Generalizing about trade show effectiveness: a cross-national comparison.

Trade shows are a multi-billion dollar business in the US and the UK, but little is known about the determinants of trade show effectiveness. In this paper, we build a model that explains differences in trade show effectiveness across industries, across companies and across two countries. We focus on the differences in trade show effectiveness measured in a similar way across similar samples of 171 US and 135 UK firm-show experiences between 1980 and 1991. While the similarities outweigh the differences, we find evidence that trade shows are viewed differently by exhibitors and attendees in these two countries. We are able to make substantial generalizations about the effect of various show selection (go-not go) variables (booth size, personnel, etc.) on observed performance. We discuss the implications of our research for developing benchmarks for trade show performance and for better global management of the business marketing communications mix.Effectiveness; Trade;

The sales lead black hole: On sales reps' follow-up of marketing leads

The sales lead black hole-the 70% of leads generated by marketing departments that sales representatives do not pursue-may result from competing demands on sales reps' time. Using the motivation-opportunity-ability framework, the authors consider factors that influence sales reps' pursuit (or lack thereof) of marketing and selfgenerated leads. The proportion of time that sales reps devote to marketing leads depends on organizational lead prequalification and managerial tracking processes (extrinsic motivation), as well as marketing lead volume (opportunity), and sales rep experience and performance (ability). Consistent with a person-situation framework, individual sales rep factors should also moderate the influence of organizational processes on lead follow-up. Data from 461 sales reps employed by four firms confirm that as sales reps' experience increases, their responses to managerial tracking of lead follow-up and marketing lead volume decrease; responses to the quality of the lead prequalification process increase. As sales reps' performance improves, their response to the volume of marketing leads increases, but their response to managerial tracking decreases. The interplay of individual sales reps' abilities and organizational marketing and sales processes explains differences in sales reps' follow-up of marketing leads.' © 2013, American Marketing Association

Optimal management of an insurer's exposure in a competitive general insurance market

The qualitative behavior of the optimal premium strategy is determined for an insurer in a finite and an infinite market using a deterministic general insurance model. The optimization problem leads to a system of forward-backward differential equations obtained from Pontryagin’s Maximum Principle. The focus of the modelling is on how this optimization problem can be simplified by the choice of demand function and the insurer’s objective. Phase diagrams are used to characterize the optimal control. When the demand is linear in the relative premium, the structure of the phase diagram can be determined analytically. Two types of premium strategy are identified for an insurer in an infinite market, and which is optimal depends on the existence of equilibrium points in the phase diagram. In a finite market there are four more types of premium strategy, and optimality depends on the initial exposure of the insurer and the position of a saddle point in the phase diagram. The effect of a nonlinear demand function is examined by perturbing the linear price function. An analytical optimal premium strategy is also found using inverse methods when the price function is nonlinear

Screen-based identification and validation of four new ion channels as regulators of renal ciliogenesis

©2015. To investigate the contribution of ion channels to ciliogenesis, we carried out a small interfering RNA (siRNA)-based reverse genetics screen of all ion channels in the mouse genome in murine inner medullary collecting duct kidney cells. This screen revealed four candidate ion channel genes: Kcnq1, Kcnj10, Kcnf1 and Clcn4. We show that these four ion channels localize to renal tubules, specifically to the base of primary cilia. We report that human KCNQ1 Long QT syndrome disease alleles regulate renal ciliogenesis; KCNQ1-p. R518X, -p.A178T and -p.K362R could not rescue ciliogenesis after Kcnq1-siRNA-mediated depletion in contrast to wild-type KCNQ1 and benign KCNQ1-p.R518Q, suggesting that the ion channel function of KCNQ1 regulates ciliogenesis. In contrast, we demonstrate that the ion channel function ofKCNJ10 is independent of its effect on ciliogenesis. Our data suggest that these four ion channels regulate renal ciliogenesis through the periciliary diffusion barrier or the ciliary pocket, with potential implication as genetic contributors to ciliopathy pathophysiology. The new functional roles of a subset of ion channels provide new insights into the disease pathogenesis of channelopathies, which might suggest future therapeutic approaches

Soft systems methodology: a context within a 50-year retrospective of OR/MS

Soft systems methodology (SSM) has been used in the practice of operations research and management science OR/MS) since the early 1970s. In the 1990s, it emerged as a viable academic discipline. Unfortunately, its proponents consider SSM and traditional systems thinking to be mutually exclusive. Despite the differences claimed by SSM proponents between the two, they have been complementary. An extensive sampling of the OR/MS literature over its entire lifetime demonstrates the richness with which the non-SSM literature has been addressing the very same issues as does SSM

Good practices for a literature survey are not followed by authors while preparing scientific manuscripts

The number of citations received by authors in scientific journals has become a major parameter to assess individual researchers and the journals themselves through the impact factor. A fair assessment therefore requires that the criteria for selecting references in a given manuscript should be unbiased with respect to the authors or the journals cited. In this paper, we advocate that authors should follow two mandatory principles to select papers (later reflected in the list of references) while studying the literature for a given research: i) consider similarity of content with the topics investigated, lest very related work should be reproduced or ignored; ii) perform a systematic search over the network of citations including seminal or very related papers. We use formalisms of complex networks for two datasets of papers from the arXiv repository to show that neither of these two criteria is fulfilled in practice

Stagnant ice and age modelling in the Dome C region, Antarctica

The European Beyond EPICA project aims to extract a continuous ice core of up to 1.5 Ma, with a maximum age density of 20 kyr m-1 at Little Dome C (LDC). We present a 1D numerical model which calculates the age of the ice around Dome C. The model inverts for basal conditions and accounts either for melting or for a layer of stagnant ice above the bedrock. It is constrained by internal reflecting horizons traced in radargrams and dated using the EPICA Dome C (EDC) ice core age profile. We used three different radar datasets ranging from a 10 000 km2 airborne survey down to 5 km long ground-based radar transects over LDC. We find that stagnant ice exists in many places, including above the LDC relief where the new Beyond EPICA drill site (BELDC) is located. The modelled thickness of this layer of stagnant ice roughly corresponds to the thickness of the basal unit observed in one of the radar surveys and in the autonomous phase-sensitive radio-echo sounder (ApRES) dataset. At BELDC, the modelled stagnant ice thickness is 198±44 m and the modelled oldest age of ice is 1.45±0.16 Ma at a depth of 2494±30 m. This is very similar to all sites situated on the LDC relief, including that of the Million Year Ice Core project being conducted by the Australian Antarctic Division. The model was also applied to radar data in the area 10-15 km north of EDC (North Patch), where we find either a thin layer of stagnant ice (generally <60 m) or a negligible melt rate (<0.1 mm yr-1). The modelled maximum age at North Patch is over 2 Ma in most places, with ice at 1.5 Ma having a resolution of 9-12 kyr m-1, making it an exciting prospect for a future Oldest Ice drill site

Ten-year trends in epidemiology and outcomes of pediatric kidney replacement therapy in Europe : data from the ESPN/ERA-EDTA Registry

Background For 10 consecutive years, the ESPN/ERA-EDTA Registry has included data on children with stage 5 chronic kidney disease (CKD 5) receiving kidney replacement therapy (KRT) in Europe. We examined trends in incidence and prevalence of KRT and patient survival. Methods We included all children agedPeer reviewe