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The digital transformation is dramatically changing the business-to-business (B2B) sales environment, challenging long-standing views regarding the critical competencies required of salespeople. This paper aims to explore the personal traits associated with sales performance in a digital selling environment.

Using template analysis, the researchers captured and coded over 21 h of in-depth, semi-structured interviews with senior sales leaders from various industry sectors, exploring their perceptions of the personal traits now required of B2B salespeople in the digital landscape.

The research identifies three high-level trait types critical to sales success within a digital selling environment: “analytical curiosity” – the natural motivation and ability to gather and synthesize sales-related knowledge, “empathetic citizenship” – the ability to establish initial rapport while building long-term trust and “disciplined drive” – the exertion of selling effort in a highly focused and methodical manner across all stages of the sales process.

The present data came from interviews with sales leaders in Canada. A more global sample may lead to additional insights. Moreover, the sample was drawn from long-cycle B2B sales environments; conclusions may differ for short-cycle or business-to-consumer markets.

This paper presents a framework for hiring and developing salespeople in the digital sales environment, identifying personal trait types that sales leaders should look for when hiring: analytical curiosity, empathetic citizenship and disciplined drive. The paper identifies how these trait types influence sales success, suggesting that sales leaders could coach and educate their teams to make the best use of them.

This paper presents a conceptual framework for hiring in the digital sales environment and introduces the trait of analytical curiosity not previously discussed in the literature.

The purpose of this paper is to investigate the free vibration response of a laminated honeycomb sandwich panels (LHSP) for aerospace applications. Higher order shear deformation theory (HSDT) was simplified for the dynamic analysis of LHSP. Furthermore, the effects of honeycomb parameters on the value of natural frequency (NF) of vibration were explored.

This paper applies HSDT to the analysis of composite LHSP to derive four vibration differential equations of motion and solve it to find the NF of vibration. Two analytical models (Nayak and Meunier models) were selected from literature for comparison of the NF of vibration. In addition, a numerical model was built by using ABAQUS and the results were compared. Furthermore, parametric studies were conducted to explore the effect of honeycomb parameters on the value of the NF of vibration.

The present model is successful in simplifying HSDT for the analysis of LHSP. The first five natural frequencies of vibration were calculated analytically and numerically. In the parametric study, increasing core height or young’s modulus or changing laminate layup will increase the value of NF of vibration. Furthermore, increasing plate constraint (using clamped edge boundary condition) will increase the value of NF of vibrations.

The current analysis is suitable for all-composite symmetric LHSP. However, for isotropic or non-symmetric materials, minor modifications might be adopted.

The application of simplified HSDT to the analysis of LHSP is one of the important values of this research. The other is the successful and complete dynamic analysis of all-composite LHSP.

This paper aims to study a non-Newtonian micropolar fluid flow over a bidirectional flexible surface for multiple exact solutions of momentum boundary layer and thermal transport phenomenon subject to wall mass flux, second-order slip and thermal jump conditions.

The coupled equations are transformed into ordinary differential equations using similarity variables. Analytical and numerical techniques are used to solve the coupled equations for single, dual or multiple solutions.

The results show that the stretching flow, shrinking flow, the wall drag, thermal profile and temperature gradient manifest large changes when treated for special effects of the standard parameters. The role of critical numbers is definitive in locating the domains for the existence of exact solutions. The nondimensional parameters, such as mass transfer parameter, bidirectional moving parameter, plate deformation strength parameter, velocity slips, material parameter, thermal jump and Prandtl number, are considered, and their physical effects are presented graphically. The presence of governing parameters exhibits special effects on the flow, microrotation and temperature distributions, and various exact solutions are obtained for the special parametric cases.

The originality and value of this work lie in its exploration of non-Newtonian micropolar fluid flow over a bidirectional flexible surface, highlighting the multiple exact solutions for momentum boundary layers and thermal transport under various physical conditions. The study provides insights into the effects of key parameters on flow and thermal behavior, contributing to the understanding of complex fluid dynamics.

The paper provides a detailed historical account of Douglass C. North's early intellectual contributions and analytical developments in pursuing a Grand Theory for why some countries are rich and others poor.

The author approaches the discussion using a theoretical and historical reconstruction based on published and unpublished materials.

The systematic, continuous and profound attempt to answer the Smithian social coordination problem shaped North's journey from being a young serious Marxist to becoming one of the founders of New Institutional Economics. In the process, he was converted in the early 1950s into a rigid neoclassical economist, being one of the leaders in promoting New Economic History. The success of the cliometric revolution exposed the frailties of the movement itself, namely, the limitations of neoclassical economic theory to explain economic growth and social change. Incorporating transaction costs, the institutional framework in which property rights and contracts are measured, defined and enforced assumes a prominent role in explaining economic performance.

In the early 1970s, North adopted a naive theory of institutions and property rights still grounded in neoclassical assumptions. Institutional and organizational analysis is modeled as a social maximizing efficient equilibrium outcome. However, the increasing tension between the neoclassical theoretical apparatus and its failure to account for contrasting political and institutional structures, diverging economic paths and social change propelled the modification of its assumptions and progressive conceptual innovation. In the later 1970s and early 1980s, North abandoned the efficiency view and gradually became more critical of the objective rationality postulate. In this intellectual movement, North's avant-garde research program contributed significantly to the creation of New Institutional Economics.

Digital transformation using Industry 4.0 technologies can address various challenges in food supply chains (FSCs). However, the integration of emerging technologies to achieve digital transformation in FSCs is unclear. This study aims to establish how the digital transformation of FSCs can be achieved by adopting key technologies such as the Internet of Things (IoTs), cloud computing (CC) and big data analytics (BDA).

A systematic literature review (SLR) resulted in 57 articles from 2008 to 2022. Following descriptive and thematic analysis, a conceptual framework based on the diffusion of innovation (DOI) theory and the context-intervention-mechanism-outcome (CIMO) logic is established, along with avenues for future research.

The combination of DOI theory and CIMO logic provides the theoretical foundation for linking the general innovation process to the digital transformation process. A novel conceptual framework for achieving digital transformation in FSCs is developed from the initiation to implementation phases. Objectives and principles for digitally transforming FSCs are identified for the initiation phase. A four-layer technology implementation architecture is developed for the implementation phase, facilitating multiple applications for FSC digital transformation.

The study contributes to the development of theory on digital transformation in FSCs and offers managerial guidelines for accelerating the growth of the food industry using key Industry 4.0 emerging technologies. The proposed framework brings clarity into the “neglected” intermediate stage of data management between data collection and analysis. The study highlights the need for a balanced integration of IoT, CC and BDA as key Industry 4.0 technologies to achieve digital transformation successfully.

The purpose of this study is to analyze the impact of inclined magnetohydrodynamics (MHD) and thermal radiation on the flow of a ternary micropolar nanofluid on a sheet that is expanding and contracting while applying mass transpiration and velocity slip conditions to the flow. The nanofluid, which is composed of Au, Ag and Cu nanoparticles dispersed in water as the base fluid, possesses critical properties for increasing the heat transfer rate and is frequently used in manufacturing and industrial establishments.

The set of governing nonlinear partial differential equations is transformed into a set of nonlinear ordinary differential equations. The outcome of this differential equation is solved and obtained the closed-form solution and energy equation in the form of hypergeometric functions.

The velocity, micro-rotation and temperature field are investigated versus a parametric variation. The physical domains of mass suction or injection and micropolar characteristics play an important role in specifying the presence, singleness and multiplanes of exact solutions. In addition, many nondimensional characteristics of the profiles of temperature, angular velocity and velocity profiles are graphically shown with substantial consequences. Furthermore, adding nanoparticles increases the heat transfer rate of the fluid used in manufacturing and industrial establishments. The current findings may be used for better oil recovery procedures, smart materials such as magnetorheological fluids, targeted medicine administration and increased heat transmission. Concerning environmental cleanup, nanomaterial fabrication and biomedical devices, demonstrate their potential influence in a variety of disciplines.

The originality of this paper is to analyze the impact of inclined MHD at an angle with the ternary nanofluid on a micropolar fluid over an expanding and contracting sheet with thermal radiation effect.

This paper addresses a significant research gap in the study of Rayleigh surface wave propagation within a piezoelectric medium characterized by piezoelectric properties, thermal effects and voids. Previous research has often overlooked the crucial aspects related to voids. This study aims to provide analytical solutions for Rayleigh waves propagating through a medium consisting of a nonlocal piezo-thermo-elastic material with voids under the Moore–Gibson–Thompson thermo-elasticity theory with memory dependencies.

The analytical solutions are derived using a wave-mode method, and roots are computed from the characteristic equation using the Durand–Kerner method. These roots are then filtered based on the decay condition of surface waves. The analysis pertains to a medium subjected to stress-free and isothermal boundary conditions.

Computational simulations are performed to determine the attenuation coefficient and phase velocity of Rayleigh waves. This investigation goes beyond mere calculations and examines particle motion to gain deeper insights into Rayleigh wave propagation. Furthermore, this investigates how kernel function and nonlocal parameters influence these wave phenomena.

The results of this study reveal several unique cases that significantly contribute to the understanding of Rayleigh wave propagation within this intricate material system, particularly in the presence of voids.

This investigation provides valuable insights into the synergistic dynamics among piezoelectric constituents, void structures and Rayleigh wave propagation, enabling advancements in sensor technology, augmented energy harvesting methodologies and pioneering seismic monitoring approaches.

This study formulates a novel governing equation for a nonlocal piezo-thermo-elastic medium with voids, highlighting the significance of Rayleigh waves and investigating the impact of memory.

We present an approach for pricing American put options with a regime-switching volatility. Our method reveals that the option price can be expressed as the sum of two components: the price of a European put option and the premium associated with the early exercise privilege. Our analysis demonstrates that, under these conditions, the perpetual put option consistently commands a higher price during periods of high volatility compared to those of low volatility. Moreover, we establish that the optimal exercise boundary is lower in high-volatility regimes than in low-volatility regimes. Additionally, we develop an analytical framework to describe American puts with an Erlang-distributed random-time horizon, which allows us to propose a numerical technique for approximating the value of American puts with finite expiry. We also show that a combined approach involving randomization and Richardson extrapolation can be a robust numerical algorithm for estimating American put prices with finite expiry.

We revisit the problem of redesigning the Master in Business Administration (MBA) program, curriculum, and pedagogy, focusing on understanding and seeking to tame its “wicked problems,” as an intrinsic part and challenge of the MBA program venture, and to render it more realistic and relevant to address major problems and their consequences. We briefly review the theory of wicked problems and methods of dealing with their consequences from multiple perspectives. Most characterization of problems classifies them as simple (problems that have known formulations and solutions), complex (where formulations are known but not their resolutions), unstructured problems (where formulations are unknown, but solutions are estimated), and “wicked” (where both problem formulations and their resolutions are unknown but eventually partially tamable). Uncertainty, unpredictability, randomness, and ambiguity increase from simple to complex to unstructured to wicked problems. A redesigned MBA program should therefore address them effectively through the four semesters in two years. Most of these problems are real and affect life and economies, and hence, business schools cannot but incorporate them into their critical, ethical, and moral thinking.

Following the recent rise in generative artificial intelligence (GenAI) tools, fundamental questions about their wider impacts have started to reverberate around various disciplines. This study aims to track the unfolding landscape of general issues surrounding GenAI tools and to elucidate the specific opportunities and limitations of these tools as part of the technology-assisted enhancement of mechanical engineering education and professional practices.

As part of the investigation, the authors conduct and present a brief scientometric analysis of recently published studies to unravel the emerging trend on the subject matter. Furthermore, experimentation was done with selected GenAI tools (Bard, ChatGPT, DALL.E and 3DGPT) for mechanical engineering-related tasks.

The study identified several pedagogical and professional opportunities and guidelines for deploying GenAI tools in mechanical engineering. Besides, the study highlights some pitfalls of GenAI tools for analytical reasoning tasks (e.g., subtle errors in computation involving unit conversions) and sketching/image generation tasks (e.g., poor demonstration of symmetry).

To the best of the authors’ knowledge, this study presents the first thorough assessment of the potential of GenAI from the lens of the mechanical engineering field. Combining scientometric analysis, experimentation and pedagogical insights, the study provides a unique focus on the implications of GenAI tools for material selection/discovery in product design, manufacturing troubleshooting, technical documentation and product positioning, among others.