Increasing demands for international solution selling call for a better understanding of the interpersonal communication competence required of sales professionals. Accordingly, this study ...investigates discipline-specific needs regarding the interpersonal communication competence required by business-to-business (B2B) salespeople. Empirical data was collected via 39 in-depth interviews from international B2B salespeople, sales managers, CEOs and sales communication educators. As a result, we have formed a new conceptualization of sales communication competence in international B2B solution selling comprising four components: (1) a behavioral communication component, (2) an affective communication component, (3) a cognitive communication component and (4) sales acumen. Managerial implications are presented with recommendations for future research.
•The research provides a new theoretical conceptualization of sales communication competence in B2B solution selling.•Data consists of 39 in-depth interviews from international B2B solution salespeople and sales communication educators.•Sales communication competence consists of sales acumen and behavioral, affective and cognitive communication components.•Sales acumen forms the core of communication competence in international B2B solution selling.•Results help to determine the necessary content for sales training.
Neurofibromatosis type 1 (NF1) is a genetic disorder where affected individuals develop benign or malignant nervous system tumors. To date, NF1 is caused by mutations in the NF1 tumor suppressor gene ...located at chromosome band 17q11.2. In this study, we aimed to characterize novel recurrent regional chromosomal imbalances and tumor-related candidate genes in NF1-associated cutaneous neurofibromas. Nine cutaneous neurofibromas from NF1 patients were screened for recurrent chromosomal imbalances using high-resolution 400K oligonucleotide array comparative genomic hybridization (aCGH). All the cases exhibited at least one sub-microscopic abnormality. Regions of recurrent chromosomal imbalances in a least one third of cases were loss of 1q13.2 (33%, FAM19A3), 1q21.1 (44%, RABGAP1L), 2q37.1 (56%, INPP5D), 3p25.1 (67%, CHCHD4), 4p15.32 (56%, FGFBP1), 5q11.2 (56%, ARL15), 6q22.31 (56%, NKAIN2), 6q22.33 (67%, ARHGAP18), 6q25.1 (67%, UST), 7q13 (56%, ADCY1), 12q13.13 (44%, KRT71), 19q13.32 (56%, GRLF1), and 20p11.21 (56%, NLP) and gain of 2p23.3 (76%, C2orf53), 8q22.3 (44%, ODF1) and 8q24.3 (67%, ARC). Several chromosomal imbalances, including loss of 7q11.23, 13q14.1, 14q32.13, 17p12, and 17q11.2 were detected at a lower frequency. We also confirmed that these chromosomal imbalances were not detected in the patient-matched lymphocyte DNAs. Amongst the 6 tumor-related candidate genes (RABGAP1L, ADCY1, SLIT2, GRLF1, UST, and ARC) identified in the regions of recurrent chromosomal imbalances, the gene expression changes of UST (down-regulation) and ARC (up-regulation) were found to be significantly associated with copy number alterations. The novel recurrent chromosomal imbalances and the altered expression levels of the tumor-related candidate genes may be associated with the development of NF1-associated benign cutaneous neurofibromas.
•We provide 400K oligo-aCGH data in NF1-associated cutaneous neurofibromas (cNF).•Identification of novel recurrent regions of chromosomal imbalances in the cNF•These chromosomal imbalances are not detected in patient-matched lymphocyte DNAs.•We report novel candidate genes involved in the pathogenesis of cNF.
A series of studies, including preliminary screening, isolation, structure determination, synthesis, and biological evaluation, of (−)‐ternatin (1) are described. A highly N‐methylated cyclic ...heptapeptide isolated from the mushroom Coriolus versicolor, 1 shows an inhibitory effect on fat accumulation by 3T3‐L1 murine adipocytes (EC50=0.02 μg mL−1). Detailed analysis of 1D and 2D NMR spectra, as well as amino acid analysis, suggested four stereoisomers as candidates for 1. For the complete structural elucidation of 1, chemical syntheses were carried out by solid‐phase peptide synthesis. By comparing the spectroscopic data for the natural product with the data for the synthetic stereoisomers, the structure of 1 was confirmed to be cycloD‐allo‐Ile1‐L‐(NMe)Ala2‐L‐(NMe)Leu3‐L‐Leu4‐L‐(NMe)Ala5‐D‐(NMe)Ala6‐(2R,3R)‐3‐hydroxy‐Leu7.
Mushrooms in the fight against fat: A highly N‐methylated cyclic peptide isolated from the mushroom Coriolus versicolor exhibits a significant inhibitory effect on fat accumulation by 3T3‐L1 adipocyte cells. The stereostructure of the title compound was clarified by spectroscopic analysis and chemical synthesis.
Upon leaving the hive, foragers carry a small amount of honey, which they subsequently consume to generate energy for flight. We investigated the relationship between waggle-phase duration and crop ...volume in foragers (both dancers and dance followers) leaving the hive. Our findings indicate that these variables were positively correlated in the two types of bee, suggesting that they were able to adjust the amount of food that they carry depending on the distance to a food source. We also found that dance followers left the hive with a larger amount of honey than dancers. We suggest two possible explanations: (1) dance followers have less information about the location of the food source than dancers, who have a better knowledge of the surrounding area; or (2) honeybees lack a precise calibration method for estimating energy needs from waggle-run duration. The effect of foraging experience was confirmed: bees decreased their honey load at departure with repeated trips to a sugar-syrup feeder. Honeybees showed a different pattern of change when the feeder provided soybean flour as a pollen substitute, possibly because honey-bees use honey not only as an energy source but also as "glue" to form "balls" of pollen on their hind legs. Based on our observations that followers of sugar-syrup foragers carry a different amount of honey in their crop than followers of soybean-followers, we suggest that waggle dancers also convey information concerning food type.
Before foraging honeybees leave the hive, each bee loads its crop with some amount of honey “fuel” depending on the distance to the food source and foraging experience. For pollen collection, there ...is evidence that foragers carry additional honey as “glue” to build pollen loads. This study examines whether pollen foragers of the European honeybee Apis mellifera regulate the size of the crop load according to food-source distances upon leaving the hive and how foraging experience affects load regulation. The crop contents of bees foraging on crape myrtle Lagerstroemia indica, which has no nectary, were larger than those foraging on nectar from other sources, confirming a previous finding that pollen foragers carry glue in addition to fuel honey from the hive. Crop contents of both waggle dancers and dance followers showed a significant positive correlation with waggle-run durations. These results suggest that bees carry a distance-dependent amount of fuel honey in addition to a fixed amount of glue honey. Crop contents on leaving the hive were statistically larger in dancers than followers. Based on these results, we suggest that pollen foragers use information obtained through foraging experience to adjust crop contents on leaving the hive.
Currently the first choice of treatment for capillary malformation is the dye laser. In order to enhance the therapeutic effect of the laser for capillary malformation, it is important to start the ...treatment as early as possible with an infant at age zero. Dye laser treatment is more difficult in outpatients when the treatment is delayed and the therapeutic age of patients increases.With increasing age, the area of the birthmark increases so that it takes more time and effort to treat the same site repeatedly. The thickness of the skin also increases and the efficacy rate decreases.In this paper, we describe early treatment of capillary malformation with dye laser.
Since Japanese explore inner reactions less often and less thoroughly than Americans, they may be less well known to themselves than Americans (
Barnlund, 1975). The present study has examined this ...hypothesis by comparing self-knowledge and self-disclosure by Japanese and Americans. This is the latter part of our study on self and culture, the first part having been printed already (
Asai and Barnlund, 1993). Fourteen topics of self-disclosure were examined. Americans reported significantly higher levels of both self-knowledge and self-disclosure than Japanese. Americans reported having thought significantly more than Japanese about Grief, Religious feelings, Positive personal qualities, Physical attractiveness, and Death. In both cultures, levels of self-knowledge and self-disclosure were positively correlated, suggesting that cultures influence both knowledge of the inner self and disclosure to others. The limitation of our present approach is also briefly discussed.
A highly N-methylated cyclic heptapeptide, (−)-ternatin, was isolated from the mushroom
Coriolus versicolor, which significantly suppressed fat accumulation against 3T3-L1 murine adipocytes (EC
50
=
...0.14 μg/mL). Although ternatin was previously reported to be antibacterial or antimicrobial compound, its inhibitory effect on fat accumulation has been first shown. The structure of (−)-ternatin was revised to be a cyclo
d-
allo-Ile
1-
l-(NMe)Ala
2-
l-(NMe)Leu
3-
l-Leu
4-
l-(NMe)Ala
5-
d-(NMe)Ala
6-(2
R,3
R)-3-hydroxy-Leu
7 by spectroscopic analysis and chemical synthesis.
This study conducted an internet survey to clarify the differences in program directors’ and university students’ consciousness and attitudes toward how television documentaries represent the world. ...The data shows that program directors are more conscious of TV documentaries than university students, in that 1) audiences and narratives are taken into consideration when selecting the material to be filmed, and 2) the filming target influences their decision to broadcast. Program directors, unlike university students, have a tendency to 3) think that equity and neutrality are difficult to implement, and 4) accept the shooting method with which directors intervene when filming. These findings imply that, in order to foster literacy in television documentaries, it is important to: understand that documentaries represent the world, and further, understanding its similarity to news, the difficulty of fairness and neutrality, the relationship between the program director and the filming target, and the methods of expression.
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