LEADER 05339nam 22006733u 450 001 9910460129103321 005 20210108102347.0 010 $a1-119-20992-7 010 $a1-118-96165-X 035 $a(CKB)3710000000366125 035 $a(EBL)1895818 035 $a(SSID)ssj0001437619 035 $a(PQKBManifestationID)11832553 035 $a(PQKBTitleCode)TC0001437619 035 $a(PQKBWorkID)11373205 035 $a(PQKB)10694058 035 $a(MiAaPQ)EBC1895818 035 $a(EXLCZ)993710000000366125 100 $a20150309d2015|||| u|| | 101 0 $aeng 135 $aur|n|---||||| 181 $ctxt 182 $cc 183 $acr 200 10$aBuyer Personas$b[electronic resource] $eHow to Gain Insight into your Customer's Expectations, Align your Marketing Strategies, and Win More Business 210 $aHoboken $cWiley$d2015 215 $a1 recurso en linea (241 p.) 300 $aDescription based upon print version of record. 311 $a1-118-96150-1 327 $aBuyer Personas: How to Gain Insight into Your Customer's Expectations, Align Your Marketing Strategies, and Win More Business; Contents; Foreword; Acknowledgments; Introduction: Listen First, Then Speak; Why Is Everyone Talking about Buyer Personas?; Will This Approach Work for You?; Part I: Understanding the Art and Science of Buyer Personas; Chapter 1: Understand Buying Decisions and the People Who Make Them; Why the ""Know Your Customer"" Rule Has Been Redefined; A Clothes Dryer's Extra Setting Made All the Difference; Will You Understand Your Buyers' Decisions? 327 $aRelying on Buyer Demographics and PsychographicsHow Marketers Benefit from Buyer Profiles; Buying Insights Complete Your Persona; High-Consideration Decisions Reveal the Best Insights; Buying Insights from a Quick Trip to London; Chapter 2: Focus on the Insights That Guide Marketing Decisions; Listening to Kathy; Frustrated, a Newly Minted Consultant Invents Personas; Buyers Have Distinct Expectations; The 5 Rings of Buying Insight; Insight 1-Priority Initiative; Insight 2-Success Factors; Insight 3-Perceived Barriers; Insight 4-Buyer's Journey; Insight 5-Decision Criteria 327 $aGive Your Buyer a Seat at the TableCreating Effective Messaging; Generating High-Quality Leads; Shortening the Sales Cycle; Speed to Revenue; Resolving Ties between Your Company's Products and Those of the Competition; Identifying Which Types of Buyers You Need to Influence and How to Reach Them; Buying Insight Opens Doors to C-Level Executives; Chapter 3: Decide How You Will Discover Buyer Persona Insights; The Most Important Nine Months of My Career; How Interviews Reveal Insight; Is This Another Kind of Qualitative Research?; Crafting the Low-Consideration Buyer's Story 327 $aUsing B2B Salespeople to Build Buyer PersonasThe Pros and Cons of Buyer Surveys; When to Use Focus Groups; Will Big Data Deliver Insights?; How Social Media Contributes to Buyer Personas; SAP Gains High-Value Insights through Web Analytics; Part II: Interviewing for Buying Insights; Chapter 4: Gain Permission and Schedule Buyer Interviews; Persuade Stakeholders That You Need Buying Insights; Overcome the ""We Know Our Buyers"" Objection; When You Don't Have Time for Buyer Persona Interviews; Use Your Sales Database to Find Buyers to Interview 327 $aSometimes You Want to Avoid Your Internal DatabaseUsing Professional Recruiters to Set Interview Appointments; Which Buyer Should You Interview?; Interview Buyers Who Chose You as Well as Those Who Did Not; Contacting Buyers to Request an Interview; Chapter 5: Conduct Probing Buyer Interviews; Who Should Conduct the Interview?; Prepare for Your Buyer Interview; Getting It on the Record; ""Take Me Back to the Day...""; Use Your Buyer's Words to Probe for Insight; Go Slowly to Capture the Whole Story; Questions That Keep the Conversation Flowing; An Example Interview with Tim 327 $aLook for Insight When Buyers Use Jargon 330 $aSee your offering through the buyer's eyes for more effective marketing Buyer Personas is the marketer's actionable guide to learning what your buyer wants and how they make decisions. Written by the world's leading authority on buyer personas, this book provides comprehensive coverage of a compelling new way to conduct buyer studies, plus practical advice on adopting the buyer persona approach to measurably improve marketing outcomes. Readers will learn how to segment their customer base, investigate each customer type, and apply a radically more relevant process of message selection, conte 606 $aComportamiento del consumidor$2LOCAL 606 $aCasos de estudio$2LOCAL 606 $aMarketing$2LOCAL 606 $aLibros electrónicos$2LOCAL 606 $aNegocios$2LOCAL 606 $aComercio$2LOCAL 606 $aEconomía$2LOCAL 615 17$aComportamiento del consumidor 615 27$aCasos de estudio 615 27$aMarketing 615 27$aLibros electrónicos 615 27$aNegocios 615 27$aComercio 615 27$aEconomía 676 $a658.8/343 700 $aRevella$b Adele$0858548 801 0$bAU-PeEL 801 1$bAU-PeEL 801 2$bAU-PeEL 906 $aBOOK 912 $a9910460129103321 996 $aBuyer Personas$91916616 997 $aUNINA LEADER 05438nam 22006734a 450 001 996205536603316 005 20230617005235.0 010 $a1-280-74821-4 010 $a9786610748211 010 $a0-470-76116-4 010 $a0-470-98856-8 010 $a1-4051-7146-4 035 $a(CKB)1000000000341922 035 $a(EBL)284285 035 $a(OCoLC)437176160 035 $a(SSID)ssj0000104227 035 $a(PQKBManifestationID)11122685 035 $a(PQKBTitleCode)TC0000104227 035 $a(PQKBWorkID)10079370 035 $a(PQKB)10134021 035 $a(MiAaPQ)EBC284285 035 $a(EXLCZ)991000000000341922 100 $a20041117d2005 uy 0 101 0 $aeng 135 $aur|n|---||||| 181 $ctxt 182 $cc 183 $acr 200 00$aAntioxidants and reactive oxygen species in plants$b[electronic resource] /$fedited by Nicholas Smirnoff 210 $aOxford ;$aAmes, Iowa $cBlackwell Pub.$d2005 215 $a1 online resource (318 p.) 225 1 $aBiological Sciences Series 300 $aDescription based upon print version of record. 311 $a1-4051-2529-2 320 $aIncludes bibliographical references and index. 327 $aAntioxidants and Reactive Oxygen Species in Plants; Contents; Contributors; Preface; 1 Glutathione; 1.1 Introduction; 1.2 The glutathione redox couple and cellular redox potential; 1.3 Glutathione metabolism; 1.4 Biosynthesis and inhibition by L-buthionine-SR-sulphoximine; 1.5 Glutathione and the cell cycle; 1.6 Glutathione in leaves and its relationship to chilling tolerance; 1.7 Glutathione and homoglutathione in the regulation of root and root nodule development; 1.8 Transport and transporters; 1.9 Glutathione and signalling; 1.10 Conclusions and perspectives 327 $a2 Plant thiol enzymes and thiol homeostasis in relation to thiol-dependent redox regulation and oxidative stress2.1 Introduction: plant sulfur and thiol contents; 2.2 The redox potential and its relation to the redox proteome; 2.3 Oxidation of thiol groups; 2.4 C-X-X-C and C-X-X-S motifs in redox proteins; 2.5 The principle reactions that maintain thiol-redox homeostasis; 2.6 Enzymes involved in thiol-disulfide interconversion; 2.6.1 Thioredoxins; 2.6.2 Glutaredoxins; 2.6.3 Omega and lambda-GSTs; 2.6.4 Protein disulfide isomerases 327 $a2.7 Peroxiredoxins, thiol/disulfide proteins in antioxidant defence2.7.1 1-Cys Prx; 2.7.2 2-Cys Prx; 2.7.3 Prx Q; 2.7.4 Type II Prx; 2.8 The thiol proteome of plants; 2.9 Thiol homeostasis in subcellular compartments; 2.10 Thiol-dependent redox regulation of gene expression; 2.11 Linking thiol regulation to metabolic and developmental pathways; 2.12 Outlook; 3 Ascorbate, tocopherol and carotenoids: metabolism, pathway engineering and functions; 3.1 Introduction; 3.2 Ascorbate; 3.2.1 Distribution and subcellular localisation; 3.2.2 Ascorbate biosynthesis; 3.2.3 Ascorbate recycling 327 $a3.2.4 Ascorbate and dehydroascorbate transport across membranes3.2.5 Enzymes involved in ascorbate oxidation; 3.2.6 Ascorbate catabolism; 3.2.7 Control of ascorbate synthesis and metabolic engineering; 3.2.8 The functions of ascorbate; 3.3 Vitamin E: tocopherols and tocotrienols; 3.3.1 Isoprenoid antioxidants; 3.3.2 Structure and antioxidant activity of tocopherols and tocotrienols; 3.3.3 Functions of tocopherol; 3.3.4 Biosynthesis of tocopherols and tocotrienols; 3.3.5 Control and engineering of tocopherol and tocotrienol biosynthesis; 3.4 Carotenoids; 3.4.1 Carotenoids as antioxidants 327 $a3.4.2 Carotenoid biosynthesis and metabolic engineering4 Ascorbate peroxidase; 4.1 Enzymatic removal of hydrogen peroxide in plants; 4.2 Functional analysis of APX; 4.3 APX structure; 4.3.1 Overall structure; 4.3.2 Active site structure; 4.3.3 Substrate binding; 4.4 Evolution of APXs; 4.5 Summary; 5 Catalases in plants: molecular and functional properties and role in stress defence; 5.1 Introduction; 5.2 Biochemistry and molecular structure of catalases; 5.2.1 Types of catalases; 5.2.2 Molecular structure; 5.2.3 Mechanism of the catalytic reaction and kinetic properties 327 $a5.3 Occurrence and properties of plant catalases 330 $aReactive oxygen species (ROS) are produced during the interaction of metabolism with oxygen. As ROS have the potential to cause oxidative damage by reacting with biomolecules, research on ROS has concentrated on the oxidative damage that results from exposure to environmental stresses and on the role of ROS in defence against pathogens. However, more recently, it has become apparent that ROS also have important roles as signalling molecules. A complex network of enzymatic and small molecule antioxidants controls the concentration of ROS and repairs oxidative damage, and research is revealing t 410 0$aBiological Sciences Series 606 $aAntioxidants$xPhysiological effect 606 $aActive oxygen$xPhysiological effect 606 $aPlants$xMetabolism 615 0$aAntioxidants$xPhysiological effect. 615 0$aActive oxygen$xPhysiological effect. 615 0$aPlants$xMetabolism. 676 $a572.42 676 $a572/.42 701 $aSmirnoff$b N$0990662 801 0$bMiAaPQ 801 1$bMiAaPQ 801 2$bMiAaPQ 906 $aBOOK 912 $a996205536603316 996 $aAntioxidants and reactive oxygen species in plants$92266776 997 $aUNISA