Setting B2B digital marketing in artificial intelligence-based CRMs: A review and directions for future research

[EN] The new business challenges in the B2B sector are determined by connected ecosystems, where data-driven decision making is crucial for successful strategies. At the same time, the use of digital marketing as a communication and sales channel has led to the need and use of Customer Relationship Management (CRM) systems to correctly manage company information. The understanding of B2B traditional Marketing strategies that use CRMs that work with Artificial Intelligence (AI) has been studied, however, research focused on the understanding and application of these technologies in B2B digital marketing is scarce. To cover this gap in the literature, this study develops a literature review on the main academic contributions in this area. To visualize the outcomes of the literature review, the results are then analyzed using a statistical approach known as Multiple Correspondence Analysis (MCA) under the homogeneity analysis of variance by means of alternating least squares (HOMALS) framework programmed in the R language. The research results classify the types of CRMs and their typologies and explore the main techniques and uses of AI-based CRMs in B2B digital marketing. In addition, a discussion, directions and propositions for future research are presented.In gratitude to the Ministry of Science, Innovation and Universities and the European Regional Development Fund: RTI2018-096295-BC22.Saura, JR.; Ribeiro-Soriano, D.; Palacios Marqués, D. (2021). Setting B2B digital marketing in artificial intelligence-based CRMs: A review and directions for future research. Industrial Marketing Management. 98:161-178. https://doi.org/10.1016/j.indmarman.2021.08.006S1611789

Budgeting Systems in Universities in South-West Nigeria

This study examined the types of budgeting systems adopted by universities in South-West Nigeria. Stratified random sampling was used to select seven universities from five states within the hinterland of Nigeria’s South-West geopolitical zone. A questionnaire entitled Budgeting System Questionnaire was used to collect data. The data were analysed using descriptive statistics. The findings were that the mostly adopted budgeting system by the sampled universities was incremental type with 46.7%, in comparison with line-item, planning programming and zero-based budgeting systems with 33.33%, 16.67 % and 8.33%, respectively. Also, out of the total sum of N80,115,006,285 as expenditure on six selected priority areas in the three academic years by the sampled universities, salaries and allowances had the highest amount of expenditure (i.e. N60.412,111,285) (75.41%) while research and publications had the lowest amount of N211,528,456.64 (0.26%). Based on the findings, it is recommended that the incremental budgeting system which is majorly adopted by universities in Nigeria should be carefully guided to discourage corruption and financial recklessness as it encourages spending up to the budget towards the end of the year so that the budget is maintained the next year. It is also recommended that the NUC gives an award to any university that allocates at least five percent of its revenue expenditure to research and publications.Keywords: Budgeting Systems, Government Universities, South-West Nigeria

Contrasting Innovation Competence FINCODA Model in Software Engineering: Narrative Review

[EN] Purpose: Innovation competences are expected both in businesses and in higher education. Software organizations, in particular, require engineers that collaborate to deliver better services and products. Staff recruitment and training are human resource management tasks that are crucial to insuring that applicants and job holders have the competences that will facilitate quality output in software development processes. This paper narrates the results of the mapping review accomplished to determine the competences that describe high-performing, innovative professionals in software engineering and weighs them against the FINCODA model on innovation competences devised to assess and enhance individuals' capacity to innovate; a core outcome of the Framework for Innovation Competences Development and Assessment Project. Design/methodology/approach: A review protocol was followed to examine the literature on software engineering to identify the innovation competence and behavioral indicators that are required in individuals. Findings: According to the literature, the innovation competences required of the staff in software companies are creativity, critical thinking, initiative, team work and networking, dimensions that are contained in the FINCODA model. Findings also support the inclusion of the thirty-four behavioral indicators that constitute the five dimensions of the FINCODA model. Originality/value: Business organizations need tools to assess innovation competences in employees. Universities, as well, lack the instruments to measure development of innovation competence in undergraduates that teaching/learning methods should enhance before students reach the workplace. This research sheds light on innovative workplace behaviors of software engineers and on feasible designs of training programs for staff and undergraduates by using the FINCODA model and its behavioral indicators. Future research will focus on ratifying the validation of the model and the online assessment tool derived from it.This work has been conducted as part of a European project financed by the European Union ["FINCODA" Project 554493-EPP-1-2014-1-FI-EPPKA2-KA] (http://bit.ly/FINCODA-EUsite01). (The European Commission support for the production of this publication does not constitute an endorsement of the contents which reflects the views only of the authors, and the Commission cannot be held responsible for any use which may be made of the information contained therein).Andreu Andrés, MA.; González-Ladrón-De-Guevara, F.; García Carbonell, A.; Watts Hooge, FI. (2018). Contrasting Innovation Competence FINCODA Model in Software Engineering: Narrative Review. Journal of Industrial Engineering and Management. 11(4):715-734. https://doi.org/10.3926/jiem.2656S71573411

The Role of Motivational Systems and Emotions in Virtual Work

The purpose of this paper is to examine the role of the behavioural activation system (BAS), the behavioural inhibition system (BIS) and emotions in virtual work. BIS was found to have significant positive relationships with anger, anxiety, annoyance, nervousness, and distress. There were indications of emotional contagion between research confederates and participants. Self-report skill knowledge and the skill role of the research confederate both had significant relationships with performance. Self-report skill knowledge was fully mediated by the skill role played by the research confederate. Managers of virtual teams need to be aware of individual differences such as motivational systems and how these interact with state emotions and performance

L’ administration électronique : Concept, Défis et perspectives

Cet article présente un cadre théorique du concept de l’administration électronique. D’ailleurs,ce sujet a fait l’objet de plusieurs travaux de recherche, parce que l’e-administration estconsidérée comme un outil ayant un rôle crucial dans la réforme de l’Etat. Son importanceréside dans la flexibilité et la réorganisation de l’administration publique. En effet,l’administration électronique est venue pour résoudre les défaillances caractérisant lesservices administratifs fournis aux individus, et pour améliorer la relation entre le citoyen etl’administration publique. L’objet de ce travail de recherche est de présenter une revue delittérature sur le concept de l’e-administration