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The Roles of Sales Technologies for Salespeople: Techno Demands and Resources Model Perspective 销售技术对销售人员的作用:技术需求与资源模型视角
IF 5.6 3区 管理学 Q1 Business, Management and Accounting Pub Date : 2024-02-13 DOI: 10.3390/jtaer19010019
Kangsun Shin, Seonggoo Ji, Ihsan Ullah Jan, Younghoon Kim
The purpose of this study is to examine the effects of a salesperson’s techno-demands and techno-resources created by new sales-related information technology on salespersons’ attitudinal and behavioral outcomes such as job burnout, job satisfaction, turnover intention, and sales performance. In order to test the proposed framework, data were collected from 305 salespeople in Korea. The results of a partial least squared structural equation modeling (PLS-SEM) analysis showed that techno-demands have a significant positive effect on salespeople’s job burnout and techno-resources have a significant positive effect on salespeople’s job satisfaction. Salespeople’s job burnout has a significant positive effect on salespeople’s turnover intention, whereas salespeople’s job satisfaction has a significant positive effect on salespeople’s sales performance. Finally, salespeople’s job satisfaction has a negative effect on turnover intention. Theoretically, this study develops a new comprehensive framework of the techno demands–resources model and is empirically tested in the context of salespeople. Managerially, the findings offer important insights to practitioners to leverage techno-resources to accelerate the sales technologies for sales activities.
本研究旨在探讨销售人员的技术要求和与销售相关的新信息技术所创造的技术资源对销售人员的态度和行为结果(如工作倦怠、工作满意度、离职意向和销售业绩)的影响。为了验证所提出的框架,研究人员收集了韩国 305 名销售人员的数据。偏最小二乘法结构方程模型(PLS-SEM)分析结果显示,技术要求对销售人员的工作倦怠有显著的正向影响,而技术资源对销售人员的工作满意度有显著的正向影响。销售人员的工作倦怠对销售人员的离职意向有显著的正向影响,而销售人员的工作满意度对销售人员的销售业绩有显著的正向影响。最后,销售人员的工作满意度对离职意向有负面影响。从理论上讲,本研究建立了一个新的技术需求-资源模型综合框架,并在销售人员的背景下进行了实证检验。在管理方面,研究结果为从业人员利用技术资源加快销售技术促进销售活动提供了重要启示。
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引用次数: 0
A Game-Theoretic Analysis of the Adoption of Patient-Generated Health Data 采用患者生成的健康数据的博弈论分析
IF 5.6 3区 管理学 Q1 Business, Management and Accounting Pub Date : 2024-02-08 DOI: 10.3390/jtaer19010017
M. Tolga Akçura, Zafer D. Ozdemir, Hakan Tarakci
Patient-generated health data (PGHD) have great potential to improve clinical outcomes. As providers consider whether and how to incorporate PGHD into their clinical workflows, platforms by Apple and Amazon stand to fundamentally alter the landscape. With the aim to examine the conditions under which providers would adopt PGHD and possibly sign on with a platform, we analyzed the incentives and optimal strategies of two healthcare providers, a monopoly platform, and consumers using stylized game-theoretic models and solve for potential equilibria. We found that consumer surplus always increased with PGHD adoption, but social welfare may drop. The larger provider had more incentive to adopt PGHD than the smaller provider, but these incentives were reversed in the case of platform adoption. Accordingly, the platform enrolled the smaller provider first and possibly both providers. The emergence of the platform raised provider surplus, potentially at the expense of the consumers, despite offering its service to them for free. These results illustrate the importance of economic incentives regarding whether and how PGHD could be incorporated into our current healthcare system.
患者生成的健康数据 (PGHD) 在改善临床疗效方面具有巨大潜力。在医疗机构考虑是否以及如何将 PGHD 纳入其临床工作流程时,苹果和亚马逊的平台将从根本上改变这一格局。为了研究医疗服务提供商在何种条件下会采用 PGHD 并可能与平台签约,我们使用风格化的博弈论模型分析了两个医疗服务提供商、一个垄断平台和消费者的激励机制和最优策略,并求解了潜在的均衡点。我们发现,采用普惠制后,消费者盈余总是会增加,但社会福利可能会下降。规模较大的提供商比规模较小的提供商更有动力采用 PGHD,但在采用平台的情况下,这些动力却相反。因此,平台首先招收规模较小的提供商,也可能同时招收两家提供商。平台的出现增加了提供商的盈余,尽管它免费为消费者提供服务,但可能会牺牲消费者的利益。这些结果表明了经济激励对于是否以及如何将普惠制纳入当前医疗保健系统的重要性。
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引用次数: 0
Similarities and Disparities of e-Commerce in the European Union in the Post-Pandemic Period 后大流行病时期欧盟电子商务的相似性和差异性
IF 5.6 3区 管理学 Q1 Business, Management and Accounting Pub Date : 2024-02-08 DOI: 10.3390/jtaer19010018
Rodica Manuela Gogonea, Liviu Cătălin Moraru, Dumitru Alexandru Bodislav, Loredana Maria Păunescu, Carmen Florentina Vlăsceanu
The emergence of the COVID-19 pandemic has resulted in notable transformations of the commerce landscape, particularly in the realm of electronic commerce. This sector has experienced a precipitous advancement, characterized by substantial modifications of online business under-takings, encompassing both products and services. The aim of the current research was to explore the similarities and differences between European Union member states in the context of e-commerce in the post-pandemic period, taking into consideration the population’s level of education, the risk of poverty, as well as households’ access to the internet. The analysis was conducted for the year 2021, which represented the most recent year for which data were available, and was based on the application of the hierarchical cluster methodology, which included the Ward method and the Robust Tests of Equality of Means (Welch and Brown–Forsythe). Five clusters resulted, which included a minimum of three countries and a maximum of nine. The present study focused on examining the similarities and disparities within clusters, as well as among countries belonging to those clusters. These observed similarities and disparities are believed to be the outcome of various indicators that influence the realm of electronic commerce, and they are contingent upon the economic development level of each country and their ability to cope with the challenges posed by the COVID-19 pandemic. The information obtained in this study pertains to the future of electronic commerce in the sense of identifying premises that allow the development and application of development strategies.
COVID-19 大流行病的出现导致了商业格局的显著变化,尤其是在电子商务领域。这一领域经历了突飞猛进的发展,其特点是在线商业活动发生了重大变化,包括产品和服务。当前研究的目的是,在考虑到人口的教育水平、贫困风险以及家庭上网情况的情况下,探讨后大流行时期欧盟成员国在电子商务方面的异同。分析对象为 2021 年,即有数据可查的最近一年,分析采用了分层聚类方法,包括沃德法和均值相等的稳健检验法(韦尔奇和布朗-福赛)。结果产生了五个聚类,其中最少包括三个国家,最多包括九个国家。本研究的重点是审查组群内部以及属于这些组群的国家之间的相似性和差异性。这些观察到的异同被认为是影响电子商务领域的各种指标的结果,它们取决于每个国家的经济发展水平及其应对 COVID-19 大流行所带来的挑战的能力。本研究获得的信息与电子商务的未来有关,即确定了制定和实施发展战略的前提。
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引用次数: 0
Financial Anti-Fraud Based on Dual-Channel Graph Attention Network 基于双通道图注意网络的金融反欺诈
IF 5.6 3区 管理学 Q1 Business, Management and Accounting Pub Date : 2024-02-02 DOI: 10.3390/jtaer19010016
Sizheng Wei, Suan Lee
This article addresses the pervasive issue of fraud in financial transactions by introducing the Graph Attention Network (GAN) into graph neural networks. The article integrates Node Attention Networks and Semantic Attention Networks to construct a Dual-Head Attention Network module, enabling a comprehensive analysis of complex relationships in user transaction data. This approach adeptly handles non-linear features and intricate data interaction relationships. The article incorporates a Gradient-Boosting Decision Tree (GBDT) to enhance fraud identification to create the GBDT–Dual-channel Graph Attention Network (GBDT-DGAN). In a bid to ensure user privacy, this article introduces blockchain technology, culminating in the development of a financial anti-fraud model that fuses blockchain with the GBDT-DGAN algorithm. Experimental verification demonstrates the model’s accuracy, reaching 93.82%, a notable improvement of at least 5.76% compared to baseline algorithms such as Convolutional Neural Networks. The recall and F1 values stand at 89.5% and 81.66%, respectively. Additionally, the model exhibits superior network data transmission security, maintaining a packet loss rate below 7%. Consequently, the proposed model significantly outperforms traditional approaches in financial fraud detection accuracy and ensures excellent network data transmission security, offering an efficient and secure solution for fraud detection in the financial domain.
本文通过在图神经网络中引入图注意网络(GAN)来解决金融交易中普遍存在的欺诈问题。文章整合了节点注意网络和语义注意网络,构建了双头注意网络模块,从而能够全面分析用户交易数据中的复杂关系。这种方法能巧妙地处理非线性特征和错综复杂的数据交互关系。文章采用梯度提升决策树(GBDT)来增强欺诈识别能力,从而创建了 GBDT-双通道图注意网络(GBDT-DGAN)。为了确保用户隐私,本文引入了区块链技术,最终开发出一种金融反欺诈模型,将区块链与 GBDT-DGAN 算法相融合。实验验证表明,该模型的准确率高达 93.82%,与卷积神经网络等基线算法相比至少提高了 5.76%。召回率和 F1 值分别为 89.5% 和 81.66%。此外,该模型还表现出卓越的网络数据传输安全性,丢包率保持在 7% 以下。因此,所提出的模型在金融欺诈检测准确性方面明显优于传统方法,并确保了出色的网络数据传输安全性,为金融领域的欺诈检测提供了一种高效、安全的解决方案。
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引用次数: 0
A Two-Stage Nonlinear User Satisfaction Decision Model Based on Online Review Mining: Considering Non-Compensatory and Compensatory Stages 基于在线评论挖掘的两阶段非线性用户满意度决策模型:考虑非补偿和补偿阶段
IF 5.6 3区 管理学 Q1 Business, Management and Accounting Pub Date : 2024-02-01 DOI: 10.3390/jtaer19010015
Shugang Li, Boyi Zhu, Yuqi Zhang, Fang Liu, Zhaoxu Yu
Mining user satisfaction decision stages from online reviews is helpful for understanding user preferences and conducting user-centered product improvements. Therefore, this study develops a two-stage nonlinear user satisfaction decision model (USDM). First, we use word2vec technology and lexicon-based sentiment analysis to mine the sentiment polarity of each product attribute in the reviews. Then, we develop KANO mapping rules using utility functions to classify consumer preferences based on attribute importance. Based on this, a two-stage nonlinear USDM is developed to describe post-purchase evaluation behavior. In the first non-compensatory stage, consumers determine their initial satisfaction level based on the performance of basic attributes. If the performance of these attributes is poor, it is almost impossible for users to be satisfied. In the compensatory stage, the performance of the remaining attributes collectively affects final satisfaction through participation in user utility calculation. With the use of reviews from JD.com, we develop a genetic algorithm to determine feasible solutions for the USDM and verify its validity and robustness. The USDM is proven to be effective in predicting user satisfaction compared to other classic models and machine learning algorithms. This study provides a universal pattern for user satisfaction decisions and extends the study on preference analysis.
从在线评论中挖掘用户满意度决策阶段有助于了解用户偏好,并以用户为中心改进产品。因此,本研究建立了一个两阶段非线性用户满意度决策模型(USDM)。首先,我们使用 word2vec 技术和基于词库的情感分析来挖掘评论中每个产品属性的情感极性。然后,我们利用效用函数开发 KANO 映射规则,根据属性重要性对消费者偏好进行分类。在此基础上,我们开发了一个两阶段非线性 USDM 来描述购买后的评价行为。在第一个非补偿阶段,消费者根据基本属性的表现确定其初始满意度。如果这些属性表现不佳,用户几乎不可能感到满意。在补偿阶段,其余属性的表现通过参与用户效用计算共同影响最终满意度。利用 JD.com 上的评论,我们开发了一种遗传算法来确定 USDM 的可行解决方案,并验证了其有效性和稳健性。与其他经典模型和机器学习算法相比,USDM 被证明能有效预测用户满意度。这项研究为用户满意度决策提供了一种通用模式,并扩展了偏好分析研究。
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引用次数: 0
Value Co-Creation on TV Talent Shows: Cases from Mainland China, Taiwan and Hong Kong 电视选秀节目的价值共创:中国大陆、台湾和香港的案例
IF 5.6 3区 管理学 Q1 Business, Management and Accounting Pub Date : 2024-01-31 DOI: 10.3390/jtaer19010014
Wai-Kit Ng, Cheng-Ming Yang, Chun-Liang Chen
Through the actions and interactions of video platform users, talent shows have expanded from the entertainment sphere to the social sphere and become an everyday part of life. Watching talent shows on online platforms, especially through participation in multi-platform interaction, is an ever developing and innovative field in many regions. This study adopts a multiple case analysis approach. We analyze and compare three cases of talent shows, examining aspects of their value co-creation, digital platform, dynamic capability and value network through an exploration of a series of creative activities on digital video platforms. Talent shows provide a unique environment in which different actors interact, co-exist and co-create value, i.e., another form of O2O marketing. These actors include producers, entertainment companies, sponsors and fans, and fan value co-creation currently takes many different forms, which are experienced, engaged and interacted with through different platforms. The findings contribute to examining the underlying dynamics of TV talent shows, in addition to explaining how they are achieving sustainable advantages in the media market. Furthermore, this study aims to understand the service ecosystem of network talent shows from the perspective of industrial innovation strategy; consequently, this research can help to promote the implications of this new form of digital content services and its innovation strategies.
通过视频平台用户的行为和互动,选秀节目已经从娱乐领域扩展到社交领域,成为生活的日常部分。在网络平台上观看选秀节目,尤其是参与多平台互动,在许多地区都是一个不断发展和创新的领域。本研究采用多案例分析方法。我们分析和比较了三个选秀节目案例,通过对数字视频平台上一系列创意活动的探索,考察了其价值共创、数字平台、动态能力和价值网络等方面。选秀节目提供了一个独特的环境,不同的参与者在其中互动、共存并共同创造价值,即另一种形式的 O2O 营销。这些参与者包括制片人、娱乐公司、赞助商和粉丝,粉丝价值的共同创造目前有许多不同的形式,他们通过不同的平台进行体验、参与和互动。研究结果有助于探讨电视选秀节目的内在动力,并解释它们如何在媒体市场中实现可持续优势。此外,本研究旨在从产业创新战略的角度了解网络选秀节目的服务生态系统;因此,本研究有助于宣传这种新形式的数字内容服务及其创新战略的意义。
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引用次数: 0
Demystifying the Combined Effect of Consistency and Seamlessness on the Omnichannel Customer Experience: A Polynomial Regression Analysis 解读一致性和无缝性对全渠道客户体验的综合影响:多项式回归分析
IF 5.6 3区 管理学 Q1 Business, Management and Accounting Pub Date : 2024-01-29 DOI: 10.3390/jtaer19010013
Wei Gao, Ning Jiang
Although channel consistency and seamlessness have been regarded as two critical factors in conducting omnichannel business, their combined effect has yet to be revealed. By employing a polynomial regression, this study disentangles the combined effect of channel consistency and seamlessness on customer experience in the omnichannel context. The results indicate that enhancing channel consistency and seamlessness simultaneously can improve the omnichannel customer experience. The combined effect of a high (low) level of channel consistency and a low (high) level of channel seamlessness on the omnichannel customer experience is also positive. Data vulnerability can strengthen the combined effect of channel consistency and seamlessness on customer experience in the omnichannel context. This study not only uncovers the complex influences of different combinations of channel consistency and seamlessness but also provides new insights into conducting omnichannel retail for practitioners.
尽管渠道一致性和无缝性一直被视为开展全渠道业务的两个关键因素,但它们的综合效应仍有待揭示。通过多项式回归,本研究揭示了全渠道背景下渠道一致性和无缝性对客户体验的综合影响。结果表明,同时增强渠道一致性和无缝性可以改善全渠道客户体验。高(低)水平的渠道一致性和低(高)水平的渠道无缝性对全渠道客户体验的综合影响也是积极的。在全渠道背景下,数据脆弱性可加强渠道一致性和无缝性对客户体验的综合影响。这项研究不仅揭示了渠道一致性和无缝性不同组合的复杂影响,还为从业人员开展全渠道零售提供了新的见解。
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引用次数: 0
Have Your Cake and Eat It? Price Discount Programs under the Membership Free Shipping Policy in Online Retailing 既要蛋糕又要它?网上零售中会员免运费政策下的价格折扣计划
IF 5.6 3区 管理学 Q1 Business, Management and Accounting Pub Date : 2024-01-26 DOI: 10.3390/jtaer19010012
Zhipeng Tang, Guowei Hua, Tai Chiu Edwin Cheng, Xiaowei Li, Jingxin Dong
Online retailers offer free shipping services, such as threshold free shipping (TFS) and membership free shipping (MFS), to promote sales and provide a better shopping experience to consumers in online retailing. Although MFS attracts more member-consumers, it encourages consumers to place more small orders than TFS, which significantly increases the operational costs of the online retailer. To address this issue, we propose two price discount policies under the MFS service, namely the limited-time discount and the threshold discount. Then, we build analytical models under these two policies to explore the impacts of offering price discounts on the retailer’s profit and consumers’ welfare. We find that no matter which discount policy is adopted, consumers are more likely to consolidate several small orders from different time periods into a big one to obtain the discount. The economies of scale generated by consumers consolidating their orders under these discount policies can help reduce online retailers’ operational costs. Therefore, regardless of any discount policy offered by the online retailer under the MFS service, consumers will place more big orders and more member-consumers are attracted, i.e., the online retailer can have its cake and eat it too. Our research findings provide decision-making insights for practitioners who offer free shipping services and price discounts to consumers in online retailing.
在线零售商提供免运费服务,如门槛免运费(TFS)和会员免运费(MFS),以促进销售并为在线零售消费者提供更好的购物体验。虽然 MFS 吸引了更多的会员消费者,但与 TFS 相比,它鼓励消费者下更多的小订单,这大大增加了在线零售商的运营成本。针对这一问题,我们提出了 MFS 服务下的两种价格折扣政策,即限时折扣和门槛折扣。然后,我们建立了这两种政策下的分析模型,探讨了提供价格折扣对零售商利润和消费者福利的影响。我们发现,无论采用哪种折扣政策,消费者都更倾向于将不同时段的几个小订单合并成一个大订单,以获得折扣。在这些折扣政策下,消费者合并订单所产生的规模经济有助于降低在线零售商的运营成本。因此,无论网络零售商在 MFS 服务下提供何种折扣政策,消费者都会下更多的大订单,吸引更多的会员消费者,即网络零售商可以吃到自己的蛋糕。我们的研究结果为在网上零售中向消费者提供免运费服务和价格折扣的从业者提供了决策启示。
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引用次数: 0
Evolution of Men’s Image in Fashion Advertising: Breaking Stereotypes and Embracing Diversity 时尚广告中男性形象的演变:打破陈规,拥抱多元
IF 5.6 3区 管理学 Q1 Business, Management and Accounting Pub Date : 2024-01-24 DOI: 10.3390/jtaer19010011
María Jesús Carrasco-Santos, Carmen Cristófol-Rodríguez, Ismael Begdouri-Rodríguez
This research study explores the representation of men in fashion advertising and investigates whether societal and fashion evolution has contributed to a departure from traditional stereotypes. The research methodology comprised three phases: content analysis, surveys, and in-depth interviews with an expert panel, examining how men’s clothing has been communicated in fashion over a span of 50 years, with a focus on three renowned brands: Lacoste, Burberry, and Hugo Boss. The findings reveal a notable shift in fashion advertising targeting men, characterized by increased racial diversity among models and a more diverse depiction of attitudes and poses. However, homosexual or bisexual couples remain largely unrepresented. The study highlights the influence of advertising on shaping the image of the “new man”, evident through the diminishing gender boundaries in clothing and accessories and the persistent struggle to break free from stereotypes. The study underscores the significance of ongoing efforts to promote diversity and inclusivity in fashion advertising.
这项研究探讨了男性在时尚广告中的表现形式,并调查了社会和时尚的演变是否导致了传统定型观念的偏离。研究方法包括三个阶段:内容分析、调查和专家小组深度访谈,以三个著名品牌为重点,研究 50 年来男装在时尚中的传播方式:重点关注三个知名品牌:拉科斯特(Lacoste)、巴宝莉(Burberry)和雨果博斯(Hugo Boss)。研究结果表明,针对男性的时尚广告发生了显著变化,其特点是模特的种族多样性增加,态度和姿势的描述也更加多样化。然而,同性恋或双性恋伴侣在很大程度上仍未得到体现。这项研究强调了广告对塑造 "新新人类 "形象的影响,服装和配饰中性别界限的缩小以及为摆脱陈规定型观念而进行的不懈努力都证明了这一点。这项研究强调了在时尚广告中不断努力促进多样性和包容性的重要性。
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引用次数: 0
The Future of Electronic Commerce in the IoT Environment 物联网环境下电子商务的未来
IF 5.6 3区 管理学 Q1 Business, Management and Accounting Pub Date : 2024-01-24 DOI: 10.3390/jtaer19010010
Antonina Lazić, Saša Milić, Dragan Vukmirović
The Internet of Things (IoT) was born from the fusion of virtual and physical space and became the initiator of many scientific fields. Economic sustainability is the key to further development and progress. To keep up with the changes, it is necessary to adapt economic models and concepts to meet the requirements of future smart environments. Today, the need for electronic commerce (e-commerce) has become an economic priority during the transition between Industry 4.0 and Industry 5.0. Unlike mass production in Industry 4.0, customized production in Industry 5.0 should gain additional benefits in vertical management and decision-making concepts. The authors’ research is focused on e-commerce in a three-layer vertical IoT environment. The vertical IoT concept is composed of edge, fog, and cloud layers. Given the ubiquity of artificial intelligence in data processing, economic analysis, and predictions, this paper presents a few state-of-the-art machine learning (ML) algorithms facilitating the transition from a flat to a vertical e-commerce concept. The authors also propose hands-on ML algorithms for a few e-commerce types: consumer–consumer and consumer–company–consumer relationships. These algorithms are mainly composed of convolutional neural networks (CNNs), natural language understanding (NLU), sequential pattern mining (SPM), reinforcement learning (RL for agent training), algorithms for clicking on the item prediction, consumer behavior learning, etc. All presented concepts, algorithms, and models are described in detail.
物联网(IoT)诞生于虚拟空间和物理空间的融合,并成为许多科学领域的开创者。经济的可持续性是进一步发展和进步的关键。要跟上变化的步伐,就必须调整经济模式和理念,以满足未来智能环境的要求。如今,在工业 4.0 和工业 5.0 的过渡时期,电子商务(e-commerce)的需求已成为经济领域的优先事项。与工业 4.0 中的大规模生产不同,工业 5.0 中的定制化生产应在垂直管理和决策理念方面获得更多益处。作者的研究重点是三层垂直物联网环境下的电子商务。垂直物联网概念由边缘层、雾层和云层组成。鉴于人工智能在数据处理、经济分析和预测方面无处不在,本文介绍了一些最先进的机器学习(ML)算法,以促进从平面电子商务概念向垂直电子商务概念的过渡。作者还针对消费者-消费者关系和消费者-公司-消费者关系等几种电子商务类型提出了实用的机器学习算法。这些算法主要包括卷积神经网络(CNN)、自然语言理解(NLU)、序列模式挖掘(SPM)、强化学习(用于代理培训的 RL)、商品点击预测算法、消费者行为学习等。所有介绍的概念、算法和模型都有详细说明。
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引用次数: 0
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Journal of Theoretical and Applied Electronic Commerce Research
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