Retrospective evaluation of whole exome and genome mutation calls in 746 cancer samples

Funder: NCI U24CA211006Abstract: The Cancer Genome Atlas (TCGA) and International Cancer Genome Consortium (ICGC) curated consensus somatic mutation calls using whole exome sequencing (WES) and whole genome sequencing (WGS), respectively. Here, as part of the ICGC/TCGA Pan-Cancer Analysis of Whole Genomes (PCAWG) Consortium, which aggregated whole genome sequencing data from 2,658 cancers across 38 tumour types, we compare WES and WGS side-by-side from 746 TCGA samples, finding that ~80% of mutations overlap in covered exonic regions. We estimate that low variant allele fraction (VAF < 15%) and clonal heterogeneity contribute up to 68% of private WGS mutations and 71% of private WES mutations. We observe that ~30% of private WGS mutations trace to mutations identified by a single variant caller in WES consensus efforts. WGS captures both ~50% more variation in exonic regions and un-observed mutations in loci with variable GC-content. Together, our analysis highlights technological divergences between two reproducible somatic variant detection efforts

The Impact of the Salesperson on the Multichannel Consumer\u27s Buying Process at the Retail Store: The Role of Information Asymmetry and Perceived Control

The advent of the Internet, the influx of technology comparison shopping, and the evolvement of channels have increased the knowledge base of the consumer to the point where some scholars claim the multichannel consumer has more knowledge and control than the salesperson. Selling to a customer who has the control is a challenge for retailers and their sales forces. The purpose of this research is to examine the underlying decision process of the multichannel consumer and the impact of the retail salesperson. This present study tests a conceptual model that suggests multichannel consumers\u27 perceptions of information asymmetry lead to perceived control and purchase intention. Based upon the model, the salesperson\u27s new role is to motivate purchase intention by using adaptive selling to affect the consumer\u27s perception of information asymmetry and perceived control. Using a scenario-based methodology tested with a sample of 307 multichannel consumers, the current investigation examined the impact of: (1) information asymmetry on the consumer\u27s perceived control, (2) perceived control on purchase intention, (3) perceived control as a mediator between information asymmetry and purchase intention, (4) adaptive selling behavior on the consumer\u27s perception of information asymmetry, and (5) adaptive selling behavior on the consumer\u27s purchase intention. The findings revealed that if the multichannel consumer perceives an advantaged information asymmetry then perceived control and purchase intention will be impacted. Adaptive selling behavior affects the consumer\u27s perceptions of information asymmetry but not perceived control. These findings can be used to help managers devise techniques to support the salesperson\u27s ability to secure the sale with the multichannel consumer

Selling in an Asymmetric Retail World: Perspectives from India, Russia, and the U.S. on Buyer-Seller Information Differential, Perceived Adaptive Selling, and Purchase Intention

The current research aimed to contribute to our understanding of (a) how adaptive selling is perceived by retail consumers in different types of economies when they have differing levels of buyer–seller information differential and (b) how this phenomenon influences their purchase intention. The focal countries were the US (a developed economy) and India and Russia (both developing economies). These three were selected owing to their disparate economic and cultural contexts. This investigation used a relatively new construct: perceived adaptive selling (PAS). PAS refers to the degree to which the buyer perceives that the salesperson is adapting. The study examined whether the impact of PAS was a function of a country’s level of development and whether such perceptions were influenced by the level of buyer–seller information differential in the retail transaction. The findings suggested that buyers in Russia and India PAS and were influenced by it differently from their US counterparts. This work provided a general framework for understanding tactical implementation of the salesperson’s PAS behavior

TONS: A Guide to Teaching On-line Sales Courses

Purpose of the Study: This study describes a creative solution to teaching on-line sales(TONS). On-line education is increasingly in demand; yet, many sales instructors are unsure of how to transfer this interactive, skills-based course from face-to-face to an on-line format. The on-line course is described in detail, with weekly topics, assignments, rubrics, and teaching materials available. The skills-based active learning format develops student knowledge and know-how while building to a final project. Importantly, the technological and time considerations for instructors are kept to a minimum. Method/Design and Sample: This study tests the use of the on-line TONS teaching method through qualitative and quantitative student responses and evaluations from three classes. Qualitative data was analyzed to identify themes of learning and satisfaction. Quantitative course evaluations provide a comparison between on-line and in-person introductory sales classes. Results: Qualitative results show that the TONS innovation was successful in promoting experiential learning in the on-line format. Identified themes indicate on-line students learned key aspects of the sales process, valued the interaction provided, and believed the course resulted in cumulative learning and was applicable to their employment. Quantitative evaluations show that on-line courses were rated equally to a comparable in-person course. Value to Marketing Educators: As educators are pushed toward on-line, blended, and otherwise virtual course formats, it is critical that student learning not suffer. Also important is the need to minimize instructor time investment in course preparation and teaching. This study provides detailed instruction of how any instructor can use TONS to deliver experiential learning on-line

Is There a Global Multichannel Consumer?

Purpose – The purpose of this paper is to present a buying process for the multichannel consumer (MCC) that starts at online information search and ends at the offline retail channel and then seeks to determine the universality of such behavior across countries. Design/methodology/approach – A structured questionnaire was administered to MCCs from Russia, Singapore and the USA. The model was estimated using partial least square and country comparisons were conducted with a multi-group analysis. Findings – The empirical results validated the conceptual model. In country comparisons, there is both converging (online information search) and diverging (retail store) MCCs’ behavior exhibiting nuanced differences. Research limitations/implications – Future research should examine values of MCCs at the individual level so as to increase the generalizability of the findings. Practical implications – The convergence of MCCs information search behavior suggests that there is an opportunity for companies to standardize their online information strategy to educate global MCCs prior to their visiting brick and mortar stores. In-store salesperson remains important and effective for MCCs in the USA and Singapore, but not Russia. Originality/value – A new conceptual framework that integrates economic and psychology theories is presented to depict the shift of control tilting in favor of MCCs in the buying process and introduces the concept of “reversal” information asymmetry in which consumers perceive to have more knowledge than the vendors

Not All Adaptive Selling to Multichannel Consumers Is Influential: The Moderating Effect of Product Type and Consumer Planned Behavior

Computer-mediated technologies have resulted in a proliferation of the omni-channel consumer (OCC) who shops for products and services using mobile, online, and traditional retail channels. While OCCs may have greater access to information, they do not necessarily have access to accurate information; hence the salesperson has both a challenge as well as an opportunity to use adaptive selling techniques when selling to the OCC. To better understand under what circumstances the salesperson can best be utilized to bring about the sale with the OCC, this research develops and evaluates a model of adaptive selling behaviors when selling to omni-channel consumers around the globe. Adaptive selling behaviors are conceptualized as having two dimensions, non-interactive and interactive adaptation. The efficacy of these two types of adaptive selling behaviors depends upon product type (utilitarian, hedonic) and OCCs\u27 perceived control over the buying situation. To test the hypotheses, survey data was collected from global OCCs in four different countries and evaluated using path analysis. Results suggest salesperson’s influence depends upon product type and salesperson\u27s adaptive selling behavior