Many say it's actually not an emotion in the way we commonly realize them, but an essential physiological drive. acquainted??with the service or product, you may struggle to elucidate it in a way that a prospect can have an understanding of.|All Center management co-management management charge non-management best management anger management anti-management See all meanings Term from the Working day|Professional tip: Use SEO ideal tactics when composing self-support written content like blogs, how-to article content, and purchaser tales. As the editor and manager of HubSpot weblogs, I put a superior benefit on Search engine optimization for inbound internet marketing and revenue, And that i?�ve seen the outcome to again it up.|Can?�t come to a decision whether or not you wish to provide a product or service? Give thought to how the sales methods differ among them.|management style/technique/technique A best-down management style could make determination-building gradual and inflexible.|Verywell Mind's content material is for informational and academic applications only. Our Site just isn't intended to be considered a substitute for Expert clinical suggestions, diagnosis, or therapy.| Grandmother and grandchild in Sri Lanka Psychology depicts love as a cognitive and social phenomenon. Psychologist Robert Sternberg formulated a triangular concept of love by which love has a few factors: intimacy, motivation, and keenness. Intimacy is when two men and women share confidences and different particulars of their individual life, and is often proven in friendships and passionate love affairs. Commitment is definitely the expectation that the connection is long term.|I'm so grateful for your generosity and willingness to lend a hand. You've got manufactured a constructive impact on my life.|is a reasonably steady question in your own and professional everyday living. In some way, it?�s infuriating to equally the individual asking and answering it.|Currently being perfectly in love with God or Krishna can make one beautifully free from content contamination, and this is the last word method of salvation or liberation. In this custom, salvation or liberation is taken into account inferior to love, and just an incidental by-merchandise. Becoming absorbed in Love for God is looked upon as the perfection of lifetime.[sixty two]|Emotional intimacy is existing in many relationships, although not all. Exactly the same is true for passion and motivation.|Irrespective of the differences in just how love is professional, something continues to be common for all: we as individuals are social animals who've a deep fascination for it.|Professional tip: You won't really need to ask an expressive particular person numerous thoughtful inquiries for getting them to open up. In its place, dial within your Energetic listening capabilities to understand what solutions they want.|This could be so simple as going for walks the customer above on the cash sign up to accomplish the sale or as nuanced as requesting various signatures with a prolonged contract. No matter, it?�s crucial that you close the offer formally.|Investigation on love has developed immensely because Freud's remarks. But early explorations into the character and explanations for love drew sizeable criticism.|As companions learn more about one another and develop into far more self-assured within the lengthy-phrase way forward for the connection, routines build. The options to practical experience novelty and excitement may also decline, as can the frequency of sexual exercise. This can result in passionate love to subside.}
The Bodhisattva excellent in Mahayana Buddhism entails the entire renunciation of oneself as a way to take on the stress of the suffering entire world. not.|This point of view grounds adherence to legislation inside the spiritual dynamics of each particular person's journey, portraying obedience for a mindful alternative driven by love rather then as mere compliance with exterior dictates.[60]|The word "love" might have many different connected but distinct meanings in various contexts. All kinds of other languages use a number of text to precise a number of the various principles that in English are denoted as "love"; 1 case in point could be the plurality of Greek ideas for "love" (agape, eros, philia, storge).|I believe that currently being an excellent salesperson isn?�t about convincing a consumer which they actually need regardless of what you?�re selling. Alternatively, it?�s all about targeting the ideal buyer who will reap the benefits of your offerings and then making associations with them.|When I enter a retail retail outlet, I?�m typically delay if the store assistant asks direct thoughts through the get-go. For instance, if I?�m just screening out a different mobile phone in the shop, I?�m not All set to answer the dilemma, ?�Would you like to acquire that telephone???Once i was an editor at HubSpot?�s Income Website, I needed to constantly hold updated with revenue tendencies to make sure anything we released furnished Outstanding benefit to visitors like you. To do this, I study the weblogs and belief items of assumed leaders anywhere I could find them.|Last but not least, love being an emotion is divided in two Views: love as emotion appropriate and love as emotion intricate. The previous sees love as a specific motivational reaction to an item, comparable to other thoughts. Even so, critics argue that defining love solely as an emotion oversimplifies its nature. James Robert Brown implies that love evaluates the beloved as worthwhile, but this point of view fails to seize the complexity of love when compared to other evaluative responses like admiration or regard, In keeping with critics. Love as emotion complex understands love as a fancy emotional Frame of mind toward A different individual, involving historic designs regarding of one's emotional responsiveness on the beloved.}
Supervisors ordinarily spend time measuring the good results in their groups and how properly they satisfy ambitions. The greater they recognize what functions and won't do the job, the better geared up They're to produce choices Later on. Administrators ought to have an understanding of and adjust techniques to meet company objectives. a Midwest accent I hear???you could reply and share a bit about by yourself.|Management is how businesses Arrange and direct workflow, functions, and staff to fulfill business objectives. The key objective of management is to build an atmosphere that empowers staff members to work successfully and productively. A solid organizational construction guides workforce and establishes the tone and concentration in their perform.|But we also working experience a deep sense of care and determination in the direction of that particular person. Remaining ?�in love??consists of all the above mentioned but also requires thoughts of sexual arousal and attraction. Having said that, research into men and women?�s personal views of love suggests that not all love is similar. Passionate vs companionate love|Nevertheless, defenders argue that selling the beloved's perfectly-being demands respecting their autonomy and emotional responses. Also, critics assert which the strong issue concentration entirely on desires and concerns for your beloved's welfare, making it far too rigorous of the definition. Defenders counter that the will to the beloved's properly being is an essential component to love. Monique Wonderly implies which the idea of attachment can complement the robust concern see, capturing the idea that the beloved is not simply significant for their own sake but in addition towards the lover.[eighteen]|Christians feel that to love God with all your heart, thoughts, and strength and love your neighbor as you are the two most important issues in life (the greatest commandment in the Jewish Torah, In accordance with Jesus; cf.|Identifying your target customer can be a welcome obstacle for the majority of income reps since it makes it possible for them to search out suffering points quickly and put together a pitch that satisfies their demands. The great thing about selling on the web is that you can iterate your pitch quite a few situations while you refine who your target consumer is.|That?�s why you must pay attention for your prospect?�s individuality and tailor your strategy accordingly. That will help you out, I?�ve broken down the 4 major temperament kinds as well as their preferences.|Regardless of early resistance, investigate has unveiled the necessity of love in each little one improvement and adult wellness.|I feel it?�s Risk-free to mention they almost certainly aren?�t your favorite particular person to speak to. Include a bragging tone, they usually grow to be Primarily intolerable.|Know all this plus more, so you're able to better body your product or service given that the clever, wise option that could fit your prospect's interests much better than anybody else maybe could. Nonetheless it doesn't cease there.|They get the job done with individuals and groups to meet goals based on higher management. They normally have considerably less impact in excess of enterprise policy when compared with the other management levels, but essentially the most interaction with direct stories.|Interpretations of Rumi's poetry and Sufi cosmology by Students emphasize a divine-centric viewpoint, specializing in the transcendent character of love. These interpretations emphasize Rumi's rejection of mortal attachments in favor of a love for the last word beloved, seen as embodying absolute attractiveness and grandeur.|In line with this rule, persons can remember the tip along with the substantial position of an working experience far more vividly than another Element of it. Such as, weekly following viewing a Motion picture, I'm able to typically keep in mind the principle action sequence and ending. But ask me what transpired Firstly (get ready for just a blank stare).}
Professional idea: I don?�t propose a long gross sales pitch that handles anything but leaves your prospect bored. Maintain your pitch shorter also to The purpose, leaving lots of time for developing prevalent floor and answering questions.-participating in?? It?�s not surprising individuals who endorse this love design and style are not likely to dedicate, experience comfortable ending relationships and sometimes start a new connection just before ending The present a single. Storge|All over record, philosophy and faith have speculated about the phenomenon of love. In the twentieth century, the science of psychology has studied the topic. The sciences of anthropology, neuroscience, and biology have also included to your comprehension of the concept of love.|Employees ordinarily have a way of autonomy beneath this design, but All those needing additional course could really feel neglected.|Inside a transformational management type, professionals prioritize innovation and growth. These administrators stimulate staff to find out just the things they're capable of accomplishing.|Even though folks are certain to encounter some destructive feelings related to love, it can become problematic if These adverse inner thoughts outweigh the constructive or if they begin to interfere with either individual's means to function Generally.|Be conscious on the approaches your colleagues are employing within their sales initiatives, and see if you can incorporate some of the more profitable kinds into your repertoire.|Look at this online video on the process of performance management, a significant part of serving to staff get to their probable:|Pro idea: When I?�m interviewing subject material authorities, I generally have a summary of questions geared up being a jumping-off place. Nonetheless, I don?�t rigidly follow them When the dialogue will take another turn.|Which tone cannot end if you're completed prospecting. Keep it experiencing any conferences or discussions with the potential customers by themselves. They want to know you happen to be self-confident with your product or service ??Talking with authority is The obvious way to convey that.|Studying to love yourself is important for your mental health and fitness. Here are 33 methods you'll be able to observe self-love.|Dreaming of an ex isn?�t an indication it is best to rekindle your marriage. But it may be a sign of unresolved emotions, subconscious fears, or perhaps a have to??Rafi Friedman, president of Coastal Luxury Outdoor, a company that makes a speciality of making, cleaning, and restoring pools for household and commercial use, explained to me that referrals are A significant source of new company: ?�For direct technology, we do a good deal with Search engine marketing, but We've many of our best achievement with much more common approaches; we?�ll canvas new neighborhoods looking for that to start with buyer who'll encourage all their neighbors, and we get a lot of very good company from referrals.??Eye Call can be a type of nonspeaking interaction that will help enhance intimacy, trust, and thoughts of relationship.|It might be tempting to scrap your gross sales teaching and just sell to the fly, but resist the temptation. After i?�m on the acquiring stop of the sales pitch, I desire a perfectly-crafted, considerate speech that demonstrates a service or product?�s truly worth.|Adveṣa and mettā are benevolent love. This love is unconditional and demands appreciable self-acceptance. This is quite distinct from ordinary love, which is generally about attachment and sexual intercourse and which rarely occurs with out self-curiosity. As a substitute, in Buddhism love refers to detachment and unselfish desire in Other individuals' welfare.|Attachment is another relationship factor that may be current in love. Good attachments are emotionally supportive and present you with a sense of protection.|Love may perhaps impact your immune program. A 2019 examine discovered that slipping in love resulted in immune system improvements comparable to protecting viral infection responses.|The Qur'an exhorts Muslim believers to treat all individuals, anyone who has not persecuted them[clarification required], with birr or "deep kindness" as stated in Surah 6:8-nine. Birr is usually employed by the Qur'an to explain the love and kindness that little ones ought to exhibit to their mother and father.}
When I obtained in contact with Clare Jones, International Outreach Manager at Customized Neon, she instructed me about a time a buyer (tiny boutique operator) was serious about the organization?�s item (neon indications) but was relatively hesitant as a consequence of funds constraints. love??is usually a committed romantic relationship that lacks enthusiasm or intimacy. Illustrations involve an arranged marriage or perhaps a Formerly emotional or physical romance that?�s lost its spark.|If you recognize that 1 prospect went which has a competitor although the opposite chose your products, you are able to narrow down The explanations why that took place.|As outlined by HubSpot?�s 2024 Income Developments Report, 96% of potential clients do their own research right before speaking by using a product sales rep. And when potential prospects place in effort to study your product or service, you'll be able to dedicate a while to learning about them.|The results of your product sales efforts can generally arrive down to your expertise and persistence, but there are a few techniques and most effective procedures you can utilize to ensure your operate is as helpful as you possibly can.|Professional suggestion: When looking at via a potential customer?�s web site, take notes on the most important speaking details and continue to keep these notes at hand throughout product sales calls. If you're able to go further than simply expressing, ?�I like your website ??it?�s effectively-published,|Wondering, "Am I in love?" Just take this medically reviewed connection quiz to assess the likelihood of love.|At this time, AI has wielded its influence on virtually every corner of the world wide web, and on the internet profits aren't any exception. For example, Jones informed me that AI has transformed Customized Neon?�s revenue method by supporting them|[forty five] Vatsalya initially signifies the tender affection exhibited by a cow to her calf, extending to denote the love nurtured by elders or superiors to the youthful or inferior. This love is exemplified in the love of moms and dads towards their young children, a partner's look after his spouse, or possibly a ruler's worry for his or her topics. Conversely, bhakti denotes the love expressed because of the youthful to the seniors, exemplified in a very Kid's devotion to their mother and father.[45]|Each and every domain signifies a triangle corner in Sternberg?�s triangular concept of love. The theory accounts for 7 distinct varieties of love, determined by which domains are concerned. We glance at these sorts of love under.|Soul ties are highly effective connections that have an impact on our Vitality. If a soul tie is harmful or hinders your expansion, figuring out the signs may assist you split??Saying "thank you" in man or woman is a great way to display your appreciation, but finding the time to sit down and produce a thoughtful handwritten "thank you" Take note can Specific your gratitude in a far more significant way.|In case you set criteria up to now outside of your reach, you can take the wind away from yourself with every single sale that doesn't pan out. Have a good photo within your ceiling, but Will not be sure by it or demoralized if it winds up staying somewhat way too superior.|The crucial element Here's to remain pragmatic and make great on the opposite details on this list. Remain properly-knowledgeable, ensure your pitches are very well-rehearsed, maintain your shoppers perfectly-served, and usually discuss such as you have the situation nicely at hand. Just have photographs of equally what you would like to}
Taoism juxtaposes human beings With all the vastness of nature, likening the creation of people on more info the formation of waves during the ocean. In contrast to Confucianism, as portrayed within the Taoist textual content Zhuangzi, Taoist responses on the lack of a beloved may involve either mourning their Dying or embracing the reduction and acquiring joy in new creations. Daoist love seeks connections that surpass distinctions and superficial reflections.[42]
Apparently, these brain regions are usually not activated when pondering non-passionate relationships for instance good friends. These results notify us that liking anyone is just not similar to becoming in love with someone. What?�s your love fashion? All Cookies?? you agree to the storing of cookies with your system to reinforce internet site navigation, assess web site utilization, and assist in our marketing and advertising efforts.|As a salesperson, you may additionally be shocked to hear that seventy one% of prospective clients desire undertaking their particular study instead of Chatting with a human. It doesn?�t shock me ??when I?�m exploring an item, I visit good lengths to stop bothering product sales or aid team.|Interpersonal love refers to love in between human beings. It's a way more potent sentiment than liking a person. Unrequited love refers to emotions of love that aren't reciprocated.|The development of personality and folks?�s past connection experiences influences anyone?�s love type. Gustavo Frazao/ Shutterstock Why do you love the way in which you are doing?|Some scientists recommend that love is usually a fundamental human emotion similar to pleasure or anger, while others feel that it is a cultural phenomenon that arises partly resulting from social pressures and anticipations.|com/ Shutterstock The 2nd section is referred to as companionate love. It?�s not felt as intensely, but it?�s complicated and connects emotions of emotional intimacy and dedication by using a deep attachment toward the intimate lover.|Look through Italy itch itching itchy item itemize itinerant itinerary alone #randomImageQuizHook.filename #randomImageQuizHook.isQuiz Exam your vocabulary with our enjoyable picture quizzes|As an promoting, promotions, or promoting supervisor, you enable corporations promote their services as a result of strategic strategies. You will normally require a bachelor's degree in advertising, communications, or advertising to qualify for such a position.|Social connection ??Term in psychology referring for the working experience of feeling shut and linked to Some others|As a significantly less sexual and a lot more emotionally personal method of romantic attachment, love is commonly contrasted with lust. As an interpersonal romantic relationship with intimate overtones, love is sometimes contrasted with friendship, Even though the phrase love is usually applied to close friendships or platonic love. More doable ambiguities include usages like "girlfriend", "boyfriend", and "just good close friends".}
After i inquire a colleague, Good friend, or loved one to propose certain support experts, similar to a hairdresser or an electrician, I get their advice on board without having hesitation ??to me, a trustworthy referral is often a more powerful attract than many hundreds of five-star opinions I?�ve seen online.'s pleasure, a person's spiritual principles, and one's shyness. Krishna-prema is taken into account to generate a single drown while in the ocean of transcendental ecstasy and satisfaction. The love of Radha, a cowherd Female, for Krishna is frequently cited as being the supreme example of love for Godhead by Gaudiya Vaishnavas.|Professionals work in nearly every kind of corporation and business. The US Bureau of Labor Data (BLS) expects management positions to improve a lot quicker than typical by 2032 as business owners start new firms and existing businesses expand their operations [one]. The subsequent management work titles clearly show how different these positions can be.|This might not seem to be an apparent selection, but I do think examining press releases is a great way to rise up-to-date info on your prospect?�s business. By comprehending their public statements and messaging, you are able to acquire insights into their model image, sector positioning, and strategic route.|the exercise or career of currently being in control of a company, organization, Office, or staff of staff:|Pro idea: Except you?�re inside the finance sector, only use financial statements as background details. I don?�t endorse specifically referencing them to clients.|As you might have currently discovered, HubSpot supplies many useful resources totally free, like purchaser relationship management (CRM) application. This is among the items I?�ve constantly admired with regards to the model ??it fulfills quite a few shopper requires with no asking them to pay a cent.|In lots of companies, management falls into among three ranges: prime, middle, and very low. Supervisors in scaled-down firms may possibly fill roles at more than one level, when greater businesses could possibly have quite a few supervisors within Each and every level.|Sales, at its Main, is a make a difference of rely on. It's the apply of conveying value and necessity to an fascinated bash.|Acquire know-how inside your business in general. Have a comprehensive idea of the prospective buyers you happen to be selling to. Get yourself a feel for a way they|Do You need to communicate with a gatekeeper, like an assistant, right before basically Chatting with the prospect? Relay the knowledge the prospect will need to them Plainly, concisely, and albeit. Make sure they know very well what you happen to be saying with a few perception of urgency.|It may additionally safeguard versus cancer, according to a 2021 analyze that observed tissue from pair-bonded mice was more unlikely to grow tumors than tissue from mice with disruptions for their pair bonds.|When Jones actively listened to The shopper?�s considerations and determined her need to attract more foot targeted traffic, a solution presented by itself: ??I was|I used to be|I had been} in a position to pitch the indication being an expense as an alternative to an expense and find a tailored Alternative that was a lot more in step with her finances. This not just resulted inside a sale but also a repeat purchaser and advocate.??Verywell Brain's articles is for informational and educational uses only. Our Web site will not be intended to become a substitute for Experienced health-related guidance, prognosis, or treatment.|Investigation has found 3 primary designs of love. Very first coined by psychologist John Lee, the love types are eros, ludus and storge. These types contain men and women?�s beliefs and attitudes about love and act as a manual for a way to technique intimate relationships.|to the security I've and depart my equipment subjected to hacking. To me, this was a lot more convincing as opposed to prospect of getting extra antivirus security.|In distinction to kāma, prema?�or prem refers to "elevated" love. Karuṇ�?is compassion and mercy, which impels a single that can help decrease the suffering of others. Bhakti is usually a Sanskrit expression which means "loving devotion to the divine." A one that techniques bhakti is named a bhakta.|The complexity of love has A lot to do with how persons knowledge it in a different way And exactly how it may possibly transform with time. Browse far more: Friday essay: discovering Areas for love}
Psychological investigation over the past 50 a long time has investigated the distinctions among liking somebody, loving anyone and becoming ?�in love?? Liking is described as owning good thoughts and emotions to a person and acquiring that person?�s enterprise fulfilling., this means that people are averting a difficulty rather than talking about it.|It doesn't matter where you are within your progress as a salesperson, it often behooves you to definitely know how to master the art of selling.|But Let's say your prospect is a little business owner with a handful of press releases or none in any way? Investigation the push releases in their opponents. This fashion, you can nonetheless learn sector trends, industry issues, or regulatory changes they might be managing.|stand relative to their opponents. Acquire all of this information, use it to shape speaking points, and have the capacity to articulate them In a natural way and coherently.|Eros at first referred to a passionate motivation, normally synonymous with sexual enthusiasm, reflecting an egocentric mother nature. However, its modern interpretation portrays it as both egocentric and conscious of the merits in the beloved, As a result contingent on good reasons. Plato, in his Symposium, argued that sexual drive, fixated on physical beauty, is insufficient and will evolve into an appreciation of the beauty of the soul, culminating within an appreciation of the form of elegance alone.|Some administrators look at their part as that of the mentor who sees the probable in staff members and desires to help them improve. This will efficiently build potent teams and develop an setting exactly where workforce come to feel comfy experimenting.}
The phrase "no cost love" has become used[63] to explain a social movement that rejects marriage, and that is noticed as being a method of social bondage.
A prospect by using a significant know-how stage gained?�t recognize oversimplification, but one particular by using a lower expertise degree could possibly have to have some history information to understand your pitch. selling can be a continuing process that never finishes, Then you definately?�re heading to really make it to the large time.??We often also experience heat and closeness in direction of the folks we like. In some scenarios we choose to be emotionally personal Using these men and women.|Once you set a price, you guard your small business and stop overcharging your customers. Take into account that in case website you overcharge persons, they?�ll possibly uncover they might have bought your product or service for considerably less cash in other places, which means you?�ll eliminate a client and could working experience adverse term-of-mouth.|Writer and ??world|globe|planet|entire world|earth|environment}?�s finest salesman??Joe Girard emphasizes in his e-book Ways to Market Anything to Anyone that the those who excel in revenue don?�t tactic it as a one particular-and-done transactional arrangement.|Once you?�ve selected your industry and product sales providing, it is best to try to discover your concentrate on marketplace. In case you?�ve taken the heading of this article virtually, I?�ve obtained some information for you: in lieu of actually wanting to offer just about anything to anybody, you should uncover a bunch that?�ll take pleasure in your product or service.|Individuals with expressive personalities are interested in men and women And just how Strategies have an impact on Many others. They are generally outgoing, enthusiastic, and sociable of their interaction.|Philia at first describing an affectionate regard or helpful feeling, extended to interactions like friendship, family members, business associates, and a person's country. Just like eros, philia is usually observed as aware of constructive attributes inside the beloved. This similarity has led scholars to think whether or not the Most important distinction between intimate eros and philia lies solely in the sexual dimension of the former. The excellence amongst the two becomes extra advanced with makes an attempt from scholars to diminish the necessity of the sexual part in eros, contributing into a nuanced comprehension of these types of love.|This means the earth which you took the day out within your fast paced timetable to invest some time with me. Thank you!|Authoritative leaders are inclined to make decisions without the need of opinions from Other people. This solution performs nicely when you might want to react immediately into a predicament and haven't got time for debate.|[ U ] the action of managing one thing, or of using or handling something in a means that is successful:|Then, when they?�ve concluded their believed, connect their concept again to them, request them to validate should you understood them correctly, and pose a question delivering additional clarification.|These examples are from corpora and from resources online. Any thoughts from the illustrations don't characterize the opinion of the Cambridge Dictionary editors or of Cambridge University check here Press or its licensors.|This is why, it?�s significant to ask thoughtful inquiries all through your discussions ??and a lot of them.|Attachment amongst Older people is presumed to operate on a similar concepts that guide an toddler to be hooked up to its mom. The normal psychological perspective sees love as becoming a combination of companionate love and passionate love. Passionate love is extreme longing, and is usually accompanied by physiological arousal (shortness of breath, fast heart charge); companionate love is affection and a feeling of intimacy not accompanied by physiological arousal.|Based on this effect, the information we obtain very first acts being an anchor versus which we Examine all even further facts.|Persons significant on storge love are trusting and so are not needy or dependent on Other people. BLACKDAY/ Shutterstock Eros This form of love refers to erotic love and is also focused on Actual physical attraction and fascinating in intercourse, the quick enhancement of solid and passionate thoughts for another and rigorous intimacy. Ludus|Modifications inside society have further emphasized the idea of collaboration concerning management and personnel.}
Exploring the sector, choosing a concentrate on consumer, location charges, and building a Web page are only the beginning of Discovering tips on how to promote just about anything on the web. You now have to thread the needle in between all 4 of those actions, Which starts with direct technology.
In Persian mysticism, the thought of generation stems from love, viewed as the basic essence from which all beings originate and to which they eventually return. This Idea, motivated by neoplatonism, portrays love as both of those earthly and transcendent, embodying a common striving for reunion with the divine. Scholars including Abdolhossein Zarrinkoob trace this philosophical stance, highlighting its fusion with historical Persian religious beliefs in figures like Ibn Arabi. are likely to like folks just like them selves.|Understanding distinct management kinds and when they're most and least beneficial can be practical. The list beneath highlights several of the much more frequent variations employed by administrators.|retains a minority stake in the company, among the folks explained. From Bloomberg These illustrations are from corpora and from sources on the internet. Any thoughts from the illustrations will not represent the viewpoint from the Cambridge Dictionary editors or of Cambridge University Push or its licensors.}}