Love has fascinated scientists for many years. We look at what gurus have discovered regarding the origins and psychology of love.
Objective Digger Redefining what success means And exactly how you can find far more joy, ease, and peace in the pursuit within your plans me this pen.??Have the capacity to handle any queries your prospects may have thoroughly and thoughtfully. Your capability to achieve this is One of the more crucial variables in building rely on and rapport with potential customers. But your knowledge has to extend further than your product. familiar??using your product or service, you may battle to clarify it in a method that a prospect can realize.|All Center management co-management management charge non-management top management anger management anti-management See all meanings Phrase of your Day|Pro idea: Use Search engine marketing finest practices when producing self-provider written content like blogs, how-to content articles, and purchaser stories. As being the editor and manager of HubSpot blogs, I placed a large price on Website positioning for inbound marketing and advertising and sales, and I?�ve observed the outcome to back again it up.|Can?�t choose regardless of whether you should market a service or product? Think about how the profits techniques differ amongst them.|management style/method/method A prime-down management design and style can make final decision-creating slow and inflexible.|Verywell Head's written content is for informational and academic applications only. Our website is just not meant to be considered a substitute for Qualified professional medical advice, prognosis, or therapy.| Grandmother and grandchild in Sri Lanka Psychology depicts love for a cognitive and social phenomenon. Psychologist Robert Sternberg formulated a triangular idea of love by which love has 3 elements: intimacy, dedication, and passion. Intimacy is when two persons share confidences and different details of their private life, and is frequently revealed in friendships and intimate love affairs. Dedication is the expectation that the connection is long-lasting.|I'm so grateful for the generosity and willingness to lend a hand. You've made a optimistic impact on my lifestyle.|is a fairly constant problem in your individual and Experienced everyday living. Somehow, it?�s infuriating to both the individual inquiring and answering it.|Currently being properly in love with God or Krishna makes just one perfectly totally free from materials contamination, which is the last word way of salvation or liberation. During this tradition, salvation or liberation is taken into account inferior to love, and just an incidental by-product. Remaining absorbed in Love for God is thought of as the perfection of existence.[sixty two]|Emotional intimacy is present in several interactions, but not all. The same is legitimate for passion and dedication.|It doesn't matter the distinctions in the way love is seasoned, another thing remains frequent for all: we as individuals are social animals who definitely have a deep fascination for it.|Professional suggestion: You might not should request an expressive human being a lot of considerate thoughts to get them to open up. Alternatively, dial as part of your active listening expertise to determine what methods they have to have.|This may be so simple as walking The shopper over towards the income register to finish the sale or as nuanced as requesting several signatures on the prolonged contract. Irrespective, it?�s vital that you close the offer formally.|Analysis on love has developed enormously considering the fact that Freud's remarks. But early explorations into the nature and motives for love drew considerable criticism.|As companions find out more about one another and develop into extra self-confident during the prolonged-expression way forward for the connection, routines establish. The possibilities to working experience novelty and excitement may also decline, as can the frequency of sexual exercise. This could potentially cause passionate love to subside.}
The Bodhisattva perfect in Mahayana Buddhism includes the entire renunciation of oneself so that you can tackle the burden of the struggling environment. not.|This viewpoint grounds adherence to law throughout the spiritual dynamics of each individual's journey, portraying obedience to be a mindful decision pushed by love as an alternative to as mere compliance with external dictates.[sixty]|The phrase "love" may have many different associated but distinctive meanings in several contexts. All kinds of other languages use a number of phrases to precise several of the various ideas that in English are denoted as "love"; one case in point would be the plurality of Greek concepts for "love" (agape, eros, philia, storge).|I believe that remaining a superb salesperson isn?�t about convincing a consumer which they really want whatsoever you?�re selling. Rather, it?�s all about concentrating on the correct client who can take pleasure in your choices and after that setting up interactions with them.|Once i enter a retail store, I?�m normally delay if The shop assistant asks direct issues from your get-go. Such as, if I?�m just screening out a new cellphone in a retailer, I?�m not ready to reply the problem, ?�Would you like to get that cellular phone???Once i was an editor at HubSpot?�s Gross sales Weblog, I had to consistently preserve up-to-date with sales trends to make certain every thing we revealed presented Remarkable value to viewers like you. To achieve this, I read through the weblogs and view items of assumed leaders wherever I could find them.|Last but not least, love being an emotion is divided in two perspectives: love as emotion good and love as emotion complicated. The previous sees love as a particular motivational response to an object, much like other emotions. Nonetheless, critics argue that defining love exclusively being an emotion oversimplifies its mother nature. James Robert Brown suggests that love evaluates the beloved as worthwhile, but this perspective fails to capture the complexity of love as compared to other evaluative responses like admiration or respect, In line with critics. Love as emotion sophisticated understands love as a fancy emotional Mind-set toward An additional individual, involving historical patterns concerning of one's emotional responsiveness for the beloved.}
framework ??listening, acknowledging, Discovering, and responding. It allows you to keep in control of the method when trying to keep your prospective clients engaged and developing trust. And learn how to speed your endeavours. That usually means starting up your offer bit by bit and accelerating at the end. a Midwest accent I listen to???you could respond and share a bit about on your own.|Management is how firms Arrange and direct workflow, operations, and workers to fulfill firm targets. The main goal of management is to create an environment that empowers personnel to work efficiently and productively. A solid organizational construction guides staff and establishes the tone and emphasis of their perform.|But we also encounter a deep sense of care and motivation to that individual. Currently being ?�in love??contains all the above but additionally involves inner thoughts of sexual arousal and attraction. On the other hand, research into people?�s possess sights of love suggests that not all love is the same. Passionate vs companionate love|On the other hand, defenders argue that marketing the beloved's properly-remaining requires respecting their autonomy and emotional responses. Furthermore, critics declare which the strong problem emphasis only on wants and fears for the beloved's welfare, rendering it far too rigorous of the definition. Defenders counter that the will for that beloved's properly becoming is A vital factor to love. Monique Wonderly indicates which the notion of attachment can enhance the robust issue view, capturing the idea that the beloved is not merely vital for their very own sake but in addition towards the lover.[eighteen]|Christians believe that to love God with all your coronary heart, thoughts, and energy and love your neighbor as yourself are the two most crucial items in life (the greatest commandment of your Jewish Torah, In line with Jesus; cf.|Pinpointing your target client is often a welcome obstacle for the majority of gross sales reps mainly because it lets them to uncover agony details promptly and prepare a pitch that meets their wants. The wonderful thing about selling on the internet is that you can iterate your pitch several occasions as you refine who your concentrate on customer is.|That?�s why it is best to concentrate for your prospect?�s personality and tailor your approach appropriately. That may help you out, I?�ve broken down the 4 primary identity styles as well as their Tastes.|Inspite of early resistance, investigation has exposed the importance of love in each youngster improvement and Grownup well being.|I think it?�s Risk-free to mention they in all probability aren?�t your preferred man or woman to talk to. Incorporate a bragging tone, plus they grow to be Particularly intolerable.|Know All of this and even more, to help you improved body your solution since the good, reasonable decision that may suit your prospect's pursuits a lot better than everyone else quite possibly could. However it will not halt there.|They function with folks and groups to meet objectives determined by higher management. They typically have a lot less affect in excess of firm coverage when compared with another management amounts, but one of the most interaction with immediate experiences.|Interpretations of Rumi's poetry and Sufi cosmology by Students emphasize a divine-centric point of view, focusing on the transcendent mother nature of love. These interpretations emphasize Rumi's rejection of mortal attachments in favor of the love for the ultimate beloved, seen as embodying complete splendor and grandeur.|In accordance with this rule, individuals can remember the end and the superior level of an encounter extra vividly than almost every other Section of it. For instance, a week right after viewing a movie, I'm able to generally recall the principle motion sequence and ending. But ask me what happened At the beginning (prepare for a blank stare).}
match-actively playing?? It?�s not stunning individuals who endorse this love style are unlikely to dedicate, feel comfy ending interactions and often start a new marriage right before ending the current one particular. Storge|Through historical past, philosophy and religion have speculated regarding the phenomenon of love. Inside the twentieth century, the science of psychology has analyzed the subject. The sciences of anthropology, neuroscience, and biology have also added into the idea of the idea of love.|Employees ordinarily have a way of autonomy below this fashion, but All those needing far more path might experience neglected.|In a transformational management design and style, supervisors prioritize innovation and development. These administrators stimulate workers to find just whatever they're able to attaining.|Although consumers are bound to expertise some adverse emotions affiliated with love, it could become problematic if Those people negative inner thoughts outweigh the favourable or if they begin to interfere with either human being's skill to function Typically.|Be mindful in the tactics your colleagues are using inside their sales efforts, and see if you can incorporate a lot of the far more successful ones into your repertoire.|View this movie on the entire process of performance management, a crucial Section of helping employees get to their potential:|Professional suggestion: Once i?�m interviewing subject matter industry experts, I normally have a listing of issues prepared to be a jumping-off stage. Having said that, I don?�t rigidly persist with them When the conversation normally takes a distinct switch.|And that tone can not prevent when you're accomplished prospecting. Retain it dealing with any meetings or conversations Together with the prospective clients them selves. They want to know you're confident as part of your product or service ??Talking with authority is The simplest way to convey that.|Studying to love oneself is important to the mental overall health. Here i will discuss 33 ways you can exercise self-love.|Dreaming of an ex isn?�t a sign you'll want to rekindle your marriage. But it might be a sign of unresolved inner thoughts, subconscious fears, or possibly a ought to??Rafi Friedman, president of Coastal Luxurious Outdoor, an organization that focuses on creating, cleaning, and repairing pools for household and commercial use, instructed me that referrals are An important source of new business enterprise: ?�For direct era, we do a good deal with Search engine optimisation, but We've got a few of our best achievements with far more common procedures; we?�ll canvas new neighborhoods trying to find that to start with purchaser who'll inspire all their neighbors, and we get many excellent enterprise from referrals.??Eye Get in touch with is usually a method of nonspeaking conversation that will help improve intimacy, believe in, and thoughts of connection.|It might be tempting to scrap your sales education and just market within the fly, but resist the temptation. Once i?�m on the acquiring finish of a sales pitch, I want a well-crafted, considerate speech that demonstrates a product or service?�s really worth.|Adveṣa and mettā are benevolent love. This love is unconditional and necessitates substantial self-acceptance. This is quite unique from ordinary love, which is often about attachment and sex and which seldom happens with out self-interest. Alternatively, in Buddhism love refers to detachment and unselfish fascination in Some others' welfare.|Attachment is another romance aspect That could be existing in love. Positive attachments are emotionally supportive and present you with a feeling of stability.|Love may possibly have an affect on your immune method. A 2019 examine located that falling in love resulted in immune method modifications much like protective viral infection responses.|The Qur'an exhorts Muslim believers to take care of all people today, those who have not persecuted them[clarification needed], with birr or "deep kindness" as mentioned in Surah six:8-nine. Birr is usually employed by the Qur'an to explain the love and kindness that small children should display to their parents.}
In Taoism, the principle of ??(ci) embodies compassion or love, with connotations of tender nurturing akin to a mom's care. It emphasizes the concept creatures can only prosper by means of boosting and nurturing. Ci serves because the wellspring of compassion or love that transcends preconceived notions of people, as an alternative fostering compassion for folks as They are really. Love, as depicted inside the Taoist textual content, Daodejing, is depicted as open and conscious of All and sundry's exclusive instances. love??can be a committed relationship that lacks enthusiasm or intimacy. Illustrations contain an organized marriage or even a Earlier psychological or Bodily relationship that?�s misplaced its spark.|In case you observe that one particular prospect went using a competitor whilst another selected your item, you can narrow down The explanations why that happened.|Based on HubSpot?�s 2024 Profits Trends Report, 96% of prospective buyers do their unique investigate in advance of Talking that has a product sales rep. And when prospective buyers place in energy to understand your service or product, you may devote a while to learning about them.|The achievements of one's product sales initiatives can typically come down to your talent and persistence, but there are numerous tactics and finest procedures you'll be able to use to make sure your perform is as productive as you can.|Pro idea: When looking through via a potential shopper?�s web site, take notes on the most important speaking details and maintain these notes at hand during profits phone calls. If you can go further than only saying, ?�I like your weblog ??it?�s properly-composed,|Questioning, "Am I in love?" Choose this medically reviewed relationship quiz to assess the likelihood of love.|At this time, AI has wielded its influence on nearly every corner of the net, and online product sales aren't any exception. For illustration, Jones instructed me that AI has reworked Tailor made Neon?�s product sales solution by helping them|[45] Vatsalya initially signifies the tender affection exhibited by a cow in the direction of her calf, extending to denote the love nurtured by elders or superiors in the direction of the youthful or inferior. This love is exemplified in the love of dad and mom in direction of their children, a husband's care for his spouse, or simply a ruler's concern for their topics. Conversely, bhakti denotes the love expressed through the young in the direction of the seniors, exemplified within a child's devotion to their dad and mom.[45]|Each area signifies a triangle corner in Sternberg?�s triangular idea of love. The theory accounts for 7 distinctive kinds of love, according to which domains are involved. We look at a lot of these love below.|Soul ties are highly effective connections that impact our Electrical power. If a soul tie is unsafe or hinders your progress, identifying the symptoms may perhaps assist you to crack??Declaring "thank you" in person is a terrific way to exhibit your appreciation, but finding the time to sit down and write a thoughtful handwritten "thank you" Take note can express your gratitude in a far more significant way.|Should you established standards thus far over and above your get to, you'll take the wind outside of your self with each and every sale that doesn't pan out. Have a fantastic image of one's ceiling, but You should not be bound by it or demoralized if it winds up being a tad much too higher.|The crucial element Here's to remain pragmatic and make excellent on the opposite points on this checklist. Remain perfectly-informed, make certain your pitches are well-rehearsed, keep your consumers effectively-served, and often communicate like you have the situation well at hand. Just have photos of both equally what you need to}
Pro idea: Help save templates of frequent questions you receive from buyers in order to speedily comply with up with a applicable concept. A free Resource like HubSpot?�s E mail Template Builder can help you commit more time selling and fewer time drafting repetitive email messages.
Curiously, these Mind areas will website not be activated when considering non-romantic interactions which include buddies. These findings explain to us that liking another person isn't the same as staying in love with anyone. What?�s your love design and style? All Cookies?? you comply with the storing of cookies in your machine to boost site navigation, review web site usage, and support in our internet marketing initiatives.|As being a salesperson, you might also be stunned to listen to that 71% of prospects prefer executing their particular investigate as opposed to Chatting with a human. It doesn?�t surprise me ??Once i?�m researching a product, I drop by fantastic lengths to stop bothering revenue or assist staff members.|Interpersonal love refers to love among human beings. It can be a way more strong sentiment than liking an individual. Unrequited love refers to inner thoughts of love that are not reciprocated.|The development of character and folks?�s earlier romantic relationship ordeals influences an individual?�s love model. Gustavo Frazao/ Shutterstock Why do you love the way in which you are doing?|Some researchers recommend that love is often a simple human emotion similar to pleasure or anger, while others think that It is just a cultural phenomenon that occurs partly because of social pressures and anticipations.|com/ Shutterstock The 2nd element is referred to as companionate love. It?�s not felt as intensely, but it really?�s complex and connects thoughts of emotional intimacy and commitment using a deep attachment toward the romantic husband or wife.|Look through Italy itch itching itchy item itemize itinerant itinerary alone #randomImageQuizHook.filename #randomImageQuizHook.isQuiz Test your vocabulary with our fun image quizzes|As an advertising, promotions, or promoting supervisor, you support firms encourage their services and products by way of strategic strategies. You can expect to ordinarily require a bachelor's degree in advertising, communications, or advertising to qualify for this type of place.|Social relationship ??Time period in psychology referring on the knowledge of sensation close and connected to others|For a a lot less sexual and a lot more emotionally intimate method of intimate attachment, love is often contrasted with lust. As an interpersonal partnership with passionate overtones, love is sometimes contrasted with friendship, Even though the phrase love is often applied to near friendships or platonic love. More possible ambiguities feature usages like "girlfriend", "boyfriend", and "just excellent buddies".}
This content has long been designed readily available for informational functions only. Learners are encouraged to carry out more analysis to make certain that classes together with other credentials pursued fulfill their personalized, Qualified, and economic plans.'s satisfaction, 1's spiritual regulations, and one particular's shyness. Krishna-prema is considered to help make just one drown during the ocean of transcendental ecstasy and enjoyment. The love of Radha, a cowherd girl, for Krishna is frequently cited since the supreme illustration of love for Godhead by Gaudiya Vaishnavas.|Supervisors perform in nearly every type of corporation and sector. The US Bureau of Labor Statistics (BLS) expects management positions to check here mature more quickly than average by 2032 as business owners start out new businesses and present companies extend their operations [one]. The following management job titles present how varied these positions might be.|This may not appear to be an noticeable selection, but I believe examining press releases is a terrific way to get up-to-date info on your prospect?�s organization. By comprehending their community statements and messaging, you can achieve insights into their manufacturer image, industry positioning, and strategic course.|the action or position of being accountable for a firm, organization, department, or crew of workers:|Pro suggestion: Until you?�re during the finance business, only use economic statements as qualifications info. I don?�t advocate specifically referencing them to shoppers.|As you might have currently seen, HubSpot supplies quite a few practical tools free of charge, like customer partnership management (CRM) computer software. This has become the points I?�ve usually admired with regard to the manufacturer ??it fulfills lots of shopper requires without the need of inquiring them to pay for a cent.|In several businesses, management falls into one among 3 amounts: best, middle, and lower. Administrators in smaller providers may well fill roles at more than one level, while greater companies may have quite a few supervisors inside of Each and every level.|Profits, at its Main, is often a make a difference of believe in. It is the follow of conveying value and requirement to an intrigued social gathering.|Build expertise as part of your business in general. Have a comprehensive knowledge of the prospective customers you happen to be selling to. Obtain a experience for a way they|Do you have to communicate with a gatekeeper, like an assistant, ahead of actually Talking to the prospect? Relay the data the prospect will need to them Plainly, concisely, and frankly. Be sure they know what you might be declaring with a few sense of urgency.|It may additionally safeguard from most cancers, In line with a 2021 research that uncovered tissue from pair-bonded mice was less likely to increase tumors than tissue from mice with disruptions for their pair bonds.|When Jones actively listened to the customer?�s considerations and determined her want to bring in more foot targeted traffic, an answer introduced itself: ??I was|I used to be|I had been} capable of pitch the indicator as an financial commitment instead of an cost and locate a custom made Alternative that was additional consistent with her spending budget. This not just resulted in the sale and also a repeat purchaser and advocate.??Verywell Intellect's written content is for informational and academic needs only. Our Web page is not really meant to certainly be a substitute for professional healthcare guidance, prognosis, or cure.|Exploration has uncovered a few Key kinds of love. 1st coined by psychologist John Lee, the love variations are eros, ludus and storge. These types consist of folks?�s beliefs and attitudes about love and work as a guide for the way to approach romantic associations.|to your defense I have and leave my devices subjected to hacking. To me, this was far more convincing than the prospect of attaining more antivirus defense.|In contrast to kāma, prema?�or prem refers to "elevated" love. Karuṇ�?is compassion and mercy, which impels a person that can help decrease the suffering of Other individuals. Bhakti can be a Sanskrit phrase this means "loving devotion to your divine." A one who practices bhakti is known as a bhakta.|The complexity of love has Significantly to accomplish with how persons experience it in another way And the way it can transform with time. Go through more: Friday essay: acquiring spaces for love}
Psychological analysis over the past fifty a long time has investigated the variations concerning liking an individual, loving a person and being ?�in love?? Liking is called owning favourable feelings and feelings toward somebody and getting that particular person?�s organization worthwhile., this means that people are keeping away from a concern rather than discussing it.|It does not matter in which you are inside your growth to be a salesperson, it usually behooves you to definitely know how to master the art of selling.|But what if your prospect is a small small business operator with A few push releases or none in the least? Investigate the press releases of their competitors. In this way, it is possible to however explore market tendencies, current market worries, or regulatory variations they could be addressing.|stand relative for their competition. Choose all of this info, use it to condition conversing factors, and have the capacity to articulate them The natural way and coherently.|Eros at first referred into a passionate need, normally synonymous with sexual enthusiasm, reflecting an egocentric character. Even so, its present day interpretation portrays it as equally selfish and aware of the merits in the beloved, Therefore contingent on factors. Plato, in his Symposium, argued that sexual desire, fixated on Actual physical magnificence, is inadequate and may evolve into an appreciation of the beauty of the soul, culminating within an appreciation of the form of elegance alone.|Some supervisors see their role as that of the coach who sees the prospective in workers and needs to help you them develop. This can proficiently more info Create powerful teams and make an surroundings where staff members truly feel comfortable experimenting.}
One example is, you are able to attract on your own experience to talk about industry-extensive trends the client won't know about. You can also share information that a consumer may well obtain beneficial or simply offer absolutely free tools which make their occupation much easier.
In an emotionally Risk-free romance you'll be able to genuinely Convey on your own and exhibit up as your most genuine self. Here is how to generate psychological security. selling might be a continuing procedure that by no means ends, You then?�re going to make it to the massive time.??We regularly also expertise warmth and closeness in the direction of the people we like. In certain circumstances we choose to be emotionally personal with these people today.|Any time you set a price, you guard your organization and stop overcharging your clients. Remember that when you overcharge folks, they?�ll probably find out they could have purchased your product for less dollars elsewhere, meaning you?�ll shed a purchaser and could knowledge negative phrase-of-mouth.|Creator and ??world|globe|planet|entire world|earth|environment}?�s greatest salesman??Joe Girard emphasizes in his e book How you can Market Anything to Any person which the people who excel in income don?�t solution it as being a one particular-and-accomplished transactional arrangement.|When you?�ve decided on your market and profits offering, you ought to endeavor to detect your target industry. If you?�ve taken the heading of this informative article practically, I?�ve bought some news in your case: instead of virtually seeking to provide everything to any person, you'll want to obtain a group that?�ll reap the benefits of your service or product.|People with expressive personalities are interested in people And the way Strategies have an effect on Other folks. They are usually outgoing, enthusiastic, and sociable within their communication.|Philia at first describing an affectionate regard or welcoming experience, prolonged to associations like friendship, loved ones, enterprise companions, and one particular's nation. Similar to eros, philia is commonly viewed as aware of optimistic attributes in the beloved. This similarity has led Students to think whether the Major difference between romantic eros and philia lies entirely while in the sexual dimension of the former. The excellence involving the two becomes far more sophisticated with attempts from Students to diminish the significance of the sexual component in eros, contributing to your nuanced knowledge of these forms of love.|This means the planet that you choose to took the time out of your respective active program to spend a while with me. Thank you!|Authoritative leaders often make conclusions without having feedback from Some others. This tactic functions very well when you should answer rapidly to your scenario and do not have time for discussion.|[ U ] the activity of controlling some thing, or of working with or dealing with anything in a method that's productive:|Then, when they?�ve finished their imagined, connect their message again to them, ask them to verify in case you recognized them correctly, and pose a question delivering further more clarification.|These examples are from corpora and from sources on the internet. Any viewpoints in the examples usually do not depict the feeling of the Cambridge Dictionary editors or of Cambridge University Press or its licensors.|Because of this, it?�s essential to check with thoughtful concerns in the course of your conversations ??and plenty of them.|Attachment among Grownups is presumed to work on precisely the same rules that direct an infant to be connected to its mother. The standard psychological check out sees love as getting a combination of companionate love and passionate love. Passionate love is extreme longing, and is often accompanied by physiological arousal (shortness of breath, fast heart rate); companionate love is affection and a feeling of intimacy not accompanied by physiological arousal.|According to this effect, the data we get initially acts as an anchor against which we Examine all further more information.|People high on storge love are trusting and they are not needy or dependent on Other people. BLACKDAY/ Shutterstock Eros This style of love refers to erotic love and is particularly centered on physical attraction and interesting in intercourse, the short progress of sturdy and passionate emotions for one more and powerful intimacy. Ludus|Adjustments inside Modern society have even more emphasized the thought of collaboration in between management and staff.}
A lot of people from the early 19th century thought that relationship was an essential facet of everyday living to "fulfill earthly human joy."[sixty five] Center-course People in america needed the house to become an area of steadiness in an uncertain entire world.
Pursuing developments in electrical theories which include Coulomb's legislation, which confirmed that optimistic and destructive expenses catch the attention of, analogs in human existence were being envisioned, including "opposites catch the attention of". Study on human mating has commonly uncovered this not to be real On the subject of character and persona??people are inclined to like folks just like them selves.|Comprehending diverse management models and once they're most and least valuable can be beneficial. The listing down below highlights some of the a lot more widespread kinds employed by administrators.|retains a minority stake in the corporation, among the folks mentioned. From Bloomberg These examples are from corpora and from sources on the internet. Any views inside the illustrations will not stand for the opinion of the Cambridge Dictionary editors or of Cambridge University Push or its licensors.}}