Satış Elemanlarının Ses Özellikleri ve Tüketicilerin Satın Alma Eğilimi İlişkisinde Bilişsel ve Duygusal Güvenin Aracılık Etkisi Salespersons’ Voice Specifications and Consumers Buying Intention Relationship: The Mediating Effect of Cognitive and Emotional Trust

Bu makalede, satış sürecinde satış elemanlarının karşı tarafta algılanan ses özelliğinin müşterinin satın alma eğilimi üzerinde bir etkisinin olup olmadığı ve bunun güven üzerinden yönelip yönelmediği araştırılmaktadır. Müşteri ile kurulan iki taraflı iletişim sürecinde müşteriye aktarılan ürün bilgisinin ve teknik özelliklerin ötesinde, firmanın bir temsilcisi olarak müşteride yaratılan algı önemlidir. Bu algının iyi yönetilmesi kuşkusuz satışın başarısını artıracaktır. Müşterinin satın alma davranışı temelde ikna olmayı gerektirdiğinden güven etkili bir ikna yaratıcı ardıldır. Güven ise teknik aktarım ile satış elemanını iletişim etkinliğinin bir sonucudur. Ses özellikleri de sözsüz ve güven yaratıcı bir özellik olarak ele alınmaktadır. Bu kapsamda araştırmanın temel araştırma sorusu bilişsel ve duygusal güven unsurlarının, satış elemanlarının ses özellikleri üzerindeki aracı etkileriyle satın alma niyetine olan etkilerini incelemektir. Araştırmada satış elemanlarının doğrudan satış programlarındaki sunumlarından alınan ses kayıtları cevaplayıcılara dinletilmiş ve ses özelliklerine ilişkin değerlendirmeleri alınmıştır. Yapılan çalışma sonucunda satış elemanlarının ses özelliklerinin tüketicilerin satın alma niyetini bilişsel güven ve duygusal güven aracılığıyla pozitif etkilediği ve bu iki güven unsurunun kurulan modelde kısmi aracı olarak çalıştığı ortaya konmuştur. Ayrıca bilişsel güven unsurunun satın alma niyetine olan pozitif etkisinin duygusal güvenden daha yüksek olduğu belirlenmiştir. The main purpose of this study is to investigate the mediating effect of cognitive and emotional trust on the relationship between the perceived voice specifications of the salesperson and the purchase intentions of the customer. Beyond the product information and technical specifications transferred to the customer, the perception created by the salesperson as a representative of the company is also important during the communication process. A successful management of this process will increase the success of the sales for sure. Trust is an effective persuasive successor, as the persuasion process is at the heart of the customer's buying behavior and reliabity is a result of salespersons communication effectiveness. In this context, voice specifications are considered as a non-verbal clue, which creates trust. The main research question of the article is to examine the mediating effect of cognitive and emotional trust factors on the relationship between consumers purchase intention and the voice specification of salesperson. The results of the study indicate that that the salespersons voice specifications positively effects consumers' purchase intention through cognitive trust and emotional trust factors, and these two factors worked as a partial mediator in the structural model. Moreover, the positive effect of the cognitive trust on the purchase intention was found higher than the emotional trust

Clinical results of carotid artery stenting versus carotid endarterectomy

Objective: To review our results of carotid artery stenting (CAS) and carotid endarterectomy (CEA). Methods: We evaluated the medical records of patients undergoing carotid artery revascularization procedure, between 2001 and 2013 in Baskent University Hospital, Ankara, Turkey. Carotid artery stenting or CEA procedures were performed in patients with asymptomatic carotid stenosis (=70%) or symptomatic stenosis (=50%). Demographic data, procedural details, and clinical outcomes were recorded. Primary outcome measures were in 30-day stroke/transient ischemic attacks (TIA)/amaurosis fugax or death. Secondary outcome measures were nerve injury, bleeding complications, length of stay in hospital, stroke, restenosis (ICA patency), and all-cause death during long-term follow-up. Results: One hundred ninety-four CEA and 115 CAS procedures were performed for symptomatic and/or asymptomatic carotid artery stenosis. There is no significant differences 30-day mortality and neurologic morbidity between CAS (13%) and CEA procedures (7.7%). Length of stay in hospital were significantly longer in CEA group (p=0.001). In the post-procedural follow up, only in symptomatic patients, restenosis rate was higher in the CEA group (p=.045). The other endpoints did not differ significantly. Conclusions: Endovascular stent treatment of carotid artery atherosclerotic disease is an alternative for vascular surgery, especially for patients that are high risk for standard CEA. The increasing experience, development of cerebral protection systems and new treatment protocols increases CAS feasibility

A path model for technology integration into elementary school settings in Turkey

A three phase Sequential Mixed Method Design was utilized to propose and test a research-based model explaining the relationships between technology integration in Elementary Schools and a defined set of teacher and school-related factors. In the first phase, interviews were conducted with 20 elementary school teachers to identify critical factors influencing their technology use. The qualitative findings guided the development of a survey instrument in the second phase. In the final phase, the survey was administered to 1030 classroom teachers in eight districts of Ankara, Turkey. The direct and indirect effects of these factors on technology integration were explored. Factors included years of teaching experience, years of computer use, principal support, colleague support, technology competency, attitudes and beliefs toward using technology, and lack of time. The model showed technology integration as a complex process involving many interrelated factors, with particular importance placed on competency, support, experience, and attitudes. This comprehensive model of technology integration in elementary schools will be especially useful for practitioners and researchers in developing countries as they face the challenge of adapting instructional technologies in their frequently evolving curriculums and education systems

Technology utilisation in elementary schools in Turkey's capital: a case study

A case study was conducted to explore teachers' current technology use in elementary schools in Ankara, the capital of Turkey. The data were collected through a survey, and participants included 1030 classroom teachers across eight districts. The present study results revealed that significant challenges remain with regard to technology use in the classroom, even in the capital of Turkey, where teachers have advantages in terms of technology access and use compared to rural areas. The participant teachers used technologies most frequently for lesson preparation activities, rather than for delivering instruction. Although the teachers felt that school principals and colleagues were usually supportive of technology use in lessons, they complained about insufficient professional development activities and incentives. Representing a snapshot of teachers' technology use in elementary school settings, this study sheds light on essential factors that should be considered in any technology integration process in schools. The study findings offer valuable insight for policy-makers and school leaders on how to support the technology integration process and allocate money for technology initiatives

The Effects of Short-Term Chronic Ethanol Intoxication and Ethanol Withdrawal on the Molecular Composition of the Rat Hippocampus by FT-IR Spectroscopy

Background: The numerous adverse effects of ethanol abuse and ethanol withdrawal on biological systems are well documented. Conversely, the understanding of the molecular mechanisms underlying these pathological effects is still incomplete. This study was undertaken to investigate the effects of short-term chronic ethanol administration and ethanol withdrawal on the molecular structure and function of hippocampal tissue, a brain region important for mnemonic processes and known to be highly susceptible to ethanol intoxication

Salespersons’ Voice Specifications and Consumers Buying Intention Relationship: The Mediating Effect of Cognitive and Emotional Trust

Bu makalede, satış sürecinde satış elemanlarının karşı tarafta algılanan ses özelliğinin müşterinin satın alma eğilimi üzerinde bir etkisinin olup olmadığı ve bunun güven üzerinden yönelip yönelmediği araştırılmaktadır. Müşteri ile kurulan iki taraflı iletişim sürecinde müşteriye aktarılan ürün bilgisinin ve teknik özelliklerin ötesinde, firmanın bir temsilcisi olarak müşteride yaratılan algı önemlidir. Bu algının iyi yönetilmesi kuşkusuz satışın başarısını artıracaktır. Müşterinin satın alma davranışı temelde ikna olmayı gerektirdiğinden güven etkili bir ikna yaratıcı ardıldır. Güven ise teknik aktarım ile satış elemanını iletişim etkinliğinin bir sonucudur. Ses özellikleri de sözsüz ve güven yaratıcı bir özellik olarak ele alınmaktadır. Bu kapsamda araştırmanın temel araştırma sorusu bilişsel ve duygusal güven unsurlarının, satış elemanlarının ses özellikleri üzerindeki aracı etkileriyle satın alma niyetine olan etkilerini incelemektir. Araştırmada satış elemanlarının doğrudan satış programlarındaki sunumlarından alınan ses kayıtları cevaplayıcılara dinletilmiş ve ses özelliklerine ilişkin değerlendirmeleri alınmıştır. Yapılan çalışma sonucunda satış elemanlarının ses özelliklerinin tüketicilerin satın alma niyetini bilişsel güven ve duygusal güven aracılığıyla pozitif etkilediği ve bu iki güven unsurunun kurulan modelde kısmi aracı olarak çalıştığı ortaya konmuştur. Ayrıca bilişsel güven unsurunun satın alma niyetine olan pozitif etkisinin duygusal güvenden daha yüksek olduğu belirlenmiştirThe main purpose of this study is to investigate the mediating effect of cognitive and emotional trust on the relationship between the perceived voice specifications of the salesperson and the purchase intentions of the customer. Beyond the product information and technical specifications transferred to the customer, the perception created by the salesperson as a representative of the company is also important during the communication process. A successful management of this process will increase the success of the sales for sure. Trust is an effective persuasive successor, as the persuasion process is at the heart of the customer's buying behavior and reliabity is a result of salespersons communication effectiveness. In this context, voice specifications are considered as a non-verbal clue, which creates trust. The main research question of the article is to examine the mediating effect of cognitive and emotional trust factors on the relationship between consumers purchase intention and the voice specification of salesperson. The results of the study indicate that that the salespersons voice specifications positively effects consumers' purchase intention through cognitive trust and emotional trust factors, and these two factors worked as a partial mediator in the structural model. Moreover, the positive effect of the cognitive trust on the purchase intention was found higher than the emotional trus

Vitamin A deficiency induces structural and functional alterations in the molecular constituents of the rat hippocampus

To date, no structural study has been carried out on the effects of vitamin A deficiency (VAD) on hippocampal macromolecules. Therefore, in the present study, the effect of dietary VAD on the structure, content and function of rat hippocampal molecules was investigated using Fourier transform IF spectroscopy. Male Wistar rats were randomly divided into three groups: an experimental group maintained on a vitamin A-deficient liquid diet (VAD, n 7); a control group maintained on a vitamin A-supplemented liquid diet (CON, n 9); a pure control group maintained on standard solid laboratory chow (PC, n 7). The PC group was included in the study to ensure that the usage of liquid diet did not influence the outcomes of VAD. Both the CON and PC groups were successfully discriminated from the VAD group by principal component analysis and hierarchical cluster analysis. The spectral analysis indicated a significant decrease in the contents of saturated and unsaturated lipids, cholesteryl esters. TAG and nucleic acids in the VAD group when compared with the CON group (P <= 0.05). In addition, a significant decrease in membrane fluidity and a significant increase in lipid order (e.g. acyl chain flexibility) were observed in the VAD group (P<0.001). The results of the artificial neural network analysis revealed a significant decrease in the alpha-helix structure content and a significant increase in the turn and random coil structure contents, indicating protein denaturation, in the VAD group when compared with the CON and PC groups (P <= 0.05). Dietary exclusion of vitamin A for 3 months apparently had an adverse impact on compositional, structural and dynamical parameters. These changes can be due to increased oxidative stress, confirming the antioxidant protection provided by vitamin A when used as a dietary supplement at low-to-moderate doses