Submitted by William Justo Figueiro (williamjf) on 2015-06-26T23:28:05Z No. of bitstreams: 1 44.pdf: 2058325 bytes, checksum: 85f4677f0d2fff95753b6630d7620ece (MD5) / Made available in DSpace on 2015-06-26T23:28:05Z (GMT). No. of bitstreams: 1 44.pdf: 2058325 bytes, checksum: 85f4677f0d2fff95753b6630d7620ece (MD5) Previous issue date: 2011-07-13 / Nenhuma / A compreensão sobre os fatores que influenciam o desempenho do vendedor e de como estes fatores variam, em diferentes contextos, é fundamental tanto para os gestores quanto para os pesquisadores em vendas e marketing. Em uma economia cada vez mais interligada e voltada para o conhecimento, onde os consumidores e clientes estão cada vez mais informados e exigentes, novos desafios são impostos aos vendedores. Diversos estudos buscam identificar quais são os fatores que mais influenciam o desempenho do vendedor. A importância destes fatores pode variar de acordo com o tipo do produto e do contexto onde as vendas são realizadas. Este trabalho busca propor e testar um modelo que consolida diversos fatores influenciadores do desempenho do vendedor vinculado a empresas atacadistas que atuam no Brasil. Além disso, o trabalho busca identificar também se existe e qual é a influência da experiência profissional em vendas do vendedor sobre as relações entre os fatores influenciadores do desempenho e o desempenho do vendedor. Para atingir seus objetivos, este estudo revisa diversos modelos validados em outros contextos de vendas e realiza a escolha de um deles para, posteriormente, testá-lo através de uma pesquisa descritiva, baseada em uma survey realizada com 301 vendedores externos vinculados a empresas atacadistas localizadas em diversos estados do Brasil. Os resultados obtidos na pesquisa indicam a adequação do modelo testado com bons itens de ajustamento. Entretanto, nem todas as hipóteses do modelo original foram comprovadas. A relação entre Auto-eficácia, Esforço e Desempenho foi confirmada, e demonstrou ser o principal caminho que influencia o Desempenho. A influência moderadora da Experiência sobre a relação entre os constructos Auto-eficácia e Esforço e entre os constructos Competitividade e Esforço também não foi suportada no teste das hipóteses. As implicações destas análises, tanto acadêmicas quanto gerenciais, são discutidas e apresentadas no presente trabalho. O modelo testado e suas escalas podem ser utilizados com o objetivo de avançar novos estudos nesta área, além de servirem como uma ferramenta para os gestores de equipes de vendas. / Understanding which factors influence sales performance and how these factors vary in different contexts is essential both for managers and for researchers in the field of sales and marketing. In an economy that is increasingly interconnected and knowledgebased, where consumers and customers are increasingly informed and demanding, new challenges are imposed on salespeople. Several studies have sought to identify the factors that exert most influence over the performance of salespeople. The importance of these factors may vary according to product type and the context in which sales are made. This paper seeks to propose and test a model that consolidates a number of factors that influence sales performance of salespeople linked to wholesale companies operating in Brazil. In addition, it aims to verify whether and how salespeople’s previous sales experience influences the relations between performance-influencing factors (PIFs) and salespeople’s performance. To achieve these objectives, this paper addresses various models validated in other sales contexts and selects one of these to later test it by means of a descriptive study based on a survey conducted with 301 outside salespeople linked to wholesale companies located in different states of Brazil. The results obtained from the survey indicate that the model tested is suitable for good adjustment items. However, not all the hypotheses of the original model were confirmed. The relationship between Self-efficacy, Effort and Performance has been confirmed and proved to be the main way that influences the performance of the salespeople. The moderating influence of experience over the relationship between the constructs Selfefficacy and Effort and between the constructs Competitiveness and Effort was not supported when the hypotheses were tested. Both the academic and the managerial implications of these tests are presented and discussed in this paper. The tested model and its scales can be used to encourage further studies in this field and serve as a tool for managers of sales teams.

abstract: 中国水环境行业当前正处在以质量驱动、效率提升为主导的发展阶段，为积极响应国家政策以及环境发展导向，平衡公众日益增长的公共品需求同公共品短缺、低效之间的矛盾，抓住市场发展机遇，提高企业市场竞争中的核心能力，水环境行业必须要明确资本驱动、效率导向、服务标准提高要求下的价值流方向，加快行业发展动力的创新改革。因此，本文立足政府充分授权下的水环境企业战略联盟模式（具体体现为BOT模式）影响因素研究，包括如下几部分内容： 第一，界定政府充分授权下水环境企业战略联盟内涵，分析其形成的理论基础、水环境企业战略联盟的类型、发展差异性及战略联盟动因。通过梳理战略联盟理论国内外研究现状回顾及评述，提出政府充分授权下水环境企业战略联盟模式研究的主要问题。 第二，探索政府充分授权下水环境企业战略联盟模式的影响因素。通过对水环境基础设施战略联盟项目合同关键内容的深入分析，识别出政府充分授权下水环境企业战略联盟模式的关键影响因素。 第三，实证分析各关键因素对政府充分授权下水环境企业战略联盟模式效果的影响。运用回归分析方法对项目规模、政府政策、监督管理、激励机制、风险分配和投资回报对联盟模式效果的影响进行实证检验，验证了各影响因素对政府充分授权下水环境企业战略联盟模式效果的正向作用。 最后，对政府充分授权下水环境企业战略联盟模式影响因素及作用研究的结论进行总结。 / Dissertation/Thesis / Doctoral Dissertation Business Administration 2019

Background: Deliberate self-harm is when an individual deliberately exposes themselves to an act that directly damage the individual's body. Many of those who intentionally injure themselves do so to deal with anxiety and the behavior is thus used as a kind of distraction from their feelings. Today's social outlook on self-injurious behavior is in general judgmental. To have an attitude is to be emotionally preset to a situation, person or an object. Patients who self-harm currently perceive care as negative, despite existing recommendations on how to care for the group of patients. The general nurse encounters this group of patients in many places, such as the emergency room and in health centers.   Aim: The aim of the study was to examine the nurse’s attitude towards patients who self-harm.   Method: General literature review based on ten articles where six were of quantitative design, one was qualitative and three were mixed method. Through critical review and selection criteria, the articles that responded to the purpose of the literature review were selected for further analysis.   Results: Three themes were extracted: The nurse’s preunderstanding, individual factors affecting the attitude and working conditions and its impact on the attitude.    Discussion: The results discussion the authors discusses education, stigma in the healthcare sector and the importance of reflecting attitudes. The authors themselves reflects on how the quality of the nurse and patient’s relationship could be more nursing in the future. Discussions are supported partly by Katie Eriksson's concept of "care suffering" as well as relevant studies and literature. / Bakgrund: Självskadebeteende är när en individ avsiktligt utsätter sig för handlingar som gör direkt skada på individens kropp. Många av de som avsiktligt skadar sig själva gör det för att hantera ångest. Dagens samhällssyn på självskadebeteende är överlag dömande. Att ha en attityd är att vara känslomässigt förinställd till en situation, person eller ett ting. Patienter med självskadebeteende uppfattar i dagsläget vården negativt, trots befintliga rekommendationer för bemötande. Allmänsjuksköterskan kommer i kontakt med denna patientgrupp på bland annat på akuten och vårdcentraler.   Syfte: Syftet var att undersöka sjuksköterskans attityd gentemot patienter med självskadebeteende.   Metod: En litteraturöversikt grundad på tio artiklar där sex var av kvantitativ design, en var kvalitativ och tre var mixed-method. Genom kritisk granskning samt urvalskriterier valdes de artiklar som svarade på litteraturöversiktens syfte ut för att analyseras vidare.   Resultat: Resultatet synliggjordes i tre huvudteman: Sjuksköterskans förförståelse, individuella faktorer som påverkar attityden samt arbetsförhållanden och dess påverkan på attityden.   Diskussion: I resultatdiskussionen diskuteras utbildning, stigmatisering i vårdsektorn samt vikten av att reflektera kring attityder. Författarna reflekterar över hur kvaliteten i sjuksköterske- och patientrelationen ska kunna bli mer vårdande i framtiden. Diskussionen stödjs delvis av Katie Erikssons teoribegrepp ”vårdlidande” samt relevanta studier och litteratur.

When single-family lots are valued for development of new residential areas,the valuation is influenced by several factors. The valuation is a matter ofdefinition that varies according to its interpreter. Previous research conductedin other countries, has identified a number of value-influencing factors. Thesefactors are the basis for this study.The study's purpose is to highlight the value-influencing factors thatcustomers value and are looking for in the choice of single-family lots. Thestudy also seeks to determine if there is an unknown difference between howprofessionals and clients value single-family lots.The study showed that the value factors considered important for customersand also professionals are consistent and applicable with the factors reportedfrom previous research. These value factors are the location, adjacentneighboring areas, public transportation service, house plot size and proximityto the community, bodies of water and schools. For the Swedish market fourvalue-influencing factors not mentioned in the previous research wereidentified. The additional factors are; the selling price of the single-family lot, acorner placement lot, connecting bicycle path and walkway and lot withorientation south and west. The previous research mentioned also three valueinfluencingfactors that were not identified in the Swedish study. These factorswere; distance to the highway, municipal tax rate and access to the singlefamilylot.The study showed that the parties generally have good knowledge of oneanother´s valuation of single-family lots. This study focused mainly on theprofessional’s knowledge of the customer’s value-influencing factors. Theprofessionals base their valuation on incurred development costs, local priceassessments and a consideration of customer’s value-influencing factors. Thisknowledge is important for real estate appraisers and developers when settinga value on single-family lots, to be able to determine the most accurate value.The study is limited to Swedish medium-sized cities and was performed inKarlstad and Hammaro, which together have a population of approximately100,000 inhabitants. The data was collected through both a qualitative and aquantitative method approach, intended to reflect both professionals andcustomers perspectives. The qualitative method approach consisted of openand individual interviews with experienced professionals. The quantitative7method approach consisted of an online questionnaire, which was answeredby existing and potential customers. The empirical data for the qualitativemethod approach is presented in text and the quantitative method approachby the empirical data presented in tabular form.

Studien syftar till att undersöka vilka faktorer som haft betydelse för sex elitidrottares nya karriärval efter avslutad idrottskarriär. Den metod som användes var kvalitativ med inslag av både hermeneutiken och det narrativa synsättet för att få fram respondenternas egna beskrivningar av brytpunkten. Resultatet visar att upplevelsen av karriäravslutet skiljer sig mellan elitidrottare som slutat frivilligt och elitidrottare som slutat ofrivilligt, på grund av mättnad respektive skada. Processen mot att välja en ny karriär beskrevs av samtliga respondenter som svår samtidigt som alla kände sig motiverade inför det nya valet och i efterhand upplevde sin nya roll samt det nya karriärvalet som tillfredsställande. Respondenterna fattade ett praktiskt rationellt beslut utifrån tidigare erfarenheter av yrket, värderingar och känslor vid valet av ny karriär. Före detta elitidrottares karriärval är ett outforskat område inom vägledningsområdet vilket gör studien intressant för vidare forskning inom studie- och yrkesvägledningen. / This study will aim to explore the major important factors that influenced six elite athletes in their new career choices after retirement. The method used was predominantly qualitative, with hermeneutics and narratives added in order to encapsulate the respondents own descriptions of point break. The result shows that the experience of retirement differs between those whom retired wilfully, and those who were forced to; because of injury or lack of motivation. The process to choose a new career was described by all respondents as difficult. However, they all felt motivated in their new choices, and were, ultimately, satisfied. The respondents made a practical rational choice based on earlier experiences of the particular line of work, values and emotional content. The post-retirement careers of elite athletes is a field relatively unexplored within vocational guidance counselling, which makes this study interesting for further development of this field.

Vest, H. (2012).Möjligheter och hinder för samverkan inom offentlig sektor. Uppsats i pedagogik på kandidatnivå. Högskolan i Gävle, Akademin för utbildning och ekonomi. Denna undersökning syftar till att belysa upplevda möjligheter och hinder för samverkan, i arbetet med ungdomar rörande alkohol, narkotika, doping och tobak (ANDT). Studiesubjekten utgörs av 14 anställda på en kommun i södra Norrland. Metoden som använts i undersökningen är semi-strukturerad enkät med ett fåtal öppna frågor som ger utrymme för respondenterna att uttrycka sina upplevelser. Respondenternas svar har kategoriserats utifrån en analysmodell som belyser inre och yttre möjligheter och hinder för samverkan. Tidigare forskning rörande studieobjektet visar att samverkan har blivit en nödvändighet inom offentlig sektor idag i takt med att verksamheter renodlats och organisatoriskt gått från en centraliserad styrmodell till en decentraliserad. Samtidigt saknas en helhetssyn inom offentlig sektor som gör att individer i behov av hjälp ofta slussas mellan olika myndigheter i takt med att de utfört sitt eget specifika uppdrag. En fungerande samverkan är beroende av en mängd möjligheter och hinder kopplade dels till individer och dels till organisationen och dess struktur. Undersökningen visar att en majoritet av respondenterna besitter inre möjligheter för samverkan, i form av en vilja att samverka och en upplevelse av att samverkan är något positivt som främjar arbetet och gynnar resultatet. En majoritet av respondenterna upplever att de begränsas av yttre hinder kopplade till organisationen, främst faktorer som tid, ledarskap, förankring och strukturer för samverkan.

Bakgrund och problem: Användningen av e-handel har växt de senaste åren och detta har medfört större möjligheter för kunder. E-handeln har möjlighet att nå ut till en större målgrupp utan geografiska hinder. Detta medför ett behov av förändring i distributionen av fysiska produkter. Kunder som använder sig av e- handel har höga krav på företag och det är viktigt att e-handeln är så effektiv som möjligt för att kunna konkurrera med andra företag. Syfte: Syftet med studien var att utforma en modell för analys och effektivisering av e-handel med tillhörande distribution. Modellen utvärderades vid EM-möbler. Metod: En litteraturstudie utformades från vetenskapliga artiklar, böcker och internetsidor. Den teori som samlades in ligger till grund för modellen för analys och effektivisering av e-handel med tillhörande distribution som fortsättningsvis även kommer benämnas som effektiviseringsmodellen. Empirisk data samlades in genom intervjuer med butikschefer och annan personal på EM-möbler samt en enkät besvarades av EM:s kunder. Effektiviseringsmodellen: En modell utformades genom en sammanställning av viktiga faktorer från teorin. Vid tillämpning av modellen framkom en del problem och utvecklingsområden som EM står inför. Efter tillämpningen av modellen framkom även vilka styrkor och svagheter modellen har. Slutsats: Det är många faktorer som påverkar arbetet med e-handel och kunder ställer höga krav när det gäller hemleveranser. För att skapa en modell för analys och effektivisering av e-handel med tillhörande distribution har faktorer från teorin sammanställts. För att tydliggöra länkarna mellan de olika faktorerna utformades en ”karta” och en steg-för-steg guide utformades för att förtydliga hur modellen ska tillämpas. När modellen tillämpades på fallföretaget framkom en del problem- och utvecklingsområden. På grund av det är så många faktorer som påverkar e-handel med tillhörande distribution och effektiviseringsmodellen endast tar upp en del faktorer finns i vidare studier möjligheter för utveckling av modellen. / Background and problem: The use of e-commerce has grown during the last years and this has resulted in more opportunities for the customers. With e-commerce it is easier to reach out to a bigger targeted group without geographical obstacles. This causes a need for changes in the distribution of physical products. Because of the high demands customers have on e-commerce it is important that companies work step by step to improve the e-commerce or they will not be able to compete with other companies. Purpose: The purpose with this study was to design a model for analysis and streamlining in e-commerce and appurtenant distribution. The model is evaluated at the company EM-möbler. Method: A literature study was conducted from scientific articles, books and internet. The collected theory is the base for the model. The empirical data was gathered by interviews with store managers and other personnel at EM-möbler and the customers replied to a survey. Model: A model was conducted through a compilation of important factors from the theory. When the model was applied on the case company a few problem areas and areas of development emerged. After applying the model the strengths and weaknesses of the model appeared. Conclusion: there are many factors influencing the process of e-commerce and the customers have high demands on the home delivery. To design a model for analysis and streamlining in e-commerce and appurtenant distribution have all the factors from the theory been compiled. To clarify the links between the different factors a “map” was designed and to clarify how the model should be applied a step-for-step guide was created. When the model was applied on the case company some problem areas and areas of development emerged. Because of the many factors influencing e-commerce and the appurtenant distribution there are good possibilities for development of the model since the model only treat a few factors.

Både internationella och nationella kunskapsundersökningar visar att svenska elevers kunskaper i naturvetenskap har försämrats under flera årtionden. Svenska elever presterar relativt bra i naturvetenskap i årskurs 4 men det sker en kraftig förändring när eleverna går i årskurs 8. Intresset bakom studien är därför att se hur den svenska biologiundervisningen genomförs i årskurs 4-6 eftersom elevernas inställning och kunskaper försämras efter dessa årskurser. I läroplanen framhålls ett antal förmågor inom vardera skolämne som eleverna ska utveckla i grundskolan. I biologiämnet finns tre förmågor och den förmåga som jag upplever är viktig för att bibehålla intresset för ämnet handlar om att eleven ska kunna använda biologins begrepp, modeller och teorier för att beskriva och förklara biologiska samband i människokroppen, naturen och samhället.I studien har nio grundskollärare intervjuats för att urskilja faktorer de upplever påverkar elevens möjligheter att utveckla förmågan. I studien ingår även en enkätundersökning där 100 biologilärare värderade sitt intresse och kompetens inom biologi. Resultatet visar att både lärare och elever är positivt inställda till ämnet och lärarna upplever sig ha god kompetens. Påverkansfaktorer i undervisningen är flera men lärarna beskriver en kritisk bild där pengar, tid och arbetsbördan hindrar dem från att bedriva den undervisning som de känner sig nöjda med. / Both international and national knowledge surveys are showing that Swedish students' knowledge in science has deteriorated for decades. Swedish students perform relatively well in science in grade 4, but there is a sharp change when students are in grades 8. The interest behind the study is therefore to see how the Swedish biology teaching is performed in grades 4-6 because of the fact that the students' attitude and skills changes after these grades. The curriculum emphasizes a number of abilities in each school subject that the students will develop during elementary school. In biology there are three abilities, and the ability that I experience is most important to maintain interest for biology is: use concepts of biology, its models and theories to describe and explain biological relationships in the human body, nature and society.In the study, nine primary school teachers were interviewed to discern factors they experience affects the student's opportunities to develop the ability. The study also include a survey in which 100 biology teachers have valued their interest and competence in biology. The result shows that both teachers and students are positive to the substance and the teachers also feel they have good competence. Influential factors in teaching are several, but the teachers describes a critical picture where money, time and workload prevents them from pursuing education they feel satisfied with.

The purpose of this study was to determine the factors that influence women's decisions to use hormone replacement therapy (HRT) during menopause. Using the Theory of Planned Behavior and constructs of risk perception, this study was able to explore the beliefs and attitudes of women about HRT use during menopause. The study was also able to explore how risk perception of HRT and the conditions that affect women during midlife impact their decision to use HRT during that time. Focus groups were conducted to develop the questionnaire used in the larger study. A community-based sample of women from Houston area churches participated in the study. The major theme that emerged from the focus groups was the weighing of cancer risks and the protection benefits of HRT. The most interesting factor that emerged as a barrier to HRT use was "negative publicity" and myths toward taking HRT. Results from the larger study demonstrated that the construct of attitude was the predominate predictor of intention when direct measures were used in a model to predict intention. Meaning that women's attitudes towards HRT use during menopause (whether they are safe, wise to use, good or bad, beneficial, risky, pleasant, or valuable) played a significant role in their intention. In contrast when the belief-based measures were used in the model, subjective norm and perceived behavioral control were significant predictors of intention. Meaning that the intention to use HRT was based more on the influence of their husbands, physicians, and families. This also meant that the dosage form, cost, negative publicity, family history of cancer, personal fear of developing cancer, and education about HRT would affect their intention to use HRT during menopause more than the advantages and disadvantages of using HRT (advantages such as protection from osteoporosis, relief from hot flashes; or, disadvantages such as risk of breast cancer). Finally, women's perception of risk with regards to HRT was highest for breast cancer followed by heart disease, endometrial cancer, and osteoporosis. This study found that there are many factors that may affect the decision to use HRT during menopause and that overall these factors affect women’s attitudes towards HRT and their intention to use it. / text

Magistro darbe nagrinėjamos vartotojų elgsenos ypatybės. Darbe išanalizuota ir susisteminta įvairių Lietuvos ir užsienio autorių publikuota medžiaga, susijusi su vartotojų elgsena, analizuojami veiksniai, įtakojantys ir nulemiantys vienokią ar kitokią vartotojų elgseną priimant sprendimą pirkti. Praktinėje dalyje yra pateikiami UAB „New Yorker Lietuva“ vartotojų elgsenos tyrimų apibendrinimai bei išskiriamos pagrindinės tendencijos, apsprendžiančios jų elgsenos ypatumus. Tyrimas buvo atliekamas siekiant išsiaiškinti, kokie yra vartotojų pirkimo įpročiai, ar vartotojo sprendimui pirkti turi įtakos išoriniai ir vidiniai veiksniai. Patvirtinama autoriaus suformuluota mokslinio tyrimo hipotezė, kad vartotojų elgseną priimant sprendimą dėl aprangos parduotuvės pasirinkimo apsprendžia teikiamų prekių kaina ir vartotojų amžius. / The peculiarities of consumers’ behaviour are analyzed in the Master’s Thesis. The material published by various Lithuanian and foreign authors is analyzed and systemized in the Thesis. This material is related to consumers’ behaviour; the actions influencing and determining a certain consumers’ behaviour when taking the decision to buy are analyzed. The generalization of researches of consumers’ behaviour and the main tendencies determining the peculiarities of their behaviour are presented in the practical part of the Thesis. The research was conducted in order to determine the necessities of consumers’ purchases and whether the outer and inner factors have influence upon consumer’s decision to buy. Author’s hypothesis of scientific research supposing that the prices of presented goods and consumers’ age influence consumers’ behaviour when choosing the clothing shop was proven.