Musk's Ultimatum Email
Elon Musk continues to spread love and joy across his new company. The latest missive is an email asking employees to “click yes” to affirm that they still want to be part of Twitter, which he describes as “hardcore” and requiring “working long hours at high intensity.” Apparently, hundreds of employees refused and opted for three months of severance pay instead.
I see this email as an embarrassment, but I’m guessing that Musk doesn’t care or feels proud of it. He must have known that the message, like all of his, would be made public. How funny to read this in light of all the “quiet quitting” news, although I suspect that that wave has passed since the massive tech layoffs started. Still, no one wants to work for a jerk.
The email is a good example for students to analyze for tone and character. Of course, some students will defend Musk who, for them, can do no wrong.
From: Elon Musk
To: Team [at Twitter]
Subj. A Fork in the Road
Date: Nov. 16, 2022 [time stamp removed]
Going forward, to build a breakthrough Twitter 2.0 and succeed in an increasingly competitive world, we will need to be extremely hardcore. This will mean working long hours at high intensity. Only exceptional performance will constitute a passing grade.
Twitter will also be much more engineering-driven. Design and product management will still be very important and report to me, but those writing great code will constitute the majority of our team and have the greatest sway.
At its heart, Twitter is a software and servers company, so l think this makes sense.
If you are sure that you want to be part of the new Twitter, please click yes on the link below:
[Link removed]
Anyone who has not done so by 5pm ET tomorrow (Thursday) will receive three months of severance.
Whatever decision you make, thank you for your efforts to make Twitter successful.
Elon
Twitter Layoff Messages
Perhaps the best example of a bad-news message is a layoff memo (below), and Elon Musk’s Twitter email doesn’t disappoint. Just days after the purchase went through and after a deafening silence, the new CEO sent a short message confirming what employees expected.
The email is classic Musk: direct and decisive, without a lot of compassion. He makes the news extra painful by expressing his distrust: cutting people off from offices and systems and reminding people not to share confidential information (which at least one person did by sharing the internal email).
Layoff messages are typically softer, with more specific reasons for the decision, a rationale for who goes and who stays, more gratitude to those leaving, more information about what people can expect, and more optimism about the future of the company. They are also a chance for leaders to demonstrate their own humility and vulnerability. But that’s not Elon Musk. (That describes Brian Chesky, whose Airbnb layoff message—posted publicly—is still one of my favorites.)
The actual layoffs the next day didn’t go much better. “Confusion” prevailed as 50% were laid off, some losing access in the middle of meetings. Now Musk is left with what he called a “massive drop in revenue” and class-action lawsuits from employees.
Team,
In an effort to place Twitter on a healthy path, we will go through the difficult process of reducing our global workforce on Friday. We recognize that this will impact a number of individuals who have made valuable contributions to Twitter, but this action is unfortunately necessary to ensure the company's success moving forward.
Given the nature of our distributed workforce and our desire to inform impacted individuals as quickly as possible, communications for this process will take place via email. By 9AM PST on Friday Nov. 4th, everyone will receive an individual email with the subject line: Your Role at Twitter. Please check your email, including your spam folder.
If your employment is not impacted, you will receive a notification via your Twitter email.
If your employment is impacted, you will receive a notification with next steps via your personal email.
If you do not receive an email from twitter-hr@ by 5PM PST on Friday Nov. 4th, please email xxxxxxxx.
To help ensure the safety of each employee as well as Twitter systems and customer data, our offices will be temporarily closed and all badge access will be suspended. If you are in an office or on your way to an office, please return home.
We acknowledge this is an incredibly challenging experience to go through, whether or not you are impacted. Thank you for continuing to adhere to Twitter policies that prohibit you from discussing confidential company information on social media, with the press or elsewhere.
We are grateful for your contributions to Twitter and for your patience as we move through this process.
Thank you.
Research About "Low-Response" People
Research about persuading people to pay NYC parking tickets has implications for business communicators—and raises questions of character. The study, published in American Economic Journal: Economic Policy, found that reminder letters get more people to pay fines, but this approach doesn’t work for everyone.
People who respond least to the “nudges,” including notices about greater fines, happen to be those least likely to pay in the first place. Referred to as “low-response” types, these folks need sterner warnings. As one author says, “It’s only when they get this legal-looking letter that says, ‘We are in default judgment against you; you may get towed.’” Most interesting, people in the “low-response” groups tend to be from historically “disadvantaged populations—lower income, less education, and higher proportions of Black or other racial groups.”
The authors acknowledge that their recommendations ”would not be based on individual characteristics (e.g., income, race, neighborhood) but only on past behavior–while statistically helping traditionally underserved populations to avoid penalties with a nonintrusive nudge. We further note that, in proposing this policy, we are not assuming that the low baseline response rates of the LRs are suboptimal. Rather, we are pointing out a lower-cost policy that could induce more timely payments from the LRs without imposing larger penalties on them.”
Still, this study raises questions about character, for example, compassion, integrity, and accountability. Am I the only one cringing at the term “low-response type” and use of “LRs”? Is it right to threaten one group but not another, even if it’s based on past behavior? True, people should pay fines, but we have deeper societal issues and inequities to consider. How do people in these groups view rules and law enforcement? Are people in lower-income neighborhoods or with cars in greater disrepair more likely to get tickets in the first place?
If, as the authors say, their proposed policy is helpful to avoid “imposing larger penalties,” why not simply eliminate fines that some people can’t afford to pay? Our local library has stopped charging late fees so they don’t discourage reading and cause a disparate impact. The authors do propose eliminating later, greater fines that have little impact and most affect people in historically disadvantaged populations. Theoretically, data can also be used for a sliding fee scale according to income level—or perhaps the value of one’s car.
The simpler takeaway for business communication students is the relevance of knowing your audience. As study authors say, NYC already has the data and can customize approaches. We do teach analyzing an audience and tailoring a message. But students may discuss the ethics of using data and taking different approaches in these types of situations.
Accommodations and Persuasion in the PA Debate
The Pennsylvania Senate Debate between John Fetterman and Dr. Mehmet Oz illustrates several interesting points for business communication students. One is the art of not answering questions, perhaps best illustrated by the first question, an opportunity to describe the candidates’ own qualifications, which they spent criticizing their opponent.
Another example is how the debate was structured to accommodate John Fetterman’s auditory processing issues, five months after he suffered a stroke. Fetterman kicked off the debate by admitting his illness and saying, “I had a stroke. He’s never let me forget that.” His speech was sometimes halting and repetitive, and he confused a few words. Repeating his doctor’s clearance, he tried to persuade voters that he is fit to serve.
Hot topics about abortion and fracking were discussed at length, with candidates balancing their party affiliations and ideals. At some point, Dr. Oz said, “I want women, doctors, local political leaders, letting the democracy that’s always allowed our nation to thrive to put the best ideas forward so states can decide for themselves.” This inspired jokes and “Inside Amy Schumer” segments that I won’t link (because they’re NSFW).
Students will find more to discuss about the candidates’ presentation skills, responses to questions, and persuasive communication.
Charts for Students to Analyze
NYU professor, author, and podcast host Scott Galloway has a new book, Adrift: America in 100 Charts, with good examples for students to analyze. His newsletter also describes charts, for example, a few that illustrate the U.S. incarceration problem. He uses data to conclude that our extraordinary incarceration rates do little to reduce crime.
On one page, he uses a bubble, a column, a paired column, a people graph, and a line chart. Each is chosen well for the purpose, although he doesn’t use message/descriptive titles, as business communication faculty would advise. Students will find other improvements, for example, maybe adding data labels to the first chart (despite the Y axis) and better distinguishing “All Men” in the people chart.
Galloway’s posts regularly offer examples to engage students in current political, tech, and business topics.
Not about charts, but this podcast episode (posted here) made me laugh out loud. Galloway describes text messages between Elon Musk, Satya Nadella, Jack Dorsey, and others. Turns out, they struggle with technology just like the rest of us. This is Musk’s response to Dorsey, who is waiting for him to join a meeting.
CAM Communication Model
At the 2022 ABC Conference, I presented with colleagues about the CAM communication model. Useful for deciding whether, what, and how to communicate, the model walks students through three steps:
Character Check: What drives me to communicate? To what am I reacting, and what is my purpose? What impact do I want to have? How do I want others to perceive me? How can I demonstrate good character?
Audience Analysis: How can I tailor my communication to my audience? What context should I consider? How does communication travel within the organization? What barriers might get in the way?
Message and Medium: What is the content of my message, and how will I convey that message?
You’re welcome to download and use this handout, which provides generic questions and then a sample activity for students to apply the model when deciding whether to include something potentially controversial or perceived negatively during the job search.
Communications About Fast Company Breach
Fast Company is suffering embarrassment because of a data breach during which hackers sent racist messages through Apple News on iPhones. The offensive comments reflect poorly on Apple as well, which a Washington Post article describes as an otherwise “walled garden.”
In addition to posting the message shown here on its website homepage, Fast Company sent this message by email:
Fast Company’s Apple News account was hacked on Tuesday evening. Two obscene and racist push notifications were sent about a minute apart. The messages are vile and are not in line with the content of Fast Company. We are investigating the situation and have suspended the feed and shut down FastCompany.com until we are certain the situation has been resolved.”
A similar white-text-on-black-background message plasters Inc.’s home page: “As a result of the FastCompany.com breach, Mansueto Ventures (which also owns Inc.) is temporarily shutting down Inc.com out of an abundance of caution while the investigation is underway.”
Without further comment to news organizations, Apple posted this tweet: “An incredibly offensive alert was sent by Fast Company, which has been hacked. Apple News has disabled their channel.” Apple is doing its best to stay out of the fray, letting Fast Company take the blame.
Uber's Response to Hack
What sounds like a major security breach is getting minimal response from Uber so far. A hacker, possibly 18 years old, apparently posed as a colleague to get IT access through an employee. An embarrassment to the company, the breach could include “full access to the cloud-based systems where Uber stores sensitive customer and financial data.” But Uber communications are trying to minimize the impact.
Three days after the breach, the only message I can find is a “Security Update,” copied below, on Uber’s Newsroom page. Company leaders are likely scrambling to lock down and protect information, but more communication is important. Criticism is harsh because of how easily the hacker appears to have duped an employee through social engineering and because of the unfortunate timing: Uber’s former chief security officer is currently on trial for paying hackers $100,000 to avoid disclosing a breach back in 2016.
The communication and situation are challenging, but people are watching and waiting, as we see in these tweets. This situation raises issues of several character dimensions, for example, accountability, humility, integrity, and courage. With more transparency, the company might be less vulnerable now, not more, as the leaders might fear.
September 16, 10:30am PT
While our investigation and response efforts are ongoing, here is a further update on yesterday’s incident:
We have no evidence that the incident involved access to sensitive user data (like trip history).
All of our services including Uber, Uber Eats, Uber Freight, and the Uber Driver app are operational.
As we shared yesterday, we have notified law enforcement.
Internal software tools that we took down as a precaution yesterday are coming back online this morning.
September 15, 6:25pm PT
We are currently responding to a cybersecurity incident. We are in touch with law enforcement and will post additional updates here as they become available.
Patagonia Letter with Indirect Structure
Using an indirect structure, Patagonia founder Yvon Chouinard wrote an open letter to explain his decision to transfer company ownership to two trusts. One trust is controlled by the family and another, which will have 98% of the stock, is controlled by Holdfast Collective, an organization dedicated to the environment. With these entities, Yvon Chouinard maintains control of the company but donates all profits not reinvested in the company.
Chouinard’s letter illustrates a positive message and demonstrates character, particularly compassion, humility, and integrity. Although the move could be viewed as a marketing ploy, Patagonia’s leadership has a history of taking ethical stances despite the impact on profits; for example, the company has donated 1% of all sales and 100% of sales on Black Friday.
The letter does not follow typical business communication principles, particularly, putting main points up front. Chouinard starts with his personal view, explains options he considered, and then describes the new ownership arrangement. Business communication students can analyze whether this structure works, given the purpose and audience. My view is that it generally works. The letter is short and emphasizes emotional appeal rather than logical argument. If this were written to employees, they might read the beginning and worry about their future. But the audience is the public, who probably already heard the news, so the letter serves more as an explanation than an announcement.
Columbia’s Ranking, Data, and Communication Issues
The news of Columbia University’s tumble in college rankings from 2 to 18 offers business communication lessons for reporting data—and for persuasive arguments. In February 2022, Professor of Mathematics Michael Thaddeus identified discrepancies in how the Columbia reported data for U.S. News’s annual list. His analysis resulted in a persuasive argument with the following main points summarized in the introduction:
In sections 2 through 5, we examine some of the numerical data on students and faculty reported by Columbia to U.S. News—undergraduate class size, percentage of faculty with terminal degrees, percentage of faculty who are full-time, and student-faculty ratio—and compare them with figures computed by other means, drawing on information made public by Columbia elsewhere. In each case, we find discrepancies, sometimes quite large, and always in Columbia’s favor, between the two sets of figures.
In section 6, we consider the financial data underpinning the U.S. News Financial Resources subscore. It is largely based on instructional expenditures, but, as we show, Columbia’s stated instructional expenditures are implausibly large and include a substantial portion of the $1.2 billion that its medical center spends annually on patient care.
Finally, in section 7, we turn to graduation rates and the other “outcome measures” which account for more than one-third of the overall U.S. News ranking. We show that Columbia’s performance on some, perhaps even most, of these measures would plunge if its many transfer students were included.
New reports about Columbia’s fall credit Thaddeus’s analysis. The argument serves as an excellent example for our students, who might also explore their own views about the college rankings. In addition to data integrity, Thaddeus questions the value of these rankings and the influence they have on students’ college choice.
Students can also analyze the university’s response. In a statement posted on September 9, Provost Mary Boyce admitted, “we had previously relied on outdated and/or incorrect methodologies.” She also expressed “regret”:
The Columbia undergraduate experience is and always has been centered around small classes taught by highly accomplished faculty. That fact is unchanged. But anything less than complete accuracy in the data that we report—regardless of the size or the reason—is inconsistent with the standards of excellence to which Columbia holds itself. We deeply regret the deficiencies in our prior reporting and are committed to doing better.
The statement is more about future plans, for example, participating in the Common Data Set initiative, than about acknowledging wrongdoing. A fuller apology, including the impact of the inaccuracies and posted earlier than just days before rankings were published, would have demonstrated more humility and integrity.
New McKinsey Report with Charts
Business Communication and Character always includes a McKinsey report as a positive example, and the latest report about attrition and hiring doesn’t disappoint. Posted on the website without a fee, the report starts with a clear heading:
People keep quitting at record levels, yet companies are still trying to attract and retain them the same old ways. New research identifies five types of workers that employers can reach to fill jobs.
Main points are interspersed throughout the report in blue text, and descriptive headings with background images provide clear section divisions. The report is logical and easy to read, starting with the reasons for “The Great Renegotiation” or “The Great Attrition” (renamed from the “The Great Resignation” in previous news reports). Next, readers learn about “five personas”—types of workers and how to target each for employment.
As I always enjoy in McKinsey reports, the charts are clear, visually appealing, and varied. This report uses a simple color scheme and charts as they should be used: to interpret data and provide a lot of information at-a-glance.
Overall, this is a good example for our business communication students to follow.
Bed Bath & Beyond Statement About CFO Suicide
A leader’s death by suicide is particularly difficult to communicate. Bed Bath & Beyond, with an interim CEO and already suffering from declining sales, profits, and stock price (despite a temporary run-up by Reddit), faced news of the CFO’s dramatic death. Sadly, Gustavo Arnal jumped from his apartment building in Manhattan two days after an investor presentation about the company’s strategy to further cut jobs and close stores. Hired two years ago, Arnal was recently accused, with another executive, of artificially inflating the stock price before selling about $1.4 million worth of shares, which was pre-planned.
What is appropriate to say in such a situation? News articles took one sentence from the company’s statement: “The entire Bed Bath & Beyond Inc. organization is profoundly saddened by this shocking loss.” The entire statement is below and does what it needs to do: express condolences and respect to his family and recognize his career and his value to the company.
As a bad-news message, the main point is right up front. Appropriately, the writers demonstrate compassion and integrity: the statement does not mention the cause of death or the pending litigation.
UPDATE: A Wall Street Journal article describes the incredible stress that Arnal was under, working 18-hour days. Before the long weekend, he had requested a break, which was in discussion.
Bed Bath & Beyond Inc. Mourns the Loss of Executive Vice President and Chief Financial Officer, Gustavo Arnal
UNION, N.J., Sept. 4, 2022 /PRNewswire/ -- Bed Bath & Beyond Inc. (NASDAQ: BBBY) today announced that Gustavo Arnal, Executive Vice President and Chief Financial Officer of the Company, passed away on September 2, 2022. The entire Bed Bath & Beyond Inc. organization is profoundly saddened by this shocking loss.
"I wish to extend our sincerest condolences to Gustavo's family. Gustavo will be remembered by all he worked with for his leadership, talent and stewardship of our Company. I am proud to have been his colleague, and he will be truly missed by all of us at Bed Bath & Beyond and everyone who had the pleasure of knowing him," said Harriet Edelman, Independent Chair of the Bed Bath & Beyond Inc. Board of Directors. "Our focus is on supporting his family and his team and our thoughts are with them during this sad and difficult time. Please join us in respecting the family's privacy."
Mr. Arnal joined Bed Bath & Beyond Inc. in May 2020 following a distinguished global career in finance at Avon, Walgreens Boots Alliance, and Procter & Gamble. At Bed Bath & Beyond Inc., Mr. Arnal was instrumental in guiding the organization throughout the coronavirus pandemic, transforming the Company's financial foundation and building a strong and talented team. He was also an esteemed colleague in the financial community.
RadioShack Takes Risks in New Ad Campaign
RadioShack launched a new advertising campaign that includes sexual and other questionable references. The situation is an interesting example of persuasive communication—catchy and potentially offensive.
A Wall Street Journal article describes franchisees’ mixed reactions to the approach as well as the company’s new cryptocurrency exchange platform. As the majority franchisee, Bob Wilke, president of HobbyTown Unlimited complained, “This is so damaging to their integrity, and the reputation of the brand. We just do not want to be associated with that type of marketing.”
The company follows a sad story line, with 8,000 at its prime in 1999, filing for bankruptcy in 2015 and 2017, getting acquired, and limping along with 110 stores today. Looking at RadioShack’s history, we do see a different picture from the current marketing. This Business Insider article chronicles ads from the company’s inception in 1921, when products were sold primarily through catalogs.
Abel Czupor, the new marketing head, responded to the controversy: “Every company that has lovers also has haters, but that just means that marketing is working. And I would rather have lovers and haters than not having anyone that knows about the brand.” Edgy marketing attracts attention, but it’s not always positive. Business communication students can analyze the company’s roots and progression to decide whether the current strategy might work or only drag the brand further down.
This Week’s Charts
A Wall Street Journal article includes a few simple data slides about people losing and finding jobs. The first line chart, shown here, is a good example of an at-a-glance picture of the employment rebound. The second chart, below, takes a bit longer to digest but provides more information. Both do what graphics should do: illustrate relationships of data to provide insights.
This Bloomberg image about SoftBank’s “epic losses” made me smile. I used the bank’s vague, data-less graphics as examples in Chapter 9 of Business Communication and Character. But in those SoftBank slides, one of which is below, the arrows pointed up, showing the bank’s overly optimistic view of WeWork.
Google Employee Petition
Google employees are petitioning for the company to stop collecting abortion-related data. The concern comes after Roe v. Wade was overturned, which could put women who search for abortion services in jeopardy.
Launched in January 2021, Alphabet Workers' Union is driving the petition, now signed by more than 650 employees. The group is asking Google to refrain from turning data about searches and illegal abortions over to authorities, as Facebook did; to omit “misleading ‘pregnancy crisis centers’” in search results, including maps, which often lead to anti-abortion centers; to stop donations and lobbying entirely; and more.
As tech employee activism becomes more prevalent, employees feel more empowered to demonstrate courage. I don’t see the entire petition, but I wonder whether employees are asking for too much, particularly an end to all lobbying and political donations. A more focused, realistic request of actions that show the company’s leadership among tech companies could be more effective.
Although the petition was sent to CEO Sundar Pichai and other executives on Monday, the group hadn’t received a response by Thursday. Company leaders are called on to demonstrate integrity—transparency in communication and consistency with company principles. This is also an opportunity to lead with humility and to show a willingness to be vulnerable because this is a highly sensitive issue with no clear answers. Although a difficult situation to address, leaders must respond, particularly before the story becomes about the lack of response.
Calm App Layoff Email
Even meditation apps get bad news. Although the Calm app grew quickly during the COVID lockdowns, the company is now laying off 90 of its 400 employees—more than 20%.
I can’t find the full email online, but the Wall Street Journal posted these quotes:
Regrettably, today we are reducing our overall workforce by 20%. While some of you will be impacted, all of you will be affected. I can assure you that this was not an easy decision, but it is especially difficult for a company like ours whose mission is focused on workplace mental health and wellness.
“We did not come to this decision lightly, but are confident that these changes will help us prioritize the future, focus on growth and become a more efficient organization.”
The article also describe what’s missing:
Mr. Ko’s memo didn’t elaborate on the reasons for the layoffs but promised employees “a more in-depth discussion on the future of the business” at an all-hands meeting scheduled for Friday. A Calm spokeswoman declined to make Mr. Ko available for an interview.
Typically, layoff memos explain reasons, which we know helps employees understand and accept bad news, as I describe in Chapter 8 of Business Communication and Character. More transparency and accountability might be useful.
Maybe Ko doesn’t want the reasons publicized, knowing that the email would be circulated. I also wonder whether the reasons are dire, and despite having a $2billion valuation, the company doesn’t yet have a solid plan for regrowth.
Amazon + iRobot Press Release
Amazon’s news release announcing the iRobot acquisition is as simple as they come. As a neutral/positive message, the news is right up front and focuses on the benefits to customers of using the Roomba product.
The statement says that the companies “have entered into a definitive merger agreement under which Amazon will acquire iRobot,” but acquisition seems more accurate than merger. The typical quotes from company leaders express enthusiasm on both sides. Then, company information sections and legal boilerplate dwarf the news.
As usual, what’s most interesting is unsaid. Roomba will help Amazon expand its Astro robot, which has had limited success. The day of the announcement, iRobot, struggling with declining sales and delayed orders, laid off 10% of the workforce. The acquisition faces anti-trust questions and privacy concerns. As the head of a consumer advocacy group said, “It's about the company gaining still more intimate details of our lives to gain unfair market advantage and sell us more stuff." Of course, all that is missing from the company statement.
CEOs’ Direct Talk
A Wall Street Journal article this week, “CEOs Ditch the Warm Talk as Economy Shows Signs That ‘Winter’s Coming,’” provides several examples of leaders’ direct communication. When we analyze bad-news messages in business communication, we consider the organizational strategy and, more important. tone and content choices. The current wave is for CEOs to warn employees about layoffs and prepare them for tough times ahead.
Some CEOs use this direct strategy to manipulate employees to return to offices, but others are demonstrating integrity. A CEO who asks employees to “do more with less” is being transparent. Employees may be motivated by this type of talk—either to work harder and cut costs or to leave the company. If employees leave, the CEO might be OK with that, hoping to reduce headcount or hire new workers who are more productive and have different skills.
Although the article title refers to declining “warm talk,” I would argue that the talk is compassionate—honestly preparing employees so they can make decisions about how and whether they want to continue working for the company.
Honest Email Auto-Responses
The New York Times published a series of automated email responses that let senders know why the receiver will take a while to reply or will not replay at all. Each explains a mental-health reason, for example, vacationing or recovering from a miscarriage. Some are funny, like this one:
Thanks for your email—but unfortunately, I’m rocking in a corner somewhere trying to find my inner peace. As soon as I’ve found it, I’ll be back at work, so please bear with me.
Alain Sobol, Sharm el-Sheikh, Egypt
Generally, I like the idea. The responses are honest and demonstrate integrity, vulnerability, and authenticity. A few of the examples might be “TMI” (too much information), but that’s for each receiver to decide.
Students can draft their own responses, but I’ll add a word of caution: these shouldn’t be overused. How much senders will tolerate depends on the situation and relationship. If an email is important, the sender needs alternatives, which I don’t see in the NYT examples. A time estimate or someone else to contact would be appreciated.
Data Visualizations with Pop-Up Text
An NBC data visualization packs in a lot of data at-a-glance. With a simple table format and color, the graphic shows inflation for items over time. The chart is a good example of an alternative to the boring line and column or bar chart.
Later in the article, NBC does include two line charts, which work fine for more simple data—trends of single variables over time. But inflation is complicated, driven by key sectors, which this graphic illustrates.
The pop-up (hover over) text makes it easy to zoom into the data and add interactivity to graphics. Pop-up text functionality has been available in PowerPoint and Excel for years, and it’s easy to use. This feature add layers to data visualizations and can be effective for slide decks that people read on their own or for presenters to highlight important data points.