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The importance of communication skills of the salesperson (SP) on buyer satisfaction is fait accompli. However, how various facets of listening, along with the core components of SP's communication (i.e., content and diligence) contribute to the value creation process is poorly understood. The current research presents a conceptual framework to explain these effects and tests the model empirically. The authors conceptualize a framework for how critical aspects of SP's communication with customers differentially influence imagery versus transactional value creation. This process is explained with an application of the dual process theory. Partial least squares structural equation modeling (PLS-SEM) is employed to examine the theorized pathways within a sample of buyers of a large manufacturing firm in the United States. Results exhibit that while various facets of listening differentially contribute to the two value types, the core aspects of SP's communication mainly affect transactional value creation. Theoretical contributions and managerial implications are discussed.

Advertising is oft described as the art of capitalism. This indispensable form of communication, in all its Technicolor glory, has the power to shape culture, conscience and commerce. Therein lies ...

Purpose Customers can be territorial, which results in reactive behaviors that can hurt firm profitability. This study aims to expand the typology of customer territorial responses previously identified in the environmental psychology and marketing literature. Design/methodology/approach The authors use a mixture of quantitative and qualitative approaches. The exploratory studies elicit and test a typology of consumer territorial responses using critical incident technique and factor analysis. Two surveys use the typology. Study 1 examines intrusiveness in grocery store settings. Study 2 expands the model with specialty store shoppers to examine how rapport, employee greed, entitlement and time pressure interact with intrusion pressure and relate to customer territorial responses. Findings The results indicate a new category of territorial responses – deferential verbalizations – and show relationships between intrusion pressure and deferential actions, retaliatory verbalizations, retaliatory actions and abandonment. The relationships are affected by the moderators, including rapport, which interacts with intrusion pressure to increase the likelihood of switching. Research limitations/implications Collecting data near closing time restricted observations and consumer time to participate using self-report data. The results should be replicated with other populations and service providers. Practical implications Managers should monitor customer treatment during closing time. The results indicate consumer responses to closing time cues not only impact their shopping trip but also affect whether they will patronize the store in the future. Originality/value The study provides an expanded typology of territorial responses, identifies moderating factors that may affect responses and links employee intrusiveness and territorial responses to store patronage.

Food insecurity and poor nutrition negatively affect consumer health and well-being. Trait hope is conceptualized as a powerful thought process that can facilitate change. However, it is unclear how trait hope, the sense that one can successfully plan and put forth energy to meet goals, influences food insecurity among impoverished consumers. The authors conducted an evaluative study using in-home surveys (n = 498) in seven distressed census tracts of a midsized southeastern U.S. city to understand how financial capability and trait hope, a cognitive process, interact to influence perceived access to fresh food among Black and Hispanic consumers that disproportionately face food insecurity. Trait hope positively moderated the relationship between financial capability and perceived access, which was related to lower food insecurity. The results, which indicated important differences related to race/ethnicity, suggest that interventions that improve financial capability and increase trait hope may improve efficacy of food and nutrition assistance programs.

This paper makes a first attempt to bring the Shape from Polarization (SfP) problem to the realm of deep learning. The previous state-of-the-art methods for SfP have been purely physics-based. We see value in these principled models, and blend these physical models as priors into a neural network architecture. This proposed approach achieves results that exceed the previous state-of-the-art on a challenging dataset we introduce. This dataset consists of polarization images taken over a range of object textures, paints, and lighting conditions. We report that our proposed method achieves the lowest test error on each tested condition in our dataset, showing the value of blending data-driven and physics-driven approaches.

We demonstrate a technique for rendering textured haptic surfaces in mid-air, using an ultrasound haptic display. Our technique renders tessellated 3D `haptic' shapes with different waveform properties, creating surfaces with distinct perceptions.

Acoustic levitation enables new types of human-computer interface, where the content that users interact with is made up from small objects held in mid-air. We show that acoustically-levitated objects can form mid-air widgets that respond to interaction. Users can interact with them using in-air hand gestures. Sound and widget movement are used as feedback about the interaction.

Brexit raises endless legal questions. From a Scottish perspective, the Brexit vote is but one part of a more complex political picture, in which Scotland’s position in Europe has assumed considerable significance. The writer explains the respective positions of the Scottish and British governments within the existing UK constitutional arrangements; possible European solutions for Scotland, whether as part of the UK or as an independent country; and some of the immediate private law challenges for the UK in the event of the two-year period in Art 50 TEU expiring without any agreement

A. INTRODUCTION B. SCOTS LAW IN COMPARATIVE CONTEXT (1) Terminology (2) Scots Law de lege lata (3) Fiducia (4) Limited security rights: the comparative context (a) Introduction (b) English Law (c) German Law (d) French Law (5) Modern international instruments (6) Publicity C. THE DUTCH CONTEXT (1) The old Dutch Civil Code (1838-1991) (2) Introduction of the new Dutch Civil Code (1992) (3) Prohibition on fiduciary transfers and introduction of the undisclosed pledge (4) Assignation and intimation (5) Introduction of the undisclosed assignation (2004) (6) Summary of Dutch development

The validity of the pledge over bank accounts was one of the controversial issues of the late 1990s. Lord Hoffmann's speech in the BCCI No 8 appeal resolved many of the difficulties for England and Wales. The writer examines their validity and utility in Scots law, particularly in view of the liberal insolvency set-off regime in Scotland.

* I would like to thank Peter Webster and an anonymous referee for helpful comments. 1 The principle is elementary and probably older than the classical Roman law where it was thus formulated: D 50.17.54; D 20.1.3.1. See also J Voet, Commentarius ad Pandectas, 2nd edn (1707, transl P Gane 1956) 20.6.8. In Scotland, and indeed in England, the same principle is often expressed as nemo dat quod non habet. 2 Scottish Widows Fund v Buist (1876) 3 R 1078 at 1082 per Lord President Inglis; Scottish Law Commission, Consultative Memorandum on Defective Consent and Consequential Matters (Scot Law Com CM No 42, 1978) para 3.137. 3 Robertson v Wright (1873) 1 R 237 at 243 per Lord Ardmillan; G Watson (ed), Bell’s Dictionary and

Particle image velocimetry (PIV) was used to measure air velocities through a high solidity radial flow fan utilized as an automotive vented brake rotor. A brake rotor is a somewhat unusual fan in that its sole purpose is not to pump air but to dissipate thermal energy, it has no conventional inlet or outlet housing and it has a continuously varying rotational speed. For three typical rotational speeds, the flow characteristics were captured at the inlet and exit of the rotor, as well as internally through the cooling passages. Inlet measurements showed a swirling entry flow condition with significant misalignment of flow onto the vanes. As a result large regions of flow separation were found in the internal vane-to-vane passages on the suction side surfaces, which would lead to poor heat transfer conditions. The main flow exiting the rotor consisted of a series of jets corresponding to the individual rotor passages and were found to be very unstable leading to a rapid decay in velocity.

This article outlines an investigation of examiner perceptions of the effects of introducing criteria into music performance assessment procedures at a tertiary conservatorium of music. A qualitative analysis of transcripts of interviews with fifteen conservatorium staff identified key issues relating to the ways experienced examiners use criteria in music performance assessment. In discussing their music performance assessment strategies examiners described holistic and criteria-specific approaches. Some examiners felt using criteria helped them focus on important assessment issues and that criteria were useful for articulating desirable performance characteristics in feedback to students. Other examiners believed criteria-based assessment represented a narrow view which tended to interfere with their holistic assessments of music performance.

No abstract available.

Sketches the domestic UK debate on the referendum on Scottish independence in the context of European private law.

The use of small groups in teaching classroom music is often accepted in the literature and by expert teachers as a natural part of a music‐education programme. However, research indicates that the classroom teacher commonly does not make use of small‐group activities and that, when small groups are used, the results are not always positive. This article describes a teacher‐education course aimed at developing student teachers’ abilities to manage small groups in the secondary‐school music classroom, and reports the perceptions of both student teachers and teacher‐observers when the students applied their learnings in the practicum setting.

The author discusses the rule which penalises purchasers of property who have private knowledge of the rights of a prior purchaser. In particular, he focusses on the practical implications of the rule for transactional lawyers.