Teses / dissertações sobre o tema "Indirect strategy"

Despite the existence of a treatment, there is still not a cure for HIV-1 infection and there arearound 700 000 deaths per year from AIDS-related diseases. A major barrier for a cure is theestablishment of latent reservoirs that are impossible to distinguish from healthy cells and thuscan escape the immune system. One potential solution is called shock-and-kill strategy, whichaims to induce HIV-1 reactivation, exposing latently infected cells to the immune system andmaking them susceptible to cell death. In our lab, it was seen that when NK cells are stimulatedwith a pan-caspase inhibitor, they acquire the “shock” ability, but it is still unknown how. Inthis project, we observed that the supernatant from pan-caspase inhibitor-stimulated NK cellscan increase HIV-1 reactivation in two different latency models. Furthermore, the protein levelsof three HIV-1 suppressors were found to be increased in the same supernatant. For this reason,their effect in HIV-1 reactivation in latently infected cells was analysed. Although we did notobserve an increase in HIV-1 reactivation, the upregulation of these three proteins can be usefulin the clinical context. Since they are HIV-1 suppressors, their presence can prevent theinfection from spreading after latent cells are reactivated. Altogether, our results show that NKcells stimulated with a pan-caspase inhibitor are secreting a biological product that inducesHIV-1 reactivation. This indicates that there is a pathway in NK cells that can potentially beexploited in order for them to be able to induce HIV-1 reactivation.

Parents teach their children about emotions through a process called emotion socialization and one way that they can do so is through shared discussions about emotions. Research in developmental psychology indicates that parental emotion socialization strategies through discourse such as elaboration and labels and explanations are related to children's emotion understanding and social competence. In the current study, I apply the concept of indirect communication, which has been used in linguistics since the 1970s, to parental emotion socialization with preschool-age children (n= 55; 31 females, 24 males). I define indirect communication as parental speech in which the form and function of a subject-verb phrase do not match and examined relations of parental indirect communication to the previously established strategies in developmental psychology of elaboration and use of labels and explanations. To understand whether this type of communication may influence children's development, I also examined relations of indirect communication to preschoolers' emotion understanding and social competence. Results indicate that parental indirect communication during positive events was related to parental explanations during negative events. Parental indirect communication did not significantly predict children's emotion understanding or social competence, but showed a trend for the association between indirect communication during negative event discussions and children's nonstereotypical emotion understanding. However, the direction for this association was opposite than hypothesized. These results do not suggest consistency of indirect communication across positive and negative event discussions as an emotion socialization strategy.
Master of Science

Doctor of Philosophy
Department of Chemistry
Stefan Bossmann
Estrogen-derived DNA adducts in human could be the initiating step of breast and prostate cancer, as the scientific literature suggests. Previous studies demonstrated that 4-hydroxy-estrone (estradiol)-1-N3Adenine and 4-hydroxy-estrone (estradiol)-1-N7Guanine were the most abundant adducts found in urine of human subjects. Sensitive detection of these adducts in urine samples could lead to better breast and prostate cancer risk assessment. The standard adducts were synthesized and characterized by NMR and mass spectrometry. Since these adducts are not fluorescent at room temperature an aminomethyl (-CH2NH2) linker was introduced at the C-17 position for derivatization with fluorescence label. This linker allowed to attach highly fluorescent water soluble quantum dots (QDs) for indirect adduct detection. A direct gram-scale synthesis of highly fluorescent, photostable water soluble QDs was executed by developing a new class of 4,4’-bipyridinium salt based twin ligands with 85% and 15% of carboxylic acid and maleimide termini, respectively. These ligands not only stabilized the QDs in water but also provided versatile linkers for two labeling strategies. The twin ligands were afforded by a facile synthesis through SN2 nucleophilic substitution reaction. Labeling of adducts was achieved via a covalent coupling between the (-CH2NH2) linker and the carboxyl (-COOH) terminal ligand on the QDs. However, ELISA experiments utilizing an IgM antibody didn’t reveal any measurable signal from adduct-QD complexes suggesting that one QD is bound to a large number of adducts through –COOH terminal ligands present on QD surface. To explore the binding capabilities of QDs in more detail, a maleimide terminal ligand (a twin partner on the QDs) was synthesized to explore the thiol (-SH) functionality of thiopyrene. Preliminary ELISA showed that these QDs gave detectable fluorescent signal originating from the [pyrene-S-QD] ̶ 8E11 monoclonal antibody (mAb) complex when QD was selectively excited at 470 nm. This clearly indicates that it is necessary to develop a strategy for a distinct 1:1 labeling procedure between QD and the adduct of interest. In addition, IgG (instead of IgM) antibodies should be developed for biosensor application. The latter could afford binding of mAb in upright position, leading to an increase in surface density of mAb and better detection limit.

Bibliography: pages 153-160.
This study aims to locally contextualize and critically evaluate a PARENT COUNSELLOR ASSISTANCE (PCA) programme implemented in a local primary school. The programme investigated the possibility of providing an appropriate schools-based indirect service in the form of a consultation and counsellor assistance programme. This included reflecting on a consultative role of the educational psychologist as being a more appropriate role in keeping with the demands for a new unitary educational dispensation in South Africa. The design and methodology of the study was informed by the C.I.P.P (Context, Input, Process and Product) evaluation model (Stufflebeam, 1971) employed to assist in the evaluation of educational programmes. It focussed on using systematic early detection and screening procedures to identify children academically at risk. Parent Counsellor Assistants trained in non-directive play therapy were then matched individually with these children and worked with them on a weekly basis over a period of seven months. The educational psychologist acted as consultant to the programme in line with an indirect service delivery strategy. Data was collected through recorded observations of meetings, discussions, feedback sessions, consultations, questionnaires and informal contacts. Connors Behaviour Rating Scales were periodically completed by various participants and the Parent Counsellor Assistants maintained diaries of play therapy sessions. Children's drawings were also used where possible, to reflect on any positive developmental indicators emerging. Data analysis attempted to document the autopoetic development of the programme as it unfolded within the structure of the CIPP model, and within essentially a systemic perspective. The findings were that the PCA programme was successfully implemented as an indirect service delivery strategy. Parents working in partnership with teachers, supervised by a consulting educational psychologist, were able to assist primary school children at academic risk in coping more adequately with their school life. The programme was written for educators and allied groups interested in finding new strategies to service the needs of a rapidly changing educational system in South Africa, specifically in respect of special education services. Parent based indirect service delivery models using educational psychologists as consultants seems an appropriate strategy to service these needs.

The advent of the global financial recession, its impact on the economy with respect to market turbulence and the increase in customer demands have put organisations under intense pressure to increase the efficiency and effectiveness of their operations. By virtue of it not being business as usual in the business arena, organisations are forced to constantly devise strategies that are geared towards growth, transformation and continuous improvement. This cuts across all spheres of organisational structures, which means that every division has a role to play.

Cette thèse s’intéresse au processus de démilitarisation de la guerre dans la pensée stratégique russe entre 1993 et 2016. Si d’importantes recherches ont été menées sur l’application des stratégies indirectes russes dans les pays post-soviétiques et occidentaux, l’analyse de leurs racines conceptuelles et des stratèges militaires qui les produisent fait encore défaut, freinant ainsi non seulement l’identification des concepts et notions réellement utilisés par les théoriciens militaires russes, mais la compréhension des logiques profondes qui structurent la pensée stratégique russe post-soviétique. Fondée sur l’examen de la littérature militaire russe, encore peu explorée par la recherche, des documents de doctrine et des discours d’officiels militaires et politiques russes, cette thèse d’histoire s’appuie par ailleurs sur un examen biographique des principaux officiers supérieurs et généraux du pays, ainsi que des civils proches de l’état-major général et du ministère de la Défense russes. Au-delà d’une analyse des concepts, notions et débats par lesquels les théoriciens militaires russes ont tenté de comprendre les caractéristiques d’une guerre moderne de moins en moins centrée sur la lutte armée, cette thèse explore les cadres cognitifs de ces stratégistes, faits de croyances et de perceptions qui, bien que souvent négligées dans le contexte militaire russe post-soviétique, sont une clé de compréhension essentielle des changements doctrinaux et institutionnels militaires russes entre 1993 et 2016
This thesis focuses on the process of demilitarization of war in Russian strategic thought between 1993 and 2016. While significant research has been carried out on the implementation of Russian indirect strategies in post-Soviet and Western countries, the analysis of their conceptual roots and of the military strategists who produce them is still lacking. Consequently, both the identification of the concepts and notions actually used by Russian military theorists, and the understanding of the underlying logics which structure post-Soviet Russian strategic thought, are hampered. Based on an analysis of Russian military literature, still hardly explored by research, on doctrinal documents and speeches by Russian military and political officials, this thesis in history also draws on a biographical examination of the main flag and field officers of the country, as well as civilians close to the Russian General Staff and the Russian Defense Ministry. This thesis goes beyond an analysis of the concepts, notions and debates by which Russian military theorists have tried to understand the characteristics of a modern war, which is less and less focused on armed struggle. It explores the cognitive frameworks of these strategists, comprised of beliefs and perceptions which, although often overlooked in the post-Soviet Russian military context, are key to an essential understanding of the Russian military doctrinal and institutional changes between 1993 and 2016

Warden har en generell och beprövad teori om hur man når framgång med luftmakt. Många menar dock att den defensiva delen av teorin behöver kompletteras för att bättre omhänderta små staters perspektiv. I teoribildning om asymmetriska krig, pekar teorin på att den svagare parten kan nå framgång om man använder en motsatt strategi i förhållande till sin motståndare. Defensivens motsatta strategier indelas i direkt och indirekt krigföring. Denna studie avser att specifikt undersöka om gerillakrigföring kan komplettera Wardens generella luftmaktsteori inom defensiv luftmakt, vilket är ett outforskat område. Gerillakrigföringens framgångsfaktorer utgör grund för en kompletterande förklaring till Wardens generella luftmaktsteori och leder till undersökningens hypotes. Hypotesens giltighet prövas med en fallstudie av serbernas respons på Nato:s Operation Allied Force 1999. Hypotesen påstår att ”om luftöverlägsenhet kan bytas mot tid, då kan man nå framgång med defensiv luftmakt”. Tid är gerillans övergripande framgångsfaktor och skapas genom överlevnadsförmåga och taktiskt initiativ. Resultatet påvisar att Wardens generella teori om defensiv luftmakt kan kompletteras och breddas till att även omfatta fler handlingssätt med indirekt strategi. Specifikt tillförs faktorer för att kunna väga överlevnadsförmåga och begränsad offensiv som ett komplement till att enbart luftöverlägsenhet leder till framgång med defensiv luftmakt.

The purpose of this research is to discover the effect of the extent, engagement, and empowerment of indirect stakeholders on the performance of internal strategic projects through the moderating effect of complexity. This research was done in the city of Bogotá in public and private universities from a sample of 356 respondents. The system of statistical analysis used to test the hypothesis of the research was structural equation modelling (SEM). The findings carry theoretical implications for these bodies of knowledge in management: Project Management and Strategic Management. Stakeholder extent has a significant effect on Performance of internal strategic projects. Stakeholder engagement does not have a significant effect on performance of internal strategic projects. Stakeholder empowerment has a significant effect on Performance of internal strategic projects. Complexity is the moderating variable between stakeholder extent and stakeholder engagement on Performance of internal strategic projects. This paper’s originality is manifest in the variables used, and in its depth of analysis of a gap found in the literature related to indirect stakeholders.
Tesis

Uppsatsens syfte har varit att med stöd av André Beaufres teori om den totala strategin beskrivaoch analysera främst USA:s agerande under det förlopp som ledde fram till Kosovokriget 1999.Det studerade materialet har till övervägande del haft amerikansk härstamning vilket naturligtvisinneburit att en viss försiktighet har måst iakttas med avseende på resultatet av analysen.Oberoende källor har därför använts för att kontrollera resultatet av parternas åtgärder när så harvarit möjligt. Undersökningen har, efter en rekonstruktion av händelseförloppet, syftat till attanalysera USA:s strategiska målsättning i Kosovokonflikten och åtgärder för att uppnå dennaliksom de serbiska motåtgärder dessa genererade. Analysen har visat på handlingsfrihetenscentrala betydelse för såväl möjliga val av strategisk målsättning som förmågan att uppnå denna.
Within the framework of André Beaufres’ theory of total strategy, the aim of thisessay has been to describe and analyse chiefly the United States’ actions during theyear prior to the war in Kosovo, which took place in 1999. The analysed sources havemainly been of American origin, which naturally has had consequences for thereliability of my findings. Independent sources, in the form of official documents,have therefore been used to ascertain the result of the parties’ actions. Afterestablishing the course of events it has been the object of the research to analyse thestrategic objectives of the United States and the actions it took to achieve these, aswell as the resulting Serb counter-actions. The analysis has clearly indicated thefundamental function that freedom of action has for the ability to choose strategicobjectives and to facilitate their achievement.
Avdelning: ALB - Slutet Mag 3 C-upps.Hylla: Upps. ChP 01-03

L’elaborato di tesi si basa sull’esperienza di tirocinio svolta in Makeitalia e tratta di un progetto di outsourcing del processo di approvvigionamento dei materiali indiretti dall’azienda cliente a Makeitalia. Al fine di svolgere un’analisi dettagliata del contesto e proporre una soluzione vantaggiosa per entrambe le parti interessate si è cercate di porre particolare attenzione agli aspetti collaborativi e cooperativi che caratterizzato un contratto di partnership. Il tema centrale è pertanto la supply chain collaboration con particolare riguardo ai vantaggi e benefici che i membri della catena di fornitura possono ottenere attraverso strumenti tecnologici di condivisione delle informazioni. In particolare viene proposto un modello di gestione a scorta attraverso tecnologie in ottica industria 4.0 ed in ottica visual management. Al fine di dimostrare l'efficacia di tale soluzione è stata inoltre svolta un'analisi economica sia dal lato cliente che dal lato fornitore del servizio.

Il presente studio ha esplorato gli effetti delle diverse modalità di coming out, diretto (attraverso una comunicazione esplicita, ad esempio Io sono Gay ) o indiretto (attraverso una comunicazione implicita, ad esempio attraverso la condivisione di informazioni sul proprio partner) sugli atteggiamenti verso una persona omosessuale. Nello specifico, tre esperimenti hanno analizzato se una modalità diretta di coming out abbia effetti negativi sugli atteggiamenti delle persone eterosessuali. I risultati supportano l ipotesi che una modalità diretta di coming out abbia effetti negativi sugli atteggiamenti verso una persona gay (Esperimenti I e II), attraverso l aumento della salienza della categoria orientamento sessuale (Esperimento II), e che tali effetti dipendano dai livelli di pregiudizio verso le persone gay (Esperimento III).

Det fria kriget är ett doktrinärt begrepp som beskriver hur svaga avskurna reguljära förband ska genomföra sin krigföring. Det finns ingen entydig teori som kan förklara vad som leder till framgång i denna form av krigföring då den teoretiskt ligger mellan forskningsområdena landkrigföring och små krig. Denna teoriutvecklande uppsats gör en ansats att från land- och gerillakrigföringsteorier utveckla en teori för att förklara framgångsfaktorer för det fria kriget. Teoriutvecklingen sker genom att en hypotes tas fram genom en hypotetisk-deduktiv metod. Hypotesen operationaliseras och prövas i en tvåfallstudie. Prövningen leder till en förfinad hypotes som kan anses vara en normativ teori som förklarar hur framgång i det fria kriget kan nås. Teorin för att förklara ett framgångsrikt förande av fria kriget: Genom att utsätta motståndaren för ett taktiskt dilemma med ett hot på djupet, kan tid skapas för den egna strategiska nivån genom motståndarens kraftsplittring eller kulmination. Indirekt metod används för att kompensera för asymmetrin i styrkeförhållanden. Genom att slå mot identifierade svaga delar och kommunikationer skapas möjligheter till att nå lokal överlägsenhet. Dessa svaga delar påverkar motståndarens förmåga till krigföring och därmed kan tid skapas på den strategiska nivån. Terrängens möjlighet för att ge skydd och uthållighet samt dess förutsättningar för den svage att kompensera asymmetrin är avgörande för det avskurna förbandets uthållighet. Genom att anpassa förbandet och styra med uppdragstaktik kan sannolikt leda till framgång i det fria kriget. Denna teori ger en förklaring till framgång men behöver ytterligare prövning då delar av förklaringen kan ligga i för uppsatsen avgränsade områden.

Recent research has suggested that interest alignment, i.e., the degree to which members of an organization are motivated to behave in line with organizational goals, is a source of competitive advantage that can generate rents for the firm (Gottschlag and Zollo, 2007). Drawing on agency theory, this dissertation tests whether the interest alignment premise manifests itself differently in the strategic behavior of family-controlled firms when compared to their nonfamily peers. In particular, for firms in the S&P 500, I evaluate the results of two important strategic policies; mergers and acquisitions, as well as CEO compensation practices. In studying acquisitions made by family and nonfamily firms in the S&P 500 index from 1992-2006, I find that family firms are more careful when embarking on actions leading to mergers than non-family firms, as evidenced by their selection of smaller targets and targets who are in related businesses. I also find that there is a preponderance of cash purchases by family firms that does not vary with market movements and that completion times for merger transactions are shorter than for non family firms. The care and concern with which family-controlled firms choose their "mates" translates into higher stock returns when compared with non-family firms. Overall, I believe that family-controlled firms derive value from their merger and acquisition strategy. With regard to CEO compensation practices, I find that family firms provide strong incentives to the CEO for superior performance but pay significantly lower than nonfamily firms in terms of both salary and stock-based pay. The pay-for-performance sensitivity between annual stock returns and total compensation is significantly greater for family firms in general, and for family CEOs when compared with compensation of CEOs in nonfamily firms. The pay-for-performance sensitivity is in turn positively related to firm performance, suggesting that firms with greater pay-for-performance sensitivity (family controlled firms) also perform better. The analyses in my thesis thus illustrate that family-controlled firms and non-family firms in the S&P 500 differ in their strategic decision-making. It would be fair to say that family firms have longer investment horizons and give deliberate thought to expending resources whether for acquisitions or for CEO pay, and may suffer lower agency costs than nonfamily firms due to family governance (and public monitoring) which may lead to their relative superior performance. This dissertation finds that each acquisition made by a family controlled firm generates an extra return of 0.50% when compared with a nonfamily firm, and family controlled firms earn 0.50% every year directly attributable to pay-for-performance sensitivity. The study thus underlines and reiterates the importance of instilling the long-term view in the management of all firms, lowering agency costs, and aligning the interests of managers with those of stockholders for superior financial performance
Ph. D.

La montée en puissance des groupes industriels et des conglomérats basés en Asie, en Amérique latine, en Europe centrale et orientale, au Moyen-Orient ou bien en Afrique, bouscule les agendas de nombreux fleurons mondiaux et ouvre de nouvelles brèches pour la communauté académique. Elle pose la question de la pérennité de la multinationale d´inspiration anglo-saxonne, longtemps présentée comme la quintessence du capitalisme. Il faut désormais compter avec la Périphérie, ce monde composé de pays émergents et de pays en développement. La Périphérie d´hier et d´aujourd´hui sera le Centre de demain et d´après-demain. Les groupes étatiques et privés chinois rebattent les cartes à l´intérieur et à l´extérieur de celui-ci pour faire la course en tête dans l´économie mondialisée des 50-100 prochaines années. Les études empiriques consacrées aux entreprises originaires des pays émergents (EMNE) fleurissent. A ce jour, aucune nouvelle théorie n´a émergé des débats contradictoires, donnant ainsi crédit au courant évolutionniste. Selon Dunning, Kim et Park (2008), l´internationalisation des EMNE serait la version contemporaine de l´expansion des multinationales des pays développés à la fin des années 1970. Leurs stratégies et leurs modes opératoires ressembleraient à du “vieux vin dans de nouvelles bouteilles”. Le contenu serait quasiment le même. Seul le contenant aurait vraiment changé. Notre recherche vise à décrypter les dynamiques stratégiques, transactionnelles et opérationnelles des groupes chinois dans le monde émergent et en développement. Nous cherchons à comprendre comment le fleurons de l´Empire du Milieu s´emparent de territoires a priori imprenables et préemptent le long terme dans les pays de la Périphérie. Notre étude révèle qu´ils jouissent de leviers et d´atouts spécifiques leur permettant de se battre (war-fighting capabilities) et de conquérir des positions de leaders mondiaux (war-winning capabilities). A rebours du courant évolutionniste, nous mettons en évidence l´originalité des dynamiques chinoises. Les stratégies de conquête des groupes chinois sont travaillées par les questions existentielles (les masses critiques chinoises) et la culture multimillénaire (l´art des combinatoires, la dynamique des flux, l´entresoi) de la Chine. Nous montrons que la préemption institutionnelle habilement orchestrée par l´Etat chinois auprès de la gouvernance défaillante ou mitée des pays hôtes constitue le mode d´entrée privilégié des dragons dans les pays émergents et en développement. Les fleurons chinois investissent massivement dans les vides et déploient des stratégies liquides, que nous appelons “stratégies de l´eau”. Face à elles, les stratégies de la pierre des groupes occidentaux et non occidentaux apparaissent vulnérables. L´eau est supérieure à la pierre. Nos travaux réhabilitent le rôle de la culture dans le champ de la stratégie, et identifient un nouveau paradigme, dénommé IFLC (Institutionalize-Fill-Leverage-Combine), qui pourrait ouvrir la voie à de nouveaux agendas dans le domaine du management stratégique
The rising power of industrial firms and conglomerates from Asia, Latin America, Central and Eastern Europe, the Middle East, and Africa, shakes up the agendas of many global companies and opens the door to further academic research. We argue that it challenges the sustainability of the multinational corporations of Anglo-Saxon inspiration. The Periphery of the global economy composed of emerging and developing countries is likely to shift to the Center in the mid- and long-term. Both Chinese State and private enterprises are reshuffling the cards within and outside the Periphery to gain and, ultimately, preserve a strong leadership in the next 50-100 years. Empirical studies dedicated to emerging market multinationals (EMMs) have failed to create a new theory so far, thus providing material for the advocates of evolutionism. Dunning, Kim and Park (2008) viewed the internationalization of EMMs as the contemporary version of the patterns implemented by developed country multinationals in the late 1970s. According to these authors, the strategies of EMMs, and their execution in the host countries, are “an old wine in new bottles”. The content is similar; only the container is different. Our research aims at decoding the strategic, transactional, and operational dynamics at stake in the maneuver warfare waged by Chinese multinational companies in emerging and developing economies. Our five empirical studies strived to shed a new light on how Chinese multinationals conquer new territories, on how they dismantle invincible positions held by historic players, and on how they preempt the long term in countries of the Periphery. Our survey demonstrates that they leverage an unrivalled collection of specific levers and assets that help them wage the war (war-fighting capabilities) and conquer global leadership positions (war-winning capabilities). Unlike the evolutionist trend, we found out that the Chinese expansion strategies and footprint are unique. They are driven by China’s existential questions (critical masses of resources) and long history. The case studies show that the institutional preemption of the flawed, moth-eaten governance of the host countries, skillfully orchestrated by the Chinese State, is the favorite mode of entry of the Chinese dragons in emerging and developing countries. They also show that the latter invest heavily in voids of all natures (1), and that they deploy liquid strategies named ‘water strategies’ as opposed to ‘stone strategies’ (2). Facing water strategies, the ‘stone strategies’ of Western multinationals appear vulnerable. Our research makes it clear that water wins over the stone. Our findings rehabilitate the role of culture in the field of international strategy, and lead to a new theoretical paradigm: IFLC (Institutionalize – Fill – Leverage – Combine). The IFLC model could pave the way to brand new agendas and practices in strategic management

碩士
國防大學政治作戰學院
政治研究所
102
Since the CCP regime was established, the Taiwan issue has been an important topic of communist leaders. Mao's "liberating Taiwan," Deng Xiaoping's "peaceful reunification and one country two systems," Jiang Zemin's "Jiang eight-points," and Hu Jintao's "Hu six-points" are all for resolving the Taiwan issue. In the period of Hu Jintao, the CCP used the political, diplomatic, economic and psychological pressure for establishing a favorable international environment that could force Taiwan to accept China’s unification terms without staging a war. The 911 incident prompted the United States to change the priority of her global strategy and made China one of her partners in the campaign against terrorism. This gives China a leverage to lessen the tension between the two sides of Taiwan Strait. Moreover, the growth of China’s overall strength allows her to resolve the Taiwan issue by using American influence, creating a new threat and challenge for Taiwan. This paper aims to study how Hu Jintao tried to resolve the Taiwan issue under the One China policy from domestic, cross-strait, and international perspectives. Using Beaufre's Indirect Strategic Analysis, this paper explores China’s exterior maneuver, such as expanding freedom of action, deterring Taiwan independence, a flexible Taiwan policy and its interior maneuver including prudent use of material power, strengthening the soft power, extending the time for unification so that we can understand the significance of China’s every move and predict China’s strategic development regarding Taiwan.

The aims of this dissertation are: firstly, to examine indirect impoliteness in real-life data, and secondly, to test the most crucial and influential impoliteness models when compared with the results of the data analysis. The object of my analysis is a collection of 596 conflictive exchanges from Allegro.pl (a popular Polish Internet shop and auctioning service(, which can be found in the appendix. A conflictive exchange is understood as a sequence made of a negative comment posted by the buyer and a reply to that comment posted by the seller. Another objective is to demonstrate the richness of the strategies employed in the exchanges and the complexity of impolite implicatures. I also intend to discuss the specific nature of face and intentionality, particularly the professional aspect of face, and to describe how this face aspect is attacked, threatened or enhanced. The first, theoretical chapter provides an overview of the key politeness and impoliteness theories in pragmatics to date. It opens with a summary of politeness models as the starting point for studying impoliteness as a separate phenomenon in interaction. Impoliteness theories are divided into two large groups, which derive from two views on communication: the Gricean view and the Relevance-Theoretic and cognitive view. After a presentation of Grice-based models, I discuss the most important theories of politeness and impoliteness which were formulated in response to the Gricean model of communication and which are cognitive or Relevance Theory-based. The chapter also contains a preliminary critical evaluation of the models discussed and their possible usefulness for the data analysis. The second chapter starts with a detailed description of the data. Next, the data is discussed from the point of view of two crucial methodological tools: discourse analysis and linguistic indirectness. Here, I summarise the most prominent approaches towards both phenomena and select those that best justify the status of the data as an example of discourse and of indirectness respectively. The third chapter is the data analysis proper, with a classification of indirect impoliteness strategies into three large categories (speech acts, rhetorical devices and linguistic means) and a detailed discussion of every single strategy with examples from the appendix. I also explain how these strategies help in deriving impolite implicatures and how they affect the sellers’ face. The last chapter critically assesses the key (im)politeness models in light of the results of the data analysis. I focus on the relationship between the seller and the buyer, power and intentionality. Finally, I devote a separate section to the discussion of face in literature to date as regards professional competence, good reputation and reliability as a business person. At this point, I suggest distinguishing one subtype of face within Lim and Bower’s (1991) Competence Face, namely, professional face, as this particular face aspect is threatened, challenged and defended in the data. Przedstawiona przeze mnie praca doktorska poświęcona jest nieuprzejmości językowej pośredniej w oparciu o analizę danych. Obiektem badania są dane językowe pochodzące z polskiego sklepu i serwisu aukcyjnego Allegro.pl, a konkretnie wymiany komentarzy zamieszczonych przez użytkowników po zakończonych nieudanych transakcjach. Pojedyncza wymiana komentarzy, określona przeze mnie jako wymiana konfliktowa (conflictive exchange), to inaczej para złożona z negatywnego komentarza zamieszczonego przez kupującego oraz z odpowiedzi na tenże komentarz autorstwa sprzedawcy. W dysertacji zbadane zostało 596 wymian konfliktowych, które zawarte są w dodatku. Praca składa się z czterech rozdziałów. W pierwszym, teoretycznym rozdziale dokonuję szczegółowego przeglądu najważniejszych teorii uprzejmościowych i nieuprzejmościowych. Najpierw opisuję kluczowe teorie uprzejmościowe, ponieważ to z nich wywodzą się teorie nieuprzejmościowe. Następnie dokonuję podziału teorii nieuprzejmości na trzy grupy. Pierwszą grupę stanowią teorie oparte na modelu komunikacji językowej Grice’a. W drugiej grupie opisane są modele uprzejmości wywodzące się z Teorii Relewancji. Ostatnią grupę stanowią stosunkowo najnowsze teorie nieuprzejmości, oparte na Teorii Relewancji oraz podejściu kognitywnym. Rozdział kończy wstępna selekcja modeli, które mogą okazać się najbardziej użyteczne w późniejszej analizie. W rozdziale drugim prezentuję dane i opisuję wymianę konfliktową, czyli przyjętą przeze mnie podstawową jednostkę analityczną. W dalszej jego części uzasadniam status danych jako przykładu dyskursu oraz pośredniości językowej. W tym celu omawiam najważniejsze podejścia do analizy dyskursu, wybierając te, które najlepiej potwierdzają dyskursywną naturę danych. Następnie dokonuję przeglądu najważniejszych teorii dotyczących pośredniości językowej i selekcji modelu, który najskuteczniej objaśnia to zjawisko w zestawieniu z danymi. Rozdział trzeci poświęcony jest analizie danych i strategii pośredniego wyrażania nieuprzejmości, które można w nich zaobserwować. Strategie dzielę na trzy kategorie: aktów mowy, środków retorycznych oraz środków językowych. W ramach każdej kategorii wyodrębniam podkategorie odpowiadające pojedynczym strategiom językowym. Omawiając przykłady, opisuję również mechanizm powstawania nieuprzejmych implikatur. Rozdział trzeci zamyka tabela ze statystyką występowania poszczególnych strategii w danych. Rozdział czwarty poświęcony jest wynikom badania, jak również krytycznemu osądowi najważniejszych teorii uprzejmościowych i nieuprzejmościowych pod kątem ich funkcjonalności w analizie zgromadzonych danych. W dyskusji omawiam następujące czynniki: władza, relacja między sprzedającym a kupującym, strategie, intencjonalność oraz podejście do zjawiska pośredniości. Osobna sekcja rozdziału czwartego odnosi się do rozumienia twarzy w kontekście kompetencji zawodowych. Po dokonaniu przeglądu najważniejszych modeli twarzy oceniam, czy i jak omawiają one aspekt profesjonalizmu. Następnie proponuję wyodrębnienie osobnego aspektu twarzy w ramach modelu Lima i Bowersa (1991), a mianowicie podtypu twarzy kompetencyjnej (Competence Face), nazwanego przeze mnie twarzą profesjonalną (‘professional face’), gdyż w zgromadzonych danych to właśnie ten aspekt twarzy jest atakowany, podbudowywany i ratowany.

碩士
國立中興大學
企業管理學系所
95
According to the study of Koselka (1990), in the United States, nearly 100 billion dollars of coupon was issued through newspaper in 1989.From Hume (1993), In 1992, coupon, total value up to 350 billion, was distributed by the manufacturer in the United States. From Brown (2001), consumers obtained 248 billion dollars of issued coupon in 2000. Total 4.5 billion value of that was redeemed and the amount of 3.6 billion dollars was saved by these coupons. According to these studies, it shows that use of coupons have been affecting our daily life. Moreover, reducing price has been evolved into a significant strategy in marketing discount, which further stimulating the desire of the use of coupon (Monroe, 2003). Blattberg & Neslin (1990) also propose that coupon plays an important role on price promotion and product purchasing. The impact of coupon on consumer purchasing power is definitely an important issue which needs a lot research effort. Several different opinions have been proposed regarding whether a product retail price should be adjusted when coupons are issued. According to the theory of targeted couponing, while coupons issued for a product, manufacturer should raise the retail price of the product to obtain the benefit of price discrimination among different buyers. A seller price can be distinguished because the market can be classified as different categories of consumers by transaction cost and the price that buyer is willing to pay (Hal Varian, 1980; Narasimhan, 1984; Gerstner & Holthausen, 1986). The study of Petrakis & Organ (1996) proposes the idea that the intensity of the competition between companies will be increased by issuing coupons. However, due to price discrimination and oligopolistic competition, the price and profit of products would both decrease. Anderson & Song (2004) propose that along with issuing coupons, lowering product price is an attractive strategy to attract customers. This strategy may make higher profit comparing with that of raising the price, especially considering the redemption cost of customers. In this study, we not only improve the model of Anderson & Song, but also further explore the corresponding change of profit, product price and consumer population following coupon issued for products. Several important points are introduced from our study. 1). While a company issues coupons via direct channel, the price of the products will increase. 2). As the redemption cost increasing, the possible optimized strategy is to raise coupon value and therefore increase the population of consumers who redeem coupons. 3). By issuing coupons via indirect channel, the product price may be decreased as the redemption cost and the price that consumer is willing to pay are moderate. This argument is true for the cases of retailer and manufacturer issuing coupons. 4). With regard of issuing coupon, retailer has lower wholesale price than manufacturer.

碩士
淡江大學
國際事務與戰略研究所碩士在職專班
97
The Chinese Communist Party has always insisted on holding main contradictory when engaging in political struggle. Since secession and anti-secession were China’s major contradictories in dealing with Taiwan issue, China believes that it could seize the core of the issue by resolving Taiwan-independence concern. In this resolving process, US-Taiwan relations is the key. Seeing America’s determination and strength in tackling Taiwan problems, especially from the lessons of Taiwan Strait crises, China knew its limitations of balancing against the U.S. Meanwhile, China comprehended that stable domestic and foreign environments contribute to its modernization. It accordingly developed a “Containing Taipei through Washington” strategy. The strategy aimed at restraining Taiwan through enhancing US-China relations, and this approach parallels André Beaufre’s “indirect strategy,” which emphasized that victory should be won by paralyzing the adversary through non-military action. Thus, the author tries to adopt Beaufre’s theoretical basis to verify China’s strategy. This thesis has five chapters. Chapter one explains western strategist’s understanding of strategy, including the traditional definition and Beaufre’s theory that strategy is a method of thought. Further, the author elaborates relations between “total strategy” and “indirect strategy” in Beaufre’s studies, clears up differences between Beaufre’s “indirect strategy” and B.H. Liddell Hart’s “indirect approach,” and researches into the connotation of “indirect strategy.” In chapter two, the author introduces historical background of China’s “Containing Taipei through Washington” strategy and studies how the strategy was formed. Later in chapter three, significant elements in Beaufre’s theory, such as “indirect pressure,” “spiritual strength,” and “exterior maneuver,” would be introduced. Chinese leaders’ cognition of the strategy is also discussed. Fourthly, the author attempts to analyze China’s substantial approaches (e.g. political, economic, psychological and military) in materializing the strategy with Beaufre’s “exterior maneuver,” which serves as the central thought of his “indirect strategy” theory. Finally, with regard to China’s strategic actions to carry out “Containing Taipei through Washington” strategy, the author would make an effort to evaluate consequence, both in positive and negative facets.

Concept bakeries have become a big trend among Lisbon residents in the last years. With a sophisticated design, above-average quality products and a properly trained staff, these bakeries are differentiating themselves through the customer experience they offer. Since 2010, A Padaria Portuguesa was able to build a consistent brand in the sector and, despite the financial crisis in the country, it became the fifth Portuguese company with the biggest growth in 2015. In order to keep its prosperity and to overcome the market saturation in the Portuguese capital, the expansion is inevitable and Oporto is the first city considered for this next step. Taking into account the chain’s current distribution and brand strategies, Nuno Carvalho and Sílvia Cavalinhos (A Padaria Portuguesa’s CEO and marketing director) organized a meeting with all the team managers. It is up to the team to analyze and decide on the possibility of brand standardization and on the investment of a new production center in a context of expansion to Oporto.
As padarias com conceito tornaram-se uma tendência entre os Lisboetas nos últimos anos. Com um design sofisticado, produtos de qualidade superior e empregados devidamente formados, estas padarias diferenciam-se através da experiência que oferecem ao cliente. Desde 2010, A Padaria Portuguesa conseguiu construir uma marca consistente dentro do sector e, apesar da crise económica no País, conseguiu ser a quinta empresa portuguesa com maior crescimento em 2015. De forma a manter a prosperidade e a ultrapassar a saturação do mercado na capital portuguesa, a expansão é inevitável e o Porto é a primeira cidade considerada para este próximo passo. Tendo em conta as actuais estratégias da marca e de distribuição, Nuno Carvalho e Sílvia Cavalinhos (o CEO e a directora de marketing d’A Padaria Portuguesa) organizaram uma reunião com todos os membros de gestão. Cabe agora à equipa de gestores a análise e decisão da possibilidade de standardização da marca e no investimento num novo centro de produção neste contexto de expansão para o Porto.

Im Rahmen der Biogasgewinnung in Deutschland wurde Mais schnell zum beliebtesten Substrat für den Einsatz in Biogasanlagen. Die damit verbundene, rasante Steigerung der Maisanbaufläche wurde mit Einführung des „Maisdeckels“ (EEG 2012, § 27) vorerst gestoppt. Dieser begrenzt die Nutzung von Mais und Getreidekorn als Substrat in Biogasanlagen (mit Inbetriebnahme nach 1.1.2012) bei 60 % sofern ein Anspruch auf Förderung bestehen soll. Dennoch ist die Akzeptanz des Maisanbaus in der Öffentlichkeit stark gesunken und wird unter dem Begriff „Vermaisung“ mit einer Vielzahl negativer Aspekte diskutiert. Hierzu gehören neben ökologische Folgen, wie Biodiversitätsverlust und Grünlandumbrüchen auch ökonomische wie eine Erhöhung der Pachtpreise und ethische Argumente wie der „Teller oder Tank“ Konflikt. Um zukünftig sowohl ökonomischen als auch ökologischen Ansprüchen zu genügen, bietet der Maisanbau mit Stangenbohnen in Mischkultur eine interessante Alternative. Die Stangenbohnen bieten eine Nahrungsquelle für Bestäuberinsekten und das Potential die Stickstoffdüngung in der Mischkultur zu reduzieren. Zur Nahrungsmittelproduktion ist dieses System in den Tropen weit verbreitet und auch in Deutschland konnte es auf Anhieb in Vorversuchen zur Biomasseproduktion sehr hohe Erträge erzielen. Die vielversprechenden ersten Erfahrungen führen zu der Frage, ob spezielle Maisgenotypen und –zuchtprogramme sinnvoll sind, welche die Erträge weiter steigern können, oder ob die gängigen Maissorten geeignet sind. Hierzu wurden zunächst 2012 180 Testhybriden (90 Flintlinien mit einem Denttester sowie 90 Dentlinien mit einem Flinttester) sowohl im Reinanbau (10 Maispflanzen /m²) als auch in Mischkultur (7,5 Maispflanzen/m²) mit der Stangenbohnensorte „Neckarkönigin“ (7,5 Bohnenpflanzen/m²) an drei Standorten (Göttingen, Einbeck, Grucking) angebaut, von denen lediglich Einbeck auswertbar war. Aufgrund der Gesamttrockenmasseleistung ihrer Testkreuzungen wurden für jedes Anbausystem die besten 20 Flint- und 20 Dentlinien selektiert. Die Bohnenertragsanteile lagen auf Grund der Frühreife der „Neckarkönigin“ bei durchschnittlich nur 5 % und resultierten in der Aufnahme der Bohnensorten „Bobis a grano nero“ und „Anellino verde“ in die Versuche der Mischkultur im folgenden Jahr. Die selektierten Maislinien wurden im Winterzuchtgarten erneut mit einem Tester des anderen Genpools gekreuzt und 2013 in dem Anbausystem angebaut, in dem sie im Vorjahr selektiert wurden. Der Anbau erfolge an drei Standorten (Göttingen, Einbeck, Eutingen). Auf Grund der schlechten Frühjahrswitterung konnten nur die Versuche in Göttingen und Einbeck auswertet werden. Die Bohnenertragsanteile 2013 lagen bei durchschnittlich nur 2 %, jedoch konnte sich „Anellino verde“ durch eine ausgeprägte Spätreife auszeichnen. Aus den 20 Testhybriden je Genpool und Anbausystem wurden die besten 5 Flint- bzw. Dentlinien je Anbausystem selektiert. Bei den Flintlinien aus der Mischkultur wurde aus versuchstechnischen Gründen nur 4 Linien selektiert. Im Winterzuchtgarten wurden die 5 Flint- und Dentlinien, welche im Reinanbau selektiert wurden, faktoriell miteinander gekreuzt. Gleiches gilt für die 4 Flint- und 5 Dentlinien aus der Mischkultur. So entstanden 45 Experimentalhybriden, welche im letzten Versuchsjahr 2014 sowohl in Reinanbau mit 7,5 Maispflanzen/m² und 10 Maispflanzen/m² als auch in Mischkultur mit „Anellino verde“ (7,5 Maispflanzen/m² und 10 Bohnenpflanzen/m²) an den Standorten Göttingen, Einbeck und Eutingen untersucht wurden. In diesem Jahr konnten Bohnenertragsanteile von bis zu 13 % erreicht werden. In der Maiszüchtung werden bei der Selektion der Trockenmasseertrag und der Trockensubstanzgehalt betrachtet. Zur Berechnung des erwarteten Selektionserfolges wurde daher mit dem reifekorrigierten Ertrag (RekoE) ein Merkmal berechnet, welches Trockenmasseertrag und Trockensubstanzgehalt berücksichtigt. Für dieses Merkmal zeigen 2012 signifikante Maisgenotyp x Anbausystem Interaktionen, dass ein spezielles Zuchtprogramm zur Entwicklung von Maissorten für den Anbau in Mischkultur sinnvoll sein kann. Allerdings lagen die genetischen Korrelationen zwischen RekoE im Reinanbau und RekoE in Mischkultur bei 0,76 – 0,83. Diese hohen Korrelationen lassen eine indirekte Selektion auf Mischkultureignung des Maises attraktiv erscheinen. Hierbei würde im Reinanbau indirekt auf das Zielmerkmal (Mischkultureignung) selektiert. Unter Berücksichtigung, dass eine Selektion in Mischkultur (direkte Selektion) zusätzliche Ressourcen verlangt und Mais ohnehin im Reinanbau in der praktischen Maiszüchtung getestet wird, konnte kein Vorteil auf Seiten der direkten Selektion gegenüber der Selektion im Reinanbau (indirekte Selektion) bei den Flinttesthybriden ermittelt werden. Bei den Denttesthybriden hingegen konnten Vorteile einer direkten Selektion ermittelt werden, da in der Mischkultur die Heritabilität um 0,08 höher war als im Reinanbau. 2014 konnten keine Maisgenotyp x Anbausystem Interaktionen nachgewiesen werden und die Schätzwerte für die genetischen Korrelationen zwischen Reinanbau und Mischkultur lagen bei 1. Dies führt zu der Schlussfolgerung, dass wahrscheinlich kein eigenständiges Zuchtprogramm für Mais in Mischkultur zu rechtfertigen ist. Stattdessen könnte zunächst im Reinanbau eine Vorselektion stattfinden mit einer abschließenden Prüfung in Mischkultur. Obwohl in den Versuchen nur geringe Bohnenanteile realisiert wurden, resultierten aus den in Mischkultur selektierten Linien einige sehr leistungsstarke Hybriden. Für die zukünftige Etablierung der Mischkultur von Mais und Bohnen zur Biomasseproduktion gilt es nun auf Seiten der Bohne das genetische Potential für dieses Anbausystem zu untersuchen und zu nutzen. Erste Begleitversuche im Rahmen dieser Arbeit haben gezeigt, dass hier ein enormes Potential liegt.