Critically compare and contrast the major cultural and institutional Essay

Critically compare and contrast the major cultural and institutional features and predominant HR policies and practices in UK an - Essay Example Both the two countries managed a score of 35 points on power distance. Germany is seen to be highly decentralized while at the same time it is also strongly supported by a large middle class. The Key management in various institutions have to carefully take into consideration any co-determination rights that may exist, in addition to its leadership being continually challenged to display appropriate levels of expertise. Extensive control is also one of the factors that is strongly disliked in Germany (Hofstede Centre 2013). In comparison to this, the British society has been noted to be strongly advocating for and believing that any inequalities that may happen to exist between people should be greatly minimized. Hofstede also shows that there are some inherent tensions in British culture as pertaining to one not being limited to how far they can be able to progress in life irrespective of where they were born on one hand, and the relative importance of birth rank on the other hand ( Hofstede Centre 2013). ... In comparison to the British society, the German society attains a score of 67 on the Individualism score (Hofstede Centre 2013). German society tends to focus on parent-children relationships with little emphasis on uncles and aunts. German communication is ranked as being one of the highest scores globally in line with the accepted ideal of one being honest even if it hurts (Mooij 2007). With a high score of 66 points, the German society is highly regarded as being a mainly masculine society. Good performance is highly valued and the German school system is keen to spate children into several different types of schools when they reach the age of ten. The general sense is that people in Germany â€Å"live to work† and their tasks provide them with self esteem. In Comparison, the British society also attains a score of 66 in masculinity (Hofstede Centre 2013). The British society is also highly driven and success oriented. People in Britain also live to work and well defined a nd clear performance ambitions (Strangleman and Warren 2008). On the uncertainty avoidance score, the UK with a score of 35 is seen to be quite a happy nation (Gibson 2002). With the low score in UAI, the British as seen to be relatively comfortable in any ambiguous situations that they may happen to encounter. (Hofstede Centre 2013). The German score on the UAI index is also set at 35. The society tends to place a lot of importance on details so as to ascertain that a project has been well thought-out. Germans are seen to compensate for any high uncertainty on their part by strongly relying on their individual expertise (Mead and Andrews 2009). The

Social Responsibility and Financial Performance Literature review

Social Responsibility and Financial Performance - Literature review Example In order to conduct a literature review, two main themes are being highlighted including the relationship of CSR and financial performance and the relationship of CSR and Shareholders Value (Aras et al., 2010). A literature review is carried out by incorporating conceptual and theoretical frameworks (Aupperle et al., 1985). The theoretical framework provides relevant theories and models associated with corporate social responsibility and its impact on financial performances and shareholders’ value. The conceptual framework would improvise the need for research on the basis of previous researchers by various scholars and be examining their objectives, the methodology adopted and research findings. This provides insight on how different variables identified in themes chosen are linked together and are a significant part of in the corporate sector. The emergence of corporate scandals, financial responsibilities, and environmental threats has sensitized the society to be concerned with the social and ethically responsible behavior of companies. The concept of Social Responsibility (CSR) refers to the role of businesses towards the society. Cane and Matten (2010) in their study highlights, ‘it is by now fairly widely accepted that businesses do indeed have responsibilities beyond simply making a profit’ (Crane & Matten, 2010). A number of concepts such as Corporate Citizenship, Corporate Sustainability, and Corporate Social Responsibility are listed with regard to social responsibilities.  

Definitions and Causes of Intellectual Disabilities

Definitions and Causes of Intellectual Disabilities Task 1 1.1 Give 2 definitions of intellectual disability in accordance with a recognized source. Definition 1: â€Å"Intellectual disability means a significantly reduced ability to understand new or complex information and to learn and apply new skills (impaired intelligence). This results in a reduced ability to cope independently (impaired social functioning), and begins before adulthood, with a lasting effect on development.† (World Health Organization, 2014) Definition 2: â€Å"Intellectual disability is a disability characterized by significant limitations both in intellectual functioning and in adaptive behaviour as expressed in conceptual, social, and practical adaptive skills. This disability originates before the age of 18.† (American Association on Intellectual and Development Disabilities, 2008) 1.2 Using a definition of intellectual disability give 2 examples of how this impacts on the person’s adaptive skills: Conceptual skills such as reading time, counting money, reading and writing, expressing something are affected. Practical skills such as mobility, meal preparation, using telephone or mobile and daily living skills such as eating and dressing up are also impaired. Using a definition of intellectual disability give 2 explanations of how this impacts on the person’s cognitive ability: An intellectually disabled person has problems in thinking and reasoning things to make sense of them and utilize that information or advise in the daily living. Such as person also has problems in interpreting the tone in the voices speaking to them and communicating properly with other people. Task 2 2.1 Give 2 examples of causes of intellectual disability that occur before birth and describe two (2) main characteristics of the effects. E.g.1 Genetic Disorder Chromosome abnormality or disorder in the genes can lead to intellectual disability before birth. (American Association on Intellectual and Development Disabilities, 2008) Main Characteristics: One of the examples of Intellectual Disabilities due to genetic disorder is Downs Syndrome. Downs Syndrome occurs due to abnormality in chromosome 21 whereby there is an additional Chromosome 21. It can occur in any family of any race, religion or culture. Babies or children with Downs Syndrome depict small chin, almond shaped eyes and a around face as physical characteristics. Such children will also have a oversized tongue and much shorter limbs. Another type of disability caused by genetic disorder is Prada Willi Syndrome. With Prada Willi Syndrome, there is abnormality in chromosome 15. There is a minute gene deletion in the chromosome 15. The reason for this deletion is remains unknown. People with such disability tend to suffer from food craving and weight gain mainly. E.g. 2 Brain development Caused by environmental factors such as consumption of alcohol by the mother during pregnancy, drugs, infection, other environmental toxins and unknown factors. Brain or portion of it is damaged due to exposure to such elements. (American Association on Intellectual and Development Disabilities, 2008) Main Characteristics: An example of such is Foetal Alcohol Syndrome, caused by exposure to alcohol intake during pregnancy by the mothers. There is interference by alcohol in the delivery of food (nutrition) and oxygen to the brain, which affects the brain development and the connection of brain to the other organs of the body. These children have shorter than average height, have small head and small eyes with low birth weight and have flat face too. Exposure to environmental toxins such as methyl in the air (whereby methyl molecules replace hydrogen in the air) leads to Fragile X Syndrome. Children with Fragile X-Syndrome would have been affected by DNA rearrangements and this is more common in males. These children or males generally tend to have large testicles. 2.2 Give 2 examples of causes of intellectual disability that occur during or immediately following birth and describe 2 main characteristics f the effects. E.g. 1 Low Birth Weight Children with low birth weight can also be impaired and classed under intellectual disability. Source: (Centre for Disease Control, 2013) Main Characteristics: The child with low birth weight of basically below 2.5kg but especially below 1.5kg have great risks and chances of having cerebral palsy. It is not really a c cause rather a risk factor. Such a child has problems in balancing her/himself due to cognitive impairment. Children with low birth weight can also develop or be affected by epilepsy (World Health Organization, 2012). Perinatal injury factors such as low birth weight leads to brain damage. These people tend to have involuntary episodes of seizure, which can be several at times. E.g. 2 Trauma Brain injuries or trauma can also lead to many intellectual disabilities. This can vary in degree yet leave a huge impact. Traumas at times can be prevented but there are certain times it can not be. Source: Auckland Goldstar Institute (2014), Powerpoint slides 23-27) Main Characteristics: One of it is epilepsy. The brain damage due trauma can lead to epilepsy. People with epilepsy have involuntary movements of the body. This could be referred to as episodes of seizures. Such children/clients may be devoid of awareness of their environment and can also be unconscious for sometime. Another of the intellectual disabilities caused by trauma is cerebral palsy. The brain injury during birth affects a persons’ ability to move and coordinate. Such clients have problems with bladder or bowel movements. It is difficult to control these. 2.3 Give 2 examples of causes of intellectual disability that occur during childhood years and describe the impact of the day-to-day support needs of the person. E.g. 1 Infections Infections such as Meningitis can lead to epilepsy. Meningitis affects the brain directly and can be taken as a cause of epilepsy. (Source: Auckland Goldstar Institute (2014), Powerpoint slide 23) Impact: The client will have convulsions now and again. This is due to the brain damage from meningitis infection. There could be partial seizures, which would be eventuating from a small part of the brain being affected. E.g. 2 Exposure to Environmental Factors We are exposed to many factors or toxins in the environment on daily basis. Some of these factors can lead to Autism. (Source: Auckland Goldstar Institute(2014), Powerpoint slide 33) Impact: Have difficulty in speaking, can be repetitive with words or have flat tone of voice. Hence, they experience hardships in communicating with many people. They find it hard to socialize with large groups of people. This can lead to these clients feelings isolated and as they are unable to develop or make friends. Task 3 Describe conditions frequently associated with intellectual disability. Condition 1: Epilepsy Cause: Epilepsy, another of those common intellectual disabilities has been related to many causes. While some times it is unknown, the known factors are: genetics serious head injuries or severe head trauma hypoxia or lack of oxygen during birth infections such as encephalitis and meningitis Main Characteristic 1: Such clients can experience convulsions or seizures. Seizures may be partial. This happens due to injuries to the brain whereby the part of the brain controlling body movements is affected. Main Characteristic 2: The person/client may also lose awareness of presence in a place and happenings around it. This also happens due to brain effects resulting from any of the causes. Physical Support: Need help in ensuring correct administration of medications, monitoring of that these medications are taken, tending to any effects or side effects. Safety of such clients is paramount as these clients have seizures and involuntary body movements. Thus, these clients as well as the family (or whanau) need to be educated on what it is and the management (this includes ensuring safety, taking care of other needs, medication intake, taking appropriate steps when a person has seizures) a of epilepsy. A safe environment that is free of and hazards is also needed. The airways of any person having seizures should always be kept open. Social support: Clients need encouragement and positive response to help them maintain their dignity during and after seizures. These clients also need motivation and support to help them get into studies and be educated. Since epileptic clients can get socially shy and may not mix around with others, they need constant support and encouragement to help them be in contact and maintain communication with her/his friends and co-workers. Cognitive support: Epileptic clients can end up losing a lot of learning hours and opportunities due to seizures. They thus experience difficulties in learning. This can and often leads to needing additional teaching support in terms of using devices such as visual aids, diary for appointments, calendars, memory aids and even a 1 to 1 teacher support. These support modes will be really helpful to them. Condition 2: Spinal bifida Cause(s): Spinal bifida, which is a before birth is a condition whereby a person has incomplete brain, spinal cord and/or meninges development. The type and location of the malformation denotes the severity of the condition as to where it is mild or severe. While the cause is generally unknown, it can be possibly related to genetics, folic acid deficiency in diet and also environmental factors. Main Characteristic 1: People with spinal bifida can experience bladder or bowel control loss. They have lack of control on them urinating or defecating, on the amount and when they do it. Main Characteristic 2: Feeling of muscle weakness or paralysis below the region where the incomplete closure (cleft) or malformation has occurred. Thus, as a result they can also feel loss of sensation in the region below the affected area. Physical support: A person with spinal bifida needs assistance with mobility. Walkers or wheelchairs will be required for such people as they have affected lower limbs or are paralytic. Additional support from occupational therapists or physiotherapists may be required together with additional environmental adaptation. Medical or surgical interventions can be required for such clients. Social support: Accessibility to community based activities and appropriate transportation support is required for such people. Education and work opportunities support also need so that they receive similar treatment as other people and so that these people can also advance in life. As they may feel shy because of their condition, they will need activities of sports or recreation so that it can espouse them to make friends and socialize with other people. Cognitive support: Hydrocephalous (build up of fluid in the brain) can interfere in learning process. Even surgical interventions can lead to missing school whereby learning is disrupted. Hence, additional support in the forms of having home based learning with tutors and supplementary efforts from teachers in school become mandatory. Condition 3: Foetal Alcohol Syndrome Cause: the prime cause of this condition is alcohol exposure to the foetus while in the utero. The leads to brain damage and problems with growth. The delivery of oxygen and necessary nutrition is disrupted by alcohol and this affects tissue and organ development including the brain. Main characteristic 1: Some of the physical characteristics of the such people are low birth weight, small head and small eyes. This can be basically happening due to lack of nutrition to the foetus. Main characteristic 2: Language and speech delays are also experienced by these people as brain functions and development had been affected by lack of oxygen. Physical Support: Health care staff support in forms of physiotherapists and speech therapists will be required to assist such people. These staff will help to overcome the difficulties of language, pronunciation and speech. Social support: As these people have problems with their speech and language they could hesitate in interacting and socializing with other people. Trainings for social skills, interaction and communication with family, friends and others could be very helpful. The clients could improve in confidence and interact with them more. Boosting of confidence and encouraging independency related activities could also provide the necessary support. Cognitive support: Supportive educational activities could be organized with these clients to enable them overcome their speech problems and learning. Language problems can also be addressed through this support. Special education teachers and speech therapists could play vital roles in addressing the needs of such clients. References: American Association of Intellectual and Developmental Disabilities (2008), Frequently Asked Questions on Intellectual Disability and the AAIDD Definition, AAIDD Information, American Association of Intellectual and Developmental Disabilities, pg. 1 Auckland Goldstar Institute (2014), Intellectual Disability, Powerpoint Slides4-36 Centre for Disease Control and Prevention (2013), Celebral Palsy, Division of Birth Defects and Developmental Disabilities, National Centre on Birth Defects and Developmental Disabilities. Retrieved from www.cdc.gov CCS Disability Action (2013), Spinal Bifida, Types of Disabilities. Retrieved from http://www.ccsdisabilityaction.org.nz Prader Willi Association of New Zealand (2014), What is Prader Willi Syndrom? Retrieved from www.everybody.co.nz World Health Organization (2012), Epilepsy, Fact Sheet No999, Geneva. Retrieved from www.who.int World Helath Organisation (2014), Mental Health, World Health Organization, Geneva. Retrieved from www.euro.who.int

Brain Fingerprinting Essay -- Science Crime Scientific Essays

Brain Fingerprinting Murders', rapists, robbers, con artists, terrorist, kidnappers, and the list could go on. They bring fear and disgrace to a town. They are a part of society that we would like to get rid of. Even though the number of crimes has been declining in the past few years, ideally we as a society would like it to continue to decline to zero, but realistically we would be happy with a low crime rate. There are a number of technologies that facilitate the conviction of suspects such as DNA testing, lie detector testing, fingerprinting, hypnosis, forensic study, etc. Of course, there is always a bit of discrepancy with the accuracy of each of these technologies. However, a very recent development called Brain fingerprinting, is taking a big step towards eliminating that margin of error. Dr. Lawrence Farwell, a Director and Chief Scientist at the Human Brain Research Laboratory in Fairfield, Iowa first introduced brain fingerprinting. Brain fingerprinting serves a similar purpose as that of the lie detector testing device, but claims to be 100% accurate unlike the lie detector, which is nearly 100% accurate. Brain fingerprinting determines whether the crime was committed or not and the results are not affected by anxiety, nervousness, or lying, since it simply measures if the information is stored in the brain (2). Since the brain is the archive to a human's life story, storing all of the memories, the brain cannot lie, whereas the person can verbally lie. Taking images and words that are irrelevant and relevant to the crime are shown to the suspect by flashing them on a computer screen. Electrical brain responses are measured non-invasively through a patented headband equipped with sensors (1).... ...that "With great powers comes a great responsibility," as best put by Spiderman's uncle. References 1)Brain Fingerprinting, A Brief Study of the Technology http://www.forensic-evidence.com/site/Behv_Evid/Farewll_sum6_00.html 2)Health Watch- A View of the Criminal Mind http://abclocal.go.com/kfsn/health/print_health_030102_mind.html 3) Brainwave Sensor Touted as Tool in Counter-Terrorism http://www.neurotechreports.com/pages/brainfingerprinting.html 4)A truth Machine http://reason.com/rb/rb111401.shtml 5) Brain Fingerprinting: A New Paradigm in Counter terrorism http://www.brainwavescience.com/counter-terrorism/ 6) The Neuropsychology of CRP, Dreams, and REM http://www.geocities.com/iona_m/Chaosophy3/neuropsych.html 7)Brain Fingerprinting Fails First Court Test in Iowa http://www.forensic-evidence.com/site/Behv_Evid/brainfp_Iowa.html

History of Economic Thought Essay

(1) In the article of Allen et al. â€Å"The Foundations of Free Enterprise,† the three types of economic system were discussed. In a traditional economic system, the allocation of resources is based on social customs, culture, and to some extent, religious traditions. The distribution of the fruits of production is dictated by traditional criteria such as age, sex, and other individual qualities that are not essentially related to personal productivity. Primitive, agrarian, and less-developed societies mostly fall on this category. Many traditional economies progressed into a market economic system, wherein the allocation of resources is controlled by private individuals and businesses. The individuals make independent decisions that reflect their best interest, affecting the market demand, product supply, the price of products, and the kinds of goods and services produced. Business competition could be tight, causing some businesses to close down and unemployment to rise. Meanwhile, the government has only minimal control over the individual and business decisions, interfering only when needed. This often results in unequal distribution of resources, which causes poverty to emerge. Conversely, in a command or authoritative economic system, the allocation of resources is directed by the government. The government operates all the industries, determines what goods and services to be produced, how they will be to produced, how they will be divided among the people, and decides how to utilize the talents and skills of its workers. Hence, equal distribution of resources is enforced at the expense of individual freedom. 2) The Quantity Theory of Money (QTM) was developed during the 16th century in an attempt to explain why gold and silver inflow into the U. S. and Europe caused the price levels to increase. Schenk, in his article on money, reports that after minting the large amounts of gold and silver from the Aztec and Incan empires which were brought back to Spain by the conquistadors, the amount of money in circulation went up. The price levels, at the same time, gradually started their slow, century-long rise. Economists such as Henry Thornton were led to assume that â€Å"more money equals more inflation and an increase in money supply does not necessarily mean an increase in economic output† (cited in the article of Heakal on What is the Quantity Theory of Money). Thus, a direct relationship was established between the quantity of money in an economy and the price levels of goods and services. For instance, when the amount of money in circulation doubles, price levels also double, which causes inflation, i. e. the rate at which the price level escalates. This means that the consumer pays twice as much for the same amount of the good or service. (3) Christianity taught faith in reason as the greatest gift of God to man. This stimulated the pursuit of science and democratic practice which gave rise to capitalism. Christian theologians also theorized about the nature of equality and individual rights, which is a feature of capitalism. Christianity also fostered actual progress in ter ms of technical and organizational innovations. During the medieval times, the church was the largest landowner in Europe, and much of the profit went to the religious orders to pay for liturgical services. The rapid innovation in agricultural technology yielded large profits, causing the church to reinvest profits to increase production and diversified. It also led the church to hire more labor force. Hence, based on this information, it is safe to conclude that the church has largely contributed to the rise of capitalism during the medieval period (Stark, B11).

Search For Identity A Virtual World - 1834 Words

Searching for Identity in a Virtual World In Ready Player One, the creation of a virtual identity, or avatar, unleashes one’s true self. In this cyberworld game, one can create their character to be their ideal person: physically, intellectually, and emotionally. The virtual reality sets the backdrop for which the action takes place and the characters play out their roles. Interestingly, the gamers who control their respective avatars have within themselves some of the same characteristics that they have built into their ideal personas. Some of these characteristics may be exaggerated, and some, such as gender, may be reversed, but the traits of bravery, intelligence, aptitude, and heroics displayed in the virtual world exist deeply within these same real world people. The expression of these characteristics in the virtual world is an incitement of these characteristics existing in the real world. The interaction of the virtual experience enables the characters to ultimately m anifest these characteristics in their everyday lives. The name of the OASIS for the videogame gives the reader a sense of its possible influence on the world around itself. People log into the OASIS daily as an escape from their dreadful lives. It is the year 2045, and there is â€Å"widespread famine, poverty, and disease. Half a dozen wars† (Cline 1). True to the definition of its name, the OASIS, is an MMO paradise that provides â€Å"a pleasant and peaceful area in the midst of a difficult and hecticShow MoreRelatedSearch For Identity : A Virtual World1923 Words   |  8 Pages Searching for Identity In a Virtual World In Ready Player One, the creation of a virtual identity, or avatar, unleashes one’s true self. In this cyberworld game, one can create their character to be their ideal person; physically, intellectually, and emotionally. 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The Evolution of Personal Selling - Free Essay Example

Sample details Pages: 7 Words: 1974 Downloads: 6 Date added: 2017/06/26 Category Marketing Essay Type Analytical essay Did you like this example? The Evolution of Personal Selling Definition of Personal Selling Person-to-person communication with a prospect for building personal relationships with another party which salesperson attempts to persuade a buyer to make a purchase, that results in both parties obtaining value. Personal selling is also a part of the Consultative Selling Model (Manning 2014). Personal selling is a process of: Developing relationships Discovering needs Matching products with needs Communicating benefits Involves three prescriptions: Don’t waste time! Our writers will create an original "The Evolution of Personal Selling" essay for you Create order Adopt the marketing concept Value personal selling Assume the role of problem solver or partner Marketing concept It refers to the business decision-making, organization and management of marketing activities, which is a corporate business philosophy. It is an idea, an attitude, or a corporate way of thinking. The key to achieving organizational goals is to correctly determine the target market needs and wants, and more effectively than the competition. by study how to adapt and stimulate consumer demand, and then to meet this needs and wants by transferring goods or services to consumers, and finally achieve the sale. Reason of Personal Selling Evolved Increased competition Increased customer demand Selling has moved from peddling to long-term relationships, consultative selling, and value-added partnering (Manning 2014). These changes have been prompted by the emergence of a marketing concept. Modern marketing concept is showing a trend of diversification objectives, not only the pursuit of quantity of goods sold, but also the pursuit of more high-quality targets, such as identifying prospects, positioning your product, handling objections, establishing commitment and building relationships that lead to future sales. Production Orientation (early 19thcentury). During this period, those companies organize and make use of all resources, focus on everything in its power to increase productivity and expand distribution reach, and reduce costs. Production-oriented organization will focus primarily on increased production and lower costs through mass production and in order to create economies of scale. Characteristics à ¢Ã¢â€š ¬Ã‚ ¢ The basic strategy is reducing prod uct costs and increase profit purposes. à ¢Ã¢â€š ¬Ã‚ ¢ Marketing myopia: Short sighted and inward looking approach to marketing that focuses on the needs of the firm instead of defining the firm and its products in terms of the customers needs and wants (Levitt 1960). à ¢Ã¢â€š ¬Ã‹Å"If You Built It, They Will Comeà ¢Ã¢â€š ¬Ã¢â€ž ¢ The line in the movie was If you build it, he will come (Field of Dreams, 1989). And it was said by a voice telling a corn farmer. He then interprets this as an instruction to builds a baseball field in the middle of his cornfield. When the field is done, Thousands of people come from miles away to see the games. This business philosophy showing that if you believe the impossible, the incredible can come true. Obviously, the typical production concept is what we produce, we sell what. which guiding the marketing activities. Consumers are forced to accept goods on the market, thus forming a sellers market. In a sellers market conditions, produ cers do not have to worry about product sales do not go out. Therefore, the main concern to the operators are not sales but production. Although the production-oriented concept formed in the early development of commodity economy, but lack of overall marketing awareness. Selling Orientation (mid 19thcentury) At this stage the total commodity production has exceeded market demand. Objective is to sell as many products as they could, often ignore a clear margin. Products are sold rather than bought. Salesperson are committed to the promotion of products and advertising campaigns, in order to persuade, and even force the consumer to buy. Characteristics à ¢Ã¢â€š ¬Ã‚ ¢ The specific performance: I will sell anything, just trying to get people to buy anything. à ¢Ã¢â€š ¬Ã‚ ¢ Actively selling and heavy promotion to induce consumers to buy products. Commoditization emerged The product life cycle shows that, as product categories mature, they reaches a commodity status . Some customers get used to the great quality and service provided and begin to view the product as a commodity. Once this happens, the salespersonà ¢Ã¢â€š ¬Ã¢â€ž ¢s perceived value is diminished and price became the distinguishing competitive advantage. Value-added services is used to keep customers focused on value rather than price. Limited opportunity for salespeople of competing products to persuade consumers that they should switch model or brand by providing relevant comparative information and, perhaps, by providing risk-reducing guarantees. Salespeople are requires to demonstrate a differential advantage of one of their products over the competition. Effect of Competition Competition has greatly increased in most product areas, and demand for quality, value and service by customers has risen sharply. In fast moving consumer goods (FMCG) markets, it tends to be driven by competitive or retailer pressures. Pricing decision, particularly short-term tactical price ch anges, are often made as a direct response to the actions of competitors To gain further market share, salesperson must use other pricing tactics such as economy or penetration. This method can have some setbacks as it could leave the product at a high price against the competition (Kent 2004). In todayà ¢Ã¢â€š ¬Ã¢â€ž ¢s competitive world, it is more important than ever to implement a market orientated strategy. In this digital age customers are able to research the products available on the market fairly quickly. If an organization does not offer customers what they are looking for (product and customer service), they will buy from a competitor that does. The customer defined the business (Drucker 1964). Marketing Orientation (late 19thcentury present) Formed in the 1950s. The concept that the key to achieving business goals is to discovering and understanding the target markets needs and desires, and more effective than its competitors, and salesperson do everything possible to satisfy the needs and desires of target market. Characteristics à ¢Ã¢â€š ¬Ã‚ ¢ Marketing orientation refers to a business or organization based on market demand to develop a operational plans. à ¢Ã¢â€š ¬Ã‚ ¢ The corporationà ¢Ã¢â€š ¬Ã¢â€ž ¢s goal should be to meet the customers needs and desires Difference between Production orientation and marketing orientation Marketing orientation is the history of enterprise marketing management thinking, a huge breakthrough, compared with the traditional concept of operations, with the following differences: The production orientation places the production and sales center, marketing orientation places customer demand for the center; The production orientation strengthening sales functions, sell products to achieve profits, but marketing orientation marketing by fully meet customer demand; The production orientation is a short-term stimulus, to obtained large number of sales profits in short-term, marketing orientation meets customer needs through a comprehensive, long-term stability of the profits earned. Sales marketing Interface Scholars have pointed to many problem areas that may af ¬Ãƒ ¢Ã¢â€š ¬Ã… ¡ict this interface. For example, researchers point to interfunctional con ¬Ãƒ ¢Ã¢â€š ¬Ã… ¡icts, differences in goal orientation, tension regarding standardization and adaptation, and marketersà ¢Ã¢â€š ¬Ã¢â€ž ¢ disconnectedness from market conditions as problem areas. Similarly, scholars indicate that turf barriers and differences in culture or thought worlds pose challenges within this interface and strain the relationships between sales and marketing (Dewsnap and Jobber 2000; Homburg and Jensen 2007). Scholars also emphasize that better collaboration between sales and marketing can enhance a  ¬Ãƒâ€šÃ‚ rms ability to provide better customer value (Guenzi and Troilo 2007) The relationship between sales and marketing The sales efforts influence, and are influenced by, decisions taken on the ingredients of a companyà ¢Ã¢â€š ¬Ã¢â€ž ¢s marketing mix, which i n turn affect its overall marketing efforts. It is essential, therefore, that sales and marketing be fully integrated. In addition to changes in organizational structure, the influence of the marketing function and the increased professional approach taken to sales has meant that the nature and role of this activity has changed. Selling and sales management are now concerned with the analysis of customers needs and wants, with the provision of benefits, to satisfy these needs and wants (Kotler, Philip and Keller, L. Kevin 2012). As with all parts of the marketing mix, the personal selling function is not a stand-alone element, but one that must be considered in the light of overall marketing strategy. At the product level, two major marketing considerations are the choice of target market and the creation of a differential advantage. Both of these decisions impact on personal selling. Marketing Concept Yields Marketing Mix The marketing mix is a set of controllable, tact ical marketing tools that consists of everything the firm can do to influence the demand for its product (Don E. Schultz 2005). These possibilities can be organized into four groups: PRODUCT: Branding and brand image in particular are important as these provide reassurance for a customer and facilitate relatively easy brand choice. Many products are standard building materials but adding value to the product is important to personal selling. Methods: price levels, credit terms, price changes, discounts PRICE: Adjusting the price has a profound impact on the marketing strategy, and depending on theprice elasticityof the product, often it will affect thedemandand sales as well. Salesperson has to set the appropriate price which is the amount of money the customer willing to pay for the products and services. Methods: features, packaging, quality, range PROMOTION: To allow the customer aware of the presence in market to enhance popularity of the company. Provide informat ion to the customer such as function and feature of the product and how to get the product. To encourage the purchase or sale of a product. Methods: advertising, publicity, sales promotion, personal selling, sponsorship PLACE: Involve all those activities required to move goods and materials into the factory, through the factory and to the final consumer. It often take place through intermediaries. The channel can be used as a sales strategy that will be focusing on the high quality products offered and the ability to offer customer satisfaction. Methods: inventory, channels of distribution, number of intermediaries Important Role of Personal Selling Every salesperson must decide how much time and money to invest in each of the four areas of the marketing mix. Since the beginning of the marketing concept, personal selling has evolved (Manning 2014). Evolution of personal selling Sales and Marketing Emphasis Selling Emphasis Marketing Era Begins (1950s) Organizations determine needs and wants of target markets and adapt themselves to delivering desired satisfaction; product orientation is replaced by a customer orientation More organizations recognize salesperson is in a position to collect product, market, service information concerning the buyerà ¢Ã¢â€š ¬Ã¢â€ž ¢s needs Consultative Selling Era Emerges (Late 1960s to early 1970s) Salespeople are becoming diagnosticians of customersà ¢Ã¢â€š ¬Ã¢â€ž ¢ needs as well as consultants offering well-considered recommendations; mass markets are breaking into target markets Buyer needs identified thru two-way communication Information giving negotiation tactics replace manipulation Consultative Selling In, the late 1960s and early 1970s, is an extension of the marketing concept (Manning 2014). The sales person assumes the role of consultant and offers well-considered recommendations. Negotiation replaces manipulation as the salesperson sets the stage for a long-term partnership. The salespeople who have adopted consultative selling possess a keen ability to listen, define the customerà ¢Ã¢â€š ¬Ã¢â€ž ¢s problems, and offer one or more solutions. Service, retail, manufacturing, and wholesale firms that embrace the marketing concept already have adopted or are currently adopting consultative-selling practices. Features of consultative selling are as follows: Customer is a person to be served, not a prospect to be sold. Two-way communication identifies customerà ¢Ã¢â€š ¬Ã¢â€ž ¢s needs; no high-pressure sales presentation. Emphasis on need identification, problem solving, and negotiation instead of manipulation. Emphasis on service at every phase of the personal-selling process. Conclusions The evolution of personal selling have been outlined and discussed as an extension of the marketing concept. As selling and sales management face increasing competition and shorter deadlines, salesperson must discover more effective ways to meet the needs and wants of the customer. Sales efforts influence and are influenced by, the marketing orientation of an organization. The implications of consultative selling has emerged as a form of personal selling within the marketing orientated organization for sales activities and the role of selling in the marketing program have been demonstrated. One of the most significant developments in modern business thinking and practice has been the development of the marketing concept. Companies have moved from being production orientated, through being sales orientated to being market orientated. (Jobber and Lancaster, 2012)