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This thesis aims to support the product development process. Therefore, an approach is developed, implemented as a prototype and evaluated, for automated solution space exploration of formally predefined design automation tasks holding the product knowledge of engineers. For this reason, a classification of product development tasks related to the representation of the mathematical model is evaluated based on the parameters defined in this thesis. In a second step, the mathematical model should be solved. A Solver is identified able to handle the given problem class.
Due to the context of this work, System Modelling Language (SysML) is chosen for the product knowledge formalisation. In the next step the given SysML model has to be translated into an object-oriented model. This translation is implemented by extracting information of a ".xml"-file using the XML Metadata Interchanging (XMI) standard. The information contained in the file is structured using the Unified Modelling Language (UML) profile for SysML. Afterwards a mathematical model in MiniZinc language is generated. MiniZinc is a mathematical modelling language interpretable by many different Solvers. The generated mathematical model is classified related to the Variable Type and Linearity of the Constraints and Objective of the generated mathematical model. The output is stored in a ".txt"-file.
To evaluate the functionality of the prototype, time consumption of the different performed procedures is measured. This data shows that models containing Continuous Variables need a longer time to be classified and optimised. Another observation shows that the transformation into an object-oriented model and the translation of this model into a mathematical representation are dependent on the number of SysML model elements. Using MiniZinc resulted in the restriction that models which use non-linear functions and Boolean Expressions cannot be solved. This is because the implementation of non-linear Solvers at MiniZinc is still in the development phase. An investigation of the optimally of the results, provided by the Solvers, was left for further work.
Flexibility estimation is the first step necessary to incorporate building energy systems into demand side management programs. We extend a known method for temporal flexibility estimation from literature to a real-world residential heat pump system, solely based on historical cloud data. The method proposed relies on robust simplifications and estimates employing process knowledge, energy balances and manufacturer's information. Resulting forced and delayed temporal flexibility, covering both domestic hot water and space heating demands as constraints, allows to derive a flexibility range for the heat pump system. The resulting temporal flexibility lay within the range of 24 minutes and 6 hours for forced and delayed flexibility, respectively. This range provides new insights into the system's behaviour and is the basis for estimating power and energy flexibility - the first step necessary to incorporate building energy systems into demand side management programs.
A novel calorimetric technique for the analysis of gas-releasing endothermic dissociation reactions
(2020)
Synthetic polymers, such as polyamide (PA), inherently possess a moderate number of surface functionalities compared to natural polymers, which negatively impacts the uniformity of metallic coatings obtained through wet-chemical methods like electroless plating. The paper presents the use of a siloxane interlayer formed from the condensation of the hydrolyzed 3-triethoxysilylpropyl succinic anhydride (TESPSA) precursor as a strategy to modify the surface properties of polyamide 6.6 (PA66) fabrics and improve the uniformity of the copper surface coating. The application of the siloxane intermediate coating demonstrates a significant improvement in electrical conductivity, up to 20 times higher than fabrics without the interlayer. The morphology of the coatings was investigated using scanning electron (SEM) and laser confocal scanning microscopy (LSM). In addition, dye adsorption, flexural rigidity, air permeability and contact angle measurements were conducted to monitor the change in the PA66 properties after the siloxane functionalization.
A quantum-light source that delivers photons with a high brightness and a high degree of entanglement is fundamental for the development of efficient entanglement-based quantum-key distribution systems. Among all possible candidates, epitaxial quantum dots are currently emerging as one of the brightest sources of highly entangled photons. However, the optimization of both brightness and entanglement currently requires different technologies that are difficult to combine in a scalable manner. In this work, we overcome this challenge by developing a novel device consisting of a quantum dot embedded in a circular Bragg resonator, in turn, integrated onto a micromachined piezoelectric actuator. The resonator engineers the light-matter interaction to empower extraction efficiencies up to 0.69(4). Simultaneously, the actuator manipulates strain fields that tune the quantum dot for the generation of entangled photons with fidelities up to 0.96(1). This hybrid technology has the potential to overcome the limitations of the key rates that plague current approaches to entanglement-based quantum key distribution and entanglement-based quantum networks. Introduction
Purpose: The purpose of this qualitative phenomenological study is to explore the of self-initiated expatriates prior to and during acculturation to life in a smaller periphery region such as Vorarlberg, Austria. By providing insights into their lived experience this research aims to fill in the gaps of missing information on motivators, success factors to adjustment, issues, and stressors, and more that SIEs experience when adjusting. Specifically, what items promote adjustment and what items hinder adjustment.
Findings: Developed a better understanding of how and what motivational factors lead to expatriation. Furthermore, that opportunities arise by chance. During acculturation, language factors (dialect), cultural differences act as stressors. While social support, and organizational support, learning of the language act as promoters of acculturation.
Further Research could be done including ethnicities, SIEs moving from developed to developing countries, adjustment in regions with dialect vs no dialect.
Key words: self-initiated expatriates, expatriation, acculturation, adjustment, promoting acculturation, hindering acculturation.
A rapid change to remote work during the beginning of the Covid-19 pandemic allowed many organizations to roll out new collaboration platforms to rapidly digitalize their workflows and processes in order to continue operation. This sudden shift to remote work revealed to employees the potential benefits of working remotely in the form of additional flexibility and also showed the challenges and barriers organizations could face by introducing such a strategy. This thesis aims to uncover the key considerations that the organizations of the industrial sector in Vorarlberg need to consider establishing a remote work strategy. According to the results from the research, the Covid-19 pandemic was as a paradigm change for the interviewed decision makers about how they thought about remote work and how they transformed their respective organizations too continue to operate. After the initial phase of Covid-19 restrictions organizations started to experiment with a remote work strategy of their own, based on their past experiences. For now, most of the interviewed organizations use already different remote work concepts and evaluate which one suits best their needs. The main considerations as to why an organization introduced a remote work strategy are to be an attractive employer and to stay ahead in the search for new talent. Further by introducing a remote work strategy, organizations need to change their rules of collaboration, adapt their core values to fit a remote workplace and to introduce collaboration platforms which are designed to support a remote workforce.
Scrum has been a prominent project management framework for managing software development projects. The scrum team embodies values such as commitment, focus, respect, courage, and openness to develop trust, which serves as the foundation of the scrum framework. However, in recent years, scrum teams are shifting towards a work-from-home environment which is relatively new to most of them and known to present various challenges. Looking at the benefits of adhering to scrum values, this study aims to investigate the challenges scrum teams experience in adhering to scrum values while operating virtually, as well as to explore practical strategies to overcome the identified challenges, particularly during the storming stage of team development. This research employed a qualitative methodology using semi-structured interviews with scrum team members who have experience working in a virtual environment. Through qualitative content analysis of semi-structured interviews, this research identifies significant challenges within five main categories: communication, collaboration, interpersonal dynamics, the virtual work environment, and personal workspace issues. However, beyond the challenges, the study reveals practical strategies as well for successful team dynamics and higher efficiency. The strategies derived from team members' experiences are categorized into six categories: enhanced meeting management, leveraging in-person engagements, optimizing tools & technology, effective communication strategies, team-building, and nurturing a positive work culture.
Alleviating the curse of dimensionality in minkowski sum approximations of storage flexibility
(2023)
Many real-world applications require the joint optimization of a large number of flexible devices over some time horizon. The flexibility of multiple batteries, thermostatically controlled loads, or electric vehicles, e.g., can be used to support grid operations and to reduce operation costs. Using piecewise constant power values, the flexibility of each device over d time periods can be described as a polytopic subset in power space. The aggregated flexibility is given by the Minkowski sum of these polytopes. As the computation of Minkowski sums is in general demanding, several approximations have been proposed in the literature. Yet, their application potential is often objective-dependent and limited by the curse of dimensionality. In this paper, we show that up to 2d vertices of each polytope can be computed efficiently and that the convex hull of their sums provides a computationally efficient inner approximation of the Minkowski sum. Via an extensive simulation study, we illustrate that our approach outperforms ten state-of-the-art inner approximations in terms of computational complexity and accuracy for different objectives. Moreover, we propose an efficient disaggregation method applicable to any vertex-based approximation. The proposed methods provide an efficient means to aggregate and to disaggregate typical battery storages in quarter-hourly periods over an entire day with reasonable accuracy for aggregated cost and for peak power optimization.
An implementation approach of the gap navigation tree using the TurtleBot 3 Burger and ROS Kinetic
(2020)
The creation of a spatial model of the environment is an important task to allow the planning of routes through the environment. Depending on the number of sensor inputs different ways of creating a spatial environment model are possible. This thesis introduces an implementation approach of the Gap Navigation Tree which is aimed for usage with robots that have a limited amount of sensors. The Gap Navigation Tree is a tree structure based on depth discontinuities constructed from the data of a laser scanner. Using the simulated TurtleBot 3 Burger and ROS kinetic a framework is created that implements the theory of the Gap Navigation Tree. The framework is structured in a way that allows using different robots with different sensor types by separating the detection of depth discontinuities from the building and updating of the Gap Navigation Tree.
Skiing is one of the most popular winter sports in the world and especially in the alps. As the skiers enjoy their time on the slopes the most annoying thing that could happen is long waiting times at a lift. Unfortunately, because of climate changes, this happens more regularly because smaller skiing areas at lower altitudes have to close and the number of good skiing days decreases as well. This leads to a increase in the number of skiers in the skiing areas which inevitably leads to longer waiting times and dissatisfied skiers. To prevent this from happening, the carriers of the skiing areas have to manage the skiers flow and distribution and what better way to analyse the current situation and possible changes then by simulating the whole area. A simulation has the advantage of being flexible with regards to time as well as configuration. Be it simulating a skiing day and look into detail of the behaviour of a single skier and how it moves in the area by simulating in real time or setting the focus to the whole area and find out when and where queues are forming throughout the whole day by speeding up the time and simulate the day in only seconds, everything is possible. Even simulating a scenario where some part of the area is closed and the skiers cannot take specific lifts due to some technical error or some slopes because of to less snow. By simulating and analysing all these scenarios not only does the experts of the skiing area gain valuable statistical information about the area but can also simulate changes to the system like a crowd fl ow control or an increase or decrease in capacity of a lift. The simulation built in context with this work for the skiing area of Mellau shows all those applications but can also be used as a basis for further improvements of the skiing area or be expanded to other areas like Damüls. The simulation was implemented using the Anylogic simulation environment and the statistical evaluation was also performed in this program.
This master’s thesis provides an overview of a more efficient, future-oriented living concept in Dornbirn, Austria. The use of a combined heat and power unit (CHP), in combination with a thermal storage, as a heating system is specifically investigated. In order to make this heating system more attractive for the consumer, the sale of the generated electricity from the CHP is considered. The more efficient use of energy for heating increases the attractiveness by a minimisation of the living space. This master’s thesis aims to draw attention to the issue and to achieve a rethinking in the planning of future living space. For the research and elaboration of this thesis, statistics and trustworthy literature were used, and physical modelling was applied. This Master’s thesis can be assigned to the fields of energy technology, mechatronics, architecture and civil engineering. It contributes for students, researchers, and other interested person in these sectors.
The demand for managing data across multiple domains for product creation is steadily increasing. Model-Driven Systems Engineering (MDSE) is a solution for this problem. With MDSE, domain-specific data is formalized inside a model with a custom language, for example, the Unified Modelling Language (UML). These models can be created with custom editors, and specialized domains can be integrated with extensions to UML, e.g., the Systems Modeling Language (SysML). The most dominant editor in the open-source sector is Eclipse Papyrus SysML 1.6 (Papyrus), an editor to create SysML diagrams for MDSE.
In the pursuit of creating a model and diagrams, the editor does not support the user appropriately or even hinders them. Therefore, paradigms from the diagram modelling and Human Computer Interaction (HCI) domains, as well as perceptual and design theory, are applied to create an editor prototype from scratch. The changes fall into the categories of hierarchy, aid in the diagram composition, and navigation. The prototype is compared with Papyrus in a user test to determine if the changes have the effect of improving usability.
The study involved 10 participants with different knowledge levels of UML, ranging from beginners to experts. Each participant was tested on a navigation and modelling task in both the newly created editor, named Modelling Studio, and Papyrus. The study was evaluated through a questionnaire and analysis of the diagrams produced by the tasks.
The findings are that Modelling Studio’s changes to the hierarchical elements improved their rating. Furthermore, aid for diagram composition could be reinforced by changes to the alignment helper tool and adjustments to the default arrow behaviour of a diagram. Lastly, model navigation adjustments improve a link’s visibility and rating of a specialized link (best practice). The introduction of breadcrumbs had limited success in bettering navigation usability. The prototype deployed a broad spectrum of changes that found improvement already, which can, however, be further improved and tested more thoroughly.
Zeros can cause many issues in data analysis and dealing with them requires specialized procedures. We differentiate between rounded zeros, structural zeros and missing values. Rounded zeros occur when the true value of a variable is hidden because of a detection limit in whatever mechanism was used to acquire the data. Structural zeros are values which are truly zero, often coming about due to a hidden mechanism separate from the one which generates values greater than 0. Missing values are values that are completely missing for unknown or known reasons. This thesis outlines various methods for dealing with different kinds of zeros in different contexts. Many of these methods are very specific in their ideal usecase. They are separated based on which kind of zero they are intended for and if they are better suited for compositional or for standard data.
For rounded zeros we impute the zeros with an estimated value below the detection limit. The author describes multiplicative replacement, a simple procedure that imputes values at a fixed fraction of the detection limit. As a more advanced technique, the author describes Kaplan Meier smoothing spline replacement, which interpolates a spline on a Kaplan Meier curve and uses the spline below the detection limit to impute values in a more natural distribution. Rounded zeros cannot be imputed with the same techniques that would be used for regular missing values, since there is more information available on the true value of a rounded zero than there would be for a regular missing value.
Structural zeros cannot be imputed since they are a true zero. Imputing them would falsify their values and produce a value where there should be none. Because of this, we apply modelling techniques that can work around structural zeros and incorporate them. For standard data, the zero inflated Poisson model is presented. This model utilizes a mixture of a logistic and a Poisson distribution to accurately model data with a large amount of structural zeros. While the Poisson distribution is only applicable to count data, the zero inflation concept can be applied to different kinds of distributions. For compositional data, the zero adjusted Dirichlet model is introduced. This model mixes Dirichlet distributions for every pattern of zeros found within the data. Non-algorithmic techniques to reduce the amount of structural zeros present are also shown. These techniques being amalgamation, which combines columns with structural zeros into more broad descriptors and classification, which changes columns into categorical values based on a structural zero being present or not.
Missing values are values that are completely missing for various known or unknown reasons. Different imputation techniques are introduced. For standard data, MissForest imputation is introduced, which utilizes a RandomForest regression to impute mixed type missing values. Another imputation technique shown utilizes both a genetic algorithm and a neural network to impute values based on the genetic algorithm minimizing the error of an autoencoder neural network. In the case of compositional data, knn imputation is presented, which utilizes the knn concept also found in knn clustering to impute the values based on the closest samples with a value available.
All of these methods are explained and demonstrated to give readers a guide to finding the suitable methods to use in different scenarios.
The thesis also provides a general guide on dealing with zeros in data, with decision flowcharts and more detailed descriptions for both compositional and standard data being presented. General tips on getting better results when zeros are involved are also given and explained. This general guide was then applied to a dataset to show it in action.
Nowadays, the area of customer management strives for omni-channel and state-of-the-art CRM concepts including Artificial Intelligence and the approach of Customer Experience. As a result, modern CRM solutions are essential tools for supporting customer processes in Marketing, Sales and Service. AI-driven CRM accelerates sales cycles, improves lead generation and qualification, and enables highly personalized marketing. The focus of this thesis is to present the basics of Customer Relationship Management, to show the latest Gartner insights about CRM and CX, and to demonstrate an AI Business Framework, which introduces AI use cases that are used as a basis for the expert interviews conducted in an international B2B company. AI will transform CX through a better understanding of customer behavior. The following research questions are answered in this thesis: In which AI use cases can Sales and CRM be improved? How can Customer Experience be improved with AI-driven CRM?
Companies develop and implement strategies with the aim to address the needs of their customers. Acquisition is one market expansion strategy that companies can use to acquire new market access, technologies and/or to grow organically. In recent years, Chinese companies have been active in acquiring companies all over the globe to develop their strategic position. This caused certain contra reaction in Europe and as well in the Swiss media against cross-border acquisitions of Swiss companies.
Swiss companies and particularly the Swiss-MEM (Machinery, Electrical and Mechanical) industry is highly export oriented and their value proposition builds on attributes like knowledge, technology, and differentiating products. Among them are many “hidden champions” and niche players who successfully dominate the market segment.
As observed with Chinese companies, Indian companies also started to become more active outside of their domestic markets by increasing their foreign direct investments into Europe, Asia and North America, over the last decades. The lasting and good relationship of India and Switzerland might trigger the wish for Indian companies to acquire Swiss and particularly Swiss-MEM companies for acquisitions.
This Master’s Thesis assesses how often Indian investments into public and privately owned Swiss-MEM companies by acquisition happen, how are the attempts of acquisitions perceived by the stakeholders and what measures Swiss and Swiss-MEM companies can take, to protect themselves from being acquired. To access the research topic, several sub-questions will be analysed with the aid of primary and secondary research to assess the situation.
The research topic is of particular interested to the author since he spent over 20 years working in the Swiss-MEM industry, involved in international affairs and in recent years specifically with India. The observation of Chinese acquisition activities and insight into the size and potential of India were the drivers for researching whether India might follow China’s example.
In conclusion, Indian companies are not explicitly targeting Swiss and Swiss-MEM companies, but there are reasons to believe that it would make sense for Indian companies to look into the acquisition of Swiss and Swiss-MEM companies. The perception of such acquisitions varies, but there are arguments for and against them. Companies must take strategic and organisational measures in order to prevent themselves from becoming the target of an acquisition. However, it is known that the state should not interfere in the market and a discussion at a political level, planning how to deal with cross-border acquisition, is needed.
Further areas for research based on this Master’s Thesis could be the review of how the targeting of Swiss and Swiss-MEM companies by Indian companies would look, and also the topic of the succession planning in Swiss secondary sector in conjunction with Indian targeting for acquisitions. A third area to research might be investigating the political aspects involved in the research questions.
The boom of information technology development created high demand for skilled labour force in IT occupations. IT professionals install, test, build, repair or maintain hardware and software and can do the job from any location in the world.
Demand for the workforce significantly outstrips the global supply. In a situation of staff shortage employers have to compete on local and global labour markets. The ability of a firm to attract and retain the best talent would become a source of its sustainable competitive advantage.
Aim of the study is to understand what influences perception of employment attractiveness by IT professionals the most. This study intends to expend the existing knowledge about employees´ needs and “psychological contract” concept.
The research was conducted with the participation of 4 IT and 4 HR English-speaking experts who live and work in Austria. In the study the grounded theory approach and the descriptive qualitative methods were applied.
The research findings explain which factors influence the decision of IT professionals to join, stay or leave an employer. The results are discussed in relation to talent attraction and retention practices of Austrian employers.
Beyond the Four-Level Model: Dark and Hot States in Quantum Dots Degrade Photonic Entanglement
(2023)
Entangled photon pairs are essential for a multitude of quantum photonic applications. To date, the best performing solid-state quantum emitters of entangled photons are semiconductor quantum dots operated around liquid-helium temperatures. To favor the widespread deployment of these sources, it is important to explore and understand their behavior at temperatures accessible with compact Stirling coolers. Here we study the polarization entanglement among photon pairs from the biexciton–exciton cascade in GaAs quantum dots at temperatures up to ∼65 K. We observe entanglement degradation accompanied by changes in decay dynamics, which we ascribe to thermal population and depopulation of hot and dark states in addition to the four levels relevant for photon pair generation. Detailed calculations considering the presence and characteristics of the additional states and phonon-assisted transitions support the interpretation. We expect these results to guide the optimization of quantum dots as sources of highly entangled photons at elevated temperatures.
With the rise of people wearing smartwatches and the ever-lasting issue of stress, there has been an interest in detecting stress with wearables in real-time. This allows for interventions that take place exactly when stress occurs. However, many situations require all of our attention, making them unsuitable for any interventions. Additionally, many approaches currently do not factor in this aspect, running the risk of offering users undesirable interventions.
This thesis examines how contextual user information can be incorporated into a stress intervention system to reduce undesirable intervention timings. The system is split into detecting stress using heart rate variability (HRV) metrics obtained from a photoplethysmography (PPG) signal, and inferring user context from available sensor data. It is evaluated with a simulation-based approach using daily schedules of created personas and randomly sampled stressors during daily life.
The results obtained indicate the benefit of adding contextual user information to a stress intervention system. Depending on the busyness of the schedule, it can greatly decrease the number of received interventions. However, as these findings are attained without performing a user testing, it is unclear how they compare to results from real-world usage.
In the context of this master thesis, general tensions within the relationship between headquarters and their subsidiaries are examined using the practical example of a Swiss company with its subsid-iary in Kenya. Thereby, the influence of cultural aspects and the associated different expectations on management and leadership are emphasized. In doing so, two countries are compared which have not yet been considered in the same context. The objective of this master thesis is to develop a framework that enables the headquarter in the German speaking area of Switzerland and the sub-sidiary in the Bantu speaking area of Kenya to overcome cultural barriers and to increase mutual understanding in the business context. This will facilitate the identification of potentially dysfunc-tional aspects in the working relationship and provide a basis for optimizing the existing business relationship between the Swiss headquarter and the Kenyan subsidiary.
This thesis addresses the overarching question of what the two business entities need to know about each other in terms of cultural characteristics and emerging differences in business practices (in terms of management/leadership) in order to improve the overall cooperation and working rela-tionship between the headquarter and its subsidiary. Thus, the following topics are emphasized with-in this thesis: tensions within the headquarter/subsidiary relationship, concise country profiles of Switzerland and Kenya including a cultural overview of both countries, cultural concepts including organizational culture, common leadership theories related to the situational leadership approach, and finally, an evaluation of the current status quo in the working relationship between the Swiss headquarter and the Kenyan subsidiary based on interviews.
In today’s world, companies feel the urge to disguise from competitors and to connect emotionally with consumers in order to foster a meaningful and long-lasting relationship. Simultaneously, stakeholders demand an increase of companies’ social responsibility. Cause-related marketing (CRM) is a marketing tool that addresses the change in societal values and the rising expectations from stakeholder groups. The increasing number of companies that choose to partner with a non-profit organization highlights that linking a charitable cause to the company's brand is an effective marketing tool. Authors illustrate that CRM, as a form of showing corporate social responsibility, will become even more important in the future. This master thesis examines the relationship between CRM, emotions, and culture. The research goal is to identify if CRM programs are effective in evoking emotions in consumers and if the cultural background of a consumer influences the evocation of certain emotions. The empirical findings outline that CRM programs are effective in evoking emotions. Other-focused emotions evoked by CRM programs are stronger expe-rienced by members of collectivistic countries than by members of individualistic countries. Likewise other-focused emotions evoked by CRM programs are stronger experienced by high interdependent selves than by low interdependent selves.
Whether at the intramolecular or cellular scale in organisms, cell-cell adhesion adapt to external mechanical cues arising from the static environment of cells and from dynamic interactions between neighboring cells. Cell-cell adhesions need to resist detachment forces to secure the integrity and internal organization of organisms. In the past, various techniques have been developed to characterize adhesion properties of molecules and cells in vitro, and to understand how cells sense and probe their environment. Atomic force microscopy and dual-pipette aspiration, where cells are mainly present in suspension, are common methods for studying detachment forces of cell-cell adhesions. How cell-cell adhesion forces are developed for adherent and environment-adapted cells, however, is less clear. Here, we designed the Cell-Cell Separation Device (CC-SD), a microstructured substrate that measures both intercellular forces and external stresses of cells towards the matrix. The design is based on micropillar arrays originally designed for cell traction-force measurements. We designed PDMS micropillar-blocks, to which cells could adhere and be able to connect to each other across the gap. Controlled stretching of the whole substrate changed the distance between blocks and increased gap size. That allowed us to apply strains to cell-cell contacts, eventually leading to cell-cell adhesion detachment, which was measured by pillar deflections. The CC-SD provided an increase of the gap between the blocks of up to 2.4-fold, which was sufficient to separate substrate-attached cells with fully developed F-actin network. Simultaneously measured pillar deflections allowed us to address cellular response to the intercellular strain applied. The CC-SD thus opens up possibilities for the analysis of intercellular force detachments and sheds light on the robustness of cell-cell adhesions in dynamic processes in tissue development.
In recent years, much research has been done on medical laser applications inside the human body, as they are minimally invasive and therefore have fewer side effects and are less expensive than conventional therapies. In order to bring the laser light into the human body, a glass fibre with a diffuser is needed. The goal of this master thesis is the characterization and production of fibre optic diffusers that can be used for the three therapeutic applications: photodynamic therapy, laser-induced thermotherapy and endovenous laser therapy. For this purpose the following goals have to be achieved:
- Optimization of the efficiency and homogeneity of internally structured diffusers
- Examine damage thresholds of the diffusers in the tissue using a crash test
- Achieving a better understanding of the decouple mechanism with a simulation
Using an ultra-short pulse laser, modifications could be introduced into the fibre in this way that the radiation profile is homogeneous and the decoupling efficiency is 68.3 %. It was discovered that the radiation profile depends on the wavelength. Attempts have been made to improve the decoupling efficiency by mirroring the distal end of the fibre. The mirror reflects the remaining light back into the fibre, so that it is also decoupled lateral on the modifications. Vapor-deposited aluminum with physical vapor deposition is a promising approach. However, the adhesion of the coating must be improved or the coating must be protected by a mechanical cover, otherwise it will flake off too quickly.
In a crash test, it was shown that the glass fibre diffusers can withstand 20 W laser power for 300 s without visible change. In an ex vivo test, the coagulation zone in the tissue was examined and it was showed that the diffusers radiate radially homogeneously. Using a ray trace simulation, the course of the light rays in the fibre was examined and the correlation of modification width and length with the decoupling efficiency was investigated. It was discovered that there are helical light rays in the fibre, which cannot be decoupled by modifications in the fibre centre.
In times of global climate change, it is increasingly important to investigate emissions and resource consumption of all machines and, if possible, to improve them. This includes within the transport sector car ferries.
In order to reduce the environmental impacts of car ferries, the electrification has penetrated into this sector, which has led to the world's first fully electric car ferry. One of the most important components to operate this ferry is the energy storage. Not only the battery storage of the ferry itself is needed, but also an onshore battery storage system is needed to support the electrical grid.
The present study examines how storage technologies and concepts can impact the environment considering the world's first all-electric car ferry, MF Ampere, which operates in Norway.
To examine this, the current onshore battery storage system is compared to a concrete sphere storage system. For this purpose, data from the first test run of this new storage technology, which was successfully carried out by the Fraunhofer Institute in 2016, is considered. Subsequently, a life cycle assessment of the two storage systems is carried out to compare the environmental impacts.
The concrete sphere storage system performs better for 15 of 17 impact categories compared to the existing onshore battery storage system. Depending on the impact category the impact reduction is about 2% to 8%.
Nevertheless, it is difficult to estimate how long the useful life and how good the efficiency of the concrete ball storage will be, since no system of this size has been tested yet. Also, the costs of the concrete sphere storage system have not been considered.
In this paper, the design of three-dimensional configuration of Y-branch splitter is compared with Multimode Interference splitter. Both splitters use the IP-Dip polymer as a standard material for 3D laser lithography. The optical properties of the splitters for both approaches are discussed and compared.
A concept for a recommender system for the information portal swissmom is designed in this work. The challenges posed by the cold start problem and the pregnancy-related temporal interest changes need to be considered in the concept. A state-of-the-art research on recommender systems is conducted to evaluate suitable models for solving both challenges. The explorative data analysis shows that the article's month of pregnancy is an important indicator of how relevant an article is to a user. Neither collaborative filtering, content-based filtering, hybrid models, nor context-aware recommender systems are applicable because the user's pregnancy phase is unknown in the available data. Therefore, the proposed recommender system concept is a case-based model that recommends articles which belong to the same gestation phase as the currently viewed article.
This recommender system requires that the month of pregnancy, in which an article is relevant, is known for each article. However, this information is only available for 31% of all articles about pregnancy. Consequently, this work looks for an approach to predict the month of gestation based on the article text. The challenges with this are that only few training data are available, and the article texts of the various months of pregnancy often contain the same terms, considering all articles are about pregnancy. A keyword-based approach using the TF-IDF model is compared with a context-based approach using the BERT model. The results show that the context-based approach outperforms the keyword-based approach.
This master thesis investigates a Computational Intelligence-based method for solving PDEs. The proposed strategy formulates the residual of a PDE as a fitness function. The solution is approximated by a finite sum of Gauss kernels. An appropriate optimisation technique, in this case JADE, is deployed that searches for the best fitting parameters for these kernels. This field is fairly young, a comprehensive literature research reveals several past papers that investigate similar techniques.
To evaluate the performance of the solver, a comprehensive testbed is defined. It consists of 11 different Poisson equations. The solving time, the memory consumption and the approximation quality are compared to the state of the art open-source Finite Element solver NGSolve. The first experiment tests a serial JADE. The results are not as good as comparable work in the literature. Further, a strange behaviour is observed, where the fitness and the quality do not match. The second experiment implements a parallel JADE, which allows to make use of parallel hardware. This significantly speeds up the solving time. The third experiment implements a parallel JADE with adaptive kernels. It starts with one kernel and introduce more kernels along the solving process. A significant improvement is observed on one PDE, that is purposely built to be solvable. On all other testbed PDEs the quality-difference is not conclusive. The last experiment investigates the discrepancy between the fitness and the quality. Therefore, a new kernel is defined. This kernel inherits all features of the Gauss kernel and extends it with a sine function. As a result, the observed inconsistency between fitness and quality is mitigated.
The thesis closes with a proposal for further investigations. The concepts here should be reconsidered by using better performing optimisation algorithms from the literature, like CMA-ES. Beyond that, an adaptive scheme for the collocation points could be tested. Finally, the fitness function should be further examined.
Many test drives are carried out in the automotive environment. During these test drives many signals are recorded. The task of the test engineers is to find certain patterns (e.g. an emergency stop) in these long time series. Finding these interesting patterns is currently done with rule based processing. This procedure is very time consuming and requires a test engineer with expertise. In this thesis it is examined if the emerging field of machine learning can be used to support the engineers in this task. Active Learning, a subarea of machine learning, is used to train a classifier during the labeling process. Thereby it proposes similar windows to the already labeled ones. This saves the annotator time for searching or formulating rules for the problem. A data generator is worked out to replace the missing labeled data for tests. The custom performance measure “proportion of seen samples” is developed to make the success measurable. A modular software architecture is designed. With that, several combinations of Time Series Classification algorithms and query strategies are compared on artificial data. The results are verified on real datasets, which are open source available. The best performing, but computational intensive solution is an adapted RandOm Convolutional KErnel Transform (ROCKET). The custom query strategy “certainty sampling” shows the best results for highly imbalanced datasets.
The rapidly evolving nature of Industry 4.0 has confronted corporates with the challenge of being able to react rapidly and nimbly (Van Solingen, 2020). Hence, many corporates need to embark on a journey of adaptation toward becoming agile organisations (Schmitz, 2018). However, this adaptation can only be achieved if employees fully commit to changing to an agile posture, and the required commitment is simply not forthcoming without proper corporate initiatives (Neves & Caetano, 2009). As there is no holistic summary of corporate initiatives required to boost employees' commitment to change when approaching an agile transformation, this study supplements the current research. The initiatives are derived from the existing literature and from unique insights given into a European automotive supplier that is currently managing a global agile transformation. Employees’ perceptions of the transformation in Austria and China were recorded and conclusions regarding what drives employees’ commitment to change and what led to job terminations were determined.
This paper sought to identify and analyze what are the barriers towards women career’s development as business leaders in Brazil and Nicaragua when it comes to the country societal variables. In order to comprehend these barriers through women’s perception, qualitative data was chosen for this investigation, which was gathered through one-to-one interviews within businesswomen from Brazil and Nicaragua that have experience in leadership positions. The results of this research confirm that societal, economic, and political factors have great influence at gender equality and in how it affects women’s progress as business leaders. Thus, it can vary considerably between countries, even when they have similar culture backgrounds. Furthermore, it is imperative to comprehend these differences in order to close any gender gap in the field.
Cultural Due Diligence
(2020)
Much research has been conducted in recent years to discover the reasons for the high failure rate of M&As, whereas one frequently cited reason is the incompatibility of the corporate cultures. In order to minimize this risk and to be able to react to these differences already at an early stage, Cultural Due Diligence offers itself as part of the due diligence process. Unlike existing, more general research, I emphasize the cultural challenges companies face when investing transnationally with this thesis. Using the results of a single case study with inductive character, I answer the question how to conduct Cultural Due Diligence in cross-border M&As and propose an appropriate model. The findings reveal that especially in cross-border M&As, cultural incompatibility poses a risk for failure. I was able to find out that companies that seek to grow internationally with M&As deal with similar issues in terms of corporate culture as pointed out in existing Cultural Due Diligence methods. The present study, however, shows that national culture has a great influence on corporate culture, which is why it is essential to include it in the cultural assessment in cross-border acquisitions. This provides information about why there are differences, besides the fact that they exist. Only this understanding puts a company in the appropriate starting position to recognize differences, understand them, assess whether these differ-ences are acceptable, as well as to develop appropriate strategies to address them in the integration phase.
The purpose of an energy model is to predict the energy consumption of a real system and to use this information to address challenges such as rising energy costs, emission reduction or variable energy availability. Industrial robots account for an important share of electrical energy consumption in production, which makes the creating of energy models for industrial robots desirable. Currently, energy modeling methods for industrial robots are often based on physical modeling methods. However, due to the increased availability of data and improved computing capabilities, data-driven modeling methods are also increasingly used in areas such as modeling and system identification of dynamic systems. This work investigates the use of current data-driven modeling methods for the creation of energy models focusing on the energy consumption of industrial robots.
For this purpose, a robotic system is excited with various trajectories to obtain meaningful data about the system behavior. This data is used to train different artificial neural network (ANN) structures, where the structures used can be categorized into (i) Long Short Term Memory Neural Network (LSTM) with manual feature engineering, where meaningful features are extracted using deeper insights into the system under consideration, and (ii) LSTM with Convolutional layers for automatic feature extraction. The results show that models with automatic feature extraction are competitive with those using manually extracted features. In addition to the performance comparison, the learned filter kernels were further investigated, whereby similarities between the manually and automatically extracted features could be observed. Finally, to determine the usefulness of the derived models, the best-performing model was selected for demonstrating its performance on a real use case.
In this thesis the effect of dc voltage bias on the equivalent series resistance (ESR) of capacitors and especially ferroelectric dielectric ceramic capacitors (FDCC) is analysed. Further the influence of the dc biased ESR on the losses of capacitors is investigated. Also piezoelectric resonances (PR) occurring in FDCCs with applied dc bias and their influence on the losses are analysed.
Therefore a measurement circuit to measure the impedance and thus the ESR of capacitors in combination with a vector network analyser (VNA) is developed. Using the developed circuit the ESR of capacitors of different technologies is measured and their behaviour with dc bias is evaluated. The losses of an FDCC are measured in a power electronic (PE) circuit with a developed calorimetric measurement system (CMS). The influence of the PR is investigated by tuning the switching frequency of the PE system and thus the frequency of the capacitor current exactly into the PR. The measured losses are then compared to a calculation based on the capacitor current harmonics and the respective ESR.
The measurements show an increase of the ESR with dc bias for all measured FDCCs. The loss measurements show a significant increase of the losses in an FDCC if the current frequency matches the PR frequency. Consequently a decrease of the PE system's efficiency is measured. The loss calculations do not exactly match the measurements but there is a systematic deviation of the same order for all measurements.
This paper presents a project developed at the K.S.Rangasamy College of Technology (Tamilnadu,India) aimed at designing, implementing, and testing an autonomous multipurpose vehicle with safe, efficient, and economic operation. This autonomous vehicle moves through the crop lines of a Agricultural land and performs tasks that are tedious and/or hazardous to the farmers. First, it has been equipped for spraying, but other configurations have also been designed, such as: a seeding ,plug platform to reach the top part of the plants to perform different tasks (pruning, harvesting, etc.), and a trailer to transport the fruits, plants, and crop waste.
The paper deals with designing and numerical modelling a 2 x 2 optical switch for photonic integrated circuits based on 2 x 2 MMI elements and phase modulators. The 2 x 2 optical switch was modelled in the RsoftCAD with the simulation tool BeamPROP. The 2 x 2 optical switch is a common element for creating more complex 1 x N or N x N optical switches in all-optical signal processing.
Having autonomy in the workplace can have a positive impact on employees’ performance, which in turn can benefit the organization’s competitive advantages. While previous researches have primarily focused on the psychological effects of job autonomy on employee performance and has been limited to certain domains, the relationship between job autonomy and organizational design is an important area of study for organizations seeking to improve their competitiveness. This thesis proposes a conceptual model for designing an organization structure that promotes employee performance in manufacturing companies by removing obstacles towards obtaining job autonomy. The focus is on ambitious employees who seek growth and development opportunities within their organization. The model is based on a review of existing literature on job autonomy and organizational design. Exploratory qualitative research was conducted with selected ambitious employees from different industries by means of one-on-one semi-structured interviews. Overall, the proposed model has practical implications for manufacturing companies looking to motivate their employees, as well as for researchers seeking to advance their understanding of organizational design in our times.
Debugging errors in software applications can be a major challenge. It is not enough to know that a specific error exists, but the cause of it must be found in order to be able to fix it. Finding the source of an error can be time and cost intensive. The general approach is to analyse and debug the presumably erroneous part of the software. The analysis can be accompanied by instrumentation to gather additional information during the program execution. The analysis is made more difficult by the existence of different errors categories. Each category may need to be handled individually. Especially in embedded software applications, which commonly lack features like process or memory isolation, error detection and prevention can be even more challenging. This is the kind of problem this thesis tackles. This thesis tries to support developers during debugging and troubleshooting. The main focus is on errors related to memory management and concurrency. Specific features and properties of Arm Cortex-M processors are used to try to detect errors as well as their causes. For example, the memory protection unit is used to isolate the stack memories of different tasks running in a RTOS. The thesis tries to provide as much information as possible to the developer when reporting errors of any kind. The solution developed in this thesis also contains a custom memory allocator, which can be used to track down errors related to dynamic memory management. Furthermore, a Eclipse plugin has been developed which provides assertions for array accesses to detect and prevent out-of-bound accesses. The resulting solution has been implemented in commercial embedded software applications. This ensures that the developed solution is not only suitable for newly developed applications, but also for the integration into already existing products.
Development of a low pressure syringe pump for detecting cannabinoids through liquid chromatography
(2022)
The following thesis covers the miniaturization and characterization of a pneumatic syringe pump, which is used for applications in low-pressure liquid chromatography. For this purpose, the components of the prototype are dealt with in the first section. These include the membrane pump and the cylinder for pressure and force generation, the syringe used for sample preparation and the construction of the test column. Furthermore, the pressure preparation on the cylinder, the friction losses of the syringe and then the behavior of the syringe in various application scenarios are considered. In the second section, the focus is on the different behaviors when using water and ethanol as a solvent. Tests in normal applications, as well as with air pockets or leaking seals, show the different behavior and the resulting deviations in the test pressure of the column. In addition, the maximum forces that can be applied to the syringe are worked out in several tests and the different maximum pressures, which depend on the solvent contained, are evaluated. These different maximum pressures, which are due to the different sealing behavior in connection with the surface tension of the liquid, will be discussed in conclusion. An outlook follows, up to which test pressures the system can be used and how these can be achieved.
The detection of glucose is an essential part of diabetes management and can help to prevent secondary diseases, that can occur as a result of diabetes. For this reason, it is important to improve the current glucose monitoring by developing novel sensors with high efficiency, low cost and compact design. The use of microelectrodes with interdigitated array (IDA) structures reduces the total detector size while providing benefits such as large currents, high sensitivity, and fast response. The aim of this thesis is to develop a novel sensor based on platinum interdigitated array (IDA) electrodes and to investigate which method is most effective for the detection of glucose. This work is divided into two parts. The first part is focused on the design and the fabrication of the sensor chips. The second part is concerned with the electrochemical characterisation of the sensors. Two distinct sensor designs are created, each consisting of a four-electrode system arranged as an interdigitated array. For the fabrication of the sensors, two different manufacturing processes are used. A lift-off process is used to fabricate the 2 μm-Gap sensor chips, whereas a lift-off free process is applied to produce the nanogap sensor chips. The electrochemical characterisation of both sensor chips is achieved by the immobilisation of the enzyme glucose oxidase (GOx) on the electrode surface. This thesis investigates the immobilisation of GOx by reduction of diazonium salts and the direct immobilisation of GOx by cyclic voltammetry. As a result of this work, it has been demonstrated that glucose detection by reduction of diazonium salts is error-prone due to modification with a multi-step procedure and is not suitable for our sensors based on platinum IDA electrodes. The direct immobilisation of GOx by cyclic voltammetry, by contrast, demonstrates the successful detection of glucose. In glucose solutions ranging from 5 mM to 20 mM, a direct correlation between the glucose concentration and the measured current is obtained. The reproducibility of direct immobilization is demonstrated by repeated performance with various sensors.
In today’s world, fiber optic networks for data transmission are an essential technology. This technology provides multiple advantages compared to conventional electrical data transmission. The simultaneous transmission of multiple optical signals in a single fiber is one of the main benefits of fiber optic cable. This is accomplished by directing the different optical signals into a single fibre and splitting them up after the transmission in order to obtain the individual signals. Arrayed Waveguide Gratings (AWGs) are used for this purpose in modern optical networks. Design and evaluation process are two components of AWG development. During the evaluation of several simulated and already manufactured AWGs for telecommunication applications, it was discovered that the channel spacing parameter does not conform telecommunication standards. The correct shift of the geometric parameter ”separation of the output waveguides” leads to the standard-conform channel spacing.
According to the current state of the art, no commercial tool is available which calculates the shift of this parameter correctly. The aim of this thesis is the development of a software tool to calculate the accurate shifting of the geometric parameter ”separation of the output waveguides” of an AWG. This tool operates as an interface between the design and evaluation processes and must be able to import the data format of the evaluation process and returns the data in a suitable data format for the design process. The Vorarlberg University of Applied Sciences uses three different methods for the shifting of the geometric parameter ”separation of the output waveguides”. These methods are evaluated and optimised as part of this thesis. Additionally, it has been determined that the shift of the geometric parameter ”separation of the output waveguides” has no significant impact on the performance of the AWG.
Digitalisation poses great challenges for regional tourism management. However, many organisations are currently undergoing a transformation from a marketing to a destination management organisation (DMO), which is why only a few have managed to adopt new digital approaches and to assert themselves as DMOs within the destination and against ever growing global platforms.
The presented master thesis therefore deals with this issue and aims to pave the way for DMOs to develop and use digital business models themselves.
The objective of the thesis is to develop a systematic process for the development of own DMO business models and to evaluate whether the establishment of a multi-sided platform as the recipe for the success of global platform providers is also suitable for DMOs. For this purpose, an extensive literature research was conducted and semi-structured expert interviews were evaluated. In addition, the Anchor Point Canvas was developed as a supporting framework for the modelling of business models for companies with historically grown structures and constraints.
Today, industrial B2B manufacturers face a rapidly changing environment, exacerbated by increasing globalization and associated shifts in the competitive landscape. Digital transformation and the emergence of new innovations and technologies are forcing companies to rethink their business models and offerings to integrate digital services to strengthen competitive advantages. Suppliers are becoming more deeply involved in customer processes through digital after-sales services, with the aim of exploiting efficiencies. Following the servitization transformation, companies intend to change their purpose from focusing on the pure physical product to becoming a service provider with emphasis on value creation and the capture of the customer.
To investigate how customer and supplier perspectives agree and what requirements each side has for digital after-sales services, exploratory qualitative research was conducted with customers and suppliers by means of one-on-one interviews. The thesis aimed to assess the status, progress, and future possibilities of implementing digital after-sales services and business models based on them. Research shows that the far-reaching establishment of product-accompanying services with strong connectivity and customer-centricity is primarily relevant. Disruptive business models still require a mind-shift and organizational readiness on the part of both customers and suppliers. In principle, digitization in after-sales interaction is beneficial and should be steadily advanced to make customer processes as well as further developments at the supplier level more efficient and well-founded through the analysis of real data. Overall, this thesis outlines important aspects that need to be considered while developing digital service innovations to deal with customer demands appropriately.
Keywords: Servitization, Digital After-Sales Services, Predictive Maintenance, Remote Monitoring, Digital Interaction, Digital Service Innovation, Digital Service Innovation Process
Lack of transparency and traceability of products and their raw materials means that most products can only be thrown away or not properly recycled due to a lack of relevant data. This conflicts with the circular economy principles, which are demanded by several initiatives, including the European Union. The aim of this master thesis is to analyze this conflict and to propose a technical solution based on Distributed Ledger Technology that enables transparency and traceability of products and their materials. Therefore, the thesis addresses two central research questions: 1. How can traceability and transparency be enabled by integrating a DLT solution? 2. How would a prototype with the integration of smart contracts and DLT look like? To answer these questions, a blockchain solution is implemented using Hyperledger Fabric. The solution uses the immutability and decentralized nature of DLT to record and track the movement of products and their materials throughout their life cycle in the Circular Economy. Furthermore, with private data collections, confidentiality, and privacy are granted while ensuring transparency. The thesis contributes to the Circular Economy field by exploring the principles, models, and challenges of the Circular Economy and the circularity goals of a Digital Product Passport to develop a suitable technical solution. The chosen blockchain framework, Hyperledger Fabric, is presented, and its key components and features are highlighted. The thesis also delves into the design decisions and considerations behind the Digital Product Passport platform, explaining the architecture and transaction flow together with the prototype implementation and demonstration to showcase the functionality of the solution. Results and analysis provide insights into the challenges of the Circular Economy, sustainable resource management, and the Digital Product Passport, resulting in recommendations for future improvements and enhancements. Overall, this thesis offers a practical solution utilizing DLT to enable transparency and traceability in the Circular Economy, contributing to the realization of sustainable and efficient resource management practices to ultimately contribute to the set Circular Economy initiatives.
This master thesis investigates drivers and barriers of innovation workshops for an intercultural participant group. Actively dealing with innovation management is considered vital for companies which are acting on competing markets. An innovation workshop is a useful tool in order to foster innovation ability, develop innovative ideas and drive innovation forward. Intercultural participant groups are not only a common challenge in today's business world but also entail several benefits as they incorporate diverse knowledge bases and perspectives and hence contribute to the ideation and innovation process. Within the master thesis a broad variety of barriers and drivers are evaluated. Main barriers of innovation workshops for an intercultural participant group are high conflict potential, miscommunication, language barriers, a lack of management support, no agreement on workshop objectives as well as poor workshop preparation, organization and facilitation. Main drivers of innovation workshops for an intercultural participant group are a heterogeneous group composition, intercultural competence of the facilitator, the opening up of mindset silos, an intensive workshop preparation and empathetic facilitation. These drivers and barriers build the basis for the determination of success factors and recommendations for action for organizers and facilitators of an innovation workshop for an intercultural participant group. In the further course of the paper an exemplary workshop design will be presented as a guideline and framework for managerial practice
The research focused on the wood pellet market for private consumers in Germany and has the objective to understand the factors affecting the purchase decisions of wood pellets buy-ers. The aims of the research were achieved by applying the Engel, Kollat, Blackwell model of consumer behaviour, by conducting in-depth interviews and deriving the grounded theory. The application of EKB model revealed that the following groups of factors may influence the con-sumers: cultural (culture and social class), social (family influence), personal (age and lifecycle stage), psychological (believes, motives, attitudes) and unexpected circumstances. In-depth interviews with the buyers of wood pellets helped specify the influencing factors to finally an-swer the research question. The analysis showed that the buyers of wood pellets are influ-enced by family, personal believes and attitudes, and the unexpected circumstances. The most important factors for the buyers are the quality of the pellets and reliability of the supplier. If they are satisfied with the quality of product and service, they will be reluctant to look for an alternative. And on the opposite side, in case the quality of the product or the service is unsat-isfactory this is a limiting factor and will stop the buyer from purchasing this product. Price is an important factor for the buyers of pellets in bags. However, in the situation of volatile mar-ket and exploding prices, the price factor will play a bigger role. Thus, the strategic factors for marketing of pellets is to concentrate on quality and price communication, and to focus on the quality of pellet delivery service.
Effective lead management
(2023)
In the last few years the global interest on lead management has increased. This classic topic for marketing and sales departments is aimed at converting potential customers into sales. The following thesis identifies the challenges and solutions for marketing and sales departments in order to process effective lead management. Using data from a literature review and qualitative empirical research, conducted with representatives of marketing and sales departments, the results showed overall and task specific challenges and solutions. The research indicates that overall challenges and solutions regarding the gap between marketing and sales, new processes and data management including data quality, software and silos emerge. In addition task specific challenges and solutions concerning lead generation including purchased leads, lead qualification, lead nurturing and sales specific challenges and solutions conclusively the focus on existing customers, time famine and lead routing were identified. This thesis provides a framework for further studies regarding the challenges and solutions for marketing and sales departments processing lead management.
This master thesis investigates effective leadership behaviour of multicultural teams during change management. Multicultural teams can be highly effective in dealing with complex change processes and can represent a key player to tackle today’s VUCA-world challenges.
Effectiveness of multicultural teams during change depends critically on leadership with a range of specific behaviours. Involvement and support of the employees in a coaching role is key. Leaders need to display behaviours such as continuous development of cultural and emotional intelligence, critical self-reflection, open-mindedness, and readiness to serve as authentic role models. Furthermore, the creation of a sense of unity based on good communication and common sense is essential to build multicultural teams, and to enable them to embrace their differences as opportunity. Trust, transparency and a holistic change process are vital. Effectiveness essentially depends on the following factors: the organization’s culture, the characteristics of the employees and of their leader, and on the external environment. Leaders should take these factors into consideration at all times.
Throughout history, a variety of influences have changed the way we sell our products. Starting with the Industrial Revolution up to the first saturation phase in the 1970s. The question now arises as to whether the heating industry is currently back on an evolutionary development path with the increasing digitalisation of distribution. How the sales process in the B2B sector will change with increasing digitalisation and what effects this will have on sales personnel is only documented by a few sources which do not allow any conclusions to be drawn about the craft or even the heating industry. This results in a research gap which is to be closed in the context of this thesis. The aim of this research project is to find out the effects of a further digitalisation of the sales process on the sales force in the defined environment of the heating industry in Central Europe. For this purpose the following research questions are asked: Which steps in the sales process in the heating industry in Central Europe should be digitalised? How will the digitalisation of the sales process affect the sales force in the heating industry in Central Europe? A case study, according to Yin was chosen as the research method. The data were collected by means of in-depth interviews and analysed qualitatively, according to Mayring. The increasing digitalisation will have a large effect on the sales force, tasks will disappear, new tasks will be added and new ones will replace conventional working methods. In summary, automation will simply make tasks superfluous, software tools will improve quality and increase efficiency, and personal selling will become a premium skill. Companies will try to automate as many backoffice activities as possible and reduce the number of office staff if necessary.