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After completion of the case study, students will be able to appreciate the challenges in managing a pharma sales team by learning the nuances of business hygiene, learn how new managers taking over a pharma sales team analyze data of a sales territory by balancing both quantitative and qualitative factors, evaluate the challenges of performance management of sales teams and balancing the expectations of various stakeholders, understand the approach of sales and effort hygiene – correlating data points that may not be directly connected but have a dependency and learn to forecast and build a business projection

Innov-Health’s dermatology (skin and hair) division in West Bengal, an Eastern state of India, recently hired Pradeep Vir as the area business manager. Innov-Health, a leading 100-year-old global healthcare player, was headquartered in the USA, with categories spanning oncology, immunology, neurosciences, metabolic, dermatology and pain management. Its brand Acnend, an acne cream, the only product in the division, was a market leader in India. Acnend required doctors’ prescriptions to be bought and was sold by pharmacies via distributors. In India, Acnend was doing well at the end of the first quarter (January–March) of 2022 in a highly competitive product category. Vir had just joined the West Bengal territory with four major cities, each with a district manager (DM). The position had been vacant for the past three months, but the DMs had done well in their sales performance for Quarter 1. All of them had achieved their targets, so Quarter 2, when he joined, started on a high note. But Salil Govind, the regional sales manager, his boss, was very concerned that a territory that had no manager had been consistently doing so well. He was concerned that the territory had far greater potential than the Quarter 1 projections had laid out. Govind now wanted Vir to re-work the Quarter 2 projections of West Bengal on priority since April had already begun. As Vir started working on the data, he was perplexed. While at a very obvious level, all four DMs were outperforming, there were gaps in varying degrees in the effort levels of each. The cumulative key performance indicators such as inventory, call average and doctor coverage and the data essentials for business hygiene[1] were worrisome and needed to be addressed. In addition, the doctor coverage, resulting in conversion, left a lot to be desired. However, he was conscious that he was new to the organization and would have to tread carefully. He wanted to do well. Vir got down to analyzing and taking action.

This case study is suitable for use in graduate-level management programs. It can be useful in courses such as sales management, marketing strategy and marketing analytics. The case study is also well suited to introducing students to the basics of sales, sales productivity, territory management, managing a team and business forecasting. The case study provides students a step-by-step understanding of business hygiene, and how just looking at overall sales numbers may not be conclusive, but a deep dive into effort and productivity is far more useful for forecasting.

Teaching notes are available for educators only.

CSS 8: Marketing.

This paper introduces the problematic of the SBP modeling. Our objective is to provide a conceptual analysis related to the concept of SBP. This facilitates, on the one hand, easier understanding by business analysts and end-users, and one the other hand, the integration of the new specific concepts relating to the SBP/BPM-KM domains into the BPMN meta-model (OMG, 2013).

We propose a rigorous characterization of SBP (Sensitive Business Processes) (which distinguishes it from classic, structured and conventional BPs). Secondly, we propose a multidimensional classification of SBP modeling aspects and requirements to develop expressive, comprehensive and rigorous models. Besides, we present an in-depth study of the different modeling approaches and languages, in order to analyze their expressiveness and their abil-ity to perfectly and explicitly represent the new specific requirements of SBP modeling. In this study, we choose the better one positioned nowadays, BPMN 2.0, as the best suited standard for SBP representation. Finally, we propose a semantically rich conceptualization of a SBP organized in core ontology.

We defined a rigorous conceptual specification for this type of BP, organized in a multi-perspective formal ontology, the Core Ontology of Sensitive Business Processes (COSBP). This reference ontology will be used to define a generic BP meta-model (BPM4KI) further specifying SBPs. The objective is to obtain an enriched consensus modeling covering all generic concepts, semantic relationships and properties needed for the exploitation of SBPs, known as core modeling.

This paper introduces the problem of conceptual analysis of SBPs for (crucial) knowledge identification and management. These processes are highly complex and knowledge-intensive. The originality of this contribution lies in the multi-dimensional approach we have adopted for SBP modeling as well as the definition of a Core Ontology of Sensitive Business Processes (COSBP) which is very useful to extend the BPMN notation for knowledge management.

This study aims to support the global initiatives that advocate for ensuring healthy lives and promoting well-being for everyone, regardless of age, while allowing people to stay at their homes as long as they desire. The built environment (BE) plays a crucial role in achieving this, but in some countries, such as the UK, the housing stock has been found to require extensive adaptations to support resident’s health and well-being. While much research has been done on care provisions and later living housing, these solutions are unsuitable for low-population density areas (LPDAs).

The study is encompassed by investigations around a systematic product development guided by the Double-Diamond Design Framework. This research focused on the “Discovery” phase, which involved online in-depth interviews, incorporating elements from the Human-Activity-Space-Technology Model, supplemented by an interactive board to discover key activities, elements and actors involved in supporting strategies for ageing in place.

This paper presents strategies to help people age in place, focusing on LPDAs. The interventions identified in this paper encompass fundamental elements such as layout design and smart home technologies.

The results provide contextualised BE interventions applicable to creating age-friendly communities, focusing on house design and service delivery from a product design approach.

This paper aims to describe a response to the needs of mental health workers (MHWs) in India during COVID-19 pandemic, through an online training program on trauma-informed intervention and care.

A four-module online training program was developed. Two modules were aimed to bridge the knowledge gap on trauma for MHWs, so that they could effectively address the associated symptoms of fear and grief. The other two modules aimed to support MHWs’ self-care and create supportive connections among colleagues. In this mixed method evaluation study, needs expressed before the training and lessons derived from the training were collected through questionnaires, focus group discussion and interviews.

Of the 3,168 MHWs who registered for the training, 534 completed the pre-questionnaire. Of the 125 post-questionnaire records, 38 had watched all four modules. A great need for learning to work with grief and manage the increased workload without burnout was observed. Post-training gains included skills for working with fear and grief, which increased the confidence of MHWs. The importance of self-care was an eye-opener for many.

This study indicates a way to equip MHWs to address the trauma that will continue to live in people in the aftermath of crises.

This study examined the challenges MHWs in India faced during the COVID-19 pandemic, revealing a knowledge gap on dealing with this level of trauma. It can contribute to the knowledge on how to support MHWs in such crises.

In this study, we investigate the effects of an extended ternary hybrid Tiwari and Das nanofluid model on ethylene glycol flow, with a focus on heat transfer. Using the Cross non-Newtonian fluid model, we explore the heat transfer characteristics of this unique fluid in various applications such as pharmaceutical solvents, vaccine preservatives, and medical imaging techniques.

Our investigation reveals that the flow of this ternary hybrid nanofluid follows a laminar Cross model flow pattern, influenced by heat radiation and occurring around a stretched cylinder in a porous medium. We apply a non-similarity transformation to the nonlinear partial differential equations, converting them into non-dimensional PDEs. These equations are subsequently solved as ordinary differential equations (ODEs) using MATLAB’s bvp4c tools. In addition, the magnetic number in this study spans from 0 to 5, volume fraction of nanoparticles varies from 5% to 10%, and Prandtl number for EG as 204. This approach allows us to examine the impact of temperature on heat transfer and distribution within the fluid.

Graphical depictions illustrate the effects of parameters such as the Weissenberg number, porous parameter, Schmidt number, thermal conductivity parameter, Soret number, magnetic parameter, Eckert number, Lewis number, and Peclet number on velocity, temperature, concentration, and microorganism profiles. Our results highlight the significant influence of thermal radiation and ohmic heating on heat transmission, particularly in relation to magnetic and Darcy parameters. A higher Lewis number corresponds to faster heat diffusion compared to mass diffusion, while increases in the Soret number are associated with higher concentration profiles. Additionally, rapid temperature dissipation inhibits microbial development, reducing the microbial profile.

The numerical analysis of skin friction coefficients and Nusselt numbers in tabular form further validates our approach. Overall, our findings demonstrate the effectiveness of our numerical technique in providing a comprehensive understanding of flow and heat transfer processes in ternary hybrid nanofluids, offering valuable insights for various practical applications.

This study aimed to evaluate the compositional changes and bioaccessibility of phenolics and antioxidants in propolis during in vitro digestion as well as the cytotoxic effects of digested propolis on various cancer cell lines.

Six propolis samples were obtained and subjected to in vitro oral, gastric and intestinal digestion. Both digested and undigested samples were analyzed for their total phenolic, flavonoid and antioxidant activities. Additionally, changes in phenolic composition in the in vitro digestion system were revealed by the HPLC-DAD system. The cytotoxic effects of the digested samples were assessed on lung (A549, H1299), skin (A431), liver (Hep-G2) and colon (Caco-2) cancer cells as well as on fibroblast (Bj) cells.

The mean bioaccessibility values of phenolic and flavonoid compounds were found to be less than 35 and 24%, respectively, while the TEAC and CUPRAC antioxidant results ranged between 225.08–649.04 and 398.68–1552.28 µmol TE/g, respectively. The release of p-coumaric, ferulic, 3,4-dimethoxycinnamic acids, naringenin, pinocembrin and chrysin increased progressively from the oral to the intestinal stage. The cytotoxic effects of samples on cell lines were ranked, based on IC50 results, as A431 > Hep-G2 > Caco-2 > A549 > H1299 > Bj.

Propolis has been recognized for centuries as a natural remedy, and numerous studies have explored its bioactive components. However, no studies have previously examined the changes in the phenolic compositions of propolis samples during digestion or their cytotoxic effects on cancer cells. Therefore, this study provides novel insights and an approach to the existing literature on this topic.

Nanotechnology (NT) advancements in personal protective textiles (PPT) or personal protective equipment (PPE) have alleviated spread and transmission of this highly contagious viral disease, and enabled enhancement of PPE, thereby fortifying antiviral behavior.

Review of a series of state of the art research papers on the subject matter.

This paper expounds on novel nanotechnological advancements in polymeric textile composites, emerging applications and fight against COVID-19 pandemic.

As a panacea to “public droplet prevention,” textiles have proven to be potentially effective as environmental droplet barriers (EDBs).

PPT in form of healthcare materials including surgical face masks (SFMs), gloves, goggles, respirators, gowns, uniforms, scrub-suits and other apparels play critical role in hindering the spreading of COVID-19 and other “oral-respiratory droplet contamination” both within and outside hospitals.

When used as double-layers, textiles display effectiveness as SFMs or surgical-fabrics, which reduces droplet transmission to <10 cm, within circumference of ∼0.3%.

NT advancements in textiles through nanoparticles, and sensor integration within textile materials have enhanced versatile sensory capabilities, robotics, flame retardancy, self-cleaning, electrical conductivity, flexibility and comfort, thereby availing it for health, medical, sporting, advanced engineering, pharmaceuticals, aerospace, military, automobile, food and agricultural applications, and more. Therefore, this paper expounds on recently emerging trends in nanotechnological influence in textiles for engineering and fight against COVID-19 pandemic.

This chapter explores the perspectives of addressing global challenges related to health care, energy, climate, and environment using the instruments of innovation and structural policy. It develops an analytical framework for continuously scanning emerging technologies and scientific developments using the TIM Analytics database of scientific publications and patent applications. The analysis identified the most promising early developments and weak signals among the technological areas with high activeness of publications over the period of 2015–2022. In the field of health care, emerging technologies are focused on providing better ways of diagnostics (liquid biopsy, biosensors, and theranostics), drug delivery (exosomes, graphene-based drug delivery), tissue recovery (organoids), and preventive treatment (personalized medicine). Emerging trends in clean energy include new types of solar energy generation and storage (perovskite thin film solar cells, concentrated solar power, graphene solar panels, and artificial photosynthesis) and self-powered systems (nanogenerators). To address the issues of climate change and environmental deterioration, one should pay close attention to emerging carbon capture technologies (biochar, direct capture, and BECC).