The “miracle” success of transplant technology, alongside the commercialization of health care, and the increasing polarization between rich and poor have created the conditions for an illegal but thriving trade in human body parts. Based on 15 months of challenging fieldwork, my research examines the ethics of the organ bazaar, particularly the experiences of 33 kidney sellers living in Bangladesh. On the underground bazaar, not only human kidneys but also livers and corneas are advertised for sale. Recipients, sellers, and brokers regularly post newspaper advertisements to buy and sell organs. The average price for a kidney is US $1,500 in Bangladesh, a country where 78% of people live on less than $2 a day. My research examines serious ethical questions, such as these: Is it right to purchase an organ, even if the organ sought provides longevity? Is the sale of one’s organ a justifiable means of fighting poverty? These questions allow me to examine the ethics of harvesting organs, particularly from the bodies of impoverished people. Narrating the victims’ deeply moving testimonies, my ethnography reveals how organ buyers (both recipients and brokers) tricked and pressured Bangladeshi poor into selling their kidneys. In the end, these sellers were brutally deprived and deceived, and their suffering was extreme. In the post-vending period, sellers’ health, economic, and social conditions significantly deteriorated, yet none of them received the promised post-operative care—not even one appointment. My research therefore concludes that organ commodification is serious structural violence against the poor, at the terrible cost of harm and suffering to them. Examining the organ market proposition, I argue that the resulting violence and injustice against the poor provide a hefty reason to rebut this trade. Bangladeshi kidney sellers also stood up against organ commodification, speaking out about their suffering, and about various detrimental and unethical outcomes incurred in this deal. My research aims to offer insights to bioethics and to broaden the debate on human rights by exposing how technological advancement, structural violence, and grinding poverty intersect in the violation of justice to the poor, turning them into “living cadavers.”

The “miracle” success of transplant technology, alongside the commercialization of health care, and the increasing polarization between rich and poor have created the conditions for an illegal but thriving trade in human body parts. Based on 15 months of challenging fieldwork, my research examines the ethics of the organ bazaar, particularly the experiences of 33 kidney sellers living in Bangladesh. On the underground bazaar, not only human kidneys but also livers and corneas are advertised for sale. Recipients, sellers, and brokers regularly post newspaper advertisements to buy and sell organs. The average price for a kidney is US $1,500 in Bangladesh, a country where 78% of people live on less than $2 a day. My research examines serious ethical questions, such as these: Is it right to purchase an organ, even if the organ sought provides longevity? Is the sale of one’s organ a justifiable means of fighting poverty? These questions allow me to examine the ethics of harvesting organs, particularly from the bodies of impoverished people. Narrating the victims’ deeply moving testimonies, my ethnography reveals how organ buyers (both recipients and brokers) tricked and pressured Bangladeshi poor into selling their kidneys. In the end, these sellers were brutally deprived and deceived, and their suffering was extreme. In the post-vending period, sellers’ health, economic, and social conditions significantly deteriorated, yet none of them received the promised post-operative care—not even one appointment. My research therefore concludes that organ commodification is serious structural violence against the poor, at the terrible cost of harm and suffering to them. Examining the organ market proposition, I argue that the resulting violence and injustice against the poor provide a hefty reason to rebut this trade. Bangladeshi kidney sellers also stood up against organ commodification, speaking out about their suffering, and about various detrimental and unethical outcomes incurred in this deal. My research aims to offer insights to bioethics and to broaden the debate on human rights by exposing how technological advancement, structural violence, and grinding poverty intersect in the violation of justice to the poor, turning them into “living cadavers.”

Understanding the determinants of sales success and sales failure has organization wide implications, ranging from an improved salesforce to improved corporate performance. However, a paucity of research on sales failure has resulted in an under-conceptualized field largely built on assumptions. This research proposes to overcome salesforce failure attribution biases by collecting data from the industrial buyer’s perspective. Thirty five post-mortem interviews with procurement decision makers from buying organizations were collected following a failed sales proposal. The context of these failed sales proposals was for multi-year industrial service key account contracts (>$5 Million). The result of this naturalistic inquiry is a model which outlines the determinant attributes of sales failure: price, adaptability and relationship-potential. An experimental design was conducted following this exploratory research in order to test the derived drivers of sales failure and success, as well as provide a trade-off analysis of the three emergent sales proposal themes. Results indicate that a lack of adaptability has the strongest impact on the sales failure outcome variable, as well as buyer characteristics have a potentially moderating impact on the relative trade-off weights between price/adaptability and price/relationship-potential.

Background: The result of our interactive information society is that sales business has shifted from a tactical to a strategical focus, thus companies have had to adapt to this change. The evolution of sales shows that companies have gone from one static model to another, which is discarded by the new concept ‘insight selling’ claiming that it through insights is possible to be forceful in the, these days, rough sales climate. Purpose: The purpose of the report is to form an understanding of how insight sales affect a sales process. Research question: How does insight selling affect the B2B sales process? Methodology: Process mapping through interviews in combination with organizational documents. Findings: Insight selling affects the sales process by a clearer research mindset and a change in communication in relation to the customer.

在網路架構下的 first-price 買賣，加入了中介，這裡建構買家二階段的決策，並且探討買家的 連結數、 valuation 、連結成本、 bid 之間的關係。在本文中，中介對想要向中介連結的買家收取費用，接著找出最適的費用以及與其他變數之間的關係，接著在一些額外的假設下找出其配對方法。最後在不同買家 valuation 分配下發現變數間的關係是一致的。 / In buyer-seller network, on empirical premise, each buyer and seller must have a relationship, that is "link," to exchange a good. Each buyer should choose whether to link or not and choose how many links he or she should have. In this paper, we introduce an intermediary in the buyer-seller network. Buyers can construct links by themselves, or they can exchange through an intermediary. On the other hand, the intermediary also charges an entrance fee for its service. We then discuss the intermediaries' behavior and define the allocation rule. We find the intermediary allocation rule achieves maximal profit for the intermediary but this rule cannot reach the maximal total surplus. We also characterize the relationship between link cost, buyers' valuation, the optimal number of links, and the payoff of the buyer and intermediary.

Understanding the determinants of sales success and sales failure has organization wide implications, ranging from an improved salesforce to improved corporate performance. However, a paucity of research on sales failure has resulted in an under-conceptualized field largely built on assumptions. This research proposes to overcome salesforce failure attribution biases by collecting data from the industrial buyer’s perspective. Thirty five post-mortem interviews with procurement decision makers from buying organizations were collected following a failed sales proposal. The context of these failed sales proposals was for multi-year industrial service key account contracts (>$5 Million). The result of this naturalistic inquiry is a model which outlines the determinant attributes of sales failure: price, adaptability and relationship-potential. An experimental design was conducted following this exploratory research in order to test the derived drivers of sales failure and success, as well as provide a trade-off analysis of the three emergent sales proposal themes. Results indicate that a lack of adaptability has the strongest impact on the sales failure outcome variable, as well as buyer characteristics have a potentially moderating impact on the relative trade-off weights between price/adaptability and price/relationship-potential.

Understanding the determinants of sales success and sales failure has organization wide implications, ranging from an improved salesforce to improved corporate performance. However, a paucity of research on sales failure has resulted in an under-conceptualized field largely built on assumptions. This research proposes to overcome salesforce failure attribution biases by collecting data from the industrial buyer’s perspective. Thirty five post-mortem interviews with procurement decision makers from buying organizations were collected following a failed sales proposal. The context of these failed sales proposals was for multi-year industrial service key account contracts (>$5 Million). The result of this naturalistic inquiry is a model which outlines the determinant attributes of sales failure: price, adaptability and relationship-potential. An experimental design was conducted following this exploratory research in order to test the derived drivers of sales failure and success, as well as provide a trade-off analysis of the three emergent sales proposal themes. Results indicate that a lack of adaptability has the strongest impact on the sales failure outcome variable, as well as buyer characteristics have a potentially moderating impact on the relative trade-off weights between price/adaptability and price/relationship-potential.

Background: There is a knowledge gap in the B2B-businesses adoption of inbound marketing strategies. The B2B sector has a substantial economic impact on the society and their marketing activities need to adapt towards the digital era. In the Swedish market, this has not yet been sufficiently researched up until this point. Purpose: This study serves to provide insight in key issues and problems when B2B businesses incorporate inbound marketing strategies. The maturity in the Swedish B2B market aims to be investigated and implementation problems to be highlighted. This information could aid Swedish B2B businesses in the future by becoming aware of issues beforehand. Also, this can give B2B businesses beneficial insights when the sector is increasingly adopting inbound marketing in the future. Method: In order to achieve in-depth understanding on the subject, a qualitative study with an exploratory design was conducted. By judgemental sampling methods, the research incorporates insights by knowledgeable industry professionals. Empirical findings were conducted through semi-structured interviews in which participants were encouraged to discuss inbound marketing in a B2B context in both detailed and broader terms. Conclusion: This study show that digital marketing is widely adopted in a B2B context, but inbound marketing strategy maturity is difficult to measure on a scale from this type of research. Key issues to implementation are organisational issues within a business, difficulty to determine goals, lack of knowledge in management about digital channels and possibilities, in addition to changing behaviour by B2B sales representatives. The future is looking bright for inbound marketing strategies even after the GDPR takes effect in May 2018, this study has shown.

Esta dissertação apresenta uma proposta de trabalho de literatura já colocada em prática em três turmas de 8ª série do Ensino Fundamental em uma escola particular de Porto Alegre. O principal objetivo da proposta é criar condições para o amadurecimento do jovem leitor, qualificando a leitura desse a partir de articulações entre as suas leituras feitas fora do ambiente escolar (os best-sellers) com os clássicos indicados pelo professor. Para isso, a sala de aula foi pensada como um espaço de pesquisa e, a partir dessa experiência, foi possível vislumbrar que a prática de letramento literário, se for fundada em projeto, tem grandes chances de ser eficaz. As atividades elaboradas foram divididas em quatro momentos: motivação, introdução, leitura e interpretação. Essas etapas e os seus resultados são discutidos e analisados. A experiência mostra como é possível, sim, trabalhar na formação de leitores, na ampliação de seu repertório e no desenvolvimento de sua capacidade crítica a partir das leituras espontaneamente feitas. / This dissertation proposes a literature work already acted in three groups of eighth-graders in a private school in Porto Alegre. The main objective of this proposal is to create conditions for the ripening of the young reader, qualifying the reading from joints between their readings outside (the best-sellers) school environment with the classics indicated by the teacher. For this, the classroom was conceived as a space of research and from that experience, it was possible to see that the practice of literary literacy, if founded in design, is likely to be effective. The elaborate activities were divided into four stages: motivation, introduction, reading and interpretation. These steps and their results are discussed and analyzed. Experience shows how it is possible to work on educating readers, to expand his repertoire and the development of critical skills from the readings made spontaneously.

Esta dissertação apresenta uma proposta de trabalho de literatura já colocada em prática em três turmas de 8ª série do Ensino Fundamental em uma escola particular de Porto Alegre. O principal objetivo da proposta é criar condições para o amadurecimento do jovem leitor, qualificando a leitura desse a partir de articulações entre as suas leituras feitas fora do ambiente escolar (os best-sellers) com os clássicos indicados pelo professor. Para isso, a sala de aula foi pensada como um espaço de pesquisa e, a partir dessa experiência, foi possível vislumbrar que a prática de letramento literário, se for fundada em projeto, tem grandes chances de ser eficaz. As atividades elaboradas foram divididas em quatro momentos: motivação, introdução, leitura e interpretação. Essas etapas e os seus resultados são discutidos e analisados. A experiência mostra como é possível, sim, trabalhar na formação de leitores, na ampliação de seu repertório e no desenvolvimento de sua capacidade crítica a partir das leituras espontaneamente feitas. / This dissertation proposes a literature work already acted in three groups of eighth-graders in a private school in Porto Alegre. The main objective of this proposal is to create conditions for the ripening of the young reader, qualifying the reading from joints between their readings outside (the best-sellers) school environment with the classics indicated by the teacher. For this, the classroom was conceived as a space of research and from that experience, it was possible to see that the practice of literary literacy, if founded in design, is likely to be effective. The elaborate activities were divided into four stages: motivation, introduction, reading and interpretation. These steps and their results are discussed and analyzed. Experience shows how it is possible to work on educating readers, to expand his repertoire and the development of critical skills from the readings made spontaneously.