Coursework Management (Discussion Questions) Example | Topics and Well Written Essays - 750 words

The board (Discussion Questions) - Coursework Example The Mexican American Residents in Texas became U.S residents following the point of reference in Hernandez case. They were not at first rewarded as equivalents of Anglo residents. 4. The Anglos, who settled in Texas, held generalizations about the Mexican-Americans. They called them ‘wetback,' ‘greasers,' and ‘pepper midsection.' They saw them as being unlawful with partialities exuding from racial foundations. 5. The isolation of the Mexican Americans contrasted with that of the African-Americans in the African Americans were perceived by the law while the Mexican Americans were definitely not. African Americans could, along these lines, be spoken to on a jury while Mexican Americans proved unable. 6. Around 750,000 Mexican American men served in the World War II. Their involvement with the war changes the Mexican American perspective on themselves in that they considered themselves to be individuals with a remarkable personality. Subsequently, they created enthusiasm through which they battled for their privileges. 7. The outrage concerning Private Felix Longoria relates to the revelation of the remaining parts of his body in Philippines where he had been slaughtered on a volunteer crucial the World War II. The executive of the memorial service home where the remaining parts of Felix was to be covered rejected access to the house of prayer on the grounds that past unsettling influences by the Mexican Americans. That represented racial isolation. The debate was finished through a board of trustees of the individuals from Texas House of Representatives that examined the issue.

Effects of the Civil War Essay Example

Impacts of the Civil War Essay The Civil War left numerous Southern towns in ruins. War had eaten up ranches, farmland, manufacturing plants, and numerous streets. These harms precluded 66% of southern transportation. In addition to the fact that land was devastated, ages of youthful solid men-fathers, siblings, and spouses had died. Most survivors were left for all time terrified as a main priority or body. Dark southerners had gotten food and asylum as slaves before the Civil War, however after bondage was canceled, somewhere in the range of 4,000,000 liberated individuals were ventured out from home less, work less, and hungry. Most Southerners acknowledged the wars result and concentrated on revamping their lives. Be that as it may, Washington was hesitant to proceed onward so without any problem. There was not kidding recreation to be done or, as history specialists would call it, an augmentation of the Civil War. Essential issues concerning the countries political framework were at steak. However nobody was certain which part of government had the ability to settle on such choices. The constitution was quiet on the matter of these issues. The ranchers made no arrangements for taking care of the issues raised by the Civil War. Abraham Lincoln had made a Reconstruction intend to settle these issues. In any case, congress considered it to be a danger to congressional position and excused it as too lenient.In July 1864 Congress passed its own, stricter Reconstruction plan, the Wade Davis Act. This demonstration required ex-Confederate men to make a vow of past and future faithfulness and to swear that they had never enthusiastically borne arms against the United States. Around 14 million individuals moved to the United States somewhere in the range of 1860 and 1900. Most accompanied any desires for looking for some kind of employment in Americas blasting mechanical focuses. With work being scant During the Civil War, the administration supported migration by permitting businesses to sign a greements with foreigners. Bosses would pay their expense of entry, and consequently, foreigners would work

Oprah Winfrey Essay Example for Free

Oprah Winfrey Essay Oprah Gail Winfrey is one of the most compelling individuals today notwithstanding originating from a wrecked family and being a defiant youngster in her immaturity (Mowbray 2003). Oprah stays as an image of achievement in the United States and everywhere throughout the globe as she has been remembered for the most extravagant African Americans of the twentieth century (Noon 2007) and as one of the most generous African American ever. Oprah began the Angel Network in the year 1998, a program that urges others to help the individuals who are oppressed. Right up 'til the present time, Oprah’s Angel Network has raised more than 51,000,000 dollars. 100 percent of the assets created go straightforwardly to different cause programs as Oprah deals with authoritative expenses in running the foundation. As referenced before, Oprah was remembered for the rundown for America’s 50 most liberal givers as she has contributed around 250 million dollars to a few causes and raising support programs including a 10 million dollar gift to the survivors of Hurricane Katrina. Oprah even visited South Africa so as to raise the people’s mindfulness in regards to the predicament of kids tormented with AIDS and stricken with neediness through her give Oprah’s Christmas Grace. She spoke to couch potatoes to give for these youngsters and individuals around the world paid attention to her bring and gave more than 7,000,000 dollars. Oprah likewise put away her time and cash for the Oprah Winfrey Leadership Academy for Girls in Johannesburg, South Africa which at first began as Oprah’s guarantee to Nelson Mandela. The institute means to furnish young ladies with a protected spot to sustain their fantasies permit them to be outfitted with the essential training they would need to succeed. Oprah is absolutely considered as a divine being sent to our general public as she epitomizes certifiable consideration and worry for the oppressed individuals and doesn't spare a moment to loan her time and exertion to roll out a constructive improvement in different people’s lives.

Gender stereotype Essays

Sex generalization Essays Sex generalization Essay Sex generalization Essay Sex Stereotypes in a Commercial A notices planned use may be to sell an item in the fantastic plan; anyway sexual orientation generalizations are frequently inserted to draw in a specific market and by implication set the social standard. These sex generalizations are found in plugs, TV appears, music recordings and bulletins. People are portrayed to carry on a specific path in the public arena, and have a specific demeanor to separate sexual orientations. This shapes the manner in which people should act in the public eye, and makes a focused on end client for a companys item. Advertisers misuse sex personalities, originated from rotational methods of getting it together to sell items. Focusing on a market utilizes various techniques that will pull in a female versus a male. For instance, pastel hues for a young ladies garments and toys, where as a young men are intense or splendid in shading. All the more explicitly, a Did Groins pizza business was endeavoring to persuade the crowd that their prepare at-home solidified pizza was tantamount to a new conveyed pizza. : Notwithstanding, when observed intently, this Did Groins business communicates ladies being depicted as liable for shopping for food and preparing, that ladies are mediocre compared to men, and that all men direct. Since the start of culture, ladies are regularly portrayed as housewives who do the cooking, shopping and clothing. Generally, tasks around the house are sexual orientation situated. Ladies do the light weight work and support the children, while men do physical, hard work and assume responsibility. Mentally, plugs insert these generalizations, which characterize how sexual orientations ought to form themselves in the public eye. In this Did Giorgio commercial, clearly the lady is seen in a house setting, as a household getting some food supplies. She is then advised by her better half to make a pizza with additional garnishes and to make it speedy. This sexual orientation generalization demonstrates the mark of ladies cooking for their significant other and family. The purpose of this business, which was attempting to sell a home heated pizza Just tantamount to conveyance, left an impression towards ladies proposing that you should make what your significant other needs, how he needs and when he needs it. At the point when he gets what he needs he will be fulfilled and love you. A lady cooking for their better half is comprehended as attempting to fulfill their significant other, and consequently, making satisfaction for themselves. The observation about ladies cooking and basic food item shop isn't just a method of this prehistoric attempting to sell their item, yet in addition to pass on that the current limited sexual orientation jobs are as yet the equivalent. Ladies are broadly known as sub-par compared to men, in the family as well as in all settings of society. Regardless of whether it is in the workforce, in governmental issues, or religion, ladies are considered as mediocre compared to men in light of sexual choice. Men substantiate themselves as truly and mentally more prominent than other men when attempting to get ladies, though ladies must be unrivaled explicitly. This prompts the end that men are of higher force or worth and ladies ought to be disregarded. Generally, this culture we are brought up in doesn't see a point in ladies that she detests when he directs to her, however hesitantly takes his order and makes the pizza. This surrenders to the generalization that ladies are second rate compared to men. It appears to be ladies being aloof and exploited. The idea of ladies being a lesser individual and more questionable than men is insolent. Ladies ought to reserve a privilege to equity between sexual orientation jobs, without the required acknowledgment of advertisements. Plugs show sex generalizations that are broadly followed, with womens mediocrity being the situation in this commercial. While ladies are viewed as accommodating and latent, men are likewise to a great extent generalized. Men are spoken to be prevailing and solid. Male generalizations can cause pressure on men who don't fit the name of a male truly and inwardly. In the public arena men are imagined as sluggish, that they are specialists, not nurture and have the privilege as spouses, to instruct their wives. As found in the Did Giorgio business, the spouse is portrayed in a social setting, sitting in front of the TV with his companions. The spouse, attempting to dazzle his companions, requested that his significant other make a pizza how he would have preferred it, in an Emily way. The spouse was basically directing his significant other, from normally having a position of authority. Men are known to direct in the work power or house condition since ladies will in general incline toward them for emphaticness. Anyway the generalization that men direct, especially ladies, isn't in every case valid. On account of circumstances they are placed in, for example in dynamic, marriage or outside undertakings persuades this is the way all men demonstration. Sexual orientation generalizations persuade that all men should direct in the public eye, and reserve the option to. The business which is seen by millions, urges men to keep on acting that path decisively. Publicizing depends on generalizations to sell their item, while all the while characterizing sexual orientation. Since such a significant number of individuals watch advertisements, TV, or promotions, they have the ability to impact society generalizations. The Did Giorgio business affirmed that men despite everything want for the despot job in a relationship, while females keep on demanding equivalent rights. Without a doubt, females have Just the same number of rights as guys do today, however uniformity is something continually being striver for in the twenty first century. Advertisements are a method of causing us to accept what we are watching, which sells their item, yet additionally mentally discloses to us how we should act in a customary culture. The customary culture has consistently been viewed, and never truly been tested of its measures. It is hard when the open standard doesn't recognize guys as medical caretakers or females as presidents in view of sex generalizations depicted in ads. Sexual orientation is just a piece of which individuals are; it doesn't characterize them or their cutoff points. Commercials add to our view of social personality, sex character and sex jobs, yet observation isn't reality.

Database Management Essay -- Technology, Computer Softwares, Data

What is a database the executives framework? Talk about every one of the five significant programming segments of a database the board framework. Information Base Managements System (DBMS) is a PC programming program introduced on a framework hard drive that list, recover, and run questions on information. It gives approaches to information to be changed or evacuated by clients or different projects. There are a few unique kinds of database the executives frameworks that exist that were made for the best possible control of databases for explicit purposes. The five programming segments of a database administrations framework are DBMS motor, information definition subsystem, information control subsystem, applications age subsystem, and information organization subsystem (Cummings, 2010). Database the executives frameworks motor is the focal segment of the DBMS it stores and recovers information it acknowledges coherent solicitation from different subsystems and change them into its physical proportional. The DBMS motor gathers intelligent solicitations for information clients and issues physical info/yield solicitations to the PC working framework. The information mentioned is assembled from physical capacity and keeping in mind that the information stays in memory, it is overseen by the DBMS motor. Information definition subsystems make and keep up information word reference. Characterize structure of the records inside the Data Base. Its intelligent structure must be characterized preceding entering data and whenever data is entered or erased the information definition subsystem must be utilized. Field name, type, structure, default esteem, approval rule, is a passage required, and can there be copies are instances of sensible properties (Cummings, 2010). Information Manipulation Subsystem is utilized to include, change and erase data in a database. There is programming in the ... ... execution items. A few models is nanotube which is have been added to the casings of tennis racquets and inlet clubs. Nanotubes are probably the hardest materials known to exist to man. Since these cylinders are tiny, millions can be added to the tennis racquet to make it solid so as to give tennis players more control and force. Medication is another region wherein nanotechnology changing. With the clinical field managing things on the littlest level, the little nano gadgets are being created to enter the body. A model is Nano robot which is a PC controlled mechanical gadget used to treat and annihilate ailments. Nanotechnology vary from customary assembling in which conventional production enjoy a huge thing and reprieve it down to its littlest structure, nanotechnology begins at the littlest structure and develop (Cummings, 2010).

Influences Behind Brave New World and Fahrenheit 451 - Literature Essay Samples

To many modern readers, the science-fiction genre is a genre built upon utopic visions of peace and intellectual advancement, of idealistic worlds where logic always triumphs over primal instinct. Although the hopeful scientific novel is not written in vain, the science fiction genre has been used throughout history as a way for concerned writers to warn if not prophecy against forthcoming events. This dark sub-genre of science fiction is usually known as à ¢Ã‚€ÂÅ"dystopian literature,à ¢Ã‚€? and has become a popular literary mode in the twentieth century (Holmes 37). The antithesis of the Utopia, the term à ¢Ã‚€ÂÅ"dystopiaà ¢Ã‚€? comes from the Greek word for à ¢Ã‚€ÂÅ"bad place,à ¢Ã‚€? and is traditionally set in a harsh society in which self-expression and individuality are forcibly repressed (Holmes 39). Although dystopian fiction is traditionally associated with science fiction and fantasy, it should not be dismissed as mere story, as it is often based upon social and political trends that the author has observed in the primary world. Both Aldous Huxley, author of Brave New World, and Ray Bradbury, author of Fahrenheit 451, were able to accurately depict the intellectually dangerous trends of their times, while making startling observations about the future. Although Bradbury and Huxley wrote during different time periods, both were exposed to the political, social, and economic turmoil that spanned the time period from World War I to the end of World War II, eventually leading into the rise of Communism as a major world power in the Soviet Union. Shortly after World War I, two basic themes became prominent in literature à ¢Ã‚€ÂÅ"isolation and relationship within a decaying moral order (Keanu 237)2Eà ¢Ã‚€? Both authors deal with these themes in their dystopic masterpieces, with Huxley focusing more on the isolation factor and Bradbury exemplifying the need for relationship within even the most rigid social structure. Huxley chillingly portrays a disenchanted world dehumanized by scientific achievement, while Bradbury focuses his attention more on the power of individuals despite the restraints of society. Perhaps the best examples of these two contemporary themes are the characters within the novels themselves2E In Huxleyà ¢Ã‚â‚ ¬Ã‚â„¢s John à ¢Ã‚€ÂÅ"the Savage,à ¢Ã‚€? we see a man literally and figurative isolated from the World State, while Bradbury gives us Montag, a lonely fireman who must face the question posed to him by a young girl à ¢Ã‚€ÂÅ"are you happy?à ¢Ã‚€? Aldous Huxleyà ¢Ã‚€Â™s ideas were formed before Bradburyà ¢Ã‚€Â™s, and this is reflected in his writing. Brave New World focuses on many early twentieth-century ideas, as is clear from the many references to Ford that are sprinkled throughout the book. Huxley, having come from a strong intellectual background, was heavily influenced by the literary scene of his time. In fact, Brave New World is modeled largely on an earlier book by H.G. Wells called Men like Gods, which deals with similar dystopic themes (Brave New World: Historical/Literary Background). Additionally, a prototype for the methods used by Huxleyà ¢Ã‚€Â™s World State can be discovered in the pages of Wellsà ¢Ã‚€Â™ Experiment in Autobiography, as well as in the scientific works of the period. These include Charles Darwinà ¢Ã‚€Â™s Origin of the Species, Pavlovà ¢Ã‚€Â™s Conditioned Reflexes, and Bertrand Russellà ¢Ã‚€Â™s The Scientific Outlook (Holmes 139). From these works, Huxley acquired a keen understanding of the scientific way of life, but also realized that an overemphasis on science could lead to the destruction of the individual self, as was evident from the impending secularization of American thought. Huxleyà ¢Ã‚€Â™s lifestyle and upbringing are also of key importance to understanding the context of his writing. Born into a staggeringly intellectual family, Aldous Huxley spent most of his childhood in various preparatory schools for high class children, indulging in his familyà ¢Ã‚€Â™s various intellectual pursuits in his spare time (Brave New World: Historical/Literary Background). During his school years, Huxley noted the rigid à ¢Ã‚€ÂÅ"caste systemà ¢Ã‚€? that seemed to exist even in a democratic society, with the upper class separated from the lower classes not just by their wealth, but also by their intellectual abilities. In Brave New World, that perceived social system is brought to life through the genetically engineered classes Alpha, Beta, Delta, Gamma, and Epsilon. On the other hand, Ray Bradbury was aware of many of the same principals that had influenced Huxley, but was writing from a later, post World War II time period. Fahrenheit 451 is much less focused on science than Brave New World, its topic being censorship and intellectual repression. At the time of Bradburyà ¢Ã‚€Â™s writing, the threat of censorship was a reality, both in the United States and overseas. In Nazi Germany, for example, Hitler controlled the thoughts of the masses by destroying thousands of books that he saw as a threat to his government (Keanu 384). After World War II, Stalin did much the same thing in the Soviet Union, censoring materials that threatened Communism while supporting writers who depicted the government in a positive light. Despite the extremes of foreign censorship, Bradbury realized that the American response to the Soviet Union was no better than the initial problem. Under the leadership of Senator Joseph McCarthy, an intellectual witch-hunt beg an to seek out and eliminate materials considered à ¢Ã‚€ÂÅ"subversive to American Interests (Background Information on Fahrenheit 451).à ¢Ã‚€? Libraries came under fire for owning copies of the Communist Manifesto, and in some instances books were removed from overseas libraries and even burned. Another historical factor that lurks beneath the surface of Bradburyà ¢Ã‚€Â™s narrative is the theme of nuclear war. More than any other theme, the advent of the atomic bomb is useful as a guide for dating Fahrenheit 451; it is conspicuously lacking from Brave New World, due to the fact that Huxley wrote his book prior to the Hiroshima incident. Further tying Fahrenheit 451 in with the Soviet Union time period, Bradbury was most likely influenced in his writing by the apocalyptic fiction that reflected the fears of 1950s America namely Alas, Babylon, by Pat Frank, and On the Beach, by Nevil Shute (Holmes 231). The threat of nuclear war is by no means central to the plot of Bradburyà ¢Ã‚€Â™s book, but permeates the background of the story, and subtle references are made to prior wars involving atomic weapons. Many readers associate the destruction of Guy Montagà ¢Ã‚€Â™s city with a nuclear blast (Keanu 98), but that is left ambiguous. From what is told in the story, however, it seems likely that the bomb that destroyed the city was a conventional warhead, as a nuclear attack at such a close distance would probably have killed Montag and his companions, if not from the explosion than at least from the radiation. Despite the fact that Brave New World and Fahrenheit 451 are powerful reflections of earlier historical climates, both books reach beyond the moments in which they were written and demonstrate a keen sense of foresight. By the time Huxley wrote Brave New World, the cultivation of the embryos of small mammals and the cloning of parasitic insects had already been accomplished (Brave New World: Historical/Literary Background). The novel prophetically predicts that those technologies would eventually be applied to human beings, as they are today in the twenty-first century. Scientific pioneers like Darwin and Freud had already begun supplanting ethics, religion, art, and philosophy with science at the writing of both dystopic novels, yet many of the predictions made by these books had not yet come to be at the time of their writing, but are now a reality. One need only make a cursory reading of Fire Chief Beattyà ¢Ã‚€Â™s monologues in Fahrenheit 451 to understand just how close to a dystopia the modern world really is. In conclusion, Ray Bradburyà ¢Ã‚€Â™s Fahrenheit 451 and Aldous Huxleyà ¢Ã‚€Â™s Brave New World need to be understood within the historical context of their time in order to better apply the booksà ¢Ã‚€Â™ messages to the contemporary world. The post World War I and II period was a time of monumental change and instability, and a heavy cloud of anxiety was upon all people. Because of this chaos, many sought a simple formula that could be a panacea to all of the worldà ¢Ã‚€Â™s social and economic problems. The totalitarian regimes of Bradbury and Huxley are such a panacea, but the authors illustrate how a government-controlled welfare state can never truly be the answer to global concerns. However, these novels need not be read only as testaments of a bygone era, because the warnings contained between their covers are needed more today than ever before. Both books depict societies that most readers would consider pessimistic or even nihilistic, but it is the way in which the charmingly human characters function in these brave new worlds that strikes a chord of hope. In that formula of pessimistic society versus optimistic humanity, the writers make their mutual point with the strongest resonance the fact that a government can never simulate true peace and prosperity, which must be sought within the individual. Works Cited à ¢Ã‚€ÂÅ"Background Information on Fahrenheit 471.à ¢Ã‚€? Library Reading Room. Novemeber 11, 2002. Northbrook Public Library. November 25, 2002. à ¢Ã‚€ÂÅ"Brave New World: Historical/Literary Background.à ¢Ã‚€? Monkey Notes. September 16, 2002. PinkMonkey.Com. November 25, 2002. Holmes, H.R. Dystopian Themes in Popular Literature. Boston: McDougal Littel, 1987. Keanu, Jennifer. In the Shadow of War. New York: North Atlantic Press, 1994.

Firearm Violence - Free Essay Example

Firearm violence has been an growing issue in the US, along with argumentative debates on what should be done . A segment of the citizenry is worried that forbidding firearm proprietorship or extremely constraining the entitlement to utilize weapons will be an violation of their rights. In any case, the ongoing increment in mass shootings gives a room to the arrangement of points of confinement on weapon proprietorship and utilize. This paper contends that firearm control is important both for the time being and in the long haul. Controlling guns, for example, constrains the quantity of new firearm proprietors in this way restricting the probability of more wrongdoing being submitted. Firearm control will, as it were, spare lives. To begin with, the biggest number of murders is normally connected to the law segment, where manslaughters by firearm represent the best number of setbacks. Secondary School in Parkland, Florida, which brought about 17 killed and 17 more injured, stunned individuals the nation over, impelling understudy walkouts and walks in help of stricter firearm control laws, including all inclusive, far reaching record verifications and a restriction on ambush weapons(Ramin Skibba, Conveying science to endure, finally, on firearm control banter). One of the key reasons why weapon control is important is the expansion in shooting cases, especially in schools. A few honest school kids have already kicked the bucket because of the commonness of a high number of firearms in the hands of regular citizens. This has urged shooters to utilize the arms improperly. Moreover, a portion of the rivals of firearm control express that chasing is a key movement in their life and that they expect weapons to chase. In any case, a portion of the weapons utilized for chasing are attack and self-loader. Actually, ambush weapons, which represent a noteworthy number of weapons held by private subjects, isnt intended to be utilized for game chasing purposes. A case of abuse, The Las Vegas slaughter. The slaughter at the Beat club in Orlando. The film theater shooting in Aurora, Colo. The Virginia Tech butcher. The slaughter at the Texas First Baptist Church(Robert Gebelhoff, This is the way we spare lives from firearm viciousness). Utilizing quick firing weapons for chasing purposes add up to abuse. Programmed and quick firing weapons are the best decision for mass shooters henceforth such weapons in wrong hands is to a great degree unsafe. Such weapons should be in the hands of law authorities as it were. Handguns can do fine and dandy for chasing purpose s. People and gatherings that contradict weapon control additionally point to the Second Change which enables regular citizens to possess guns with the end goal of individual and societal assurance. Be that as it may, such rights seemed well and good amid minutes when private natives did not confide in the national government. The American common war of the mid nineteenth century gave regular folks such a shot. However in present day days where private residents have swung to hoarding a few guns with no unmistakable danger to their lives, it is important to seek after the Second Change with alert. Instances of furnished regular people shooting cops dead have been on the ascent in the previous five years. In such manner, the quest for the Second Correction must be careful, and firearm control should be implemented. To conclude, firearm possession and utilize should be controlled. It is a disagreeable however essential choice. Such a move would not just restrict access to guns consequently spare lives, yet it will likewise decrease the wild instances of mass shootings and high rates of manslaughters that characterize the present society. Law requirement offices should be engaged to ensure   regular citizens and regular citizens need to confide in law masters to do their work. Use of the Second Alteration ought to be careful. List of sources: https://undark.org/article/firearm control-banter joined states/ https://www.washingtonpost.com/designs/2018/suppositions/weapon control-that-works/?utm_term=.82c77296674c

Critical Development Stages Of Addiction - 1232 Words

As a person uses drugs, the brain adjusts to excesses of dopamine, subsequently reducing the amounts, in turn lowering the ability of cells in the reward circuits in response. Consequently this reduces the high quality in comparison to the initial usage. The effect, known as tolerance, causes users to increase their dosage to achieve a similar high leading to addiction. Long term use causes a change in chemical systems, and massive health issues such as birth defects, HIV/AIDS, Hepatitis and other infectious diseases, cardiovascular effects, respiratory effects, gastrointestinal effects, musculoskeletal effects, other organ damage, neurological effects, mental health effects, possible amputations due to infected cites, and death (WebMD). So why would anyone do drugs? Other than coping mechanisms, curiosity, and peer pressure, governmental involvement may indirectly help stabilize drug trade, leading to more drug popularity. While genetic and environmental factors such as economic sta tus, etc., interact with critical development stages concerning addiction, the factors above are a general overview found in textbook. More concerning however, is governmental involvement. As their presence contributes largely to addiction, such as the legalization of alchol, nicotine, and prescription drugs, the media, glorifying usage, and their strategies in the War on Drugs. Legal intoxication are a huge problem as the drugs are either completely legal or not commonly prohibited, which canShow MoreRelatedHuman, Social, And Moral Development1669 Words   |  7 Pagesactivity selection, and implementation. While prevention and intervention efforts are important during all stages of life, they are especially important during childhood and adolescence, when risk factors may be more easily avoided and protective factors can be established that may last a lifetime (Cohen, ChaÃŒ vez, Chehimi, 2007). 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Peter the Hermit and the First Crusade

Peter the Hermit was known for preaching Crusade throughout France and Germany and instigating the movement of common folk that became known as the Crusade of the Poor People. He was also known as Cucu Peter, Little Peter or Peter of Amiens. Occupations CrusaderMonastic Places of Residence and Influence Europe and France Important Dates Born: c. 1050Disaster at Civetot: Oct. 21, 1096Died: July 8, 1115 About Peter the Hermit Peter the Hermit may have visited the Holy Land in 1093, but it wasnt until after Pope Urban II made his speech in 1095 that he began a tour of France and Germany, preaching the merits of the crusade as he went. Peters speeches appealed not only to trained knights, who usually followed their princes and kings on a crusade, but to laborers, tradesmen, and peasants. It was these untrained and disorganized folk who followed Peter the Hermit most eagerly to Constantinople in what became known as The Peoples Crusade or The Crusade of the Poor People. In spring of 1096, Peter the Hermit and his followers left Europe for Constantinople, then moved on to Nicomedia in August. But, as an inexperienced leader, Peter had trouble maintaining discipline among his unruly troops, and he returned to Constantinople to seek assistance from Byzantine Emperor Alexius. While he was gone the bulk of Peters forces was slaughtered by the Turks at Civetot. Disheartened, Peter almost returned home. Eventually, however, he made his way to Jerusalem, and just before the city was stormed he preached a sermon on the Mount of Olives. A few years after the capture of Jerusalem, Peter the Hermit returned to France, where he established an Augustinian monastery at Neufmoustier. Resources The Crusade of the Poor People Catholic Encyclopedia: Peter the Hermit  - Concise biography by Louis Brehier. Peter the Hermit and the Popular Crusade: Collected Accounts  - Collection of documents taken from August. C. Kreys 1921 publication, The First Crusade: The Accounts of Eyewitnesses and Participants. The First Crusade

Sql Injection Is A Web Application Security Vulnerability

Background of SQL Injection SQL Injection is a web application security vulnerability that an attacker can submit a database SQL command which is executed by web applications in order to expose the back-end database. SQL injection have been described as one of the most critical threats for Web applications as they are vulnerable to allow an attacker to gain complete access to the underlying database as well as organizations being breached by SQL injection attacks that slip through the firewall over ports such as port 80 (HTTP) or 443 (SSL) to internal networks and vulnerable databases. These databases often contain sensitive user information which can result in security violations such as loss of confidential information, identify theft†¦show more content†¦SQL Injection Process The SQL Injection attack works as the attacker adds SQL statements using a web application’s input fields and hidden parameters in order to access the resources. The lack of input validation in web applications which causes the hacker to successfully expose the database. The figure below shows processes of SQL Injection. First, the attacker sends malicious HTTP request to the web application, and creates the SQL statement which is then submitted to the back-end of database. Cause of SQL Injection The causes of SQL Injection vulnerabilities are rather well understood and simple, such as invalidated input. It is the most common vulnerability to perform a SQL Injection attack because some parameters in web applications are used in SQL queries, so if there is no one checking for them, it can be abused in SQL Injection. In this case, the attackers are able to inject SQL commands by providing suitable crafted user inputs. Besides that, web applications can also read user inputs in a way that it is based on the environment which the application is deployed. Most SQL Injection attacks that targets the user input usually comes from form submissions which are sent by HTTP POST or GET requests to the web application. Another injection mechanism which can lead to the cause of SQL Injection is through cookies. Cookies are small pieces of data that sent from

High Mortality Rates Among Men Essay - 1504 Words

The shared concern among medical professionals about the potential for higher mortality rates among men over fifty due to smoking has prompted medical professionals to encourage more lung cancer screening. Screening is recommended for all men and women under the age of 80 who are present smokers or were smokers in the past. De Koning et al. (2014) identify three sub-categories for current and past smokers between 55 and 80 years old. One category covered those with 25 years since stopping, or 20 or less pack-years. In addition, also categorized were those with 15 years since quitting, and those still smoking. The latter had over 30 pack-years’ worth of smoking tobacco and were at the most risk of lung cancer and mortality. More lung deaths can be avoided through routine screening examinations with a minimum frequency of one per year (De Koning et al., 2014). Even those who quit smoking more than 25 years ago were still at risk of developing lung cancer, therefore it is sti ll productive for these seemingly helthy ex-smokers to undergo screening. While this has helped identify lung cancer in its early stages, thus making it treatable and more easily curable, the greatest benefit in reduced fatality goes to those who quit smoking within 15 years of the De Koning et al. (2014) study. Among the different sub-categories in the De Koning et al. (2014), yearly screening in the age scope of 55 through 80 years had considerable advantages while keeping up a direct level ofShow MoreRelatedRacial and Ethnic Disparities in Health1371 Words   |  6 PagesServices (HHS) will be jumping in on this huge battle. The six areas are: Infant Mortality, Cancer Screening and Management, Cardiovascular Disease, Diabetes, HIV Infection and AIDS, and Child and Adult Immunizations. Infant mortality is considered a worldwide indicator of a nation’s health status. 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Managing Business Activities and Models

Question: Discuss about the Managing Business Activities and Models. Answer: Introduction Hospitality chains around the globe focuses on delivering high quality services to their customers which render high values(Sheehan, 2009). Banyan Tree Phuket is a luxury resort and tourism destination aimed at attracting significant number of customers from around the globe. The resort offers immense values and facilitated stays for global customer base, at the price at which it is offered. It is a 5-Star property which is booked and searched by individuals globally. The scope of this report identifies Eliminate-Reduce-Raise-Create Grid (ERRC Grid) for the Company as well as Blue Ocean Business Model Canvas Strategy Canvas. The analysis of the strategy is done by implementing strategic fit, forming proper and adequate plans for the same. In the strategic fit services and products and features of the resort are analyzed that needs to be eliminated, reduced, raised or created for reaching a competitive position. At the end there are certain recommendations developed for the resort whi ch it can adopt in order to overcome its current lag in the implications of the strategy(Kim, 2014). Analysis Eliminate-Reduce-Raise-Create Grid (ERRC Grid) Blue Ocean Business Model Canvas Strategy The strategic model aimed at evaluating prominent questions as well as challenges that industrys strategic logic and established business model of Banyan Tree faces are discussed. this model is focused on creating insight into the current cost structure of the business as against its prominent competitors. Further it also helps attend to various revenue earning sources for the Company. The analysis and comparison made for the Company are against its competitors as Laguna Phuket, Trisara, Amanpuri, Coqoon Spa I, Outrigger Laguna Phuket Beach Resort, Slate formerly Indigo, Bangtao Beach Chalet, Dusit Thani Laguna Phuket and so on(Yang, 2011). In the Strategy Canvas for the Company, the current state of the industry, factors as industry investments, industry level competition and customer perception of competitors edge is analysed. The strategic analysis for this model is based on four pillars as below; Eliminate: Factors within the industry that can be eliminated includes price, 5-Star performance location. The till date strategy for the Company was focused on promotional strategy aimed at price, location and 5-Star performance. While the resort is based at the centralized and easily accessible location at Phuket, its core strategy while attracting customers from various parts of the world has been focused on that criterion. Especially while promoting in USA or Europe, the resort has adopted this strategy, as customers from that segment want to avail a resort that is nearer to the sea and is located at Phuket. Being in the 5-Star segment its continuous promotions has been to attract targeted customer group from upper class segment that will prefer stay at the location. Further pricing strategy for the resort has been always attractive to this segment as against the value proposition it offers. The resort needs to eliminate all these factors in its promotional strategy and adopt a n ew strategic fit for developing and addressing new customer group and industry developments. Major focus of the customer has shifted and these factors as location, price, 5-Star rating category no longer offers value to the proposition. The offerings provided by the resort are at part with other resorts in the same category with similar service offerings. Though it is highly accredited and famed resort but barely there is a value proposition that can set it apart from other resorts in the similar category. Raise: The various factors that the resort should consider raising above industry standards are variant restaurants, spa services, tourism and sports options, adventure sports on beach. The resorts rooms, restaurants, playground, swimming pool and other additional features are highly liked and appreciated by its target customer group. It can further raise its level of service provided to its customers by way of exclusive employee designation to specific customer. An employee per guest can be allocated, who will be taking care of the guest along with other support staffs. Further the resort can also add significantly to its existing Chefs lists that will cater to its each customer. A Chef designated to serve each customer will provide pampering and special benefit to the customer group segment. The resort can significantly raise its current standards pertaining to restaurant services it offers. It has various restaurants varying from continental, to Thai and other international cuisin es with highly accredited Chefs, who offer a variety of platters. It needs to further analyze the customer segment that comes to the restaurant and then adopt more culinary delights that can surprise as well as please customers. The additional services that the resort needs to raise are in regards to its SPA services, tourism programs and sports options. The resort offers several sports options as golf, tennis but it needs to add on adventure type sports in its Andaman Sea beach as banana rides, sailing and so on. Such additional services will highly delight customers staying at the resort. Reduce: The resort needs to reduce its operational costs and leases as well as rents. In order to facilitate services to customers, the resort hires various services. The resort currently offers its pick up and drop services from the airport through rented and leased services. Other tourism programs of the resort are also offered through such leased companies, which charge hefty fees for the same. The resort needs to purchase its own service vehicles as well as other services in order to reduce its existing operational costs. The resort also pays various types of rents for various amenities it offers its customers. Such amenities need to be directed at by the resort. The resort needs to further reduce its various operational costs in terms of salaries. As the resort purely performs on seasonal basis and during off-seasons there are barely any guests which the resort needs to cater to, it can keep staffs for house-keeping purposes on rotational basis or part-time basis. Recruiting par t-time local staffs will value add significantly to the business offered by the chain and also impact its profitability significantly by creating additional revenues. Create: In order to offer value proposition to its existing set of customers, increase brand loyalty and attract more number of customers, it needs to create more additional choices and options. Value addition for the resort can be achieved once it starts offering sports facility and adventurous offerings to its customers. It needs to offer a complete packaged stay to its customers at its resort such that it can enhance its competitive advantage. Whereas other resorts are trying to add values to their already existing capabilities, Banyan Tree can emerge as a market leader in case its adopts this strategy. In order to innovate products and services for its guests the resort can undertake analysis pertaining to each and every guests. Such data feedback from individual guests will help in studying their likes as well as dislikes; this will help them serve better. Employees at the back end of the resort need to be recruited who will analyze and design services according to meet guest de mands in a better way. Such analysis will further help sort services for guests and not indulge in excessive spending regarding the same. Conclusion Eliminate-Reduce-Raise-Create Grid Blue Ocean Business Model Canvas helps at attaining suitable strategic fit for a business. Such strategy allows for extending of existing capabilities and eliminating those which no more seem to add value to the business. Reducing the factors that add on to costs for the company and impacts business profitability needs to be reduced. Further raising those factors that are capabilities of the Company and deliver high levels of profitability is significantly important. In case the company wants to emerge as a leader in the market and cerate sustainability for its business it needs to innovate processes or services that can add value to the business significantly. For the case of Banyan Tree such a grid allowing for diagnosing problems or challenges the business is facing and to overcome the same is incorporated. The resort needs to redesign its strategy and promotional plans in order to attract new customers from its focus groups. The resort needs to further do brainstorming sessions with its employees and other in-house staffs in order to better understand customer needs and demands such that they can be adequately met. This will allow the resort to emerge as a significantly leading resort in the sector. The resort will be highly competitive from these endeavors as well. Reference Lists Johnson, M.W., Christensen, C.M. and Kagermann, H., 2008. Reinventing your business model.Harvard business review,86(12), pp.57-68. Osterwalder, A. and Pigneur, Y., 2010.Business model generation: a handbook for visionaries, game changers, and challengers. John Wiley Sons. Kim, W.C. and e Mauborgne, R., 2014.Blue ocean strategy, expanded edition: How to create uncontested market space and make the competition irrelevant. Harvard business review Press. Sheehan, N.T. and Vaidyanathan, G., 2009. Using a value creation compass to discover Blue Oceans.Strategy Leadership,37(2), pp.13-20. www.banyantree.com, Retrieved on 23rd January 2017. Banyan Tree. https://www.banyantree.com/en/ap-thailand-phuket-resort. Yang, C.C. and Yang, K.J., 2011. An integrated model of value creation based on the refined Kano's model and the blue ocean strategy.Total Quality Management Business Excellence,22(9), pp.925-940.

Great Gatsby Research Essay free essay sample

The majority of what Fitzgerald writes in his stories are about the love for rich girls. In real life he has personally experienced falling for a wealthy girl, Zelda. In the book, The Great Gatsby, he writes about a boy who isn’t rich that is in love with a girl named daisy, who is rich like Zelda. Gatsby later lost his love, Daisy, when he went to war, for Fitzgerald, he was rejected by Ginevra King’s father who said â€Å"poor boys don’t marry wealthy girls,† which was said by Daisy in the book. He was asking for her hand in marriage. Then Fitzgerald got denied by Zelda Sayre. Daisy, the women jay Gatsby has been basing on his whole life on, is similar to Zelda Sayre who would not marry him at first since he was unsuccessful Fitzgerald lived in Great Neck, Long Island, in which his first child was born. We will write a custom essay sample on Great Gatsby Research Essay or any similar topic specifically for you Do Not WasteYour Time HIRE WRITER Only 13.90 / page To Zelda, Fitzgerald was seen poor but he was really upper middle class, but Zelda’s Standards were too high, like Daisy. Gatsby and Fitzgerald both met vital women to their lives at dances and both while they were stationed at army camps They both had highly society connections and down falls such as Gatsby getting murdered in the pool by George Wilson, for love. Fitzgerald died of alcohol use when he was trying to become rich again. Gatsby made money by bootlegging while Fitzgerald made money by writing. Fitzgerald Scott was self-destructive because he would drink to much, due to being an alcoholic. He was very social but then later on in his life he became very rude and started to offend people, due to his alcoholism. Gatsby was always trying to make himself better, improving him self. He was very self-disciplined and an outsider. They were both faithful and dedicated to the ladies the fell in love with. F. Scott’s wife, Zelda, was sent to a refuge in the last few years of her life. He made sure to never allow him or their daughter that they had together for get about her. Being the dedicated man he was, he would go see her to visit at the asylum. In the book, many of the characters represents the people that Fitzgerald met in his life, including his own character that represents him. To add on to that, F. Scott Fitzgerald lived in Great Neck, Long Island after his first child was born. At the time, the Great Neck was home to many of the wealthiest people on Long Island. A scholar has proven that there are many similarities between the Great Neck and the West Egg. In the movie version, Daisy tells Gatsby that Rich girls dont marry poor boys. This line was taken straight out of Fitzgeralds life. The father of his first love, a young woman by the name of Ginevra King, supposedly told him that after Fitzgerald asked for Ginevras hand in marriage. There are many other similarities between F. Scott Fitzgerald and Jay Gatz (Gatsby)- keep your eyes out for them! F. Scott and Gatsby were born in a middle class family. Both of their fathers started out very wealthy until they both failed with their business when the crashed. They both came from an underprivileged family, in many cases, inclined a lot on both of their behaviors and goals. For school, both Gatsby and F. Scott were drop-outs from Universities and joined the army in 1917. There are a bunch of similarities between the two. The Author of the Great Gatsby, Fitzgerald Scott, based this story one his own life in almost every scene in the book.

Othello Characters Essays - Othello, Michael Cassio, Emilia, Iago

Othello Characters Othello: This is main character in the play. He is a Moorish General and head of the army of Venice. He is a warrior, honest, and loves his new wife, Desdemona very much. His one flaw is that he trusts his ensign, Iago too much and allows Iago to corrupt him. Iago cons him into believing his wife is cheating on him, and he kills her for it. When he realises she was not cheating, he commits suicide in anguish. Iago: He is Othello's ensign, and the main villian in the play. He hoped to be promoted to the position of lieutanent, but Othello chose Cassio over him. To get revenge, he hatches a plot to convince Othello that Cassio and Desdemona, Othello's wife are having an affair. He is truly evil, and cares only about himself. Desdemona: She is the wife of Othello, and the daughter to the Venetian senator, Brabantio. Against her father's wishes, she married Othello, a man of a different race. For that, her father disowned her. Due to Iago's deeds, Othello ends up killing her. She is deeply in love with Othello, and her last words are in his support. Cassio: He is Othello's lieutanent, and was chosen of the veteran soldier Iago for the position. He is a young and handsome Florentine, and a ladies man. He ends up getting drunk and wounding Montano, Governor of Cyprus. This causes him to dismissed from his post. He manages to avoid being killed in a plot by Iago. Near the end, he is appointed Governor of Cyprus. Lee's Analysis Emilia: She is the wife of Iago, and is loud and cynical-especially about men. This is because of years of living with the sexist Iago. Even though she does not hold her husband with high regards, she does not suspect him of plotting out his elaborate schemes. She dies at her husband's hand after disclosing the truth about Desdemona's fidelity. Roderigo: A rich and gullible Venetian who is in love with Desdemona. He pays Iago to arrange for he and Desdemona to get together. After a failed attempt to murder Cassio, he is killed by Iago. The Duke: The ruler of Venice. He sends Othello to Cyprus, and tries to settle the dispute between Brabantio and Othello. Brabantio: A Venetian senator and father to Desdemona. He opposes the marriage of his daughter and Desdemona. Montano: Governor of Cyprus, who is wounded when by Cassio when he gets drunk. Bianca: Cassio's mistress. Lodovico and Gratiano: Venetian gentlemen and kinsmen to Brabantio.

Tips For Writing a Sample of a Definition Essay

Tips For Writing a Sample of a Definition EssayA sample of a definition essay is one that helps you start off on the right foot for an essay that will win you points with the class instructor. This is an opportunity to prepare yourself and help you choose your essay topic, even before you start writing it. An essay like this can become a ground rule of sorts that you cannot deviate from no matter what.A sample of a definition essay is a good place to start. It is a short, short essay that lets you see what a definition looks like in writing and how it can benefit you. This information will give you a clear picture of what you need to write.Before you get started on a definition essay, go over what you want to say. Make sure you have a sense of what kind of definition you want. Don't try to be too fancy or too abstract. There are so many different kinds of definitions that it will not be difficult to find one that fits your needs.The first and most important thing to remember is that your goal is to define something. Having the right words and terms can be very important. While you may end up having to use other terms in your essay, you should learn the right ones to use.There are four basic things to remember: easy, common, common and universal. Use these to help you make the right choice when you are deciding what word to use. There are many terms out there that are hard to define, but with enough practice you can learn to use them.Next, decide if you want a technical or jargon-free definition. You don't need to use technical terms or go into too much detail. If your definition is clear, it will be more likely to be accepted by the instructor.Also, take into consideration the other grammatical elements of the word you choose. Try to make it simple and short, with all the grammatical elements you need. By using as few grammar rules as possible, you will be able to create a concise, but fully-supported definition.Finally, give yourself time to polish the essay. Your sample of a definition essay should be at least 30 minutes long. Practice before you submit it to make sure it is not only error-free, but also as readable as possible. When you get to class and the professor asks you questions about your definition, try to give them short, answerable answers that show off your knowledge of the topic.

Altered States of Consciousness and Hypnosis Essay Example

Altered States of Consciousness and Hypnosis Essay Example Altered States of Consciousness and Hypnosis Essay Altered States of Consciousness and Hypnosis Essay Altered States of Consciousness and Hypnosis Introduction Far from its one time connection with carnivals, mediums, and the occult, hypnosis and the altered states of consciousness it helps create have proven to be a beneficial framework of reality in a number of circumstances. For example, countless numbers of people with chronic pain problems have learned the benefits of self-hypnosis to calm themselves and their reactions to physical pain. While the term â€Å"hypnosis† often carries a certain number of negative connotations that do not truly convey the beneficial and physiological relation response that is the legitimate hypnotic response, many people are still hesitant about the concept in general. The simple fact is that hypnosis is not a form of mind control and is not the will of one person being exerted over another. Hypnosis certainly cannot force someone to do something they would not normally do. It is neither a strange, mystical force or a state of being unconscious or out-of-control. What is hypnosis it is what the Tufts University Health Nutrition Letter (10/00) calls â€Å"really about a person taking control of his or her own mind and body† (pp. 4). Health professionals, mental health counselors, even sports performance consultants advocate hypnosis as a form of stress reduction, pain management and personal performance enhancement. The ability to harness and control one’s personal feelings and attitudes has proven to be immensely beneficial and offers potentials far beyond that of a some sort of self-proclaimed fakir performing tricks to make â€Å"members of the audience† dance on table tops or bark like dogs. Hypnosis actually has little to do with performing tricks or mind control and everything to do with reaching the inner stillness that exists at the core of all human consciousness and can serve as a guide and comfort in countless situations. The Benefits and Processes of Hypnosis Hypnosis is a process that leads an individual into a deep state of rest and relaxation that allows him or her to â€Å"release† physical or psychic pain or emotional negativity. It is possible to say that the process takes place through the conscious access of the unconscious mind. While such a statement may sound like double-speak, it is a verifiable and medically-proven means of relaxation, visualization, pain management, and self-awareness. Generally, the medical and psychological literature indicates that there are two primary characteristics of hypnosis. First, is the experience of steadily focusing on a specific â€Å"object. † This is not the Hollywood-created watch swinging back and forth on a chain in front of a person’s eyes. Instead, it may be something as innocuous as the individual’s own hand or painting on the wall of a hypno-therapist’s office. Focusing on a single object allows for a greater inward focus and the ability to ignore distractions. That ability and freedom then allows a person to better understand him/herself and their life. The second characteristic is that hypnosis actually leads to the experience of being relaxed and at ease. Under the best of circumstances, a subject’s body, mind, and emotions reach a natural, balanced state that can best be describes as relaxing, restful, calm, peaceful, and comforting. Like meditation, hypnosis allows a person to experience a clear and focused mind and permits a separation from the necessity of attending to the multitude of extraneous thoughts and concerns that so occupy the consciousness of most people. In this sense, the experience is accurately considered to be a return to a natural and balanced state of being. Such a state of being is generally a rarity in the modern world of information overload and the constant need to â€Å"multi-task† in terms of work, relationships, and even self-care. Hypnosis allows a person to disconnect from the chaos of the world and focus on the inner realities of his or her own consciousness. According to Jackson (1999), hypnotism has many applications in modern day life and researchers have repeatedly proven that therapists using suggestive techniques through hypnosis are able too alleviate pain and change behavior. He explains further that: â€Å"Psychiatrists, medical doctors and psychologists, along with a shadowy brigade of less credentialed practitioners, have used it for more than two centuries in one form or another to treat pain and illness. Since World War II, it has slipped quietly and discreetly into the clinical mainstream, to the point where the American Medical Association, many HMOs and even Medicare now recognize it† (pp. 126) He goes on to note that not only is hypnosis a useful and effective tool in dealing with therapeutic concerns, it is â€Å"employed today in the treatment of a variety of physical and mental afflictions, in combating phobias, in the control of bad habits like smoking and overeating, and in the all-embracing area of ‘performance enhancement’ for strivers ranging from sprinters to stockbrokers. Hypnosis is an idea whose time has come and gone and come again, and this time it appears to be staying† (pp. 126) Larkin (1999) explains further saying that â€Å"there is now evidence of a neurobiological basis for hypnosis† (pp. 386). She then quotes Donald Price of the University of Florida in Gainesville as saying that: â€Å"People think that during hypnosis, the brain goes to sleep. In fact, specific brain areas become activated† (pp. 386). The results of a study utilizing â€Å"positron emission tomography scans† were conducted on volunteers who had been led through a hypnotic relaxation exercise. The study’s results suggested that the â€Å"hypnotic trance state† differs from normal consciousness, and that it expedite the course of hypnotic suggestions. According to Larkin, Price says: â€Å"My idea is that when you’re hypnotized, you experience things automatically, not deliberately. If someone suggests that your arm is raising up, its as if your arm is doing it by itself† (pp. 386). Cowles (1998) explains: â€Å"The preconceptions of scientific, medical, and psychological professionals affecting hypnosis arise within a cognitive schema that details a particular view of the world we experience through our senses. Cognitive schemas create a context in which sensory experiences are organized, classified, and categorized in a systematic way. This allows us to quickly and critically evaluate information and make comparisons† (pp. 357). Considering such a fact helps to explain the hesitancy some people, both therapists and clients, may feel regarding accessing a way of knowing that does not neatly fit into the file marked â€Å"cognitive† or â€Å"literal interpretation. † Hypnosis is a state of focused awareness. It is something everyone in every walk of life has experienced at one time or another, for example the process of waking up or in becoming thoroughly absorbed in a good book. The characteristics of the state vary from person to person; it cannot be pinpointed on an EEG and the experience is different for everyone even though there are common elements. But the fact remains that hypnosis does not have a unique and unmistakable insignia indicating its presence. Altered States of Consciousness and Hypnosis Bancroft (1998) explains that altered states of consciousness can serve to promote psychological growth in a multiple of ways. â€Å"Altered states have the ability to change a persons perspective of themselves. Consciousness tries to be objectified, but it is subjective. By changing one’s internal perceptions reality changes. Altered states provide the means by which the ability to experience a different self-image/concept is available† (altered_states/altered_states. html). This allows a person to potentially manifest new abilities, move beyond limitations from past negative experiences, and break out of socially imposed constraints. Bancroft adds that: â€Å"Altered states can serve as a vehicle for a person to move beyond the confines of logical/rational thought. The ability to perceive a situation from an entirely different viewpoint is known to produce insights, creative solutions, and psychological breakthroughs. Rather than being locked into logical assessments a person can suspend deep seated assumptions (beliefs) through the use of altered states† (altered_states/altered_states. tml). One can address the issue of the value associated in the profession of virtually any form of psychotherapy from both subjective and purely objective viewpoints. It should be noted that the vast majority of those who enter the practice of psychotherapy do so because of their very genuine desire to help other people. Therefore, they are generally willing to ex plore what some may consider as â€Å"alternative† practices, the category hypnotherapy and hypnosis are usually classified under. Far too often, the use of hypnosis in helping people has been damaged by ignorant or unscrupulous practitioners who put ideological and self-promotional goals before the welfare of their patients. The resulting backlash, causes those not involved in the controversy to question the importance or effectiveness of psychotherapy. What the general public needs to understand is that mental health counseling, psychotherapy, and other forms of assistance in dealing with the difficulties associated with daily life are all based on an understanding of conscious and unconscious mental functioning. Clearly, one avenue of that functioning is seen in the process of hypnosis. Spiegel (1998) explains: The hypnotic state is one in which highly focused attention (absorption) is coupled, usually, with physical relaxation, heightened responsiveness to social cues (suggestibility), and an increased capacity to cut off from awareness certain perceptions, memories, and other aspects of consciousness (dissociation). The state can be entered and left in seconds; long-winded inductions and dangling watches are not necessary† (pp. 5). Spiegel (1998) also points out that hypnosis typically occupies an â€Å"unusual place† in that dynamic of understanding of conscious and unconscious experience and reaction and that it is â€Å"sometimes overvalued and sometimes given no respect at all. Both its benefits and its risks have been exaggerated, but hypnosis persists despite excesses of flattery and contempt because of its many clinical uses. It an excellent way to mobilize a patients resources to alter physical sensations, moderate stress reactions and other psychiatric symptoms, and enhance emotional sensitivity† (pp. ). Such a process of alteration then leads to a new way of thinking and a new way of directing intention and attitude that can help break negative patterns of thinking and/or behavior. Certainly, no reputable counselor would suggest that hypnosis is the proverbial â€Å"be all and all. † It is, however, and effective tool and the person who most wants to assist others in their cogniti ve and emotional responses should take full advantage of any tool at their disposal that could help in the process. Being in an altered states can promote psychological growth through the freeing of a passageway for cognitive and emotional expression. It is important to understand that the release of stress, emotional hardships, mental confusion, and negative thoughts is much more easily attainable in an altered state. A person’s dreams present a healthy channel for the expression of unconscious concerns and ideas. And meditation serves as a valuable tool for the expression of one’s spirituality and self-awareness. Therefore, a combination of both dreams and meditation can produce a remarkably advantageous experience for the subject since hypnosis serves as that sort of blend. Mentally (and artificially) constructed barriers may rapidly fade away in an altered state resulting in the always-gratifying experience of interconnection, peace, contentment, and a sense of unity with the universe. Cowles (1998) also believes that hypnosis is often disregarded and undervalued because it cannot be currently explained by natural science or scientific method. He suggests that perception prefigures embodiment and, therefore, creates the power of suggestion. â€Å"As an individuals preconception of hypnosis often makes him or her wary and mistrustful of undergoing the experience, so too, scientific researchers’ preconceptions can prevent professionals from fully accepting the actual observed phenomenal experiences of hypnosis† (pp. 357). Regardless of such a concern, the fact remains that hypnosis can serve as a valuable means by which a therapist and client may work together in a realm that lies outside what would be most often thought of as daily reality and conscious thought. Access to such a different â€Å"channel† of awareness cannot help but assist in the larger processes of people understanding one another and themselves. Conclusion Hypnosis has few downsides other than how it is perceived by many. Baker (1998) makes an extremely valid point when he notes: â€Å"Ultimately, all hypnosis is self-hypnosis. It is a serious misunderstanding to credit hypnotists with special powers or arcane techniques. Hypnotic subjects are always in control of their mental processes. They have made a kind of social contract to comply with the hypnotist’s suggestions, which in effect are merely requests† (pp. ). Hypnosis allows for the greatest possible use of the imagination and encourages a relaxation process that cannot often be equaled in any other framework of consciousness. Baker also comments: â€Å"The legendary psychotherapist Milton Erickson, when asked to provide his definition of hypnosis, responded, It’s concentrating on your tho ughts, values, memories, and beliefs about life. This definition is the simple truth† (pp. 6). In accessing that â€Å"simple truth† both the client and the hypnotist are able to gain a greater understanding of the processes and the motivations of the person under hypnosis. Often, the clarity presented through a hypnotic state allows for an emotional or intellectual breakthrough in understanding that serves to help a person expand beyond whatever constrictions had been holding them back from being more closely aligned with their true nature and more aware of the ideas, attitudes, and beliefs that they most value. BIBLIOGRAPHY Baker, Robert A. (1998, February) A view of hypnosis. Harvard Mental Health Letter, v14 n8, pp. 5(2). Bancroft, Mark (1998) Altered states and psychological growth, EnSpire Press, enspire. com/hypnosis_information_articles/altered_states/altered_states. tml Cowles, Richard S. (1998, July) The magic of hypnosis: is it child’s play? The Journal of Psychology, v132 n4, pp. 357(10). Jackson, Donald Dale (1999, March) You will feel no pain (hypnosis), Smithsonian, v29 i12, p126(1) Larkin, Marilynn (1999, January 30) Hypnosis makes headway in the clinic, The Lancet, v353 i9150, pp. 386(1). Spiegel, David (1998, September) Hypnosi s. Harvard Mental Health Letter, v15 n3, pp. 5(2). _____, (2000, October) Hypnosis: Controlling the pain, controlling your health, Tufts University Health Nutrition Letter, v18 i8, pp. 4.

Compare and contrast Otello and Iago from the play of Sharespare Essay

Compare and contrast Otello and Iago from the play of Sharespare - Essay Example He is a proud man, and he is portrayed as acting out of good intentions, even though he kills his wife out of jealousy because he thinks she has been unfaithful to him. When he realizes what he has done, and that his wife is innocent, he is bitterly sorry and says Othello: â€Å"I kissed thee ere I killed thee: No way but this, Killing myself, to die upon a kiss.† (Othello: Act 5 scene 2.) This emphasis on kissing as betrayal recalls the figure of Judas, one of Jesus Christ’s disciples. Just like Judas, Othello feels that he has no alternative at the end of the play. He has to kill himself because he cannot bear the guilt that he feels because of his actions. This shows that he has absorbed not just the courtly ways of noble Europeans but also the deeper Christian sensibility of that culture. Iago, on the other hand, is a very bad character who enjoys a high status in his own society. Superficially Iago is Christian, but underneath he is manipulative and cynical, obsess ed with wealth and glory rather than any morals or high ideals. It is Iago’s jealousy and hatred which causes him to meddle in Othello’s relationship with Desdemona.

VP candidates Essay Example | Topics and Well Written Essays - 500 words

VP candidates - Essay Example This would result in Medicare going bankrupt by 2016, and this shows that they do not want to preserve Medicare at all. Biden claims that their new plan will be called voucher care. Biden then continues to attack Republicans by putting down their idea of needing to act now. They want to reduce the national debt, but they have rejected all proposals brought forward by the Democrats. Biden finishes on the same theme of courage by saying that the Republican plan is not courage and it is not fair. Joe Biden seems to be Obama’s attack dog in that all he ever does is come out and criticize Republicans. This speech showed that he did not offer any way forward and only dismissed the Republicans’ claims. Paul Ryan begins by saying that American values remain as strong as they were during the days of the founding fathers. He also says that Republicans’ rights come from nature and god and not from government. Going back to his theme of the founding fathers, Ryan says that the nation’s founding father secured these rights and it is up to people today to uphold those ideals. Ryan also says that we have the right to choose our own leaders. Something interesting that he says is that he refers to â€Å"you,† which is something that Biden did not do when speaking. Other values that Ryan talks about include leadership and responsibility. A stark contrast is made over the issues of America’s founding principles. Ryan says that Republicans will reapply the founding principles while, without referring to them by name, Ryan says that the Democrats will replace America’s founding principles. Ryan uses repetition at one stage to get a point across (he repeats the words ‘we can do this’ over and over again). Ryan then makes an appeal for everyone to work together to build a better future, and he says that Romney and himself will do just that. Paul Ryan came across as a

Congo River In Heart of Darkness Essay Example for Free

Congo River In Heart of Darkness Essay The Meaning of the Congo River for Marlow, the journey on the Congo River is one of the most difficult and ominous journeys he will ever take. The fact that it takes him around and not completely into the jungle is significant of Marlows psychological journey as well. He never really goes on land but watches the shore from the outside. The only time he goes on shore he finds a wasteland. For Marlow the jungle of the Congo is representative of evil that man is capable of. In Heart of Darkness, it seems that the further Marlow travels into the jungle, the deeper he looks into himself. All this time is spent on the Congo River as he looks from the outside. This is symbolic as he is looking at his soul from the outside but never really sees himself until he goes on land to get Kurtz. When he arrives on land is symbolic of when he looks the deepest into himself. He goes to find Kurtz on his deathbed and is given he choice to take over for him as a god among an African tribe. Marlow is faced with the ultimate choice between good and evil. For a moment it is uncertain what choice Marlow will make. But, unlike Kurtz, Marlow picks the good over evil, as he rescues Kurtz back to the steamer. The fact that Marlow sailed along the Congo River, around the jungle, and not actually into the jungle is an important symbol also. Marlow never walks the path that Kurtz did to self-destruction. He went around the jungle to avoid getting captured by evil. Kurtz was a decent Englishman until he gave into the desires of his heart of darkness. Kurtz spent all his time in the jungle and eventually forgot all of his self-control, manners, and upbringing. He truly looked in the deepest part of himself and found that his evil desires would reign. This is symbolic because he was deep inside the jungle. In this respect Conrad uses to men to show the reader both the good and bad of humankind. He shows the true evil and good that man is capable of If proper restraints had been there would Kurtz have done things differently? The fact that no one was around to keep Kurtz in check helped him succeed in becoming capable of the immense evil he became. Marlow had his shipmates there to keep him responsible. When he left the steamboat there wasnt anyone to restrain Marlow. He was face to face with himself and his human desires, but as he looked at Kurtz and what the evil had done to him he saw the consequences of choosing evil. If Marlow hadnt seen the consequences would he have acted differently? In the beginning of the novel, Marlow talks of things as if they are happening far away from him and not actually happening close by which represents that he is on the outside looking in. He also talks about a fog that settles over the river. This fog represents a distortion of what lies ahead. As he makes his decisions based on what he thinks is right but really he has no idea of what will happen to him or his crew. As the novel progresses the reader will start to understand all of these themes and symbols that the Congo River represents. It represents the shedding of layers of the soul and taking a look into the desires of the heart. By the end it seams as though the reader has taken a look into their own soul to find out what ultimately dominates them. Will they find themselves to be a Marlow; a person who exercises their capacity for good, or will they find themselves to be a Kurtz; a person capable of an immense heart of darkness?

Invisible Man Essay: Puppet or Puppeteer? :: Invisible Man Essays

Invisible Man: Puppet or Puppeteer? Â   Â   One could argue that we are all merely puppets, or dolls, doomed to dance by invisible strings - never realizing who pulls the strings. Ralph Ellison's novel, The Invisible Man is fraught with images of dolls as if to constantly reminded the reader that no one is in complete control of their life. Â   The first example of doll imagery comes very early in the novel with the Battle Royal scene. The nude, blonde woman is described as having hair "that was yellow like that of a circus kewpie doll" (19). Ellison draws a very strong connection between the plight of the Negro man and the white woman. The fact that they are both shown as puppets or dolls in the work is no coincidence. The woman and the African are merely show pieces for the white men in the novel. Â   Tod Clifton's dancing Sambo dolls are the most striking example of doll imagery. This small tissue paper doll has the capability to completely change the Invisible Man. When he sees that the powerful and enigmatic Clifton is the one hawking the abominable dolls, the narrator is so filled with humiliation and rage that he spits upon the dancing figure. But what is it that has caused this surging of fury? It is Tod Clifton and not the narrator who has degraded himself to such a base level. However, it is our narrator's sudden comprehension of his own situation that causes his wrath. The line "For a second our eyes met and he gave me a contemptuous smile" (433) illustrates this moment of realization for our narrator. It shows the reader that Tod Clifton was aware of his position as a puppet all along and chooses to enlighten the narrator at this particular point in the novel. Â   The Invisible Man recognizes that all his life he's been a slave and a puppet to others. Whether those others were Bledsoe, his grandfather, or the brotherhood is irrelevant, but there has always been and imperceptible string attached to him governing everything he does. Not only a string but his own physical characteristics echo those of the grotesque Sambo dolls. Â   It's cardboard hands were clenched into fists. The fingers outlined in orange paint, and I noticed that it had two faces, one on either side of the disks of cardboard, and both grinning.

Customer Value Propositions in Business Markets

Customer Value Propositions in Business Markets by JAMES C. ANDERSON, JAMES A. NARUS, AND WOUTER VAN ROSSUM Under pressure to keep costs down, customers may only look at price and not listen to your sales pitch. Help them understand – and believe in – the superior value of your offerings. â€Å"CUSTOMER VALUE PROPOSITION† has become one of the most widely used terms in business markets in recent years. Yet our management-practice research reveals that there is no agreement as to what constitutes a customer value proposition – or what makes one persuasive. Moreover, we ? d that most value propositions make claims of savings and bene? ts to the customer without backing them up. An offering may actually provide superior value – but if the supplier doesn’t demonstrate and document that claim, a customer manager will likely dismiss it as marketing puffery. Customer managers, increasingly held accountable for reducing costs, don’t have the l uxury of simply believing suppliers’ assertions. PETER HOEY march 2006 91 C u s t o m e r Va l u e P ro p o s i t i o n s i n B u s i n e s s M a r ke t s Take the case of a company that makes integrated circuits (ICs).It hoped to supply 5 million units to an electronic device manufacturer for its next-generation product. In the course of negotiations, the supplier’s salesperson learned that he was competing against a company whose price was 10 cents lower per unit. The customer asked each salesperson why his company’s offering was superior. This salesperson based his value proposition on the service that he, personally, would provide. Unbeknownst to the salesperson, the customer had built a customer value model, which found that the company’s offering, though 10 cents higher in price per IC, was actually worth 15. cents more. The electronics engineer who was leading the development project had recommended that the purchasing manager buy those ICs, even a t the higher price. The service was, indeed, worth something in the model–but just 0. 2 cents! Unfortunately, the salesperson had overlooked the two elements of his company’s IC offering that were most valuable to the customer, evidently unaware how much they were worth to that customer and, objectively, how superior they made his company’s offering to that of the competitor. Not surprisingly,We conducted management-practice research over the past two years in Europe and the United States to understand what constitutes a customer value proposition and what makes one persuasive to customers. One striking discovery is that it is exceptionally dif? cult to ? nd examples of value propositions that resonate with customers. Here, drawing on the best practices of a handful of suppliers in business markets, we present a systematic approach for developing value propositions that are meaningful to target customers and that focus suppliers’ efforts on creating super ior value.Three Kinds of Value Propositions We have classi? ed the ways that suppliers use the term â€Å"value proposition†into three types: all bene? ts, favorable points of difference, and resonating focus. (See the exhibit â€Å"Which Alternative Conveys Value to Customers? †) All bene? ts. Our research indicates that most managers, when asked to construct a customer value proposition, simply list all the bene? ts they believe that their Customer managers, increasingly held accountable for reducing costs, don’t have the luxury of simply believing suppliers’ assertions. hen push came to shove, perhaps suspecting that his service was not worth the difference in price, the salesperson offered a 10-cent price concession to win the business – consequently leaving at least a half million dollars on the table. Some managers view the customer value proposition as a form of spin their marketing departments develop for advertising and promotional copy. T his shortsighted view neglects the very real contribution of value propositions to superior business performance. Properly constructed, they force companies to rigorously focus on what their offerings are really worth to their customers.Once companies become disciplined about understanding customers, they can make smarter choices about where to allocate scarce company resources in developing new offerings. offering might deliver to target customers. The more they can think of, the better. This approach requires the least knowledge about customers and competitors and, thus, the least amount of work to construct. However, its relative simplicity has a major potential drawback: bene? t assertion. Managers may claim advantages for features that actually provide no bene? to target customers. Such was the case with a company that sold highperformance gas chromatographs to R&D laboratories in large companies, universities, and government agencies in the Benelux countries. One feature of a particular chromatograph allowed R&D lab customers to maintain a high degree of sample integrity. Seeking growth, the company began to market the most basic model of this chromatograph to a new segment: commercial laboratories. In initial meetings with prospective customers, the ? rm’s James C. Anderson is the William L.Ford Distinguished Professor of Marketing and Wholesale Distribution at Northwestern’s Kellogg School of Management in Evanston, Illinois; the Irwin Gross Distinguished ISBM Research Fellow at the Institute for the Study of Business Markets in University Park, Pennsylvania; and a visiting research professor at the School of Business, Public Administration, and Technology at the University of Twente, the Netherlands. James A. Narus is a professor of business marketing at the Babcock Graduate School of Management at Wake Forest University in Charlotte, North Carolina.Wouter van Rossum is a professor of commercial and strategic management at the School of Business, Public Administration, and Technology at the University of Twente. 92 harvard business review C u s t o m e r Va l u e P ro p o s i t i o n s i n B u s i n e s s M a r ke t s Which Alternative Conveys Value to Customers? Suppliers use the term â€Å"value proposition† three different ways. Most managers simply list all the bene? ts they believe that their offering might deliver to target customers. The more they can think of, the better.Some managers do recognize that the customer has an alternative, but they often make the mistake of assuming that favorable points of difference must be valuable for the customer. Best-practice suppliers base their value proposition on the few elements that matter most to target customers, demonstrate the value of this superior performance, and communicate it in a way that conveys a sophisticated understanding of the customer’s business priorities. VALUE PROPOSITION: ALL BENEFITS FAVORABLE POINTS OF DIFFERENCE All favorable po ints of difference a market offering has relative to the next best alternativeRESONATING FOCUS Consists of: All bene? ts customers receive from a market offering The one or two points of difference (and, perhaps, a point of parity) whose improvement will deliver the greatest value to the customer for the foreseeable future Answers the customer question: â€Å"Why should our ? rm purchase your offering? † â€Å"Why should our ? rm purchase your offering instead of your competitor’s? † â€Å"What is most worthwhile for our ? rm to keep in mind about your offering? † Requires: Knowledge of own market offering Knowledge of own market offering and next best alternativeKnowledge of how own market offering delivers superior value to customers, compared with next best alternative Has the potential pitfall: Bene? t assertion Value presumption Requires customer value research salespeople touted the bene? ts of maintaining sample integrity. Their prospects scoffed a t this bene? t assertion, stating that they routinely tested soil and water samples, for which maintaining sample integrity was not a concern. The supplier was taken aback and forced to rethink its value proposition. Another pitfall of the all bene? ts value proposition is that many, even most, of the bene? s may be points of parity with those of the next best alternative, diluting the effect of the few genuine points of difference. Managers need to clearly identify in their customer value propositions which elements are points of parity and which are points of difference. (See the exhibit â€Å"The Building Blocks of a Successful Customer Value Proposition. †) For example, an international engineering consultancy was march 2006 bidding for a light-rail project. The last chart of the company’s presentation listed ten reasons why the municipality should award the roject to the ? rm. But the chart had little persuasive power because the other two ? nalists could make mos t of the same claims. Put yourself, for a moment, in the place of the prospective client. Suppose each ? rm, at the end of its presentation, gives ten reasons why you ought to award it the project, and the lists from all the ? rms are almost the same. If each ? rm is saying essentially the same thing, how do you make a choice? You ask each of the ? rms to give a ? nal, best price, and then you award the project to the ? rm that gives the largest price concession.Any distinctions that do exist have been overshadowed by the ? rms’ greater sameness. 93 C u s t o m e r Va l u e P ro p o s i t i o n s i n B u s i n e s s M a r ke t s Favorable points of difference. The second type of value proposition explicitly recognizes that the customer has an alternative. The recent experience of a leading industrial gas supplier illustrates this perspective. A customer sent the company a request for proposal stating that the two or three suppliers that could demonstrate the most persuasive v alue propositions would be invited to visit the customer to discuss and re? e their proposals. After this meeting, the customer would select a sole supplier for this business. As this example shows, â€Å"Why should our ? rm purchase your offering instead of your competitor’s? † is a more pertinent question than â€Å"Why should our ? rm purchase your offering? † The ? rst question focuses suppliers on differentiating their offerings from the next best alternative, a process that requires detailed knowledge of that alternative, whether it be buying a competitor’s offering or solving the customer’s problem in a different way.Knowing that an element of an offering is a point of difference relative to the next best alternative does not, however, convey the value of this difference to target customers. Furthermore, a product or service may have several points of difference, complicating the supplier’s understanding of which ones deliver the grea test value. Without a detailed understanding of the customer’s requirements and preferences, and what it is worth to ful? ll them, suppliers may stress points of difference that deliver relatively little value to the target customer. Each of these can lead to the pitfall of value presumption: assuming that favorable points f difference must be valuable for the customer. Our opening anecdote about the IC supplier that unnecessarily discounted its price exempli? es this pitfall. Resonating focus. Although the favorable points of difference value proposition is preferable to an all bene? ts proposition for companies crafting a consumer value proposition, the resonating focus value proposition should be the gold standard. This approach acknowledges that the managers who make purchase decisions have major, ever-increasing levels of responsibility and often are pressed for time.They want to do business with suppliers that fully grasp critical issues in their business and deliver a customer value proposition that’s simple yet powerfully captivating. Suppliers can provide such a customer value proposition by making their offerings superior on the few elements that matter most to target customers, demonstrating and documenting the value of this superior performance, and communicating it in a way that conveys a sophisticated understanding of the customer’s business priorities. This type of proposition differs from favorable points of difference in two signi? cant respects.First, more is not better. Although a supplier’s offering may possess several favorable points of difference, the resonating focus proposition steadfastly concentrates on the one or two points 94 of difference that deliver, and whose improvement will continue to deliver, the greatest value to target customers. To better leverage limited resources, a supplier might even cede to the next best alternative the favorable points of difference that customers value least, so that th e supplier can concentrate its resources on improving the one or two points of difference customers value most.Second, the resonating focus proposition may contain a point of parity. This occurs either when the point of parity is required for target customers even to consider the supplier’s offering or when a supplier wants to counter customers’ mistaken perceptions that a particular value element is a point of difference in favor of a competitor’s offering. This latter case arises when customers believe that the competitor’s offering is superior but the supplier believes its offerings are comparable–customer value research provides empirical support for the supplier’s assertion.To give practical meaning to resonating focus, consider the following example. Sonoco, a global packaging supplier headquartered in Hartsville, South Carolina, approached a large European customer, a maker of consumer packaged goods, about redesigning the packaging T he Building Blocks of a Successful Customer Value Proposition A supplier’s offering may have many technical, economic, service, or social bene? ts that deliver value to customers – but in all probability, so do competitors’ offerings. Thus, the essential question is, â€Å"How do these value elements compare with those of the next best alternative? We’ve found that it’s useful to sort value elements into three types. Points of parity are elements with essentially the same performance or functionality as those of the next best alternative. Points of difference are elements that make the supplier’s offering either superior or inferior to the next best alternative. Points of contention are elements about which the supplier and its customers disagree regarding how their performance or functionality compares with those of the next best alternative.Either the supplier regards a value element as a point of difference in its favor, while the custom er regards that element as a point of parity with the next best alternative, or the supplier regards a value element as a point of parity, while the customer regards it as a point of difference in favor of the next best alternative. harvard business review C u s t o m e r Va l u e P ro p o s i t i o n s i n B u s i n e s s M a r ke t s for one of its product lines. Sonoco believed that the customer would pro? from updated packaging, and, by proposing the initiative itself, Sonoco reinforced its reputation as an innovator. Although the redesigned packaging provided six favorable points of difference relative to the next best alternative, Sonoco chose to emphasize one point of parity and two points of difference in what it called its distinctive value proposition (DVP). The value proposition was that the redesigned packaging would deliver signi? cantly greater manufacturing ef? ciency in the customer’s ? l lines, through higher-speed closing, and provide a distinctive look that consumers would ? nd more appealing – all for the same price as the present packaging. Sonoco chose to include a point of parity in its value proposition because, in this case, the customer would not even consider a packaging redesign if the price went up. The ? rst point of difference in the value proposition (increased ef? ciency) delivered cost savings to the customer, allowing it to move from a seven-day, three-shift production schedule during peak times to a ? e-day, two-shift operation. The second point of difference delivered an advantage at the consumer level, helping the customer to grow its revenues and pro? ts incrementally. In persuading the customer to change to the redesigned packaging, Sonoco did not neglect to mention the other favorable points of difference. Rather, it chose to place much greater emphasis on the two points of difference and the one point of parity that mattered most to the customer, thereby delivering a value proposition with resonating focu s.Stressing as a point of parity what customers may mistakenly presume to be a point of difference favoring a competitor’s offering can be one of the most important parts of constructing an effective value proposition. Take the case of Intergraph, an Alabama-based provider of engineering software to engineering, procurement, and construction ? rms. One software product that Intergraph offers, SmartPlant P&ID, enables customers to de? ne ? ow processes for valves, pumps, and piping within plants they are designing and generate piping and instrumentation diagrams (P&ID).Some prospective customers wrongly presume that SmartPlant’s drafting performance would not be as good as that of the next best alternative, because the alternative is built on computer-aided design (CAD), a better-known drafting tool than the relational database platform on which SmartPlant is built. So Intergraph tackled the perception head on, gathering data from reference customers to substantiate tha t this point of contention was actually a point of parity. march 2006 Here’s how the company played it.Intergraph’s resonating focus value proposition for this software consisted of one point of parity (which the customer initially thought was a point of contention), followed by three points of difference: Point of parity: Using this software, customers can create P&ID graphics (either drawings or reports) as fast, if not faster, as they can using CAD, the next best alternative. Point of difference: This software checks all of the customer’s upstream and downstream data related to plant assets and procedures, using universally accepted engineering practices, company-speci? c rules, and project- or process-speci? rules at each stage of the design process, so that the customer avoids costly mistakes such as missing design change interdependencies or, worse, ordering the wrong equipment. Point of difference: This software is integrated with upstream and downstream tasks, such as process simulation and instrumentation design, thus requiring no reentry of data (and reducing the margin for error). Point of difference: With this software, the customer is able to link remote of? ces to execute the project and then merge the pieces into a single deliverable database to hand to its customer, the facility owner.Resonating focus value propositions are very effective, but they’re not easy to craft: Suppliers must undertake 95 C u s t o m e r Va l u e P ro p o s i t i o n s i n B u s i n e s s M a r ke t s customer value research to gain the insights to construct them. Despite all of the talk about customer value, few suppliers have actually done customer value research, which requires time, effort, persistence, and some creativity. But as the best practices we studied highlight, thinking through a resonating focus value proposition disciplines a company to research its customers’ businesses enough to help solve their problems.As the exper ience of a leading resins supplier amply illustrates, doing customer value research pays off. (See the sidebar â€Å"Case in Point: Transforming a Weak Value Proposition. †) savings from reduced power usage that a customer would gain by using a Rockwell Automation motor solution instead of a competitor’s comparable offering: Power Reduction = [kW spent number of operating hours per Cost Savings year $ per kW hour number of years system solution in operation] Competitor Solution ? [kW spent number of operating hours per year $ per kW hour number of years system solution in operation] Rockwell Automation SolutionSubstantiate Customer Value Propositions In a series of business roundtable discussions we conducted in Europe and the United States, customer managers reported that â€Å"We can save you money! † has become almost a generic value proposition from prospective suppliers. But, as one participant in Rotterdam wryly observed, most of the suppliers were telling â€Å"fairy tales. † After he heard a pitch from a prospective supplier, he would follow up with a series of questions to determine whether the supplier had the people, processes, tools, and experience to actually save his ? m money. As often as not, they could not really back up the claims. Simply put, to make customer value propositions persuasive, suppliers must be able to demonstrate and document them. Value word equations enable a supplier to show points of difference and points of contention relative to the next best alternative, so that customer managers can easily grasp them and ? nd them persuasive. A value word This value word equation uses industry-speci? c terminology that suppliers and customers in business markets rely on to communicate precisely and ef? iently about functionality and performance. Demonstrate Customer Value in Advance Prospective customers must see convincingly the cost savings or added value they can expect from using the supplier’s off ering instead of the next best alternative. Best-practice suppliers, such as Rockwell Automation and precision-engineering and manufacturing ? rm Nijdra Groep in the Netherlands, use value case histories to demonstrate this. Value case histories document the cost savings or added value that reference customers have actually received from their use of the supplier’s market offering.Another way that best-practice ? rms, such as Pennsylvania-based GE Infrastructure Water & Process Technologies (GEIW&PT) and SKF USA, show the value of their offerings to prospective customers in advance is Some best-practice suppliers are even willing to guarantee a certain amount of savings before a customer signs on. equation expresses in words and simple mathematical operators (for example, + and ? ) how to assess the differences in functionality or performance between a supplier’s offering and the next best alternative and how to convert those differences into dollars.Best-practice ? rm s like Intergraph and, in Milwaukee, Rockwell Automation use value word equations to make it clear to customers how their offerings will lower costs or add value relative to the next best alternatives. The data needed to provide the value estimates are most often collected from the customer’s business operations by supplier and customer managers working together, but, at times, data may come from outside sources, such as industry association studies.Consider a value word equation that Rockwell Automation used to calculate the cost 96 through value calculators. These customer value assessment tools typically are spreadsheet software applications that salespeople or value specialists use on laptops as part of a consultative selling approach to demonstrate the value that customers likely would receive from the suppliers’ offerings. When necessary, best-practice suppliers go to extraordinary lengths to demonstrate the value of their offerings relative to the next best alte rnatives.The polymer chemicals unit of Akzo Nobel in Chicago recently conducted an on-site two-week pilot on a production reactor at a prospective customer’s facility to gather data ? rsthand on the performance of its high-purity metal organics offering relative to the next best alternative in producing compound semiconductor wafers. Akzo Nobel paid this harvard business review C u s t o m e r Va l u e P ro p o s i t i o n s i n B u s i n e s s M a r ke t s prospective customer for these two weeks, in which each day was a trial because of daily considerations such as output and maintenance.Akzo Nobel now has data from an actual production machine to substantiate assertions about its product and anticipated cost savings, and evidence that the compound semiconductor wafers produced are as good as or better than those the customer currently grows using the next best alternative. To let its prospective clients’ customers verify this for themselves, Akzo Nobel brought them sample wafers it had produced for testing. Akzo Nobel combines this point of parity with two points of difference: signi? cantly lower energy costs for conversion and signi? antly lower maintenance costs. Document Customer Value Demonstrating superior value is necessary, but this is no longer enough for a ? rm to be considered a best-practice company. Suppliers also must document the cost savings and incremental pro? ts (from additional revenue gener- ated) their offerings deliver to the companies that have purchased them. Thus, suppliers work with their customers to de? ne how cost savings or incremental pro? ts will be tracked and then, after a suitable period of time, work with customer managers to document the results.They use value documenters to further re? ne their customer value models, create value case histories, enable customer managers to get credit for the cost savings and incremental pro? ts produced, and (because customer managers know that the supplier is willing to return later to document the value received) enhance the credibility of the offering’s value. A pioneer in substantiating value propositions over the past decade, GEIW&PT documents the results provided to customers through its value generation planning (VGP) process and tools, which enable its ? ld personnel to understand customers’ businesses and to plan, execute, and document projects that have the highest value impact for its customers. An online tracking tool allows GEIW&PT and customer managers to easily monitor the Case in Point: Transforming a Weak Value Proposition A leading supplier of specialty resins used in architectural coatings – such as paint for buildings – recognized that its customers were coming under pressure to comply with increasingly strict environmental regulations. At the same time, the supplier reasoned, no coating manufacturer would want to sacri? e performance. So the resins supplier developed a new type of highperformance resi ns that would enable its customers to comply with stricter environmental standards – albeit at a higher price but with no reduction in performance. In its initial discussions with customers who were using the product on a trial basis, the resins supplier was surprised by the tepid reaction it received, particularly from commercial managers. They were not enthusiastic about the sales prospects for higher-priced coatings with commercial painting contractors, the primary target market.They would not, they said, move to the new resin until regulation mandated it. Taken aback, the resins supplier decided to conduct customer value research to better understand the requirements and preferences of its customers’ customers and how the performance of the new resin would affect their total cost of doing business. The resins supplier went so far as to study the requirements and preferences of the commercial painting contractors’ customers – building owners. The suppl ier conducted a series of focus groups and ? eld tests with painting contractors to gather data.The performance on primary customer requirements – such as coverage, dry time, and durability – was studied, and customers were asked to make performance trade-offs and indicate their willingness to pay for coatings that delivered enhanced performance. The resins supplier also joined a commercial painting contractor industry association, enrolled managers in courses on how contractors are taught to estimate jobs, and trained the staff to work with the job-estimation software used by painting contractors. Several insights emerged from this customer value research.Most notable was the realization that only 15% of a painting contractor’s costs are the coatings; labor is by far the largest cost component. If a coating could provide greater productivity – for example, a faster drying time that allowed two coats to be applied during a single eight-hour shift – contractors would likely accept a higher price. The resins supplier retooled its value proposition from a single dimension, environmental regulation compliance, to a resonating focus value proposition where environmental compliance played a signi? cant but minor part.The new value proposition was â€Å"The new resin enables coatings producers to make architectural coatings with higher ? lm build and gives the painting contractors the ability to put on two coats within a single shift, thus increasing painter productivity while also being environmentally compliant. † Coatings customers enthusiastically accepted this value proposition, and the resins supplier was able to get a 40% price premium for its new offering over the traditional resin product. march 2006 97 C u s t o m e r Va l u e P ro p o s i t i o n s i n B u s i n e s s M a r ke t s xecution and documented results of each project the company undertakes. Since it began using VGP in 1992, GEIW&PT has documented more th an 1,000 case histories, accounting for $1. 3 billion in customer cost savings, 24 billion gallons of water conserved, 5. 5 million tons of waste eliminated, and 4. 8 million tons of air emissions removed. As suppliers gain experience documenting the value provided to customers, they become knowledgeable about how their offerings deliver superior value to customers and even how the value delivered varies across ation can submit NPI requests whenever they have an inventive idea for a customer solution that they believe would have a large value impact but that GEIW&PT presently does not offer. Industry marketing managers, who have extensive industry expertise, then perform scoping studies to understand the potential of the proposed products to deliver signi? cant value to segment customers. They create business cases for the proposed product, which are â€Å"racked and stacked† for review. The senior management team of GEIW&PT sort through aBest-practice suppliers make sure the ir people know how to identify what the next value propositions ought to be. kinds of customers. Because of this extensive and detailed knowledge, they become con? dent in predicting the cost savings and added value that prospective customers likely will receive. Some best-practice suppliers are even willing to guarantee a certain amount of savings before a customer signs on. A global automotive engine manufacturer turned to Quaker Chemical, a Pennsylvania-based specialty chemical and management services ? m, for help in signi? cantly reducing its operating costs. Quaker’s team of chemical, mechanical, and environmental engineers, which has been meticulously documenting cost savings to customers for years, identi? ed potential savings for this customer through process and productivity improvements. Then Quaker implemented its proposed solution – with a guarantee that savings would be ? ve times more than what the engine manufacturer spent annually just to purchase cool ant. In real numbers, that meant savings of $1. 4 million a year.What customer wouldn’t ? nd such a guarantee persuasive? large number of potential initiatives competing for limited resources. The team approved Panichella’s initiative, which led to the development of a new offering that provided re? nery customers with documented cost savings amounting to ? ve to ten times the price they paid for the offering, thus realizing a compelling value proposition. Sonoco, at the corporate level, has made customer value propositions fundamental to its business strategy. Since 2003, its CEO, Harris DeLoach, Jr. and the executive committee have set an ambitious growth goal for the ? rm: sustainable, double-digit, pro? table growth every year. They believe that distinctive value propositions are crucial to support the growth initiative. At Sonoco, each value proposition must be: †¢ Distinctive. It must be superior to those of Sonoco’s competition. †¢ Measurable. A ll value propositions should be based on tangible points of difference that can be quanti? ed in monetary terms. †¢ Sustainable. Sonoco must be able to execute this value proposition for a signi? ant period of time. Unit managers know how critical DVPs are to business unit performance because they are one of the ten key metrics on the managers’ performance scorecard. In senior management reviews, each unit manager presents proposed value propositions for each target market segment or key customer, or both. The managers then receive summary feedback on the value proposition metric (as well as on each of the nine other performance metrics) in terms of whether their proposals can lead to pro? table growth.In addition, Sonoco senior management tracks the relationship between business unit value propositions and business unit performance – and, year after year, has concluded that the emphasis on DVPs has made a signi? cant contribution toward sustainable, double-digit, profitable growth. harvard business review Superior Business Performance We contend that customer value propositions, properly constructed and delivered, make a signi? cant contribution to business strategy and performance. GE Infrastructure Water & Process Technologies’ recent development of a new service offering to re? ery customers illustrates how general manager John Panichella allocates limited resources to initiatives that will generate the greatest incremental value for his company and its customers. For example, a few years ago, a ? eld rep had a creative idea for a new product, based on his comprehensive understanding of re? nery processes and how re? neries make money. The ? eld rep submitted a new product introduction (NPI) request to the hydrocarbon industry marketing manager for further study. Field reps or anyone else in the organi98 C u s t o m e r Va l u e P ro p o s i t i o n s i n B u s i n e s s M a r ke t sBest-practice suppliers recognize that construct ing and substantiating resonating focus value propositions is not a onetime undertaking, so they make sure their people know how to identify what the next value propositions ought to be. Quaker Chemical, for example, conducts a value-proposition training program each year for its chemical program managers, who work on-site with customers and have responsibility for formulating and executing customer value propositions. These managers ? rst review case studies from a variety of industries Quaker serves, where their peers have executed savings projects and quanti? d the monetary savings produced. Competing in teams, the managers then participate in a simulation where they interview â€Å"customer managers† to gather information needed to devise a proposal for a customer value proposition. The team that is judged to have the best proposal earns â€Å"bragging rights,† which are highly valued in Quaker’s competitive culture. The training program, Quaker believes, he lps sharpen the skills of chemical program managers to identify savings projects when they return to the customers they are serving. As the ? al part of the training program, Quaker stages an annual real-world contest where the chemical program managers have 90 days to submit a proposal for a savings project that they plan to present to their customers. The director of chemical management judges these proposals and provides feedback. If he deems a proposed project to be viable, he awards the manager with a gift certi? cate. Implementing these projects goes toward ful? lling Quaker’s guaranteed annual savings commitments of, on average, $5 million to $6 million a year per customer.Each of these businesses has made customer value propositions a fundamental part of its business strategy. Drawing on best practices, we have presented an approach to customer value propositions that businesses can implement to communicate, with resonating focus, the superior value their offerings pr ovide to target market segments and customers. Customer value propositions can be a guiding beacon as well as the cornerstone for superior business performance. Thus, it is the responsibility of senior management and general management, not just marketing management, to ensure that their customer value propositions are just that.Reprint R0603F; HBR OnPoint 3544 To order, see page 151. P VEY . C. â€Å"What we need are some fresh new ideas. 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