Personal selling of high-technology products:the solutions-selling imperative

Traditional focus on the study of high-technology firms and products has practically ignored the importance and potential contributions of the sales force, especially in business-to-business marketing. This article suggests that traditional sales force strategies associated with high-technology products have been supply driven (i.e., driven by the strategies of the marketing firm). We suggest that in order to enhance the success of high-technology products and services, firms need to be more demand driven in their sales structures (i.e., driven by the strategies of the buying firm). We suggest that it is imperative that high-technology firms adopt “solution selling” to enhance high-technology adoption as well as enhance competitiveness. We describe this change in focus and draw out its various managerial and academic implications.

Investigation of gas engine driven heat pump systems

Heat pumps are becoming increasingly popular, but poor electricity generating efficiency limits the potential energy savings of electrically powered units. Thus the work reported in this thesis concerns the development of a range of gas engine driven heat pumps for industrial and commercial heating applications, which recover heat from the prime mover, normally rejected to waste. Despite the convenience of using proprietary engine heat recovery packages, investigations have highlighted the necessity to ensure the engine and the heat recovery equipment are compatible. A problem common •to all air source heat pumps is the formation of frost on the evaporator, which must be removed periodically, with the expenditure of energy, to ensure the continued operation of the plant. An original fluidised bed defrosting mechanism is proposed, which prevents the build-up of this frost, and also improves system performance. Criticisms have been levelled against the rotary sliding vane compressor, in particular the effects of lubrication, which is essential. This thesis compares the rotary sliding vane compressor with other machines, and concludes that many of these criticisms are unfounded. A confidential market survey indicates an increasing demand for heat pumps up to and including 1990, and the technical support needed to penetrate this market is presented. Such support includes the development of a range of modular gas engine driven heat pumps, and a computer aided design for the selection of the optimum units. A case study of a gas engine driven heat pump for a swimming pool application which provided valuable experience is included.

Fluctuation-driven traffic congestion in a scale-free model of the Internet

In studies of complex heterogeneous networks, particularly of the Internet, significant attention was paid to analysing network failures caused by hardware faults or overload. There network reaction was modelled as rerouting of traffic away from failed or congested elements. Here we model network reaction to congestion on much shorter time scales when the input traffic rate through congested routes is reduced. As an example we consider the Internet where local mismatch between demand and capacity results in traffic losses. We describe the onset of congestion as a phase transition characterised by strong, albeit relatively short-lived, fluctuations of losses caused by noise in input traffic and exacerbated by the heterogeneous nature of the network manifested in a power-law load distribution. The fluctuations may result in the network strongly overreacting to the first signs of congestion by significantly reducing input traffic along the communication paths where congestion is utterly negligible. © 2013 IEEE.