B-to-b-markkinoinnin kehittäminen : case: Sisustus Deconella

Tämän opinnäytetyön toimeksiantaja oli porilainen Sisustus Deconella, joka on erikoistunut sisustusalan design-tuotteisiin. Tärkeimpiä myyntituotteita ovat tapetit, kankaat ja somistustarvikkeet. Tutkimuksen tavoitteena oli yrityksen tunnettuuden lisääminen ja mahdollisten uusien yritysasiakkaiden löytäminen sekä yritykselle, että sen kanssa yhteistyötä tekeville sisustussuunnittelijalle, verhoilijalle ja kirvesmiehelle. Pienellä yrityksellä on haasteellista löytää toimivia markkinointikanavia pienellä budjetilla ja rajallisilla voimavaroilla. Tutkimuksen teoriaosuudessa käsiteltiin business-to-business-markkinoinnin sekä business-to-business-palvelujen markkinoinnin erityispiirteitä, organisaatioiden asiakashankintaa ja ostokäyttäytymistä, markkinoinnin muuttumista yhä kokonaisvaltaisempaan suuntaan, jolloin markkinoinnin keskipisteessä on asiakkaan ongelman ratkaiseminen. Lisäksi teoriaosuudessa käsiteltiin asiakkuuden elinkaarta sekä myyjän henkilökohtaista työpanosta myynnin esivalmisteluista aina jälkimarkkinointiin asti. Tässä opinnäytetyössä pohdittiin myös, mitä asioita on huomioitava mahdollista verkkomyymälää suunniteltaessa sekä virtuaalihuoneen laatimiseen liittyviä asioita että tuotteita voidaan testata. Tutkimuksen empiirinen osio tehtiin kvalitatiivisella tutkimuskyselyllä, joka lähetettiin sähköisesti 43 kohdeyritykselle ja kirjeitse viidelle yritykselle. Tutkimuksessa tiedusteltiin kyseisten yritysten remontointi-, sisustus- ja somistustottumuksia. Lisäksi kysyttiin, ovatko kohdeyritykset saaneet palautetta asiakkailtaan tilojen suhteen, millä perusteilla toimittaja valitaan ja ovatko he kiinnostuneita tuotteista, palveluista tai niiden yhdistelmästä. Tarkoituksena oli saada kyseiset yritykset kiinnittämään huomiota omien toimitilojen viihtyvyyteen ja kiinnostumaan tarjouksesta, jonka kyseiset yrittäjät tarjosivat kyselyyn vastanneille. Tutkimuskyselyyn saatiin valitettavan vähän vastauksia. Kuusi yritystä vastasi kyselyyn ja näistä kolme ovat halukkaita yhteistyöhön. Yhdellä vastanneella ei ollut yhteystietoja ja kaksi vastanneista ei ollut kiinnostunut tuotteista eikä palveluista. Tutkimuksen aikana todettiin, että Sisustus Deconellalla ei ole vielä suosittelijoita yritysmaailmassa. Yrittäjä otti yhteyttä aikaisempiin asiakkaisiin ja nopeasti löytyi kolme suosittelijaa ja näitä varmasti löytyy tulevaisuudessa lisää. Tutkimuksen perusteella todettiin, että pienen yrityksen tunnettuuden lisääminen mahdollisimman edullisilla keinoilla tapahtuu pitkälti yrityksen kotisivujen kehittämisellä. Verkkosivujen ja -toimintojen avulla yrityksen on mahdollista tuoda esiin omat monipuoliset palvelu- ja yhteistyömahdollisuudet.DEVELOPING B-TO-B-MARKETING CASE: SISUSTUS DECONELLA The applicant of this thesis was Sisustus Deconella, a company from Pori that specializes in interior design products. The most important sales articles include tapestry, textiles and decoration products. The purpose of this thesis was to increase the visibility of the company and to find new customers for the company and for cooperating interior designer, upholster and carpenter. It is challenging for a small company to find functional ways of marketing with a small budget and with limited resources. The theoretical part of the thesis deals with the characteristics of business-to-business-marketing and the marketing of a business-to-business service, obtaining customers for organizations and their purchasing behavior. Marketing is moving more and more towards a holistic direction where solving a customer´s problem is at the centre of marketing. The lifespan of the customership and a salesperson’s personal effort from preparing sales until after sales marketing was also handled in the thesis. It was also considered what matters should be paid attention to when planning a potential web shop and setting up a virtual room for testing the products. The empirical part of the thesis included a qualitative survey which was sent by e-mail to 43 target companies and to five companies in letter. In the survey, there were questions regarding renovation, interior decorating and decorating customs. Furthermore, there were also questions if the companies have got any feedback from their customers, on which grounds the supplier was chosen, whether they were interested in the products or both the products and the services. The purpose was to get the companies to pay attention to the cosiness of their premise and to get them interested in the offer that the companies offer that the companies offered to those that have answered the survey. Unfortunately there were only very few answers to the survey. Six companies answered and three of these were willing to cooperate. One did not leave any contact information and two were interested in neither the products nor the services. It was noticed during the research that Sisustus Deconella has not yet any referees in the business world. The entrepreneur took contact to some of her previous clients and soon found three referees and these will most probably be found more in the future. It was also noticed that increasing the visibility of a small company as economically as possible is done by developing the company’s web pages. Trough web pages and web functions a company has good possibilities to bring up their own versatile service and cooperation possibilities

Improving outcome of childhood bacterial meningitis by simplified treatment : Experience from Angola

Background Acute bacterial meningitis (BM) continues to be an important cause of childhood mortality and morbidity, especially in developing countries. Prognostic scales and the identification of risk factors for adverse outcome both aid in assessing disease severity. New antimicrobial agents or adjunctive treatments - except for oral glycerol - have essentially failed to improve BM prognosis. A retrospective observational analysis found paracetamol beneficial in adult bacteraemic patients, and some experts recommend slow β-lactam infusion. We examined these treatments in a prospective, double-blind, placebo-controlled clinical trial. Patients and methods A retrospective analysis included 555 children treated for BM in 2004 in the infectious disease ward of the Paediatric Hospital of Luanda, Angola. Our prospective study randomised 723 children into four groups, to receive a combination of cefotaxime infusion or boluses every 6 hours for the first 24 hours and oral paracetamol or placebo for 48 hours. The primary endpoints were 1) death or severe neurological sequelae (SeNeSe), and 2) deafness. Results In the retrospective study, the mortality of children with blood transfusion was 23% (30 of 128) vs. without blood transfusion 39% (109 of 282; p=0.004). In the prospective study, 272 (38%) of the children died. Of those 451 surviving, 68 (15%) showed SeNeSe, and 12% (45 of 374) were deaf. Whereas no difference between treatment groups was observable in primary endpoints, the early mortality in the infusion-paracetamol group was lower, with the difference (Fisher s exact test) from the other groups at 24, 48, and 72 hours being significant (p=0.041, 0.0005, and 0.005, respectively). Prognostic factors for adverse outcomes were impaired consciousness, dyspnoea, seizures, delayed presentation, and absence of electricity at home (Simple Luanda Scale, SLS); the Bayesian Luanda Scale (BLS) also included abnormally low or high blood glucose. Conclusions New studies concerning the possible beneficial effect of blood transfusion, and concerning longer treatment with cefotaxime infusion and oral paracetamol, and a study to validate our simple prognostic scales are warranted.Taustaa Äkillinen bakteerin aiheuttama aivokalvotulehdus (bakteerimeningiitti, BM) on yhä tärkeä lapsikuolleisuuden ja sairastavuuden syy, erityisesti kehitysmaissa. Prognostiset pisteytyssysteemit ja riskitekijöitten tunnistaminen auttavat taudin vakavuuden arvioimisessa. Uudet antibiootit tai liitännäishoidot, suun kautta annettavaa glyserolia lukuun ottamatta, eivät ole parantaneet BM:n ennustetta. Takautuva, havainnoiva tutkimus on osoittanut parasetamolin hyödylliseksi aikuisilla bakteremiapotilailla, ja jotkut asiantuntijat suosittelevat -laktaamiantibioottien antoa hitaana infuusiota. Me tutkimme näitä hoitoja prospektiivisessa, plasebokontrolloidussa kaksoissokkotutkimuksessa. Potilaat ja menetelmät Retrospektiivisessa tutkimuksessa analysoitiin 555:n vuonna 2004 BM:iin sairastuneen lapsen hoitotuloksia Luandassa, Angolassa. Sen jälkeen toteutimme prospektiivisen tutkimuksen, jossa 723 lasta satunnaistettiin neljään eri hoitoryhmään, saamaan hidasta kefotaksiimi-infuusiota tai boluksia kuuden tunnin välein (ensimmäisten 24 tunnin ajan) yhdessä suun kautta annettavan parasetamolin tai plasebon kanssa (48 tunnin ajan). Hoidon päätetapahtumia olivat 1) kuolema tai vakava neurologinen vammautuminen (VaNeVa) sekä 2) kuurous. Tulokset Retrospektiivisessä tutkimuksessa verensiirron saaneista lapsista kuoli 23% (30/128) ja verensiirtoa saamattomista lapsista 39% (109/282; p=0.004). Prospektiivisessa tutkimuksessa 272 (38 %) lasta menehtyi. 451 eloonjääneestä 68:lla (15 %) oli VaNeVa, ja 12 % (45/374) kuuroutui. Vaikka hoitoryhmien välillä ei lopulta ollut tilastollista eroa, infuusio-parasetamoli -ryhmän kuolevuus oli merkitsevästi pienempi (Fisherin tarkka testi) kuin muissa ryhmissä 24, 48 ja 72 tunnin kohdalla (p-arvot 0.041, 0.0005 ja 0.005). Kehittämämme Yksinkertainen Luanda-skaala tunnisti alentuneen tajunnantason, hengitysvaikeudet, kouristukset, viiveen hoitoon tulossa ja kodin sähköttömyyden liittyvän huonoon ennusteeseen. Toinen pisteytysjärjestelmistämme, Bayesilainen Luanda-skaala identifioi yhden lisäennustetekijän: pienen tai suuren verenglukoosipitoisuuden. Johtopäätelmät Uudet tutkimukset verensiirron sekä pidemmän kefotaksiimi-infuusion ja suun kautta annettavan parasetamolin mahdollisesta hyödystä sekä uusien prognostisten pisteytysskaalojemme validoimiseksi ovat aiheellisia

Unusual Gram-negative bacteria cause more severe bacterial meningitis than the three classical agents in children

Aim To compare the characteristics, mortality and sequelae at hospital discharge of childhood bacterial meningitis (BM) caused by the three "classical" agents Neisseria meningitidis, Haemophilus influenzae or Streptococcus pneumoniae versus BM due to other aetiology in Finland, Latin America and Angola. Methods This observational study is a secondary analysis of data from five prospective treatment trials on non-neonatal BM in Finland, Latin America and Angola in 1984-2017. Results Of the 1568 cases, 1459 (93%) were caused by the classics, 80 (5%) by other Gram-negative and 29 (2%) by other Gram-positive bacteria. Nonclassical Gram-negative disease was encountered especially in Angola (p < 0.0001). Overall, children in the nonclassical group presented later for treatment and were more often underweight and anaemic (p < 0.001). In multivariate analysis, even if the area was strongest predictor of poor outcome, nonclassical Gram-negative BM increased the odds for death twofold and the odds for death or severe sequelae 2.5-fold. Conclusion BM of a nonclassical aetiology is a particularly severe disease affecting especially Angolan children poorly armoured to fight infections. Since vaccinations are diminishing the role of classical agents, that of nonclassical agents is growing.Peer reviewe

Importance of underweight in childhood bacterial meningitis in Finland, Latin America and Angola

Our objective was to explore the importance of underweight on the course of childhood bacterial meningitis (BM) at different study sites, because prior studies showed discrepant results. Using directly comparable, prospective data from three continents, weight-for-age z-scores (WAZ) were determined by WHO Anthro programs in children with BM in Finland (N = 318), LatAm (N = 580), and Angola (N = 780) and compared with data describing the admission, course, and outcome of BM. WAZ < -1 indicates underweight; either mild (< -1 to -2), moderate (< -2 to -3), or severe (< -3). The mean WAZ (SD) was 0.17 (1.17), -0.42 (1.53), and -1.36 (1.44), and the prevalence of moderate-severe underweight 2.8%, 12.6%, and 31.3%, in Finland, LatAm, and Angola, respectively. In univariate analysis, LatAm and Angola showed an association between lower WAZ and poorer condition on admission, slower recovery, and more deaths. In Finland, infrequent underweight limited meaningful analysis. In multivariate analysis of different variables for increasing the odds of death, severe underweight had lower odds compared to disease severity in Angola, but highest in LatAm. Thus, the apparent discrepancy in underweights ' importance for increasing deaths varied from primary to more secondary according to locally more prominent risks.Peer reviewe

Antibiotics by bolus or infusion for bacterial meningitis? : [Authors’ reply]

Non peer reviewe

Prevalence and significance of anaemia in childhood bacterial meningitis : a secondary analysis of prospectively collected data from clinical trials in Finland, Latin America and Angola

Objectives To describe the prevalence and severity of anaemia and to examine its associations with outcome in children with bacterial meningitis (BM). Design Secondary analysis of descriptive data from five randomised BM treatment trials. Setting Hospitals in Finland, Latin America and Angola. Participants Consecutive children from 2 months to 15 years of age admitted with BM and who had haemoglobin (Hb) measured on admission. Outcome measures Prevalence and degree of anaemia using the WHO criteria, and their associations with recovery with sequelae or death. Results The median Hb was 11.8 g/dL in Finland (N=341), 9.2 g/dL in Latin America (N=597) and 7.6 g/dL in Angola (N=1085). Of the children, 79% had anaemia, which was severe in 29%, moderate in 58% and mild in 13% of cases. Besides study area, having anaemia was independently associated with age 3 days, weight-for-age z-score Conclusion Anaemia, mostly moderate, was common in children with BM, especially in Angola, in underweight children, among those with treatment delay, and in pneumococcal meningitis. Poor outcome was associated with anaemia in all three continents.Peer reviewe

Bacterial Meningitis in Children With Sickle Cell Disease in Angola

Publisher Copyright: Copyright © 2022 The Author(s).Sickle cell disease (SCD) was found in 10% of children with bacterial meningitis (BM) in Luanda, 5-fold more than in the general population. BM children with SCD versus BM children without SCD had higher inflammatory markers, more often had pneumococcal meningitis (71% vs. 39%), and either died (39% vs. 22%) or had a longer hospital stay (15 vs. 11 days).Peer reviewe

Extended Continuous beta-Lactam Infusion With Oral Acetaminophen in Childhood Bacterial Meningitis : A( )Randomized, Double-blind Clinical Trial

Background. In our previous study in Luanda, Angola, initial continuous beta-lactam infusion for 24 hours combined with oral acetaminophen for 48 hours showed promising results as a new treatment for childhood bacterial meningitis. We investigated whether extending this treatment regimen to 4 days would improve the outcomes further. Methods. We conducted a randomized, double-blind, parallel-group study at the same hospital in Luanda. Children aged 2 months to 15 years presenting to hospital with symptoms and signs of bacterial meningitis were randomized to receive, for the first 4 days, a continuous infusion of cefotaxime (250 mg/kg/day) with simultaneous oral acetaminophen (first dose 30 mg/kg, then 20 mg/kg every 6 hours), or cefotaxime conventionally as boluses (62.5 mg/I%, 4 times per day) with placebo orally. All children received also glycerol orally. The primary outcome was mortality by day 7. Results. In all, 375 patients were included in the study between 22 January 2012 and 21 January 2017. As 2 children succumbed before treatment initiation, 187 vs 186 participants remained in the intervention and control groups, respectively. On day 7, 61 of 187 (32.6%) children in the intervention group vs 64 of 186 (34.4%) in the control group had died (risk ratio, 0.95 [95% confidence interval {CI}, .71-1.26]; absolute risk difference, 1.8% [95% CI, -7.8 to 11.4]). At discharge from hospital, the corresponding numbers were 71 of 187 (38.0%) and 75 of 186 (40.3%), respectively. Conclusions. Prolonged continuous beta-lactam infusion combined with oral acetaminophen did not improve the gloomy outcomes of childhood bacterial meningitis in Angola.Peer reviewe

Bone and Joint Infections in Children and Adolescents in Luanda, Angola

We reviewed the characteristics of children hospitalized for bone and joint infections in Luanda, Angola. In a retrospective chart review of 45 patients with childhood osteomyelitis or septic arthritis, 51% of the patients had sickle cell disease, and these patients presented with lower hemoglobin and needed blood transfusion more frequently (p < 0.05). Out of all patients, 64% underwent surgical procedures; a pathological fracture occurred in 31% of the patients

Otorhinolaryngological findings and hearing in HIV-positive and HIV-negative children in a developing country

Peer reviewe