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Value selling is often presented to be the most profitable and competitive sales practice in business markets. This paper argues that the relevant theory does not consider the consequences of introducing value selling for the relationship between the individual salesperson and buyer. This is problematic since the literature assigns most responsibilities within value selling to the salesperson. The

The sharing of computer programs, movies and music over the Internet marks an all time high in the persistent controversy between intellectual property owners and reproduction technologies as file sharing has gradually become a natural element in the everyday life of today’s younger generations. At present, the magnitude of the expanding gulf between traditional society’s intellectual property rig

One factor which can be expected to influence performance in applications where the user is expected to point a device in some direction to obtain information is the angle interval in which the user gets feedback. The present study was performed in order to get a better understanding of the influence of this angle interval on navigation performance. Results indicate that users are able to handle q

Emmer (1993) claimed creativity to be a bridge between art and mathematics exemplified (www. olats.org/colloque/textes/texte7.shtml) in his traveling exhibition The Eye of Horus: Art and Mathematics (Emmer, 1990). A shared language is needed to make bridges between science, art and metaphysics (Thiessen, 1998). Scientific phenomena and concepts need to be possible to isolate for better understandi

The SP6 κ-promoter pentadecamer (pd) element was found to be unable to stimulate transcription when present in one copy as the only promoter element in a minimal promoter but showed weak stimulatory activity when present as a multimer (four copies). One copy of the pd element acted synergistically with an octamer element, but not with a SP1 site, to stimulate transcription. The effect was orientat

In “Selling luxury” perfume and cosmetics stores are approached as mediated physical experiences of luxury. The elusive character of smell has forced perfume brands to invoke guides to explain how their products should be experienced. These guides may be human, in the form of sales assistants, or non-human, in the form of visual marketing materials, packaging and store displays. In the context of

Several methods are routinely used to measure avian body temperature, but different methods vary in invasiveness. This may cause stress-induced increases in temperature and/or metabolic rate and, hence, overestimation of both parameters. Choosing an adequate temperature measurement method is therefore key to accurately characterizing an animal’s thermal and metabolic phenotype. Using great tits (P

To what extent can securitization theory help us to engage with the puzzles and problems of foreign policy analysis (FPA)? And how can FPA scholarship contribute to the development of the assumptions of securitization? This chapter will probe these questions and attempt to demonstrate that these seemingly disparate research traditions indeed both complement and inform one another. Securitization t

The New Swedish Cyprus Expedition 2010. Excavations at Dromolaxia Vizatzia/Hala Sultan Tekke