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This paper aims to present perceptions of sales executives from three countries regarding expectations for the future of the sales profession and sales position.

Results of a thematic interpretation of in‐depth interviews are presented, using several agenda‐setting articles as a foundation.

Executives struggle with how salespeople should add value, especially in today's multi‐channel environment. Greater professionalization is needed in countries where the state of the profession is less developed. Emergent strategy is practiced but not universally. Sales executives generally believe that little incremental value in technology can be gained, though it is apparent that technology is not being fully utilized. Other findings are also discussed.

Researchers should consider classifying sales research by sales strategy rather than industry or country unless those aspects are factors being studied; further, questions such as how do salespeople create value and when is human intervention in the sales process required are offered.

Executives should re‐examine sales technology, particularly in managing and transferring knowledge. Emergent strategy requires processes for identifying and transferring effective adaptation. Sales organizations must develop, at the salesperson level, greater business acumen, to be gained through training, experience or selection.

This study identifies issues and factors that will influence sales practice and should influence sales research into the future. Particularly, the study is the first to highlight the use of emergent strategy, as well as the issue of identifying and creating value.

Additive manufacturing is a recent technology used in the production of composite materials. The use of continuous fibres as reinforcement is necessary to achieve high mechanical performance. However, making these materials more environmentally friendly is still challenging. The purpose of this study was to investigate the feasibility of 3D printing a composite made of continuous regenerated cellulose fibres using a standard 3D printer generally used for printing polymers.

The production process was based on a pre-impregnated filament made from a tape containing continuous cellulose fibres and Pebax^® matrix. 3D printed composite samples were fabricated using fused deposition modelling. The tape, filament and 3D printed composites were first analysed by means of modulated differential scanning calorimetry and micrography. Tensile tests were then performed, and the mechanical characteristics were determined at each step of the production process. Fracture surfaces were investigated by field-emission gun–scanning electron microscopy.

Results showed that the mechanical behaviour of the material was maintained throughout the production process, and the 3D printed biocomposites had a stiffness equivalent to that of traditionally manufactured continuous cellulose fibre composites. The obtained 3D printed composites showed an increase in strength value by a factor of 4 and in tensile modulus by a factor of 20 compared to those of unreinforced Pebax^® polymer.

This paper demonstrates the feasibility of 3D printing composites based on continuous cellulose fibres, paving the way for new biocomposites made by additive manufacturing.

Heating with a low-frequency induction is a key phenomenon in a process dedicated to the treatment of nuclear wastes. This paper aims to present a step of the numerical model being developed to study this process.

A hydrodynamic model for the processing of a liquid charge consisting of a metallic phase and a dielectric one is developed based on a volume of fluid (VOF) approach coupled with electromagnetic calculations. The latter allows one to calculate the distribution of the Joule heating in the setup and radiative heat exchange inside the crucible is accounted with a surface-to-surface (S2S) model coupled with VOF.

Numerical results are compared with the measures obtained on the prototype of the process. The results are in good agreement but the model needs to be improved to consider the varying viscosity of the glass.

The usage of a S2S radiation model coupled to the VOF model is not common for studies of materials melted by electromagnetic induction. This paper demonstrates the feasibility of this approach.

The concept of emotional labor refers to the management of emotions in interaction with customers. This study aims to suggest an integrative definition of emotional labor. It develops a conceptual framework that helps organize and synthesize key insights from the literature, in an interactional and multi-level perspective.

This integrated framework consists in a mapping of key research themes resulting from a systematic literature review, which includes research in sales and marketing. As critical affective processes in sales have not been studied sufficiently, both in business-to-business and business-to-customer selling, this review also incorporates works in other research fields.

Sales representatives’ emotional labor must be considered as a bi-directional interaction with the customer in a multi-level perspective. Moreover, emotional labor has rather negative consequences for the salesperson (e.g. burnout and job stress), but may have positive sales and customer outcomes. Findings suggest that the expression of genuine emotions should be used during sales interactions. In addition, organizations should prevent customers’ negative behaviors (e.g. mistreatment).

Emotional labor key practical implications with regard to several management functions such as the recruitment, performance management and training (Ashkanasy and Daus, 2002) of the sales representatives.

Research on emotional labor in a sales ecosystem is scarce. It has largely covered service industry employees in contact with customers, but has not paid enough attention to sales representatives (Mikeska et al., 2015). The proposed integrated framework concerning emotional labor focuses on the bi-directional interaction between the sales representatives and their customers.

This study aims to compare the different effects of the 2008 economic crisis on companies’ corporate social performance (CSP) in coordinated market economies (CMEs) and liberal market economies (LMEs).

This paper mobilizes a pluralistic theoretical framework that borrows from neo-institutional and corporate governance theories to compare the impacts of the 2008 economic crisis on long-term CSP in an international context. Based on the longitudinal database of Vigeo Eiris (2004–2015), the panel was decomposed between two models of capitalism (LME and CME). For each model, this paper conducted a series of regressions, taking into account the longitudinal nature of the data using estimates based on generalized estimating equations (Liang and Zeger, 1986).

The paper shows that the economic crisis prompted companies operating in LMEs and CMEs to reorient their corporate social responsibility (CSR) practices in quite different ways during the four-year period that the crisis lasted, as well as the succeeding four-year post-crisis period. While CSR was perceived in LMEs as a threat during the crisis period because of the additional costs it generated, it offered CME companies a way of redefining how they relate to the rest of society, with their goal becoming the creation of greater shared value.

The results are dependent from the data, and specifically from the Vigeo Eiris database. It would be interesting to extrapol this kind of research with the use of other CSP/environmental, social and governance (ESG) databases as Morgan Stanley Capital International, Sustainalytics or RepRisk, to compare and conclude more globally on tendencies. Another limitation relates to the binary nature of Hall and Soskice’s (2001) typology, with its neo-institutionalist inspiration, that puts Continental European and social-democratic models of capitalism on the same plane.

This study teaches managers, analysts and policymakers that CSR can be a powerful strategic lever capable of remedying the harmful effects that economic crises have in both LMEs and CMEs, notwithstanding the cultural, socio-economic and political differences between these models of capitalism. Economic and social crises must help companies to rethink and revisit their business models and CSR practices to subsequently implement sustainability strategies more in sync with the values forced upon them by the economic systems to which they belonged but also by all their stakeholders.

From a managerial standpoint, this study allows practitioners to consider CSR as an opportunity to rethink their strategy and business models in a period of crisis, and no more a threat that could reduce the economic performance in increasing the costs, and thus, the cost of financing.

After reading the literature on the topic, this paper clearly thinks about the high degree of contribution of the paper, as the topic is not so developed and that the study implies several contributions. First, from a theoretical level, the study differs from previous research studies insofar as it compares the impacts of the economic crisis on companies’ CSP in CMEs and LMEs using a theoretical framework that operationalizes both contractual and neo-institutional theories. Second, from a methodological standpoint, the approach using an ESG data provider known worldwide (Vigeo Eiris) has not been down yet. Third, on a managerial level, the present study teaches managers, analysts and policymakers that CSR can be a powerful strategic lever capable of remedying the harmful effects that economic crises have in both LMEs and CMEs, notwithstanding the cultural, socio-economic and political differences between these models of capitalism.

This study aims to examine Braille usage among consumers with visual impairments, investigating motivations and addressing inherent challenges.

Drawing insights from 16 semistructured interviews with individuals experiencing blindness, this study reveals nuanced aspects of Braille utilization.

Three key motivations for Braille usage are identified: as a coping mechanism for functional needs and to combat stigma; as an embodied experience contributing to pleasure; and as a heritage embodying a culture of visual impairment. Obstacles include cultural and financial barriers to learning, incomplete retail transcriptions limiting practicality and spatial congestion issues.

This study underscores Braille’s dual function as both coping mechanism and cultural heritage. By highlighting obstacles, it sheds light on challenges faced by consumers with visual impairments, facilitating advocacy and promoting inclusive retail practices. Originality lies in recognizing diverse motivations and experiences among Braille users, offering insights for enhancing tactile engagement in the marketplace.

The “brand community” concept believes that the meaning of the brand transcends national boundaries. However, such an assumption presents challenges arising out of several reasons including co‐existence of sub‐tribes within a given brand community that allocate different meanings to a particular brand. This plurality of meanings seems exacerbated for global brands where meanings are shaped by tremendously varying cultures. Aims to address the issues.

This text relies on a comparative study of the meanings attributed to one particular global brand, Warhammer, by the members of its brand community in France and the USA.

Findings highlight the elements of homogeneity and heterogeneity that reside in the cross‐border meanings of the brand. The authors also discuss the marketplace relevance arising out of this plurality that should be taken into account by global marketers.

The present text argues that community attached to a global brand constitutes a complex phenomenon, one that both integrates and ignores geographical considerations.

This paper aims to manage the word gap in information retrieval (IR) especially for long documents belonging to specific domains. In fact, with the continuous growth of text data that modern IR systems have to manage, existing solutions are needed to efficiently find the best set of documents for a given request. The words used to describe a query can differ from those used in related documents. Despite meaning closeness, nonoverlapping words are challenging for IR systems. This word gap becomes significant for long documents from specific domains.

To generate new words for a document, a deep learning (DL) masked language model is used to infer related words. Used DL models are pretrained on massive text data and carry common or specific domain knowledge to propose a better document representation.

The authors evaluate the approach of this study on specific IR domains with long documents to show the genericity of the proposed model and achieve encouraging results.

In this paper, to the best of the authors’ knowledge, an original unsupervised and modular IR system based on recent DL methods is introduced.

This paper aims to examine how conversing about experiences and objects affects consumer happiness. In contrast to previous research focusing on conversation frequency, this paper explores how each conversation instance influences happiness.

Four experiments use three different methodologies, namely, actual talking behavior (Study 1), recalled and mental framing interventions and measurement of the focal variables (Studies 2 and 3) and manipulation of purchase conversationality (Study 4).

Consumers derive equivalent levels of happiness from each material or experiential conversation they have. When the object is highly conversational (when it generates as much conversation as experiences do), it advances as much happiness as experiences.

The findings inform precisely how the purchase conversationality model unfolds; clarify previous claims made in the literature; establish the direction of causal effect; and reveal a novel boundary condition of happiness superiority of experiences.

The findings inform marketing managers how to optimally allocate their world-of-mouth (WOM) resources to advance consumer happiness. Additionally, this work shows a mental framing strategy able to increase WOM for objects – i.e. a tool for the manager.

This is the first investigation to disentangle the frequency of conversation from each conversation’s ability to advance happiness. It is also the first to engage participants in an actual conversation and measure changes in their happiness, and therefore, conclusively establish the direction of the effect. Additionally, by manipulating purchase conversationality, this work demonstrates a new boundary condition associated with conversationality.

Consumers' responses to service failures are influenced not just by company-related issues but also by one's ability to react to stressful situations. The aim of this research is to explore the emotional intelligence of brand haters and transform them into forgivers.

This study used two qualitative methods, namely in-depth semi-structured interviews with a total of 17 participants who have different emotional intelligence levels (high, medium and low) and projective techniques with 6 participants.

This study's results showed that consumers with high and medium emotional intelligence feel less hate toward a brand and are more likely to forgive it, whereas consumers with low emotional intelligence feel more hate toward a brand and are unwilling to forgive it.

To the best of the authors' knowledge, this study is among the first to shed light on the importance of managing hate by consumers. Findings will help managers understand the importance of consumer personality in a management strategy and explain why some consumers forgive brands while others participate in anti-brand activities.