Motivational Perceptions Of Sales Force

Tez (Yüksek Lisans) -- İstanbul Teknik Üniversitesi, Fen Bilimleri Enstitüsü, 2003Thesis (M.Sc.) -- İstanbul Technical University, Institute of Science and Technology, 2003Satış ekibinin motive edilmesi, satış yönetiminde önem taşıyan konulardan biridir. Herkes gibi satış elemanlarının/temsilcilerinin da farklı ihtiyaçları vardır. Satış gücü motivasyon uygulamaları, bu ihtiyaçların, onların kariyerleri boyunca yaşları ve tecrübeleri arttıkça değiştiğinin anlaşılmasıyla başlar. Bu çalışmada öncelikle motivasyon kavramı ve başlıca motivasyon teorileri açıklanmış, daha sonra motivasyon sağlayan çeşitli araçlar tartışılmıştır. Yapılan uygulama, bekleyiş teorisi modeli üzerine kurulmuştur ve satış elemanlarının/temsilcilerinin kişisel özellikleri ve çeşitli işle ilgili değişkenler ile, onların motivasyon bileşenlerine ilişkin algılamaları arasındaki ilişkiyi incelemeyi amaçlamaktadır. Araştırma bulguları ayrıca, ürün ve hizmet sektörü satış elemanları/temsilcileri arasında, motivasyon bileşenleri algılamaları açısından önemli farklar olduğunu ortaya koymuştur. Çeşitli bulguların anlamı da tartışılmıştır.Motivating the sales force is an important issue in sales management. Sales force motivation process starts with the understanding that salespeople have different needs and these needs change with their personal characteristics, as they get older and gain experience during their careers. This study starts with the definition of motivation, explanation of important motivation theories and discussion of various motivation tools. Research is based on the Expectancy Model of motivation and investigates the relationship between salespeople’s personal and job related characteristics and their perceptions of motivation components. Findings also revealed distinct differences among goods and services sector salespeople’s perceptions of motivational components. Research implications are also discussed.Yüksek LisansM.Sc

Intraperitoneal drain placement and outcomes after elective colorectal surgery: international matched, prospective, cohort study

Despite current guidelines, intraperitoneal drain placement after elective colorectal surgery remains widespread. Drains were not associated with earlier detection of intraperitoneal collections, but were associated with prolonged hospital stay and increased risk of surgical-site infections.Background Many surgeons routinely place intraperitoneal drains after elective colorectal surgery. However, enhanced recovery after surgery guidelines recommend against their routine use owing to a lack of clear clinical benefit. This study aimed to describe international variation in intraperitoneal drain placement and the safety of this practice. Methods COMPASS (COMPlicAted intra-abdominal collectionS after colorectal Surgery) was a prospective, international, cohort study which enrolled consecutive adults undergoing elective colorectal surgery (February to March 2020). The primary outcome was the rate of intraperitoneal drain placement. Secondary outcomes included: rate and time to diagnosis of postoperative intraperitoneal collections; rate of surgical site infections (SSIs); time to discharge; and 30-day major postoperative complications (Clavien-Dindo grade at least III). After propensity score matching, multivariable logistic regression and Cox proportional hazards regression were used to estimate the independent association of the secondary outcomes with drain placement. Results Overall, 1805 patients from 22 countries were included (798 women, 44.2 per cent; median age 67.0 years). The drain insertion rate was 51.9 per cent (937 patients). After matching, drains were not associated with reduced rates (odds ratio (OR) 1.33, 95 per cent c.i. 0.79 to 2.23; P = 0.287) or earlier detection (hazard ratio (HR) 0.87, 0.33 to 2.31; P = 0.780) of collections. Although not associated with worse major postoperative complications (OR 1.09, 0.68 to 1.75; P = 0.709), drains were associated with delayed hospital discharge (HR 0.58, 0.52 to 0.66; P < 0.001) and an increased risk of SSIs (OR 2.47, 1.50 to 4.05; P < 0.001). Conclusion Intraperitoneal drain placement after elective colorectal surgery is not associated with earlier detection of postoperative collections, but prolongs hospital stay and increases SSI risk

Reverse logıstıcs network desıgn and mıxed ınteger Mathematıcal model for end of lıfe vehıcles ın Turkey

Birçok endüstride imalatçıları karar almada çevresel faktörleri de göz önünde bulundurmaya zorlayan yönetmelikler bulunmaktadır. Otomobil sektörü bu endüstrilerden birisidir ve Avrupa Birliği üyesi ülkeler başta olmak üzere, pek çok ülkede ömrünü tamamlamış araçların geri dönüşümünü garanti altına alan düzenlemeler mevcuttur. Türkiye'de hurda araçların geri kazanımı, Çevre ve Orman Bakanlığı tarafından 2009 yılında resmi gazetede yayımlanan Ömrünü Tamamlamış Araçların Kontrolü Hakkındaki Yönetmelik ile düzenlenmiştir. Yönetmeliğe göre, imalatçılar hurda araçları son kullanıcılardan bir ücret talep etmeksizin almakla, arındırmakla, sökme, işleme ve geri dönüştürmekle yükümlüdürler. Bu tezde, yönetmeliğin getirdiği yükümlülükleri sağlamak ve geri dönüşüm sürecini etkili bir şekilde yönetmek için, tersine lojistik ağ yapısı tasarlanmış ve karma tamsayılı matematiksel programlama modeli geliştirilmiştir. Matematiksel model, Türkiye'nin başkenti ve ikinci büyük şehri olan Ankara için gerçek hayat problemi üzerinde çözülmüştür. Tezde ayrıca gelecek yıllardaki araç sahipliğini ve hurda araç sayılarını tahmin etmek üzere bir modelleme yaklaşımı kullanılmış ve uzun dönemde hurda araçların ortalama sayılarını temel alan senaryo analizleri geliştirilmiştir. Örnek olay çalışması ve senaryo analizleri lojistik ağının zaman içerisindeki davranışı hakkında önemli ipuçları vermiştir. Gelecek dönemlerde hurda araç sayılarındaki artışlar, açılacak tesis sayılarında ve sistem maliyetinde de artışa neden olmuştur.There are legislations encumbering manufacturers to incorporate environmental factors into their decisions in several industries. Automotive is one of these sectors and in many countries, particularly in those who are a member of the European Union, there are regulations to guarantee the recycling of End of life vehicles. In Turkey, recovery of scrap vehicles is regulated with Regulation About Controlling of End of life vehicles which was issued by the Turkish Republic Ministry of Environment and Forestry in Official Gazette in 2009. Manufacturers are responsible for free take-back of scrap vehicles from end-users, depolluting, dismantling, shredding and recycling. In this thesis, in order to comply with related regulations and manage the recovery process efficiently, we designed a reverse logistics network and presented a mixed integer linear programming model. The proposed framework is justified by a real case performed in Ankara, the capital and second largest city of Turkey. We also presented a modeling approach for the projection of car ownership and number of End of life vehicles and generated scenario analyzes based on the long-term average developments in the number of End of life vehicles. The case study and analyzes provided important insights on how logistics network behave over time. The results demonstrated that the number of facilities to be located and the system cost increase while the number of End of life vehicles are getting higher in the future

A mixed integer linear programming model to optimize reverse logistics activities of end-of-life vehicles in Turkey

There are legislations encumbering manufacturers to incorporate environmental factors into their decisions in several industries. Automotive is one of these sectors and in many countries, particularly in those who are a member of the European Union, there are regulations to guarantee the recycling of end-of-life vehicles (ELVs). In Turkey, recovery of ELVs is regulated with Regulation About Controlling of ELVs which was issued by the Turkish Republic Ministry of Environment and Forestry in Official Gazette in 2009. Manufacturers are responsible for free take-back of ELVs from end-users, depolluting, dismantling, shredding and recycling of ELVs. In this paper, in order to comply with related regulations and manage the recovery of ELVs efficiently, we presented a mixed integer linear programming (MILP) model for network design including the different actors taking part in ELV recovery system. The proposed framework is justified by a real case performed in Ankara, the capital and second largest city of Turkey. We also presented a modeling approach for the projection of car ownership and number of ELVs and generated scenario analyzes based on the long-term average developments in the number of ELVs. The case study and analyzes provided important insights on how logistics network behave over time. The results demonstrated that the number of facilities to be located and the system cost increase while the number of ELVs are getting higher in the future. (C) 2014 Elsevier Ltd. All rights reserved

A closed-loop supply chain network design for automotive industry in Turkey

Increasing worldwide environmental and social concerns are motivating manufacturers and consumers to implement recycling strategies such as product recovery, waste management or usage of recycled materials. Besides environmental and social concerns, in some countries legislations also force recycling of products such as end-of-life vehicles (ELVs). Automotive manufactures in Turkey are responsible for free take-back of ELVs from consumers to reintegrate used parts into industry according to ELVs regulation by Republic of Turkey Ministry of Environment and Urbanization. Regarding mentioned motivation, in this study a closed-loop supply chain (CLSC) is presented, based on a case study considering the ELVs treatment in Turkey. A linear programming (LP) model is developed to handle the reverse material flows with regard to reintegrate them into forward supply chains. Several CLSC scenarios are discussed to show the performance of the proposed model and its applicability in the automotive industry. (C) 2016 Elsevier Ltd. All rights reserved

MATHEMATICAL MODELING APPROACH FOR EMERGENCY EDUCATION OF REFUGEES IN DEVELOPING COUNTRIES

It is very important to increase the efficiency of humanitarian logistics (HL) operations during the post-disaster phase in order to avoid human and economic losses. In this paper, two mathematical models have been developed to fulfill the educational needs of refugees in developing countries. Two different policies based on additional placement or planning of a double-shifting system in existing schools and opening new temporary education centers in terms of efficient use of scarce resources (funds) and enrollment of more refugees into the education system have been examined. The proposed models have been shown in a real-life case. In the first model, 1130 children cannot access education because of the capacity constraints and maximum coverage distance, while in the second model, the number of unschooled children is increased by 426. Results show that the main problems are the capacity shortage in existing schools and the insufficient budget for opening new schools

A HYBRID GENETIC ALGORITHM FOR MULTISTAGE INTEGRATED LOGISTICS NETWORK OPTIMISATION PROBLEM

Reverse logistics has received growing attention throughout this decade because of the increasing environmental concern, government regulations and economical reasons. The design of reverse logistics network is one of the most important and challenging problems in the field of reverse logistics. This paper proposes a capacitated, multi-echelon, multi-product mixed integer linear programming model for generic integrated logistics network design. The problem includes the decision of the number and location of forward and reverse plants and the distribution network design to satisfy the demands of customers with minimum cost. Because of the complexity of the model, a solution methodology based on the genetic algorithm which hybridizes the heuristic approach with LP is developed. Results obtained by GAMS-CPLEX and proposed solution methodology are compared for different sized test problems