Digital transformation challenges successful enterprises – an exploration of the collaboration of marketing and sales department in German organizations

Purpose – The purpose of this study is to investigate the influence of digital transformation on theintersection of marketing and sales departments.Design/methodology/approach – This area has received little attention in academic literature whileconsiderable amount of research exists surrounding the marketing and sales integration, the influence of thetrend of digital transformation on both departments and how it affects their collaboration is not investigatedin-depth and is therefore studied by qualitative research via semi-structured interviews in six Germanorganizations.Findings – By considering the findings the collaboration between the marketing and sales departments inGerman organizations is perceived as good. However, generation-related conflicts occur due to differentdemographic structures of employees. The study provides evidence that the digital transformation affects themarketing and sales integration and thus, the overall organizational performance.Originality/value – Moreover, it is crucial that organizations face the challenges that occur in terms ofinterdepartmental relationships and be aware of the huge potentials which arise due to digital transformationto improve the marketing and sales collaboration

Digital Transformation Challenges Successful Enterprises – an Exploration of the Collaboration of Marketing and Sales Department in German Organisations

“Today, marketing must be understood not in the old sense of making a sale – ‘telling and selling’ – but in the new sense of satisfying customer needs” (Kotler, Armstrong, Harris, & Piercy, 2016, p. 5). This statement illustrates the discrepancies as well as the gap between the marketing and the sales department. Both are different functions which often exhibit different goal orientation. They furthermore demand different skills and abilities (Shapiro, 2002). Generally, sales provide knowledge about customer’s wants and needs. In contrast, marketing makes use of this information by combining it with other sources to create products and value proposition more competitively (Keszey & Biemans, 2016). Although marketing and sales demonstrate crucial differences in their goals, it is essential to be aware of their reciprocal potential. If both departments operate in a way that is complementary, the efficiency of how customers are acquired, treated and retained increases (Shapiro, 2002). In recent years, there has been increased attention towards the relationship between marketing and sales (Hughes, Le Bon, & Malshe, 2012; Sleep, Lam, & Hulland, 2018; Le Meunier-Fitzhugh & Massey, 2019). Recent research emphasis the role of digitalization in interfunctional coordination within enterprises (Ruiz-Alba, Guesalaga, Ayestarán, & Morales Mediano, 2019). This research has not yet covered the impact of digital transformation on the collaboration of marketing and sales departments. Since technology is increasingly changing, it enables organizations to simplify co-operation between departments (Le Meunier-FitzHugh & Douglas, 2016). Therefore, it is even more important that this study explores the collaboration between marketing and sales in German organizations to determine whether digital transformation affects this. In addition, digital transformation is essential in every organization nowadays as frequent examples from the business world show. Phil Fasano, CIO of Kaiser Permanente, coined, “every company is already a digital company, even if they don’t perceive themselves to be one” (Baldwin, 2014, p. 23). According to Höttges, CEO of Deutsche Telekom, (2017) “Anything that can be digitized will be digitized, and anything that can be networked will be networked” (p. V). To sum up, there is general agreement among researchers that through a good collaboration between marketing and sales departments the business performance can be increased. Furthermore, there is general consensus that digital transformation will shape the future of organizations. However, there exists no research how the digital transformation affects the collaboration of marketing and sales departments. This study was conducted as an organizational-based research. In total, six German organizations are investigated through semi-structured expert interviews

Evolutionary conserved networks of human height identify multiple Mendelian causes of short stature

Height is a heritable and highly heterogeneous trait. Short stature affects 3% of the population and in most cases is genetic in origin. After excluding known causes, 67% of affected individuals remain without diagnosis. To identify novel candidate genes for short stature, we performed exome sequencing in 254 unrelated families with short stature of unknown cause and identified variants in 63 candidate genes in 92 (36%) independent families. Based on systematic characterization of variants and functional analysis including expression in chondrocytes, we classified 13 genes as strong candidates. Whereas variants in at least two families were detected for all 13 candidates, two genes had variants in 6 (UBR4) and 8 (LAMA5) families, respectively. To facilitate their characterization, we established a clustered network of 1025 known growth and short stature genes, which yielded 29 significantly enriched clusters, including skeletal system development, appendage development, metabolic processes, and ciliopathy. Eleven of the candidate genes mapped to 21 of these clusters, including CPZ, EDEM3, FBRS, IFT81, KCND1, PLXNA3, RASA3, SLC7A8, UBR4, USP45, and ZFHX3. Fifty additional growth-related candidates we identified await confirmation in other affected families. Our study identifies Mendelian forms of growth retardation as an important component of idiopathic short stature

Rassismus und Kulturalismus

Der Arbeitskreis zu "Theorie und Praxis der Interkulturalität" konzentrierte sich im Sommersemester 1997 auf Erscheinungsformen von "Rassismus" und "Kulturalismus" in der Gegenwart. Die meisten der hier versammelten Texte gehen auf Vorträge in diesem Semester zurück.\ud \ud \ud Rassisten glauben gewöhnlich zweierlei: daß es verschiedene Rassen unter den Menschen gibt und man sie auch eindeutig erkennt. Das ist das eine. Der andere Glaubenssatz lautet: Meine Rasse ist die beste.\ud \ud \ud Theoretisch könnte man sich vorstellen, daß jemand den ersten Glaubenssatz annimmt und an den zweiten nicht denkt. Dann wäre das ein rein "wissenschaftliches" Problem und ganz wertfrei. Praktisch ist das aber nicht der Fall, wenn es um gesellschaftliche und politische Fragen geht. Dazu kommt noch ein zweiter Umstand: Man kann vom ersten Glaubenssatz ganz absehen und dennoch eine absolute Überlegenheit der eigenen Art annehmen. Dann wird man nicht mehr von "Rassen" sprechen, sondern von "kulturell Anderen" oder auch von der eigenen "kulturellen" oder "nationalen Identität".\ud \ud \ud Solche "Diskriminierungen", also Ausgrenzungen von etwas, das als Besonderes oder Niedrigeres gegenüber dem Allgemeingültigen oder Höheren gewertet wird, sind das gemeinsame Thema der vorliegenden Beiträge. Es werden aber auch Wege aufgezeigt, menschenverachtenden Ausgrenzungen theoretisch wie praktisch zu begegnen, ohne in die schlechte Alternative zu verfallen, entweder Ghettos in einem "ethnischen Zoo" zu schaffen oder aber eine differenzenlose Einheitsgesellschaft schaffen zu wollen.\ud \ud \ud Das Thema der Transformation von Nationalismus, Rassismus und Kulturalismus behandelt Hakan Gürses. Wenn heute nur mehr selten offen rassistische Thesen öffentlich vertreten werden, so sind doch die Grenzlinien gegenüber den jeweils "Anderen" nicht weniger deutlich: Auch bei "kulturell" Anderen wird regelmäßig eine Rangordnung und natürlich im Vergleich zur eigenen Kultur eine Unterordnung angenommen. Die Popularität dieser Denkweise sieht Gürses begründet in der Gleichzeitigkeit eines elitären Universalismus mit einem partikularistisch-rassistischen Kulturalismus der großen Mittelschicht.\ud \ud \ud Monika Firla behandelt ein heikles Thema der Philosophiegeschichte anhand einer Fallstudie zu Immanuel Kant. Obwohl daraus keinerlei Zweifel an Kants überragender philosophischen Bedeutung abzuleiten ist, ist doch auch nicht zu leugnen, daß er in seinen Vorlesungen rassistische und kulturrassistische Vorurteile nicht nur geteilt, sondern wohl auch befördert hat. Hier drängt sich die allgemeinere Frage auf, ob und wieweit Philosophen sich von diskriminierenden Vorurteilen freimachen können. Vorsichtiges Mißtrauen scheint angebracht.\ud \ud \ud Johann Dvoráks Beitrag befaßt sich mit einer Form von Rassismus und Sexismus, wie sie in der intellektuellen hochkulturellen Szene des Wiener fin de siècle durchaus gesellschaftsfähig waren. Er zeigt das Syndrom bei Chamberlain und Weininger und führt am Beispiel Hofmannsthals aus, wie die nationalistische Denkweise mit Rassismus und Elitendünkel zusammen eine gegen die Arbeiterbewegung gerichtete Ideologie bildete.\ud \ud \ud Vladimir Malachov hat den "neuen Nationalismus" bei deutschsprachigen Philosophen der Gegenwart analysiert. Dabei zeigt sich, etwa in den Arbeiten von Kurt Hübner, daß neuer Wein in Form von komplizierterer Ausdrucksweise doch nur in alte Schläuche gefüllt wird, wenn nicht mehr von einem "Wesen" eines "Volkes", sondern von der "Identität" und dem "Nationalen" die Rede ist. Frühere Chauvinisten drückten sich eindeutiger aus, und Malachov stellt auch dies dar, indem er in sich und untereinander höchst widersprüchliche Versuche vorstellt, das "Wesen" des jeweils eigenen (deutschen, russischen, französischen etc.) und das des anderen Volkes zu beschreiben. Wüßte man nicht um üble Folgen, so wäre die Lektüre amüsant.\ud \ud \ud Ulrike Davy geht konkret der Frage nach, welche Formen das Asylrecht in der Gegenwart angenommen hat. Entscheidend dabei ist, daß die Anerkennung des Flüchtlingsstatus voraussetzt, daß sich der asylgewährende Staat von der Wert- und Staatsordnung des Herkunftslandes distanziert. Somit ist "Empörung" vonnöten, die jedoch wiederum nur bei kultureller Differenz rechtliche Folgen hat.\ud \ud \ud Gero Fischer untersucht Merkmale rassistischer Sprachpraktiken sowohl in humanwissenschaftlichen Disziplinen als auch in der Mediensprache der Gegenwart. Gerade in Debatten um die Multikulturalität in modernen Gesellschaften finden sich dafür bestürzende Belege. Wirklich gefährlich wird diskriminierendes Sprechen - und Darstellen - aber dann, wenn es von denen, die es praktizieren, gar nicht mehr als solches erkannt wird; am Negativbeispiel aus einem Kinderbuch von Thomas Brezina wird dies deutlich.\ud \ud \ud Nadine Hauer hat Aktivitäten gegen Rassismus und Fremdenfeindlichkeit in allen neun österreichischen Bundesländern untersucht und ihr Augenmerk vor allem auf solche Dinge gerichtet, die kaum oder gar keine Bekanntheit erlangen. Sie ist dabei auf wenig Spektakuläres, aber durchaus Eindrucksvolles gestoßen. In ihrem Beitrag schildert sie gelungene und auch mißlungene Projekte von einzelnen wie von Organisationen, Verständnis und Zusammenleben zu fördern und Vorurteile abzubauen

Identification of genetic variants associated with Huntington's disease progression: a genome-wide association study

Background Huntington's disease is caused by a CAG repeat expansion in the huntingtin gene, HTT. Age at onset has been used as a quantitative phenotype in genetic analysis looking for Huntington's disease modifiers, but is hard to define and not always available. Therefore, we aimed to generate a novel measure of disease progression and to identify genetic markers associated with this progression measure. Methods We generated a progression score on the basis of principal component analysis of prospectively acquired longitudinal changes in motor, cognitive, and imaging measures in the 218 indivduals in the TRACK-HD cohort of Huntington's disease gene mutation carriers (data collected 2008–11). We generated a parallel progression score using data from 1773 previously genotyped participants from the European Huntington's Disease Network REGISTRY study of Huntington's disease mutation carriers (data collected 2003–13). We did a genome-wide association analyses in terms of progression for 216 TRACK-HD participants and 1773 REGISTRY participants, then a meta-analysis of these results was undertaken. Findings Longitudinal motor, cognitive, and imaging scores were correlated with each other in TRACK-HD participants, justifying use of a single, cross-domain measure of disease progression in both studies. The TRACK-HD and REGISTRY progression measures were correlated with each other (r=0·674), and with age at onset (TRACK-HD, r=0·315; REGISTRY, r=0·234). The meta-analysis of progression in TRACK-HD and REGISTRY gave a genome-wide significant signal (p=1·12 × 10−10) on chromosome 5 spanning three genes: MSH3, DHFR, and MTRNR2L2. The genes in this locus were associated with progression in TRACK-HD (MSH3 p=2·94 × 10−8 DHFR p=8·37 × 10−7 MTRNR2L2 p=2·15 × 10−9) and to a lesser extent in REGISTRY (MSH3 p=9·36 × 10−4 DHFR p=8·45 × 10−4 MTRNR2L2 p=1·20 × 10−3). The lead single nucleotide polymorphism (SNP) in TRACK-HD (rs557874766) was genome-wide significant in the meta-analysis (p=1·58 × 10−8), and encodes an aminoacid change (Pro67Ala) in MSH3. In TRACK-HD, each copy of the minor allele at this SNP was associated with a 0·4 units per year (95% CI 0·16–0·66) reduction in the rate of change of the Unified Huntington's Disease Rating Scale (UHDRS) Total Motor Score, and a reduction of 0·12 units per year (95% CI 0·06–0·18) in the rate of change of UHDRS Total Functional Capacity score. These associations remained significant after adjusting for age of onset. Interpretation The multidomain progression measure in TRACK-HD was associated with a functional variant that was genome-wide significant in our meta-analysis. The association in only 216 participants implies that the progression measure is a sensitive reflection of disease burden, that the effect size at this locus is large, or both. Knockout of Msh3 reduces somatic expansion in Huntington's disease mouse models, suggesting this mechanism as an area for future therapeutic investigation

Clinical relevance of systematic phenotyping and exome sequencing in patients with short stature

PurposeShort stature is a common condition of great concern to patients and their families. Mostly genetic in origin, the underlying cause often remains elusive due to clinical and genetic heterogeneity.MethodsWe systematically phenotyped 565 patients where common nongenetic causes of short stature were excluded, selected 200 representative patients for whole-exome sequencing, and analyzed the identified variants for pathogenicity and the affected genes regarding their functional relevance for growth.ResultsBy standard targeted diagnostic and phenotype assessment, we identified a known disease cause in only 13.6% of the 565 patients. Whole-exome sequencing in 200 patients identified additional mutations in known short-stature genes in 16.5% of these patients who manifested only part of the symptomatology. In 15.5% of the 200 patients our findings were of significant clinical relevance. Heterozygous carriers of recessive skeletal dysplasia alleles represented 3.5% of the cases.ConclusionA combined approach of systematic phenotyping, targeted genetic testing, and whole-exome sequencing allows the identification of the underlying cause of short stature in at least 33% of cases, enabling physicians to improve diagnosis, treatment, and genetic counseling. Exome sequencing significantly increases the diagnostic yield and consequently care in patients with short stature

Restricted Microbiota and Absence of Cognate TCR Antigen Leads to an Unbalanced Generation of Th17 Cells.

International audienceRetinoic acid-related orphan receptor (ROR)γt(+) TCRαβ(+) cells expressing IL-17, termed Th17 cells, are most abundant in the intestinal lamina propria. Symbiotic microbiota are required for the generation of Th17 cells, but the requirement for microbiota-derived Ag is not documented. In this study, we show that normal numbers of Th17 cells develop in the intestine of mice that express a single TCR in the absence of cognate Ag, whereas the microbiota remains essential for their development. However, such mice, or mice monocolonized with the Th17-inducing segmented filamentous bacteria, fail to induce normal numbers of Foxp3(+) RORγt(+) T cells, the regulatory counterpart of IL-17(+)RORγt(+) T cells. These results demonstrate that a complex microbiota and cognate Ag are required to generate a properly regulated set of RORγt(+) T cells and Th17 cells

MAP4-dependent regulation of microtubule formation affects centrosome, cilia, and golgi architecture as a central mechanism in growth regulation

Numerous genes are involved in human growth regulation. Recently, autosomal-recessive inherited variants in centrosomal proteins have been identified in Seckel syndrome, primary microcephaly, or microcephalic osteodysplastic primary dwarfism. Common hallmarks of these syndromic forms are severe short stature and microcephaly. In a consanguineous family with two affected children with severe growth retardation and normocephaly, we used homozygosity mapping and next-generation sequencing to identify a homozygous MAP4 variant. MAP4 is a major protein for microtubule assembly during mitosis. High-expression levels in the somite boundaries of zebrafish suggested a role in growth and body segment patterning. The identified variant affects binding sites of kinases necessary for dynamic instability of microtubule formation. We found centrosome amplifications in mitotic fibroblast cells in vivo and in vitro. These numeric centrosomal aberrations were also present during interphase resulting in aberrant ciliogenesis. Furthermore, affected cells showed a dysfunction of the microtubule-dependent assembly of the Golgi apparatus, indicated by a significant lack of compactness of Golgi membranes. These observations demonstrated that MAP4 mutations contribute to the clinical spectrum of centrosomal defects and confirmed the complex role of a centrosomal protein in centrosomal, ciliary, and Golgi regulation associated with severe short stature