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  • 1
    Digitale Medien
    Digitale Medien
    Processual issues in key account management: underpinning the customer-facing organisation (1999)
    Bradford : Emerald
    The @journal of business & industrial marketing 14 (1999), S. 328-344 
    Details
    ISSN: 0885-8624
    Quelle: Emerald Fulltext Archive Database 1994-2005
    Thema: Wirtschaftswissenschaften
    Notizen: Addresses the question of how to make key account management processes in industrial and business-to-business markets more customer focused. Considers the processual issues emerging from recent empirical research and looks at a range of factors: cultural; organisational; and attitudinal; which have been found to affect the benefits gained from attempting to implement KAM processes. Points are drawn from a number of different sources, such as: formal research projects, studying particular buyer/seller dyads, broader industry surveys, and from observations made during KAM workshops and consultancy projects. They are presented as a guide to those issues that will be the major focus of future research.
    Materialart: Digitale Medien
    URL: http://dx.doi.org/10.1108/08858629910279916
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  • 2
    Digitale Medien
    Digitale Medien
    From key account selling to key account management (1995)
    Bradford : Emerald
    Journal of marketing practice 1 (1995), S. 9-21 
    Details
    ISSN: 1355-2538
    Quelle: Emerald Fulltext Archive Database 1994-2005
    Thema: Wirtschaftswissenschaften
    Notizen: Recent interest in relationship marketing and customer retentionhas refocused the attention of marketing academics and managers towardskey account management (KAM) systems as a means of operationalizinglong-term buyer/seller relationships. Examines the nature of KAM inindustrial markets structured around several strategic issues elicitedfrom two main sources: first, empirical research in the area ofindustrial sales management and selling to major accounts; and second,observations from running a series of management development programmesfor account managers. There inter-related conclusions have emerged fromthis work. First, most of the literature and debate on KAM has taken theseller's perspective. Second, there appears to be inadequate matching ofthe seller's total offering with the buyer's increasingly strategic anddynamic context. This is particularly evident in the short-term focuspervading some seller companies and in their failure to keep abreast ofthe kind of supply-chain issues currently facing industrial buyers.Third, key account managers are often ill-prepared for the wider andmore demanding roles which take them into areas of business development,industry/market analysis, benchmarking, relationship management and soon.
    Materialart: Digitale Medien
    URL: http://dx.doi.org/10.1108/EUM0000000003877
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  • 3
    Digitale Medien
    Digitale Medien
    Developing key account management competences (1996)
    Bradford : Emerald
    Journal of marketing practice 2 (1996), S. 7-22 
    Details
    ISSN: 1355-2538
    Quelle: Emerald Fulltext Archive Database 1994-2005
    Thema: Wirtschaftswissenschaften
    Notizen: Argues that key account management (KAM) in industrial and business-to-business markets has its roots in sales management where it has long been recognized that customers of strategic importance require special treatment. Explains that, more recently, growing interest among academics and practitioners in relationship marketing has forced KAM centre stage as one of the few seemingly tried and tested approaches to customer retention and development, but that this trend has exposed three interrelated problems for the adoption of KAM systems. Maintains that: first, many companies have merely extended their traditional approaches to major account selling, rather than transforming their internal processes to accommodate the wider relational aspects of KAM; second, there has been a rush to define managerial competences and best practice, with little theoretical or empirical underpinning; and third, despite parallel developments in purchasing and supply-chain management, there has been a tendency for the sellers' perspective to dominate implementation issues. Addresses these problems by operationalizing the relational development model outlined in an earlier article entitled "From key account selling to key account management" (JMP, Vol. 1 No. 1). Draws on the findings from ongoing empirical research which takes the buyer/seller dyadic relationship as the unit of analysis to provide a critique of the relative neglect of KAM processes in preference to outputs in the form of managerial competences.
    Materialart: Digitale Medien
    URL: http://dx.doi.org/10.1108/EUM0000000000018
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  • 4
    Digitale Medien
    Digitale Medien
    The bisindolylmaleimide protein kinase C inhibitor, Ro 32-2241, reverses multidrug resistance in KB tumour cells (1999)
    Springer
    Cancer chemotherapy and pharmacology 43 (1999), S. 371-378 
    Details
    ISSN: 1432-0843
    Schlagwort(e): Key words Multidrug resistance ; Reversal ; P-glycoprotein ; Protein kinase C inhibitors ; Bisindolylmaleimides
    Quelle: Springer Online Journal Archives 1860-2000
    Thema: Medizin
    Notizen: Abstract Ro 32-2241 is a bisindolylmaleimide that selectively inhibits protein kinase C (PKC) as compared with other protein kinases. Experiments were carried out to examine its potential as a multidrug resistance-reversing agent. Ro 32-2241 inhibited efflux, and increased accumulation, of [3H]-daunomycin in multidrug-resistant (MDR) KB-8-5 and KB-8-5-11 cells and had no effect on drug-sensitive KB-3-1 cells. Ro 32-2241 completely reversed the doxorubicin resistance of KB-8-5 and KB-8-5-11 cells, showing no effect on the sensitivity of drug-sensitive KB-3-1 cells. The potency of Ro 32-2241 was comparable with that of cyclosporin A and better than that of verapamil, known modulators of multidrug resistance. Ro 32-2241 also completely reversed the taxol resistance of KB-8-5 cells and partially reversed the resistance of KB-8-5-11 cells. Vinblastine resistance was also partially reversed. Mechanistic experiments were carried out to determine whether Ro 32-2241 interacted with P-glycoprotein (Pgp) directly. Increased efflux of [14C]-Ro 32-2241 was seen with the more resistant KB-8-5-11 cells (although the percentage effluxed was very low as compared with [3H]-daunomycin), suggesting that Ro 32-2241 can act as a substrate for Pgp. Direct interaction of Ro 32-2241 with Pgp was confirmed by demonstration that it inhibited binding of [3H]-azidopine to Pgp in KB-8-5-11 membranes. In conclusion, Ro 32-2241, acting directly on Pgp (rather than, or in addition to, an effect on PKC), is effective in reducing or reversing resistance to doxorubicin, taxol and vinblastine in human tumour cells with a clinically relevant degree of MDR. However, results of in vivo experiments conducted to investigate the effects of Ro 32-2241 on resistance to doxorubicin suggest that it may not be possible to achieve sufficiently high levels of Ro 32-2241 in vivo to modulate MDR.
    Materialart: Digitale Medien
    URL: http://dx.doi.org/10.1007/s002800050909
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  • 5
    Digitale Medien
    Digitale Medien
    Functional sites of interaction between release factor RF1 and the ribosome (2000)
    [s.l.] : Nature America Inc.
    Nature structural biology 7 (2000), S. 866-870 
    Details
    ISSN: 1072-8368
    Quelle: Nature Archives 1869 - 2009
    Thema: Biologie , Medizin
    Notizen: [Auszug] Translational release factors decipher stop codons in mRNA and activate hydrolysis of peptidyl-tRNA in the ribosome during translation termination. The mechanisms of these fundamental processes are unknown. Here we have mapped the interaction of bacterial release factor RF1 with the ribosome by ...
    Materialart: Digitale Medien
    URL: http://dx.doi.org/10.1038/82818
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  • 6
    Digitale Medien
    Digitale Medien
    Virtual Seminars in European Studies: A Model for Collaborative Learning (2000)
    Springer
    Computers and the humanities 34 (2000), S. 345-357 
    Details
    ISSN: 1572-8412
    Quelle: Springer Online Journal Archives 1860-2000
    Thema: Informatik , Medien- und Kommunikationswissenschaften, Kommunikationsdesign
    Materialart: Digitale Medien
    URL: http://dx.doi.org/10.1023/A:1002623823124
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  • 7
    Digitale Medien
    Digitale Medien
    Effects of suspended sediment and desiccation on the benthic tailwater community in the Colorado River, USA (1997)
    Springer
    Hydrobiologia 357 (1997), S. 63-72 
    Details
    ISSN: 1573-5117
    Schlagwort(e): Cladophora ; benthos ; desiccation ; macroinvertebrates ; regulated rivers ; suspended sediment
    Quelle: Springer Online Journal Archives 1860-2000
    Thema: Biologie
    Notizen: Abstract We demonstrated that differences in habitatrequirements by C. glomerata and Oscillatoria havea profound bottom-up influence on the foodweb in thetailwaters below Glen Canyon Dam in the Colorado Riverthrough Grand Canyon National Park, USA. We examinedthe effects of suspended sediment and desiccation onthe colonization sequence of Cladophora glomerata andOscillatoria spp. and the consequent effects onmacroinvertebrates in each algal community in a seriesof reciprocal transplants in the regulated ColoradoRiver, AZ. Our experiments showed that C. glomeratagrows best in continuously submerged, clear-water,stable habitats, whereas Oscillatoria forms densemat-like matrices of trichomes and sand in varialzones and habitats with high suspended sedimentstypical of many southwestern USA streams. Varial zoneconditions have a stronger influence on communitystructure than habitats with high suspended sediments. Recruitment by chironomid larvae was less dependent onC. glomerata and less affected by suspended sedimentand periodic desiccation than Gammarus lacustris. Weestimated the energy from macroinvertebrate biomassassociated with tufts of C. glomerata to be an orderof magnitude higher than that in Oscillatoriamatrices. Therefore, loss of C. glomerata andreplacement of habitat more suitable for Oscillatoriaas a result of regulated flows indirectly reducespotential energy flow in the Colorado Riverfoodweb.
    Materialart: Digitale Medien
    URL: http://dx.doi.org/10.1023/A:1003174517396
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  • 8
    Digitale Medien
    Digitale Medien
    Driftwood: an alternative habitat for macroinvertebrates in a large desert river (1999)
    Springer
    Hydrobiologia 397 (1999), S. 179-186 
    Details
    ISSN: 1573-5117
    Schlagwort(e): driftwood ; rivers ; macroinvertebrates ; periphyton ; suspended sediment ; Ephemeroptera
    Quelle: Springer Online Journal Archives 1860-2000
    Thema: Biologie
    Notizen: Abstract Driftwood was an important substratum for macroinvertebrates in the Colorado River, a desert river in southwestern U.S.A. with high suspended sediments and limited cobble substrata. Higher light availability and reduced abrasion on driftwood substrata resulted in a significantly higher ash-free dry mass (AFDM) of biofilm when compared to cobbles. Overall mean mass of biofilm on driftwood was 3.76 g m-2 AFDM (SE ±0.19) compared to 2.45 g m-2 AFDM (±0.15) on cobbles. Total macroinvertebrate AFDM was not significantly different between cobble and driftwood substrata. However, there were differences in the Ephemeroptera assemblage on the two substrata which were attributed to the type of food resources available in each habitat. Driftwood was dominated by the scraper/collector Heptagenia elegantula (Eaton), while the filterer/collector, Traverella albertana (McDunnough) dominated cobbles. Twenty taxa were found on driftwood substrata. This habitat expands the types of niches available to macroinvertebrates in lotic systems with high suspended sediments. We calculated that 4.4 m2 of driftwood substratum passed our sample station each minute during a 12-h sampling period on the rising limb of the hydrograph. River impoundments limit the supply and transport of driftwood, which may have negative implications on macroinvertebrate communities in desert rivers with high suspended sediment. Studies in turbid desert rivers that do not sample driftwood may underestimate both the total standing mass/energy of the system and taxon richness.
    Materialart: Digitale Medien
    URL: http://dx.doi.org/10.1023/A:1003778222809
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