The contrarian effect [[electronic resource] ] : why it pays (big) to take typical sales advice and do the opposite / / Michael Port and Elizabeth Marshall

• Record Nr.: UNINA9910453870503321
• Autore: Port Michael <1970->
• Pubbl/distr/stampa: Hoboken, N.J., : John Wiley & Sons, c2008
• ISBN: 0-470-43523-2; 1-282-36789-7; 9786612367892; 0-470-39935-X
• Descrizione fisica: 1 online resource (177 p.)
• Altri autori (Persone): MarshallElizabeth <1975->
• Disciplina: 658.8/02
• Soggetti: Selling; Sales management; Marketing; Electronic books.
• Lingua di pubblicazione: Inglese
• Formato: Materiale a stampa
• Livello bibliografico: Monografia
• Note generali: Description based upon print version of record.
• Nota di bibliografia: Includes bibliographical references (p. [151]-153) and index.
• Nota di contenuto: From the Old World to the New -- Typical tactics are out of sync with the market -- Typical tactics are focused on the wrong person -- Typical tactics damage relationships and long-term potential -- Typical tactical harm reputations and create unintended consequences -- Contrarian primer -- Pendulum swing.
• Sommario/riassunto: Take the traditional sales model, which is outdated and needs a serious makeover, and turn it on its head by applying the advice in The Contrarian Effect: Why It Pays (Big) to Take Typical Sales Advice and Do the Opposite. Find an entirely sound approach to building better client relationships and closing more sales by doing the exact opposite that conventional sales advice dictates. Re-examine the most well-worn sales tactics in the business and discover specific and actionable strategies and principles that will help you close more sales today.

Society and its environment : an introduction / / Egbert Tellegen and Maarten Wolsink

• Record Nr.: UNINA9910790985903321
• Autore: Tellegen Egbert <1937-, >
• Pubbl/distr/stampa: Oxon [England] : , : Routledge, , 2013
• ISBN: 1-138-98241-5; 1-134-38285-5; 1-315-07823-6; 1-134-38278-2
• Descrizione fisica: 1 online resource (288 p.)
• Altri autori (Persone): WolsinkMaarten
• Disciplina: 288
• Soggetti: Environmental policy
• Lingua di pubblicazione: Inglese
• Formato: Materiale a stampa
• Livello bibliografico: Monografia
• Note generali: First published in 1998 by Gordon and Breach Science.
• Nota di bibliografia: Includes bibliographical references and indexes.
• Nota di contenuto: Cover; Title; Copyright; Contents; Acknowledgements; Introduction; 1 Environment and environmental problems; 1.1 Interaction between 'environment' and 'society'; 1.2 Environmental problems; 1.3 Types of environmental problems; 1.3.1 Exhaustion; 1.3.2 Pollution; 1.3.3 Environmental disturbance; 1.4 Causes of environmental problems; 1.4.1 Population growth; 1.4.2 Quantity of environmental utilization; 1.4.3 Quality of environmental utilization; 1.4.4 Carrying capacity; 1.5 Interests, values and reactions to environmental problems; 1.5.1 Interests; 1.5.2 Values; 1.5.3 Reactions; 2 History; 2.1 A problem down to all ages?2.2 Evolution of modes of production; 2.2.1 Hunting and gathering societies; 2.2.2 Agrarian societies; 2.2.3 Intermezzo: irrigation and power; 2.2.4 Industrial societies; 2.3 Environment and modernization; 2.3.1 Population growth; 2.3.2 Growth of energy consumption; 2.3.3 Limits to growth; 2.4 Growth and scarcity; 2.5 Social limits; 2.6 The information revolution; 3 Geography; 3.1 Variety and scale; 3.2. Geographical variety; 3.2.1 Market economies; 3.2.2 Planned economies; 3.2.3 Developing countries; 3.2.4 Societies in transition; 3.3 Spatial scale of environmental problems3.4 Space and time; 3.5 Direct and indirect transboundary effects; 3.6 Sustainable development; 4 Culture and civilization; 4.1 Historical roots and contemporary ; dilemmas; 4.2 The domination of nature; 4.2.1 Alienation: when did it start?; 4.2.2 Christianity; 4.2.3 Enlightenment; 4.3 Anti-capitalist ideologies; 4.3.1 Industrial capitalist society and its opponents; 4.3.2 Communism; 4.3.3 Anarchism; 4.3.4 Conservatism; 4.3.5 Fascism; 4.3.6 Contemporary relevance of past ideologies; 4.4 Science and respect for nature; 4.5 Civilizing processes; 4.5.1 Civilization and control4.5.2 Control of intrahuman events; 4.5.3 Control of interhuman events; 4.5.4 Control of environmental events; 4.5.5 The ideal of a civil society; 4.6 Romantic and civilized environmentalism; 4.7 Which nature should be protected?; 4.8 Which environmental risks are threatening?; 4.9 Continuing controversies; 4.9.1 Ecocentrism versus anthropocentrism; 4.9.2 Steering versus engineering; 4.9.3 Limits versus growth; 4.9.4 Free nature versus prized products; 5 Social dilemmas; 5.1 The essence of environmental problems: Transfer of disadvantages; 5.1.1 Geographical separation5.1.2 Separation over time; 5.1.3 Individual advantages versus collective disadvantages; 5.2 Costs which are not reflected in prices; 5.2.1 External costs; 5.2.2 Uncertainty about the costs to society; 5.3 The environment as a collective good; 5.3.1 The nature of collective goods; 5.3.2 Economic valuation; 5.4 Social dilemmas; 5.4.1 The 'tragedy of the commons'; 5.4.2 Hobbes' State of Nature; 5.5 Games theory and society; 5.6 Basic types of social dilemmas; 5.7 Environmental dilemmas; 5.7.1 Inclusive versus exclusive goods; 5.7.2 Continuous and 'lumpy' goods; 5.7.3 The origin of dilemmas
• Sommario/riassunto: First Published in 1998. Routledge is an imprint of Taylor & Francis, an informa company.