Towards a contextual understanding of B2B salespeople's selling competencies – An exploratory study among purchasing decision-makers of internationally-oriented technology firms

ABSTRACT Towards a contextual understanding of B2B salespeople’s selling competencies − an exploratory study among purchasing decision-makers of internationally-oriented technology firms The characteristics of modern selling can be classified as follows: customer retention and loyalty targets, database and knowledge management, customer relationship management, marketing activities, problem solving and system selling, and satisfying needs and creating value. For salespeople to be successful in this environment, they need a wide range of competencies. Salespeople’s selling skills are well documented in seller side literature through quantitative methods, but the knowledge, skills and competencies from the buyer’s perspective are under-researched. The existing research on selling competencies should be broadened and updated through a qualitative research perspective due to the dynamic nature and the contextual dependence of selling competencies. The purpose of the study is to increase understanding of the professional salesperson’s selling competencies from the industrial purchasing decision- makers’ viewpoint within the relationship selling context. In this study, competencies are defined as sales-related knowledge and skills. The scope of the study includes goods, materials and services managed by a company’s purchasing function and used by an organization on a daily basis. The abductive approach and ‘systematic combining’ have been applied as a research strategy. In this research, data were generated through semi- structured, person-to-person interviews and open-ended questions. The study was conducted among purchasing decision-makers in the technology industry in Finland. The branches consisted of the electronics and electro-technical industries and the mechanical engineering and metals industries. A total of 30 companies and one purchasing decision-maker from each company were purposively chosen for the sampling. The sample covers different company sizes based on their revenues, their differing structures – varying from public to family companies –that represent domestic and international ownerships. Before analyzing the data, they were organized by the purchasing orientations of the buyers: the buying, procurement or supply management orientation. Thematic analysis was chosen as the analysis method. After analyzing the data, the results were contrasted with the theory. There was a continuous interaction between the empirical data and the theory. Based on the findings, a total of 19 major knowledge and skills were identified from the buyers’ perspective. The specific knowledge and skills from the viewpoint of customers’ prevalent purchasing orientations were divided into two categories, generic and contextual. The generic knowledge and skills apply to all purchasing orientations, and the contextual knowledge and skills depend on customers’ prevalent purchasing orientations. Generic knowledge and skills relate to price setting, negotiation, communication and interaction skills, while contextual ones relate to knowledge brokering, ability to present solutions and relationship skills. Buying-oriented buyers value salespeople who are ‘action oriented experts, however at a bit of an arm’s length’, procurement buyers value salespeople who are ‘experts deeply dedicated to the customer and fostering the relationship’ and supply management buyers value salespeople who are ‘corporate-oriented experts’. In addition, the buyer’s perceptions on knowledge and selling skills differ from the seller’s ones. The buyer side emphasizes managing the subject matter, consisting of the expertise, understanding the customers’ business and needs, creating a customized solution and creating value, reliability and an ability to build long-term relationships, while the seller side emphasizes communica- tion, interaction and salesmanship skills. The study integrates the selling skills of the current three-component model− technical knowledge, salesmanship skills, interpersonal skills− and relationship skills and purchasing orientations, into a selling competency model. The findings deepen and update the content of these knowledges and skills in the B2B setting and create new insights into them from the buyer’s perspective, and thus the study increases contextual understanding of selling competencies. It generates new knowledge of the salesperson’s competencies for the relationship selling and personal selling and sales management literature. It also adds knowledge of the buying orientations to the buying behavior literature. The findings challenge sales management to perceive salespeople’s selling skills both from a contingency and competence perspective. The study has several managerial implications: it increases understanding of what the critical selling knowledge and skills from the buyer’s point of view are, understanding of how salespeople effectively implement the relationship marketing concept, sales management’s knowledge of how to manage the sales process more effectively and efficiently, and the knowledge of how sales management should develop a salesperson’s selling competencies when managing and developing the sales force. Keywords: selling competencies, knowledge, selling skills, relationship skills, purchasing orientations, B2B selling, abductive approach, technology firms

Les sens des cris de personnes âgées vivant avec une démence en centre d’hébergement et de soins de longue durée

Dans les centres d’hébergement et de soins de longue durée (CHSLD), jusqu’à 80 % des personnes admises vivent avec une démence (Conseil des aînés, 2007). Parmi ces personnes âgées, plusieurs crient. Ce comportement a fait l’objet de quelques études, mais ces études ne fournissent pas une compréhension des sens de ces cris qui pourrait orienter le choix d’interventions face à ces personnes et leur entourage. À l’aide de la perspective infirmière de Leininger (2001) et de la théorie de la communication et des interactions à l’intérieur de triades d’Adams et Gardiner (2005), le but de cette étude était de décrire les sens des cris de personnes âgées vivant avec une démence et les facteurs les influençant en tenant compte de la perspective des personnes âgées, de leurs aidants familiaux et de leurs soignants. Pour atteindre ce but, l’ethnographie critique a été choisie comme méthode. L’étude s’est découlée dans un CHSLD au sein duquel sept triades, composées de personnes âgées vivant avec une démence qui crient, d’aidants familiaux principaux et de soignants, ont été recrutées selon un échantillonnage théorique. Diverses méthodes de collecte des données ont été utilisées dont l’observation des personnes âgées et du milieu et des entrevues semi-dirigées auprès des aidants et soignants. L’analyse des données a été effectuée à l’aide des quatre approches proposées par Spradley (1979) soit l’analyse : des domaines, taxonomique, componentielle et thématique. Les résultats ont permis d’identifier des thèmes sur les sens des cris et sur les facteurs influençant ceux-ci. Les cris peuvent avoir pour sens la vulnérabilité, la souffrance et la perte de sens vécues par la personne âgée. Ce comportement peut aussi indiquer diverses finalités, par exemple l’expression d’insatisfactions ou d’émotions. Ces finalités peuvent être distinguées à partir de critères de modulation tels que la prévisibilité des cris ou un faciès émotif. Par ailleurs, divers aspects rendent les sens des cris singuliers. La stabilité et la flexibilité dans la façon d’organiser les soins ainsi que l’effet réciproque entre les personnes âgées qui crient et les autres personnes dans le CHSLD se sont dégagées comme étant des facteurs qui influencent les sens des cris. Il s’est aussi révélé que les cris de chaque personne âgée peuvent être considérés comme un langage unique que les aidants et les soignants sont en mesure d’apprendre et qui influence l’interprétation des sens des cris. L’accompagnement de la personne âgée, en tenant compte de ses volontés, ses besoins et de sa personnalité, les fluctuations dans les relations de pouvoir au sein des triades personnes âgées-aidants-soignants et les sentiments d’impuissance et de culpabilité des aidants et des soignants sont d’autres facteurs qui influencent les cris. Les connaissances découlant de cette étude augmentent la compréhension sur les sens des cris des personnes âgées vivant avec une démence. Elles ont des implications pour les divers champs d’activités des infirmières et qui pourront contribuer à offrir des soins culturellement cohérents et caring pour les personnes âgées vivant avec une démence et leur entourage.

Psychothérapie et émancipation sociale : une exploration éthique et sociologique

Cette thèse théorique porte sur la psychothérapie et en particulier sur deux formes - la psychanalyse et la thérapie brève de l'école de Palo Alto - qu'elle entend examiner dans le cadre de débats portant principalement sur les efforts métathéoriques pour penser la modernité, la postmodernité et les phénomènes qui les accompagnent: rationalisation, individualisation, scepticisme ou relativisme cognitif et moral. Il est proposé que la psychothérapie puisse être considérée, au-delà de ce qui a été dit sur le caractère essentiellement narcissique de cette pratique, comme une contribution à l’émancipation sociale en favorisant le développement moral des personnes. Il s’agit ici de montrer que l’on peut faire une autre lecture de cette réalité, et ce à l’aide de ressources fournies par la tradition sociologique. Ce développement moral des personnes serait favorisé par un fonctionnement autoréflexif et des compétences communicationnelles, ces dernières traduisant, dans la pensée d’Habermas, la conscience morale. Mais pour qu’il y ait fonctionnement autoréflexif, il faut pouvoir accepter une capacité à connaître, à se connaître, ce que n’admettent pas d’emblée les thérapies influencées par le postmodernisme. Or l’examen des discours tenus par les praticiens eux-mêmes sur leurs pratiques révèle une influence du postmodernisme, que ce soit sous la forme du constructivisme, du constructionnisme social ou plus généralement d’un certain scepticisme et d’un refus concomitant de l'expertise et de l'autorité, une situation paradoxale pour une pratique professionnelle. Les deux formes de thérapies retenues censées représenter les deux pôles de l'intervention thérapeutique - le pôle technique, stratégique et le pôle expressiviste, communicationnel – sont examinées à la lumière de propositions mises de l’avant par Habermas, notamment sur les rationalités stratégique et communicationnelle ainsi que la situation idéale de parole. La psychothérapie apparait ici comme une contribution inestimable à une rationalisation du monde vécu. Forte d’un approfondissement des notions de modernité et de postmodernisme, l’exploration se poursuit avec une critique détaillée d’ouvrages de Foucault portant sur les pratiques disciplinaires, la grande objection à concevoir les psychothérapies comme émancipatrices. La thèse tend à démontrer que ces analyses ne reflètent plus une situation contemporaine. Enfin, la thèse examine le débat entre Habermas et Foucault sous l'angle des rapports critique-pouvoir : si le savoir est toujours le produit de rapports de pouvoir et s’il a toujours des effets de pouvoir, comment peut-il prétendre être critique ? Il en ressort que l'œuvre d’Habermas, en plus de posséder beaucoup plus d'attributs susceptibles d'appuyer la problématique, offre une théorisation plus équilibrée, plus nuancée des gains liés à la modernité, tandis que Foucault, outre qu'il n'offre aucun espoir de progrès ou gains en rationalité, nous lègue une conception du pouvoir à la fois plus réaliste (il est imbriqué dans toute communication et toute interaction), mais plus fataliste, sans possibilité de rédemption par le savoir. La thèse se conclut par un retour sur la notion d’individualisme avec L. Dumont, Lipovetsky, Taylor, ainsi que Bellah et al. pour discuter des phénomènes sociaux liés, pour certains critiques, à l’existence des psychothérapies, notamment l’instrumentalité des relations.

Governing the clean development mechanism: global rhetoric versus local realities in carbon sequestration projects

Global agreements have proliferated in the past ten years. One of these is the Kyoto Protocol, which contains provisions for emissions reductions by trading carbon through the Clean Development Mechanism (CDM). The CDM is a market-based instrument that allows companies in Annex I countries to offset their greenhouse gas emissions through energy and tree offset projects in the global South. I set out to examine the governance challenges posed by the institutional design of carbon sequestration projects under the CDM. I examine three global narratives associated with the design of CDM forest projects, specifically North – South knowledge politics, green developmentalism, and community participation, and subsequently assess how these narratives match with local practices in two projects in Latin America. Findings suggest that governance problems are operating at multiple levels and that the rhetoric of global carbon actors often asserts these schemes in one light, while the rhetoric of those who are immediately involved locally may be different. I also stress the alarmist’s discourse that blames local people for the problems of environmental change. The case studies illustrate the need for vertical communication and interaction and nested governance arrangements as well as horizontal arrangements. I conclude that the global framing of forests as offsets requires better integration of local relationships to forests and their management and more effective institutions at multiple levels to link the very local to the very large scale when dealing with carbon sequestration in the CDM.

Análise dos aspectos envolvidos na condução de contratos de terceirização de tecnologia da informação

Terceirização de Serviços de Tecnologia da Informação (TI) é uma prática crescente entre organizações de diversos portes e setores, onde uma relação entre contratante e contratado usualmente regida por contratos. Contratos são dispositivos destinados a regular obrigações e direitos entre as partes. Em função da impossibilidade das partes preverem todas as contingências futuras e também devido à imprecisão da linguagem escrita, contratos são usualmente reconhecidos em Economia como sendo fundamentalmente incompletos. Disso se origina a possibilidade de classificar contratos como predominantemente formais, aqueles cuja estrutura escrita apresenta mecanismos de completude suficiente para conduzir o relacionamento entre as partes, e predominantemente relacionais, aqueles cuja estrutura formal é insuficiente para coordenar o relacionamento, e que demandam mecanismos adicionais de comunicação e interação para que o relacionamento entre as partes ocorra de adequadamente em torno do objeto contratado. Dentre os mecanismos usados em contratos formais para sinalizar às partes os comportamentos desejados, inclui-se a estrutura de incentivos. Pouco se estudou sobre o efeito que a combinação de estruturas de incentivos e mecanismos relacionais tem sobre o andamento dos contratos. Este estudo analisa os efeitos de mecanismos formais de estruturas de incentivos e os mecanismos relacionais sobre o andamento do contrato, usando como contexto o cenário de contratações de serviços de terceirização de Tecnologia da Informação (TI). Como resultados dos três capítulos principais deste estudo, configurados no formato de artigos acadêmicos, são apresentados altos poderes explicativos das interações entre estruturas de incentivos, governança relacional, comportamento do contratado e expectativa de sucesso dos contratos. Da mesma forma, antecedentes e resultantes são analisados e discutidos. Do ponto de vista da contribuição para a prática gerencial, o trabalho como um todo contribui para melhorar decisões de contratação de serviços de TI, formulação de contratos mais efetivos, e apoio na escolha dos mecanismos de contratação mais adequados ao contexto do contratante.

De touch: extending service channels in an airport through touch technologies

This project aimed to create a communication and interaction channel between Madeira Airport and its passengers. We used the pre-existent touch enabled screens at the terminal since their potential was not being utilised to their full capacity. To achieve our goal, we have followed an agile strategy to create a testable prototype and take advantages of its results. The developed prototype is based on a plugin architecture turning it into a maintainable and highly customisable system. The collected usage data suggests that we have achieved the initially defined goals. There is no doubt that this new interaction channel is an improvement regarding the provided services and, supported by the usage data, there is an opportunity to explore additional developments to the channel.

Atenção ao usuário em um centro de referência HIV/Aids: perspectiva de profissionais e usuários

We study the health care focused on care in an intercessor and dialogical relationship with the User, which involves the construction of therapeutic projects essential to the quality of the treatment of the user in health services, and it is necessary individual and collective actions. It is intended to acknowledge and analyze the perception of social subjects, users and professionals on the treatment given to a user of a Specialized Outpatient Service (Serviço Ambulatorial Especializado SAE) in STD/HIV/AIDS state reference in Natal, RN. The study is structured in a transdisciplinary vision of science and knowledge, theoretical and methodological principles that give meaning to the expression of the institutional features of care and health care reconnecting them to the social context. As a research strategy we seek the expressions of 56 subjects of social research, which agreed to participate in the sample, from a symbolic map of the attention, coupled with the techniques of observation and semi-structured interview. For the analysis of the results, five categories of analysis were established: the meaning of the service, care perception, process of communication and interaction, treatment perception and organization and evaluation of the service. It is argued that the attention and care are developed in a technical health care assistance to the disease, focusing on attention based on treatment, on diagnostic and drug therapy of antiretroviral drugs, reflecting the traditional biomedical paradigm of attention to the disease. This is also the mode of organization of practical actions in daily SAE: the therapy proves to be fragmented in several specialties, vertical and feeds the same model, generating tension and overload for professionals; showing impersonal care focused on structured and informative technology, unrelated to an interactive dialogic. From the speech of the subjects, the SAE is understood as the place of confrontation with the disease, but also enables greater elaboration of the illness by meeting their peers. Living with HIV and AIDS is living with concern, apprehension and fear, but mainly with the stigma, prejudice and exclusion, which require that the disease is kept in secret. There is a movement of forces and power, expressed in the knowledge-power of those who dominate the technical and administrative capabilities, devices that concentrate the maintenance of the medicalization of care, rapid consultations and with little attention, making it difficult to interact with and listen to, combined with structural failures, organizational and inadequate management of the service. We conclude that there are dimensions that are not considered in the internal dynamics of the care service multiple forms, characterized by care conflicting models, marked by individual interventions related to the disease. The subject is not considered together with his speech as technical discourse is imposed and care production based on material technology is observed

Valorização do servidor no Programa Nacional de Humanização: estudo em um hospital universitário

It is at the work environment where value of the health professional is realized, according to the National Humanization Policy (PNH) from a Pediatric Hospital connected to an institution of higher education. Among the guiding principles of PNH it is highlighted the commitment to the democratization of labor relations and enhancement of health professionals, stimulating the continuing education process. For this research, a qualitative approach was chosen, using a semistructured interview as a tool to collect data. In a perspective of identifying the appreciation and humanization into interpersonal relations between workers, information from the theory of communicative action of Habermas was analyzed, considering cultural values goes beyond the practice in action, where the prospects of moral arguments in the universal truisms of life pervade original cultural moral, cognitive and expressive, imbued on ethics. This reasearch had the collaboration 29 employees with a regular contract labor to a teaching hospital in Natal, Brazil. The data was obtained through interviews which all participants signed a consent term. After data analysis the results shows the existance of a satisfaction of all workers on performing duties. The workers perceive its role valorization through kudos received as a consequence of a work done, others believe that it occurs when the institution or the group itself is concerned to enhance the work. Thus, in general, they feel valued. Regarding the interpersonal relationship, the most highlighted point was the fact that in the employees versus general directors item, respondents indicated the existence of a distance between these two categories, which can affect a participatory management. Therefore, the results of this study showed the necessity to develop actions that provide a healthy work environment. The joint guidelines of the PNH and the Employee Health Care Policy, represent some directions with some similarities in their purpose to the theory of communicative action, where there is a mutual respect, tolerance and coexistence of differences, considering the constructive conflict among health workers within the perspective of communication and interaction among individuals

Avaliação da informação de websites turísticos das cidades-sede da copa 2014

This study aims to analyze tourist information provided by the official websites of the 2014 FIFA World Cup host cities. The framework developed by Díaz (2005) was applied to analyze different aspects, such as: local tourist information, tourist services distribution, communication and interaction between website and users, and website foreign language versions. This dissertation describes how society and tourism are related by analyzing the consequences of technological evolution in the travel and tourism sector, showing the importance of the use of information and communication technology to provide accurate, upto- date and low-cost information to tourist destinations. Because of the nature of the study, the research subjects are the 12 Brazilian host cities represented by their respective official webpages (cities, states and convention bureaus), and also Brazil s official website, totalizing 36 elements to be analyzed. The methodology has been characterized as descriptive and exploratory with quantitative analysis, and also using desk research and survey literature review. In order to analyze the data collected, parametric and nonparametric statistics tests were used, such as: variance analysis (ANOVA and KRUSKAL-WALLIS) to measure means variance between groups combined with multiple comparison tests (Tukey and Games Howell); nonparametric correlations tests (Kendall s Tau b); and cluster analyses. Finally, Microsoft Excel was used to collect data and SPSS for managing data through quantitative analyses tests. Overall, the websites of the south region showed better results than the other Brazilian regions. Despite this result, the data analysis demonstrated that the available tourist information are incomplete as it was verified that tourist host cities websites are unable to provide all the information needed for the web visitors to organize and plan their journey. This means that visitors have to look for more information in other sources

Integrando comunicação, saúde e educação: experiência do UNI-Botucatu

Relata-se experiência inicial de trabalho com as áreas de Comunicação e Educação em Saúde em projeto de cooperação entre universidade, serviços de saúde e organizações comunitárias para o desenvolvimento integrado de modelos inovadores de ensino, de sistemas locais de saúde e de ação comunitária. Apresenta-se proposta de operacionalização de ações de Comunicação e Educação em Saúde, com ênfase na interação serviços-comunidade. Nesta busca-se não só fortalecer as instâncias formais de participação dos usuários, mas ainda desenvolver outros espaços de comunicação e interação serviços-comunidade, procurando, assim, transformar progressivamente pacientes em usuários-cidadãos.

Revisitando a dicotomia fala/escrita

This work has by main objective revisit the dichotomy speech/writing from the perspective of scholars in the field of linguistics in relation to the communicative and interactional aspects of language. The research is based on the study of traditional dichotomies that classically distinguish between the oral form and the written form of the language. It is noted here the importance of the study of communication and interaction of individuals, as language being the main aspect responsible for the organization of society, and, of course, also being indispensable for the development of human being. This study shows that the distinctive peculiarities between speech and writing are not of the characteristics of a particular procedure, but differences that are necessary due to the specific moment of creation of an utterance or text, because both the oral and the mode writing may have traces of formality/informality; completeness/incompleteness, among other things. In other words, there is not a distinctive feature that is present only in speech or writing. Thus, this research shows that, by the numberless technological advances, the communication between people has gone through changes and crossed barriers. Therefore, it is clear that with the collaboration of the media, the old dichotomies recommended for speech and writing are being overcome and can no longer be treated strictly to any of the modalities

O ensino da matemática aos deficientes auditivos

The theme of this research is mathematics education for the deaf. It is hoped that this work will enable more thorough understanding of the subject matter, since, to be inclusion of people with hearing disabilities in society is necessary to establish measures ranging acceptance and family participation to break prejudices and demystification related learning ability of these individuals. This research also aims to provide grants for teaching mathematics to deaf , so that the teacher can build a current pedagogical practice that will not only meet their expectations as a teacher , but above that encourages the development of skills essential to the competence of the student with special educational needs . An educational practice based in the communication and interaction between teacher and students, with the intention of providing an effective meaning of mathematical knowledge, you can add new possibilities in an educational context marked by scarcity of communicative opportunities

A policy-driven architecture for supporting joint degrees through e-learning services

En un mercado de educación superior cada vez más competitivo, la colaboración entre universidades es una efectiva estrategia para acceder al mercado global. El desarrollo de titulaciones conjuntas es un importante mecanismo para fortalecer las colaboraciones académicas y diversificar los conocimientos. Las titulaciones conjuntas están siendo cada vez más implementadas en las universidades de todo el mundo. En Europa, el proceso de Bolonia y el programa Erasmus, están fomentado el reconocimiento de titulaciones conjuntas y dobles y promoviendo la colaboración entre las instituciones académicas. En el imparable proceso de la globalización y convergencia educativa, el uso de sistemas de e-learning para soportar cursos tanto semipresencial como online es una tendencia en crecimiento. Dado que los sistemas de e-learning soportan una amplia variedad de cursos, es necesario encontrar una solución adecuada que permita a las universidades soportar y gestionar las titulaciones conjuntas a través de sus sistemas de e-learning en conformidad con los acuerdos de colaboración establecidos por las universidades participantes. Esta tesis doctoral abordará las siguientes preguntas de investigación: 1. ¿Qué factores deben tenerse en cuenta en la implementación y gestión de titulaciones conjuntas? 2. ¿Cómo pueden los sistemas actuales de e-learning soportar el desarrollo de titulaciones conjuntas? 3. ¿Qué otros servicios y sistemas necesitan ser adaptados por las universidades interesadas en participar en una titulación conjunta a través de sus sistemas de e-learning? La implementación de titulaciones conjuntas a través de sistemas de e-learning es compleja e implica retos técnicos, administrativos, culturales, financieros, jurídicos y de seguridad. Esta tesis doctoral propone una serie de contribuciones que pueden ayudar a resolver algunos de los retos identificados. En primer lugar se ha elaborado un modelo conceptual que incluye la información del contexto de las titulaciones conjuntas que es relevante para la implementación de estas titulaciones en los sistemas de e-learning. Después de definir el modelo conceptual, se ha propuesto una arquitectura basada en políticas para la implementación de titulaciones interinstitucionales a través de sistemas de e-learning de acuerdo a los términos estipulados en los acuerdos de colaboración que son firmados por las universidades participantes. El autor se ha centrado en el componente de gestión de flujos de trabajo de esta arquitectura. Por último y con el fin de permitir la interoperabilidad de repositorios de objetos educativos, los componentes básicos a implementar han sido identificados y validados. El uso de servicios multimedia en educación es una tendencia creciente, proporcionando servicios de e-learning que permiten mejorar la comunicación y la interacción entre profesores y alumnos. Dentro de estos servicios, nos hemos centrado en el uso de la videoconferencia y la grabación de clases como servicios adecuados para el desarrollo de cursos impartidos en escenarios de educación colaborativos. Las contribuciones han sido validadas en proyectos de investigación de ámbito nacional y europeo en los que el autor ha participado. Abstract In an increasingly competitive higher education market, collaboration between universities is an effective strategy for gaining access to the global market. The development of joint degrees is an important mechanism for strengthening academic research collaborations and diversifying knowledge. Joint degrees are becoming increasingly implemented in universities around the world. In Europe, the Bologna process and the Erasmus programme have encouraged both the global recognition of joint and double degrees and promoted close collaboration between academic institutions. In the unstoppable process of globalization and educational convergence, the use of e-learning systems for supporting both blended and online courses is becoming a growing trend. Since e-learning systems covers a wide range of courses, it becomes necessary to find a suitable solution that enables universities to support and manage joint degrees through their e-learning systems in accordance with the collaboration agreements established by the universities involved. This dissertation will address the following research questions: 1. What factors need to be considered in the implementation and management of joint degrees? 2. How can the current e-learning systems support the development of joint degrees? 3. What other services and systems need to be adapted by universities interested in participating in a joint degree through their e-learning systems? The implementation of joint degrees using e-learning systems is complex and involves technical, administrative, security, cultural, financial and legal challenges. This dissertation proposes a series of contributions to help solve some of the identified challenges. One of the cornerstones of this proposal is a conceptual model of all the relevant issues related to the support of joint degrees by means of e-learning systems. After defining the conceptual model, this dissertation proposes a policy-driven architecture for implementing inter-institutional degree collaborations through e-learning systems as stipulated by a collaboration agreement signed by two universities. The author has focused on the workflow management component of this architecture. Finally, the building blocks for achieving interoperability of learning object repositories have been identified and validated. The use of multimedia services in education is a growing trend, providing rich e-learning services that improve the communication and interaction between teachers and students. Within these e-learning services, we have focused on the use of videoconferencing and lecture recording as the best-suited services to support collaborative learning scenarios. The contributions have been validated within national and European research projects that the author has been involved in.

La nueva realidad sMOOC, una ventana abierta a la educomunicación

Los MOOC se han convertido en una nueva oportunidad para aprender en base a una comunidad de práctica o de aprendizaje; constituyen una alternativa cada vez más presente en la sociedad en que vivimos y son resultado, precisamente, del potencial de Internet en el ámbito de la comunicación y la interacción de las usuarias y usuarios, de la enorme facilidad de actualización del conocimiento que permite conseguir. Pero ¿todos los MOOC son un ámbito formativo educomunicativo? El modelo sMOOC se presenta como el único aspirante a ser fundamentado en esta corriente si se inspira en una intención educativa llevada a la acción como cambio social de las estructuras esclavizantes que condicionan nuestro mundo.

Exploring mapping-based visualisations of large remote image databases

Image database visualisations, in particular mapping-based visualisations, provide an interesting approach to accessing image repositories as they are able to overcome some of the drawbacks associated with retrieval based approaches. However, making a mapping-based approach work efficiently on large remote image databases, has yet to be explored. In this paper, we present Web-Based Images Browser (WBIB), a novel system that efficiently employs image pyramids to reduce bandwidth requirements so that users can interactively explore large remote image databases. © 2013 Authors.