen gjordes bildanalys av elevernas egenproducerade bilder och korta texter.   Resultat: Eleverna uttrycker i sina egenproducerade bilder att det är roligt och att det underlättar då de skriver på datorn. Flera elever beskriver att de tycker det är lättare med digitalt läromedel för de behöver bara ta fram en sak. Det som upplevs som jobbigt är när internetuppkopplingen inte fungerar som den ska. Några elever beskriver att det ibland kan vara svårt att hitta i det digitala läromedlet och det var ”krångligt” från början men det fungerar bättre nu. De undervisande lärarna bekräftar att navigationen i det digitala läromedlet var svår initialt. Speciellt svårt var det eftersom flera nya moment infördes. Lärarna uttrycker att det är osäkert om det beror på just det digitala läromedel de valt eller om det är att det är ett nytt sätt att arbeta på. Generellt så uttrycker de flesta av eleverna att använda digitala läromedel och att arbeta med dator är roligare än vanliga böcker. Lärarna beskriver det digitala läromedlet som lustfyllt och att det digitala läromedlet ”fångar” de elever som tycker skolan är svår De allra flesta eleverna uttrycker en arbetsglädje då de beskriver sin användning av digitala läromedel. De undervisande lärarna menar att det digitala läromedlets stora fördel är den snabba feedback som både elever och lärarna får med hjälp av den i det digitala läromedlet inbyggda statistik över gjorda uppgifter. Eleven beskriver känslan av att själv kunna bestämma och påverka vad hen skriver på datorn. Den ger hen en möjlighet att vara delaktighet och hen kan själv påverka sin arbetssituation. Det digitala läromedlet främjar enligt lärarna delaktigheten på så sätt att det inte längre framgår vilken svårighetsgrad eleverna har på sina uppgifter.   Slutsats: Metoden bildanalys var ett bra val, trots att eleverna endast vid ett lektionstillfälle skapade de egenproducerade bilderna så erhölls väldigt mycket information, dock var det svårt att formulera frågorna till eleverna, så att de verkligen kunde beskriva sina upplevelser av delaktighet i bilden, vilket bör ses som metodens svaghet. Vid de kompletterande elevsamtalen beskrev de sina upplevelser av delaktighet. Beträffande gruppintervjuerna så hävdar vi att de undervisande lärarna styrkte det eleverna uttryckt. Resultaten vi fått fram genom vår kvalitativa fallstudie kan vara svåra att överföra och generalisera till andra elevgrupper eftersom de sociala situationerna och lärmiljöerna kan se annorlunda ut för dessa elevgrupper. Resultaten i studien är användbara i den meningen att de kan ligga till grund för skolutveckling gällande delaktighet, digitalisering och digitala läromedel. Ett hinder för att skolor skall kunna säkerställa likvärdigheten och möjlighet att nå de mål som regeringens nationella digitaliseringsstrategi föreskriver är att det är så stor skillnad i hur skolor eller kommuner har ekonomiska medel för att genomföra digitaliseringen av skolan på ett tillfredställande sätt. I slutändan är det lärarnas arbetssätt och användandet av det digitala läromedlet, som kan möjliggöra en tillgänglig lärmiljö där eleverna är inkluderade och delaktiga, inte läromedlet i sig. / Abstract   This thesis is a qualitative case study that aims to increase the knowledge about students’ perceptions of participation when using digital educational tools. The methods used in this case study are image analysis and group interviews. The participants in this study came from a school in the north of Sweden. There where 18 students from grade 4 and 3 of their teachers participating.   Aim: The overarching aim of the study was to increase knowledge about students’ perception of participation when using digital educational tools. The perception of participation was evaluated from three angles: How do the students perceive that the digital educational material affects their participation? How are the students describing the use of digital educational tools in school? How are the teachers describing the use of digital educational tools in school?   Method: The methods used in this study where: Student´s images and group interviews. There were also additional conversations with the students in conjunction of the creation of the images and texts. Group interviews were conducted at two points in time with the teachers, one before the analysis of the student´s pictures and one after. Image analysis by using participation model was done on the students own images and texts.   Results: In the images the students expressed that it was fun and easier to write on the computer. Many of the students also described that is was easier with digital educational tools as they only need to bring one thing (the computer). The challenges they described where when the Wi-Fi connection was not working and some of them mentioned that it was hard to navigate the digital tool in the beginning, but that it was easier after a while. The teachers confirm that the navigation was challenging when the tools was first initiated, especially as multiple new elements were introduced at the same time. However, the teachers were unsure if that was due to the digital educational tools or due to that it was a new way of working. The majority of the students expressed that it is more fun to work with digital educational tools and computers, compared to regular books. The teacher described the digital educational tools as joyful learning and that it is engaging for those students that normally find the school challenging.  Most of the students also expressed a satisfaction and joy when describing their use of digital educational tools. The teacher described that a major benefit of using digital tools, is the quick feedback with statistics of performed learning exercises that the tools provide to both the student and the teacher. The students reported that they got a sense of autonomy when they can have an impact and themselves decide what they write on the computer. That gives them the opportunity to participate and be able to affect their own learning situation. From a teacher’s point of view, the digital tools stimulate the participation, where the students’ different degree of difficulty on their tasks are not reviled to their classmates.   Conclusion: It was a good choice of method to perform the image analysis because even though the students only created the images at one point in time, the information that the images provided was comprehensive. However, the verbal conversions that was performed in conjunction with the creation of the images were challenging, as it was hard to formulate the questions so that the students fully could describe their perception of participation in their image. This should be considered as the weakness of this method.   During the verbal conversations in conjunction with the creation of the images, the students described their experiences of participation. The group interviews with the teachers that followed, confirmed the students’ descriptions. The results from this qualitative case study may be challenging to transfer and standardise for other student groups as the social situations and learning environments could be different. The results of the study could be useful moving forward as it may be indicative for future educational developments regarding participation, digitalisation and digital educational material. The big difference in the funding for the digital implementation between schools and municipalities is one of the obstacles to ensure equality and the ability to reach the goals that the government have set out for digital strategy in schools. In the end, it is the teachers’ ways of working and their use of the digital educational material that is going to enable an accessible learning environment where the students are included and participating, not the educational tool itself.

Cette thèse explore les formes d’engagement et apporte une réponse à la question : Que devient aujourd’hui le contrat normatif de profession des comptables libéraux dans un contexte de mutation de leur profession ? Nous avons croisé deux champs théoriques : celui du comportement organisationnel avec la théorie du contrat psychologique et la sociologie des professions avec le modèle intégré de De Rozario (2006). Nous avons conduit 20 entretiens qualitatifs auprès de comptables libéraux et mobilisé une grille d’analyse construite à partir de la théorie du contrat psychologique qui prend en compte les actants humains et non humains. Les résultats nous permettent de dire que malgré les violations contractuelles actuelles et les transitions, la profession de comptables libéraux continue de faire engagement par son contrat normatif. Il est composé de trois contrats psychologiques individuels qui sont : transactionnel, transitionnel et relationnel. Les mutations actuelles incitent à des contrats psychologiques transactionnels plus denses avec des réseaux d’experts et un contrat psychologique relationnel avec les outils de gestion surtout digitaux pour répondre aux conjonctures problématiques. Finalement, le contrat relationnel avec la profession réduit aujourd’hui à sa composante diplôme, mute vers des contrats relationnels de réseaux experts de proximité. / This thesis explores the forms of commitment and provides an answer to the question: What is becoming of the normative contract of chartered accountants in a context of change of their profession? We crossed two theoretical fields: that of the organizational behavior with the theory of the psychological contract and the sociology of the professions with the integrated model of De Rozario (2006). We conducted 20 qualitative interviews with chartered accountants and mobilized an analysis grid based on the psychological contract theory that takes into account human and non-human contract makers. The results allow us to say that despite the current contractual violations and transitions, the profession of liberal accountants continues to lead to a commitment through its normative contract. The latter comprises three individual psychological contracts which are transactional, transitional and relational contracts. Current changes are leading to increasingly complex transactional psychological contracts with networks of experts and a relational psychological contract with management tools, especially digital devices, to respond to the crisis they face. Finally, the relational contract with the profession reduces today to its diploma component, moving towards relational contracts of expert networks of proximity.

La « vision » à travers les milieux opaques (murs, cloisons, décombres, ou plus généralement tout milieu qui occulte la vision humaine) est l’un des problèmes clefs du contrôle et de la sécurité. Il apparaît à l’heure actuelle un réel besoin de disposer de dispositifs d’observation à travers ces milieux pour des applications tant militaires (lors des assauts, des prises d’otages, etc.) que civiles (recherche de personnes enfouies dans des décombres, dans un incendie, etc). Les avancées sur cette problématique ont conduit à mettre en place des systèmes radars à très courte portée, opérationnels pour la détection et le tracking de personnes dans des environnements simples. Cependant ils nécessitent que les cibles soient en déplacement afin de les différencier des objets statiques. Cette limitation constitue un défaut majeur pour un certain nombre de scénarii réels où des personnes, par stratégie ou par contrainte, restent immobiles. Ces travaux de thèse visent à explorer les mécanismes de détection de personnes statiques par le biais de leurs micro-mouvements, e.g. des mouvements induits par le thorax lors de la respiration. Nous avons étudié - d’un point de vue théorique - les principes physiques sous-jacents à la détection de ces micro-mouvements par radar UWB impulsionnel à partir du mécanisme Doppler impulsionnel. Ce dernier s’appuie sur des mesures consécutives des phases des impulsions réfléchies. La compréhension de ce phénomène a permis de définir une architecture radar impulsionnelle et de la positionner, en termes de contributions, au regard des différents radars UWB proposés dans la littérature : le FMCW et le radar de bruit. Deux dispositifs radars ont servi de support à ce travail. Le premier, de type démonstrateur académique, repose sur l’utilisation d’un oscilloscope rapide pour numériser les impulsions UWB de 3 à 6 GHz de bande. Il a permis de mettre en place une chaîne de traitement complète de vision à travers les murs. Le second dispositif est un prototype radar développé autour d’une plateforme de numérisation ultra-rapide (100 Gsps par échantillonnage équivalent) de fréquence de rafraîchissement très élevée (100 Hz). Il est construit autour d’un FPGA, d’un ADC rapide (1,25 GHz) et d’un T&H très large bande (18 GHz). Il permet ainsi la détection des micro-mouvements par traitement Doppler impulsionnel. / "Vision" through opaque environments (walls, partitions, rubble, or any environment that obscures human vision) is one of the key issues of control and security. Advances on this issue have led to operational shortrange radar systems for people detection and tracking in simple environments. However, most of them require the targets to move in order to differentiate them from static objects. This requirement constitues a major shortcoming for a certain number of real scenarios where people, by strategies or by constraints, remain motionless. Hence, this thesis aims to explore the mechanisms of detection of static people through their micro-movements, e.g. movements induced by the thorax during breathing. We have studied - from a theoretical point of view - the physical principles underlying the detection of these micro-movements by pulsed UWB radar with the pulsed Doppler phenomenon, which relies on consecutive measurements of the reflected pulses phases. The understanding of this phenomenon made it possible to define a radar architecture and to position it, in terms of contributions, with regard to the different UWB radars proposed in the literature : the FMCW and the noise radar. Two radar devices served as support for this work. An academic demonstrator based on the use of a fast oscilloscope to digitize the pulses. It allowed to set up a complete processing chain for the application of vision through the walls. The second device is a radar prototype developed around a high-speed scanning platform (100 Gsps perequivalent sampling) with a very high refresh rate (100 Hz). This prototype is built around an FPGA, a fast ADC (1.25 GHz) and a very wide band T&H (18 GHz). This thereby enables to detect micro-movements by pulsed Doppler processing.

Η μεταπτυχιακή εργασία αναφέρεται στην ηλεκτρονική διαχείριση εκθεμάτων στα ελληνικά μουσεία μέσω της μελέτης των μουσειακών οργανισμών του νομού Αχαΐας. Η καινοτομία της μελέτης αυτής είναι ότι προσεγγίζει τη λειτουργία του σύγχρονου μουσείου παρουσιάζοντας ένα ολοκληρωμένο πλαίσιο διαχείρισης. Η έννοια της μουσειακής διαχείρισης αναλύεται όχι μόνο ως προς τη διοικητική, αλλά και ως προς την τεχνολογική, οικονομική και νομική της διάσταση, υπό το πρίσμα της νέας πραγματικότητας που η ψηφιακή εποχή επιβάλει. Παρουσιάζονται οι λειτουργίες του μουσείου (συλλογή, συντήρηση, έρευνα, πληροφόρηση, εκπαίδευση, έκθεση, επικοινωνία-μάρκετινγκ) και τα σύγχρονα εργαλεία που η μουσειακή διοίκηση έχει στη διάθεσή της για να μετατρέψει το μουσείο σε έναν δυναμικό ανταγωνιστικό οργανισμό παγκόσμιας εμβέλειας. Αναλύεται τέλος η έννοια του εικονικού μουσείου, ως κατεξοχήν φορέας ηλεκτρονικής διαχείρισης εκθεμάτων. Στηριζόμενη στην παραπάνω εκτενή βιβλιογραφική ανάλυση η παρούσα μελέτη προσπαθεί να ερευνήσει το πλαίσιο εφαρμογής της ηλεκτρονικής διαχείρισης εκθεμάτων στα μουσεία μέσω της διεξαγωγής έρευνας με ερωτηματολόγιο στους μουσειακούς οργανισμούς της περιοχής. Η έρευνα αυτή πραγματοποιεί συγκριτική αξιολόγηση των μουσείων της περιοχής με βάση συγκεκριμένα κριτήρια και εξάγει πολύτιμα συμπεράσματα σχετικά με τη στάση και τις ικανότητες των μουσείων απέναντι στις δυνατότητες που προσφέρει η ψηφιακή πολιτισμική τεχνολογία και φανερώνει τις τάσεις και τις προοπτικές της μουσειακής διαχείρισης. / The present study refers to the electronic management of exhibits in greek museums focusing on the research of museums of the prefecture of Achaia. The innovation of this study is that it approaches the administration of modern museum presenting a complete frame of management. The significance of museum management is analyzed not only from its administrative aspect, but also from its technological, economic and legal dimension, in the context of new reality that the digital era imposes. The functions of museum (collection, maintainance, research, information, education, exhibition, communication-marketing) are presented such as the modern tools that museum management has in its disposal in order to transform the museum in a dynamic, competitive organisation of world impact. Finally, is analyzed the significance of virtual museum, as the eminent institution of electronic management of exhibits. Supported in the precede extensive bibliographic analysis, the present study tries to explore the context of application of electronic management of exhibits in the museums via the conduct of research with questionnaire to the museums of the region. This research carries out a comparative evaluation of the examined museums using specific criteria and it exports useful conclusions with regard to the attitude and the ability of museums toward the possibilities that the digital cultural technology offers and reveals tendencies and prospects of museum management.

Die in MEDIBUS organisierten Blindenbüchereien sehen sich als Partner der kommerziellen Verlagswelt und nicht als deren Konkurrenten. Die sehr geringen Auflagenhöhen und die speziellen Anforderungen bei der Aufbereitung von Literatur in Brailleschrift und Großdruck wecken in aller Regel nur wenig verlegerisches Interesse. Die wachsende Auswahl an mobilen Endgeräten, Medienkonvergenz und Diversifikation von Angeboten sind Chancen der digitalen Revolution, die es ermöglichen, auch Menschen mit speziellen Bedürfnissen zeitnah und in adäquater Qualität Wissen zugänglich zu machen. libreka! und die DZB kooperieren im Projekt „Leibniz – Sach- und Fachbuchaufbereitung für Blinde und Sehbehinderte“, um PDF- und Satzdaten zu verarbeiten und deren digitale Verbreitung sowohl für sehende als auch für nichtsehende Leserinnen und Leser zu forcieren. DAISY-Standards und -Technologien sind dabei der Schlüssel zum Erfolg.

In this presentation, various projects at DZB will be described, concerning various collaborations with publishing houses and Libreka! – an online platform of the German association of publishers “Börsenverein des Deutschen Buchhandels”, to improve the workflow of transformation of typesetting data into the DAISY 3 format. By developing adaptive content processing facilities, this data can be used to increase the availability of publications in Braille, DAISY and large Print.

Face aux effets de la révolution numérique, les organisations évoluent afin de proposer de nouveaux services à leurs clients, partenaires, fournisseurs et salariés (banque en ligne,données dématérialisées, espaces virtuels,…). De nouveaux modes de travail voient le jour, favorisant le nomadisme (travail à domicile ou à distance dans des salles connectées), la gestion de projets transverses et internationaux (outils et supports de communication) et la formation e-learning ou blended (alternant présentiel et distanciel). Du fait de ces transformations digitales, les formateurs d’entreprise - internes à l’organisation ou travaillant en prestation - se voient contraints de se professionnaliser à la formation numérique et de s’inscrire dans des diversités de fonctions (chef de projet, concepteur, ingénieur pédagogique,…). Cette thèse interroge la professionnalisation des formateurs au numérique à travers les opportunités d’apprentissages qu’ils identifient dans leurs environnements(formatif, organisationnel et professionnel) et des stratégies d’apprentissages qu’ils développement en regard. La problématique porte sur les apprentissages organisationnels et sociaux au sein des environnements de travail. Une étude de cas de formateurs issus de différentes organisations participant à une même formation certifiante à la « e-formation », choisie pour sa représentativité, présente les stratégies d’apprentissages déployées par les formateurs.Cette thèse défend l’idée d’une auto-professionnalisation des formateurs au numérique dans la construction d’écosystèmes d’apprentissages, au regard d’une culture d’entreprise (notamment « apprenante ») qu’ils perçoivent au sein de leurs organisations. / Facing the effects of the digital revolution, organizations are evolving to offer new services to their customers, partners, suppliers and employees (online banking, dematerialized data, virtual spaces, etc.). New ways of working are emerging, favoring nomadism (working from home or remotely in connected rooms), managing transversal and international projects (tools and communication media) and e-learning or blended learning (alternation of face-to-face and online training). As a result of these digital transformations, the company trainers - internal to the organization or working in delivery - are forced to professionalize in digital training and enroll in various functions (project manager, designer, educational engineer, ...). This thesis questions the professionalization of digital trainers through the learning opportunities they identify in their environments (training, organizational and professional) and the learning strategies they are developing. The issue is about organizational and social learning in work environments. A case study of trainers from different organizations participating in the same "e-training" certification course, chosen for its representativeness, presents the learning strategies deployed by the trainers.This thesis defends the idea of a self-professionalization of digital trainers in the construction of learning ecosystems, in the light of a corporate culture (especially "learning") that they perceive within their organizations .

Abstract Master data describes business objects that are shared across an entire enterprise. Master data is a single source of information that should be used across the IT systems and business processes without changing. Definitions and understanding of common data and how well it is understood forms the basis for understanding the master data. The main objective of this study is to clarify how one product data should be understood and defined and to identify the main challenges and the best practices for managing the one product data for business processes. This study approaches one product data for integrated business processes from several perspectives by focusing on one product master data, data ownership, and the importance of a governance model for managing the master data. The means also to determine business value of master data and to ensure that a company’s success in reaching this business value is analysed. The findings of this study reveal the need for balance between business processes, data, and IT systems. The study indicates that a governance model is necessary in conjunction with business processes, data, and IT systems to ensure that an adequate foundation is created for one product data. One product data is the sum of product-related business data and one product master data. One product master data is the “DNA” of a product that is created by the product portfolio management process and is stored and controlled by a Product Lifecycle Management IT-system that updates the receiving systems in business processes with the common product data. One product data forms the basis for integrated business processes. In the product life cycle context, this means that data must be in place from the new product development phase to the maintenance phase, as well as across sales processes, supply chains, and care/service processes. Discontinuous data is harmful as it causes extra costs in management and slows down data analysis, as well as affects the reaction speed around changes on the business side. New business opportunities such as digitalisation may become very difficult if centralised one product data is not in place. It is important to keep in mind that if data integrity and quality are not in place in a company, adding new business models might be very challenging. / Tiivistelmä Master data on informaatiota, joka on määritelty yksiselitteisesti ja sitä käytetään muuttumattomana ylitse eri IT- järjestelmien ja -prosessien. Datamäärityksillä tuetaan liiketoiminnan prosesseja. Datan määritelmät ja yleinen datan ymmärtämisen taso yrityksessä ovat tärkeitä elementtejä, muodostaen pohjan Master data -käsitteelle. Tämän tutkimuksen päätarkoituksena on selkiyttää kuinka yksiselitteinen tuotetieto tulisi ymmärtää ja määritellä. Samalla identifioidaan suurimmat haasteet ja parhaat käytänteet yhdenmukaisen tuotetiedon hallinnalle. Tutkimuksessa keskitytään yhtenäisen master datan käsitteistön, datan omistajuuden, sekä hallinnointimallin tärkeiden näkökulmien kautta kokonaisuuden ymmärtämiseen useista eri näkökulmista. Tutkimuksessa perehdytään myös datan liiketoiminnallisen arvon tunnistamiseen. Sen kautta voidaan varmistaa yrityksen kyvykkyys saavuttaa asetetut tavoitteet, jotka johto on määritellyt esim. strategian kautta. Tulokset kertovat, että on äärimmäisen tärkeää löytää oikea balanssi liiketoiminnan prosessien, datan ja tietojärjestelmien kesken. Yksikäsitteinen tuotetieto on summa, joka muodostuu tuotteeseen liittyvästä liiketoimintatiedosta sekä yhtenäisestä tuote master datasta. Yhtenäinen tuote master data on ikään kuin tuotteen DNA tietoa. Yhteenvetona voidaan todeta, että parhaimmillaan data määritellään kerran ja sitä käytetään muuttumattomana eri liiketoiminnan prosessissa hyödyksi. Yhtenäinen tuote data muodostaa pohjan liiketoiminnan prosessien integroimiselle. Tuotteen elinkaaren sisällön osalta tämä tarkoittaa sitä, että data luodaan osana uuden tuotteen kehitysprosessia ottaen huomioon muiden liiketoiminta prosessien tarpeet kuten myynti, logistiikka ja valmistus, huolto jne. On äärimmäisen tärkeää, että datalle ei synny epäjatkuvuuskohtia eri prosessien välille. Datan epäjatkuvuuskohdat voivat tuottaa ylimääräisinä kustannuksia ylläpidon, data analytiikan ja raportoinnin kautta. Yleinen reagointinopeus liiketoiminnan muutoksiin on yleensä hitaampaa. Uusien liiketoimintamahdollisuuksien kuten digitalisaation tai esineiden internetin (IoT) toteuttaminen voi olla haastavaa ja kallista mikäli keskitettyä ja yhtenäistettyä tuote data mallia ei ole. Yhtenäisen tuote master datan käsite ja parhaita käytänteistä toteuttava hallintamalli antavat pohjan tietokeskeiselle ajattelulle yrityksessä.