Market and Customer Analysis for Sales Management

Abstract

The application of market and customer analysis to selling is discussed in this article. Four instruments were devised and used with three companies in order to improve the performance of their salespeople. While the needs of salespeople vary according to the company and the industry, these instruments can form the basis for organizing the activities of salespeople.     

Double Decomposition of Level-1 Variables in Multilevel Models: An Analysis of the Flynn Effect in the NSLY Data

This paper introduces an extension of cluster mean centering (also called group mean centering) for multilevel models, which we call “double decomposition (DD).” This centering method separates between-level variance, as in cluster mean centering, but also decomposes within-level variance of the same variable. This process retains the benefits of cluster mean centering but allows for context variables derived from lower level variables, other than the cluster mean, to be incorporated into the model. A brief simulation study is presented, demonstrating the potential advantage (or even necessity) for DD in certain circumstances. Several applications to multilevel analysis are discussed. Finally, an empirical demonstration examining the Flynn effect (Flynn, 1987 Flynn, J. R. (1987). Massive IQ gains in 14 nations: What IQ tests really measure. Psychological Bulletin, 101(2), 171. https://doi.org/10.1037/h0090408.[Crossref], [Web of Science ®] , [Google Scholar]), our motivating example, is presented. The use of DD in the analysis provides a novel method to narrow the field of plausible causal hypotheses regarding the Flynn effect, in line with suggestions by a number of researchers (Mingroni, 2014 Mingroni, M. A. (2014). Future efforts in Flynn effect research: Balancing reductionism with holism. Journal of Intelligence, 2(4), 122. https://doi.org/10.3390/jintelligence2040122.[Crossref] , [Google Scholar]; Rodgers, 2015 Rodgers, J. L. (2015). Methodological issues associated with studying the Flynn effect: Exploratory and confirmatory efforts in the past, present, and future. Journal of Intelligence, 3(4), 111. https://doi.org/10.3390/jintelligence3040111. [Crossref] , [Google Scholar]).     

“Editing” Genes: A Case Study About How Language Matters in Bioethics

Metaphors used to describe new technologies mediate public understanding of the innovations. Analyzing the linguistic, rhetorical, and affective aspects of these metaphors opens the range of issues available for bioethical scrutiny and increases public accountability. This article shows how such a multidisciplinary approach can be useful by looking at a set of texts about one issue, the use of a newly developed technique for genetic modification, CRISPRcas9.     

Neural representations in human spatial memory

Ekstrom et al. report the responses of single neurons recorded from the brains of human subjects performing a spatial navigation task in virtual reality. They found cells encoding the subject's current location, view and destination. These data, and related findings in animals, directly reveal some of the representations underlying spatial cognition. They highlight the potential for cognitive psychology and systems neuroscience to combine to provide a neuronal-level understanding of human behaviour.     

“Let our Apache Heritage and Culture Live on Forever and Teach the Young Ones”: Development of The Elders’ Resilience Curriculum,an Upstream Suicide Prevention Approach for American Indian Youth

The White Mountain Apache Tribe have developed an innovative curriculum that connects youth through Elders to their heritage, traditions, and culture, which has been proven to be a protective factor for native Americans. The development process took 4½ years and included community stakeholder buy‐in, Elders’ Council group formation, extensive formative work to identify content, iterative feedback between curriculum writers and Elders, and Elder training prior to implementation. Members of the Elders’ Council have been visiting the local schools to teach youth about the Apache culture, language, and way of life since February 2014 reaching over 1000 youth. This approach demonstrates a promising upstream suicide prevention strategy. We discuss the process of development, implementation, and lessons learned, as this curriculum has potential for adaptation by other Indigenous communities.