bluuebunny/crossref_metadata_2025_split huggingface dataset:
A sales process framework to regain B2B customers
Authors: Liu Annie , Leach Mark , Chugh Richa 
Published: August 2015

Purpose
– The purpose of this study is to develop a sales process framework to facilitate business-to-business (B2B) customer reacquisition. A comprehensive CRM process needs to include reacquisition strategies. Yet, very few firms have formal procedures to guide reacquisition efforts. This gap in the sales process reflects the relatively sparse literature on B2B customer reacquisition models. The present research intends to fill this gap and creates a sales process model to guide salespeople to regain B2B lost customers.

Design/methodology/approach
– Using critical incident technique (CIT), this study conducted in-depth interviews with 54 B2B salespeople. Each salesperson reported one successful and one unsuccessful reacquisition incidents. A total of 108 critical incidents were collected for analysis.

Findings
– A four-step sales process model to regain B2B customers was developed and empirically supported, including: Segment lost customers; Assess reasons for loss; Develop reacquisition activities; and Implement reacquisition strategies.

Research limitations/implications
– This study is qualitative and exploratory in nature; future research should develop dyadic surveys to validate the results.

Practical implications
– This four-step reacquisition process allows sales firms to identify essential elements and establish protocols/policies to train and motivate salespeople. The framework can facilitate salespeople develop problem-focused solutions to correctly diagnose the situation and effectively re-negotiate with defected customers. Thus, this process may help reduce inefficiency in the reacquisition process and increase reacquisition ratios.

Social implications
– By considering justice/fairness from customer’s perspective, sales firm may properly recover lost business relationship, and do so in ways that are considered both just and ethical.

Originality/value
– This is one of the first studies to examine the reacquisition of lost B2B customers. It expands on the traditional sales process to include four steps that enable a sales reacquisition process.
Case study of an Australian residential college
Authors: Siew Renard Y.J. 
Published: August 2015

Purpose
– This paper aims to share the success story of a residential college based in Australia through a case study approach.

Design/methodology/approach
– The paper discusses the setup of the college in terms of its management structure, demographics of residents, sustainability initiatives and the resident life programs which run every semester. A survey was conducted to gather feedback from the residents and identify areas for future improvement.

Findings
– Generally, residents are satisfied with the living conditions. Affordability, the collegiate experience and the convenience of living on campus are primary factors affecting the decision of residents to move into a residential college.

Originality/value
– The paper provides an insight into the management of a residential college which has not been discussed in the literature.
Microeconomic optimization and what-if analysis for facilities renewal
Authors: Saad Dina A. , Hegazy Tarek 
Published: August 2015

Purpose
– The purpose of this paper is to propose a microeconomic-based approach to support fund-allocation decisions for a large number of assets. Under the prevailing financial constraints and rapid deterioration of facilities, arriving at optimum fund allocation for capital renewal projects has become very challenging. Due to the complexity of modeling multi-year life cycle cost analysis, existing fund-allocation methods have serious drawbacks when handling a large portfolio of assets, and their results are difficult to justify.

Design/methodology/approach
– This paper adopts well-established theories from microeconomics and proposes a new microeconomic-based decision support framework that has two novel components: a heuristic procedure to optimize and justify fund-allocation decisions by balancing the funding among the different asset categories; and a visual what-if analysis approach inspired by the economic indifference maps.

Findings
– Applying the proposed framework on a real case study of 800 building components proved that optimum decisions can be achieved through an equilibrium state at which fair and equitable allocations are made such that the utility per dollar is balanced for all asset categories. The visual what-if analysis approach presented a powerful graphical tool to visualize decisions, along with their costs and benefits, and facilitate sensitivity analysis under changes in budget levels.

Originality/value
– This paper, using the proposed microeconomic framework, sheds a new light on how fund-allocation optimization problems can be simplified, from an economic perspective, to arrive at accurate and justifiable decisions for a large portfolio of facilities.
The impact of information and communication technologies on informal scientific communication
Authors: Shehata Ahmed Maher khafaga , Ellis David , Foster Allen 
Published: August 2015

Purpose– This study aims to accomplish three objectives: first, to investigate the role and impact of information and communication technologies on the practice of science in the UK; second, to examine and characterise changes in scholarly communication activities such as information seeking, publishing and collaboration; and third, to investigate the validity of the current scholarly communication models and to determine whether there is a need for a new model.Design/methodology/approach– The study deployed a naturalistic inquiry approach using semi-structured interviews as a qualitative research tool. A theoretical sample of 40 researchers in four universities were interviewed to gather data regarding informal scholarly communication practices, factors that affect the researchers’ decisions and changes in the scholarly communication system.Findings– The results of the interviews suggest that there are three types of scholars who engage in scholarly communication activities. First, the “orthodox scholar”, who only uses formal and traditional scholarly communication approaches. Second, the “moderate scholar”, who prioritises formal communication approaches but, at the same time, is trying to get benefits from informal channels. Finally, the “heterodox scholar”, who uses all channels available in scholarly communication. The study also proposes a model of scholarly communication that reflects the current changes in scholarly research.Research limitations/implications– The paper describes the changes in informal scholarly communication practices in four universities in the UK. However, because the study used a naturalistic inquiry approach, the results cannot be generalised to a different population.Originality/value– There is limited literature investigating the changes in informal scholarly communication practices. The value of the current study lies in being the first study in this area that uses a naturalistic inquiry approach to investigate the changes in informal scholarly communication practices, and to develop a new model of scholarly communication.
A discussion of problems in implementing organisational cultural change
Authors: Limwichitr Saowapha , Broady-Preston Judith , Ellis David 
Published: August 2015

Purpose
– The purpose of this paper is to review the literature on organisational cultural change and problems in its implementation, focussing on the case of building a learning organisation (LO) within university library context.

Design/methodology/approach
– Key literature published within Library and Information Science, Business and Management and other related fields were reviewed to identify themes regarding organisational cultural change in relation to development of an LO emerging in the recent years.

Findings
– Reviewed literature in this paper highlights key challenges in examining organisational cultural change for the purpose of building an LO. These include a lack of an agreed definition of the LO concept, practical approaches and measure for assessing achievement of the cultural change. A need for in-depth studies which focus on current practices and related problems in this regard is also revealed, and the systems approach is proposed as a suitable approach for holistic investigation of all critical elements that possibly affect establishment of an LO.

Originality/value
– The paper raises awareness of the importance of examining organisational cultural change as a critical supportive influence of developing an LO. Problems to be considered in its implementation are synthesised and served as a basis for further investigation in the author’s doctoral research project.
Trends in urinary incontinence in women between 4 and 24 months postpartum in the EDEN cohort
Authors: Quiboeuf E , Saurel‐Cubizolles M‐J , Fritel X ,   the EDEN Mother‐Child Cohort Study Group
Published: August 2015

ObjectiveOur aim was to study risk factors associated with the prevalence, incidence and remission of urinary incontinence (UI) between 4 and 24 months postpartum.DesignLongitudinal study (EDEN cohort).SettingTwo French university hospitals.Population1643 women completed the questionnaire at 4 months and 1409 at 24 months, including 1354 who completed it both times.MethodsMultivariate analyses identified risk factors for UI prevalence at 24 months postpartum, persistent UI versus remission, de novo UI versus continence, de novo UI versus persistent UI, and changes in IU severity between 4 and 24 months postpartum.Main outcome measuresPostnatal UI and Sandvik UI severity score.ResultsUI prevalence was 20.7% (340/1643) at 4 months and 19.9% (280/1409) at 24 months. Significant factors associated with UI at 24 months were older age [OR = 1.07/year (95%CI 1.04–1.11)], BMI [2.35 (1.44–3.85) ≥30 versus <25 kg/m²], higher parity [1.77 (1.14–2.76) ≥3 versus 1], breastfeeding [1.54 (1.08–2.19) ≥3 versus < 3 months], pregnant at follow up [3.44 (2.25–5.26)], and caesarean delivery [0.62 (0.40–0.97) versus vaginal] [OR, odds ratio (CI, confidence interval)]. The likelihood of UI remission at 24 months was 51.9% (149/287). Caesarean delivery was associated with increased likelihood of UI remission [0.43 (0.19–0.97)]. The risk of de novo UI at 24 months was 12.5% (135/1067) and was associated with a new pregnancy [3.63 (2.13–6.20)].ConclusionsBetween 4 and 24 months postpartum UI, remission occurred in half of the cases. These postnatal UI changes were essentially related to mode of delivery and subsequent pregnancy.Tweetable abstractPostnatal urinary incontinence progression is mostly related with mode of delivery and subsequent pregnancy.
Cisplatin combined with irinotecan or etoposide for untreated extensive‐stage small cell lung cancer: A multicenter randomized controlled clinical trial
Authors: Shi Yuankai , Hu Yi , Hu Xingsheng , Li Xue , Lin Lin , Han Xiaohong 
Published: August 2015

AbstractBackgroundThis study evaluated the efficacy and safety of irinotecan/cisplatin (IP) and etoposide/cisplatin (EP) in extensive‐stage small cell lung cancer (ES‐SCLC) and the distribution of uridine diphosphate glucuronosyltransferase (UGT1A1). The relationship between UGT1A1 genotypes and patient outcomes was also assessed.MethodPatients with untreated ES‐SCLC were randomly assigned to receive either IP or EP, and blood specimens were collected to test the genotypes of UGT1A1*28 and UGT1A1*6. The association of efficacy and toxicity of an IP regimen with UGT1A1 genotype was analyzed.ResultsOf the 62 patients enrolled from three institutions, 30 patients were in the IP and 32 patients were in the EP arms, respectively. Disease control rates with IP and EP were 83.3% and 71.9%, respectively (P = 0.043). Median progression‐free survival for IP and EP were both six months. Median overall survival for IP and EP were 18.1 and 15.8 months respectively, without significant difference. Grade 3‐4 thrombocytopenia was more common with EP (18.8% vs. 6.7%; P = 0.035), while the incidence of diarrhea was higher with IP (70% vs. 15.6%; P = 0.008). The incidence of grade 1‐4 late‐onset diarrhea of wild‐type, heterozygous, and homozygous UGT1A1*28 were 65.0%, 85.7%, and 66.7%, respectively (P = 0.037). UGT1A1*28 polymorphisms, Eastern Cooperative Oncology Group performance status, and chemotherapy cycles were essential factors affecting grade 1‐4 late‐onset diarrhea in logistic regression analysis.ConclusionsThe efficacy of the IP regimen was similar to the EP regimen for untreated ES‐SCLC. UGT1A1 polymorphisms were associated with late‐onset diarrhea; however, there was no influence on efficacy.
Reexamining Growth Effects: Are All Types of Asset Growth the Same?
Authors: Cao Sean Shun 
Published: August 2015

AbstractAsset growth has been shown to be negatively associated with future returns. Cooper, Gulen, and Schill (2008) argue that an aggregation of all asset growth components as total asset (TA) growth leads to the strongest association with future negative returns. Based on their study, the literature now employs TA growth as an umbrella proxy for “the growth effect.” I hypothesize that not all types of growth imply negative future returns. Specifically, I show that growth financed by suppliers is positively associated with future performance and returns. Removing this growth component from TA growth makes it evident that the TA growth anomaly is simply a noisy manifestation of the net operating asset growth anomaly. Consequently, I suggest caution when using TA growth to control for the growth effect.
Corporate Governance and the Information Content of Earnings Announcements: A Cross‐Country Analysis
Authors: Lau Sie Ting , Shrestha Keshab , Yu Jing 
Published: August 2015

AbstractUsing firm‐level data from 23 developed markets, we document a positive association between overall firm‐level governance quality and the informativeness of earnings announcements measured by abnormal stock return variance. This finding is robust after controlling for the potential endogeneity of firm‐level corporate governance. Further analyses reveal that firms with strong governance show little evidence of earnings management, appoint Big 4 auditing firms, and attract analyst following, implying a positive link between strong corporate governance and the information quality of earnings announcements. Finally, there is some evidence that the relation between firm‐level governance and market reactions around the announcements exists only in countries characterized by a transparent information environment and strong legal investor protection.
Understanding Audit Quality: Insights from Audit Professionals and Investors
Authors: Christensen Brant E. , Glover Steven M. , Omer Thomas C. , Shelley Marjorie K. 
Published: August 2015

AbstractProjects seeking to define, measure, and evaluate audit quality are on the agendas of auditing standards setters as well as audit firms. The Public Company Accounting Oversight Board (PCAOB) currently provides information regarding audit quality through the release of inspection reports, and the Board intends to establish and report audit quality indicators. To provide additional perspective on audit quality, we obtain auditors' and investors' views, definitions, and indicators of audit quality. We find that investors' definitions of audit quality focus more on inputs to the audit process than do auditors', and that investors view the number of PCAOB deficiencies as an indicator of overall firm quality. We find a consensus that auditor characteristics may be the most important determinants of audit quality, and that restatements may be the most readily available signal of low audit quality. We relate responses to a general audit quality framework, provide support for archival audit research, and identify additional disclosures that participants suggest could signal audit quality. Taken together, we provide evidence regarding the construct of audit quality in the post‐SOX environment, evaluate many of the audit quality indicators proposed by the PCAOB, and suggest avenues for future research.
Just‐in‐Time to Save Lives: A Pilot Study of Layperson Tourniquet Application
Authors: Goolsby Craig , Branting Andrew , Chen Elizabeth , Mack Erin , Olsen Cara 
Published: August 2015

AbstractObjectivesThe objective was to determine whether just‐in‐time (JiT) instructions increase successful tourniquet application by laypersons.MethodsThis was a randomized pilot study conducted in August 2014. The study occurred at the Uniformed Services University campus in Bethesda, Maryland. A total of 194 volunteers without prior military service or medical training completed the study. The participant stood in front of a waist‐down mannequin that had an exposed leg. An observer read a scenario card aloud that described a mass casualty event. The observer then asked the participant to apply a Combat Application Tourniquet (C‐A‐T) to the mannequin. Test participants received a 4 × 6‐inch card, with JiT instructions, in addition to their C‐A‐T; controls received no instructions. Participants were randomized in a 3:1 ratio of instructions to no instructions. The study's primary outcome was the proportion of successfully applied tourniquets by participants receiving JiT instructions compared to participants not receiving instructions. Secondary outcomes included the time for successful tourniquet placement, reasons for failed tourniquet application, and participants' self‐reported willingness and comfort using tourniquets in real‐life settings.ResultsJust‐in‐time instructions more than doubled successful tourniquet placement. Participants supplied with JiT instructions placed a tourniquet successfully 44.14% of the time, compared to 20.41% of the time for controls without instructions (risk ratio = 2.16; 95% confidence interval = 1.21 to 3.87; p = 0.003).ConclusionsJust‐in‐time instructions increase laypeople's successful application of C‐A‐T. This pilot study provides evidence that JiT instructions may assist the lay public in providing effective point‐of‐injury hemorrhage control.
A Novel Clinical Protocol for Placement and Management of Indwelling Urinary Catheters in Older Adults in the Emergency Department
Authors: Mulcare Mary R. , Rosen Tony , Clark Sunday , Viswanathan Kartik , Hayes Jaime Lynn , Stern Michael E. , Flomenbaum Neal E. 
Published: August 2015

AbstractObjectivesIndwelling urinary catheters (IUCs) are placed frequently in older adults (age ≥ 65 years) in the emergency department (ED) and carry significant risks. The authors developed, implemented, and assessed a novel clinical protocol to assist ED providers with appropriate indications for placement, reassessment, and removal of IUCs in elders in the ED.MethodsA comprehensive, evidence‐based clinical protocol was built from an extensive literature review and ED provider focus groups. It was implemented at a university‐based medical center with a 20‐minute scripted slide presentation. Written surveys were administered before, after, and at 6 months to assess providers' baseline practice and the protocol's effects. Surveys included asking providers for IUC management decisions in 25 unique clinical scenarios. Rates of IUC placement and catheter‐associated urinary tract infections (CAUTIs) were compared in ED older adult patients admitted to the hospital in the 6 months before and after protocol implementation.ResultsA total of 111 ED providers participated in the all three surveys. Immediately after protocol introduction, providers anticipated that this intervention would reduce rates of IUC use and increase patient safety. At 6‐month follow‐up, 81% felt the protocol had changed their practice, and 39% reported frequently referencing the protocol. In the clinical vignettes, ED providers correctly identified the appropriate approach for IUC placement in 63% of cases at baseline with an increase of 22% (95% confidence interval [CI] = 19% to 25%) postintervention and an increase of 8% (95% CI = 6% to 12%) between baseline and 6 months. An absolute reduction in the use of IUCs of 3.5% (p < 0.001) for older adults admitted to the hospital was observed after implementation of the protocol. There were three CAUTIs attributable to the ED in the 6 months prior to implementation and none in the 6 months after.ConclusionsThis comprehensive, evidence‐based clinical protocol was well received by participants and was associated with a sustained change in self‐reported practice, as supported by a reduction in IUC placement in admitted older adults and a reduction in CAUTIs attributable to the ED for this vulnerable population over the 6‐month study period.
Iodine deficiency in a study population of pregnant women in Sweden
Authors: Granfors Michaela , Andersson Maria , Stinca Sara , Åkerud Helena , Skalkidou Alkistis , Sundström Poromaa Inger , Wikström Anna‐Karin , Filipsson Nyström Helena 
Published: August 2015

AbstractIntroductionIodine deficiency in utero may impair neurological development of the fetus. In Sweden, iodine nutrition is considered to be adequate in the general population. The aim of this study was to evaluate iodine nutrition during pregnancy in Sweden.Material and methodsIn this cross‐sectional study, the total study population (n = 459) consisted of two cohorts (Värmland County, n = 273, and Uppsala County, n = 186) of pregnant non‐smoking women without pre‐gestational diabetes mellitus or known thyroid disease before or during pregnancy. Spot urine samples were collected in the third trimester of pregnancy for median urinary iodine concentration (UIC) analysis.ResultsThe median UIC in the total study population was 98 μg/L (interquartile range 57–148 μg/L).ConclusionsAccording to WHO/UNICEF/IGN criteria, population‐based median UIC during pregnancy should be 150–249 μg/L. Thus, our results indicate insufficient iodine status in the pregnant population of Sweden. There is an urgent need for further assessments in order to optimize iodine nutrition during pregnancy.
Critical evaluation of national vital statistics: the case of preterm birth trends in Portugal
Authors: Correia Sofia , Rodrigues Teresa , Montenegro Nuno , Barros Henrique 
Published: August 2015

AbstractIntroductionUsing vital statistics, the Portuguese National Health Plan predicts that 14% of live births will be preterm in 2016. The prediction was based on a preterm birth rise from 5.9% in 2000 to 8.8% in 2009. However, the same source showed an actual decline from 2010 onwards. To assess the plausibility of national preterm birth trends, we aimed to compare the evolution of preterm birth and low birthweight rates between vital statistics and a hospital database.Material and methodsA time‐trend analysis (2004–2011) of preterm birth (<37 gestational weeks) and low birthweight (<2500 g) rates was conducted using data on singleton births from the national birth certificates (n = 801 783) and an electronic maternity unit database (n = 21 392). Annual prevalence estimates, ratios of preterm birth:low birthweight and adjusted prevalence ratios were estimated to compare data sources.ResultsAlthough the national prevalence of preterm birth increased from 2004 (5.4%), particularly between 2006 and 2009 (highest rate was 7.5% in 2007), and decreased after 2009 (5.7% in 2011), the prevalence at the maternity unit remained constant. Between 2006 and 2009, preterm birth was almost 1.4 times higher in the national statistics (using the national or the catchment region samples) than in the maternity unit, but no differences were found for low birthweight.ConclusionPortuguese preterm birth prevalence seems biased between 2006 and 2009, suggesting that early term babies were misclassified as preterm. As civil registration systems are important to support public health decisions, monitoring strategies should be taken to assure good quality data.