scholarly journals Solution Selling in B2B: Perception of Solution Selling in Challenging Times of Management, Salesperson and Customers

2021 ◽  
Author(s):  
Guenther Maier
Keyword(s):  
Present Article ◽  
Scientific Literature ◽  
Present Review ◽  
Actual Situation ◽  
Leadership Position ◽  
Negative Effects ◽  
Extant Literature ◽  
Individual Perception ◽  
New Challenges ◽  
The Individual

Globalization and digitalization have yielded new challenges in the B2B sales environment. Besides positive also negative effects appeared in the last decades. Customer behaviour is becoming more complex, and the rivalry between the firms is getting more aggressive. Especially product-centred firms strive to fulfil their financial targets. The actual situation of COVID-19 amplify this situation. This new challenge entails firms and salespeople to find new resilient ways to survive and overcome crisis’s and resist the rivalry of competitors. The present article is based on the theoretical and extant literature of solution selling and customer solutions in different industries. Potential effects on solution selling will be discussed and contributed through empirical interviews with people in a leadership position in sales. This article analyses the individual perception of related stakeholders in B2B sales and will provide valuable insights on solution selling concerning their resilient attribute. This present review will contribute scholars on the existing literature and firms which are seeking for methods to distinct from competitors and to overcome crisis´s. Finally, the gaps in the scientific literature will be discussed for further research.

Entre o mestre e o discípulo nas Migalhas Filosóficas: a existência educadora em Kierkegaard

2018 ◽  
Vol 11 (1) ◽  
pp. 155-174
Author(s):  
Fransmar Costa Lima
Keyword(s):  
Present Article ◽  
Rio De Janeiro ◽  
Research Study ◽  
Buenos Aires ◽  
Soren Kierkegaard ◽  
Sao Paulo ◽  
São Paulo ◽  
Basic Point ◽  
The Individual

Resumo: O artigo que ora se apresenta é, na realidade, um pequeno ensaio que tem por finalidade indagar a importância da educação no pensamento de Søren Kierkegaard e investigar se, no âmbito da existência como possibilidade, uma educação voltada para a subjetividade se mostra efetiva diante dos debates acerca da liberdade e da singularidade do indivíduo. Pouco se debate sobre o conceito de educação em Kierkegaard, porém, acreditamos que se trata de um ponto basilar no pensamento do filósofo dinamarquês, conforme buscamos demonstrar, e deve ser objeto de maiores pesquisas, estudos e reflexões. Tomamos como referência para o início desse debate textos como as Migalhas Filosóficas e o Post-Scriptum, onde a subjetividade e a singularidade aparecem como conceitos fundamentais.Palavras-chave: Educação. Existência. Singularidade. Subjetividade. Kierkegaard. Abstract: The present article is, in fact, a small essay whose purpose is to investigate the importance of education in Søren Kierkegaard's thinking and to investigate whether, in the scope of existence as a possibility, an education focused on subjectivity is effective before the debates about the freedom and the singularity of the individual. There is little debate about the concept of education in Kierkegaard, but we believe that this is a basic point in the thinking of the Danish philosopher, as we seek to demonstrate, and should be the object of further research, study and reflection. We take as reference for the beginning of this debate texts such as the Philosophical Fragments and the Post-Scriptum, where subjectivity and singularity appear as fundamental concepts.Keywords: Education. Existence. Uniqueness. Subjectivity. Kierkegaard. REFERÊNCIASALMEIDA, J.M A alteridade na construção da ética de Kierkegaard e Lévinas. In:  Revista Controvérsia - Vol. 6, n° 1: 36-45 (jan-mai 2010), São Leopoldo: UNISINOS, 2010.KIERKEGAARD, Søren. Diario: 1847-1848, Vol. 4. 3ª ed. A cura di Cornelio Fabro. Brescia: Morcelliana, 1980. (D 4)._______. Opere. Sansoni Editore. Milano: 1993._______. Postilla Conclusiva no Scientifica alle Briciole di Filosofia. In: Opere. Tradução e organização de Cornélio Fabro. Sansoni Editore: Milano, 1993._______. As obras do amor: algumas considerações cristãs em forma de discurso. Tradução de Álvaro Valls. Petrópolis: Vozes, 2005._______. Três Discursos Edificantes de 1843. Tradução de Henri Nicolay Levinspuhl.  Publicação do Tradutor. Rio de Janeiro:  2000.KIERKEGAARD, Søren. Migalhas filosóficas ou um bocadinho de filosofia de João Climacus. Tradução de Álvaro Valls, e Ernani Reichmann. Petrópolis: Vozes, 2001._______. O conceito de Ironia: constantemente referido à Sócrates. Tradução de Álvaro Valls, e Ernani Reichmann. Vozes: Rio de Janeiro, 1997._______. Johannes Climacus ou É preciso duvidar de tudo. Tradução Silvia Saviano Sampaio e Álvaro Valls. Martins Fontes: São Paulo, 2003._______. Diário Íntimo. Tradução de Maria Angélica Bosco. Santiago Rueda: Buenos Aires, 1989MARTINS, J.S.; VALLS, A. L. M. (orgs.). Kierkegaard no nosso tempo. Nova Harmonia: São Leopoldo: 2010. 

Grünbrücke Loterbuck A 4.2.9: Eine Erfolgskontrolle nach drei Jahren | Fauna Overbridge Loterbuck A 4.2.9: Success Control after a Period of Three Years

2000 ◽  
Vol 151 (8) ◽  
pp. 290-297
Author(s):  
Stephan Hatt
Keyword(s):  
Local People ◽  
Traffic Network ◽  
Negative Effects ◽  
The Individual

The expansion of the traffic network, in particular the construction of highways, has continuously diminished and divided into small sections the habitat of wild-living animals during the last decades. However, these negative effects can be minimised if suitable measures with regard to line-conduction and construction are taken against. One of these possibilities are the sown-down overbridges. It is essential that these constructions are planned and built in order to meet the requirements of their future users – the various wild-living animals. This study investigates the success of one of these sown-down overbridges. It is this the Loterbuck-overbridge on the A 4.2.9 near Henggart in the canton of Zurich, Switzerland. The focus of this investigation was to find out which species of wild-living animals use the bridge and how much it is frequented. Local people and specialists of the region were interviewed and tracks were picked up on site. Taking into consideration five criteria (species of wild-living animals, positioning and number of overbridges nearby, dimensioning and design of the individual overbridges), the interviews and tracks were assessed. The Loterbuck-overbridge is used by all larger wild-living animals of the region. Especially the browsing and rubbing tracks of deer show that the overbridge has been accepted not only as sown-down overbridge but also as habitat.

scholarly journals Hidden Attractors in Discrete Dynamical Systems

Entropy ◽  
2021 ◽  
Vol 23 (5) ◽  
pp. 616
Author(s):  
Marek Berezowski ◽  
Marcin Lawnik
Keyword(s):  
Dynamical Systems ◽  
Chaos Theory ◽  
Scientific Literature ◽  
Discrete Systems ◽  
Discrete Dynamical Systems ◽  
Continuous Systems ◽  
Hidden Attractors ◽  
Negative Effects ◽  
Chemical Reactors ◽  
Points Of View

Research using chaos theory allows for a better understanding of many phenomena modeled by means of dynamical systems. The appearance of chaos in a given process can lead to very negative effects, e.g., in the construction of bridges or in systems based on chemical reactors. This problem is important, especially when in a given dynamic process there are so-called hidden attractors. In the scientific literature, we can find many works that deal with this issue from both the theoretical and practical points of view. The vast majority of these works concern multidimensional continuous systems. Our work shows these attractors in discrete systems. They can occur in Newton’s recursion and in numerical integration.

scholarly journals Optimal Nitrogen Fertilization to Reach the Maximum Grain and Stover Yields of Maize (Zea mays L.): Tendency Modeling

Agronomy ◽  
2021 ◽  
Vol 11 (7) ◽  
pp. 1354
Author(s):  
Sergio E. Medina-Cuéllar ◽  
Deli N. Tirado-González ◽  
Marcos Portillo-Vázquez ◽  
Sergio Orozco-Cirilo ◽  
Marco A. López-Santiago ◽  
...  
Keyword(s):  
Nitrogen Fertilization ◽  
Zea Mays L ◽  
N Fertilization ◽  
Human Consumption ◽  
Alluvial Soils ◽  
Grain Production ◽  
Negative Effects ◽  
Maize Stover ◽  
The Individual ◽  
Quadratic Models

Utilization of maize stover to the production of meat and milk and saving the grains for human consumption would be one strategy for the optimal usage of resources. Variance and tendency analyses were applied to find the optimal nitrogen (N) fertilization dose (0, 100, 145, 190, 240, and 290 kg/ha) for forage (F), stover (S), cob (C), and grain (G) yields, as well as the optimal grain-to-forage, cob-to-forage, and cob-to-stover ratios (G:F, C:F, and C:S, respectively). The study was performed in central Mexico (20.691389° N and −101.259722° W, 1740 m a.m.s.l.; Cwa (Köppen), 699 mm annual precipitation; alluvial soils). N-190 and N-240 improved the individual yields and ratios the most. Linear and quadratic models for CDM, GDM, and G:F ratio had coefficients of determination (R2) of 0.20–0.46 (p < 0.03). Cubic showed R2 = 0.30–0.72 (p < 0.02), and the best models were for CDM, GDM, and the G:F, C:F, and C:S DM ratios (R2 = 0.60–0.72; p < 0.0002). Neither SHB nor SDM negatively correlated with CDM or GDM (r = 0.23–0.48; p < 0.0001). Excess of N had negative effects on forage, stover, cobs, and grains yields, but optimal N fertilization increased the proportion of the G:F, C:F, and C:S ratios, as well as the SHB and SDM yields, without negative effects on grain production.

scholarly journals Individual behavioural traits not social context affects learning about novel objects in archerfish

2021 ◽  
Vol 75 (3) ◽  
Author(s):  
Nick A. R. Jones ◽  
Helen C. Spence-Jones ◽  
Mike Webster ◽  
Luke Rendell
Keyword(s):  
Social Context ◽  
Social Environment ◽  
Social Contexts ◽  
Negative Effects ◽  
Behavioural Phenotype ◽  
Social Species ◽  
The Social ◽  
Social Animals ◽  
Novel Objects ◽  
The Individual

Abstract Learning can enable rapid behavioural responses to changing conditions but can depend on the social context and behavioural phenotype of the individual. Learning rates have been linked to consistent individual differences in behavioural traits, especially in situations which require engaging with novelty, but the social environment can also play an important role. The presence of others can modulate the effects of individual behavioural traits and afford access to social information that can reduce the need for ‘risky’ asocial learning. Most studies of social effects on learning are focused on more social species; however, such factors can be important even for less-social animals, including non-grouping or facultatively social species which may still derive benefit from social conditions. Using archerfish, Toxotes chatareus, which exhibit high levels of intra-specific competition and do not show a strong preference for grouping, we explored the effect of social contexts on learning. Individually housed fish were assayed in an ‘open-field’ test and then trained to criterion in a task where fish learnt to shoot a novel cue for a food reward—with a conspecific neighbour visible either during training, outside of training or never (full, partial or no visible presence). Time to learn to shoot the novel cue differed across individuals but not across social context. This suggests that social context does not have a strong effect on learning in this non-obligatory social species; instead, it further highlights the importance that inter-individual variation in behavioural traits can have on learning. Significance statement Some individuals learn faster than others. Many factors can affect an animal’s learning rate—for example, its behavioural phenotype may make it more or less likely to engage with novel objects. The social environment can play a big role too—affecting learning directly and modifying the effects of an individual’s traits. Effects of social context on learning mostly come from highly social species, but recent research has focused on less-social animals. Archerfish display high intra-specific competition, and our study suggests that social context has no strong effect on their learning to shoot novel objects for rewards. Our results may have some relevance for social enrichment and welfare of this increasingly studied species, suggesting there are no negative effects of short- to medium-term isolation of this species—at least with regards to behavioural performance and learning tasks.

scholarly journals The Impacts in Real Estate of Landscape Values: Evidence from Tuscany (Italy)

2021 ◽  
Vol 13 (4) ◽  
pp. 2236
Author(s):  
Francesco Riccioli ◽  
Roberto Fratini ◽  
Fabio Boncinelli
Keyword(s):  
Real Estate ◽  
House Prices ◽  
Spatial Econometric ◽  
The Real ◽  
The Real Estate ◽  
Landscape Values ◽  
Individual Perception ◽  
Real Estate Prices ◽  
The Aesthetic ◽  
The Individual

Using spatial econometric techniques and local spatial statistics, this study explores the relationships between the real estate values in Tuscany with the individual perception of satisfaction by landscape types. The analysis includes the usual territorial variables such as proximity to urban centres and roads. The landscape values are measured through a sample of respondents who expressed their aesthetic-visual perceptions of different types of land use. Results from a multivariate local Geary highlight that house prices are not spatial independent and that between the variables included in the analysis there is mainly a positive correlation. Specifically, the findings demonstrate a significant spatial dependence in real estate prices. The aesthetic values influence the real estate price throughout more a spatial indirect effect rather than the direct effect. Practically, house prices in specific areas are more influenced by aspects such as proximity to essential services. The results seem to show to live close to highly aesthetic environments not in these environments. The results relating to the distance from the main roads, however, seem counterintuitive. This result probably depends on the evidence that these areas suffer from greater traffic jam or pollution or they are preferred for alternative uses such as for locating industrial plants or big shopping centres rather than residential use. Therefore, these effects decrease house prices.

Psychological Features of Manifestation of Coping-Resources of Schoolteachers

2021 ◽  
Author(s):  
Tetiana Nechytailo ◽  
Halyna Fesun ◽  
Tetiana Kanivets ◽  
Alla Simak
Keyword(s):  
Coping Strategies ◽  
Stress Resistance ◽  
Coping Behavior ◽  
Teaching Profession ◽  
Coping Resources ◽  
Professional Activity ◽  
Personal Resources ◽  
Negative Effects ◽  
Professional Activities ◽  
The Individual

The article is devoted to the psychological peculiarities of the manifestation of coping-resources of educators. The teaching profession belongs to the category of professions especially vulnerable to stress, since the teacher has to solve various professional tasks in the absence of time and information, constant open contact with people, which entails considerable emotional energy. The professional activity of a modern teacher requires constant and maximum mobilization of their personal resources. Maintaining or enhancing a person's stress resistance is associated with finding and using resources well enough to help the educator overcome the negative effects of stressful situations. The article reveals such characteristics of personality and social environment that facilitate or make possible adaptation to life stresses, promotes the development of a means of overcoming it, and increases stress resistance. These personal structures help a person cope with threatening circumstances and facilitate adaptation. The author analyzes the scientific and psychological approaches to understand personal resources, determinants of the choice of coping-strategies, and the influence of the characteristics of professional activity on the behavior of the individual. Questions about structure, functions, and types of coping behavior are raised. According to the majority of modern researchers, the generalized classification of the methods of mastering stressful circumstances is analyzed: coping aimed at evaluation; problem-oriented coping; coping aimed at emotions. Also presented were the most up-to-date and most modern models of coping resources, which can be viewed from different angles to look at the choice of coping-resources by the personality of the teacher, taking into account the conditions of his professional activity. The organization and methods of conducted research of the features of manifestation of coping-resources in teachers are described. The presented quantitative and qualitative results are disclosed according to the stages of the study. In particular, the analysis of teacher’s coping-strategies depending on the level of emotional burnout, ways of overcoming difficult life situations, as well as the methods of coping-behavior of the respondents. Relationships between teachers' coping-resources and emotional and mental stress as well as the monotony of professional activities are also identified. Adaptive and non-adaptive coping behaviors are differentiated in terms of cognitive, emotional, and behavioral coping strategies are analyzed separately. Based on the theoretical analysis of the scientific literature and empirical research, the author substantiates the relevant conclusions and recommendations for school educators on the effective use of their own coping resources.

Reading Identity, Reading Essence: A Strategic Essentialist Approach to Mulk Raj Anand’s Untouchable

2021 ◽  
Vol 2 (4) ◽  
pp. 91-101
Author(s):  
Saleha Ilhaam
Keyword(s):  
Present Article ◽  
Human Existence ◽  
The Other ◽  
Political Strategy ◽  
Other Hand ◽  
Strategic Essentialism ◽  
Reading Identity ◽  
The Difference ◽  
The Individual ◽  
Individual Self

The term strategic essentialism, coined by Spivak, is generally understood as “a political strategy whereby differences (within Group) are temporarily downplayed, and unity assumed for the sake of achieving political goals.” On the other hand, essentialism focuses that everything in this world has an intrinsic and immutable essence of its own. The adaption of a particular “nature” of one group of people by way of sexism, culturalization, and ethnification is strongly linked to the idea of essentialism. Mulk Raj Anand’s Bakha is dictated as an outcast by the institutionalized hierarchy of caste practice. He is essentialized as an untouchable by attributing to him the characteristic of dirt and filth. However, unlike other untouchables, Bakha can apprehend the difference between the cultured and uncultured, dirt and cleanliness. Via an analysis of Anand’s “Untouchable,” the present article aims to bring to the forefront the horrid destruction of the individual self that stems from misrepresentations of personality. Through strategic essentialism, it unravels Bakha’s contrasting nature as opposed to his pariah class, defied by his remarkable inner character and etiquette. The term condemns the essentialist categories of human existence. It has been applied to decontextualize and deconstruct the inaccurately essentialized identity of Bakha, which has made him a part of the group he does not actually belong to.

Drugs and their impact on the individual and society

2021 ◽  
Vol 27 ◽  
pp. 63-96
Author(s):  
INTISAR SHAHBAZ ◽  
Keyword(s):  
Drug Addiction ◽  
Drug Addicts ◽  
Negative Effects ◽  
Negative Behaviors ◽  
Deviant Behaviors ◽  
Positive Behaviors ◽  
The Family ◽  
Family Breakdown ◽  
The Individual ◽  
Shed Light

Abstract The problem of drug addiction for individuals, especially young people, is one of the most dangerous pests that cause many problems in various health, social and psychological aspects facing every society, but rather the whole world. The phenomenon of drug addiction often leaves individuals with dangerous negative effects on their behavior, whether towards themselves or towards others, and this requires the relevant institutions to strive for important and constructive solutions to reform such individuals, and then rid them of their negative behaviors, rehabilitate them and integrate them into society, to become active and effective individuals through their adoption of positive behaviors that are acceptable in line with the values, customs and traditions of their societies to which they belong. Therefore, our current study came to shed light on the most important effects resulting from the phenomenon of drug addiction among individuals through achieving the two research objectives which seek to know: 1- Causes of addiction to drug use among individuals 2- The effect of drug abuse on society. Upon verifying the two research objectives by relying on the analytical method of literature and previous studies, the two researchers reached the following results: First - The most important causes of youth addiction to drugs are poverty, begging, loss of one or both parents, the presence of a criminal in his family, invalid education and other various phenomena and deviations. Second - The symptoms of drug addiction push the addicted person to adopt deviant behaviors, as well as afflicting the addicted individual to psychological and mental pressures, and then afflicting his family with chronic diseases, in addition to the family breakdown occurring in the homes of drug addicts. Key words: drugs; Drug effect; The individual and society.

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