Teorías de la motivación humana aplicadas al ámbito de la venta personal

Para cualquier empresa resulta esencial la necesidad de motivar a todo miembro de la organización para la búsqueda de la excelencia en la perfecta y entusiasta realización de la tarea encomendada. Si además nos referimos a la gestión de las ventas, se añaden aquellas derivadas de sus particulares características diferenciales: cualificación, temple y, especialmente, la capacidad de soportar la presión. A su vez, el vendedor debe estar lo suficientemente motivado para ser capaz de motivar a terceros a tomar decisiones que impliquen ciertas dosis de compromiso y riesgo. El presente trabajo pretende revisar las principales teorías de la motivación aplicadas al ámbito de la fuerza de ventas, como herramienta para la búsqueda de la profesionalización de su gestión comercial por objetivos.For any company is essential the need to motivate every member of the organization for the search of the excellence in the perfect and enthusiast development of the task to realizing. In addition, if we refer to the sales management, it is necessary to add its differential characteristics: qualification, control and, specially, the aptitude to support the pressure. At the same time, the salesman must be the sufficiently motivated to transmit this motivation to others in order to take compromised and risked decisions. The purpose of this task is to review the main motivation theories of the sales force, to obtain a professional commercial management by objectives

Retreatment Predictions in Odontology by means of CBR Systems

The field of odontology requires an appropriate adjustment of treatments according to the circumstances of each patient. A follow-up treatment for a patient experiencing problems from a previous procedure such as endodontic therapy, for example, may not necessarily preclude the possibility of extraction. It is therefore necessary to investigate new solutions aimed at analyzing data and, with regard to the given values, determine whether dental retreatment is required. In this work, we present a decision support system which applies the case-based reasoning (CBR) paradigm, specifically designed to predict the practicality of performing or not performing a retreatment. Thus, the system uses previous experiences to provide new predictions, which is completely innovative in the field of odontology. The proposed prediction technique includes an innovative combination of methods that minimizes false negatives to the greatest possible extent. False negatives refer to a prediction favoring a retreatment when in fact it would be ineffective. The combination of methods is performed by applying an optimization problem to reduce incorrect classifications and takes into account different parameters, such as precision, recall, and statistical probabilities. The proposed system was tested in a real environment and the results obtained are promising

Three Essays in Executive Compensation.

This thesis investigates three theoretical problems in executive compensation literature. They involve extension of a standard principal-agent model, incorporating taxation into the valuation of executive stock options, and the pricing of executive stock options in the presence of managerial effort. Empirical literature has long addressed the endogeneity of capital structure and executive compensation. Yet few models, which optimally determine executive compensation, explicitly introduce capital structure choice. Chapter 2 proposes a principal-agent model in which the capital structure, compensation and managerial actions are simultaneously determined. Based on our numerical results leverage has two effects on managerial actions. One is to discipline the manager and the other is to replace the incentive effect of compensation. Two such effects exist because volatility is chosen by the manager. The basic model is also extended to include debt-like compensation. Our results show that for a given leverage level rewarding the manager with debt makes her work harder but take less risk. But. debt, compensation cannot limit risk neutral shareholders' risk appetite; we hence conclude that only a combination of capital and pay regulation, which restricts both risk-taking of shareholders and incentives of the manager, can significantly reduce the firm's risk. Taxation is an important consideration in the design of executive (and employee) compensation. It directly affects the firm's revenue as well as the executive's after tax income. Once the compensation is granted, taxes also affect the early exercise strategy of the components of the compensation. Chapter 3 explores the executive (and employees) compensation with tax. Specifically, we build a tax-inclusive valuation model,. The new feature of the model is an addition of a tax decision, which allows the executive (and employees) to optimally sell stock to maximize after-tax terminal utility. The stock selling decision is very similar to an option exercise decision. The valuation model essentially has two embedded options: one option is when to exercise the stock option and the other option is when to sell the stock. This new feature allows different exercise policies for executive stock options under different tax schemes. We apply the model to the US and the UK tax system. The findings suggest that restricted stock is the preferred form of compensation in the US. In the UK, restricted stock is only preferred when the executive has low wealth. We also investigate incentives of a special tax scheme - section 83b election - which gives employees a choice to pay income tax at grant date. This voluntary election allows the executive to accelerate tax on restricted stock. Our results suggest that 83b election is not optimal for the manager, who would get double-taxed. And it is not optimal for the issuing firm either, as restricted stock without the election can provide higher incentives at lower cost. The value of executive stock options (ESOs) should depend on the manager's ability to influence firm value. ESOs are granted under the assumption that the executive could make the firm value increase. However, ESOs are always valued with no managerial influence. Chapter 4 examines valuation of ESOs, with the assumption that the manager can influence the firm value via her effort choice. The manager influences stock prices by exerting effort, which increases the firm's stock expected return. Effort leads to a disutility (which can be regarded as effort cost) to the risk-averse, utility-maximizing manager. In addition to the effort choice, the market asset is also introduced to the manager's investment set. Effort increases the manager's subjective valuation as well as the cost of ESO. The standard principal-agent model is not strictly speaking consistent with general equilibrium models like CAPM. Managerial effort is generally not priced under these equilibrium models, because all managers are price-takers. For this reason, we assume that CAPM does not strictly hold when effort is introduced. Our results show that the manager's value and the cost increase with the correlation, because the manager delays a value destroying early exercise. We also show that the manager's subjective value of the ESO is higher than the cost only when the manager has low wealth, low risk-aversion, and the stock has a low volatility. Under these scenarios, the manager's marginal utility is high and effort has a large impact on the manager's valuation. (Abstract shortened by ProQuest.)

Lymphocyte Profile and Immune Checkpoint Expression in Drug-Induced Liver Injury: An Immunophenotyping Study

The identification of specific HLA risk alleles in drug-induced liver injury (DILI) points toward an important role of the adaptive immune system in DILI development. In this study, we aimed to corroborate the role of an adaptive immune response in DILI through immunophenotyping of leukocyte populations and immune checkpoint expressions. Blood samples were collected from adjudicated DILI (n = 12), acute viral hepatitis (VH; n = 13), acute autoimmune hepatitis (AIH; n = 9), and acute liver injury of unknown etiology (n = 15) at day 1 (recognition), day 7, and day >30. Blood samples from patients with nonalcoholic fatty liver disease (NAFLD; n = 20) and healthy liver controls (HLCs; n = 54) were extracted at one time point. Leukocyte populations and immune checkpoint expressions were determined based on cell surface receptors, except for CTLA-4 that was determined intracellularly, using flow cytometry. At recognition, DILI demonstrated significantly higher levels of activated helper T-cell (P < 0.0001), activated cytotoxic T-cells (P = 0.0003), Th1 (P = 0.0358), intracellular CTLA-4 level in helper T-cells (P = 0.0192), and PD-L1 presenting monocytes (P = 0.0452) than HLC. These levels approached those of HLC over time. No significant differences were found between DILI and VH. However, DILI presented higher level of activated helper T-cells and CTLA-4 than NAFLD and lower PD-L1 level than AIH. Our findings suggest that an adaptive immune response is involved in DILI in which activated CD4+ and CD8+ play an important role. Increased expression of negative immune checkpoints is likely the effect of peripheral tolerance regulation.The present study has been supported by grants of Instituto de Salud Carlos III cofounded by Fondo Europeo de Desarrollo Regional – FEDER (contract numbers: PI19/00883, PI16/01748, P18-RT-3364-2020, and PT20/000127). CIBERehd and Plataforma ISCiii Ensayos Clínicos are funded by Instituto de Salud Carlos III. Funding for open access charge: Universidad de Málaga/CBUA. The funding sources had no involvement in the study design; in the collection, analysis, and interpretation of data; in the writing of the report, or in the decision to submit the manuscript for publication

El peritaje médico en la práctica judicial

Desde la cátedra, la judicatura, el ejercicio profesional y el estudio del derecho penal, en todos los niveles del quehacer, el interés por los avances científicos en el campo de la criminalística y la criminología es creciente. Más allá de la natural inquietud teórica, existen una gran preocupación por que estos se apliquen en la cotidianeidad de las investigaciones judiciales como una eficaz ayuda para el descubrimiento de la verdad.From the professorship, the judiciary, professional practice and the study of criminal law, at all levels of work, interest in scientific advances in the field of criminalistics and criminology is growing. Beyond the natural theoretical concern, there is a great concern that these are applied in the daily life of judicial investigations as an effective aid for discovering the truth

Implication of type 4 NADPH oxidase (NOX4) in tauopathy.

Aggregates of the microtubule-associated protein tau are a common marker of neurodegenerative diseases collectively termed as tauopathies, such as Alzheimer’s disease (AD) and frontotemporal dementia. Therapeutic strategies based on tau have failed in late stage clinical trials, suggesting that tauopathy may be the consequence of upstream causal mechanisms. As increasing levels of reactive oxygen species (ROS) may trigger protein aggregation or modulate protein degradation and, we had previously shown that the ROS producing enzyme NADPH oxidase 4 (NOX4) is a major contributor to cellular autotoxicity, this study was designed to evaluate if NOX4 is implicated in tauopathy. Our results show that NOX4 is upregulated in patients with frontotemporal lobar degeneration and AD patients and, in a humanized mouse model of tauopathy induced by AVV-TauP301L brain delivery. Both, global knockout and neuronal knockdown of the Nox4 gene in mice, diminished the accumulation of pathological tau and positively modified established tauopathy by a mechanism that implicates modulation of the autophagy-lysosomal pathway (ALP) and, consequently, improving the macroautophagy flux. Moreover, neuronal-targeted NOX4 knockdown was sufficient to reduce neurotoxicity and prevent cognitive decline, even after induction of tauopathy, suggesting a direct and causal role for neuronal NOX4 in tauopathy. Thus, NOX4 is a previously unrecognized causative, mechanism-based target in tauopathies and blood-brain barrier permeable specific NOX4 inhibitors could have therapeutic potential even in established disease.post-print5895 K

Evaluation of diagnostic and prognostic candidate biomarkers in drug-induced liver injury vs. other forms of acute liver damage

Aims Detection and characterization of idiosyncratic drug-induced liver injury (DILI) currently rely on standard liver tests, which are suboptimal in terms of specificity, sensitivity and prognosis. Therefore, DILI diagnosis can be delayed, with important consequences for the patient. In this study, we aimed to evaluate the potential of osteopontin, cytokeratin-18 (caspase-cleaved: ccK18 and total: K18), α-glutathione-S-transferase and microRNA-122 as new DILI biomarkers. Methods Serial blood samples were collected from 32 DILI and 34 non-DILI acute liver injury (ALI) cases and a single sample from 43 population controls without liver injury (HLC) and analysed using enzyme-linked immunosorbent assay (ELISA) or single-molecule arrays. Results All biomarkers differentiated DILI and ALI from HLC with an area under receiver operator characteristic curve (AUC) value of >0.75 but were less efficient in distinguishing DILI from ALI, with ccK18 (0.79) and K18 (0.76) demonstrating highest potential. However, the AUC improved considerably (0.98) for ccK18 when comparing DILI and a subgroup of autoimmune hepatitis cases. Cytokeratin-18, microRNA-122 and α-glutathione-S-transferase correlated well with traditional transaminases, while osteopontin correlated most strongly with the international normalized ratio (INR). Conclusions ccK18 appears promising in distinguishing DILI from autoimmune hepatitis but less so from other forms of acute liver injury. Osteopontin demonstrates prognostic potential with higher levels detected in more severe cases regardless of aetiology.Consejería de Salud y Familia de la Junta de Andalucía, Grant/Award Numbers: PI 0274-2016, P18-RT-3364; Instituto de Salud Carlos III (ISCIII) cofounded by Fondo Europeo de Desarrollo Regional - FEDER, Grant/Award Numbers: PI19/00883, PI18/00901, UMA18-FEDERJA-193; Universidad de Málaga/CBUA for open access charge: Universidad de Málaga / CBUA. Funding for open access charge: Universidad de Málaga / CBU

Left atrial geometry and outcome of atrial fibrillation ablation: results from the multicentre LAGO-AF study

Aims: Left atrial (LA) remodelling is a key determinant of atrial fibrillation (AF) ablation outcome. Optimal methods to assess this process are scarce. LA sphericity is a shape-based parameter shown to be independently associated to procedural success. In a multicentre study, we aimed to test the feasibility of assessing LA sphericity and evaluate its capability to predict procedural outcomes. Methods and results: This study included consecutive patients undergoing first AF ablation during 2013. A 3D model of the LA chamber, excluding pulmonary veins and LA appendage, was used to quantify LA volume (LAV) and LA sphericity (≥82.1% was considered spherical LA). In total, 243 patients were included across 9 centres (71% men, aged 56 ± 10 years, 44% with hypertension and 76% CHA2DS2-VASc ≤ 1). Most patients had paroxysmal AF (66%) and underwent radiofrequency ablation (60%). Mean LA diameter (LAD), LAV, and LA sphericity were 42 ± 6 mm, 100 ± 33 mL, and 82.6 ± 3.5%, respectively. Adjusted Cox models identified paroxysmal AF [hazard ratio (HR 0.54, P = 0.032)] and LA sphericity (HR 1.87, P = 0.035) as independent predictors for AF recurrence. A combined clinical-imaging score [Left Atrial Geometry and Outcome (LAGO)] including five items (AF phenotype, structural heart disease, CHA2DS2-VASc ≤ 1, LAD, and LA sphericity) classified patients at low (≤2 points) and high risk (≥3 points) of procedural failure (35% vs. 82% recurrence at 3-year follow-up, respectively; HR 3.10, P < 0.001). Conclusion: In this multicentre, real-life cohort, LA sphericity and AF phenotype were the strongest predictors of AF ablation outcome after adjustment for covariates. The LAGO score was easy to implement, identified high risk of procedural failure, and could help select optimal candidates. Clinical Trial Registration Information: NCT02373982 (http://clinicaltrials.gov/ct2/show/NCT02373982)

Truncating FLNC Mutations Are Associated With High-Risk Dilated and Arrhythmogenic Cardiomyopathies

BACKGROUND: Filamin C (encoded by the FLNC gene) is essential for sarcomere attachment to the plasmatic membrane. FLNC mutations have been associated with myofibrillar myopathies, and cardiac involvement has been reported in some carriers. Accordingly, since 2012, the authors have included FLNC in the genetic screening of patients with inherited cardiomyopathies and sudden death. OBJECTIVES: The aim of this study was to demonstrate the association between truncating mutations in FLNC and the development of high-risk dilated and arrhythmogenic cardiomyopathies. METHODS: FLNC was studied using next-generation sequencing in 2,877 patients with inherited cardiovascular diseases. A characteristic phenotype was identified in probands with truncating mutations in FLNC. Clinical and genetic evaluation of 28 affected families was performed. Localization of filamin C in cardiac tissue was analyzed in patients with truncating FLNC mutations using immunohistochemistry. RESULTS: Twenty-three truncating mutations were identified in 28 probands previously diagnosed with dilated, arrhythmogenic, or restrictive cardiomyopathies. Truncating FLNC mutations were absent in patients with other phenotypes, including 1,078 patients with hypertrophic cardiomyopathy. Fifty-four mutation carriers were identified among 121 screened relatives. The phenotype consisted of left ventricular dilation (68%), systolic dysfunction (46%), and myocardial fibrosis (67%); inferolateral negative T waves and low QRS voltages on electrocardiography (33%); ventricular arrhythmias (82%); and frequent sudden cardiac death (40 cases in 21 of 28 families). Clinical skeletal myopathy was not observed. Penetrance was >97% in carriers older than 40 years. Truncating mutations in FLNC cosegregated with this phenotype with a dominant inheritance pattern (combined logarithm of the odds score: 9.5). Immunohistochemical staining of myocardial tissue showed no abnormal filamin C aggregates in patients with truncating FLNC mutations. CONCLUSIONS: Truncating mutations in FLNC caused an overlapping phenotype of dilated and left-dominant arrhythmogenic cardiomyopathies complicated by frequent premature sudden death. Prompt implantation of a cardiac defibrillator should be considered in affected patients harboring truncating mutations in FLNC.Instituto de Salud Carlos III [PI11/0699, PI14/0967, PI14/01477, RD012/0042/0029, RD012/0042/0049, RD012/0042/0066, RD12/0042/0069]; Spanish Ministry of Economy and Competitiveness [SAF2015-71863-REDT]; Plan Nacional de I+D+I; Plan Estatalde I+D+I, European Regional Development Fund; Health in Code SLS

Guadalquivir Basin

Cap. 2.2. Guadalquivir Basin, páginas 40-59.Instituto Geológico y Minero de España, EspañaUniversidad de Salamanca, EspañaUniversitar de Barcelona, EspañaUniversitat Politècnica de Barcelona, EspañaGas Natural Fenosa, EspañaDepartamento de Ciências da Terra, Universidade de Coimbra, PortugalPeer reviewe