Energetic sustainability of three arabica coffee growing systems used by family farming units in Espírito Santo state

Three growing systems of Arabica coffee were evaluated under the energy perspective, in the state of Espírito Santo in Brazil. The systems are conventional cultivation (CC), cultivation with good agricultural practices (CGP) and organic farming (OF). It was made a comparison of the energy flows within these three systems to show sustainable levels of each one based on production average data of several family-farming units. Therefore, we analyzed crop yield, total energy efficiency reverse (TEER), energy efficiency of ripe coffee (EERC) and non-renewable energy efficiency (NREE). OF system had values for TEER, EERC and NREE of 3.3 4.7 and 7.9 respectively. Yet CC showed values of 1.8, 1.9 and 1.6 for TEER, EERC and NREE respectively. Furthermore, CGP presented values for TEER, EERC and NREE of 0.7, 1.3 and 1.4 respectively. The highest yield was observed in CGP, reaching an amount of 1794 kg ha-1(17,455 MJ); however, this system expends more energy than it converts. Thus, over those points, OF is the most sustainable system.

Internal ambience of beehives Apis mellifera with different colors and roofing materials in the sub middle of the São Francisco Valley

ABSTRACTThe current study aimed to evaluate the influence of three colors and two types of roofing materials under the internal temperature of bee colonies Apis mellifera. The experiment was conducted at the Agricultural Sciences Campus at the Federal University of Sao Francisco Valley located in Petrolina-PE, in November and December 2013, using 24 colonies housed in Langstroth hives. The experiment was a completely randomized factorial design (3x2) with three colors of box (blue, white, and traditional) and two types of cover (with and without the use of plaster) with six treatments and four replications. The internal temperature dates of the colonies were hourly recorded, during 24 hours, and surface temperatures were hourly recorded between 08h00 and 17h00. The highest values for surface and internal temperature were registered in the blue painted boxes without the use of plasterboard, and the blue painted boxes covered with plasterboard respectively. However, the lowest values ​​were found in the white painted hives and hives that have not received the plasterboard. It is recommended to paint boxes with bright colors, and the use of plasterboard had no effect in reducing the internal temperature.

Enhancing Collaboration Between Marketing and Sales

Researchers’ interest toward cross-functional relationships has increased over the last decades, indicating the importance of collaboration of different functions. However, marketing-sales relationship has started to interest researchers only recently, even though collaboration between these functions is critical for companies’ success and customer satisfaction. The purpose of this study is to examine how collaboration between marketing and sales can be enhanced, and thus explore marketing-sales relationship and factors influencing on the collaboration between these functions. Literature review of this study draws together relevant literature and research concerning the topic. Empirical part explores marketing-sales relationships in a b-to-b company. The empirical research was conducted through six semi-structured interviews. Interviewees represented three different departments - each department’s marketing and sales manager were interviewed. All the interviewees considered that marketing-sales collaboration within the company should be improved. In the analysis certain factors impeding as well as facilitating the collaboration were recognized. Based on these, and lack of facilitating factors, the marketing-sales relationships within the company were defined as aligned relationships. Consequently, marketing-sales collaboration should be enhanced in all the departments by strengthening the facilitative elements. This study provides an overall view on marketing-sales collaboration, its elements and relationship types. Based on this study one can understand factors influencing on the marketing-sales collaboration and recognize the types of marketing-sales relationship.

Eficácia da solução reveladora de linfonodos em peças de gastrectomia com linfadenectomia por adenocarcinoma gástrico

Com o intuito de identificar um número maior de linfonodos nas peças cirúrgicas de gastrectomia com linfadenectomia por adenocarcinoma gástrico, utilizamos a solução reveladora de linfonodos (SRL), após a retirada dos linfonodos identificados pelo método tradicional de visualização e palpação, em 13 doentes. Encontramos 222 nódulos linfáticos (17,1 por doente) pela maneira habitual e, depois, aplicando a SRL, retiramos mais 123, ou seja, 9,5 (55,5%) de linfonodos a mais por doente. A histologia mostrou 39 linfonodos com invasão neoplásica entre os encontrados com o método tradicional e oito com a SRL. O diâmetro dos nódulos identificados com a SRL foi menor que o dos detectados com o outro método. O estádio da doença não se modificou após a análise dos linfonodos encontrados com a SRL. Concluímos, pela análise estatística dos dados, que a SRL é eficaz para identificar linfonodos não detectados pelo método tradicional.

Marketing-Sales Cooperation and its Relation on Direct Sales Performance: an Example of a Medium-sized Oil Company

The study touches upon marketing-sales departments’ cooperation and investigates marketing-sales cooperative model within the case company. So that research increases understanding of linkages between Marketing and Sales departments with an illustrative example of Russian medium-sized oil company (LLC Neste St. Petersburg), the subsidiary of Finnish-based Neste Oil. The empirical study is done from marketing and sales perspectives. And for sales main attention was brought to direct sales, both B2B and B2C. Research considers all five domains of cooperation, and among others, study reveals the attitude towards external (market) and internal (product) knowledge, and its mutual use by marketing and sales managers. A qualitative research method, participant observations, and in-depth interviews with upper-management made it possible to explore all facets of joint work. Moreover, research responses the changes in a model of cooperation between marketing and sales when moving from medium size to large company.

The role of business information and knowledge in sales steering

The objective of this study is to find out how sales management can be optimally supported with business information and knowledge. The first chapters of the study focus on theoretical literature about sales planning, sales steering, business intelligence, and knowledge management. The empirical part of the study is a case study for which the material was collected through interviews with the selected people of the company. The findings from the interviews were analyzed, and possible suggestions for solving the problems were made. The case study revealed that sales management requires a multitude of metrics and reports to steer the sales to the desired direction. The information sources can be internal and external, and the optimal solution for satisfying the information needs is a combination of both of these. The simple information should be turned into knowledge by merging the intellectual assets with the information from the firm’s transaction processing systems, in order to promote organizational learning and effective decision-making.

Towards a Strategic Sales Channel Partnership: A Case Study from the IT Services Industry

Strategic partnerships have become a key to competitive advantage and success in a dynamic, global business environment. Partnering provides a strategic response to complex offerings that need multiple sources of technology and knowledge, allowing companies to offer a wider range of services and solutions to meet their customers’ needs. Companies that collaborate with strategic partners in sales channels may significantly grow their business and improve their prospects of winning major contracts. As a consequence, companies are increasingly transforming their go-to-market strategies and sales channel structures to align with the need to create added value to customers together with a business partner. The research objective of this case study is to review and assess the success of an established sales channel partnership in IT services industry and to find ways how to develop it towards a strategic collaboration. The research consists of two main parts. The first part reviews the literature, concluding with the identification of the critical success factors for partnering. The second part sets out for the case findings, focusing on how the success of the established sales channel partnership is perceived by key executives within the partner organizations, and further what actions are required to make the sales channel partnership and joint go-to-market more strategic.

Defeitos congênitos e exposição a agrotóxicos no Vale do São Francisco

OBJETIVO: avaliar a associação entre a exposição dos genitores aos agrotóxicos e nascimentos com defeitos congênitos no Vale do São Francisco, bem como o perfil sociodemográfico e os defeitos encontrados. MÉTODOS: estudo tipo caso-controle, sendo que para cada caso (recém-nascido com defeito congênito), eram dois controles (recém-nascidos saudáveis) nascidos na cidade de Petrolina, no Vale do São Francisco, em 2009. A amostra constou de 42 casos e 84 controles. Os dados formam colhidos com uso de questionário estruturado, adaptado do Estudo Colaborativo Latino-Americano de Malformações Congênitas (ECLAMC), acrescido de questões relacionadas à exposição aos agrotóxicos, análise do prontuário e contato com a pediatra do hospital. Foi realizado o teste do χ2 com nível de significância de 5% para identificar as variáveis com maiores diferenças entre os grupos caso e controle. Em seguida, foi calculado o Odds Ratio (OR) amostral, bem como o OR obtido por análise de regressão logística e, finalmente, realizou-se uma análise de regressão logística multivariada. RESULTADOS: houve maior exposição aos agrotóxicos durante a gestação em neonatos com defeitos congênitos se comparados aos saudáveis. Maior risco foi observado quando pelo menos um dos genitores foi exposto aos agrotóxicos (OR ajustado = 1,3; IC95% = 0,4-3,9). As variáveis sociodemográficas associadas aos defeitos congênitos foram: baixa escolaridade, baixo peso, prematuridade, genitores jovens, doenças crônicas e fatores físicos. Foram encontrados com maior frequência os polimalformados e os defeitos dos sistemas musculoesquelético e nervoso. CONCLUSÃO: o presente estudo, a despeito de não apresentar significância, sugere associação entre a exposição aos agrotóxicos e a ocorrência de defeitos congênitos.

Arterial diffuse intimal thickening associated with enzootic calcinosis of sheep

Morphometric, immunohistochemical and ultrastructural studies were carried out on the diffuse intimal thickening (DIT) in arteries of 7 sheep with clinical signs of naturally occurring enzootic calcinosis due to ingestion of the plant Nierembergia veitchii. Arterial lesions consisted of medial deposition of calcium salts and DIT. Calcification of the intima was rare, mild and located near the elastic lamina. By immunohistochemistry a-actin was detected in cells of the media and in cells forming the intimal thickening. Receptors for 1,25(OH)2 vitamin D3 were detected in nuclei of intimal, medial and endothelial cells. DIT was irregularly distributed and was neither proportionally related to the intensity of the underlying mineralization area nor to the thickening of the remaining media. Ultrastructural morphometry in smooth muscle cells (SMCs) of the media and thickened intima revealed, in the latter, an increase of 318% in the volumetric fraction of those organelles involved in synthesis and a proportional decrease in contractile elements when compared to normal values of media cells. There were histological and ultrastructural evidences of modification of SMCs and their migration to the intima, where they proliferated causing DIT. It was concluded that DIT is a consistent component of arteriosclerotic lesions in N. veitchii induced calcinosis of sheep and that the predominant cell in this process is the SMCs originated from its predecessors of the media. It is suggested that the inducing factor for the arterial changes is 1,25(OH)2 D3 present in N. veitchii.

Encefalopatia hereditária em bovinos no estado do Espírito Santo

Descrevem-se os aspectos epidemiológicos e clínico-necroscópicos de uma doença neurológica hereditária observada em bovinos no município de Ecoporanga, norte do Estado do Espírito Santo. Trata-se de enfermidade do sistema nervoso central verificada exclusivamente em fêmeas, filhas de touro reprodutor de 5 anos de idade da raça Nelore, oriundo do município de Curvelo, Minas Gerais, com vacas mestiças Nelore x Quianini; bezerros machos oriundos deste cruzamento não demonstraram quaisquer sinais relacionados à enfermidade. Os sinais clínicos, presentes ao nascimento ou detectáveis nas primeiras semanas de vida, caracterizam-se por ataxia, perda do equilíbrio, instabilidade, andar em círculos, posicionamento incorreto dos membros no animal em estação ou em marcha (afastamento e/ou desvio de membros da posição normal) e desvio lateral da coluna (eixo principal do corpo em diagonal). De animal para animal, há marcada variação na intensidade das manifestações clínicas. Os bovinos mais afetados morrem devido à incapacidade de se alimentar. O exame macroscópico evidenciou, em grau variável de intensidade, áreas de depressão assimétrica setorial, sobretudo nos lobos frontal e temporal do córtex telencefálico e no córtex cerebelar. Em adição observou-se atrofia de grupos musculares de membros correspondentes às porções defeituosas no sistema nervoso central. O estudo histológico inicial revelou que as áreas deprimidas devem-se à redução setorial de populações neuronais (provavelmente abiotrofia/atrofia) principalmente nos lobos cerebrais frontal e temporal e nas camadas granular e molecular do córtex cerebelar. Estudos morfométrico, imunohistoquímico e ultraestrutural estão sendo realizados e devem trazer mais informações sobre os aspectos microscópicos e patogenéticos. Os achados epidemiológicos indicam que a enfermidade está diretamente ligada ao cromossoma X, com penetrância completa e expressividade variável.

Exploring relationship between marketing and sales - a case study of B2B ICT solution sales

Following the current trend of companies in changing and developing their businesses from transactional approach to relationship and solution oriented approach has set new requirements to internal cooperation of companies too. The relationship between marketing and sales has been identified to be critical to company's success here, but surprisingly little is known about it. The purpose of this study was to deepen understanding of the relationship between sales and marketing in business-to-business sales from operative sales employees' perspectives in solution selling context. The aim was to develop an explorative analytical construction and framework of the interface. The study was conducted as a literature review and an empirical qualitative explorative single case study. The data was collected by conducting six thematic interviews with sales employees of the case company. Observing sales and marketing, written documents and other materials used in sales were used as secondary source of information. The data was analyzed using qualitative case study analysis methods. The findings of the study support previous research findings of the interface between marketing and sales but also bring new propositions as analytical framework to construct the interface. As such, the interface was found to be a multi-dimensional and complex dynamic construction. As results of this study, there was an exploratory framework constructed. The construction consists of three explorative contexts of the interface: internal context, relationship emphasizing context and solution selling context. These contexts are further divided into lower levels as an outcome of the analysis. In addition the identified contexts, there are also conceptual domains identified, which are common to all the contexts. The role of mutual, cross-functional knowledge creation was found to be central in the interface.

Applications of augmented reality for sales in apparel industry in Russia

The sustainable growth of video interactivity technologies on different platforms in the lasts years opens good prospects for augmented reality technology adoption on different markets. In the end of 2011 there was an improvement in technology which allows building the 3D model of human body. Such an improvement could be used in apparel industry. The main goal of the study is to understand the level of acceptance of augmented reality as a technology on the Russian apparel market. For a more accurate investigation, a new model accounting for augmented reality characteristics, as well as for similarities and differences between online and offline customer behavior in apparel industry, was developed. As a result of the survey, the weights of different purchase intention factors for Russian consumer were found, and the information about Russian consumers’ preferences towards the augmented reality features in apparel market, especially in fitting time, real-time interaction and fitting quality peculiarities, was presented.

Avaliação das alterações odontológicas em sincrânios de Cerdocyon thous oriundos de atropelamentos na rodovia ES-060, Espírito Santo

Os cachorros-do-mato (Cerdocyon thous Linnaeus, 1766) são animais amplamente encontrados em países da América do Sul. Apesar de não ser uma espécie ameaçada de extinção, é possível que muitas populações sofram impactos decorrentes de atropelamentos de indivíduos nas rodovias do país, pois, trata-se de uma das espécies de carnívoros com elevada ocorrência de mortes deste tipo. Foram avaliados 32 sincrânios de C. thous, oriundos de vida livre, armazenados na coleção osteológica do Laboratório de Anatomia Veterinária da Universidade Vila Velha (Vila Velha/ES), a fim de diagnosticar doenças que acometeram estes indivíduos enquanto vivos. As lesões macroscópicas identificadas foram: apinhamento dentário, ausência dentária, cálculo dentário, dentina terciária, desgaste, escurecimento dentário, exposição de polpa, fenestração óssea, fratura dentária, fratura de esmalte, giroversão, pigmentação e reabsorção da crista alveolar. Os achados mais comumente observados foram: ausência dentária, desgaste dentário e fratura dentária. Ausências dentárias anteriores à morte, alterações ósseas, cálculos dentários, apinhamento e giroversão aparentemente não causaram quaisquer prejuízos aos animais enquanto vivos.