An investigation into the antecedents and consequences of collaboration between sales and marketing

This thesis explores the antecedents and consequences of collaboration between sales and marketing. The results suggest that collaborative sales and marketing functions have benefits for the organisation in terms of improved business performance. In addition, improvements in collaboration between sales and marketing will positively affect marketing orientation and leading to superior marketing quality. The research began with an exploration of the interface between sales and marketing through the available literature. The existing research conceptualises the relationship between sales and marketing and highlights the benefits of interfunctional collaborative behaviour. Therefore, a study was designed to not only identify the antecedents of collaboration between sales and marketing so that the relationship between sales and marketing can be assessed and improved to the benefit of the organisation, but also to establish that business performance can be directly influenced by improvements in collaboration between sales and marketing. The research was undertaken through a mixed methodology, utilising exploratory case studies, a large-scale quantitative survey and confirmatory interviews. The data analysis involved four distinct analytical methods: within-case analysis, crosscase analysis, statistical analysis and confirmatory interviews. The large-scale survey was undertaken through a questionnaire that was sent to the Managing Directors/Chief Executives of large, UK-based organisations operating in the business-to-business arena. Through the findings from the survey five antecedents to collaboration between sales and marketing were identified - management attitudes towards co-ordination, conflict of interests, communications, market intelligence and organisational learning - and a revised conceptual framework was developed. The correlation and multiple regression analysis confirmed the weighting of each of the independent variables upon collaboration between sales and marketing and established a number of other relationships between the variables. The second part of the research focused on the consequences of improved collaboration between sales and marketing. It was found through the survey that collaboration between sales and marketing may have a positive effect upon business performance. The research also established that marketing orientation was not an antecedent to collaboration between sales and marketing, but that collaboration between sales and marketing may have a positive influence on marketing orientation. In addition, it was established that collaboration between sales and marketing has a positive effect on business performance. This research identifies some of the antecedents of collaboration between sales and marketing and clarifies the benefits of collaboration between sales and marketing to the organisation

Whey to Vodka

Whey production can be an economic and environmental problem for small creameries and acid whey producers. The fermentation and distillation of whey not only eliminates the cost of disposing whey as waste while minimizing environmental impact but adds a revenue option through production of a value-added product. Kluyveromyces marxianus is typically utilized to ferment the pasteurized and pretreated whey. The fermented product contains approximately 3% ethanol v/v. Various options for distilling may be utilized such as a simple two-pot system or a more complex four-stage system to assure production of a neutral spirit. Quality of the distilled spirit is impacted by whey source, whey pretreatment, fermentation conditions, and the distilling process

Apport de l’entéro-colo irm dans le suivi de la maladie de Crohn: nouvelles perspectives

Apport de l’entero-colo irmdans le suivi de la maladie de Crohn:nouvelles perspective

piRNAs and Aubergine cooperate with Wispy poly(A) polymerase to stabilize mRNAs in the germ plasm

Piwi-interacting RNAs (piRNAs) and PIWI proteins play a crucial role in germ cells by repressing transposable elements and regulating gene expression. In Drosophila, maternal piRNAs are loaded into the embryo mostly bound to the PIWI protein Aubergine (Aub). Aub targets maternal mRNAs through incomplete base-pairing with piRNAs and can induce their destabilization in the somatic part of the embryo. Paradoxically, these Aub-dependent unstable mRNAs encode germ cell determinants that are selectively stabilized in the germ plasm. Here we show that piRNAs and Aub actively protect germ cell mRNAs in the germ plasm. Aub directly interacts with the germline-specific poly(A) polymerase Wispy, thus leading to mRNA polyadenylation and stabilization in the germ plasm. These results reveal a role for piRNAs in mRNA stabilization and identify Aub as an interactor of Wispy for mRNA polyadenylation. They further highlight the role of Aub and piRNAs in embryonic patterning through two opposite functions

Environmental risk mapping of canine leishmaniasis in France

<p>Abstract</p> <p>Background</p> <p>Canine leishmaniasis (CanL) is a zoonotic disease caused by <it>Leishmania infantum</it>, a Trypanosomatid protozoan transmitted by phlebotomine sandflies. Leishmaniasis is endemic in southern France, but the influences of environmental and climatic factors on its maintenance and emergence remain poorly understood. From a retrospective database, including all the studies reporting prevalence or incidence of CanL in France between 1965 and 2007, we performed a spatial analysis in order to i) map the reported cases in France, and ii) produce an environment-based map of the areas at risk for CanL. We performed a Principal Component Analysis (PCA) followed by a Hierarchical Ascendant Classification (HAC) to assess if the locations of CanL could be grouped according to environmental variables related to climate, forest cover, and human and dog densities. For each group, the potential distribution of CanL in France was mapped using a species niche modelling approach (Maxent model).</p> <p>Results</p> <p>Results revealed the existence of two spatial groups of CanL cases. The first group is located in the Cévennes region (southern Massif Central), at altitudes of 200-1000 m above sea level, characterized by relatively low winter temperatures (1.9°C average), 1042 mm average annual rainfall and much forest cover. The second group is located on the Mediterranean coastal plain, characterized by higher temperatures, lower rainfall and less forest cover. These two groups may correspond to the environments favoured by the two sandfly vectors in France, <it>Phlebotomus ariasi </it>and <it>Phlebotomus perniciosus </it>respectively. Our niche modelling of these two eco-epidemiological patterns was based on environmental variables and led to the first risk map for CanL in France.</p> <p>Conclusion</p> <p>Results show how an ecological approach can help to improve our understanding of the spatial distribution of CanL in France.</p

A Global Study of a Contactless Energy Transfer System: Analytical Design, Virtual Prototyping and Experimental Validation

International audienceThis paper presents a design methodology dedicated to a two-winding transformer with large air gap and magnetic cores. To design this kind of components, it is necessary to consider the influence of inductive parameters on electrical magnitudes and the converter, which supplies this magnetic device. Indeed, this kind of a magnetic device has a large leakage inductance and a small magnetizing inductance. Therefore, to transfer the desired power, the transformer needs important reactive energy to magnetize magnetic core and to provide leakage flux. Like inductive parameters can be determined only when geometry is known, sizing has to be iterative. Moreover, resonant converters can be used to compensate inductive behavior, but modify electrical constraints of the transformer. A robust algorithm of design and all necessary tools are presented in order to make it easier to size such components. After the analytical design, 3-D FEM simulations and experimental measurements have been carried out in order to validate the theoretical study. Moreover, the power electronics converter has been optimized in order to improve the efficiency of power transfer. A prototype of 1.6 kW 100 kHz with an air gap of 6 mm has been realized with its converter. The global efficiency is 93.3%

DNA cleavage and binding selectivity of a heterodinuclear Pt–Cu(3-Clip-Phen) complex

The synthesis and nuclease activity of a new bifunctional heterodinuclear platinum–copper complex are reported. The design of this ditopic coordination compound is based on the specific mode of action of each component, namely, cisplatin and Cu(3-Clip-Phen), where 3-Clip-Phen is 1-(1,10-phenanthrolin-3-yloxy)-3-(1,10-phenanthrolin-8-yloxy)propan-2-amine. Cisplatin is not only able to direct the Cu(3-Clip-Phen) part to the GG or AG site, but also acts as a kinetically inert DNA anchor. The nuclease activity of this complex has been investigated on supercoiled DNA. The dinuclear compound is not only more active than Cu(3-Clip-Phen), but is also capable of inducing direct double-strand breaks. The sequence selectivity of the mononuclear platinum complex has been investigated by primer extension experiments, which reveal that its interaction with DNA occurs at the same sites as for cisplatin. The Taq polymerase recognizes the resulting DNA damage as different from that for unmodified cisplatin. The sequence-selective cleavage has been investigated by high-resolution gel electrophoresis on a 36-bp DNA fragment. Sequence-selective cleavages are observed in the close proximity of the platinum sites for the strand exhibiting the preferential platinum binding sites. The platinum moiety also coordinates to the other DNA strand, most likely leading only to mono guanine or adenine adducts

Cystic lymphangioma of the mesentery

peer reviewedCystic lymphangioma of the mesentery is a benign condition, probably of malformative origin, and frequently appearing in infancy. Its symptomatology can be very polymorphic. Its diagnosis is suspected by ultrasonography and computed tomography, and definitely confirmed by pathology. About a recent case of cystic lymphangioma of the mesentery diagnosed and operated on at the university hospital of Liege in an adult patient, the authors review its classification and its therapeutic strategy. Surgical resection is indicated in symptomatic cystic lymphangioma