The Role of Technology in Enabling Sales Support

The purpose of this research is to develop a framework explaining how technology can enable sales support. Sales support technology is often used to assist salespeople with a variety of transaction activities, such as prospecting, communicating, scheduling appointments, and processing orders. Sales support technology can be categorized as automation and facilitative technology. Our framework explains when a technology is appropriate for a particular sales activity based on workload and customization. It also proposes who should use a technology based on orientation towards sales revenue or cost control goals. Then, we develop managerial recommendations and propose directions for future research

What Tattoos Tell Customers About Salespeople: The Role of Gender Norms

This study looks at how the meaning of visible tattoos impacts customer ratings of salespeople. Given the prevalence of tattoos, sales managers can no longer have a no tattoo policy. As such, they must understand how customers view different types of tattoos on salespeople. To this end, we examine the meaning and appropriateness of highly masculine and highly feminine tattoos on salespeople in two industries, real estate and automobile sales. Overall, people with tattoos trust and are more willing to work with tattooed salespeople than people who do not have tattoos. Furthermore, salespeople with masculine tattoos are considered more masculine than salespeople with feminine tattoos. People view feminine tattoos more positively than masculine tattoos. As such, customers trust and are more willing to work with saleswomen who have feminine tattoos. These effects are diminished for salesmen because feminine tattoos are gender inconsistent

Collecting Samples From Online Services: How to Use Screeners to Improve Data Quality

Increasingly, marketing and consumer researchers rely on online data collection services. While actively-managed data collection services directly assist with the sampling process, minimally-managed data collection services, such as Amazon’s Mechanical Turk (MTurk), leave researchers solely responsible for recruiting, screening, cleaning, and evaluating responses. The research reported here proposes a 2 × 2 framework based on sampling goal and methodology for screening and evaluating the quality of online samples. By sampling goals, screeners can be categorized as selection, which involves matching the sample with the targeted population; or as accuracy, which involves ensuring that participants are appropriately attentive. By methodology, screeners can be categorized as direct, which screens individual responses; and as statistical, which provides quantitative signals of low quality. Multiple screeners for each of the four categories are compared across three MTurk samples, two actively-managed data collection samples (Qualtrics and Dynata), and a student sample. The results suggest the need for screening in every online sample, particularly for the MTurk samples, with the fewest supplier-provided filters. Recommendations are provided for researchers and journal reviewers that provide greater transparency with respect to sample practices

What is the structure of the Roper resonance?

We investigate the structure of the nucleon resonance N^*(1440) (Roper) within a coupled-channel meson exchange model for pion-nucleon scattering. The coupling to pipiN states is realized effectively by the coupling to the sigmaN, piDelta and rhoN channels. The interaction within and between these channels is derived from an effective Lagrangian based on a chirally symmetric Lagrangian, which is supplemented by well known terms for the coupling of the Delta isobar, the omega meson and the 'sigma', which is the name given here to the strong correlation of two pions in the scalar-isoscalar channel. In this model the Roper resonance can be described by meson-baryon dynamics alone; no genuine N^*(1440) (3 quark) resonance is needed in order to fit piN phase shifts and inelasticities.Comment: 55 pages, 14 figure

Clinical impairment in premanifest and early Huntington's disease is associated with regionally specific atrophy.

TRACK-HD is a multicentre longitudinal observational study investigating the use of clinical assessments and 3-Tesla magnetic resonance imaging as potential biomarkers for future therapeutic trials in Huntington's disease (HD). The cross-sectional data from this large well-characterized dataset provide the opportunity to improve our knowledge of how the underlying neuropathology of HD may contribute to the clinical manifestations of the disease across the spectrum of premanifest (PreHD) and early HD. Two hundred and thirty nine gene-positive subjects (120 PreHD and 119 early HD) from the TRACK-HD study were included. Using voxel-based morphometry (VBM), grey and white matter volumes were correlated with performance in four domains: quantitative motor (tongue force, metronome tapping, and gait); oculomotor [anti-saccade error rate (ASE)]; cognition (negative emotion recognition, spot the change and the University of Pennsylvania smell identification test) and neuropsychiatric measures (apathy, affect and irritability). After adjusting for estimated disease severity, regionally specific associations between structural loss and task performance were found (familywise error corrected, P < 0.05); impairment in tongue force, metronome tapping and ASE were all associated with striatal loss. Additionally, tongue force deficits and ASE were associated with volume reduction in the occipital lobe. Impaired recognition of negative emotions was associated with volumetric reductions in the precuneus and cuneus. Our study reveals specific associations between atrophy and decline in a range of clinical modalities, demonstrating the utility of VBM correlation analysis for investigating these relationships in HD

The reaction pi+ p --> K+ Sigma+ in a unitary coupled-channels model

Elastic pi N scattering and the reaction pi+ p --> K+ Sigma+ are described simultaneously in a unitary coupled-channels approach which respects analyticity. SU(3) flavor symmetry is used to relate the t- and u-channel exchanges that drive the meson-baryon interaction in the different channels. Angular distributions, polarizations, and spin-rotation parameters are compared with available experimental data. The pole structure of the amplitudes is extracted from the analytic continuation.Comment: 43 pages, 15 figures, Version accepted for publication in Nuclear Physics

LSST: from Science Drivers to Reference Design and Anticipated Data Products

(Abridged) We describe here the most ambitious survey currently planned in the optical, the Large Synoptic Survey Telescope (LSST). A vast array of science will be enabled by a single wide-deep-fast sky survey, and LSST will have unique survey capability in the faint time domain. The LSST design is driven by four main science themes: probing dark energy and dark matter, taking an inventory of the Solar System, exploring the transient optical sky, and mapping the Milky Way. LSST will be a wide-field ground-based system sited at Cerro Pach\'{o}n in northern Chile. The telescope will have an 8.4 m (6.5 m effective) primary mirror, a 9.6 deg$^2$ field of view, and a 3.2 Gigapixel camera. The standard observing sequence will consist of pairs of 15-second exposures in a given field, with two such visits in each pointing in a given night. With these repeats, the LSST system is capable of imaging about 10,000 square degrees of sky in a single filter in three nights. The typical 5$\sigma$ point-source depth in a single visit in $r$ will be $\sim 24.5$ (AB). The project is in the construction phase and will begin regular survey operations by 2022. The survey area will be contained within 30,000 deg$^2$ with $\delta<+34.5^\circ$, and will be imaged multiple times in six bands, $ugrizy$, covering the wavelength range 320--1050 nm. About 90\% of the observing time will be devoted to a deep-wide-fast survey mode which will uniformly observe a 18,000 deg$^2$ region about 800 times (summed over all six bands) during the anticipated 10 years of operations, and yield a coadded map to $r\sim27.5$. The remaining 10\% of the observing time will be allocated to projects such as a Very Deep and Fast time domain survey. The goal is to make LSST data products, including a relational database of about 32 trillion observations of 40 billion objects, available to the public and scientists around the world.Comment: 57 pages, 32 color figures, version with high-resolution figures available from https://www.lsst.org/overvie

The state of the Martian climate

60°N was +2.0°C, relative to the 1981–2010 average value (Fig. 5.1). This marks a new high for the record. The average annual surface air temperature (SAT) anomaly for 2016 for land stations north of starting in 1900, and is a significant increase over the previous highest value of +1.2°C, which was observed in 2007, 2011, and 2015. Average global annual temperatures also showed record values in 2015 and 2016. Currently, the Arctic is warming at more than twice the rate of lower latitudes

Genomic, Pathway Network, and Immunologic Features Distinguishing Squamous Carcinomas

This integrated, multiplatform PanCancer Atlas study co-mapped and identified distinguishing molecular features of squamous cell carcinomas (SCCs) from five sites associated with smokin