bluuebunny/crossref_metadata_2025_split huggingface dataset:
Pricing myopia: do leading companies capture the full value of their pricing strategies?
Authors: Carricano Manu 
Published: February 2014

Purpose
– Many companies lack insights or fact-based support for the pricing decisions they make in an increasingly complex environment. In order to optimize their pricing process, managers need to identify key indicators that may influence the performance of their decisions. The purpose of this paper is to report an investigation of pricing determinants in large companies manufacturing capital goods in France. First a conceptual framework is proposed, in order to fill several gaps identified in the literature on pricing practices and more precisely by operating a distinction between environmental variables (determinants), decision making (pricing strategy and price and product-line structures) and its consequence in terms of price level.

Design/methodology/approach
– The author conducted an empirical research on the determinants of the pricing process. This study consistedof a questionnaire survey addressed to pricing managers (or executives in charge of pricing) in 98 of the largest manufacturing companies in France about their new-product pricing decision-making process.

Findings
– The author studies environmental determinants and their influence on the pricing and describes the structure of pricing determinants as a five dimensions construct: market-based, value-based, position-based, competition-based and production-based. The results show that firms rely on environmental determinants as indicators of their pricing flexibility. These indicators operate as pricing levers: a good position on these variables gives firms more pricing power. But in the vast majority of the cases, companies extensively relied on competitive conditions instead of taking advantage of a favorable position, described as pricing myopia.

Originality/value
– This paper describes current pricing practices in leading companies with key informants (mainly pricing managers) highly involved in the pricing decision process, and contrasts two pricing orientations, pricing power vs pricing myopia.
Management of customer assets for increased value capture in business markets
Authors: Nenonen Suvi , Storbacka Kaj 
Published: February 2014

Purpose
– The last two decades have seen a surge of interest in the concept of value in business markets. Furthermore, extant literature suggests that value capture can be conceptualized as the return on the firm's customer assets. However, the existing customer asset management literature has a strong bias towards consumer markets. Thus, the purpose of this paper is to create a conceptual framework for managing customer assets for improved value capture in a business market context, and to illustrate the use of the framework empirically.

Design/methodology/approach
– The authors approach the topic with conceptual development and a longitudinal case illustration from a globally operating forestry product firm.

Findings
– The findings of the study indicate that B2B firms can increase their value capture by dividing their customer base into customer portfolios, which are managed with differentiated customer management concepts targeted to increase the economic profit contribution of each customer portfolio.

Practical implications
– The business practitioners in B2B contexts are likely to find the proposed customer portfolio approach to managing the customer assets more approachable than the prevailing customer lifetime models. In order to gain maximum value capture benefits from portfolio-specific customer management concepts, they should be approached cross-functionally instead of limiting them to the domains of marketing and sales.

Originality/value
– The study contributes to literature on value capture and customer asset management by providing a framework for managing customer assets for increased value capture that is applicable to business markets and circumvents the majority of challenges associated with the customer lifetime value models.
Pricing capabilities: the design, development, and validation of a scale
Authors: Liozu Stephan , Hinterhuber Andreas 
Published: February 2014

Purpose
– The literature has paid increased attention to pricing capabilities as a set of distinctive, complex activities, routines, and processes that drive company performance. Despite this emphasis, little research has addressed the pricing-capabilities construct itself, and no accepted measure of pricing capabilities exists. The purpose of this paper, therefore, is to document the design, development, and validation of a dedicated pricing-capabilities scale, PRICECAP.

Design/methodology/approach
– Qualitative plus three quantitative surveys.

Findings
– The present research describes the development of a ten-item measure, PRICECAP, that can be used to assess organizational capabilities related to pricing.

Research limitations/implications
– The reliability and validity of the scales were assessed through three separate quantitative studies using exploratory and confirmatory analysis. The PRICECAP scale has a variety of potential applications and can serve as a framework for future empirical research in marketing theory as well as an instrument to assess, compare, and develop pricing capabilities in marketing practice.

Originality/value
– Empirical research has provided scales to measure value creation but a scale to measure value capture – i.e. pricing – capabilites is lacking. This study covers this gap and provides a new, parsimonious, ten-item construct to measure pricing capabilities.
Determinants of corporate foreign exchange risk hedging
Authors: Chong Lee-Lee , Chang Xiao-Jun , Tan Siow-Hooi 
Published: February 2014

Purpose– The purpose of this study is to delineate the factors influencing the use of financial derivatives by non-financial firms in managing their exchange rate exposure. In total, 219 non-financial firms are surveyed in regard to their financial hedging decision.Design/methodology/approach– This study is conducted via a survey and the questionnaires were sent to the treasurers and financial controller of the firms. Descriptive analysis is employed to assess the profiles of the respondents. Then, factor analysis is carried out to determine the factors influencing the use of financial derivatives in Malaysia.Findings– The results indicate that the hedging decision of non-financial firms is influenced by their assertive level toward the market and regulators and also how flexible they are for derivative instruments. The intellectual capability that firms acquire to perform hedging strategies is also vital in influencing them to make hedging decision.Practical implications– The insights of this survey would assist and prepare firms to hedge their exchange rate risk by employing financial derivatives. Knowing the influences of firms' adoption of currency derivatives would allow policy makers to formulate their policies in boosting the liquidity of Malaysian derivative market.Originality/value– This study presents findings on the factors influencing the execution of financial hedging by non-financial firms in Malaysia. Survey data are used to seek for the feedback from the market players in order to provide empirical evidence on the corporate use of financial hedging.
A loop diagram pedagogy: seeing the unseen in the forward market efficiency hypothesis
Authors: Jitmaneeroj Boonlert 
Published: February 2014

Purpose
– In an introductory finance course, business school students often report difficulty in dealing with several variables and regression equations in testing the forward market efficiency and its relevant hypotheses: forward rate unbiasedness, rational expectations, risk neutrality and homogeneous expectations. The paper aims to discuss these issues.

Design/methodology/approach
– Although each of these hypotheses may be relatively easy to understand one by one, it is harder to see their linkages. Thus, the author develops the loop diagram for supplementing traditional instruction methods.

Findings
– The author finds that a significant majority of students prefer the loop diagram approach. Furthermore, students using loop diagram display more understanding of the forward market efficiency than those with access to a conventional instruction.

Originality/value
– The loop diagram provides students a simple visual aid for formulating a complete set of regressions and enables them to analyze a richer set of relationships between several hypotheses than what they typically see in finance textbooks.
Information asymmetry in high potential programs
Authors: Dries Nicky , De Gieter Sara 
Published: February 2014

Purpose
– The purpose of this paper is to examine the implicit beliefs both high potentials and HR directors hold about the terms of the exchange relationship between high potential employees and their organizations. The paper positions the study within the framework of the psychological contract, exploring specifically whether strategic ambiguity and information asymmetries in high potential programs create a heightened risk of psychological contract breach.

Design/methodology/approach
– A total of 20 high potentials and 11 HR directors from nine different organizations were interviewed. Open and axial coding of the qualitative data was performed by three raters.

Findings
– Information asymmetry in high potential programs, indeed, poses a potential risk for psychological contract breach. Although strategic ambiguity can be an effective communication strategy in that it creates a power imbalance in favor of the organization, at all times a delicate balance must be maintained between leaving room for flexibility and intuitive decision making, and creating perceived promises in high potential employees that are subsequently broken. In fact, through information asymmetry organizations run the risk of achieving the exact opposite of the goals they had for their high potential programs in the first place.

Originality/value
– Hardly any research has been done on the psychological effects of identifying a very small proportion of an organization's workforce as high potentials. In addition, research contrasting employee and employer beliefs about psychological contract terms is scarce.
Reconstructing the gravity gradient anomaly field from surveys with wide line spacing using equivalent source processing: an error analysis
Authors: Barnes Gary 
Published: February 2014

ABSTRACTWhen anomalous gravity gradient signals provide a large signal‐to‐noise ratio, airborne and marine surveys can be considered with wide line spacing. In these cases, spatial resolution and sampling requirements become the limiting factors for specifying the line spacing, rather than anomaly detectability. This situation is analysed by generating known signals from a geological model and then sub‐sampling them using a simulated airborne gravity gradient survey with a line spacing much wider than the characteristic anomaly size. The data are processed using an equivalent source inversion, which is used subsequently to predict and grid the field in‐between the survey lines by means of forward calculations. Spatial and spectral error analysis is used to quantify the accuracy and resolution of the processed data and the advantages of acquiring multiple gravity gradient components are demonstrated. With measurements of the full tensor along survey lines spaced at 4 × 4 km, it is shown that the vertical gravity gradient can be reconstructed accurately over a bandwidth of 2 km with spatial root‐mean square errors less than 30%. A real airborne full‐tensor gravity gradient survey is presented to confirm the synthetic analysis in a practical situation.
Fear of childbirth in nulliparous and multiparous women: a population‐based analysis of all singleton births in Finland in 1997–2010
Authors: Räisänen S , Lehto SM , Nielsen HS , Gissler M , Kramer MR , Heinonen S 
Published: February 2014

ObjectiveTo identify risk factors for fear of childbirth (FOC) according to parity and socioeconomic status, and to evaluate associations between FOC and adverse perinatal outcomes.DesignA cohort study.SettingThe Finnish Medical Birth Register.PopulationAll 788 317 singleton births during 1997–2010 in Finland.MethodsFear of childbirth was defined according to the International Classification of Diseases code O99.80, and its associations with several risk factors and perinatal outcomes were analysed by multivariable logistic regression.Main outcome measuresPrevalence of, risk factors for and outcomes of FOC.ResultsFear of childbirth was experienced by 2.5% of nulliparous women and 4.5% of multiparous women. The strongest risk factors for FOC in nulliparous women were depression [adjusted odds ratio (aOR), 6.35; 95% confidence interval (CI), 5.25–7.68], advanced maternal age (aOR, 3.78; 95% CI, 3.23–4.42) and high or unspecified socioeconomic status. In multiparous women, the strongest risk factors for FOC were depression (aOR, 5.47; 95% CI, 4.67–6.41), previous caesarean section (CS) (aOR, 3.02; 95% CI, 2.93–3.11) and high or unspecified socioeconomic status. Among both nulliparous and multiparous women, FOC was associated with higher rates of CS (3.3‐fold and 4.5‐fold higher, respectively) and a lower incidence of low birthweight (<2500 g), small for gestational age babies, preterm birth and low Apgar scores at 1 minute.ConclusionsHigh and unspecified socioeconomic status, advanced maternal age and depression are predisposing factors for FOC regardless of parity. Among multiparous women, a previous CS increases vulnerability to FOC. FOC is associated with increased rates of CS, but does not adversely affect other pregnancy outcomes.
The impact of human papillomavirus genotype on colposcopic appearance: a cross‐sectional analysis
Authors: van der Marel J , van Baars R , Quint WGV , Berkhof J , del Pino M , Torné A , Ordi J , Wentzensen N , Schiffman M , van de Sandt MM , Lindeman J , Jenkins D , Helmerhorst TJM , Verheijen RHM , ter Harmsel B , Alonso I 
Published: February 2014

ObjectiveTo study colposcopic performance in diagnosing high‐grade cervical intraepithelial neoplasia or cervical cancer (CIN2+ and CIN3+) using colposcopic characteristics and high‐risk human papillomavirus (hrHPV) genotyping.DesignCross‐sectional multicentre study.SettingTwo colposcopy clinics in The Netherlands and Spain.PopulationSix hundred and ten women aged 17 years and older referred for colposcopy because of abnormal cytology.MethodsA cervical smear was obtained. Colposcopists identified the worst lesion, graded their impression and scored the colposcopic characteristics of the lesions. Up to four biopsies were collected, including one biopsy from visually normal tissue.Main outcome measuresCIN2+ and CIN3+, positive for HPV16 or other high‐risk HPV types (non‐16 hrHPV‐positive).ResultsThe mean age in HPV16‐positive CIN2+ women was 35.1 years compared with 39.1 years in women with other hrHPV types (P = 0.002). Sensitivity for colposcopy to detect CIN2+ was 87.9% (95%CI 83.2–91.5), using colposcopic cut‐off of ‘any abnormality’. The remaining CIN2+ were found by a biopsy from visually normal tissue or endocervical curettage (ECC). Detection of CIN2+ by lesion‐targeted biopsies was not different between HPV16‐positive women [119/135; 88.1% (95%CI 81.2–92.9)] and non‐16 hrHPV‐positive women [100/115; 87.0% (95%CI 79.1–92.3); P = 0.776]. In multivariate analysis, ‘acetowhitening’ [odds ratio (OR) 1.91, 95%CI 1.56–3.17], ‘time of appearance’ (OR 1.95, 95%CI 1.21–3.15) and ‘lesion >25% of visible cervix’ (OR 2.25, 95%CI 1.44–3.51) were associated with CIN2+.ConclusionsIn this population following European screening practice, HPV16‐related CIN2+ lesions were detected at younger age and showed similar colposcopic impression as non‐16 hrHPV high‐grade lesions. There was no relationship between any of the colposcopic characteristics and HPV16 status.
Melatonin Reduces Tachycardia in Postural Tachycardia Syndrome: A Randomized, Crossover Trial
Authors: Green Elizabeth A. , Black Bonnie K. , Biaggioni Italo , Paranjape Sachin Y. , Bagai Kanika , Shibao Cyndya , Okoye Mirian C. , Dupont William D. , Robertson David , Raj Satish R. 
Published: February 2014

SummaryBackgroundPostural tachycardia syndrome (POTS) induces disabling chronic orthostatic intolerance with an excessive increase in heart rate (HR) upon standing, and many POTS patients have a hyperadrenergic state. Medications that restrain HR are a promising approach to this problem.ObjectiveWe tested the hypothesis that melatonin will attenuate the tachycardia and improve symptom burden in patients with POTS.MethodsPatients with POTS (n = 78) underwent acute drug trials with melatonin 3 mg orally and placebo, on separate mornings, in a randomized crossover design. Blood pressure, HR, and symptoms were assessed while seated and after standing for up to 10 min prior to, and hourly for 4 h following study drug administration.ResultsThe reduction in standing HR was significantly greater 2 h after melatonin compared with placebo (P = 0.017). There was no significant difference in the reduction of systolic blood pressure between melatonin and placebo, either with standing or while seated. The symptom burden was not improved with melatonin compared with placebo.ConclusionOral melatonin produced a modest decrease in standing tachycardia in POTS. Further research is needed to determine the effects of regular night‐time use of this medication in POTS.
Three‐dimensional analysis of the early development of the dentition
Authors: Peterkova R , Hovorakova M , Peterka M , Lesot H 
Published: February 2014

AbstractTooth development has attracted the attention of researchers since the 19th century. It became obvious even then that morphogenesis could not fully be appreciated from two‐dimensional histological sections. Therefore, methods of three‐dimensional (3D) reconstructions were employed to visualize the surface morphology of developing structures and to help appreciate the complexity of early tooth morphogenesis. The present review surveys the data provided by computer‐aided 3D analyses to update classical knowledge of early odontogenesis in the laboratory mouse and in humans. 3D reconstructions have demonstrated that odontogenesis in the early stages is a complex process which also includes the development of rudimentary odontogenic structures with different fates. Their developmental, evolutionary, and pathological aspects are discussed. The combination of in situ hybridization and 3D reconstruction have demonstrated the temporo‐spatial dynamics of the signalling centres that reflect transient existence of rudimentary tooth primordia at loci where teeth were present in ancestors. The rudiments can rescue their suppressed development and revitalize, and then their subsequent autonomous development can give rise to oral pathologies. This shows that tooth‐forming potential in mammals can be greater than that observed from their functional dentitions. From this perspective, the mouse rudimentary tooth primordia represent a natural model to test possibilities of tooth regeneration.
Three‐dimensional analysis of molar development in the mouse from the cap to bell stage
Authors: Lesot H , Hovorakova M , Peterka M , Peterkova R 
Published: February 2014

AbstractDuring four days of prenatal development in the mouse, the morphology of the first lower molar moves from the early cap to the bell stage. Five phenomena characterize this period: growth of the tooth germ; development of the cervical loop; histogenesis of the enamel organ; folding of the epithelial‐mesenchymal junction associated with cusp formation; and change in cellular heterogeneity in the mesenchyme. All these processes are controlled by epithelial‐mesenchymal interactions.These complex histo‐morphogenetic events have been documented using histological sections and 3D reconstructions. When combined with functional tests in vitro, this approach allowed searching for possible relationships between simultaneous changes occurring in both the epithelial and ecto‐mesenchymal compartments.Parallel changes that occur in the two tissues could result from different mechanisms, as illustrated by the increasing number of pre‐odontoblasts and pre‐ameloblasts during crown growth. Cell division was involved mainly in the ecto‐mesenchyme, while proliferation and cell re‐organization occurred in the inner dental epithelium. 3D reconstructions also raised still unsolved questions, such as the possible relationship between cusp size and spatial specification of cell kinetic parameters, changes in cell position within the inner dental epithelium, and tracing cell migration in the mesenchyme during development.
Dental management of patients irradiated for head and neck cancer
Authors: Beech N , Robinson S , Porceddu S , Batstone M 
Published: February 2014

AbstractPatients undergoing radiation therapy as either primary, adjuvant, combination therapy or palliative management of head and neck malignancies are prone to a range of dental complications. Strategies for prevention and management of such complications may be controversial. This article aims to highlight the current understanding and management of the dental needs for patients before, during and after radiation therapy.
Periodontal disease and dental caries among Indigenous Australians living in the Northern Territory, Australia
Authors: Kapellas K , Skilton MR , Maple‐Brown LJ , Do LG , Bartold PM , O'Dea K , Brown A , Celermajer DS , Jamieson LM 
Published: February 2014

AbstractBackgroundThe aim of this study was to describe the caries experience and severity of periodontal disease in a convenience sample of Indigenous Australians living in the Northern Territory.MethodsData were gathered via self‐reported questionnaire and dental examination by calibrated examiners. Socio‐demographic characteristics were compared with data from the 2011 Australian census while prevalence of periodontal disease and dental caries was compared against weighted estimates from the National Survey of Adult Oral Health 2004–2006. In each comparison, non‐overlapping 95% confidence intervals inferred a significant difference. Within‐study comparisons were assessed via chi‐square, t‐tests and analysis of variance for differences among study participants.ResultsA total of 312 Indigenous Australian participants provided completed data (average age 39.5 ± 10.5 years, 174 males). Of these, 87.5% were confirmed periodontitis cases; 3.5 times that of national‐level estimates. The experience of untreated caries was five times that of national estimates (mean decayed 3.0 versus 0.6). Periodontitis case status was positively associated with older age, male gender and presence of diabetes.ConclusionsPeriodontal disease and untreated caries were significantly more prevalent in this sample of Indigenous Australians compared to the general Australian population. The prevalence of periodontal disease was markedly higher than that previously described for Indigenous Australians.
Hyposalivation in a 16‐year‐old girl: a case of salivary gland aplasia
Authors: Frydrych AM , Koong B 
Published: February 2014

AbstractSalivary gland aplasia is a rare condition with only a small number of cases reported worldwide. It is more commonly seen in males and can occur either in isolation or association with other defects or syndromes. It may or may not occur with a hereditary background. Scant literature exists detailing the status of sublingual salivary glands in patients with any form of major salivary gland aplasia. This case report describes the clinical and magnetic resonance imaging presentation of a 16‐year‐old girl with major salivary gland aplasia detailing the status of all six major salivary glands.