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.

Ett verktyg för datorstödd interaktiv utbildning, Web-based Training, har utvecklats på Sigma Information Design. Två olika utvärderingsmetoder har använts för att öka dess användbarhet: heuristisk utvärdering och användartestning. Heuristisk utvärdering är en analytisk metod där expertutvärderare inspekterar gränssnittet för att predicera (förutse) användbarhetsproblem. Användartestning är en empirisk metod där tänkbara reella användare deltar och användbarhetsproblem observeras. Föreliggande studie fokuserar på användbarhets-problem som både prediceras med den analytiska metoden och observeras med den empiriska, så kallade ?träffar?.Analytiska metoder predicerar användbarhetsproblem genom att utpeka bristande ?intrinsic features?(gränssnittsegenskaper).

Under 1990-talet implementerades i Sverige en metod för behandling av aggressivitethos barn och unga, som kallas Aggression Replacement Training (ART). Metoden ärutvecklad i USA av Arnold P. Goldstein och hans kollegor. Metoden har sin teoretiskagrund inom den sociala inlärningsteorin och bygger till stor del på behandlingsprinciperinspirerade av kognitiv beteendeterapi. ART som behandlingsmetod för aggressiva barnoch unga har fått stor spridning i Sverige och en av de kommuner som erbjuder ARTsom öppenvårdsinsats inom socialtjänsten är Västerås.

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.

This study aims to investigate, describe and discuss the views of group new arrived pupils from the preparatory training to the compulsory school level. They all came to Sweden and started in the preparatory training there they also started studying Swedish as a second language. This study aims to investigate the creation of identities and how the pupils socialize in the Swedish school. The study has been conducted with respect to the pupil´s own perspectives and what they consider important.The methods used are interviews together with an interpreter. Their voices are used and described in this paper.

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.

Forskning har påvisat ett samband mellan personer med neuropsykiatriska funktionshinder och kriminalitet. Aggression Replacement Training (ART) som förebyggande arbete har visat sig vara effektivt i syfte att reducera brottslighet. Tillämpning av metoden är dock inte vanlig avseende personer med neuropsykiatriska funktionshinder varför det inte finns mycket forsk-ning på området.Syftet var att utifrån systemteori med fokus på Bronfenbrenners socialekologiska modell samt kognitiva behavioristiska teorier och social inlärningsteori teori beskriva och studera den ART- träning som ingår i grundsärskolans undervisning på Engelbrektskolan i Örebro kom-mun. Utifrån att en ny målgrupp med särskilda behov har identifierats är det angeläget att erhålla information om metodens eventuella effektivitet.Författarna har valt att basera det empiriska materialet på kvalitativa intervjuer. I avsnittet empiri presenteras relevant material kring ART-träningen på Engelbrektsskolan.

We have done a qualitative and quantitative study about math problems on second­ary school students. The study is based on the diagnosis, treatment and training of teachers, about students who have math difficulties. The aim of this work is to obtain teachers ?perceptions about students? diagnosis, treatment / improvement and continuing education for students who have math difficulties. By having interviewed various teachers through surveys we have received answers to their concerns about the diagnosis, treatment and the importance of continuous training of teachers on students? mathematics difficulties.

Studien undersöker hur man på ett praktiskt sätt kan knyta samman musikteori-, gehörs- och ensembleundervisningen. Syftet är att undersöka möjligheten att i jazzsammanhang träna sitt gehör i grupp vid sina instrument. Jag har utvecklat tre gehörsövningar som undersöks i den här studien. Övningarna är konstruerade så att exempelvis pianisten skall övas i att höra basgångar, medan basisten övas i att höra ackordläggningar. En av ensembledeltagarna (piano, gitarr, sång, blås eller bas) styr övningen och väljer hur ackordföljden ska fortsätta genom att följa vissa regler (exempelvis upplöses dominanter alltid ren kvart upp/ren kvint ner).

A peripherally inserted central catheter (PICC line) is a catheter that is inserted through a peripheral vein in the arm and then on to a central vein in the chest. It is used to give injections and infusions and to take blood samples of patients who need treatment for longer periods.The aim of this study was to investigate nurses' perceived knowledge of the care and use of PICC line in wards where PICC line does not occur daily. The aim was also to investigate if the nurses expressed a need and wished for more knowledge to be able to use PICC line, and if PICC line is not used investigate the cause of that.The study was of a descriptive design with quantitative approach. An online survey was answered by 40 nurses from five wards at a university hospital in central Sweden.A large number of the nurses who responded to the survey reported that they lacked knowledge of the care and use of PICC line. Despite this, three-quarters of the nurses usually use PICC line at the infusion / injection / blood tests on patients with PICC line, if they are cared for in their ward.

The aim of this thesis is to investigate how small organisations within the subject field health and training work with their environmental scanning. The main questions in this thesis are: How do the organisations work with business intelligence/environmental scanning? What is their environment like and of which parts does it consist? How extensive is their work with business intelligence/ environmental scanning? Which are their main fields of application and how is the work compiled practically? In order to answer these questions we have chosen to use a qualitative method, which in our case consists of two interviews with people in managerial positions within the health and training subject field. The result of the two interviews is presented in a compilation, and it is thereafter discussed and analyzed. We used an existing theoretical model and altered it in order to correspond to the aim of this research..