Säljare och kompensationer: En kvalitativ studie angående säljares upplevelser av olika kompensationsplaner
Independent thesis Basic level (degree of Bachelor), 10 credits / 15 HE creditsStudent thesis
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.
Kompensationsplaner, motivation, stress, rörlig lön, fast lön
Economics and Business
IdentifiersURN: urn:nbn:se:hig:diva-17338Archive number: FE1: 109/2014OAI: oai:DiVA.org:hig-17338DiVA: diva2:737123
Subject / course
Real estate management
Åge, Lars-JohanMolin, Jonas