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Trust-Based Selling Finding and Keeping Customers for Life
The first year of developing a new sales territory or establishing new customers is a daunting task—especially in dog-eat-dog industries. The traditional advice is to train quickly on products, grab a customer list, start calling for appointments, discover opportunities, and close deals. In fact, almost every sales model out there is based on nothing more than "opportunity" management. But ju…
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- 978-1-4842-0874-8
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Trust, Privacy and Security in Digital Business 12th International Conferenc…
This book constitutes the refereed proceedings of the 12th International Conference on Trust, Privacy and Security in Digital Business, TrustBus 2015, held in Valencia, Spain, in September 2015 in conjunction with DEXA 2015. The 17 revised full papers presented were carefully reviewed and selected from 45 submissions. The papers are organized in the following topical sections: access control; t…
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- 978-3-319-22906-5
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Trust and Trustworthy Computing 8th International Conference, TRUST 2015, He…
This book constitutes the refereed proceedings of the 8th International Conference on Trust and Trustworthy Computing, TRUST 2015, held in Heraklion, Crete, Greece, in August 2015. The 15 full papers and 3 short papers presented in this volume were carefully reviewed and selected from 42 submissions. They were organized in topical sections named: hardware-enhanced trusted execution; trust an…
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- 978-3-319-22846-4
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Trust and Rationality An Integrative Framework for Trust Research
Combining economic, social-psychological and sociological approaches to trust, this book provides a general theoretical framework to causally explain conditional and unconditional trust; it also presents an experimental test of the corresponding integrative model and its predictions. Broadly, it aims at advancing a cognitive turn in trust research by highlighting the importance of (1) an actorÂ…
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- 978-3-658-07327-5
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Trust and Legitimacy in Criminal Justice European Perspectives
The book explores police legitimacy and crime control, with a focus on the European region. Using comparative case studies, the contributions to this timely volume examine the effects of a transition to democracy on policing, public attitudes towards police legitimacy, and the ways in which perceptions of police legitimacy relate to compliance with the law. Following these case studies, the …
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- 978-3-319-09813-5
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Trust and Incidents The Dynamic of Interpersonal Trust between Patients and …
Taking an interdisciplinary approach to conceptualise interpersonal trust between patients and medical practitioners, Katja Beitat introduces a unique model to describe the dynamics of trust building and deterioration with particular relevance to incidents in health care. Empirical findings from studies in Australia and Germany, the two systems focused on in this book, broadly support and expan…
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- 978-3-658-09670-0
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Trust Management IX 9th IFIP WG 11.11 International Conference, IFIPTM 2015,…
This book constitutes the refereed proceedings of the 9th IFIP WG 11.11 International Conference on Trust Management, IFIPTM 2015, held in Hamburg, Germany, in May 2015. The 10 revised full papers and 5 short papers presented were carefully reviewed and selected from 28 submissions. In addition, the book contains one invited paper and 5 papers from a special session on trusted cloud ecosystems.…
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- 978-3-319-18491-3
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Information Technologies and Mathematical Modelling - Queueing Theory and App…
This book constitutes the refereed proceedings fo the 14th International Scientific Conference on Information Technologies and Mathematical Modeling, named after A. F. Terpugov, ITMM 2015, held in Anzhero-Sudzhensk, Russia, in November 2015. The 35 full papers included in this volume were carefully reviewed and selected from 89 submissions. They are devoted to new results in the queueing the…
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- 978-3-319-25860-7
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- IX, 433
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True Truffle (Tuber spp.) in the World Soil Ecology, Systematics and Biochem…
This book focuses on the taxonomic diversity of the genus Tuber as economically important truffles. In contributions by internationally respected scientists, it examines truffle systematics, interactions with abiotic and biotic environments, strategies for spore dispersal, and molecular processes in truffles. Topics discussed include: evolutionary theories and phylogeny of Tuber species from As…
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- 978-3-319-31436-5
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True Bugs (Heteroptera) of the Neotropics
True bugs (Heteroptera) are a diverse and complex group of plant-feeding and predatory insects important to food production, human health, the global economy and the environment. Within the nearly 43,000 species described around the world, Neotropical true bugs are particularly diverse, and much remains to be discovered about their biology and relations with other species. Inspired by the need…
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- 978-94-017-9861-7
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