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Medarbetardriven affärsutveckling: En fallstudie på ett IT-konsultbolag
Uppsala University, Disciplinary Domain of Science and Technology, Technology, Department of Engineering Sciences.
Uppsala University, Disciplinary Domain of Science and Technology, Technology, Department of Engineering Sciences.
2017 (Swedish)Independent thesis Advanced level (degree of Master (Two Years)), 20 credits / 30 HE creditsStudent thesis
Abstract [en]

Purpose

To contribute to existing knowledge about how to motivate coworkers at consultancy firms to develop business ideas within the company, and how the management can structure and support the process.

Research questions

What incentives can improve the coworker-driven business development at a consultancy company? How should the consultant be supported through a process of business development, and by who? What are the qualifications and challenges at a consultancy company that affects the coworker-driven business development?

Methodology

This master thesis of 30 ECTS is based on an inductive case study at the IT consultancy firm IT-Con. Primary data was collected through 11 semi-structured interviews, 12 structured interviews, a digital poll with 71 respondents and 2 focus groups. The study was supported by secondary data through literature from the fields of organizational theory, leadership and communication all with focus on business development.

Findings

The need of a consequent but adaptable reward model, well communicated goals and transparency regarding resource allocation. The need of active and supportive leadership throughout the process and a long- term commitment from both the consultant and the leader. To avoid an extra burden on the involved employees and to maximize potential, this process should be integrated in the daily routine.

Keywords

Business development process, IT-Consultancy, Motivational theory, Active leadership, Communication 

Place, publisher, year, edition, pages
2017. , p. 79
Series
TVE-MILI ; 17 004
Keywords [sv]
Management, affärsutveckling
National Category
Engineering and Technology
Identifiers
URN: urn:nbn:se:uu:diva-333731OAI: oai:DiVA.org:uu-333731DiVA, id: diva2:1157641
Educational program
Master Programme in Industrial Management and Innovation
Examiners
Available from: 2017-11-22 Created: 2017-11-16 Last updated: 2017-11-22Bibliographically approved

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CiteExportLink to record
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Citation style
  • apa
  • ieee
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  • vancouver
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Output format
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