Salesperson's customer orientation in the personal selling process and in the use of personal selling techniques in the business-to-business setting

Selling is much maligned, often under-valued subject whose inadequate showing in business schools is in inverse proportion to the many job opportunities it offers and the importance of salespeople bringing incomes to companies. The purpose of this research is to increase the understanding of customer-oriented selling and examine the influence of customer-oriented philosophy on selling process, the applicability of selling techniques to this philosophy and the importance of them to salespeople. The empirical section of the study is two-fold. Firstly, the data of qualitative part was collected by conducting five thematic interviews among sales consultants and case company representatives. The findings of the study indicate that customer-oriented selling requires the activity of salespeople. In the customer-oriented personal selling process, salespeople invest time in the preplanning, the need analysis and the benefit demonstration stages. However, the findings propose that salespeople today must also have the basic capabilities for executing the traditional sales process, and the balance between traditional and consultative selling process will change as the duration of the relationship between the salesperson and customer increases. The study also proposes that selling techniques still belong to the customer-oriented selling process, although their roles might be modest. This thesis mapped 75 selling techniques and the quantitative part of the study explored what selling techniques are considered to be important by salespeople in direct selling industry when they make sales with new and existing customers. Response rate of the survey was 69.5%.

Metronomic chemotherapy in the neoadjuvant setting: results of two parallel feasibility trials (TraQme and TAME) in patients with HER2+ and HER2− locally advanced breast cancer

Neoadjuvant chemotherapy has practical and theoretical advantages over adjuvant chemotherapy strategy in breast cancer (BC) management. Moreover, metronomic delivery has a more favorable toxicity profile. The present study examined the feasibility of neoadjuvant metronomic chemotherapy in two cohorts [HER2+ (TraQme) and HER2− (TAME)] of locally advanced BC. Twenty patients were prospectively enrolled (TraQme, n=9; TAME, n=11). Both cohorts received weekly paclitaxel at 100 mg/m2 during 8 weeks followed by weekly doxorubicin at 24 mg/m2 for 9 weeks in combination with oral cyclophosphamide at 100 mg/day (fixed dose). The HER2+ cohort received weekly trastuzumab. The study was interrupted because of safety issues. Thirty-six percent of patients in the TAME cohort and all patients from the TraQme cohort had stage III BC. Of note, 33% from the TraQme cohort and 66% from the TAME cohort displayed hormone receptor positivity in tumor tissue. The pathological complete response rates were 55% and 18% among patients enrolled in the TraQme and TAME cohorts, respectively. Patients in the TraQme cohort had more advanced BC stages at diagnosis, higher-grade pathological classification, and more tumors lacking hormone receptor expression, compared to the TAME cohort. The toxicity profile was also different. Two patients in the TraQme cohort developed pneumonitis, and in the TAME cohort we observed more hematological toxicity and hand-foot syndrome. The neoadjuvant metronomic chemotherapy regimen evaluated in this trial was highly effective in achieving a tumor response, especially in the HER2+ cohort. Pneumonitis was a serious, unexpected adverse event observed in this group. Further larger and randomized trials are warranted to evaluate the association between metronomic chemotherapy and trastuzumab treatment.

Research in the clinical setting : a qualitative study of the value of play research in the continuing education of occupational therapists.

Occupational therapists have always recognized playas an important part of a child's life. However, until recently play has been viewed as a medium for reaching treatment goals, rather than as an activity that is valuable in and of itself. If occupational therapists think of playas the primary activity or occupation of childhood, then play should be a very important area of focus for paediatric clinicians. In order to assist children to become as independent as possible with play and to have fulfilling play experiences the occupational therapist needs to have a clear understanding of how to assess, set goals which lead towards competence in play, and promote play. Recent play literature has placed importance on play behaviours and looking at the relationship between the child and both the human and nonhuman environment. Believing that play and playfulness can and should be promoted, for children with physical disabilities, requires that therapists learn new assessment and intervention strategies. A new assessment tool, The Test of Playfulness, was developed by Bundy in 1994. It addressed play behaviours and environmental influences. The author, a co-investigator and eight occupational therapists were involved in a playfulness study using this test to compare the playfulness of children with physical disabilities with their able-bodied peers. After the study was completed the author questioned whether or not involvement in the playfulness study was enough of a change agent to bring about transformative learning in order to further the eight occupational therapists' education about play.This study investigated changes in either the therapists' thinking about play or their behaviour in their clinical practice. The study also examined the participants' retention of knowledge about the Test of Playfulness. The eight therapists who had been involved in the playfulness study (participants) were matched with eight therapists who had not been involved (nonparticipants). The therapists were interviewed 9 to 12 months after completion of the playfulness study. They were asked to describe various scenarios of play and open ended prompts were used to elicit the therapists' perceptions of play, good play, the role or value of play, environmental and gender influences on play, play assessment and intervention, and play research, for children with and without disabilities. The participants were also prompted to discuss their experience with the playfulness study. A self-report questionnaire was also completed at the end of the interview. The results of the study demonstrated that: (a) the play research project was a good format for continuing the participants' education about play; (b) their thinking had changed about play; (c) according to self report, they had used this new knowledge in their clinical practice; and (d) the participants remembered the items on the Test of Playfulness and could use them in describing various aspects of play. This study found that participating in a play research project had been an effective method of professional development. It also highlighted the need for increased awareness of the recent literature on play and the developing role of the occupational therapist in the assessment and intervention of play.

Research in the clinical setting : a qualitative study of the value of play research in the continuing education of occupational therapists.

Occupational therapists have always recognized playas an important part of a child's life. However, until recently play has been viewed as a medium for reaching treatment goals, rather than as an activity that is valuable in and of itself. If occupational therapists think of playas the primary activity or occupation of childhood, then play should be a very important area of focus for paediatric clinicians. In order to assist children to become as independent as possible with play and to have fulfilling play experiences the occupational therapist needs to have a clear understanding of how to assess, set goals which lead towards competence in play, and promote play. Recent play literature has placed importance on play behaviours and looking at the relationship between the child and both the human and nonhuman environment. Believing that play and playfulness can and should be promoted, for children with physical disabilities, requires that therapists learn new assessment and intervention strategies. A new assessment tool, The Test of Playfulness, was developed by Bundy in 1994. It addressed play behaviours and environmental influences. The author, a co-investigator and eight occupational therapists were involved in a playfulness study using this test to compare the playfulness of children with physical disabilities with their able-bodied peers. After the study was completed the author questioned whether or not involvement in the playfulness study was enough of a change agent to bring about transformative learning in order to further the eight occupational therapists' education about play.

Motivation among reluctant readers: Capturing the goal setting experience in the 'Reading Rocks' program

This study explored goal setting among children with reading disabilities. Of particular focus was the goal setting experience of participants in a literacy-based program, titled “Reading Rocks”. Reading Rocks, offered by the Learning Disabilities Association of Niagara Region (LDANR), supports children with reading disabilities to become more confident readers. The program aims to strengthen literacy skills among vulnerable readers. Another essential component of the program targets children’s reading motivation through goal setting, a recognized strategy for increasing motivation. I outline the importance of reading, followed by exploring children’s reluctance to read. Goal setting is examined as an opportunity to increase motivation among reluctant readers. My research included a qualitative case study of one child-tutor pair in the program. I utilized a think-aloud protocol, a photo elicitation interview, and researcher observations to collect my data. Lastly, I triangulated the data to analyze how children in Reading Rocks experience goal setting.

Antecedents of the attitude towards inter-group reconciliation in a setting of armed conflict

Resumen tomado de la publicación

Influence of social motivation, self-perception of social efficacy and normative adjustment in the peer setting

Resumen tomado de la publicaci??n

Laughing in the mechanism : du choix du silence comme élément autobiographique dans le poème ''Agrippa'' de William Gibson (1992)

Le silence est une composante fondamentale de la création artistique, aussi bien dans le domaine musical qu’au cinéma. La notion de silence atteint toutefois un espace limite dans le domaine littéraire, comme le note Gilles Deleuze en évoquant le « silence dans les mots », la « limite asyntaxique » qui n’est pas « extérieure au langage » dans la poésie d’Antonin Artaud ; cette même notion devenant plus problématique encore dans le domaine de l’autobiographie, traditionnellement informative. Nous posons tout d’abord la question de savoir comment l’auteur, se racontant lui-même, sa vie, son parcours, peut choisir de ne donner à lire qu’un silence plus ou moins long, et sembler ainsi renoncer à sa tâche, pour ensuite étudier le poème « Agrippa—A Book of the Dead » (1992) de l’écrivain américain William Gibson (né en 1948). Inspiré par la découverte d’un album de photos appartenant à son père, l’auteur y évoque les souvenirs de son enfance en Virginie. La singularité d’« Agrippa » réside surtout dans les mécanismes mis en oeuvre lors de sa lecture : à l’origine seulement disponible sur disquette, un programme d’ « encryption » ou « bombe logique » efface le texte au fur et à mesure que l’ordinateur le déchiffre, afin de n’être lu qu’une fois seulement, laissant la place au vide, au silence. Nous proposons ici d’étudier le poème « Agrippa » en démontrant comment la disparition progressive du texte a, dans le travail d’écriture de Gibson, une portée originale. L’objectif de l’étude est de montrer que Gibson se sert du poème pour proposer une révolution littéraire où l’art « quitte le cadre », où « le mot écrit quitte la page » de façon concrète et effective pour soumettre au lecteur un questionnement, esthétique, philosophique, voire théologique fécond – Maurice Blanchot arguant que Dieu communique « seulement par son silence ».

Delineating difference and spaces of resistance : reading the Nana’s Silence in Rosario Castellanos’ ''Balún Canán''

A escritora mexicana Rosario Castellanos incorpora silêncios em suas obras de uma forma que permite ao leitor a questionar o próprio significado da agência e da natureza da subjetividade de uma protagonista feminina. Silêncios tendem a criar brechas no texto, iluminando as diferenças sociais e raciais que a narração em primeira pessoa foge. Além disso, é revelado que o sujeito se imagina em oposição ao silêncio de mulheres menos privilegiadas, e que realmente não existe um local em que o subalterno pode falar. Este projecto se centra em seu romance Balún Canan (1957), em que a babá Indígena de uma menina complica o desejo de ascender dentro da estrutura patriarcal da sua família mais privilegiada, como a menina descobre que o que faria sua vida confortável é a causa da subjugação de sua “outra mãe.” O texto é desenvolvido em torno de um desejo de falar a partir das margens, e há um esforço claro para dar voz aos subalternos. No entanto, a relação entre a menina e sua babá não é nem romântica nem idealizada; a presença da mulher colonizada resiste a marginalização e ressalta que está sendo coberto no processo de desenvolvimento individual. Ansiedadesurge dentro da narração da menina como ela percebe seu privilégio como membro da classe latifundiária, e a escrita navega entre diferentes manifestações de silêncio: o silenciamento da babá em uma replicação de violência colonial, e a manutenção do silêncio como uma barreira respeitosa.

School counselors in the mainstream setting: a tool for working with students with hearing impairments in the public school environment

This study looks at public school counselors who work with hearing impaired students and the counselor’s awareness of specific issues of problems of these students.

Social integration or social alienation: A look at the social functioning of oral deaf teenagers in the mainstream educational setting

The purpose of this literature review was to determine the social functioning of oral deaf adolescents in the mainstream educational setting.