Key Account Management Case Study Example | Topics and Well Written Essays - 1500 words

Key Account Management - Case Study Example But these are strategies effective only during the initial stage. Once positioning is established, all efforts must then be centered at maintaining a course whereby profitability is promising, incidental to an effective reason to improve. This is where Key Account Management or KAM is most useful. Key Accounts are those that provide high revenue and critical asset, requiring strong leadership and excellent management skills. KAM is the most practical means of survival in this highly competitive market amidst increasing demand in current economic condition, a way to achieve longevity and create future growth, a way of preserving a good customer relationship. This essay emphasizes the Role of Key Account Management, as a tool and process that equips a company in acquiring and retaining large customer revenue fosters symbiotic mutually profitable and sustainable business relations resulting to a "win-win" situation. In a business that engages i... As such, the goals, missions, value, principles as well as the skills and capabilities inherent among sales personnel should be conveyed properly to every member of the organization. This should be initialized by the company head who takes responsibility relaying imperative matters to all levels of sales director who receives compensation dependent upon the generated sales profit. In his article Key Account Management Strategy, Jay Dwivedi said that "Salespeople learn only the hard way that many big companies really give them the business that they deserve based on the effort that they put in. Therefore, it is important to clearly identify what customers are "key" to your business and then serving them using a well thought out plan" (Dwivedi, n.d.). A good key account management entails constant check and update in terms of performance at least on a quarterly basis, taking into account the total revenue; percentage profits; growth rate of sales in existing product line; value of new products/services; order size distribution and average and price comparison with other customers in the same category. In his web article, the author furthered the importance of understanding, that while support from the corporate office is imperative, the actual development of key account management program is the effort originating from the local executives who know the overall whereabouts of the market. Since this program is constantly evolving in a manner similar to the rate of improvement of the product, continuous feedback from the customers is thus crucial to the alignment of the goals.

The relationship between marijuana and juvenile delinquency Essay

The relationship between marijuana and juvenile delinquency - Essay Example Based on transactional analysis theory, in the case at hand, it can be deduced from the physical and circumstantial evidence that my son’s friend has committed the following criminal violations: trespass to dwelling, theft, and illegal possession of picklocks. Trespass to dwelling is committed by a person who shall enter the house or dwelling of another without the latter’s prior consent. In the case at bar, the mere presence of my son’s friend inside the house (which is presumed to have been closed and temporarily inhabited as not even a single occupant was found thereon at that time) raises the presumption that he is guilty thereof. At that time, no one could have given him the permission to come inside the house as there was no legitimate occupant was there at that time. His being my son’s friend doesn’t in any way legitimize his intrusion into the house without invitation or prior permission. My son’s friend is also presumed guilty of illegal possession of picklocks. I must consider first the fact that I am very sure, non one in the house has ever had a picklock nor uses the same. The fact that my son’s friend was able to enter the house without the assistance of anybody, or any occupant from within, should be considered in relation to the presence of picklock found on the counter very near to the place where I found him. Common sense would indicate that the picklock could have been used to open the house door in order for him to gain entry thereon. It is not necessary though to actually see him in the act of using it as mere possession is sufficient to incriminate him. Theft could also be considered against him in relation to my jewelries which I found lying in the counter next to him. Of course, I should be careful with the fact that neither I nor anybody from my family in the house had put the jewelries there. Besides, jewelries are not commonly placed in or near the kitchen but inside the bedroom. For example, if I usually keep my jewelries inside my bedroom cabinet, the mere fact that they were taken outside the cabinet (where they should be), already consummates the crime of theft. The jewelries need not be successfully taken outside the house because the thief has already exercised control over the subject jewelries when he took them outside the bedroom cabinet where they are kept. There is no other logical presumption that could be made on the information of the presence of my jewelries in the kitchen beside the culprit whose presence in the house is under question. On the other hand, the fact that he smells of marijuana is not sufficient to indict him for violation of the law on prohibited or regulated drugs. On this aspect, the intervention of a professional is necessary in order to properly determine his condition. If it is positive, then he is guilty thereof. If it is negative, then he is not. I cannot rely entirely on my intuition as I may not be considered an expert in determining the smell of marijuana. Based on the facts given and discussion above, I will do the following: First, I will call the police right away. This is for the

Communication: Theory, Forms and Parameters

Communication: Theory, Forms and Parameters RINSON MAMMEN THEORIES FORMS AND PARAMETERS OF COMMUNICATION Theories of communication Actor-Network Theory suggests that human and non-human factors are equally influential in the success of technological innovation and scientific knowledge-creation. The theory looks at how networks are formed and how these networks contribute to these successes. It suggests that no one person or thing is solely responsible for these advancements. Therefore, both an actor and a network are responsible for achieving these outcomes. Adaptive Structuration Theory (AST) Groups and organizations create rules and resources which are defined as structures. These structures form social systems which develop a life of their own. The quality of the structure affects decision making, and decisions also affect the structure. Agenda Setting Theory: Agenda Setting Theory states that mass media organizations determine what the general population considers newsworthy by deciding how much attention a news story receives. The term salience transfer is commonly used and refers to the ability of the media to transfer their agendas onto the public. Cognitive Dissonance Theory: Cognitive Dissonance is the psychological conflict that results from holding two contradictory or incompatible beliefs or attitudes. For example, one can like a person, but disapprove of their habits. The theory suggests that a person looks for balance in their beliefs. Therefore, in order to reduce dissonance, one will avoid hearing opposing viewpoints or change their beliefs to match their actions. Communication Accommodation Theory: Communication Accommodation Theory describes when people accommodate or adjust their communication styles to others. These changes in verbal and nonverbal styles are done through two ways: divergence and convergence. Divergence is used to highlight group identity through touting the differences of the group they identify with. Divergence is often used by groups with strong ethnic or racial pride. Convergence is used more often by powerless individuals for social approval and focuses on matching the communication styles of the person with whom they are speaking to. Cultivation Theory: Cultivation Theory argues media shapes a persons sense of reality. Because many acquire information through mediated sources rather than direct experience, their world view becomes influenced by these sources. For example, Cultivation Theory suggests that people who would be defined as heavy television viewers see the world as more violent that it actually is. Face Negotiation Theory: Face Negotiation Theory highlights conflict style differences between collectivist and individualistic cultures. Collectivist cultures place value on the group and therefore adopt a conflict style of avoiding or integrating to give others mutual face. Individualistic cultures place value on the individual and in an attempt to protect self-face, they adopt a dominating conflict style. Hypodermic Needle Theory: The Hypodermic Needle Theory, also known as the ‘magic bullet’ theory, says the media has a powerful and direct effect on audiences by ‘injecting’ them with messages. The Hypodermic Needle Theory no longer carries the respect it once did since its accuracy was found to be questionable. Muted Group Theory: Muted Group Theory states that because language is man-made women remain reduced and excluded. Because words and norms have been created by men, women are disadvantaged in public. As women become less muted and more vocal, the dominant position of males in society will diminish. Social Exchange Theory: Social Exchange Theory posits an ‘economic’ exchange for in interpersonal relationships. Meaning, the relationships is enhanced by satisfying each others self-interest. In this theory, self-interest is not regarded as a bad thing, but rather as a concept that builds the relationship. Social Learning Theory: Social Learning Theory argues that people learn from each other through observing, imitating, and modeling the behaviors, attitudes, and emotional reactions of others. Social learning theory explains how human behavior can be shaped by continuous reciprocal interaction between cognitive, behavioral, an environmental influences. Social Penetration Theory: Social Penetration Theory looks at how superficial relationships evolve to intimate relationships. The theory states it is a gradual evolution due primarily to self-disclosure between parties. But, while this self-disclosure can be effective in creating intimate relationships, it can also leave one or more persons vulnerable. Standpoint Theory: Standpoint Theory claims that each person is seated in a different rank among the social hierarchy. Because of this, each person views the social climate from a different vantage point, which only provides a small look at the social whole. But the theory also claims that those who are lower on the social ladder tend to have a greater understanding of the social whole, rather than those higher up. Symbolic Interactionism Theory: Symbolic Interaction Theory suggests that the concept of self is created by three principles: 1) Meaning: that we act towards and things according to the meanings we apply to them. 2) Language: that we negotiate meaning through symbols. 3) Thought: that thought modifies our interpretations. Symbolic interactionism implies that without communication there would be no self concept. Theory of Planned Behavior (TPB): Theory of Planned Behavior is the same as Theory of Reasoned Action in that it says personal attitudinal judgments and social-normative considerations influence a person’s intentions to perform a behavior, but TPB adds a third element: perceived behavioral control. This element being the perception of how easy or difficult it is to perform the behavior. Theory of Reasoned Action (TRA) Theory of Reasoned Action looks at how behaviors can be influenced by influencing a person’s intentions. TRA states that two main factors tell a person whether or not to perform a behavior: 1) personal attitudinal judgments: the evaluation of the action; and, 2) social-normative considerations: what one believes others think they should do. Uncertainty Reduction Theory: Uncertainty Reduction Theory states that when strangers meet, their primary goal is to reduce levels of uncertainty. Uncertainty meaning, being unsure of how to behave (or how the other person will behave), and unsure of what to think of the other person. For example, if they like the person or do not like the person. According to this theory, they will use communication to reduce this uncertainty. Uses and Gratifications Theory: The Uses and Gratifications Theory assumes audiences actively seek out media to satisfy individual needs. With this assumption, the Uses and Gratifications Theory looks to answer three questions: what do people do with the media, what are their underlying motives for using said media, and what are the pros and cons of this individual media use Different Forms of Communication Verbal Communication Verbal communication includes sounds, words, language and speaking. Language is said to have originated from sounds and gestures. There are many languages spoken in the world. The basis of language formation are: gender, class, profession, geographical area, age group and other social elements. Speaking is an effective way of communicating and is again classified into two types viz. interpersonal communication and public speaking. Good verbal communication is an inseparable part of business communication. In a business, you come across people from various ages, cultures and races. Fluent verbal communication is essential, to deal with people in business meetings. Also, in business communication self-confidence plays a vital role which when clubbed with fluent communication skills can lead to success. Public speaking is another verbal communication in which you have to address a group of people. Preparing for an effective speech before you start is important. In public speaking, the speech must be prepared according to the type of audience you are going to face. The content of your speech should be authentic and you must have enough information on the topic you have chosen for public speaking. All the main points in your speech must be highlighted and these points should be delivered in the correct order. There are many public speaking techniques and these techniques must be practiced for an effective speech. Non-Verbal Communication Non-verbal communication involves physical ways of communication, like, tone of the voice, touch, smell and body motion. Creative and aesthetic non-verbal communication includes singing, music, dancing and sculpturing. Symbols and sign language are also included in non-verbal communication. Body language is a non-verbal way of communication. Body posture and physical contact convey a lot of information. Body posture matters a lot when you are communicating verbally to someone. Folded arms and crossed legs are some of the signals conveyed by a body posture. Physical contact, like, shaking hands, pushing, patting and touching expresses the feeling of intimacy. Facial expressions, gestures and eye contact are all different ways of communication. Reading facial expressions can help you know a person better. Written Communication Written communication is writing the words which you want to communicate. Good written communication is essential for business purposes. Written communication is practiced in many different languages. E-mails, reports, articles and memos are some of the ways of using written communication in business. The written communication can be edited and amended many times before it is communicated to the second party to whom the communication is intended. This is one of the main advantages of using writing as the major means of communication in business activity. Written communication is used not only in business but also for informal communication purposes. Mobile SMS is an example of informal written communication. Visual communication The last type of communication is the visual communication. Visual communication is visual display of information, like topography, photography, signs, symbols and designs. Television and video clips are the electronic form of visual communication. Effective communication is essential for the success of any type of business. Informally too, nothing can be achieved without proper communication. Therefore, developing communicative skills is a must. One must understand that all the four types of communication are equally important and one must develop communicative skills in all the mediums. Communicative media is growing day by day to ensure clarity and to eliminate the ambiguity in communication. Different Parameters in communication Many definitions describe communication as a transfer of information, thoughts or ideas to create shared understanding between a sender and a receiver. The information may be written or spoken, professional or social, personal or impersonal to name a few possibilities. Basically, the communication process involves a sender, receiver, message, channel and feedback. However, this simplistic description significantly under-represents what can actually be a very complex process. Click here for a brief overview of the communication process. Essential issues to be aware of in any communication situation are: Content refers to the actual words or symbols of the message that are known as language the spoken and written words combined into phrases that make grammatical sense. Importantly, we all use and interpret the meanings of words differently, so even simple messages can be misunderstood. And many words have different meanings to confuse the issue even more. Process refers to the way the message is delivered the nonverbal elements in speech such as the tone of voice, the look in the sender’s eyes, body language, hand gestures and state of emotions (anger, fear, uncertainty, confidence, etc.) that can be detected. The non-verbals that we use often cause messages to be misunderstood as we tend to believe what we see more than what we hear. Indeed, we often trust the accuracy of nonverbal behaviors more than verbal behaviors. A well-known UCLA study found that only around 7% of the meaning of spoken communication came from words alone, 55% came from facial expression and 38% came from the way the words were said. Context refers to the situation or environment in which your message is delivered. Important contextual factors that can subtly influence the effectiveness of a message include the physical environment (eg. a patient’s bedside, ward office, quiet room etc.), cultural factors (e.g. international cultures, organizational cultures and so on) and developmental factors (e.g. first, second or third year student, experience in similar clinical settings, stage of the practicum etc.). The goal of communication between a sender and a receiver is understanding of the message being sent. Anything that interferes with this can be referred to as ‘noise’. Communication noise can influence our interpretation of messages and significantly affect our perception of interactions with others. Many definitions describe communication as a transfer of information, thoughts or ideas to create shared understanding between a sender and a receiver. The information may be written or spoken, professional or social, personal or impersonal to name a few possibilities. Basically, the communication process involves a sender, receiver, message, channel and feedback. However, this simplistic description significantly under-represents what can actually be a very complex process. Click here for a brief overview of the communication process. Essential issues to be aware of in any communication situation are: Content refers to the actual words or symbols of the message that are known as language the spoken and written words combined into phrases that make grammatical sense. Importantly, we all use and interpret the meanings of words differently, so even simple messages can be misunderstood. And many words have different meanings to confuse the issue even more. Process refers to the way the message is delivered the nonverbal elements in speech such as the tone of voice, the look in the sender’s eyes, body language, hand gestures and state of emotions (anger, fear, uncertainty, confidence, etc.) that can be detected. The non-verbals that we use often cause messages to be misunderstood as we tend to believe what we see more than what we hear. Indeed, we often trust the accuracy of nonverbal behaviors more than verbal behaviors. A well-known UCLA study found that only around 7% of the meaning of spoken communication came from words alone, 55% came from facial expression and 38% came from the way the words were said. Context refers to the situation or environment in which your message is delivered. Important contextual factors that can subtly influence the effectiveness of a message include the physical environment (eg. a patient’s bedside, ward office, quiet room etc.), cultural factors (eg. international cultures, organisational cultures and so on) and developmental factors (eg. first, second or third year student, experience in similar clinical settings, stage of the practicum etc.). The goal of communication between a sender and a receiver is understanding of the message being sent. Anything that interferes with this can be referred to as ‘noise’. Communication noise can influence our interpretation of messages and significantly affect our perception of interactions with others Basic parameters of the communication system. a) Bandwidth b) Transmit Power c) Signal to Noise Ratio a) Bandwidth Bandwidth is defined as the range of frequencies required to represent original signal in time domain. This is the simplest definition of bandwidth. As being engineer well use more technical definition of bandwidth which is :- A ring of frequencies that falls in the amplitude of first and last by 3dB and 70% of energy left. Some important points relating bandwidth are:- i) Rate of Transmission of data is directly proportional to bandwidth i.e wider the bandwidth more data will flow . ii) With wider bandwidth, there are less collisions and errors are minimum. iii) The bandwidth is chosen after detailed analysis which is enough for data to be transmitted.This precaution is taken to avoid addition of noise since with the wider bandwidth thermal noise increases. Hence thermal noise is directly proportional to bandwidth. b) Transmit Power As the name suggests that it is the power required for transmission. Transmission power plays an important role due to its duality. The increase in transmission power reduces the noise. Secondly information is transmitted more accurately and precisely. Usually binary (0,1) level transmission is done just to save transmission power. For example if we are going to transmit 4 bits of information within 2 levels, 2 bits will be transmitted in one pulse width hence bandwidth will be two pulses. Suppose we transmit this in 4 levels , one pulse having one bit then transmit power will increase very fast which makes it more expensive system. Just to save transmission power and simplicity we use binary level at the expense of bandwidth. c) Signal to Noise Ratio : The performance of the system is defined by signal power to noise power ratio. Let So is the signal output power and No is the noise output power then So/No, is known as signal to noise ratio.The greater the signal power less the noise power affects and systems performance is better and vice versa.

Using Bicycles As An Alternative To Automobiles Essay -- essays resear

Using Bicycles As An Alternative To Automobiles Abstract: This paper basically shows the reasons to use the bicycle as an alternative   Ã‚  Ã‚  Ã‚  Ã‚  mode of transportation. It will points out the benefits of the use of a   Ã‚  Ã‚  Ã‚  Ã‚  Ã‚  Ã‚  Ã‚  Ã‚  Ã‚  Ã‚  Ã‚  Ã‚  Ã‚  Ã‚  bicycle. It will also show what is being done to get rid of the negative   Ã‚  Ã‚  Ã‚  Ã‚  Ã‚  Ã‚  Ã‚  Ã‚  Ã‚  Ã‚  Ã‚  Ã‚  Ã‚  Ã‚  aspects of using a bicycle for transportation. Bicycling is one of the fastest growing forms of recreation. People are drawn to it for many reasons, being out in the fresh air, the thrill of speed, the physical challenge, along with many other things. But there can be many more uses for the bicycle. The use that this paper will focus on is transportation. The use of bicycles can greatly improve the economy of a nation. A comparison between the efficiency of the transportation systems of the United Stated and Japan points this out. In 1990 Americans spent 17.9 percent of the GNP on transportation, whereas the Japanese spent only 10.79 percent on transportation. This difference of nearly 7 percent, gives the Japanese economy much more money for investing in their future. Our Economy is not the only thing we should worry about, and it is also not the only thing that can be improved by the use of bicycles. There are several major problems that could be drastically reduced by the increased use of bicycles. Traffic would be a lot lighter due to the extremely small size of bicycles. It would also greatly reduce the wear and tear on our roads and highways, and therefore reduce government expenditure. But one of the most serious problems it would reduce is that of pollution and smog in out larger cities. There are more benefits to biking, though. There are benefits that come at a more personal level. Biking greatly improves ones health. It can be a way to exercise without taking much times out of ones schedule. The time one would spend biking to work serves two important purposes. One, getting to work, but also as a great form of exercise. Improved mobility in crowded situations. In downtown areas, biking to work may actually save time. Cars crawl through congested traffic, while bicyclists ride around it. The time it takes to park a car... ...(Washington: Transportation Research Board, 1987) 3.  Ã‚  Ã‚  Ã‚  Ã‚  United States, Actions Needed To Increase Bicycle/Moped Use In The Federal Community (Washington: U.S. General Accounting Office, 1981) 4.  Ã‚  Ã‚  Ã‚  Ã‚  Mike Hudson, Bicycle Planning (The Architectural Press: London, 1982) 5.  Ã‚  Ã‚  Ã‚  Ã‚  National Research Council. Transportation Research Board. Pedestrian Behavior and Bicycle Traffic (Washington: National Academy of Sciences, 1980) 6.  Ã‚  Ã‚  Ã‚  Ã‚  National Research Council. Transportation Research Board. Nonmotorized Transportation Around The World (Washington: National Academy Press, 1994) 7.  Ã‚  Ã‚  Ã‚  Ã‚  National Research Council. Transportation Research Board. Nonmotorized Transportation Research, Issues, and Use (Washington: National Academy Press, 1995) 8.  Ã‚  Ã‚  Ã‚  Ã‚  John T. Doolittle, Integration of Bicycles and Transit (Washington: National Academy Press, 1994) 9.  Ã‚  Ã‚  Ã‚  Ã‚  http://www.tnrcc.state.tx.us/air/ms/vexercis.htm 10.  Ã‚  Ã‚  Ã‚  Ã‚  http://www.nd.edu/~ktrembat/www-bike/BCY/TryBikeCommute.html

Financial Leverage, Eps and Profit Margin Essay

Profits might be compared with sales, assets, or stockholders’ equity. Why might all three bases be used? Will trends in these ratios always move in the same direction? All the three bases are used to find the return earned with respective to sales as well as investment made. When the profit is compared with sales, it is called as the net profit margin. When the profit is compared with assets, it is called as return earned on total investment and when profit is compared with stockholders’ equity, it is called as return on equity. All these are profitability ratios and help to analyze the profitability at a particular period with respect to various bases. The trend in these ratios may not always move in the same direction. For example, return on assets may increase from one period to another, but not necessarily the return on equity. A cause for this may be due to change in capital structure and mix of debt and equity. Would you expect the profit margin in a quality jewelry store to differ from that of a grocery store? Comment. Yes. The profit margin in a quality jewelry store may differ from that of a grocery store. A jewelry store’s profit margin would be much higher than of a grocery store. A grocery store will have a lower profit margin with respect to sales and earns its profits by selling more volume. But in the case of a jewelry store, the profit margin earned on each unit would be higher. Give a simple definition of earnings per share. Earnings per share can be defined as the earnings available to equity shareholders after the payment of preferred dividends, if any, with respect to one share. It is calculated as net income available to equity shareholders divided by the number of outstanding equity shares. Define financial leverage. What is its effect on earnings? When is the use of financial leverage advantageous and disadvantageous? The extent to which a firm uses fixed income securities can be termed as a financial leverage. The fixed income securities include bonds and debentures. The effect on earnings includes reduction of profits due to payment of fixed interest on these securities. The use of financial leverage is advantageous especially when the leverage is at the optimum level. At this level, the existence of leverage maximizes the earnings per share of the equity holders. This is because all the excess profits after the payment of interest go to the equity holders. The use of financial leverage is disadvantageous when it exceeds the optimal level. When the leverage is too high, it increases the risk of the company as well as the cost of capital. This also reduces the long term solvency of the business.

CARL ROGER’S19 propositions Essay

CARL ROGER’S 19 PROPOSITIONS PROPOSITION 1: HUMAN EXPERIENCE AT ACONCIOUS AND UNCONCIOUS LEVEL Every individual exists in a continually changing world of experience of which he is the centre. PROPOSITION 2: HUMAN PERCEPTION The organism reacts to the field as it is experienced and perceived. This perceptual; field is, for the individual, reality. PROPOSITION 3: WHOLENESS The organism reacts as a whole to this phenomenal field. PROPOSITION 4: SELF-DETREMENATION The organism has one basic tendency and striving – to actualize, maintain, and enhance the experiencing organism. PROPOSITION 5: NEEDS AND BEHAVIOUR Behaviour is basically the goal-directed attempt of the organism to satisfy its needs as experience, in the field as perceived. PROPOSITION 6: EMOTIONS Emotion accompanies and in general facilitates such goal directed behaviour, the kind of emotion being related to the socking versus the consummatory aspects of the behaviour, and the intensity of the emotion being related to the perceived significance of the behaviour for the maintenance and enhancement of the organism. PROPOSITION 7: FRAME OF REFERENCE The best vantage point for understanding behaviour is from the internal frame of reference for the individual himself. PROPOSITION 8: THE SELF A portion of the total perceptual field gradually becomes differentiated as the self. PROPOSITION 9: THE SELF AND SIGNIFICANT OTHERS As a result of interaction with the environment, and particularly as a result of evaluational interaction with others, the structure of self is formed – an organized, fluid, but consistent conceptual pattern of perceptions of characteristics and relationships of the â€Å"I† or the â€Å"me† together with values attached to these concepts. PROPOSITION 10: VALUES:OWN AND ADOPTED FROM OTHERS The values attach themselves to experiences, and the values which are a part of the self structure, in some instances are values experienced directly by the organism, and in some instances are values introjected or taken over from others, but perceived in distorted fashion, as if they had been experienced directly. PROPOSITION 11: DEALING WITH EXPERIENCES AT CONCIOUS AND UNCONCIOUS LEVEL As experiences occur in the life of the individual, they are either (a) symbolised, perceived, and organized into some relationship to the self, (b) ignored because there is no perceived relationship to the self – structure, ( c ) denied symbolisation or given a distorted symbolization because the experience is inconsistent with the structure of the self. PROPOSITION 12: SELF AND BEHAVIOUR Most of the ways of behaving which are adopted by the organism are those which are inconsistent with the concept of self. PROPOSITION 13: BEHAVIOUR AND UNCONCIOUS EXPERIENCES Behaviour may, in some instances, be brought about by organic experiences and needs which have not been symbolized. Such behaviour may be inconsistent with the structure of the self, but in such instances the behaviour is not â€Å"owned† by the individual. PROPOSITION 14: PSYCHOLOGICAL TENSION Psychological maladjustment exists when the organism denies to awareness significant sensory and visceral experiences, which consequently are not symbolised and organized into the gestalt of the self-structure. When this situation exists, there is a basic or potential psychological tension. PROPOSITION 15: RECONSTRUCTION OF SELF Psychological adjustment exists when the concept of the self is such that all the sensory and visceral experiences of the organism are, or may be, assimilated on a symbolic level into a consistent relationship with the concept of self. PROPOSITION 16: DEFENCE OF SELF Any experience which is inconsistent with the organization or structure of self may be perceived as a threat and the more of these perceptions there are, the more rigidly the self-structure is organized to maintain itself. PROPOSITION 17: CONDITIONS FOR CHANGE Under certain conditions, involving primarily complete absence of any threat to the self structure, experiences which are inconsistent with it may be perceived, and examined, and the structure of self revised to assimilate and include such experiences. PROPOSITION 18: ACCEPTANCE OF SELF When the individual perceives and accepts into one consistent and integrated system all his sensory and visceral experiences, then he is necessarily more understanding of others and is more accepting of others as separate individuals. PROPOSITION 19: DEVELOPING YOUR OWN VALUING PROCESS As the individual perceives and accepts into his self-structure more of his organic experiences, he finds that he is replacing his present value system – based so largely upon introjections which have been distortedly symbolized – with a continuing organismic valuing process.