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CUSTOMER-ORIENTED SELLING OF PERFORMANCE-BASED CONTRACTS – A MEANS END CHAIN ANALYSIS
Stefan Ruffer,Tobias Schaefers 글로벌지식마케팅경영학회 2018 Global Marketing Conference Vol.2018 No.07
The concept of performance-based contracting (PBC) has received an increasing attention in both academic research and business practice over the last decade. Typically, in a PBC an industrial supplier is paid based on the outcome created with an investment good. This payment covers the actual usage as well as all related maintenance and repair efforts for the resource (B?hm, Backhaus, Eggert, & Cummins, 2016). Although the concept of PBC is not new, research on this topic is still on a preliminary level (Essig, Glas, Selviaridis & Roehrich 2016). As the customer orientation in service-oriented sales processes is crucial (Haas, Snehota, & Corsaro 2012; Terho, Haas, Eggert, & Ulaga 2012), our study explores customers’ requirements and motivational patterns within a PBC sales process. We report on data obtained in laddering interviews with 31 PBC-experienced customers in Europe from three industries (industrial air supply industry, gas supply industry, filling and packaging industry). Results from a means-end-chain analysis indicate that PBC customers have a higher sense of duty (e.g., by analyzing suppliers’ competence for operating a PBC), a distinct need for security (e.g., by requiring positive emotions for purchase decision), a comprehensive sense of responsibility (e.g., in terms of the long-term contractual obligation) and perfectionist values for purchase decisions (e.g., by striving for an optimal technical and contractual PBC design). Since these aspects address the PBC sales process, our study contributes by generating empirical evidences for value-based selling techniques and by generating management implications for a customer-oriented selling of PBC.
Suitable reference genes for relative quantification of miRNA expression in prostate cancer
Schaefer, Annika,Jung, Monika,Miller, Kurt,Lein, Michael,Kristiansen, Glen,Erbersdobler, Andreas,Jung, Klaus Korean Society for Biochemistry and Molecular Bion 2010 Experimental and molecular medicine Vol.42 No.11
Real time quantitative PCR (qPCR) is the method of choice for miRNA expression studies. For relative quantification of miRNAs, normalization to proper reference genes is mandatory. Currently, no validated reference genes for miRNA qPCR in prostate cancer are available. In this study, the expression of four putative reference genes (hsa-miR-16, hsa-miR-130b, RNU6-2, SNORD7) was examined with regard to their use as normalizer. After SNORD7 was already shown an inappropriate reference gene in preliminary experiments using total RNA pools, we studied the expression of the putative reference genes in tissue and normal adjacent tissue sample pairs from 76 men with untreated prostate carcinoma collected after radical prostatectomy. hsa-miR-130b and RNU6-2 showed no significantly different expression between the matched malignant and non-malignant tissue samples, whereas hsa-miR-16 was significantly underexpressed in malignant tissue. Softwares geNorm and Normfinder predicted hsamiR-130b and the geometric mean of hsa-miR-130b and RNU6-2 as the most stable reference genes. Normalization of the four miRNAs hsa-miR-96, hsamiR-125b, hsa-miR-205, and hsa-miR-375, which were previously shown to be regulated, shows that normalization to hsa-mir-16 can lead to biased results. We recommend using hsa-miR-130b or the geometric mean of hsa-miR-130b and small RNA RNU6-2 for normalization in miRNA expression studies of prostate cancer.
The SAMI Galaxy Survey: observing the environmental quenching of star formation in GAMA groups
Schaefer, A L,Croom, S M,Scott, N,Brough, S,Allen, J T,Bekki, K,Bland-Hawthorn, J,Bloom, J V,Bryant, J J,Cortese, L,Davies, L J M,Federrath, C,Fogarty, L M R,Green, A W,Groves, B,Hopkins, A M,Konstant Oxford University Press 2019 MONTHLY NOTICES- ROYAL ASTRONOMICAL SOCIETY Vol.483 No.3
From Theranostics to Immunotheranostics: the Concept
Niklaus Schaefer,John O. Prior,Margret Schottelius 대한핵의학회 2020 핵의학 분자영상 Vol.54 No.2
Immunotheranostics will be an important development in the future of nuclear medicine and medical oncology. It describes the synergy of theranostic procedures in nuclear medicine and immune oncology (IO) treatment. In brief, it takes advantage of molecular imaging and subsequent targeted modulation of the—in most cases immunosuppressive—tumor microenvironment (TME) by diagnostic and therapeutic radioisotopes. This is of high importance since only a fraction of patients receiving IO is currently being cured by this exciting therapy option. We therefore envision the concept of immunotheranostics as a powerful mean to augment the success of IO treatment in the future and thus the urgent need to further develop the interaction and joint action of nuclear medicine and medical oncology for substantially improved therapy outcome for cancer patients.
Suitable reference genes for relative quantification of miRNA expression in prostate cancer
Annika Schaefer,Monika Jung,Kurt Miller,Michael Lein,Glen Kristiansen,Andreas Erbersdobler,Klaus Jung 생화학분자생물학회 2010 Experimental and molecular medicine Vol.42 No.11
Real time quantitative PCR (qPCR) is the method of choice for miRNA expression studies. For relative quantification of miRNAs, normalization to proper reference genes is mandatory. Currently, no validated reference genes for miRNA qPCR in prostate cancer are available. In this study, the expression of four putative reference genes (hsa-miR-16, hsa-miR-130b, RNU6-2,SNORD7) was examined with regard to their use as normalizer. After SNORD7 was already shown an inappropriate reference gene in preliminary experiments using total RNA pools, we studied the expression of the putative reference genes in tissue and normal adjacent tissue sample pairs from 76 men with untreated prostate carcinoma collected after radical prostatectomy. hsa-miR-130b and RNU6-2 showed no significantly different expression between the matched malignant and non-malignant tissue samples, whereas hsa-miR-16was significantly underexpressed in malignant tissue. Softwares geNorm and Normfinder predicted hsamiR-130b and the geometric mean of hsa-miR-130b and RNU6-2 as the most stable reference genes. Normalization of the four miRNAs hsa-miR-96, hsamiR-125b, hsa-miR-205, and hsa-miR-375, which were previously shown to be regulated, shows that normalization to hsa-mir-16 can lead to biased results. We recommend using hsa-miR-130b or the geometric mean of hsa-miR-130b and small RNA RNU6-2 for normalization in miRNA expression studies of prostate cancer.
North Korean Unification Policy in the Early 1970s(as documented in East German Archives)
Bernd Schaefer 한국외국어대학교(글로벌캠퍼스) 역사문화연구소 2005 역사문화연구 Vol.23 No.-
Reconciliation between the leaders of China and North Korea in 1969/70 was followed by rapprochement between Beijing in Washington in 1971/72. For Kim Il Sung this offered an opportunity to propagate Korean unification by peaceful means without foreign interference. After the Joint Declaration of North and South on 4th of July 1972, North Korea hoped to achieve reunification with the help of the Southern population in free elections following the establishment of a Korean confederation. Overestimating the Northern attractiveness to the South, Pyongyang had to concede miscalculations when Park-Chung Hee elevated himself to an absolute ruler in Seoul capitalizing on the pretext of Korean unification. The Soviet Union and the Eastern European socialist allies of North Korea were relieved about this failure, as they harbored grave concerns against the reunification concepts of Kim Il Sung. 1969에서 1970년에까지 이른 중국과 북한 지도간의 화해는 1971년에서 1972년에 베이징과 워싱턴간에 진행이 된 친교회복을 통해 가능했다. 김일성에게 있어서, 이러한 상황은 외국의 간섭 없는 평화적 수단을 통한 한반도 통일을 선전하는 기회를 제공했다 할 수 있다. 1972년 7월 4일에 발표된 남북 공동 성명 이후에 북한은 대한민국이 건설 된 이후 진행이 된 자유 선거에서 남한의 도움을 받아 재통일을 실현시키기를 원했다. 남한에 대해 북한이 가지고 있던 유인요소들을 과소 평가 했기 때문에, 평양은 박정희가 그 자신을 한반도 통일에 대한 구실로 이용한 서울의 절대적 통치자로 급부상 했을 때, 자신들의 계산 착오를 인정해야 했다. 북한 내에서 활동하고 있던 소련과 동유럽 계통의 사회주의자들은 김일성의 재통일이라는 개념에 대해 심각한 수준의 걱정을 가지고 있었기 때문에 이러한 실패에 대해 안도해 했다.
Sandra Schaefer,Falk Muench,Eric Mankel,Anne Fuchs,Joachim Br€otz,Ulrike Kunz,Wolfgang Ensinger 성균관대학교(자연과학캠퍼스) 성균나노과학기술원 2015 NANO Vol.10 No.6
The synthesis of bimetallic nanostructures using galvanic replacement displays a versatile route toward efficient catalysts for fuel cell reactions. We show that electrolessly plated Ag nanotubes (NTs) are a unique template for the synthesis of double-walled Ag – Pt NTs. After replacement reaction, different dealloying protocols are applied to adjust the residual Ag content. The structures were thoroughly characterized by scanning electron microscopy, transmission electron microscopy, X-ray diffraction and X-ray photoelectron spectroscopy, providing evidence of a hollow tube structure composed of Ag – Pt alloy. Experiments under harsh conditions reveal, that a significant amount of Ag remain in the NTs, which strongly affects the methanol oxidation performance. With optimized Ag – Pt ratio, the specific activity of Pt/C catalysts can be out-performed. From the obtained results, we emphasize that each effort using galvanic replacement should be accompanied by detailed compositional analysis.