Considérant l’environnement numérique qui se caractérise par la convergencedes modes et des formes discursifs, à quels cadres les auteurs et les lecteurs héritiers de la bande dessinée se référent-ils et de quelle manière s’y réfèrent-ils ? Il s'agit de comprendre comment des auteurs confrontés à de nouveaux dispositifs de publication produisent le sens commun nécessaire à la création de récits numériques dont les lecteurs parviennent à partager les standards de transcription, tirent des routines d’usage pour leur interprétation, et jugent attrayante la sélection et la mise en forme des évènements racontés. Après avoir présenté lecontexte dans lequel ont émergé les premiers récits identifiés comme des « bandes dessinées numériques de création », l'étude porte sur l'analyse indexicale d'entretiens conduits auprès des auteurs et des lecteurs de deux de ces récits. L'analyse fait apparaître l'originalité des assemblages de cadres de références opérés par les auteurs et reconnus de leurs lecteurs. Cette étude montre ainsi l'importance des dynamiques de production de sens dans l'invention et l'adoption de nouvelles formes narratives. Le retour critique sur ce travail soulève plusieursquestions méthodologiques, notamment quant à la place du chercheur en tant qu'acteur engagé dans la production de sens, mais aussi quant à la prépondérance accordée au mot dans ce type d'étude, et enfin quant aux modalités d'entretien les plus favorables à la recherche et à l'élucidation des marques indexicales par lesquelles s'expriment les cadres de référence des acteurs. / What are the frames to which authors inspired by the comics legacy refer inthe digital environment, characterized by the convergence of media and discursive forms ? How do they refer to such frames in order to make sense and to tell digital stories from which readers are able to share the standards of translation, find routines for their interpretation, and feel entertained by the selection and the arrangement of events ? After setting the context in which emerged the first accounts identified as « original digital comics », the study focuses on the indexical analysis of interviews with authors and readers of two such stories. The analysis reveals the originality of the frames arrangements made by the authors and recognized by their readers. This study shows the importance of sensemaking activities for the invention and adoption of new narrative forms. The critical review of this work raises several methodological issues, particularly regarding the place of the scientist as an actor engaged in the sensemaking activity, but also about the the importance given to words in this kind of researches, and finally about the appropriate interview methods in order to find and explain indexical marks leading to the actors' frames

The purpose of this research was to study the lived experience of being a strategic leader, described as the black box of leadership, and to extend the limited research in this field. The researcher utilised the qualitative ethnographic methodology of direct observation, observing 138 discrete critical incidents that made up the lived experience of the five strategic leaders in the sample. The researcher further utilised observation tools from the field of Neuro Linguistic Programming, personal experiences, metaphors, allegories, analogies as well as deep personal introspection to make sense of the lived experience of the five CEOs. The primary research objective was to answer the question: What do CEOs do and how do they do it? A further related objective was to explore how they think about what they do. The research answered these questions by prising open the 'black box' of the lived experience of the strategic leader. The result of the research is the pure leadership spider web model. The pure leadership spider web model breaks down the lived experience of the strategic leader, the content of the black box, into eight dimensions: the pillars that make up the personal leadership philosophy; emotional states of mind brought to bear in meetings; kinaesthetic patterns used during meetings; meeting dynamics; emotional states brought to bear on day-to-day shop-floor engagement; emotional states brought to bear on leadership engagement sessions with other like business leaders; frames of mind governing the day-to-day experiences; and The Magic Language Box. / Business Management and Entr / DBL

Ce travail de thèse s’inscrit dans une perspective comparative et interculturelle. Sa mise en œuvre repose sur l’idée que c’est en observant ce qui se passe dans les interactions du quotidien que l’on peut mieux comprendre le rapport que les cultures entretiennent, et mettre au jour ce que les comportements observés dans chacune des cultures étudiées ont de spécifique. En s’appuyant sur l’analyse minutieuse et détaillée d’enregistrements effectués dans quatre sites commerciaux français et britanniques, l’étude tente de comprendre le comportement langagier des participants en le mettant en relation avec divers éléments du contexte (éléments relevant du micro-contexte : matériel discursif contigu aux énoncés étudiés ; du contexte situationnel : agencement du site, nombre de participants, finalité de l’interaction ; du macro-contexte : place occupée par les interactions de commerce dans les cultures en question, par les sites, valeurs culturelles d’arrière-plan). La finalité de cette étude (qui aborde les rituels d’entrée et de sortie d’interaction ; les remerciements ; la réalisation d’actes de langage directifs : questions, requêtes, offres ; les séquences conversationnelles) est d’obtenir une meilleure compréhension des profils communicatifs relatifs aux cultures française et britannique. / This thesis, which is of a contrastive and intercultural nature, is informed by the idea that it is by observing the behaviour of interactants in everyday interactions that the relationship between cultures can best be approached, and the specificity of the forms of behaviour encountered explored. Through the careful and detailed analysis of recordings taken in four different shops (French and British), the study aims to understand the linguistic behaviour of the participants by linking it to various contextual elements (micro-contextual elements: discursive material that surrounds the utterances analysed; situational elements: site layout, number of participants, interaction’s finality; macro-contextual ones: status of service encounters and of the types of shops selected, cultural values that underpin explored behaviour). The purpose of the study (which analyses opening and closing rituals; thanking; the way directive speech acts such as questions, offers and requests are performed; conversational sequences) is to provide a better understanding of the communicative styles that can be associated with French and British cultures.

Dans la perspective d’une sociologie pragmatique, cette thèse interroge ce qu’il en est du renouveau du conte. Ainsi, il ne s’agit pas de définir les causes de ce phénomène datant des années 1970, ni d’établir des filiations – entre un conte considéré comme « traditionnel » et un « néoconte » – mais de prendre pour thème de l’enquête celles qui lui sont prêtées par les conteurs ou les chercheurs s’étant intéressés à la question. L’approche n’étant pas interprétative, la thèse ne s’intéresse pas au texte, ni même au couplage texte/contexte, mais au conte-en-acte. Elle propose de penser le renouveau du conte en termes d’acclimatation plutôt que de changement de contexte et introduit ce faisant la notion de milieu. Cette hypothèse du conte associé à son milieu est mise à l’épreuve des redéfinitions contemporaines de la pratique du conte. Une première épreuve est considérée comme centrale en ce qu’elle transforme le mode d’existence du conte : grâce aux collectes entreprises par les folkloristes puis les ethnologues, le conte existe désormais sous un état non seulement graphique mais surtout bibliographique. Cette épreuve chapeaute toutes les autres. Les deux épreuves examinées ensuite sont celles de la persistance, à la campagne ou à la ville, d’une version ethnologisante du conte qui considère que le conte est attaché à la communauté. Les deux dernières épreuves concernent la définition d’une version esthétisante du conte. La thèse montre alors que le processus d’autonomisation du conte – au plan esthétique comme au plan politique ou institutionnel – n’aboutit jamais ; surtout qu’il n’y a là ni un défaut du conte ni une défaillance de ceux qui le défendent. Au contraire, c’est là leur qualité : le conte est une parole bègue, un art en mode mineur.Prenant au sérieux la réflexivité dont font preuve les acteurs du conte, la thèse met également en évidence, chemin faisant, différents régimes de réflexivité croisée entre les chercheurs et les acteurs du conte. / From a pragmatic sociology point of view, this dissertation calls into questions what the revival of storytelling is about. It does not deal with defining the causes of this phenomenon which dates back to the 1970s, nor with drawing filiations – from a storytelling understood as “traditional” and to a “new-storytelling” – but it is about focusing on those storytellers or researchers attribute to it. As the approach is not interpretative, the dissertation does not focus on the text, nor on the articulation text/context, but on the tale-in-action. It tries to figure the revival of storytelling in terms of acclimatation rather than of context evolutions. Thus, it weaves the notion of milieu.Contemporary redefinitions of the practice of storytelling challenge this hypothesis of a storytelling connected to its milieu. A first probing test can be considered as crucial as it transforms tale’s mode of existence: through collections initiated by folklorists and later on ethnologists, tale now exists not only in a graphic, but also bibliographic form. This probing test embraces the others.The two probing tests that are then explored are those of the persistence, in rural spaces as much as in cities, of an ethnologizing version of storytelling, which considers storytelling as tied to the community.The last two probing tests deal with the definition of an aestheticizing version of storytelling. The dissertation evinces then that the process of autonomization of storytelling – on the aesthetic level as much as on the political or institutional one – is never accomplished; especially since there is neither a flaw of storytelling or a failure of those who promote it. On the contrary, it is their quality: storytelling is stuttered speech, an art in a minor mode.Considering with attention the reflexivity actors of storytelling are showing, the dissertation also underlines, along its way, different regimes of crossed reflexivity between researchers and actors of storytelling.

Doing Gender gilt als Zentralbegriff der interaktionistischen Geschlechterforschung. Er fokussiert, wie Menschen im Alltag Geschlecht inszenieren, beobachten und relevant machen. Statt Geschlecht als Eigenschaft von Individuen zu begreifen oder den beiden Großgruppen ‚Männer’ und ‚Frauen’ zuzurechnen, wird Geschlecht mithilfe der Doing Gender-Perspektive als Ergebnis einer Vielzahl alltäglicher, situationsspezifischer Unterscheidungen aufgefasst und untersucht.

The aim of this thesis is to break new ground by investigating the interactional organisation of real events that comprise live business-to-business cold calls. Despite being a ubiquitous part of everyday life, we know very little about how cold calls are initiated, progressed, and completed. Cold calls are unsolicited telephone encounters, initiated by salespeople aiming to get prospective clients ( prospects ) interested in their services, with the distal goal of turning them into clients and the proximal goal of getting them to agree to an initial meeting. Cold calls are often treated as a nuisance by call-takers, and salespeople must deal with reluctant gatekeepers, recurrent sales resistance, and the occasional hang-up. The training they receive often draws on outdated theories of communication and is rarely supported by empirical evidence. Thus, this study not only addresses an important domain for interactional research, but also fulfils a practical necessity for empirical research that will inform sales training and improve callers and call-takers experiences. The data comprise 150 recorded calls supplied by three British companies that sell, service, and lease office equipment. The data were collected, transcribed, and analysed within an ethnomethodological framework using conversation analysis and discursive psychology. The first analytic chapter outlines the overall structural organisation of cold calling. It documents the constituent activities within the opening, the business of the call, and the closing. It identifies and describes two types of cold calls. Freezing calls are initiated by salespeople who are contacting a prospect for the very first time. Lukewarm calls feature salespeople who claim to have been in contact with the prospect s organisation in the past. The second chapter excavates the initial turns of lukewarm calls in which salespeople ask to speak to another person within the company, with whom they indicate to be acquainted. The analysis revealed that this third-party acquaintanceship was crucial for establishing the legitimacy of the switchboard request and for improving the chances of getting it granted. The third chapter focused on appointment-making sequences in both freezing and lukewarm calls, showing that they comprise two components: a preamble and a meeting request sequence. I also highlight how salespeople exploit sequential and turn-taking mechanisms to secure meetings with prospects without giving the latter the opportunity to refuse. The final chapter examines two practices for enacting resistance in cold calls blocks and stalls and documents the range of methods salespeople employ for dealing with each type of resistance. Sales blocks expose the salesperson s commercial agenda, attempt to stop the prospecting activity, and move towards call pre-closure. In response, salespeople can challenge, counter, or circumvent blocks as well as redo their initiating actions. Stalls slow down the progress of the sales process by delaying the next phase of the sale or by proposing less commitment-implicative alternatives. Salespeople deal with stalls by either justifying their initial proposal or by spontaneously introducing new action plans, both being more conducive to the progress of the sale. The thesis contributes to a growing body of interactional research on commercial encounters by shedding empirical light on a previously unexamined setting, business-to-business cold calls. It also moves forward discursive psychology s project of respecifying psychological phenomena by documenting the communicative practices associated with persuasion and resistance. Finally, it expands the extant conversation analytic toolkit by examining new practices (such as appointment-making) and by providing new insights into key conversation analytic topics (such as requests, pre-sequences, and accounts for calling). Overall, the findings presented in this thesis challenge existing conceptions of prospecting through cold calling that are prevalent in the sales literature. The thesis puts forward a strong argument for opening the black box of cold calls to better understand these interactions and to identify good practices as the basis for communication training. Research presented in this thesis has already been used in the development of CARM (Conversation Analytic Role-play Method) training for salespeople, who reported having doubled their appointment rates. Based on the findings in this thesis, I plan to develop further training not only for salespeople but also for prospective customers, thus improving the overall outcome of cold call encounters.