The Interaction Of Three Dimensions Of Trust, Relational Selling, Team Selling And B2B Sales Success In The European Market

This study investigates the interaction of trust, relational selling behavior, team sales, and sales success in a business-to-business environment. The study data were collected in Europe for 270 different purchase situations for which business buyers rated their suppliers’ salespersons on various dimensions. This research considers the relationships among three levels of trust and relational selling behaviors and measures the interaction of successful or unsuccessful selling environment, continuing purchase conditions for the buyers and the presence of team selling circumstances. The findings indicate that the three levels of trust are related positively, that successful salespersons are rated significantly higher by buyers for all three trust scales and for relational behavior. In addition, relational selling behavior is favored by buyers in repeat purchase conditions. Further results indicate limited interaction among trust and relational behavior in team selling conditions

Options for Supply Management in Canada with Trade Liberalization

Following the Uruguay Round of trade negotiations Canada replaced its import quotas on sensitive products with tariff rate quotas. The over-quota tariffs on those products operating under domestic supply management schemes (dairy and poultry products) ranged from a low of 155 percent on turkey to a high of 299 percent on butter. These tariffs have effectively blocked over quota imports and are likely to continue to prevent imports, under most market conditions, given the likely range of tariff cuts proposed for sensitive products following a successful completion of the Doha Round. However, it’s argued that tariff cuts in the post-Doha Round will severely limit Canada’s ability to restrict imports and it is important to use the next 15 years to better position the supply managed industries to compete at that time. The paper reviews a number of reform options that could be pursued ranging from a full buy-out of current marketing quotas, the introduction of two types of marketing quota, to providing partial compensation of short-term income losses. The advantages and disadvantages of each option are discussed with respect to their costs and impacts on income and asset values.Canada, trade liberalization, supply management, Demand and Price Analysis, International Relations/Trade,

Traitement pharmacologique des troubles du comportement post-traumatiques: prescrire ou ne pas prescrire ?

Les troubles cognitifs et comportementaux constituent des séquelles fréquentes et invalidantes après un traumatisme cranioencéphalique. La prise en charge de ces troubles passe par des mesures à la fois non médicamenteuses et médicamenteuses. L’analyse de la littérature retrouve essentiellement des études ouvertes et des avis d’experts avec peu d’essais contrôlés. Les anciens neuroleptiques et les benzodiazépines ont dans l’ensemble un rapport bénéfice/risque discutable et ne doivent pas être considérés comme des traitements de première ligne de l’agitation post-traumatique. Les anticomitiaux thymorégulateurs, les antidépresseurs et peut-être les nouveaux antipsychotiques sont les classes thérapeutiques dont le rapport bénéfice/risque apparaît le meilleur pour le traitement au long cours de l’hostilité et de l’agressivité. Dans tous les cas, il est hautement probable que l’efficacité au long cours dépende davantage de la réorganisation du parcours de vie et de la continuité de l’ensemble de la prise en charge médicosociale

Results of the Mitrofanoff procedure in urinary tract reconstruction in children

Peer Reviewedhttp://deepblue.lib.umich.edu/bitstream/2027.42/90139/1/j.1464-410X.1997.33724.x.pd

Aggressive behavior after traumatic brain injury

INTRODUCTION: In cases of agitation and aggressive behavior after severe traumatic brain injury (TBI), the benefits/risks ratio of pharmacological treatments remains unclear. A qualitative analysis of clinical situations could highlight the relevance of psychotherapy care.CASE REPORT: In January 2005, this 24-year-old patient sustained severe traumatic brain injury (Glasgow at 4/15), with bilateral frontotemporal injury and temporal extradural hematoma. On the third day, a temporal lobectomy was performed. The patient\u27s evolution showed severe neurobehavioral disorders, with agitation and aggressive behavior towards family members and medical caregivers. Maximum doses of antipsychotic drugs brought no improvement. Antidepressant medication improved social contact. Several stays in the psychiatric unit, where institutionalized and psychotherapy care were implemented, showed systematically a real improvement of the behavioral disorders, increased participation in group activities and the ability to walk around alone in a closed environment. DISCUSSION/CONCLUSION: Aggressive behavior can unveil organic brain injuries, depressive syndrome as well as iatrogenic nature of the environment. This clinical case is based on the fact that antipsychotic drugs, aside from their sedative effect, are not the proper treatment for agitation following traumatic brain injury. This case also highlights how management of behavioral disorders following TBI should not be based on pharmacological treatments only but instead should focus on multidisciplinary strategies of care

B794: Weight Characteristics of Maine Adults

Obesity is an issue of state and national magnitude. Obesity is a form of malnutrition in which the total contribution of calories from the diet exceeds the body\u27s needs to such a degree that the physiological mechanism for food intake control (appetite/hunger) becomes imprecise and allows too much food to be consumed (overcompensation of energy intake). This report expresses height and weight characteristics of Maine adults on a county basis (weighted means) for use locally. Weight distributions are compared according to both ideal weights and average weights of the national population. Comparisons are also made with respect to grouped urban and rural counties.https://digitalcommons.library.umaine.edu/aes_bulletin/1114/thumbnail.jp

Dependent patients discharged home from PRM departments: relevant indicators

OBJECTIVE: To evaluate simple, measurable indicators of optimal organizational procedures for the hospital-to-home discharge of dependent patients.MATERIAL AND METHOD: All the general practitioners (GPs) in the Maine-et-Loire county of France were sent a questionnaire asking them to rank the three main criteria (from the most important to the least significant) from a list of 14. We analyzed the median ranking for each item and identified the most important items in terms of their relative frequency. RESULTS: The response rate was 10.77% (104 out of 966). Four criteria had a median score over 9: contact with the GP prior to discharge, informing the GP of the discharge date, training for the patient and his/her family in activities of daily living and providing a list of people to be contacted in the event of a problem at home. Respite hospitalization (in the event of difficulties at home) was cited as one of the three most relevant criteria. DISCUSSION-CONCLUSION: The criteria highlighted by the GPs were not highly specific for the discharge of a dependent patient. However, it would be interesting to extend this study by interviewing other stakeholders and determining whether these criteria indeed improve the organization of hospital-to-home discharge

Translation and validation of the French Movement Imagery Questionnaire. Revised Second Version (MIQ-RS)

Introduction Motor imagery can be defined as a dynamic state during which the representation of a movement is internally rehearsed in the absence of voluntary movements. There are two strategies to mentally simulate the movements, either a visual representation of the movements (visual imagery), or kinesthetic feeling of the movement (kinetic imagery). In stroke rehabilitation, studies indicate that motor imagery associated with physical therapy results in cortical reorganization and correlative functional improvements. Aim The aim of this study is to provide to the French-speaking community a valid and reliable version of the Movement Imagery Questionnaire – Revised Second Version (MIQ-RS). Method We examined the test-retest, inter-rate reliability and the internal consistency of the visual and kinesthetic items of our French version of MIQ-RS in 153 healthy subjects. Results Results showed the internal consistency (Cronbach α = 0.90) and test-retest reliability (intraclass correlation coefficient for visual items = 0.68 and for kinesthetic items = 0.78) of the French version of MIQ-RS were satisfactory; the two-factor structure was supported by confirmatory factor analysis. Conclusion The French version of MIQ-RS is a valid and reliable instrument in French-speaking population and therefore useful as a measure for motor imagery ability

Fourier Acceleration of Langevin Molecular Dynamics

Fourier acceleration has been successfully applied to the simulation of lattice field theories for more than a decade. In this paper, we extend the method to the dynamics of discrete particles moving in continuum. Although our method is based on a mapping of the particles' dynamics to a regular grid so that discrete Fourier transforms may be taken, it should be emphasized that the introduction of the grid is a purely algorithmic device and that no smoothing, coarse-graining or mean-field approximations are made. The method thus can be applied to the equations of motion of molecular dynamics (MD), or its Langevin or Brownian variants. For example, in Langevin MD simulations our acceleration technique permits a straightforward spectral decomposition of forces so that the long-wavelength modes are integrated with a longer time step, thereby reducing the time required to reach equilibrium or to decorrelate the system in equilibrium. Speedup factors of up to 30 are observed relative to pure (unaccelerated) Langevin MD. As with acceleration of critical lattice models, even further gains relative to the unaccelerated method are expected for larger systems. Preliminary results for Fourier-accelerated molecular dynamics are presented in order to illustrate the basic concepts. Possible extensions of the method and further lines of research are discussed.Comment: 11 pages, two illustrations included using graphic