Saab Automobile AB

About: Saab Automobile AB is a based out in . It is known for research contribution in the topics: Radar & Antenna (radio). The organization has 760 authors who have published 890 publications receiving 11811 citations.

The Transition from Product to Solution Selling: The Role and Organization of Employees Engaged in Current Business

Abstract: Purpose: This research investigates how to manage and organize existing employees when launching a solution sales strategy, specifically addressing whether it is possible to migrate existing sales representatives active in product sales to solution sales, and whether it is possible to combine the roles.Methodology/approach: A case-based approach was applied to a multinational firm, engaged in business-to-business sales that simultaneously launched a solution sales strategy in 17 countries. In-depth interviews with 29 managers and sales representatives were performed to inductively identify why some countries succeeded in the launch, while others did not.Findings: Because of fundamental differences in approach between solution and product sales, those countries where the solutions and product businesses were separated performed better. The difference in required capabilities and mindset meant that migrating sales representatives from product to solution sales is problematic.Research implications: T...

Automatically Generating the Technology Compatibility Matrix Using Graph Transformations

Abstract: One of the first stages during technology evaluation and selection is constructing the technology compatibility matrix, which indicates the compatibility of each pair in a technology portfolio. Construction of the technology compatibility matrix usually involves subjective expert judgment, which inhibits assessing each pair consistently and storing the decision rationale. Therefore, this study develops a method based on graph transformations, allowing for a formal theoretical description of technologies. In order to automate this process, two algorithms use these graph transformations to deduce technology compatibility and dependencies between technologies. The first checks whether changes made by a pair of transformations are compatible with each other. The second defines dependencies for each technology and attempts to resolve these using other technologies. The method is put into practice for a technology portfolio within Saab Aeronautics and the automatically generated compatibility matrix is compared to a pre-existing expert-judgment-based matrix for the same portfolio. Roughly 90% of the entries in the algorithm-based TCM are identical to the expert-based TCM. Therefore, the automated method is capable of capturing much of human reasoning in this context. However, in order to fully agree with human expertise, physics and design reasoning should be included to expand the scope of inference.

Schaltung für Mehrfrequenzbereichsradar-Füllstandsmeßgerät

Abstract: Schaltung fur ein Radar-Fullstandsmessgerat zum Messen des Fullstands der Oberflache (6) eines Produkts (2), das in einem Behalter (1) aufbewahrt wird, wobei das Fullstandsmessgerat ein Radar (3) zum Senden von Mikrowellensignalen von einer Mehrbandantenneneinheit (5) auf die Oberflache (6) zum Empfangen von Mikrowellensignalen, die von der Oberflache reflektiert wurden, durch dieselbe Antenneneinheit und zum Ermitteln des Fullstands auf Grundlage einer Bewertung der Zeit beinhaltet, die zwischen den empfangenen und gesendeten Signalen verstrichen ist, und das Radar (3) auf mindestens zwei unterschiedlichen Frequenzbereichen arbeitet, wobei die Schaltung beinhaltet ein erstes Mikrowellen-Bereitstellungs-Mittel zum Bereitstellen eines Mikrowellensignals eines ersten Frequenzbereichs, der eine erste Mittenfrequenz aufweist, ein zweites Mikrowellen-Bereitstellungs-Mittel zum Bereitstellen eines Mikrowellensignals eines zweiten Frequenzbereichs, der eine zweite Mittenfrequenz aufweist, wobei das Verhaltnis zwischen der zweiten und der ersten Mittenfrequenz mit mindestens groser als 1,5:1 und vorzugsweise groser als 2:1 quantifiziert wird, und Schalter, die mittels eines Steuersignals zum Umschalten...