From search engine optimisation to search engine marketing management: development of a new area for information systems research

Search Engine Optimisation was a term used by web developers in the late 90s to highlight the importance of increasing a website’s position in search engines’ results. Further development of the Internet in terms of the diversity of its users and uses such as e-commerce, blogging and wikis have highlighted the need for technical staff to work more closely with marketing professionals resulting in a new area of work – Search Engine Marketing Management. The paper highlights the emerging role of Search Engine Marketing Management as a new and increasingly important area for future information systems researchers and research. Reaching beyond the 'simple' undifferentiated goal of increasing visitors to a website, a mature perspective of marketing is developing - that of realising strategic marketing objectives. The practical contribution of this paper is found in the development of awareness among management roles of the importance and nuances of search engines and the tactics required to harness the benefits of multiple online communication channels within organisational marketing strategy

Role of tip size, orientation, and structural relaxations in first-principles studies of magnetic exchange force microscopy and spin-polarized scanning tunneling microscopy

Using first-principles calculations based on density functional theory (DFT), we investigate the exchange interaction between a magnetic tip and a magnetic sample which is detected in magnetic exchange force microscopy (MExFM) and also occurs in spin-polarized scanning tunneling microscopy (SP-STM) experiments. As a model tip-sample system, we choose Fe tips and one monolayer Fe on W(001) which exhibits a checkerboard antiferromagnetic structure and has been previously studied with both SP-STM and MExFM. We calculate the exchange forces and energies as a function of tip-sample distance using different tip models ranging from single Fe atoms to Fe pyramids consisting of up to 14 atoms. We find that modelling the tip by a single Fe atom leads to qualitatively different tip-sample interactions than using clusters consisting of several atoms. Increasing the cluster size changes the calculated forces quantitatively enhancing the detectable exchange forces. Rotating the tip with respect to the surface unit cell has only a small influence on the tip-sample forces. Interestingly, the exchange forces on the tip atoms in the nearest and next-nearest layers from the apex atom are non-negligible and can be opposite to that on the apex atom for a small tip. In addition, the apex atom interacts not only with the surface atoms underneath but also with nearest-neighbors in the surface. We find that structural relaxations of tip and sample due to their interaction depend sensitively on the magnetic alignment of the two systems. As a result the onset of significant exchange forces is shifted towards larger tip-sample separations which facilitates their measurement in MExFM. At small tip-sample separations, structural relaxations of tip apex and surface atoms can either enhance or reduce the magnetic contrast measured in SP-STMComment: 14 pages, 13 figure

How organized is deep convection over Germany?

Deep moist convection shows a tendency to organize into mesoscale structures. To be able to understand the potential effect of convective organization on the climate, one needs first to characterize organization. In this study, we systematically characterize the organizational state of convection over Germany based on two years of cloud-top observations derived from the Meteosat Second Generation satellite and of precipitation cores detected by the German C-band radar network. The organizational state of convection is characterized by commonly employed organization indices, which are mostly based on the object numbers, sizes and nearest-neighbour distances. According to the organization index Iorg, cloud tops and precipitation cores are found to be in an organized state for 69% and 92% of the time, respectively. There is an increase in rainfall when the number of objects and their sizes increase, independently of the organizational state. Case-studies of specific days suggest that convectively organized states correspond to either local multi-cell clusters, with less numerous, larger objects close to each other, or to scattered clusters, with more numerous, smaller organized objects spread out over the domain. For those days, simulations are performed with the large-eddy model ICON with grid spacings of 625, 312 and 156?m. Although the model underestimates rainfall and shows a too large cold cloud coverage, the organizational state is reasonably well represented without significant differences between the grid spacings

Relevance of Personal Interaction Factors between Customers and Sales Representatives in the Automotive Business

The purpose of this paper is to determine the personal factors in sales that are most relevant to the formation of positive consumer impressions and resulting sales effectiveness. The research enables scholars and practitioners to better understand the personal sales process and develop more efficient sales approaches. The study utilized an observational design methodology. Personal selling scenarios were filmed and shown to respondents who completed a consumer impression and sales effectiveness survey. Video content was also coded for statistical analysis. The resulting data was analysed via a multiple-regression model. A conceptual personal sales model was developed, and the model suggests that salesperson authenticity impacts consumer impressions and resulting sales effectiveness. Authenticity is shown to be a function of a given salesperson’s affective, behavioural, and cognitive profile. The study focused on automotive retail sales scenarios in the United States. However, results may be generalizable to similar markets. Practical guidelines and a scholarly research foundation are provided, research gaps identified, and proposals for future research suggested

Body Language and Sales

Utilizing professional sales competition videos taken from a university Sales program, the current study investigates the link between nonverbal gestures made by salespeople and performance scores given by professional sales recruiters watching their role plays. The results of this study may suggest a relationship between gesture use and perceptions of sales ability