How can a 'client-centric values' approach to selling lead to the 'co-creation' of a new global selling mindset?

This dissertation explores the extent to which a values-based approach to developing relationships between sales people and their customers enhances sales performance. Traditional approaches to selling have outlived their usefulness – whilst they purport to be based on models that are customer-centric, they are based on perspectives of sellers and are not, therefore, aligned to the needs of customers. Empirical Research with 83 customers and key account managers provides the basis for an emerging values construct based on four differentiating values for outstanding sales performance and four negative values that produce poor performance. Action Research Living Theory is used to develop and validate the emergent values constructs on 'live' sales opportunities. The relational issues of Key Account Management and Selling Global and Complex are discussed within the context of the proposed values construct

An investigation of combustion instability in aircraft-engine reheat systems

The principal objective of this study was to examine experimentally the effects of upstream temperature, velocity, gutter blockage, tailpipe length, and main and pilot fuel flows, on the form of combustion instability encountered in aircraft reheat systems which is sometimes referred to as 'buzz'. Tests were carried out at atmospheric pressure for upstream temperatures of between 200 and 500°C, and upstream velocities ranging from 140 to 200 ft/sec. Three values of stabilizer blockage were employed, namely 25, 30 and 35%. The tailpipe length was varied between 9 and 45 inches. Auto-correlation techniques were used in the frequency analysis of the buzz waveforms. It was found that a certain minimum tailpipe length is necessary in order to produce buzz which is then strengthened as the tailpipe length is increased. Buzz also becomes more pronounced with an increase in gas velocity but stabilizer blockage appears to have no discernible effect … [cont.]

The Long and Winding Road: Archiving and Re-Using Qualitative Data from 12 Research Projects Spanning 16 Years

We describe a pilot project designed to assess the feasibility of re-use across 12 diverse qualitative datasets related to Human Immunodeficiency Virus (HIV) in the UK, from research projects undertaken between 1997 and 2013 – an approach which is chronically underused. First, we consider the sweeping biomedical changes and imperatives relating to HIV in this time frame, offering a rationale for data re-use at this point in the epidemic. We then reflexively situate the processes and procedures we devised for this study with reference to relevant methodological literature. Hammersley’s and Leonelli’s contributions have been particularly instructive through this process, and following their lead, we conclude with further considerations for those undertaking qualitative data re-use, reflecting on the extent to which qualitative data re-use as a practice requires attention to both the given and the constructed aspects of data when assembled as evidence

Enumerating Cyclic Orientations of a Graph

Acyclic and cyclic orientations of an undirected graph have been widely studied for their importance: an orientation is acyclic if it assigns a direction to each edge so as to obtain a directed acyclic graph (DAG) with the same vertex set; it is cyclic otherwise. As far as we know, only the enumeration of acyclic orientations has been addressed in the literature. In this paper, we pose the problem of efficiently enumerating all the \emph{cyclic} orientations of an undirected connected graph with $n$ vertices and $m$ edges, observing that it cannot be solved using algorithmic techniques previously employed for enumerating acyclic orientations.We show that the problem is of independent interest from both combinatorial and algorithmic points of view, and that each cyclic orientation can be listed with $\tilde{O}(m)$ delay time. Space usage is $O(m)$ with an additional setup cost of $O(n^2)$ time before the enumeration begins, or $O(mn)$ with a setup cost of $\tilde{O}(m)$ time

The Evolution of the VASIMR Engine

Our future deep space explorers face many daunting challenges but three of these loom high above the rest: Physiological debilitation, radiation sickness and psychological stress. Many countermeasures are presently being considered to ameliorate these difficulties however, in the long run, two important new developments are required: abundant space power and advanced propulsion. The development of the Variable Specific Impulse Magnetoplasma Rocket (VASIMR) addresses these important areas of need. The VASIMR is a high power, radio frequency-driven magneto plasma rocket, capable of very high exhaust velocities. In addition, its unique architecture allows in-flight mission-optimization of thrust and specific impulse to enhance performance and reduce trip time. A NASA-led, research team, involving industry, academia and government facilities is pursuing the development of this concept in the United States. The technology can be validated, in the near term, in venues such as the International Space Station, where it can also serve as both a drag compensation device and a plasma contactor for the orbital facility. Other near-Earth applications in the commercial and scientific satellite sectors are also envisioned. This presentation covers the present status of the technology, plans for its near term deployment and a vision for its future evolution

Plasma Heating Simulation in the VASIMR System

The paper describes the recent development in the simulation of the ion-cyclotron acceleration of the plasma in the VASIMR experiment. The modeling is done using an improved EMIR code for RF field calculation together with particle trajectory code for plasma transport calculat ion. The simulation results correlate with experimental data on the p lasma loading and predict higher ICRH performance for a higher density plasma target. These simulations assist in optimizing the ICRF anten na so as to achieve higher VASIMR efficiency

The regulation of genes of unknown function implicated in nitrosative stress tolerance in Escherichia coli K-12

This study was designed to determine the regulatory network that controls expression from two $Escherichia$ $coli$ K-12 promoters, $pyeaR$ and $pogt$, during anaerobic growth. These promoters were identified from transcriptomic studies as being positively regulated by NarL independently of FNR, the master regulator of anaerobic respiration. Biochemical and genetic analyses presented in this study confirmed that expression from both the $yeaR$ and $ogt$ promoters is dependent upon NarL, which binds to a single site in the $yeaR$ promoter and two sites in the $ogt$ promoter. The nucleoid-associated protein, Fis, repressed transcription from both promoters, especially in rich medium, by binding to sites that overlap the NarL site, excluding the essential activator. Both promoters were more active in the absence of functional FNR. However, mutational analysis revealed that FNR does not bind to the $yeaR$ promoter region, so this effect is indirect. How the absence of functional FNR might affect NarL-dependent nitrite signalling was investigated. The Ogt protein is known function as an O$^6$-alkyguanine methyltransferase. However, the functions of the gene products of $yeaR-yoaG$ and another operon implicated in nitrosative stress management, $hcp-hcr$, were unknown. Strains carrying a chromosomal $yeaR-yoaG$ deletion were not more sensitive to nitric oxide or hydroxylamine compared with the parental strain, suggesting that the products of this operon are not essential for dealing with these toxic nitrogen species. Conversely, a strain deleted in $hcp-hcr$ was shown to be slightly more sensitive to both nitric oxide and hydroxylamine, implicating Hcp and Hcr in nitrosative stress management.EThOS - Electronic Theses Online ServiceGBUnited Kingdo

Switcher-random-walks: a cognitive-inspired mechanism for network exploration

Semantic memory is the subsystem of human memory that stores knowledge of concepts or meanings, as opposed to life specific experiences. The organization of concepts within semantic memory can be understood as a semantic network, where the concepts (nodes) are associated (linked) to others depending on perceptions, similarities, etc. Lexical access is the complementary part of this system and allows the retrieval of such organized knowledge. While conceptual information is stored under certain underlying organization (and thus gives rise to a specific topology), it is crucial to have an accurate access to any of the information units, e.g. the concepts, for efficiently retrieving semantic information for real-time needings. An example of an information retrieval process occurs in verbal fluency tasks, and it is known to involve two different mechanisms: -clustering-, or generating words within a subcategory, and, when a subcategory is exhausted, -switching- to a new subcategory. We extended this approach to random-walking on a network (clustering) in combination to jumping (switching) to any node with certain probability and derived its analytical expression based on Markov chains. Results show that this dual mechanism contributes to optimize the exploration of different network models in terms of the mean first passage time. Additionally, this cognitive inspired dual mechanism opens a new framework to better understand and evaluate exploration, propagation and transport phenomena in other complex systems where switching-like phenomena are feasible.Comment: 9 pages, 3 figures. Accepted in "International Journal of Bifurcations and Chaos": Special issue on "Modelling and Computation on Complex Networks