The aim of this thesis is to examine how salesperson control can be exercised in a retail store environment. A case study has been performed on a Swedish fashion company emphasizing the relationship between the company?s upper level management and their retail store operations in order to describe, analyze and classify the prevailing management control mechanisms. The paper presents an agency theoretical approach to the relationship applying behavior- and outcome based control theory, performance measurement theory and incentives theory in order to give a comprehensive image of the control system. The main finding is that the company?s management control system as applied to the sales force in its retail stores can be categorized as mainly behavior-based despite several explicit outcome-based features..

In today's globalized world it is essential to achieve goal congruence within a multinational corporation despite the distances between the headquarters and subsidiaries. A case study has been performed to examine how control of sales units within a Swedish multinational corporation is achieved. Otley's framework has been used in the study to provide an overall picture of the control system where the analysis is based on five areas: key objectives and goal evaluation, strategies and plans, target setting process, incentives and motivation as well as information flows. To complement this framework, theories of convergence and divergence by Busco et al. have been used as well as theories of hierarchical control and self-control by Holmström.

As collaboration between companies move beyond the single transaction into more long-term relationships the consequences of a company's control system become more complex. The aim of this paper is to provide an understanding of how intra- and inter-organizational control and work practices interact through examining how a company's intra-organizational control influences its customer relationships. The empirical research is performed through a qualitative case study where interviews have been conducted with management and sales staff within the case company as well as with one of the customers. The empirical findings have been analyzed using frameworks and theories regarding management control and customer relationships. The study reveals that the intra-organizational control of the case company affects its relationships with customers in a number of ways.

By understanding which factors that affect individuals´ will to share knowledge with others within an organization, companies can successfully develop a knowledge-based culture by influencing individuals´ attitudes and behaviour concerning knowledge sharing. Several researchers claim that intrinsic motivational factors can consistently facilitate knowledge sharing between individuals within an organization. Other researchers also assert that extrinsic motivational factors, such as reward systems, might affect individuals? motivation to share knowledge. However, extrinsic motivational factors´ impact on knowledge sharing is a relatively unexplored field and more empirical studies are sought after.

The purpose with this disertation is to find if there are selected factors which can force companies to grow. We have chosen five factors which we think can force the companies; market, strategy, profitability, demographic and institutional factors. We want to examine if there are differences between small and larger companies, and if there are differences between the lines of business.The intention to growth is also influenced by different factors. The organization and the board have an effect on the development. There are also factors that can obstruct the growth, for example control.

Background: The result of our interactive information society is that sales business has shifted from a tactical to a strategical focus, thus companies have had to adapt to this change. The evolution of sales shows that companies have gone from one static model to another, which is discarded by the new concept ?insight selling? claiming that it through insights is possible to be forceful in the, these days, rough sales climate.Purpose: The purpose of the report is to form an understanding of how insight sales affect a sales process.Research question: How does insight selling affect the B2B sales process?Methodology: Process mapping through interviews in combination with organizational documents.Findings: Insight selling affects the sales process by a clearer research mindset and a change in communication in relation to the customer..

The thesis is an examination of the methods that are appropriate and long-term choice to obtain clamping force and secure screw joints in production. The employer, Scania CV AB, transmission manufactures axle gears to all trucks produced in Södertälje. One of the most common assembly elements is screw joints, where the clamping force is essential to achieve a secure joint. Current methods to secure the joint is due much of the friction effect and is an indirect method to measure the clamping force. The clampforce accuracy becomes more widely with torque angle control.

Tractors of today come equipped with a CAN-system. A CAN-system sends information from sensors to electronic control units who process the signals. The sensors measure several interesting parameters such as force, pressure and speed for various components of the tractor. This thesis discuss a force sensor which is placed in the pivot of the tractors three point linkage, the sensor measure the horizontal reaction force from the load that the tractor is exposed to. Signals from this sensor can be used to measure the force from any implement that the tractor is exposed to during an operation.

The design regulations of Boverket (BKR) have long been the mandatory standard for construction design in Sweden. However from the end of the year 2010, the BKR will be replaced by the European standard Eurocode (EC). The transition to EC has been delayed and it is not until the second of May 2011 that the use of EC will be mandatory. Because EC and BKR differ from each other it is highly interesting to investigate and explain these differences.The purpose of the thesis is to compare the two standards and investigate how they give different results or not for the dimensioning of structures of steel with associated loads. The current project HVC (Pets Science Center) in Uppsala is used as a model for the design of the steel structure used in this study.

Title: The internal attractiveness of the sales position within ABB SwedenProblem: What is the cause of the low internal applicants for the sales position at ABB?Purpose: To identify why there are so few internal applicants for the sales position at ABB.Method: In order to achieve the purpose of the study, a survey was conducted amongst the employees of ABB. The target groups were sales managers, sellers and other employees. The result from the survey where then analyzed based on the theory chapter. Conclusion: A GAP-analysis showed a difference in the attitude towards the sales position at ABB.

With today´s power uprates in BWR reactors the bundle lift force has become aproblem. The lift force is calculated using a best estimate approach and the resultfrom the calculation should pass the existing lift force margin. Lift force margin isdefined so that the lift force may not exceed 80 % of the fuel weight. The margin issupposed to cover all the uncertainties that exist in the lift force calculations.However, no uncertainty analysis has been conducted to quantify the uncertainties.In this report the uncertainties in the lift force model have been quantified. Each inputparameter to the lift force model which has been assumed to have an uncertainty isassigned a probability distribution.

Länge har utvecklare kämpat för att genom kreativa implementationer av gryende teknologi, särskilja och sprida sina applikationer och tjänster i konkurrensen av ett ständigt växande utbud. En av de senaste trenderna för att framkalla ett ökat engagemang och förbättrade prestationer bland användarna är gamification. Detta innebär processen att införa spelliknande moment i applikationer för att öka deras interaktionförmåga och på så sätt möjliggöra för motivation att uppstå inom användaren. Lyckade exempel på gamifierade applikationer har snabbt sprungit om sina konkurrenter både vad gäller användarlojalitet och popularitet vilket får många att fundera på nya användningsområden för tekniken. I detta arbete vill vi besvara frågor kring hur gamification kan användas för att öka engagemang, kunskap och prestation hos användarna i ett av dessa nya områden, försäljning.

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.

In this study I have explored the profession sales people and how they use social media. I have also studied their needs for further education and how it can be addressed in social media, in order to learn how a B2B-company that educates in sales training can meet sales people in social media. It?s an empirical study based on individual interviews with a semi-structured interview template. Respondents were of mixed age, both men and women.

Vilket arbetssätt har den svenska styrkan i Afghanistan, specifikt i PRT Mazar-e-Sharif, i förhållande till arbetsmetoderna minimum force och show of force? Har det skett någon förändring i arbetssättet mellan 2006/07 och 2009/10? Vad kan en eventuell förändring bero på och kan man se någon inriktning för framtiden? Genom en jämförande fallstudie skall uppsatsen analysera hur den svenska styrkan i Afghanistan förhöll sig till arbetssätten minimum force och show of force vid två olika tidsperioder. Genom att analysera två tidsperioder kan man komma fram till om en förändring i arbetssätt skett samt undersöka anledningarna till den. Resultatet av analysen visar att under åren 2006/07 arbetade svenskarna i mångt och mycket efter metoden minimum force genom användandet av lätta fordon och små patruller. Under 2009/10 har dock en förskjutning mot arbetssättet show of force upptäckts genom införandet av tyngre fordon och fler vapensystem.