The thesis aims to describe the current sales climate in the context of complex sales in business-to-business. The purpose is to increase the clients knowledge of sales and test the clients hypothesis that the sales climate is changing from Solution Selling to Insight Selling, further the thesis aims to contribute to the scientific debate of sales. Solution Selling is characterized, as the name suggest, by selling of solution to the customers needs. With Insight Selling the seller has a provocative approach towards the customer and the seller is searching for customers in the need of change. This is a qualitative study conducted with eight interviews and one focus group.

Human capital is professional service firms' most valuable resource and its quality is closely linked to the quality of its services. The purpose of this study is to investigate how professional service firms appraise their employees. A comparative study between an architecture firm and a management consulting firm is conducted with the aim to identify and explain similarities and differences in performance appraisal. Two qualitative case studies are performed and interviews as well as documents are used to explore the area. The thesis builds on a critical perspective and it has an explorative approach.

The purpose of this investigation is to show how politicians state primary goals and how they break them down into secondary objectives within the sector of Child-and education area. This is supposed to create a general image on how the targeting process is handled within the public activity. Finally, this will lead us to what is necessary for the targeting process to work successfully within the public activity.  We have implemented a qualitative study within the two chosen municipalities. This case study is based on personal interviews that are conducted through semi structured questions.

Among those who graduate from the various schools of Social work in Sweden are a great majority women. At the same time men are sought after in the work field.  But not just to level up the equality between the sexes, but also to fill a gender specific niche to counter up a need for male role models. But a closer look at this need and the types of functions set to cater for it shows that male role models as a concept vary between contexts. In this study we examine the concepts and the practices of male role models in three different settings: a municipal social care center offering young boys male bonding activities; a non-profit organization warding young people from drug abuse and criminal behavior; and last, a long term residential home for young boys between the ages 13 and 19. Our research shows that the concept of the male role model vary between the organizations and less so within.

Aim and questionsThe aim of our study was to increase knowledge about successful school managers' views on teachers' mental health and their own work regarding this subject.In what ways do the school manager work preventive with measures on teachers' mental health? How does leadership affects teachers' mental health? What factors create mental health among teachers? MethodIn order to answer the questions, we have chosen to use semi-structured interviews. To get in touch with schools that have been successful with their work with the teacher's mental health, we have made a targeted step wise sample where we contacted the primary managers of six randomly selected municipalities in Stockholms län. In total six school managers have been interviewed. The empiric data were thematized and analyzed based on the demand-control-support model. ResultsAll the interviewed school managers agreed to that the concept of mental health is about feeling good, about balance in life and to feel safe.

Studies of the information needs of library patrons are necessary in order for the library to serve the community. Alas, studies of non-heterosexual persons are rare in the field of Library and Information Science in Sweden. This study aims at examining the information situation of women in same-sexed parenthood by means of analysing their situation as norm-breaking. The study is done through examining the specific information needs of this group, how they seek and receive information, what barriers they encounter and what function the library has in this information situation. A queer theoretical approach to heteronormativity in combination with McKenzie?s two-dimensional model of information seeking is used to perform a qualitative analysis of the material.

Introduction: Public health researchers have long been focusing on investigating health inpopulations through determinants such as income inequalities. Nevertheless, incomeinequalities can be considered an effect of the organization of welfare regimes. The publichealth status is largely affected by the organization of welfare regimes and consequently thereare large differences in health within and between welfare regimes. How are these differencesdistributed and how can they be explained?Aim: To compare health between welfare state regimes with the use of Esping-Andersen?swelfare regime typology and to investigate the relationship between welfare statedeterminants and health.Methods: A literary review based on 12 scientific articles.

Informell formativ bedo?mning a?r inte bedo?mning som tenderar att dokumenteras och sammanfattas till ett betyg, utan den bedo?mning som via dialoger i klassrummet hja?lper la?raren att avgo?ra vad eleverna kan eller om de ha?nger med i det la?raren fo?rso?ker fo?rmedla. Fo?r att bedo?mningen sedan skall vara formativ kra?vs det att informationen som la?raren fa?r fram vid dessa dialoger anva?nds som grund i fortsatt undervisning. Syftet med den ha?r studien a?r att fo?rdjupa kunskapen om informell formativ bedo?mning inom matema- tik pa? gymnasieskolan.

The essay's aim is to explain how responsibility distribution between private and public bodies, primarily within three important service areas, can be visualised in light of the fact that they have experienced different forms of readjustment. We have chosen to study this by looking at the restoration work taking place after the hurricane Gudrun swept across southern Sweden on January 8-9, 2005; and we have chosen to concentrate on the service areas of electricity- and telephone supply, and public transport. The responsibility distribution has been depicted by carrying out qualitative interviews with employees within both private and public bodies included in the restoration work. The conclusion produced is that there were obscurities in the formal responsibility distribution between private and public actors taking place in conjunction with the hurricane restoration work.In a deeper analysis, the result can be explained by a ?several hands? problem arising since the number of actors has increased as the public sphere has adopted leadership forms influenced by the private business sector.

This essay is part of a project between Södertörn University College and Stockholm Academic Forum. The focus of the project is gender equality in small- and medium sized companies. I have worked with a construction company called Activa . The majority of the employees at the company were male and I was interested in the consequences of gender construction in such an environment. I think that the basic condition for equality work is an understanding of gender and the male norm.

Syftet med vår studie var att ta reda på hur pedagoger tillvaratar barns informella kunskaper och hur de konkret arbetar för att utveckla barns begreppsuppfattning i matematik med hjälp av språket. Vi avsåg även att undersöka förutsättningarna för en sådan undervisning. Vi ville se till både individ-, grupp- och organisationsnivå. Ytterligare en specialpedagogisk frågeställning som vi avsåg att undersöka var hur barn i behov av särskilt stöd gynnas av detta arbetssätt. Vi genomförde tio kvalitativa forskningsintervjuer, som var delvis strukturerade, med pedagoger som arbetar med språket på ett medvetet sätt i sin matematikundervisning.

Social media provides a new position of power to the single individual within PR and marketing campaigns. When a company uses social media as a communication tool in their PR and marketing practice, they have to adapt themselves after the customers' needs and the new communication structure within social media. Communication in social medi is different from traditional media, which is more one-way communicative and visual in its interaction, rather than the digital media that are more two-way communicative av viral through dialogue. If a company creates PR and marketing campaigns within social media without adjusting to the new rules of communication through dialogue, and instead try to apply traditional one-way communication to their social campaigns, they put themselves and their brands in risk of public humiliation and loss of customers; the speed of the viral dialogue over social media can spread bad news fast, and with the newfound power of the single individual, the impliacations can thus be devastating for a company and its brand. If an organization does not respond and take part of the criticism that may be directed at them through the customers' comments, the negative dialogue among clients and the public within social media can quickly create a hazard enviorment for a company and its brand to be seen in. The public within these social media platforms are more independent and continuously conversing with each other on a local an global scale.

The aim of this essay is to study how the University Church is represented in student newspapers. By conducting an inductive thematic analysis on sixteen articles chosen from newspapers distributed by the student union at three Swedish universities, the main purpose of the study is to further understand the role and function of the University Church in a contemporary Swedish context. Three themes emerging from the initial step of the thematic analysis were chosen for further analysis: (1) a secularized church?, (2) provocation and (3) reasons to seek out the University Church. The themes were then highlighted by two theoretical perspectives: Mark Chaves? theory of internal secularization and a theoretical framework developed by Anders Bäckström with the aim to explain the role of the church as a welfare agent in Sweden.The study shows that the University Church is portrayed as both an ambiguous and complex organization.

While the technological infrastructure that enables collaboration between municipalities, counties and private health care providers improves, so does the need for health-care providers to gain access to the right patient journal at the right time. For doctors, nurses and other health-care organization employees this goal is achieved by NPÖ, National Patient Summary. NPÖ effectively enables health-care records to be shared across organizational boundaries. This thesis is based on a demand by a mobile application that can give district nurses access to health-care records wherever they are.This thesis describes the development of a prototype of a mobile application aimed for NPÖ. This includes investigating a suitable mobile platform, investigating available card readers for reading electronic identification from SITHS cards and the ability to connect to external services such as NPÖ.

AbstractThe control of quality standard ISO 9001 has made the internal audit to be experienced as police authority and paragraph control. Because of that, motivation for internal auditors is low. To counteract the experience, there is a possibility to integrate internal audit with improvements in company?s processes. Theory has shown that a qualified and competent auditor can provide information that can help the organization's managements to make the right decisions that will improve product quality and result in new customer contracts.An opportunity to observe an internal and external audit at one of the case companies gave rise to this study.