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Sales digitization and sales process optimisation for firm performance: evidence from European firms
Get PDFThis study explores how the adoption of sales enablement platforms (SEPs) influences each stage of the business-to-business (B2B) sales process in medium-sized companies. The research addresses a critical issue, as sales digitisation is increasingly recognised as an enabler of firm performance, sales management, and customer engagement. Based on in-depth interviews with 27 chief executive officers and sales directors, along with three case studies of European medium-sized firms, this study explores how SEPs support greater collaboration and performance within firms. The findings demonstrate four dominant pathways (digital skill endowment, marketing ownership in the sales process, strategic implications and value creation), that altogether contribute to firm capabilities and sales performance. One of the key advantages of using SEPs are organisational collaboration optimization, reducing costs, increasing flexibility in implementing digitally oriented solutions and processes. We establish the foundations for future research on the digital transformation of sales and its impact on firm performance
Exploring the acute and chronic effects of a multi-strain probiotic supplement on cognitive function and mood in healthy older adults: A randomised controlled trial
Get PDFBackground: Ageing, is associated with a decline in cognitive function and vulnerability to depression. Probiotic supplements have shown beneficial effects on cognition and mood in clinical populations, but the potential benefit for healthy older adults experiencing age-related decline in cognition remains unclear.
Objectives: The primary aim of the present work was to explore the effect of a chronic (long-term) multi-species probiotic intervention on cognition in healthy ageing adults. Secondary aims included exploring the chronic effect on mood outcomes and gut microbiota community, as well as a novel investigation into the acute effect of supplementation on cognition and mood.
Method: The study employed a randomised, placebo-controlled, cross-over trial in 30 healthy older adults to explore the acute (1 day) and chronic (8 weeks) effects of a probiotic supplement (Ecologic® Barrier) on cognitive domains of memory and executive function, alongside mood measures of stress, anxiety, depression, and cognitive reactivity to sad mood. 16s rRNA sequencing of stool samples was also performed pre- and post- chronic intervention to assess potential effects on the gut microbiota.
Results: Acute probiotic supplementation was associated with faster reaction times on cognitively demanding trials during a task of executive function [-64.91ms, CI -115.70, -14.15]. Chronic supplementation was associated with improvement in cognitive biases such as hopelessness [-0.97, CI -1.72, -0.23], rumination [-1.58, CI -2.86, -0.29] and aggression [-1.57, CI -2.63, -0.51] that contribute to reactivity to sad mood and therefore vulnerability to depression, and may improve executive function under higher cognitive demand [0.43%, CI -0.53%, 1.38%].
Conclusions: The current work provides novel evidence for an acute effect of probiotics on reaction times during executive function, which should be replicated in future work. Additionally, this work replicates previous findings of improved cognitive reactivity to sad mood following chronic probiotic supplementation, indicating probiotics may reduce the risk of developing depression in a healthy ageing population.
This trial was registered at https://clinicaltrials.gov/study/NCT04951687
Is more immersive always better? VR CAVE vs. desktop VR for shaping tourists’ attitudes and sustainable VR tourism intentions
Get PDFPurpose: As virtual reality (VR) technology continues to advance, its potential impacts and applications on the tourism industry become increasingly significant. This study aims to deepen the understanding of VR’s role in influencing tourists’ attitudes and sustainable VR tourism intention. This study also seeks to compare the effectiveness of VR CAVE versus desktop VR.
Design/methodology/approach: Data was gathered through two methods. One group of participants was invited to a laboratory equipped with VR CAVE and another group of respondents was recruited from an online panel to test the effectiveness of using desktop VR. Data was analyzed using SmartPLS 4.0 for path significance and group differences.
Findings: The findings revealed that the perceived values of the VR experience significantly influenced VR immersion including presence and flow. VR immersion subsequently influenced attitudes towards destinations, attitudes towards VR tourism and sustainable VR tourism intentions. The results of multigroup analysis indicated minor differences between both VR system setups.
Originality: These findings advance the understanding of VR’s influence on tourists’ attitudes and sustainable VR tourism intentions. Notably, the study highlights the efficacy of cost-effective VR setups in effectively shaping tourists’ attitudes and motivating sustainable VR tourism intentions
Decadal prediction for the European energy sector
Get PDFThe timescale of decadal climate predictions, from a year‐ahead up to a decade, is an important planning horizon for stakeholders in the energy sector. With power systems transitioning towards a greater share of renewable energy sources, these systems become more sensitive to the variability of weather and climate, thus necessitating the provision of long‐range climate predictions to ensure effective planning and operation. As decadal predictions sample both the internal variability of the climate and the externally forced response, these forecasts potentially provide useful information for the upcoming decade. Here, we show for the first time that it is possible to make skillful decadal predictions for a range of energy sector relevant climate variables over the European region. We apply post‐processing techniques and identify skill in certain regions during both summer and winter for temperature, solar irradiance, and precipitation. We also show significant skill for 850 hPa zonal wind speed and the North Atlantic Oscillation during the extended winter period (October–March). We demonstrate how these forecasts can be used for important energy indicators, such as offshore wind capacity factors, comparing the skill of direct model output (using forecast variables directly) and pattern‐based approaches (e.g., using the NAO index). We find significant skill for predictions of modeled European energy variables, including Northern European offshore wind capacity factors ( r = 0.73), UK electricity demand ( r = 0.84), solar photovoltaic capacity factors in Spain ( r = 0.63), and precipitation in Scandinavia ( r = 0.64). Our results highlight the potential for skilful prediction of energy‐sector relevant quantities on decadal timescales. This could benefit both the planning and operation of the future energy system
Dress to impress the planet: how emotions, environmental concern and personal values influence sustainable fashion consumption
Get PDFNegative externalities produced by the fashion industry have become more apparent in recent years. While some companies are engaging in more sustainable practices, a shift in consumer behavior toward more sustainable fashion alternatives is also needed. Our research explores the psychological mechanisms influencing consumers to purchase fashion sustainably, with the aim of exploring how environmental concern and the emotions consumers feel toward sustainable fashion, influence or would influence consumers’ intention to behave more sustainably when purchasing fashion products. Data collected through an online survey with 414 participants from Italy suggest that emphasizing positive emotions could contribute to fostering more sustainable fashion consumption, while negative emotions might not be as important as previously thought. In turn, environmental concern has a significant impact on both positive and negative emotions and intention, but mostly boosts the relationship between positive emotions and intention. Results also confirm that personal values significantly moderate the relationships between environmental concern, emotions, and intention. Our study represents an advancement in understanding the mechanisms driving sustainable fashion consumption, signaling the importance of highlighting positive emotions when designing sustainable marketing communications, which could assist academics, businesses, and public organizations interested in changing fashion behaviors ‘for the common good’
The atmosphere of Titan in late northern summer from JWST and Keck observations
Get PDFSaturn’s moon Titan undergoes a long annual cycle of 29.45 Earth years. Titan’s northern winter and spring were investigated in detail by the Cassini–Huygens spacecraft (2004–2017), but the northern summer season remains sparsely studied. Here we present new observations from the James Webb Space Telescope (JWST) and Keck II telescope made in 2022 and 2023 during Titan’s late northern summer. Using JWST’s mid-infrared instrument, we spectroscopically detected the methyl radical, the primary product of methane break-up and key to the formation of ethane and heavier molecules. Using the near-infrared spectrograph onboard JWST, we detected several non-local thermodynamic equilibrium CO and CO2 emission bands, which allowed us to measure these species over a wide altitude range. Lastly, using the near-infrared camera onboard JWST and Keck II, we imaged northern hemisphere tropospheric clouds evolving in altitude, which provided new insights and constraints on seasonal convection patterns. These observations pave the way for new observations and modelling of Titan’s climate and meteorology as it progresses through the northern fall equinox, when its atmosphere is expected to show notable seasonal changes
Internal and external accountability in English independent schools: The role of leadership and professional values in navigating educational pressures
No full textThis thesis examines how professional values (Müller and Cook 2024), coupled with effective
leadership (Day and Sammons, 2020), can help teachers navigate accountability pressures in UK
independent schools. While much existing literature focuses on the state sector, this study offers
a unique perspective by exploring independent schools, where greater professional autonomy
exists. It investigates whether accountability—often linked to stress and attrition—can be
managed positively through the alignment of leadership and teacher values.
A sequential mixed-methods approach was adopted, combining three validated surveys adapted
for the independent school sector with qualitative focus group interviews. This allowed for the
collection of both quantitative data and richly contextual qualitative insights, deepening
understanding of teachers’ experiences of accountability, leadership, and professional values.
Findings highlight the pivotal role of leadership in shaping teachers’ perceptions of
accountability. Teachers whose personal values aligned with those of leadership were more
likely to view accountability constructively, while value misalignment contributed to
dissatisfaction and stress. Gender differences emerged, with female teachers often reporting
additional challenges in balancing accountability pressures with personal responsibilities—an
important area for further exploration.
The study’s implications are significant for leadership and teacher training programmes,
suggesting that fostering stronger value alignment between leaders and teachers may enhance job
satisfaction and mitigate accountability’s negative impacts. As independent schools face
increasing competition, amplified by forthcoming policy changes, these findings provide timely
insights for navigating accountability challenges.
The thesis concludes with recommendations for future research, particularly in light of potential
shifts in the educational landscape under changing political and economic conditions
The impact of indoor environmental conditions in a museum on visitor thermal comfort and experience
No full textMuseums are faced with the challenge of balancing visitor comfort and experience with artefact preservation whilst also reducing energy use. This study used environmental monitoring and questionnaire surveys to assess the impact of the physical environment (air temperature, humidity and air velocity) and personal parameters (age, gender and clothing insulation) on visitor thermal comfort and experience at The Museum of English Rural Life, Reading, UK. The key findings include: the physical environment failed to meet comfort criteria; longer visits improved comfort and reduced cold
tolerance; and 51% of the visitors reported that their experience was impacted by the indoor environment. Gender differences in thermal sensation vote (TSV) were minimal,
however age differences were observed. The study’s findings can guide controlled adjustments to HVAC systems and enhance energy conservation
Rapid and accurate biological sex estimation by LAP-MALDI MS analysis of child teeth
Get PDFWe recently introduced a new rapid workflow for biological sex estimation of human skeletal remains from archaeological sites based on LAP-MALDI MS and MS/MS analysis of amelogenin peptides extracted from tooth enamel. With this workflow, a simple classification rule for biological sex estimation was established using panels of MS and MS/MS ion signals. Importantly, the employed LAP-MALDI analysis required only a single 1-μL sample droplet and no further peptide separation. Here, we present the application of this rapid workflow and associated classification rule to a set of nine teeth from individuals of unknown biological sex dating to the medieval period (900-1540 CE), including teeth from four children, which were also assessed by conventional osteology. For the five teeth from adult skeletons, the recorded LAP-MALDI MS and MS/MS ion signal panels led to a 100% agreement in the assignment of the biological sex between osteology and LAP-MALDI. Such ion signal panels also provided biological sex estimation for the four child teeth, including three deciduous teeth. Two of these estimates agreed with the osteological assessment. The other two were not in agreement with the osteological assessment. In one case, predominately female osteological characteristics were obtained, while LAP-MALDI analysis clearly identified the individual as male owing to the unambiguous detection of the Y-chromosomal amelogenin peptide SMoxIRPPY. In the other case, male osteological characteristics were found, but the osteological assessment was more ambiguous and LAP-MALDI analysis could not detect any MS or MS/MS ion signals of SMoxIRPPY that would have substantiated a male assignment
Underlying mechanisms shaping wild bee decline
No full textWithin the Drivers–Pressures–States–Impacts–Responses (DPSIR) framework, anthropogenic activities such as environmental pollution and climate change have consistently been identified as major pressures contributing to the alarming decline of bee populations. While the DPSIR framework provides a valuable structure for assessing the broader context of bee decline, it lacks the resolution to capture the underlying mechanisms that mediate the link between anthropogenic pressures and changes in bee population states. In particular, it does not consider how these pressures disrupt key biological processes that ultimately compromise bee reproductive fitness. This substantial knowledge gap currently limits our ability to pinpoint the causal pathways linking anthropogenic pressures to population declines. To address this limitation, we propose an extension of the DPSIR framework by incorporating a missing yet central component, namely mechanisms, which delineates the biological processes mediating the relationship between pressures and the observed bee population states. We identify and discuss five key mechanisms intrinsically linked to critical phases of the life cycle of bees, each directly affecting reproductive fitness. The delineation of these mechanisms offers a structured and experimentally testable approach for hypothesis-driven research, facilitates the understanding of causal relationships, and fosters more effective communication within the scientific community working on bee conservation