Syfte: Syftet med uppsatsen är att få en ökad förståelse för vad som motiverar säljare, studien ämnar undersöka hur säljares motivation påverkas av belöningssystem och det sociala samspelet i form av; tävlingar, interaktion med kollegorna och utvecklingsmöjligheter. Metod: För att samla in material till studien har semi-strukturerade intervjuer används. I studien har åtta säljare intervjuats. Slutsatser: Studien har visat att kollegor och feedback är viktigt för våra respondenters motivation på arbetsplatsen. Viljan att gå till arbetet påverkas av relationerna till kollegorna. Feedback är viktigt för motivationen till arbetet. Kollegornas feedback värmer medan chefens feedback fungerar mer som en sporre till att arbeta hårdare. Provision, tävlingar och utvecklingsmöjligheter är något som motiverar flertalet av våra respondenter. Provisionen är en morot för de flesta och tävlingar gör det lite roligare för de anställda. Utvecklingsmöjligheter är viktigt för majoriteten av studiens respondenter. / Purpose: The purpose of this paper is to obtain a better understanding of what motivates salespeople, the study aims to investigate how the motivation of salespeople is influenced by reward systems and social interaction in the form of; competitions, interaction with colleagues and development opportunities. Methodology: To collect material for the study semi-structured interviews has been used. Eight salespersons were interviewed. Conclusions: The study has shown that for our study’s respondents colleagues and feedback is the most important source of motivation in the workplace. The will to go to work is influenced by relationships with colleagues while the feedback is important for the motivation to work. Colleagues' feedback is warming while the manager's feedback acts more as an incentive to work harder. Commissions, competitions and development is something that motivates the majority of our respondents. The commission is a carrot for the majority and competitions make it more fun for employees. Development opportunities are important for the majority of the study respondents.

Submitted by Nadir Basilio (nadirsb@uninove.br) on 2016-05-09T20:04:41Z No. of bitstreams: 1 Fábio Martins Bonilha Curi.pdf: 1008292 bytes, checksum: 6cdd7cfd4b7b334d2ba6f024bc2c12bb (MD5) / Made available in DSpace on 2016-05-09T20:04:41Z (GMT). No. of bitstreams: 1 Fábio Martins Bonilha Curi.pdf: 1008292 bytes, checksum: 6cdd7cfd4b7b334d2ba6f024bc2c12bb (MD5) Previous issue date: 2013-11-12 / This paper has as bottom line to analyze what is the social obligation of the company, as well as the ways in which the Law fulfill this institute regulating and limiting the work of private companies, with special focus on the role that the function may have premial this regulation. To do so, it will be necessary to understand how the Law interrelates with the economy and how it was supposed to be this relation and only than comprehend the institute of the social obligation and the ways that the Law shapes the companies conducts. In order to achieve these objectives it will be used, basically, the deductive method. The arguments presented in this paper will be based on established doctrines already renowned that will support the premises for the conclusion that the company social obligation is a reality that removes the individualist character of the company and imposes several social duties so that the activity can be exercised in a lawful way and also in line with the other principles of the Brazilian constitutional Law / O presente trabalho tem por objetivo principal analisar o que vem a ser função social da empresa, bem como as formas pelas quais o Direito concretiza esse instituto, regulando e limitando o exercício da livre iniciativa, com enfoque especial no papel que a função premial pode ter nesta regulamentação. Para tanto, será necessário compreender como o Direito se inter-relaciona com a Economia e como deveria se relacionar, para só então compreender o instituto da função social e as formas de modulação de condutas das empresas pelo Direito. Para realizar tais objetivos será utilizado, basicamente, o método hipotético-dedutivo. Os argumentos aqui expostos serão alicerçados na dogmática jurídica. Esta formará a premissa para a concluir pela existência da função social da empresa no ordenamento pátrio, vinculando a livre iniciativa aos demais princípios do ordenamento constitucional.

Syftet med denna studie är att studera fastighetsmäklares uppfattningar om löneformen endast resultatbaserad lön och dess betydelse för deras livssituation. För att kunna uppfylla studiens syfte undersöks även hur löneformen kan förstås och förklaras utifrån tidstypiska samhällstrender och processer. Vidare studeras fastighetsmäklares uppfattningar om löneformens betydelse för deras yrkes- och privatliv samt önskvärda löneformer i framtiden. Studien har en kvalitativ forskningsansats, baserad på hermeneutisk tolkning av intervjuer med åtta yrkesverksamma och före detta yrkesverksamma manliga och kvinnliga fastighetsmäklare. Resultatet visar att löneformen upplevs inverka på de intervjuade fastighetsmäklarnas livssituation främst utifrån att den bidrar till gränslöst arbete, vilket kan ha negativ inverkan på fastighetsmäklarnas möjligheter och förutsättningar till privatliv och fritid. Löneformen kan samtidigt tolkas ha positiv inverkan på fastighetsmäklarnas upplevelse av balans mellan ansträngning och belöning. Resultatet indikerar att löneformen kan tolkas som ett uttryck på mikronivå för övergripande samhällstrender och processer såsom globalisering, teknisk utveckling och individualiseringsprocesser som sker på makronivå. Avslutningsvis visar resultatet att framtidens löneformer förespås utgöras av resultatbaserad lön, med eller utan en fast lönedel. / The purpose of this study is to study the real estate agents' perceptions of the wage form only results-based salary and its significance for their life situation. In order to fulfill the purpose of the study, we also examine how the wage form can be understood and explained on the basis of time-typical societal trends and processes. Further, real estate agents' perceptions of the significance of the wage form are studied in regards to their professional and private lives as well as desirable wage forms in the future. The study has a qualitative research approach, based on hermeneutic interpretation of interviews with eight active and former active male and female real estate agents. The result shows that the wage form is considered to be of significance to the interviewed real estate agents' life situation, mainly because it contributes to boundless work, which can have a negative impact on the real estate agents' opportunities and conditions for private life and leisure. At the same time, the wage form can be interpreted to have a positive impact on the real estate agents' experience of balance between effort and reward. The result indicates that the wage form can be interpreted as a micro-level expression of the overall societal trends and processes occurring at macro level such as globalization, technological development and individualization processes. Finally, the results show that the future wage form are predicted to consist of results-based salary, with or without a fixed salary component.

Like other animals, humans explore to learn about the world, and exploit what we have learned in order to maximize reward. The trade-off between exploration and exploitation is a widely-studied topic that cuts across multiple domains, including animal ecology, economics, and computer science. This work approaches the explore-exploit dilemma from the perspective of cognitive neuroscience. In particular, how are our decisions to explore or exploit represented computationally? And how is that representation implemented in the brain? Experiment 1 examined neural signals following outcomes in a risk-taking task. Explorations – defined as slower responses – were preceded by an enhancement of the P300, a component of the human event-related brain potential thought to reflect a phasic release of norepinephrine from locus coeruleus. Experiment 2 revealed that the same neural signal precedes feedback in a learning task called a two-armed bandit. There, a reinforcement learning model was used to classify responses as either exploitations or explorations; exploitations were driven by previous rewards, and explorations were not. Experiments 3 and 4 extended these results in three important ways. First, evidence is presented that the neural signal observed in Experiments 1 and 2 was driven not only by the upcoming decision, but also by the preceding decision (perhaps even more so). Second, Experiments 3 and 4 involved increasingly larger action spaces. Experiment 3 involved choosing from among either 4, 9, or 16 options. Experiment 4 involved searching for rewards in continuous two-dimensional map. In both experiments, the feedback-locked P300 was enhanced following exploration. Third, exploitation was the more common strategy in Experiments 1 and 2. Thus, it was unclear whether the exploration-related P300 enhancement observed there was due to exploration per se, to exploration rate, or to the fact that exploration was rare compared to exploitation. Experiment 3 partially address this by eliciting different rates of exploration; the exploration-related P300 effect correlated with rate of exploration. In Experiment 4, exploration was more common than exploitation (in contrast to Experiments 1–3); even so, exploration was followed by a P300 enhancement. Together, Experiments 1–4 suggest the presence of a general neural system related to exploration that operates across multiple task types (discrete to continuous), regardless of whether exploration or exploitation is the more common task strategy. The proposed purpose of this neural signal is to interrupt one mode of decision-making (exploration) in favour of another (exploitation). / Graduate

This essay takes its starting point in two stories where we each describe a self-experienced dilemma. By using the stories as a starting point, the essay aims to find out what the advantages and disadvantages of reward and punishment are and why they have such a significant place in schools.The essay also aims to account for alternative methods in addition to reward and punishment. We are using the essay as our method, which means that, by letting our stories meet research, theories and literature, we reflect on our actions and thus try to create new knowledge. In order to get a historical perspective on reward and punishment we turn to B. F. Skinner and behaviorism. To approach behavioral problems and methods for dealing with them, we have used Ross W. Greene and his motto "children behave if they can" and Bo Hejlskov Elvén's approach low-affective treatment. To explain the presence of reward and punishment in school, we have used Jesper Juul's and Helle Jensen's concept of obedience culture.  We find that reward and punishment are big concepts that include several dimensions and that it is not possible to easily classify them as good or bad and right or wrong. However, we discover that they canlead to objectification of children and that there are methods to deal with behavioral problems that do not include reward or punishment. / Denna uppsats tar avstamp i två berättelser där vi beskriver varsitt egen upplevt dilemma. Genom att använda berättelserna som utgångspunkt syftar uppsatsen till att ta reda på vilka för- och nackdelar som belöning och bestraffning har samt varför de har en så stor plats i skolan. Uppsatsen syftar också till att redogöra för alternativa metoder utöver belöning och bestraffning. Vi använder oss av metoden vetenskaplig essä som innebär att vi, genom att låta våra berättelser möta forskning, teorier och litteratur, reflekterar kring vårt agerande och på så sätt försöker skapa ny kunskap. Vi vänder oss till B. F. Skinner och behaviorismen för att få ett historiskt perspektiv på belöning och bestraffning. För att närma oss beteendeproblem och metoder för att bemöta dem har vi använt oss av Ross W. Greene och hans motto “barn uppför sig om de kan” samt Bo Hejlskov Elvéns förhållningssätt lågaffektivt bemötande. För att förklara belöningens och bestraffningens närvaro i skolan har vi använt oss av Jesper Juuls och Helle Jensens begrepp lydnadskultur.  Vi finner att belöning och bestraffning är stora begrepp som innefattar flera dimensioner och att det inte går att enkelt klassa dem som bra eller dåliga och rätt eller fel. Dock upptäcker vi att de kan leda till objektifiering av barn samt att det finns metoder för att bemöta beteendeproblem som inte innefattar belöning eller bestraffning.

The diploma thesis on the topic "Current parental trends in education" reveals the latest educational trends in contemporary parents such as: Tiger Upbringing, Contact Parenting, Education through non-education or Education without Losers. For each type of education, the basic elements and pillars on which upbringing is based are characterized. At the same time the diploma thesis focuses on rewards and punishments in education, where it describes the newly emerging educational currents - upbringing without punishments and upbringing without punishments and rewards. It also finds out the difference between motivation and manipulation in education and how these two educational elements work. The last point in the theoretical part is to determine the possible reasons why some current parents choose a different type of upbringing than the one they were used to in childhood. In the practical part a questionnaire survey was chosen, which educational style is the most preferred by our selected parents. It also focused on the relationship between original and contemporary upbringing, whether there is any connection between the upbringing experienced by parents in childhood and then the upbringing they now apply to their children. The research sample showed that the democratic style is the most adequate and...

This master's thesis summarizes the theoretical knowledge about employees motivation and explains the basic terms connected with this issue. It describes the current trends of employees' requests in the field of motivation system and analyzes the current state of the selected company using a questionnaire survey. On the basis of the identified shortcomings changes are proposed in the incentive system, which should lead to better recruitment and retention of existing employees.

The dissertation deals with the employee remuneration system in the Agricultural cooperative Klučov – Lhota and the proposal of changes in this area. In the practical part, basic terms regarding remuneration are considered. Then an analysis of the current state both in the cooperative and in its surroundings is processed. The outcome of the whole study is a SWOT analysis, on the basis of which changes are proposed in the area of the remuneration of employees. The aims of these changes are to increase the welfare of the employees and to stabilize the personnel situation of the cooperative.

This master thesis deals with employee fluctuation in the selected manufacturing company. In its first part, it explains theoretical concepts associated with employee fluctuation, the ways to measure it, the most common reasons causing employees to leave, and associated costs to the company. The theoretical findings are used in the next part of the thesis to analyse and examine a particular situation in the selected company. The final part contains suggestions for improving identified problems to reduce fluctuation.

Master’s thesis summarizes in global the theoretical terms, which are related to motivation. The firs part is followed by the analytical part, where is describe current condition od the selected company, current motivation system, individual parts of motivation system, reward etc. Based on quantitative research and hypothesis testing, suggestions and measures are compile. This suggestions and measures should lead to the improvement of current motivation system.