{"text_format":"2","workbook":"xls","n_sheets":1,"sheets":["report2"],"not_rendered":{"charts":0,"images":0,"macros":0,"external_links":1,"defined_names":2,"comments":0,"pivot_tables":0},"unopened":[],"bounds":{"document_bytes":16777216,"sheet_cells":100000,"run_cost":"one","rows_first":2000,"rows_last":500,"rows_between":2000,"halvings":0,"cell_chars":16384,"cell_head_chars":4096},"cells_cut":0,"cells_raw":0,"read":"whole","date_system":"1900","formulas":"cached_only"}

{"sheet":"report2","index":0,"n_rows":47,"n_cols":5,"rows_kept":47,"cut":false,"hidden":false,"merged":[[0,2,0,3],[0,4,0,5],[1,2,1,3],[1,4,1,5],[2,2,2,3],[2,4,2,5],[3,2,3,3],[4,2,4,3],[8,2,8,3],[9,2,9,3],[10,2,10,3],[11,2,11,3],[12,2,12,3],[20,2,20,3],[21,2,21,3],[25,2,25,3],[28,2,28,3],[28,4,28,5],[29,2,29,3],[29,4,29,5],[30,2,30,3],[30,4,30,5],[31,2,31,3],[32,2,32,3],[34,2,34,3],[35,2,35,3],[36,2,36,3],[37,2,37,3],[41,2,41,3],[42,2,42,3],[44,2,44,3]],"flags":["formulas_cached_only"]}
[null,"1.","Record Nr.",null,"UNINA9910787258603321"]
[null,null,"Autore",null,"Lawson Glyn (Ergonomist)"]
[null,null,"Titolo",null,"Hostile intent and counter-terrorism : human factors theory and application / / Glyn Lawson ; edited by Alex Stedmon"]
[null,null,"Pubbl/distr/stampa",null,"Boca Raton : , : CRC Press, , 2017"]
[null,null,"ISBN",null,"1-317-12109-0"]
[{"$nulls":4},"1-315-58708-4"]
[{"$nulls":4},"1-317-12108-2"]
[{"$nulls":4},"1-4094-4522-4"]
[null,null,"Edizione",null,"[1st.]"]
[null,null,"Descrizione fisica",null,"1 online resource (356 pages)"]
[null,null,"Collana",null,"Human factors in defence"]
[null,null,"Disciplina",null,"363.325/17"]
[null,null,"Soggetti",null,"Terrorism"]
[{"$nulls":4},"Terrorism - Prevention"]
[{"$nulls":4},"Terrorism - Prevention - Technological innovations"]
[{"$nulls":4},"Terrorism - Psychological aspects"]
[{"$nulls":4},"Terrorism - Social aspects"]
[{"$nulls":4},"Terrorism - Moral and ethical aspects"]
[{"$nulls":4},"Terrorism - Government policy"]
[{"$nulls":4},"Terrorists - Psychology"]
[null,null,"Lingua di pubblicazione",null,"Inglese"]
[null,null,"Formato",null,"Materiale a stampa"]
[null,null,null,"Livello bibliografico","Monografia"]
[null,null,null,"Note generali","Description based upon print version of record."]
[null,null,null,"Nota di bibliografia","Includes bibliographical references and index."]
[null,null,"Nota di contenuto",null,"Introduction -- Hostile intent & counter-terrorism: strategic issues and the research landscape / Alex Stedmon and Glyn Lawson -- Conceptualising terrorism -- The role of fear in terrorism / Alex Braithwaite -- Understanding terrorism through criminology? Merging crime control and counter-terrorism in the UK / Pete Fussey -- Analysing the terrorist brain: neurobiological advances, ethical concerns and social implications / Valentina Bartolucci -- Ethical issues in surveillance and privacy / Ron Iphofen -- Deception and decision-making -- Non-verbal cues to deception and their relationship to terrorism / Dawn L Eubanks, Ke Zhang and Lara Frumkin -- Deception detection in counter-terrorism / Aldert Vrij, Sharon Leal and Samantha Mann -- A field trial to investigate human pheromones associated with hostile intent / Peter Eachus, Alex Stedmon and Les Baillie -- On the trail of the terrorist: a research environment to simulate criminal investigations / Alexandra L Sandham, Thomas C Ormerod, Coral J "]
[{"$nulls":4},"Dando and Tarek Menacere -- Modeling hostile intent -- Safety and security in rail systems: drawing knowledge from the prevention of railway suicide and trespass to inform security interventions / Brendan Ryan -- Tackling financial and economic crime through strategic intelligence management / Simon Andrews, Simon Polovina, Babak Akhgar, Alex Stedmon, Andrew Staniforth and Dave Fortune -- Competitive adaptation in militant networks: preliminary findings from an Islamist case study / Michael Kenney, John Horgan, Cale Horne, Peter Vining, Kathleen M. Carley, Mia Bloom and Kurt Braddock -- Evaluating emergency preparedness: using responsibility models to identify vulnerabilities / Gordon Baxter and Ian Sommerville -- Socio-cultural factors -- Unintended consequences of the \"War on terror\": home-grown terrorism and conflict engaged citizens returning to civil society / John Parkinson OBE and Andrew Staniforth -- Parasites, energy and complex systems: generating novel intervention options to counter recruitment to suicide terrorism / Mils Hills and Ashwin Mehta -- Terrorist targeting of schools and educational establishments / Emma Bradford and Margaret A Wilson -- Female suicide terrorism as a function of patriarchal societies / Tanya Dronzina -- Strategies and approaches for counter-terrorism -- Designing visible counter-terrorism interventions in public spaces / Ben Dalton, Karen Martin, Claire McAndrew, Marialena Nikolopoulou and Teal Triggs -- A macro-ergonomics perspective on security: a rail case study / Rose Saikayasit, Alex Stedmon and Glyn Lawson -- Deception and speech: a theoretical overview to inform future research / Christin Kirchhübel, David M Howard and Alex Stedmon -- Evaluating counter-terrorism training using behavioural measures and theory / Joan H. Johnston and V. Alan Spiker -- Future directions -- Hostile intent & counter-terrorism: future research themes and questions / Alex Stedmon and Glyn Lawson."]
[null,null,null,"Sommario/riassunto","\"This volume brings together research from around the world to explore a range of topics within the project of detecting terrorist activities. It is divided into five key themes: conceptualising terrorism, deception and decision making, social and cultural factors in terrorism, strategies for counter-terrorism, and future directions. Twenty four chapters explore the spectrum of detecting terrorist activities, hostile intent, crowded public spaces and suspicious behavior. A variety of disciplines are represented, including ergonomics/human factors, psychology, criminology, cognitive science, sociology, political theory, engineering and computer science\"--Provided by publisher."]
[null,"2.","Record Nr.",null,"UNINA9910298215003321"]
[null,null,"Autore",null,"Shankar Bala"]
[null,null,"Titolo",null,"Nuanced Account Management : Driving Excellence in B2B Sales / / by Bala Shankar"]
[null,null,"Pubbl/distr/stampa",null,"Singapore : , : Springer Nature Singapore : , : Imprint : Palgrave Macmillan, , 2018"]
[null,null,"ISBN",null,"9789811083631"]
[{"$nulls":4},"9811083630"]
[null,null,"Edizione",null,"[1st ed. 2018.]"]
[null,null,"Descrizione fisica",null,"1 online resource (225 pages)"]
[null,null,"Disciplina",null,"650"]
[null,null,"Soggetti",null,"Management"]
[{"$nulls":4},"Marketing"]
[{"$nulls":4},"Customer services"]
[{"$nulls":4},"Customer Service and Call Center"]
[null,null,"Lingua di pubblicazione",null,"Inglese"]
[null,null,"Formato",null,"Materiale a stampa"]
[null,null,null,"Livello bibliografico","Monografia"]
[null,null,"Nota di contenuto",null,"1. Introduction and Fundamentals -- 2. Tactics and Approaches for Sales Effectiveness -- 3. Strategies for Deep Customer Engagement -- 4. Skillsets and Knowledge (of Account Teams) -- 5. Proactive Relationship Management -- 6. Organizational and Human Resource Imperatives -- 7. Customer Innovation Bias -- 8. Pitfalls to Avoid -- 9. The Payoff and Concluding Chapters."]
[null,null,null,"Sommario/riassunto","\"Nuanced Account Management is a 'how to' book. Born out of insights gained over two decades in the B2B industry, the book presents a comprehensive and practical approach to delighting customers and driving profitability. Powerful thoughts expressed in a simple and easy to read style.\" - Nitin Paranjpe, President, Homecare, Unilever \"Nuanced Account Management is a must read for any B2B salesperson. It provides detailed, specific advice on how to become a more customer-centered advisor in the complex world of business to business transactions.\" -Bernie Jaworski, The Peter Drucker Chair in Management, Drucker School of Management, Claremont Graduate University, USA \"The art of selling and building a partnership with your client is often undervalued. \"Nuanced\", as Bala Shankar describes, is a perfect word that continues the process of building a lasting trust with another business with an existingcustomer, trust based on all the factors he describes in detail, highs and lows you will face. Experience "]
[{"$nulls":4},"and differentiation are increasingly keys today and I fully recommend this profound and very practical guide.\" -Roger Schmid, Global Innovation Advisor, The Natura Group, USA & Brazil This book is a comprehensive practical guide for account managers, sales teams and account leaders operating in the B2B space. It provides knowledge to excel in developing, growing and retaining top accounts in local and global environments. With a nuanced version of 'account management' that will potentially be a game changer, the book offers a personnel-and-process based agenda that can create a 'competitive advantage' on its own. Bala Shankar is a consultant and has been an adjunct marketing faculty at the Singapore Management University (SMU) for nearly a decade. He has had 25 years of corporate experience in Asia, Europe, and North America in various sales and account management capacities as a regional and global leader. Bala has also been associated with executive development programs and is a contributing writer to The Business Times, Singapore. He received his MBA from the renowned Indian Institute of Management (IIM), Ahmedabad."]