1,721,000 research outputs found
sj-docx-1-bds-10.1177_20539517231220622 - Supplemental material for Choreographing for public value in digital health?
No full textSupplemental material, sj-docx-1-bds-10.1177_20539517231220622 for Choreographing for public value in digital health? by Nicole Gross and Susi Geiger in Big Data & Society</p
BAS_18_0090_R2_Appendix_to_Sage – Supplemental material for A Tidal Wave of Inevitable Data?: Assetization in the Consumer Genomics Testing Industry
No full textSupplemental material, BAS_18_0090_R2_Appendix_to_Sage for A Tidal Wave of Inevitable Data?: Assetization in the Consumer Genomics Testing Industry by Susi Geiger and Nicole Gross in Business & Society</p
Integrating Sales and Marketing
No full textThe objective of this chapter is to disentangle the complex issue of managing the integration of Sales and Marketing units. Although several companies strive for an effective coordination of these two units, achieving an appropriate level of integration is all but a simple task. The chapter will start with a review of market and organizational conditions that make Sales-marketing integration a necessity for many companies. Then, attention will be paid to the different levels at which integration can be reached and to the cultural, organizational and infrastructural barriers that make it difficult to gain effective integration at the different levels. The hearth of the chapter consists in a review of the integration mechanisms a company can use in order to achieve that objective. Specifically, the focus will be on managerial systems and changes in the organizational structure allowing the company to improve the level of Sales-Marketing integration. A final section of the chapter reports on the results of a survey conducted on a pan-European sample of companies regarding the level of Sales-marketing integration achieved and the integration mechanisms mostly used to gain this result. The Appendix will provide a simple tool to help the reader assess the level of integration reached by her company and the usage of integration mechanisms
Managing change in the sales force
No full textIl capitolo riassume i modelli teorici di change management, ne approfondisce le specificità nel contesto del sales management, illustra un caso empirico di gestione del cambiamento in ambito commerciale in una multinazional
Team leadership and coaching
No full textIl capitolo riassume i principali modelli teorici sulla team leadership, sintetizza in un modello originale i risultati di una ricerca empirica sulla team leadership nello sport e ne illustra l'applicabilità al sales management e ad uno specifico caso aziendal
Going Beyond Counting First Authors in Author Co-citation Analysis
Full text linkThe present study examines one of the fundamental aspects of author co-citation analysis (ACA) - the way co-citation
counts are defined. Co-citation counting provides the data on which all subsequent statistical analyses and mappings
are based, and we compare ACA results based on two different types of co-citation counting - the traditional type that
only counts the first one among a cited work's authors on the one hand and a non-traditional type that takes into
account the first 5 authors of a cited work on the other hand. Results indicate that the picture produced through this non-traditional author co-citation counting contains more coherent author groups and is therefore considerably clearer. However, this picture represents fewer specialties in the research field being studied than that produced through the traditional first-author co-citation counting when the same number of top-ranked authors is selected and analyzed. Reasons for these effects are discussed
Variations on the Author
Full text link“Variations on the Author” discusses two of Eduardo Coutinho’s recent films (Um Dia na Vida, from 2010, and Últimas Conversas, posthumously released in 2015) and their contribution to the general question of documentary authorship. The director’s filmography is characterized by a consistent yet self-effacing form of authorial self-inscription: Coutinho often features as an interviewer that rather than express opinions propels discourses; an interviewer that is good at listening. This mode of self-inscription characterizes him as an author who is not expressive but who is nonetheless markedly present on the screen. In Um Dia na Vida, however, Coutinho is completely absent form the image, while Últimas Conversas, on the contrary, includes a confessional prologue that moves the director from the margins to the center of his films. This article examines the ways in which these works stand out in the filmography of a director who offers new insights into the notion of cinematic authorship
Appropriate Similarity Measures for Author Cocitation Analysis
Full text linkWe provide a number of new insights into the methodological discussion about author cocitation analysis. We first argue that the use of the Pearson correlation for measuring the similarity between authors’ cocitation profiles is not very satisfactory. We then discuss what kind of similarity measures may be used as an alternative to the Pearson correlation. We consider three similarity measures in particular. One is the well-known cosine. The other two similarity measures have not been used before in the bibliometric literature. Finally, we show by means of an example that our findings have a high practical relevance.information science;Pearson correlation;cosine;similarity measure;author cocitation analysis
Dispelling the Myths Behind First-author Citation Counts
Full text linkWe conducted a full-scale evaluative citation analysis study of scholars in the XML research field to explore just how different from each other author rankings resulting from different citation counting methods actually are, and to demonstrate the capability of emerging data and tools on the Web in supporting more realistic citation counting methods. Our results contest some common arguments for the continued
use of first-author citation counts in the evaluation of scholars, such as high correlations between author rankings by first-author citation counts and other citation
counting methods, and high costs of using more realistic citation counting methods that are not well-supported by the ISI databases. It is argued that increasingly available digital full text research papers make it possible for citation analysis studies to go beyond what the ISI databases have directly supported and to employ more
sophisticated methods
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