ABSTRACT Title: Salesmen & Compensations - A qualitative study regarding salespeoplesexperiences with different compensation plans. Authors: Milenko Bijelic & Robin Heimberger Supervisor: Lars-Johan A?ge, Jonas Molin & Jens Eklinder Frick Date: 2014 - JuneAim: The aim of this study is to examine how salespeople respond to a fixed compensation plan versus a compensation plan based on a variable pay and how the implementation of these compensation plans can affect sales peoples? emotions and motivation.Method: For this study, a qualitative method has been used. Data for the study has been collected through semi-structured interviews and the empirical data has been presented and analyzed using the well-grounded theory.Result & the contribution of the thesis: The result of this study shows that there are differences in how the compensation plans tend to affect salespeople regarding an number of different factors. The study contributes with a greater understanding about how compensation plans affect salespeople.Suggestions for future research: For future research we suggest a quantitative study with the same aim as we have used for this study so that a generalizable understanding about sales peoples? experiences with different compensation plans can be conducted.Key words: Compensation plans, motivation, stress, variable pay, fixed pay .

ABSTRACT Title: Salesmen & Compensations - A qualitative study regarding salespeoplesexperiences with different compensation plans. Authors: Milenko Bijelic & Robin Heimberger Supervisor: Lars-Johan A?ge, Jonas Molin & Jens Eklinder Frick Date: 2014 - JuneAim: The aim of this study is to examine how salespeople respond to a fixed compensation plan versus a compensation plan based on a variable pay and how the implementation of these compensation plans can affect sales peoples? emotions and motivation.Method: For this study, a qualitative method has been used. Data for the study has been collected through semi-structured interviews and the empirical data has been presented and analyzed using the well-grounded theory.Result & the contribution of the thesis: The result of this study shows that there are differences in how the compensation plans tend to affect salespeople regarding an number of different factors. The study contributes with a greater understanding about how compensation plans affect salespeople.Suggestions for future research: For future research we suggest a quantitative study with the same aim as we have used for this study so that a generalizable understanding about sales peoples? experiences with different compensation plans can be conducted.Key words: Compensation plans, motivation, stress, variable pay, fixed pay .

The music industry has been subject to great changes during the last ten years. The most significant factor contributing to this change is the increasing usage of broadband and thereby the increasing frequency of downloading music illegally. Music piracy and file sharing have caused record sales to plummet. Consumers have now moved on to consuming music in a digital format, not only through downloading but also from streaming music online, an activity partly made possible by social media channels such as YouTube. As the consumption patterns have changed companies within the music industry have been forced to find other sources of income than record sales and they have also needed to find alternate ways to market their artists.

This essay is a case study about the Swedish Armed Forces during the years 1988-2004; when it transformed from a force constructed to meet an invasion, to an international force with the primary mission to help subdue conflicts around the world. The essay uses texts and documents to examine what happened between these years and to find out what drove that change.By asking the questions A) ?What happened between the years 1988-2004?? and B) ?What is the difference between the Armed Forces in 1988 and in 2004??, it is possible to also ask C)?Why did the Swedish Armed Forces change??.The essay is divided into three main parts; 1) a theory-part focused on three main theories of international relations: liberalism, realism, and constructivism, 2) a historical case study examining the evolvement of the Armed Forces during these years, and 3) a conclusions section that uses thethree theories of international relations to examine why this change happened.In examining the historical period and making conclusions about the differences between these years it was also necessary to construct a scale of military power, on which the historical case study is based..

The purpose of this thesis is to show what advantages and opportunities social media offer for B2B-companies (business-to-business), and how they can be used for marketing communications.We have studied how companies can use social media, for example evolving the organization, developing products/services, staying up-to-date, building relations, creating customer loyalty and engagement, building the company?s identity and image, and affecting the buying decisions. We have also studied how B2B-companies can choose media channels, set goals, and measure the results.We have carried out interviews, through phone and visits, with four chosen companies that fit our criterias: Swedish B2B-company that is successful in social media.The result of the interviews show that B2B-companies use social media for various purposes, for example networking (to create and build long term relations with other companies) and to improve the company?s image among the end customers. Most of our interviewees reach their end customers (consumers) in first place and customers (companies) in second place, since many B2B-companies do not yet use social media.Half of our respondents mention that social media should not be used for advertising and campaigns (one way communication).

Foreign invested SMEs have recently become increasingly interested in China. The enterprises are in this report categorized as second wave companies since they follow the footsteps of previous pioneers, of which mostly were larger companies. The ambitions of the SMEs are either to sell products on the ever expanding Chinese market or to utilize the potential of low cost production for global markets. The existing literature is fragmented and solely based on the experience of larger companies. We believe that SMEs are facing new and different challenges, and thus a new generic theoretical frame work is desirable.

The modern beauty market is concentrated with intense competition where cosmetic brands fight to stay on top. A popular method in order to gain sales and increase margins is to influence existing customers to buy more with the use of suggestive selling. The purpose of this paper, was to further examine the different effects of suggestive selling with the use of complementary versus non- complementary goods in the form of customer satisfaction, customer view of the service encounter, as well as success in sales. In addition, the influence of the customer's purchase amount on the tendency to buy an extra product in a suggestive selling situation was examined. The study was conducted through the use of a field experiment with the support of surveys in 'The Body Shop'.

Background: The starting point of the thesis is the growing importance of negotiations that serve to establish a relationship between the parties involved as companies? business activities are getting more complex. Purpose: The purpose of the thesis is to find and to analyze which elements are of importance for parties, when creating a successful negotiation with regard to building long-term relationships, and if those elements differ for sales and procurement negotiations in companies with business activities of various kinds. Research method: The study was realized with the help of twelve qualitative interviews. Result: The elements of importance when creating a successful negotiation with regard to building long-term relationships were mainly elements of co-operation and to some extent elements of competition.

Benchmarking is an established method of working which is often used in order to develop the quality of the organization. However, almost 70% of the organizations with benchmarking fail due to the lack of planning and structuring of the benchmarking exercise. Maintenance sections in the paper and pulp industry are one of those who have decided to conduct benchmarking. Therefore, the purpose of this study is to gain knowledge of how the maintenance sections in the paper and pulp industry deliberately structure and plan to use benchmarking as a driving force for quality development in the maintenance sections.The study is a hermeneutic case study. Telephone interviews and document analysis have been used as data acquisition methods.The results show that there is a lack of both planning and structuring in the benchmarking process, and lack of management commitment for quality improvements within industrial maintenance.

Society has depended on fossil-based fuel for a long time, which has led to a fundamental increase of greenhouse gases in the Earth?s atmosphere. To tackle this problem the international community has agreed that action is necessary. Focus is now directed towards local extraction of energy from renewable sources such as biogas.Utö is participating in the Green Island project, which aims to investigate the possibility of making the island climate neutral. This report has been implemented on behalf of Skärgårdsstiftelsen, the main partner responsible for the Green Island project in Sweden.

I detta arbete undersöktes och jämfördes begreppskoherens och attityd till fysik bland elever på fysik- respektive naturvetenskapsprogrammet vid gymnasieskolan Polhemskolan i Lund. Begreppskoherensen undersöktes med Force Concept Inventory som är ett omdiskuterat flervalstest från USA som ska mäta studenters begreppskoherens för kraftbegreppet inom den klassiska mekaniken. Eftersom många undersökningar visar att intresset för fysik minskar undersöktes också elevernas attityd till fysik med ett svenskt test av Likertmodell. Undersökningarna gjordes på elever som precis börjat åk 1 och på äldre elever som läst kursen Fysik A inom båda programmen. Resultatet av undersökningarna är att eleverna på fysikprogrammet har större begreppskoherens för kraftbegreppet än eleverna på naturvetenskapsprogrammet och att begreppskoherensen höjs efter Fysik A. Attityden till fysik är dessutom mer positiv på fysikprogrammet men eleverna på naturvetenskapsprogrammet har större spridning i attityd.

I chose to study how the Swedish Air force carries out their work with setting goals for their work to improve flight safety and compare this with how the Swedish nuclear power plant Forsmark performs their work with improving nuclear safety. The study showed that both organisations have a lot to improve on in their ways of how to work. Especially when it comes to engaging the employees in the process, both in letting the employees be a part of coming up with areas to work on and in letting the employees evaluate which progress that has been made. It also showed that both organisations need to improve their methods for evaluating the work that has been done. This is especially important for the Air Force which evaluates on many levels and locations and did not have a set standard for how to conduct the evaluation.

One of the big challenges for the European Union today lies in finding a common foreign policy for its 27 sovereign member states with their divided interests, experiences and traditions. New objectives set requirements on the Union to develop and intensify its military ability. The European Union´s view on when military force can be utilized sets concepts like sovereignty and intervention in focus. Can sovereignty be limited and if so can an intervention be justified? How did the Union argue regarding its participation in the intervention in Afghanistan, 2001? The Just War Theory gives the essay a normative framework against which to assess the Union´s view and guidelines for the use of military capabilities.

Ethanol fuel is a biofuel, which been widely reported in the public debate and on the fuel market the last years. Ethanol is sold as both E85 and as a five percent admixture of all petrol sold in Sweden. Research studies on ethanol fuel often focus on environmental issues surrounding the production and utilization of ethanol as a fuel, and omits the private and business aspects of the subject. The purpose of this study is to illustrate the economics of ethanol as a fuel. How the Swedish market for ethanol is and how it evolved over time and what the future prospects are.

Foreign invested SMEs have recently become increasingly interested in China. The enterprises are in this report categorized as second wave companies since they follow the footsteps of previous pioneers, of which mostly were larger companies. The ambitions of the SMEs are either to sell products on the ever expanding Chinese market or to utilize the potential of low cost production for global markets. The existing literature is fragmented and solely based on the experience of larger companies. We believe that SMEs are facing new and different challenges, and thus a new generic theoretical frame work is desirable.