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1. |
Record Nr. |
UNINA9910818519903321 |
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Autore |
Ross Aaron <1971-> |
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Titolo |
From impossible to inevitable : how hyper-growth companies create predictable revenue / / Aaron Ross and Jason Lemkin |
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Pubbl/distr/stampa |
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Hoboken, New Jersey : , : Wiley, , 2016 |
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©2016 |
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ISBN |
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Edizione |
[1st edition] |
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Descrizione fisica |
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Classificazione |
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Disciplina |
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Soggetti |
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Sales management |
Strategic planning |
Success in business |
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Lingua di pubblicazione |
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Formato |
Materiale a stampa |
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Livello bibliografico |
Monografia |
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Note generali |
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Nota di contenuto |
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Machine generated contents note: Preface: Systematizing Success Lessons from the world's fastest growing companies PART 1: NAIL A NICHE Chapter 1: "NICHE" DOESN'T MEAN SMALL ARE YOU SURE YOU'RE READY TO GROW FASTER? HOW TO KNOW IF YOU'VE NAILED A NICHE ACHIEVE WORLD DOMINATION ONE NICHE AT A TIME THE ARC OF ATTENTION Chapter 2: SIGNS OF SLOGGING ARE YOU A NICE-TO-HAVE? BIG COMPANIES SUFFER TOO WHERE AARON WENT WRONG YOUR CURRENT STRENGTH CAN BE A FUTURE WEAKNESS Chapter 3: HOW TO NAIL IT WHERE CAN YOU BE A BIG FISH IN A SMALL POND? WORK THROUGH THE NICHE MATRIX HOW AVANOO NAILED IT JASON'S 20-INTERVIEW RULE Chapter 4: YOUR PITCH IF YOU WERE A RADIO STATION, WOULD ANYONE TUNE IN? ELEVATOR PITCHES ARE ALWAYS FRUSTRATING THEY DON'T CARE ABOUT "YOU": 3 SIMPLE QUESTIONS PART TWO: CREATE PREDICTABLE PIPELINE INTRODUCTION: LEAD GENERATION ABSOLVES MANY SINS Chapter 5: SEEDS - CUSTOMER SUCCESS HOW TO GROW SEEDS PREDICTABLY CASE STUDY: HOW GILD DROPPED MONTHLY CHURN FROM 4% TO 1% CASE STUDY: CUSTOMER SERVICE EXCELLENCE AT TOPCON Chapter 6: NETS - INBOUND MARKETING THE FORCING FUNCTION YOUR MARKETING LEADER NEEDS: A "LEAD COMMIT" CORPORATE MARKETING VS. DEMAND GENERATION CASE STUDY: ZENEFITS FROM $1 MILLION TO $100 MILLION IN TWO |
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YEARS INBOUND MARKETING: A 4-POINT PRIMER HEROIC MARKETING: WHEN YOU HAVE NO MONEY AND LITTLE TIME Chapter 7: SPEARS - OUTBOUND PROSPECTING WHERE OUTBOUND WORKS BEST - AND WHERE IT FAILS OUTBOUND LESSONS LEARNED SINCE PREDICTABLE REVENUE WAS PUBLISHED CASE STUDY: ZENEFITS' OUTBOUND LESSONS ACQUIA: OUTBOUND'S ROLE IN A $100 MILLION TRAJECTORY GUIDESPARK: FROM ZERO TO $10 MILLION WITH OUTBOUND TAPSTREAM: STARTING FROM SCRATCH CHAPTER X: WHAT EXECUTIVES MISS PIPELINE CREATION RATE: YOUR #1 LEADING METRIC THE 15/85 RULE: EARLY ADOPTERS AND MAINSTREAM BUYERS WHY YOU'RE UNDERESTIMATING CUSTOMER LIFETIME VALUE CHAPTER 8: WHAT EXECUTIVES MISS PIPELINE CREATION RATE: YOUR #1 LEADING METRIC THE 15/85 RULE: EARLY ADOPTERS AND MAINSTREAM BUYERS WHY YOU'RE UNDERESTIMATING CUSTOMER LIFETIME VALUE PART 3: MAKE SALES SCALABLE Chapter 9: LEARN FROM OUR MISTAKES GROWTH CREATES MORE PROBLEMS THAN IT SOLVES -BUT THEY ARE BETTER PROBLEMS JASON'S TOP 12 MISTAKES IN BUILDING SALES TEAMS ADVICE FROM THE VP SALES BEHIND LINKEDIN AND ECHOSIGN Chapter 10: SPECIALIZATION: YOUR #1 SALES MULTIPLIER WHY SALESPEOPLE SHOULDN'T PROSPECT CASE STUDY: HOW CLIO RESTRUCTURED SALES IN 3 MONTHS CAN YOU BE TOO SMALL, OR TOO BIG, TO SPECIALIZE? SPECIALIZATION: TWO COMMON OBJECTIONS SPECIALIZATION SNAPSHOT AT ACQUIA CHAPTER 11: HIRING BEST PRACTICES FOR SALES SIMPLE HIRING TRICKS WHEN DOING SOMETHING NEW, START WITH TWO CHAPTER 12: HIRING BEST PRACTICES FOR SALES SIMPLE HIRING TRICKS WHEN DOING SOMETHING NEW, START WITH TWO THE $100M HUBSPOT SALES MACHINE: RECRUITING AND COACHING ESSENTIALS CASE STUDY: HOW TO CUT DOWN ON WASTED INTERVIEWING TIME CHAPTER 13: SCALING THE SALES TEAM IF YOU'RE CHURNING MORE THAN 10% OF YOUR SALESPEOPLE, THEY AREN'T THE PROBLEM ZENEFITS CASE STUDY: SCALING SALES FROM 2 TO 350 REPS PUT NON-SALES LEADERS ON VARIABLE COMP PLANS, TOO TRUTH = MONEY PIPELINE DEFICIT DISORDER ARE YOUR ENTERPRISE DEALS TAKING FOREVER? FIVE KEY SALES METRICS (WITH A TWIST) Chapter 14: FOR STARTUPS ONLY EVERY TECH PRODUCT SHOULD HAVE A SERVICE OPTION WHAT JASON INVESTS IN + DO YOU NEED TO RAISE MONEY TO SCALE? WHAT THE HEADCOUNT OF A 100-PERSON SAAS COMPANY LOOKS LIKE PART 4: DOUBLE YOUR DEALSIZE Painful Truth: It's hard to build a big business out of small deals. Chapter 15: DEALSIZE MATH WHAT JASON LEARNED: YOU NEED 50 MILLION USERS TO MAKE FREEMIUM WORK SMALL DEALS GET YOU STARTED, BIG DEALS DRIVE GROWTH CHAPTER 16: NOT TOO BIG, NOT TOO SMALL When you can't turn small deals into big ones IF YOU HAVE CUSTOMERS OF ALL SIZES Chapter 17: GOING UPMARKET IF YOU DON'T WANT SALESPEOPLE ADD ANOTHER TOP PRICING TIER PRICING IS ALWAYS A PAIN GOING FORTUNE 1000: BY MARK CRANNEY PART 5: Do The Time Chapter 18: EMBRACE FRUSTRATION ARE YOU SURE YOU'RE READY FOR THIS? EVERYONE HAS A YEAR OF HELL COMFORT IS THE ENEMY OF GROWTH REACHING ESCAPE VELOCITY Chapter 19: SUCCESS ISN'T A STRAIGHT LINE THE ANXIETY ECONOMY & ENTREPRENEUR DEPRESSION MARK SUSTER'S QUESTION: "SHOULD YOU LEARN OR EARN?" WHEN A STRAIGHT LINE ISN'T THE SHORTEST PATH TO SUCCESS CHANGE YOUR WORLD, NOT THE WORLD PART 6: EMBRACE EMPLOYEE OWNERSHIP Chapter 20: A REALITY CHECK DEAR EXECUTIVES (FROM EMPLOYEE) DEAR EMPLOYEE (FROM EXECUTIVES) PS: "DEAR SENIOR EXECUTIVES, DON'T GET LEFT BEHIND" (FROM CEO AND BOARD) ARE YOUR PEOPLE RENTING, OR OWNING? Chapter 21: FOR EXECUTIVES: CREATE FUNCTIONAL OWNERSHIP A SIMPLE SURVEY "NO SURPRISES" |
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FUNCTIONAL OWNERSHIP CASE STUDY: HOW STRUGGLING TEAM TURNED INTO A SELF-MANAGING SUCCESS To Turn Things Around Chapter 22: TAKING OWNERSHIP TO THE NEXT LEVEL FINANCIAL OWNERSHIP MOVE PEOPLE AROUND THE 4 TYPES OF EMPLOYEES PART 7: DEFINE YOUR DESTINY Chapter 23: ARE YOU ABDICATING YOUR OPPORTUNITY? YOUR OPPORTUNITY IS BIGGER THAN YOU REALIZE HOW TO EXPAND YOUR OPPORTUNITY AT WORK YOU NEED SOME HUMDRUM PASSIONS YOUR COMPANY ISN'T YOUR MOMMY OR DADDY BACK TO FORCING FUNCTIONS: HOW TO MOTIVATE YOURSELF TO DO THINGS YOU DON'T FEEL LIKE DOING SALES IS A LIFE SKILL SALES IS A MULTI-STEP PROCESS Chapter 24: COMBINING MONEY AND MEANING MEANING GONE WRONG WHAT'S YOUR UNIQUE GENIUS? IGNORING REAL LIFE DOESN'T MAKE IT GO AWAY AARON: HOW THE HELL DO YOU JUGGLE 9+ KIDS AND WORK? . |
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Sommario/riassunto |
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Impossible Goals , Inevitable Successes Why are you struggling to grow your business when everyone else seems to be crushing their goals? If you needed to triple revenue within the next three years, would you know exactly how to do it? Doubling the size of your business, tripling it, even growing ten times larger isn’t about magic. It’s not about privileges, luck, or working harder. There’s a template that the world’s fastest growing companies follow to achieve and sustain much, much faster growth. From Impossible to Inevitable details the hypergrowth playbook of companies like the record-breaking Zenefits (which skyrocketed from $1 million to $100 million in two years), Salesforce.com (the fastest growing multibillion dollar software company), and EchoSign—aka Adobe Document Services—(which catapulted from $0 to $144 million in seven years). Whether you have a $1 billion or a $100,000 business, you can use the same insights as these notable companies to learn what it really takes to break your own revenue records. For instance, one of the authors shows how he grew his income from $67,000 to $720,000 in four years while maintaining a 20-30 hour work week and welcoming a new child—nine times. This book shows you how to surpass plateaus and get off of the up-and-down revenue rollercoaster by answering three questions about growing revenue to tens times its size: Why aren’t you growing faster? What does it take to get to hypergrowth? How do you sustain growth? This powerful, effective book provides a template for you to kick off your biggest growth spurt yet. This template includes The 7 Ingredients Of Hypergrowth: You’re not ready to grow until you Nail a Niche . Overnight success is a fairy tale. You’re not going to be magically discovered. You need sustainable systems that Create Predictable Pipeline . Growth exposes your weaknesses and it will cause more problems than it solves—until you Make Sales Scalable . It’s hard to build a big business out of small deals . Figure out how to Double Your Dealsize . It’ll take years longer than you want , but don’t quit too soon. Make sure you can Do the Time . Your people are renting, not owning their jobs. Develop a culture of initiative, not adequacy by Embracing Employee Ownership . Employees, you are too accepting of “reality” and too eager to quit. You can Define Your Destiny to make a difference, for yourself and your company, no matter what you do or where you work. The authors take each ingredien... |
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2. |
Record Nr. |
UNINA9910824466603321 |
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Autore |
King Geoff |
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Titolo |
A companion to American indie film / / edited by Geoff King |
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Pubbl/distr/stampa |
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ISBN |
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1-118-75808-0 |
1-119-13254-1 |
1-118-75835-8 |
9781118758014 |
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Edizione |
[1st ed.] |
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Descrizione fisica |
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1 online resource (545 pages) |
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Collana |
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Classificazione |
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Disciplina |
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Soggetti |
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Independent films -- United States -- History and criticism |
Independent films -- Production and direction -- United States |
Independent filmmakers -- United States |
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Lingua di pubblicazione |
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Formato |
Materiale a stampa |
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Livello bibliografico |
Monografia |
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Note generali |
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Includes bibliographical references and index |
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Nota di bibliografia |
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Includes bibliographical references and index. |
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Nota di contenuto |
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Intro -- Title Page -- Copyright Page -- Contents -- Contributors -- Acknowledgements -- Introduction What Indie Isn't… Mapping the Indie Field -- Part One Indie Culture -- Chapter 1 Indie Film as Indie Culture -- Autonomy and Authenticity -- Slanted and Enchanted and Indie Game -- Conclusion -- References -- Chapter 2 The Making of the Indie Scene: The Cultural Production of a Field of Cultural Production -- Fields, Scenes, and Movements -- The Work of Culture in Fields/Scenes/Movements -- The Cultural Production of the Field of Cultural Production -- The Artist, the Community, and the Movement -- Notes -- References -- Chapter 3 Indie as Organic: Tracing Discursive Roots -- Roots -- Substance -- Handling -- Effects -- Discursive Roots and Rhetorical Oppositions -- References -- Part Two Indie and Other Media -- Chapter 4 Quirky Culture: Tone, Sensibility, and Structure of Feeling -- Quirky and Indie -- Quirky, Tone, and Structure of Feeling -- The Quirky Sensibility and "Innocence" -- Quirky Culture: Music, Comedy, and Radio -- Conclusion -- Notes -- References -- Chapter 5 Independent Intersections: Indie Music Cultures and American Indie Cinema -- Punk |
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and the Beginnings of a New Independent Cinema -- The Historical Emergence of Indie -- The Growth of Indie -- Into the New Millennium -- Conclusion -- Notes -- References -- Chapter 6 Post-Cinema Soderbergh -- To Recap: Post-Cinema Soderbergh -- The Twittering Soderbergh -- Unglued? Glue and Short Fiction Online and Offline -- The Soderbergh Web -- Soderbergh TV, Round 2 -- Social Media and the Less-Small Screen -- Notes -- References -- Part Three Criticism, Marketing, and Positioning Indie -- Chapter 7 Structuring Indie and Beasts of the Southern Wild: The Role of Review Journalism -- Evaluating Authenticity and Originality -- Shaping a Preferred Indie Aesthetic -- The Stakes for Writers. |
The Politics of Awarding Distinction -- Conclusion: A Permanent Conflict -- Note -- References -- Chapter 8 Marketing American Indie in the Shadow of Hollywood -- Introduction -- Understanding the Indie in Independent -- Film Selection -- Ain't Them Bodies Saints (2013) -- Blue Jasmine (2013) -- Frances Ha (2013) -- 12 Years a Slave (2013) -- Marketing Indie -- Notes -- References -- Part Four Movements/Moments -- Chapter 9 Proto-Indie 1960s "Half-Way" Cinema -- The Second and Third Waves of Indie Cinema -- The Historical Establishment of the First Wave of Indie Cinema -- Conventions and Viewing of First-Wave Indie Cinema -- Conclusion -- Selected Filmography of First-Wave Indie Cinema -- Notes -- References -- Chapter 10 From Independent to Indie: The Independent Feature Project and the Complex Relationship between American Independent Cinema and Hollywood in the 1980s -- Introduction. Contemporary American Independent Cinema and Institutional Infrastructure -- The Beginnings of the IFP: Marshaling Resources -- Layers of Independence: Navigating between Art and Commerce -- Taking American Independent Cinema to the Next "Level" -- Conclusion - IFP: An (Ultra-) Successful Failure? -- Note -- Notes -- References -- Chapter 11 Going Mainstream: The Indie Film Movement in 1999 -- Introduction -- The Talented Mr. Ripley -- The Sixth Sense and Fight Club -- American Beauty -- The Blair Witch Project -- Aftermath: The Rise of Indiewood -- References -- Chapter 12 Looking through a Rearview Mirror: Mumblecore as Past Tense -- Four Eyed Monsters -- The Actor-Based Films of Andrew Bujalski -- Word and Image: Aaron Katz's Quiet City -- Improvisation, Cassavetes, and Norman Mailer -- Greta Gerwig and Joe Swanberg -- Writing with Somebody's Brain: Ronald Bronstein's Frownland -- Anecdotal Narrative: The Films of Frank V. Ross -- The Ascendance of Mumblecore. |
The Decline and Death of Mumblecore -- Conclusion -- Notes -- References -- Part Five Indie as Regional -- Chapter 13 The Pull of Place: Regional Indie Film Production -- "Regional" Filmmaking: Historical Place in the Literature -- What is Regional Filmmaking? -- Increased Visibility of Regional Filmmaking -- Rise of Regional: Tax Incentives -- Rise of Regional: Locating Personal and Professional Networks -- Rise of Regional: Thematic/Aesthetic Concerns -- Conclusion -- Note -- References -- Chapter 14 Rural Crimewave: Reconfiguring Regional Spaces through Genre in US Indie Cinema -- Defining the Rural Crime Film -- Frozen River -- Winter's Bone -- A Single Shot -- Casting the Rural Crime Film -- Marketing and Distributing the Rural Crime Film -- Conclusion -- References -- Part Six Aesthetics and Politics -- Chapter 15 Life During Wartime: Emotionalism, Capitalist Realism, and Middle-Class Indie Identity -- Class and Indie Cinema -- Indie Emotionalism -- Spectacular Dysfunction: Young Adult -- Fearful Energy: Touchy Feely -- Conclusion: Indie Class Consciousness -- Notes -- References -- |
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Chapter 16 Indie Cinema and the Neoliberal Commodification of Creative Labor: Rethinking the Indie Sensibility of Christopher Nolan -- Neoliberalism and Independent Cinema -- Indie Filmmakers and the Studio Sector -- Christopher Nolan -- Conclusion -- Note -- References -- Chapter 17 "They Believe Every Fuckin' Word Because You're Super Cool": Masculine Cool '90s Style in Reservoir Dogs -- "Stealing" and Those Suits -- "Men's Cinema" -- Reservoir Dogs' Two Beginnings -- The Severed Ear -- Mr Orange and the Performance(s) of Masculinity -- The End -- Note -- References -- Chapter 18 The Craft of Independent Filmmaking: Editing in John Sayles' Return of the Secaucus Seven and Baby It's You -- Knowing That and Knowing How -- Evaluating John Sayles' Editing. |
Conclusion: Jack Ryan's Epithets -- Notes -- References -- Part Seven Kickstarting Indie -- Chapter 19 Crowdfunding, Independence, Authorship -- Money -- Authorship -- Moral Economy -- Conclusion -- Notes -- References -- Chapter 20 Go Digital or Go Dark: Crowdfunding, Independent Financing, and Arthouse Exhibition on Kickstarter -- Independent Cinema and Arthouse Exhibition -- Transitioning to Digital Projection -- Crowdfunding and Kickstarter -- The Arthouse Experience: Building Community on Kickstarter -- Kickstarter: Dilemmas and Possibilities -- References -- Part Eight Indie Acting and Stardom -- Chapter 21 Casing Indie Acting -- "Quality" Acting -- John Cusack's Lovers and Losers -- Giancarlo Esposito's Riffs on Race -- Michelle Williams' Working-Class Women -- Lupe Ontiveros's Servants, Solidarity, and Sabotage -- Tapping Talent -- Notes -- References -- Chapter 22 Flexible Stardom: Contemporary American Film and the Independent Mobility of Star Brands -- Star Brands -- Stars, Independence, Flexibility -- Sindiependence and the Hyphenates -- Philip Seymour Hoffman - Flexible Star -- Flexible Stardom and the Space of Independence -- Notes -- References -- Index -- EULA. |
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Sommario/riassunto |
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A Companion to American Indie Film features a comprehensive collection of newly commissioned essays that represent a state-of-the-art resource for understanding key aspects of the field of indie films produced in the United States. * Takes a comprehensive and fresh new look at the topic of American indie film * Features newly commissioned essays from top film experts and emerging scholars that represent the state-of-the-art reference to the indie film field * Topics covered include: indie film culture; key historical moments and movements in indie film history; relationships between indie film and other indie media; and issues including class, gender, regional identity and stardom in in the indie field * Includes studies of many types of indie films and film genres, along with various filmmakers and performers that have come to define the field |
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