How to Effectively Institutionalize Social Selling in Business-to-Business Companies

A new sales approach called social selling is gaining momentum in Business-to-Business (B2B) practice. Instead of one-to-one interactions (e.g., physical visits), nowadays, salespeople reach out to their (potential) B2B customers in one-to-many social media interactions. Salespeople regularly employ their private social media accounts (e.g., LinkedIn) to gather information about and to interact with their (potential) buyers. So far, research offers only a limited, one-sided and static view of this new sales phenomenon. Relying on a qualitative study with 40 managers from sales, social media, and the C-suite, the current paper adopts a cross-functional and procedural view to more holistically investigate the concept of social selling and its institutionalization in B2B companies. Our data distills a five-stage process and provides insights on core topics, activities, company prerequisites, and potential pitfalls for each stage of the institutionalization process. These findings may help managers to more effectively institutionalize social selling in B2B companies

Migration and Settlement:16. Czechoslovakia

In this report, Dr. Karel Kuehnl presents a comprehensive picture of internal migration and population redistribution patterns in Czechoslovakia. The country's particularly rich data bank provides the basis for this interesting analysis of migration activity over time with an emphasis on regional disparities

Effects of 17β-Estradiol Exposure on Gamete Development and Viability in Freshwater Unionids

Evidence of a functional role for vertebrate steroids has been demonstrated in a number of invertebrate species, including molluscs. This knowledge has generated interest into the possibility of invertebrate endocrine disruption due to exposure to both exogenous steroid hormones and xenobiotics which can mimic the action of these compounds. Exposure to the natural vertebrate estrogen, 17β-estradiol (E2), for example, has been shown to induce accelerated gamete development in multiple mollusc species. Little information exists, however, for freshwater mussels, a group of exceptional conservation interest. Here, Daniel Sovic, Raoman Lanno, Dr. Kody Kuehnl, and G. Thomas Watters report the findings of two field studies on gametogenesis (Elliptio complanata, Pleurobema clava) as they relate to seasonal estrogenicity of extracts from Polar Organic Compound Integrative Samplers (POCIS) as determined using the Yeast Estrogen Screen (YES) assay. In order to investigate effects of E2 exposure on gamete maturation and viability in freshwater mussels, Elliptio insulsa were dosed at one of three exposure levels. Effects on ova and sperm development were determined on biopsies collected 10 days and 6 months post-exposure and biopsy-generated data were compared with histological sections of vicera collected immediately following final biopsy collection. Comparisons of data collected via biopsy and traditional histological techniques provided data to evaluate the potential for utilizing non-lethal biopsy sampling to assess Unionid gametogenesis.https://fuse.franklin.edu/forum-2013/1022/thumbnail.jp

Freshwater Mussels as Biological Indicators

Viral hemorrhagic septicemia virus (VHSV) is a devastating rhabdovirus affecting freshwater fishes worldwide. In 2005, a new genotype of VHSV (IVb) was discovered in Lake St. Clair and has consequently spread throughout the Laurentian Great Lakes. While it is widely known that freshwater fishes are hosts and transmitters of VHSV, little is known about the ability of invertebrates to take up and carry the virus. Our (Vera Kazaniwskyj, Y. Zhang, G. Thomas Watters, Dr. Kody Kuehnl, and Barbara Wolfe) objective in this study was to investigate the ability of freshwater mussels to accumulate and transmit VHSV by using two commonly occurring freshwater mussel species (Corbicula fluminea and Amblema plicata) and to assess the efficacy of freshwater mussels as bioindicators of viral presence. Experiments used inoculations of 100 and 200 Tissue Culture Infective Dose units of VHSV. Mussel tissues were tested for VHS at 72h, 120h, and 168h post-exposure using rt-PCR. Initial results indicate that freshwater mussels have the ability to harbor the VHS virus, especially when inoculated with high doses, and thus can serve as valuable indicators of viral presence. These results also indicate mussels are not likely to maintain VHS long term within their tissues, and are therefore not likely vectors of the disease.https://fuse.franklin.edu/forum-2013/1021/thumbnail.jp

Hospital incidence and mortality of patients treated for abdominal aortic aneurysms in Switzerland - a secondary analysis of Swiss DRG statistics data

AIM OF THE STUDY To analyse hospital incidence and in-hospital mortality of patients treated for abdominal aortic aneurysms in Switzerland. METHODS Secondary data analysis of case-related hospital discharge data of the Swiss Federal Statistical Office for the years 2009-2018. Patients who were hospitalised and surgically treated for nonruptured abdominal aortic aneurysms or hospitalised and treated for ruptured abdominal aortic aneurysms were included in the analysis. Standardised annual incidences rates were calculated using the European standard population 2013. In-hospital all-cause mortality rates were calculated as raw values and standardised for age, sex, and the van Walraven comorbidity score. RESULTS A total of 10,728 cases were included in this study, of which 87.1% were male. Overall, 22.7% of the patients presented with a ruptured abdominal aortic aneurysm; 46% of these cases were surgically treated whereas 54% received conservative therapy. The age-standardised cumulative hospital incidences for treatment of nonruptured abdominal aortic aneurysms were 2.6 (95% confidence interval 2.5-2.8) and 19.7 (19.2-20.1) per 100,000 for women and men, respectively; for ruptured aneurysms it was 0.4 (0.3-2.4) per 100,000 in women, and 2.7 (2.6-2.9) in men. The annual incidence rates were stable in the decade observed. The adjusted mortality rates for treatment of nonruptured aneurysms decreased from 5.5% (2.6-11.2%) in 2009 to 1.4% (0.5-3.6%) in 2018 in women, and from 2.4% (1.3-4.5%) in 2009 to 0.6% (0.2-1.5%) in 2018 in men. The adjusted mortality rates for treatment of ruptured abdominal aortic aneurysms remained high without relevant improvements for either sex over time: for women 32.4% (24.1-42.1%), for men 19.7% (16.8-22.8%). CONCLUSIONS The hospital incidence rates for nonruptured and ruptured abdominal aortic aneurysms remained unchanged in the decade observed. Compared with Germany, there was no evidence for a decrease in the annual incidence rates for ruptured abdominal aortic aneurysms in Switzerland. Mortality rates in the elective setting were low and decreased in the last decade but remained high in patients treated for ruptured aneurysms. Efforts to reduce the incidence of ruptured abdominal aortic aneurysms are needed to reduce aneurysm-related mortality in Switzerland

Correlation of cutaneous tension distribution and tissue oxygenation with acute external tissue expansion

Today, the biomechanical fundamentals of skin expansion are based on viscoelastic models of the skin. Although many studies have been conducted in vitro, analyses performed in vivo are rare. Here, we present in vivo measurements of the expansion at the skin surface as well as measurement of the corresponding intracutaneous oxygen partial pressure. In our study the average skin stretching was 24%, with a standard deviation of 11%, excluding age or gender dependency. The measurement of intracutaneous oxygen partial pressure produced strong inter-individual fluctuations, including initial values at the beginning of the measurement, as well as varying individual patient reactions to expansion of the skin. Taken together, we propose that even large defect wounds can be closed successfully using the mass displacement caused by expansion especially in areas where soft, voluminous tissue layers are present

Fluoride bioavailability in saliva and plaque

<p>Abstract</p> <p>Background</p> <p>Different fluoride formulations may have different effects on caries prevention. It was the aim of this clinical study to assess the fluoride content, provided by NaF compared to amine fluoride, in saliva and plaque.</p> <p>Methods</p> <p>Eight trained volunteers brushed their teeth in the morning for 3 minutes with either NaF or amine fluoride, and saliva and 3-day-plaque-regrowth was collected at 5 time intervals during 6 hours after tooth brushing. The amount of collected saliva and plaque was measured, and the fluoride content was analysed using a fluoride sensitive electrode. All subjects repeated all study cycles 5 times, and 3 cycles per subject underwent statistical analysis using the Wilcoxon-Mann-Whitney test.</p> <p>Results</p> <p>Immediately after brushing the fluoride concentration in saliva increased rapidly and dropped to the baseline level after 360 minutes. No difference was found between NaF and amine fluoride. All plaque fluoride levels were elevated after 30 minutes until 120 minutes after tooth brushing, and decreasing after 360 minutes to baseline. According to the highly individual profile of fluoride in saliva and plaque, both levels of bioavailability correlated for the first 30 minutes, and the fluoride content of saliva and plaque was back to baseline after 6 hours.</p> <p>Conclusions</p> <p>Fluoride levels in saliva and plaque are interindividually highly variable. However, no significant difference in bioavailability between NaF and amine fluoride, in saliva, or in plaque was found.</p

What drives sound symbolism? Different acoustic cues underlie sound-size and sound-shape mappings

Sound symbolism refers to the non-arbitrary mappings that exist between phonetic properties of speech sounds and their meaning. Despite there being an extensive literature on the topic, the acoustic features and psychological mechanisms that give rise to sound symbolism are not, as yet, altogether clear. The present study was designed to investigate whether different sets of acoustic cues predict size and shape symbolism, respectively. In two experiments, participants judged whether a given consonant-vowel speech sound was large or small, round or angular, using a size or shape scale. Visual size judgments were predicted by vowel formant F1 in combination with F2, and by vowel duration. Visual shape judgments were, however, predicted by formants F2 and F3. Size and shape symbolism were thus not induced by a common mechanism, but rather were distinctly affected by acoustic properties of speech sounds. These findings portray sound symbolism as a process that is not based merely on broad categorical contrasts, such as round/unround and front/back vowels. Rather, individuals seem to base their sound-symbolic judgments on specific sets of acoustic cues, extracted from speech sounds, which vary across judgment dimensions