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Säljare och kompensationer: En kvalitativ studie angående säljares upplevelser av olika kompensationsplaner
University of Gävle, Faculty of Education and Business Studies, Department of Business and Economic Studies.
University of Gävle, Faculty of Education and Business Studies, Department of Business and Economic Studies.
2014 (Swedish)Independent thesis Basic level (degree of Bachelor), 10 credits / 15 HE creditsStudent thesis
Abstract [en]

ABSTRACT Title: Salesmen & Compensations - A qualitative study regarding salespeoples

experiences with different compensation plans. Authors: Milenko Bijelic & Robin Heimberger Supervisor: Lars-Johan Åge, Jonas Molin & Jens Eklinder Frick Date: 2014 - June

Aim: 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 

Place, publisher, year, edition, pages
2014. , 87 p.
Keyword [sv]
Kompensationsplaner, motivation, stress, rörlig lön, fast lön
National Category
Economics and Business
URN: urn:nbn:se:hig:diva-17338Archive number: FE1: 109/2014OAI: diva2:737123
Subject / course
Business administration
Educational program
Real estate management
Available from: 2014-08-21 Created: 2014-08-11 Last updated: 2014-08-21Bibliographically approved

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