The thesis aims to describe the current sales climate in the context of complex sales in business-to-business. The purpose is to increase the clients knowledge of sales and test the clients hypothesis that the sales climate is changing from Solution Selling to Insight Selling, further the thesis aims to contribute to the scientific debate of sales. Solution Selling is characterized, as the name suggest, by selling of solution to the customers needs. With Insight Selling the seller has a provocative approach towards the customer and the seller is searching for customers in the need of change. This is a qualitative study conducted with eight interviews and one focus group.

This essay has an aim to map out the discourses in the debate around local self government and national equivalence, which are both essential democratic values. The essay is delimited to the area of the comprehensive school. Interviews have been made with key persons in different positions in a selected municipality. I also use material that has been written in the context of Ansvarskommittén. The material is analysed using an integrated discourse analysis.

Capella and Jamiesons research of how the media describes politics has shown that it is very often case of one of two scenarios: game frames; or issue frames. The central idea of this framing theory is that when politicians are described within game frames the disdain towards politicians is believed to increase. Capella and Jamieson have shown that, at least in the US, the use of game framing has increased. The Swedish Scholar Jesper Strömbäck has however, with his research, shown that, despite the earlier theory of Capella and Jamieson, in Sweden the tendency is not so clearly demarcated. In fact he says that if anything, the tendency looks to be the antithesis.

The aim of this study was to investigate whether there is a social-psychological relevance in allowing animals to be involved in therapy work. I have examined if the animals may contribute to effects on human relationships between caregivers and patients, and if the animals can contribute to helping patients to achieve better well-being. Through previous research and a quantitative interview I have received answers to the following questions: How are animals used in the treatment work? How do animals affect the relationship between caregiver-patient? In what ways do animals in treatment affect relationships between people? How do the professionals who work with animals believe that animals can affects the patient? I have interviewed people working in different kinds of treatment work using animals. The areas examined include work with animals at youth care, police, disability care, elderly care and school.

The aim of this thesis is to examine user experience and engagements in interactive cinema.A great deal of the research that is conducted today involves creating interactive films, toexplore and examine film structures. In this study, we build on this research by comparingthree different interactive film structures. To carry out our study, we have categorized threedifferent interactive films after three different models to define their narrative structureand interface. To examine the experiences of those structures we have performed anexperiment where we have collected data from the three different sources; interviews,observations and surveys.It is difficult to draw conclusions about how an interactive film should be constructed asdifferent structures apply to different narratives. Based on our research the conclusion canbe made that the combination between the narrative structure, the narrative content, theaesthetics, the implementation of interactivity and how the film?s interface is constructed ismore important than building a specific structure for an interactive film.

This is a study of innovative technologies that are primarily based on collaboration with a client who in this study is called FTG, because they chose to be anonymous. A problem set has been presented, analyzed and worked with. The result of this is that we found some weaknesses in the leadership that have influenced the motivation in the workgroup negatively. The study has focus on changing leadership in order to increase motivation and openness to innovation within the company. With this focus on change in leadership, we have done a basic search for relevant theories related to the topic and found interesting data to work with.

The trend towards increasingly large farming units raises questions regarding how to better monitor production. Larger units make the impact from possible errors more severe, which increases the pressure on management supervision. To cope with management issues, prevent errors and handle increased demands on traceability and documentation, the Real Time Location Systems (RTLS) concept is making its way into various parts of agriculture. In sectors outside agriculture, RTLS are already being used successfully to track and locate items through nodes at different levels of accuracy, such as room level or the relative or absolute position. Empirical data can be received in real time from the nodes.

The main purpose of this study was to examine how preschool teachers are working to promote each child's language development and whether they can ensure that they do that. Therefore I wanted to find out what a good language development implies for each teacher, how they work to promote each child's language development in daily practice, how they measure the actual language development and also what conditions the teachers have, to engage in a language development way to work. For the study, I chose a qualitative method, with structured interviews and all together I interviewed six preschool teachers, within the same organization in a suburb close to Stockholm.  The results showed that there is an ambiguity, among the preschool teachers, in what a good language development means, but it can be stated that they do have a language development way to work even if it needs to be developed. Further on, it has emerged that the teachers have the tools to measure children's language development, although they do not have the conditions yet to use the method to the fullest. About the preschool teachers own conditions in order to operate in a language development way to work, I concluded that they have a strong foundation to build on, but they still have much work ahead of them.

Allt fler funktioner automatiseras idag och det gäller även brandskyddet i våra fastigheter; fungerar de på ett tillförlitligt sätt? Syftet med rapporten var att diskutera automationens tillförlitlighet, samt undersöka felfrekvens och om de felen är relaterade till interaktionen mellan människa och teknik. Det finns flera olika lagar som reglerar brandskydd i fastigheter samt att försäkringsbolagen har vissa krav på brandskydd när fastigheten ska försäkras. De vanligaste komponenterna i en automatisk brandskyddsanläggning är centralapparat, detektorer, larmdon och eventuellt sprinkler. Centralapparaten tar emot signal från detektorerna, aktiverar larmdon, och larmar SOS-Alarm.

A common way to stabilize high rise buildings is to use an elevator core built of concrete. Today, we use to build these elevator cores of in-situ concrete. Precast concrete twin wall (double wall) is a semi-finished product that has become more common in recent years. This diploma work studies how the twin wall works out as structural elements in an elevator core. The work also shows some possible ways of designing twin walls and highlights some important parts of the design that will be vital to the stability of the building.    The result shows that it is important to think through where the element joints should be placed.

The profit a company makes is dependant of its employees which means that their competence is important for the company to perform well. The middle manager has a central position in the organization and is expected to take on different roles. This probably puts a lot of demands on the middle managers and their competence. We want to contribute with a comprehension of how learning, competence and needs for competence can look at a middle management level. Furthermore we also want to find out what kind of strategy for competence development the middle managers want the company to use so their competence development can be facilitated.

This work is a product development of a product which facilitates enduro drivers swallowing fluid while driving. My own experience of the problem and a custom survey gave me some frames and requirements of how such a product would look. To obtain the different concepts the method of brainstorming was used where I outlined the various proposals. The basic concept was that some kind of pump would build pressure in the liquid and when the user opens the nozzle the liquid will come out without the need to use the mouth to suck. The screening phase consisted of two steps.

The work was carried out on Termisk Systemteknisk?s office in Linköping. The aim was to create a computer system with infrared camera technology for quality control and temperature monitoring of manufacturing processes in industry. The system should be configurable such that it can be used on several different issues, including those where the real-time analysis of camera images is required.The developed system is based on an existing framework, Panola, to deal with measurement results and images in a database. The framework is built for the system continually check for new data , and the task was to create a foundation upon which to build systems that use the framework, but fully or partially utilize direct calls .

This report is the result of a thesis carried out at the Department of Innovation, Design and Technology (IDT), at Mälardalen University on behalf of ABB AB Machines.The year was 1988 when ASEA and Brown Boveri formed a joint venture under the name ABB (Asea Brown Boveri).We perform our thesis at the division Discrete Automation and Motion where they primarily develops, manufactures and sells synchronous and asynchronous AC motors and generators.The main purpose of this thesis was initially to write a general packaging instruction, but the priority changed to develop more specific packaging instructions for Rotors, Stator gables, Bearing support and Outer Cover (plates) instead.The work started off to deal with a problem about that the staff had to start its work to grind away rust on the stator gables due to those stored outdoors. The result was mainly an investment in a new gable rack so that the material can be stored inside, as well as a packing instruction as it was originally intended.The problem on the bearing supports were that the staff thought it was demanding and difficult to clean them from the rustproofing they were greased in. If it is not possible to remove all rust protection it can cause the paint to not attach properly. After having compared with similar articles a test were done to order a pair of bearing supports without corrosion inhibitor, which gave good results. This initiative also set in motion a process to do the same for more different items.For special pallet, a survey were made of the process with two different VSM and a calculation of how much ABB would earn at ordering more special pallets than getting the material delivered on the A-pallets.

This exam report contains studies about how the weather affects the construction site from a planning and productivity perspective. In 1960?s the contractors started to build during the winter, since then the demands to obtain a good construction has been higher on both the contractor and then promoter.In this report you will see how the different actors at the construction site handle the weather problems. By several interviews of the actors at the construction site there have been opinions about the weather situation which has been collected. To get a wide perspective of the problem, field studies from four different construction sites been made.Weather statistics over Halmstad is a mayor part of this report.