bluuebunny/crossref_metadata_2025_split huggingface dataset:
Strategic management of salespeople when promoting new products
Authors: Chen Annie , Peng Norman , Hung Kuang-peng 
Published: August 2015

Purpose– The purpose of this paper is to examine the performance of salespeople when selling new products (namely, electronic goods) in a business-to-business context by incorporating the organizations’ perceived psychological climate into goal orientation theory.Design/methodology/approach– The current study uses the goal orientation theory to examine the performance of 158 salespeople based on new electronic product sales. Organizational psychological climate perceptions (i.e. customer orientation, sales supportiveness and sales innovativeness) are included as variables that can moderate salespeople’s performance. This study used partial least squares to examine its proposed model.Findings– This study found that the learning goal orientation and the performance-prove goal orientation positively affect salespeople’s self-efficacy to sell new products, whereas a performance-avoid goal orientation negatively affects efficacy. In addition, new product selling self-efficacy itself has a positive influence on new product sales performance. As for the moderator, sales supportiveness and customer orientation have the ability to moderate the relationship between self-efficacy and performance.Practical implications– This study has implications for sales managers or product managers who are responsible for promoting new products. First, this study’s findings suggest that managers should consider employing performance-prove goal-oriented staff and learning goal oriented staff to sell new products. Second, management can attempt to develop a more supportive climate for the sales team, such as assisting the team in obtaining needed resources from other departments. Finally, management needs to let salespeople know that they are doing their best to understand what new products existing and potential customers will need in the near future.Originality/value– This current research is one of the first to examine how the perceived psychological climates of organizations (i.e. sales supportiveness, sales innovativeness and customer orientation) may moderate salespeople’s performance when selling new products. Second, this research examines how different types of goal orientation affect salespeople’s self-efficacy when selling new products. Previous results have not always been consistent regarding the influence of a performance-prove goal orientation. Last but not least, this study tests how new product selling self-efficacy mediates the relationships between goal orientations and new product sales performance as scholars have suggested that more research into the mediating role of self-efficacy is needed.
Two- or one-dimensional view of arousal?
Authors: Fan Xiaomeng , Chang En-Chung , Wegener Duane Theodore 
Published: August 2015

Purpose– The purpose of this paper is to test whether separate tense and energetic forms of arousal impact consumer attitudes and provide a more complete understanding of the role of arousal in product evaluations. Past consumer research has treated arousal as a single dimension and found mixed results of the relation of arousal to consumer attitudes.Design/methodology/approach– Study 1 was an online survey of consumers’ experiences with interactive products. The study tested whether the two hypothesized types of arousal were associated with different product features and related to attitudes in different (opposite) patterns. Study 2 was an experiment in which the type of arousal used to describe a vacation location was manipulated. The study tested the role of the two types of arousal in determining the effectiveness of the advertisements for people with different arousal-related orientations.Findings– In Study 1, tense arousal mediated effects on the ergonomic qualities of the product on attitudes, whereas energetic arousal mediated effects on the hedonic qualities on attitudes. In Study 2, effects of advertisements were primarily driven by the tense arousal dimension for more telic-oriented (i.e. planning ahead) people and by the energetic arousal dimension for more paratelic-oriented (i.e. spontaneous) people. In both studies, treating arousal as a single dimension would have led to misleading conclusions.Originality/value– This research demonstrates that separating arousal into a two- rather than one-dimensional construct can provide greater insights to the affective mechanisms underlying consumer attitudes.
Exploring front-line employee contributions to service innovation
Authors: Karlsson Jenny , Skålén Per 
Published: August 2015

Purpose
– This paper aims to study front-line employees’ contribution to service innovation, when they contribute and how they are involved in service innovation.

Design/methodology/approach
– The paper draws on a multiple-case study on service innovation in four organizations with extensive front-line employee involvement. The main data collection methods are interviews and observations.

Findings
– The paper suggests that front-line employees contribute customer knowledge, product knowledge and practice knowledge during five phases of the service innovation process – project formation, idea generation, service design, testing and implementation – and that front-line employee involvement ranges from active to passive.

Research limitations/implications
– Statistical generalization of the results is needed.

Practical implications
– The paper reveals that early and active front-line employee involvement in the service innovation process creates conditions for a positive contribution to service innovation.

Originality/value
– The paper suggests that early and active knowledge contributions by front-line employees to the service innovation process are associated with the creation of attractive value propositions.
Effectuation and foreign market entry of entrepreneurial firms
Authors: Chetty Sylvie , Ojala Arto , Leppäaho Tanja 
Published: August 2015

Purpose– The purpose of this study is to examine the decision-making process for entrepreneurial firms when entering foreign markets and how and why they entered those markets.Design/methodology/approach– A nascent theory in entrepreneurship called effectuation is combined with internationalization process theory as the conceptual framework to study decision-making under uncertainty. The central concept in both these theories is relationships and how they can be used to gain knowledge and thus reduce uncertainty and in the case of effectuation to co-create opportunities to enter foreign markets. The research design involves a multiple case study of software firms from Finland and New Zealand.Findings– It was found that entrepreneurs differentiate between foreign market selection and foreign market entry during their internationalization process, potentially using different decision-making processes in them. They tend to interweave effectuation and causation logics as substitutes in their decision-making. Uncertainty during foreign market entry is not always a barrier because it can provide opportunities depending on the logic used. In addition, there is evidence that entrepreneurs who have existing relationships in foreign markets tend to use effectuation to select and enter foreign markets.Originality/value– This paper transposes effectuation from its original field of entrepreneurship research to the context of internationalizing entrepreneurial firms. Consequently, it contributes toward understanding the decision-making process for selecting and entering foreign markets.
Chlamydia screening for pregnant women aged 16–25 years attending an antenatal service: a cost‐effectiveness study
Authors: Ong JJ , Chen M , Hocking J , Fairley CK , Carter R , Bulfone L , Hsueh A 
Published: August 2015

ObjectiveDetermine the cost‐effectiveness of screening all pregnant women aged 16–25 years for chlamydia compared with selective screening or no screening.DesignCost effectiveness based on a decision model.SettingAntenatal clinics in Australia.SamplePregnant women, aged 16–25 years.MethodsUsing clinical data from a previous study, and outcomes data from the literature, we modelled the short‐term perinatal (12‐month time horizon) incremental direct costs and outcomes from a government (as the primary third‐party funder) perspective for chlamydia screening. Costs were derived from the Medicare Benefits Schedule, Pharmaceutical Benefits Scheme, and average cost‐weights reported for hospitalisations classified according to the Australian refined diagnosis‐related groups.Main outcome measuresDirect costs of screening and managing chlamydia complications, number of chlamydia cases detected and treated, and the incremental cost‐effectiveness ratios were estimated and subjected to sensitivity analyses.ResultsAssuming a chlamydia prevalence rate of 3%, screening all antenatal women aged 16–25 years at their first antenatal visit compared with no screening was $34,931 per quality‐adjusted life‐years gained. Screening all women could result in cost savings when chlamydia prevalence was higher than 11%. The incremental cost‐effectiveness ratios were most sensitive to the assumed prevalence of chlamydia, the probability of pelvic inflammatory disease, the utility weight of a positive chlamydia test and the cost of the chlamydia test and doctor's appointment.ConclusionFrom an Australian government perspective, chlamydia screening of all women aged 16–25 years old during one antenatal visit was likely to be cost‐effective compared with no screening or selective screening, especially with increasing chlamydia prevalence.Tweetable abstractChlamydia screening for all pregnant women aged 16–25 years during an antenatal visit is cost effective.
Focused parathyroidectomy through an open‐lateral approach for treating solitary parathyroid adenoma
Authors: Yang Zhili , Guo Minggao , Wu Bo , Zheng Qi , Fan Youben 
Published: August 2015

AimMost cases of primary hyperparathyroidism are caused by a solitary parathyroid adenoma. Many patients are now being treated with focused approaches in parathyroidectomy. The aim of the present study was to investigate the safety and efficacy of focused parathyroidectomy that is performed through an open‐lateral approach under the effect of regional anaesthesia.Patients and MethodsWe carried out a retrospective analysis of 210 patients with solitary parathyroid adenoma. Ninety‐five patients underwent conventional middle‐access exploration, while the remaining 115 patients underwent focused parathyroidectomy through an open‐lateral approach. We recorded biochemical parameters of these patients at the preoperative and postoperative stages and during the follow‐up period. We compared the operative times, hospital stays and morbidity rates of these patients.ResultsThere was one case of relapse in each group during the follow‐up period. These two cases were treated with focused parathyroidectomy through an open‐lateral approach under the effect of cervical plexus block anaesthesia. All the other patients were cured by the primary operation. Regional anaesthesia was administered to all patients who were treated with focused parathyroidectomy. However, owing to an ectopical parathyroid gland, one patient required general anaesthesia. There was no significant difference in temporary hypocalcaemia of these patients postoperatively (P > 0.05). Compared to conventional parathyroidectomy, the focused approach was more advantageous, with shorter operative times, smaller scar lengths and shorter hospital stays (P < 0.05).ConclusionsWhen focused parathyroidectomy is performed through an open‐lateral approach, it is safe and effective, even under the effect of regional anaesthesia, provided an accurate localization is conducted.
Evaluating environmental DNA‐based quantification of ranavirus infection in wood frog populations
Authors: Hall Emily M. , Crespi Erica J. , Goldberg Caren S. , Brunner Jesse L. 
Published: August 2015

AbstractA variety of challenges arise when monitoring wildlife populations for disease. Sampling tissues can be invasive to hosts, and obtaining sufficient sample sizes can be expensive and time‐consuming, particularly for rare species and when pathogen prevalence is low. Environmental DNA (eDNA)‐based detection of pathogens is an alternative approach to surveillance for aquatic communities that circumvents many of these issues. Ranaviruses are emerging pathogens of ectothermic vertebrates linked to die‐offs of amphibian populations. Detecting ranavirus infections is critical, but nonlethal methods have the above issues and are prone to false negatives. We report on the feasibility and effectiveness of eDNA‐based ranavirus detection in the field. We compared ranavirus titres in eDNA samples collected from pond water to titres in wood frog (Lithobates sylvaticus; n = 5) tadpoles in sites dominated by this one species (n = 20 pond visits). We examined whether ranavirus DNA can be detected in eDNA from pond water when infections are present in the pond and if viral titres detected in eDNA samples correlate with the prevalence or intensity of ranavirus infections in tadpoles. With three 250 mL water samples, we were able to detect the virus in all visits with infected larvae (0.92 diagnostic sensitivity). Also, we found a strong relationship between the viral eDNA titres and titres in larval tissues. eDNA titres increased prior to observed die‐offs and declined afterwards, and were two orders of magnitude higher in ponds with a die‐off. Our results suggest that eDNA is useful for detecting ranavirus infections in wildlife and aquaculture.
Nonparametric upscaling of stochastic simulation models using transition matrices
Authors: Cipriotti Pablo A. , Wiegand Thorsten , Pütz Sandro , Bartoloni Norberto J. , Paruelo José M. 
Published: August 2015

Summary

The problem of scaling up from tractable, small‐scale observations and experiments to prediction of large‐scale patterns is at the core of ecological theory and application, and one of the central problems in ecology.

We present and test a general nonparametric framework to upscale spatially explicit and stochastic simulation models. The idea is to design a state space, defined by the important state variables of the small‐scale model, and to divide it into a finite number of discrete states. Transition probabilities are then tallied by monitoring extensive simulation runs of the small‐scale model, covering the entire range of initial conditions, states and external drivers that may occur for the desired application. We exemplify our approach by upscaling an individual‐based model that simulates the spatiotemporal dynamics of Festuca pallescens steppes under sheep grazing in Western Patagonia, Argentina, with a spatial resolution of 0·3 m × 0·3 m and a 0·15‐ha extent. The upscaled model simulates a 2500‐ha paddock with 0·15‐ha resolution and is enriched with additional rules that describe heterogeneity in the local stocking rate at the paddock scale.

We obtained 24 transition matrices that governed the upscaled model for different combinations of stocking rates and annual precipitation. The upscaled model produced excellent predictions for the long‐term dynamics, but as expected, it did not fully capture the interannual dynamics of the original model. Rules for heterogeneity in the local stocking rate allowed for emergence of realistic vegetation patterns as commonly observed for water points in arid rangelands.

Our general nonparametric upscaling approach can be applied to a wide range of stochastic simulation models in which the dynamics can be approximated by a set of states, transitions and external drivers. Because estimation of the transition probabilities can be done parallel, our approach can be applied to a wide range of models of intermediate complexity. Our approach closes a gap in our ability to scale up from small scales, where the biological knowledge is available, to larger scales that are relevant for management.
Systemic review: the pathogenesis and pharmacological treatment of hiccups
Authors: Steger M. , Schneemann M. , Fox M. 
Published: August 2015

SummaryBackgroundHiccups are familiar to everyone, but remain poorly understood. Acute hiccups can often be terminated by physical manoeuvres. In contrast, persistent and intractable hiccups that continue for days or months are rare, but can be distressing and difficult to treat.AimTo review the management of hiccups, including a systematic review of reported efficacy and safety of pharmacological treatments.MethodsAvailable articles were identified using three electronic databases in addition to hand searching of published articles. Inclusion criteria were any reports of pharmaceutical therapy of ‘hiccup(s)’, ‘hiccough(s)’ or ‘singultus’ in English or German.ResultsTreatment of 341 patients with persistent or intractable hiccups was reported in 15 published studies. Management was most effective when directed at the underlying condition. An empirical trial of anti‐reflux therapy may be appropriate. If the underlying cause is not known or not treatable, then a range of pharmacological agents may provide benefit; however, systematic review revealed no adequately powered, well‐designed trials of treatment. The use of baclofen and metoclopramide are supported by small randomised, placebo‐controlled trials. Observational data suggest that gabapentin and chlorpromazine are also effective. Baclofen and gabapentin are less likely than standard neuroleptic agents to cause side effects during long‐term therapy.ConclusionsThis systematic review revealed no high quality data on which to base treatment recommendations. Based on limited efficacy and safety data, baclofen and gabapentin may be considered as first line therapy for persistent and intractable hiccups, with metoclopramide and chlorpromazine in reserve.
Does Helping Keep Teens Protected? Longitudinal Bidirectional Relations Between Prosocial Behavior and Problem Behavior
Authors: Padilla‐Walker Laura M. , Carlo Gustavo , Nielson Matthew G. 
Published: August 2015

The current study examined bidirectional, longitudinal links between prosocial and problem behavior. Participants (N = 500) were recruited from a Northwestern city in the United States and assessed for 3 consecutive years from 2009 to 2011 (Mage of youth at Time 1 = 13.32, SD = 1.05; 52% girls; 67% European American, 33% single‐parent families). Results suggested that effects of earlier prosocial behavior toward family and strangers were predictive of fewer problem behaviors 2 years later, while results for prosocial behavior toward friends were more mixed. Results also suggested depression predicted lower prosocial behavior toward family members and anxiety predicted higher prosocial behavior toward friends. Findings show a complex pattern of relations that demonstrate the need to consider targets of helping.
Anti-CD20 monoclonal antibody-dependent phagocytosis of chronic lymphocytic leukaemia cells by autologous macrophages
Authors: Church A K , VanDerMeid K R , Baig N A , Baran A M , Witzig T E , Nowakowski G S , Zent C S 
Published: August 2015

Summary
Unconjugated monoclonal antibodies (mAbs) are an important component of effective combination therapies for chronic lymphocytic leukaemia (CLL). Antibody-dependent phagocytosis (ADP) is a major mediator of mAb cytotoxicity, but there is limited knowledge of the determinants of ADP efficacy. We used macrophages derived in vitro from autologous circulating monocytes to test the effects of mAb structure and concentration, target : effector cell ratio, duration of co-incubation and CLL cell CD20 expression on ADP. Next-generation anti-CD20 mAbs (ofatumumab, ublituximab, obinutuzumab, ocaratuzumab) were significantly more effective at inducing ADP compared to rituximab, but none were as effective as the anti-CD52 mAb alemtuzumab. Ofatumumab (10 μg/ml) used as a representative next-generation anti-CD20 mAb achieved an ADP plateau at 3 h co-incubation with a target : effector ratio of 10 : 1 (mean = 2·1 CLL cells/macrophage, range = 1·5–3·5). At 0·156 μg/ml (the lowest concentration tested) ofatumumab ADP was significantly higher than alemtuzumab. However, ofatumumab-induced ADP did not increase significantly at higher mAb concentrations. We show that anti-CD20 mAb ADP efficacy is determined by the mAb characteristics, target : effector ratio and incubation time. We suggest that preclinical evaluation of anti-CD20 mAbs to understand the determinants of ADP could be useful in designing future combination therapies for CLL.
Exploring Temporal Progression of Events Using Eye Tracking
Authors: Welke Tinka , Raisig Susanne , Hagendorf Herbert , van der Meer Elke 
Published: August 2015

AbstractThis study investigates the representation of the temporal progression of events by means of the causal change in a patient. Subjects were asked to verify the relationship between adjectives denoting a source and resulting feature of a patient. The features were presented either chronologically or inversely to a primed event context given by a verb (to cut: long–short vs. short–long). Effects on response time and on eye movement data show that the relationship between features presented chronologically is verified more easily than that between features presented inversely. Post hoc, however, we found that the effects of temporal order occurred only when subjects read the features more than once. Then, the relationship between the features is matched with the causal change implied by the event context (contextual strategy). When subjects read the features only once, subjects respond to the relationship between the features without taking into account the event context.
Dissemination of an Electronic Manual to Build Capacity for Implementing Farmers’ Markets with Community Health Centers
Authors: Guest M. Aaron , Freedman Darcy , Alia Kassandra A. , Brandt Heather M. , Friedman Daniela B. 
Published: August 2015

AbstractCommunity–university partnerships can lend themselves to the development of tools that encourage and promote future community health development. The electronic manual, “Building Farmacies,” describes an approach for developing capacity and sustaining a community health center–based farmers’ market that emerged through a community–university partnership. Manual development was guided by the Knowledge to Action Framework and experiences developing a multivendor, produce‐only farmers’ market at a community health center in rural South Carolina. The manual was created to illustrate an innovative solution for community health development. The manual was disseminated electronically through 25 listservs and interested individuals voluntarily completed a Web‐based survey to access the free manual. During the 6‐month dissemination period, 271 individuals downloaded the manual. Findings highlighted the value of translating community‐based participatory research into user‐friendly manuals to guide future intervention development and dissemination approaches, and demonstrate the need to include capacity building opportunities to support translation and adoption of interventions.