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.

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 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..

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.

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.

De tillverkar våra favoritviner. Mer mat på bordet och makt att bestämma över sina egna liv. Det önskar arbetare som gör Sveriges mest sålda viner. För första gången inför Systembolaget en uppförandekod bland sina leverantörer men den missar det viktigaste: kräva en lön som arbetarna kan leva på..

The current legislation on marketing of tobacco products creates problems for Swedish Match, and obstruct its marketing communications. The purpose of this paper is to investigate Swedish Match's marketing strategy of product category snuff, through a special exposure. In store placement has a great affects on customer buying behavior and studies have shown that 70-80 percent of all purchasing decisions are made in the store, which in turn provides great opportunity for retailers to use their marketing tools for influencing customer buying decisions.Our thesis study is to test a double exposure of snuff with the help of three special exposure. These three special exposures are fridge, fridge with a sign and sign. The purpose of the study is to test which of these three special exposures that have the greatest impact on sales.

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.

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.

Lip force has been found to affect the ability to achieve satisfying speech production and swallowing. A normative value for lip force in adults has been measured to 15 Newton (N). Corresponding value for children measured with Lip Force Meter 100 (LF100) does not exist. In the current study lip force was measured in children between the ages of five and ten years. The aim of the study was to obtain normative values for children with typical development in separate age groups.

SammanfattningDenna uppsats syftar till att utvärdera företaget Securitas Aroundios säljutbildning ochcoachning utifrån de berörda anställdas perspektiv i Linköping. Det är av vikt för företaget attfå en uppriktig återkoppling från de anställda rörande utbildningen och coachningen. Ingentidigare utvärdering har skett där utomstående parter varit delaktiga. Genom att utföra enutvärdering kan ett företag se om något behöver åtgärdas eller förändras.Denna uppsats bygger på en kvalitativ undersökning där de anställda på Securitas Aroundio iLinköping intervjuades. Samtliga intervjuer skedde på Aroundios huvudkontor i Linköpingden 5 maj 2008.

Aim: The reason we made this report were to investigate what companies in Gävle implied was the most important factor for successful sales. The various questions to be answered are: 1. How important is the relationship in B2B? (Business to business) 2. Will VRM change the work with relationships within B2B? 3.