The purpose of this study was to examine the experience of organizational culture among salespeople at a specific workplace. The purpose was also to investigate what motivates these salespeople in their work and the impact culture has on their motivation. We have used a qualitative research method to collect the empirical material. With the help of seven interviews, including six salespeople from one of Sweden?s biggest electronic retailer and also one information interview with a sales consultant, we attempted to find the answer to how they perceive the organizational culture and how it affects their work motivation. The following questions are used to fulfill this purpose: ? How do the salespeople experience the organizational culture? ? What motivates the salespeople in their daily work? ? What effects does the organizational culture have on the salespersons motivation? As analytical tools we have used are the concept of organizational culture, Schein's description of the three components of culture and Herzberg Motivation-Hygiene theory. The results of the study indicate that the salespeople experience a positive organizational culture and that this culture promotes fellowship and unity between colleagues, which in turn contributes to an enhanced motivation.

The purpose of this study was to examine the experience of organizational culture among salespeople at a specific workplace. The purpose was also to investigate what motivates these salespeople in their work and the impact culture has on their motivation. We have used a qualitative research method to collect the empirical material. With the help of seven interviews, including six salespeople from one of Sweden?s biggest electronic retailer and also one information interview with a sales consultant, we attempted to find the answer to how they perceive the organizational culture and how it affects their work motivation. The following questions are used to fulfill this purpose: ? How do the salespeople experience the organizational culture? ? What motivates the salespeople in their daily work? ? What effects does the organizational culture have on the salespersons motivation? As analytical tools we have used are the concept of organizational culture, Schein's description of the three components of culture and Herzberg Motivation-Hygiene theory. The results of the study indicate that the salespeople experience a positive organizational culture and that this culture promotes fellowship and unity between colleagues, which in turn contributes to an enhanced motivation.

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 .

This essay deals with the issue how to define the concept successful school and what ingredients it includes. To aim this task I have interviewed four principals at upper secondary schools, two placed in community schools and the other two working for non-community schools. We have discussed how the principals define a successful school, whether they believe that the principal has a major part in contributing to the schools success or not and further if they think that schools have anything in common with private companies.The principals all agreed on what components they believe a successful school consists of, that is good school results from the pupils, a high comfort level for the pupils at school, professional management from the principal and a high level of young people who wants to attend the particular school.Further I have studied Swedish and foreign research in the area of successful schools and management in schools to get at good background in this matter..

The presidency of the European Union (EU) is one of the most important institutional actors for the improvement of democracy and equality between the member states. To hold a presidency is a big task and for many countries a tough challenge. What makes a presidency successful? The purpose of the thesis is to examine this question using Ole Elgströms? ?four properties for defining a successful presidency? as the theoretical background. This thesis will employ a comparative framework of four countries, using size and age (age understood as ?time being an EU Member State?) as the defining factors.

ProblemThe manufacturing industry is a mature industry where the profit margins are small and the competition is hard. This makes it hard for both manufacturers and resellers to gain market shares and reach reasonable profit margins only by selling products. Therefore Swecon who is reseller for Volvo Construction Equipment tries to find alternative methods and ways to increase their profit. An alternative source of income could be to develop the range of services that are connected to the ground products.PurposeThe purpose of the thesis is to examine how Swecon in southern Sweden can improve their offers of existing services connected to the ground product and investigate the demand of new such services.MethodThis study is based on a qualitative study of five of Swecons local offices and five of Swecons customers. The empirical framework is mostly based on personal interviews but in some cases information was retrieved by using phone interviews.

The purpose of this paper is to examine how events can be successful and stay competitive.Festivals are a big part of the event world and it can be difficult to understand why certainfestivals are successful and others not. In this paper we have conducted a comparison betweentwo major festivals in Stockholm. Both of them reached success, but nevertheless one of themfailed, while the other one is still successful. With this comparison, it appeared that there aremany aspects that help a festival to reach success but also factors that can make a festival afailure. To conduct this study, a number of interviews have been carried through; these havelater been put in relation to different theories about festivals.

Background: The development of the Swedish demography is one of the most important social and economic changes ever in Swedish history. Society as well as business is facing an age chock since almost every other company owner is over 50 years old. The complexity of managing a successful succession is pointed out as a major threat to the Swedish economy by the organization Svenskt Näringsliv.Purpose: The purpose with this master thesis is to identify and analyze critical success factors for a successful succession from a going concern perspective.Research method: By using the strong aspects from the quantitative as well as the qualitative method, high level of order and systematic could be reached, without loosing too much details and depth in this particular research. The empirical data was gathered by a digital survey sent to 3000 companies. The quantitative research was complemented by 6 qualitative interviews to increase depth and reliability.Results: The study shows that there is a great incongruence between the expected problems associated to the succession and the actual outcome.

This study aspires to find an answer to what makes a negotiation for peace successful. In our pursue to do so we have chosen two cases to compare with each other through a set of different theories. The theories we believed could be relevant were ripeness/readiness, asymmetry, the strategies of mediation, intra-state conflicts and personal actors.The case-study consists of two negotiations that both took place in Camp David. The first one was between Egypt and Israel, 1978, and serves as the example of a successful negotiation. The second case was, again, with Israel but the counterpart was Palestine and took place in year 2000.

Bakgrund och Syfte: I dagens samhälle präglas många marknader av överetablering ochmättnad. Det har skapat en situation där företagen måste agera för att differentiera sig,vilket de gör genom att komplettera sina varuprodukter med tjänster. Det finns däremottendenser på marknaden som tyder på att det verkar vara mer komplicerat att säljavaruprodukter med kompletterande tjänster, än att endast sälja enskilda varuprodukter.Vårt syfte med uppsatsen var att skapa en större förståelse för vad som inträffar idistributionsledet när ett företag väljer att genomgå ett skifte enligt ovan, för att öka sindifferentiering gentemot sina konkurrenter.Design och metod: För att öka förståelsen i enlighet med vårt syfte har vi genomfört enkvalitativ studie kring fenomenet där vi valt att designa den som en fallstudie. Vi hargenomfört en empirisk studie där vi har utgått ifrån RingUp som är en stor kedja påtelekommarknaden. RingUp är en aktör som har genomfört ovanstående skifte och somupplever en situation där försäljningen av de nya kompletterande tjänsterna inte haruppnått det resultat som de hade hoppats på.Resultat och slutsats: Efter att ha genomfört intervjuer med säljare från olikaåterförsäljare inom RingUp-kedjan, bearbetades den informationen med relevant teori.

What is it that makes some events so successful, while others do not achieve the same results? According to most researchers and writers there are several factors that must be achieved in order for events to distinguish themselves from the crowd and be successful, but what are those factors then? The study was aimed to investigating the factors that create a successful sporting event. One person from each of the six largest children's and youth football tournaments, participated in this qualitative interview study. The results showed that factors such as; possessing a good knowledge of the organization, its external market environment and its stakeholders, proved significant. Similarly, to use the correct custom marketing methods, maintain and attract new stakeholders, and to have nice and caring work staff, were factors contributing to the success of wealth..

This essay is about exploring the rhetorical business negotiation process. The aim has been to find out how skilled salespeople stand out, and what rhetorical means they use to convince the other party. For this study, a qualitative research interview was applied and altogether five vendors in three different industries were interviewed. The fundamental theory of the essay is based on classical rhetoric. From that I have chosen the specific parts that I have found useful to discuss negotiation and sales processes.The results show that there is not a one single rhetorical approach that is essential to convince the other party.

Lean production is the name given to Toyota?s Production System (TPS) by the west. The continuous improvements of their operations through Lean has made Toyota into the largest car manufacturer in the world. This, in turn, has led to several studies regarding both Toyota and their system as to find ways to apply Lean in other organizations. Even so, over 90 percent of all companies fail to implement Lean.

The aim of this paper is to present a case study that increases the understanding of pooled purchasing between independent companies, but also acknowledges the importance of relationships. While previous research has established the advantages and disadvantages of pooled purchasing, our paper shows that successful relationships can render additional synergies and benefits. At the same time, one must consider the time and resources needed to create successful relationships as well as the resulting interdependencies. These implications are well established within the field of purchasing and network theories. However, the authors believe that these implications need to be more explored in regards to pooled purchasing..