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This study aims to investigate the use of deceptive negotiation tactics to explain why teams can attain higher negotiation profits than individual negotiators. The study distinguishes deception by commission (i.e. active misrepresentation of preferences) from deception by omission (i.e. passive misrepresentation of preferences).

The sample used to test the mediation hypothesis was made up of data from two electronically mediated negotiation simulations encompassing 75 negotiation dyads with 278 participants. The methodology involved coding deceptive negotiation tactics from the log files by counting utterances related to indifference options that enabled negotiation parties to deceive.

The results show that teams do apply deceptive negotiation tactics more frequently than individual negotiators and that this behavior helps them increase their negotiation profits.

The findings are valuable for two reasons. First, the study included controls for other important antecedents of deceptive behavior and negotiation outcome (e.g. negotiators’ nationalities, first bids). Consequently, the empirical results underline the importance of considering team size to understand its impact on profits through the use of deceptive tactics. Second, although this study does show that deception increases negotiation profits, the absolute level of deception is rather small (on average just one deceptive statement per negotiation).

Proposes a preliminary model of analysis of the key success and failure factors in retail internationalization. Indicates that a business distance between the domestic and target markets is creating a “prism effect” on the original competitive advantages. Gives the examples of the internationalization of French hypermarket in the USA (failure) and in Asia (success) as illustrations. Outlines future research directions and managerial implications.

This paper aims to anticipate the influence of new cinematographic and television operators on the attractiveness of tourist destinations.

The methodology developed is two-fold: first, long-haul observation of the sector, and second, a state of the literature on the topic.

These platforms reshape the distribution of audiovisual content and influence consumer behavior. Through the detailed knowledge of users (user data, recommendation algorithm), the platforms have important information at their disposal to build future tourism trends.

In the continuity of research in film tourism, the authors question the impact of platforms that are now emerging as significant operators in the distribution and creation of audiovisual content.

The purpose of this paper is to illustrate the assets of a preventive conservation approach for historical timber roof structures, as a means to improve the quality and durability of maintenance and repair interventions.

The advantages of a preventive approach for historical structures were identified based on two analyses: a study of the structures’ behaviour and an investigation of existing approaches in current practice. The two main identified advantages of the approach, the cyclic process-approach and the potential of knowledge enhancement, were hereafter conceptually implemented in existing approaches.

Current practices focus on single curative interventions, and monitoring is often considered redundant. The importance of monitoring and knowledge enhancement is demonstrated based on the theory of complex adaptive systems (CAS). A preventive conservation approach for historic timber roof structures allows integrating these insights.

The analysis of current practice is a sample survey, and the proposed preventive conservation approach is presented at a conceptual level. Future research foresees a more elaborated study of current practice and detailed validation of the developed approach.

Three new contributions to the existing research on preventive conservation are: arguments for the implementation of a preventive approach, based on an analysis of the structures’ behaviour; the identification of limitations of current approaches that can be tackled in a preventive conservation approach; and the integration of the existing international guidelines and the principles of preventive conservation into a conceptual approach for the monitoring and management of these structures. Furthermore, the research paper demonstrates how timber structures can be understood as CAS, which is a novel viewpoint.

Monaco is a simultaneously a destination, a state and a city, which belongs to the long list of places that aims to become smart. The purpose of this paper is to present Monaco’s transformation strategy from October 2017 to May 2019. It will present Monaco’s smart urban ecosystem as a meeting point between the destination and the smart city.

The authors develop the methodology as an exploratory observation of the state transformations. The methodology relies on an understanding of smart cities policy from an insider perspective, as one of the co-authors participates in the “Matrice Smart-City Monaco” program (Season 1: Tourism), on a media coverage analysis and in a semi-directive interview with a stakeholder of the digital transformation in Monaco.

The paper empirically and theoretically explores the following three hypotheses: H1 – being a smart city/destination is less a status than a process; H2 – a permeable state city challenges the boundaries between the city and the smart destination; and H3 – the conceptualization of the smart city requires a broader definition of who its engaged stakeholders are.

The case of Monaco helps us to understand the role of tourism in a smart city and to deepen the link between “smart city” and “smart destination” from a theoretical point of view. Monaco offers us the opportunity to reinforce our understanding of the relationship between the smart city and the smart destination.

The study concerns a micro-state that aims to become smart using a top–down strategy. However, for a city to become smart, stakeholders including citizens must be able to support the process.

This introductory paper aims to place the contributions to this special issue within the context of the recent impact of globalisation on the wine industry, characterised by rapidly growing and evolving international markets, the expansion of New World wines on international markets, and the response of Old World rivals to New World competition.

This paper examines the new competitive environment in the wine industry created by globalisation and outlines the way in which the authors of the papers in this special issue have contributed to an understanding of that environment.

This paper reflects a renewed academic interest in winemaking, one of the most dynamic and rapidly developing agricultural sectors.

The paper hightlights how the authors of the papers in this special issue have contributed to an understanding of this new competitive environment.

Previous research suggests that the compensation offered to customers after a service failure has to be substantial to make customer satisfaction surpass that of an error-free service. However, with the right service recovery strategy, it might be possible to reduce compensation size while maintaining happy customers. The aim of the current study is to test whether an anchoring technique can be used to achieve this goal.

After experiencing a service failure, participants were told that there is a standard size of the compensation for service failures. The size of this standard was different depending on condition. Thereafter, participants were asked how much they would demand to be satisfied with their customer experience.

The compensation demand was relatively high on average (1,000–1,400 SEK, ≈ $120). However, telling the participants that customers typically receive 200 SEK as compensation reduced their demand to about 800 SEK (Experiment 1)—an anchoring effect. Moreover, a precise anchoring point (a typical compensation of 247 SEK) generated a lower demand than rounded anchoring points, even when the rounded anchoring point was lower (200 SEK) than the precise counterpart (Experiment 2)—a precision effect.

Setting a low compensation standard—yet allowing customers to actually receive compensations above the standard—can make customers more satisfied while also saving resources in demand-what-you-want service recovery situations, in particular when the compensation standard is a precise value.

This paper aims to clarify the persuasion mechanism of chief executive officers (CEOs) and employees as endorsers of brand advertising and helps discern consumer attitudes toward internal endorsement.

The exploratory character of the present research required a qualitative approach combining focus groups and face-to-face interviews considered as both meaningful and complementary.

The findings suggest that while the celebrity endorsement ensures familiarity and likability, internal endorsement supports credibility and congruity with an important role of storytelling. Moreover, employee endorsements induce an internalization process based on the real-self, while the endorser CEO induces admiration grounded in the ideal self. More fundamentally, the study reveals how the internal endorsement modifies the meaning transfer model and involves a process of meaning translation, which affects the corporate brand image rather than the product brand image.

The present paper reveals that CEOs and employees can be strong levers for gilding the corporate brand image compared to the celebrities who enhance the product brand image. Moreover, the authors show that the CEO is a character who can be admired without the threat of upward comparison at the opposite of celebrities. Finally, this research highlights the specific role of employees bringing authenticity because of their anchorage in real life.