La présente étude a pour objectif de démontrer que les incitations créées par la présence ou par le manque de transparence dans les coûts de justice sur la décision d'intenter un procès, sont liées de différentes manières à des degrés de certitude. / The present study has for objective to demonstrate that the incentives created by the relative existence of transparency in the costs of justice on the decision to litigate are linked in various ways to degrees of certainty.

Submitted by Filipe dos Santos (fsantos@pucsp.br) on 2017-04-27T12:40:16Z No. of bitstreams: 1 João Oswaldo Esotico.pdf: 1376718 bytes, checksum: 0132b952b251492c96e5304accc94de2 (MD5) / Made available in DSpace on 2017-04-27T12:40:16Z (GMT). No. of bitstreams: 1 João Oswaldo Esotico.pdf: 1376718 bytes, checksum: 0132b952b251492c96e5304accc94de2 (MD5) Previous issue date: 2017-04-20 / The objective of the present study was to examine how a strategic remuneration system, linked to a set of objectives, goals, indicators and initiatives that express the strategic uniqueness of an Organization and that can contribute to reach strategic implementations. For this verification, we conducted a case study with the retail trade company RaiaDrogasil, seeking to know if there is a relationship between its strategy - organic growth - and the systematic variable remuneration adopted at various levels of the organization. In order to verify this relationship, an analysis was made with the historical data of the company, in November / 2011, when the Raia and Drogasil drugstores were merged, both publicly traded, by 2015, comparing its physical expansion and increase of the company's value with the Shares traded on the stock exchange, as well as the various Remuneration models adopted for each area of the company, and levels of organizational command. The theoretical basis of the work is presented in two separate strands, one regarding the Strategy and its Implementation, and the other reasoning regarding the Strategic Remuneration, focused mainly on Variable Remuneration. It is verified that the study shows a relativity between the elaboration of the strategy and its implementation with participation of the variable remuneration in the achievement of the established goals / O objetivo do presente trabalho foi examinar como um sistema de remuneração estratégica, atrelado a um conjunto de objetivos, metas, indicadores e iniciativas que exprimam a singularidade estratégica de uma organização e que pode contribuir para atingir Implementações Estratégicas. Para esta verificação realizamos um estudo de caso com a empresa de comércio varejista RaiaDrogasil, buscando saber se há relação entre sua estratégia – Crescimento Orgânico – e a sistemática de remuneração variável adotada nos diversos níveis da Organização. Para verificarmos esta relação foi realizada uma análise com os dados históricos da empresa, no período de novembro/2011 data da fusão das drogarias Raia e Drogasil, ambas de capital aberto, até 2015, comparando sua expansão física e incremento do valor da empresa com as ações negociadas na bolsa de valores, bem como os diversos modelos de Remuneração adotados para cada área da empresa, e níveis de comando organizacional. A fundamentação teórica do trabalho é apresentada em duas vertentes separadas, uma quanto a Estratégia e sua Implementação, e a outra fundamentação no que tange à Remuneração Estratégica, focada principalmente em Remuneração Variável. Verifica-se que o estudo evidencia uma relatividade entre a elaboração da estratégia e sua implementação com participação da remuneração variável no desempenho de alcance das metas estabelecidas

Made available in DSpace on 2016-04-26T18:11:39Z (GMT). No. of bitstreams: 1 Edson de Paiva Dias.pdf: 1634114 bytes, checksum: a9e6f835d0983fa101040cb585774cfb (MD5) Previous issue date: 2012-05-21 / Coordenação de Aperfeiçoamento de Pessoal de Nível Superior / The central theme of this thesis is the incentive or motivational campaigns and their influence on the construction of salesmen discourses in the retail market of home appliances in the metropolitan region of São Paulo, in 2011. The goal will be to associate the different rules in these campaigns to vendors behavior. And, since their implementation, specifically to better understand the type of approach, aggressiveness and the degree of persuasion or manipulation in the speeches made according to regulations related to them. For this, it was necessary a study in which the definitions of retail activity were clarified, its development over time, the types of stores and their departments, suppliers, forms of assistance and the professionals who work in the area. These were related to a system, called here the point of sale, according to the general theory of systems developed by Avanir Uyemov, and analyzed the strategies with the ultimate goal of "closing the loop" to the consumer. The semiotics of culture proposed by Iuri Lotman, allowed a better understanding of attitudes and reactions observed in the personal relationships established between consumers and sellers, since we have the ability to store information, updated and enriched by experiences that are transmitted through our culture and memory. The foundations of semiotic discourse, written by Mikhail Bakhtin, also contributed to the interpretation of these speeches, formed by taking into consideration the other, as we see on our own self, or a mirror that only provides the material for self-objectification. These theories, along with other authors, allowed a thoughtful analysis about the different variables about the studied problem: the effectiveness or not of the most striking features of language and their consequences to persuade or manipulate consumers to buy specific products and brands. A few researchers have addressed this type of analysis, given the difficulty of treating this subject with stakeholders and obtain materials where these actions are explained, for they are considered "secretive" or strategic. This explains the limited literature on the subject and at the same time motivates us to write a detailed study: may such actions affect manufacturers that do not conform to these strategies? How to win the loyalty of sellers? Does the vicious circle in which these actions operate imply undesirable attitudes? These factors and the excessive interference that these actions cause in the discourses and the ways these vendors use to assist their clients are the concerns of this work / O tema central desta tese são as campanhas motivacionais ou de incentivos e seu poder de influência na construção de discursos dos vendedores do mercado varejista de eletrodomésticos, na região da Grande São Paulo, em 2011. O objetivo será o de associar as diferentes mecânicas contidas nestas campanhas ao comportamento de vendedores. E, a partir da implantação das mesmas, especificamente compreender melhor o tipo de abordagem, agressividade e grau de persuasão ou manipulação nos discursos realizados, conforme regulamentos referentes a elas. Para isso, fez-se necessário um estudo em que foram apuradas as definições da atividade varejista, seu desenvolvimento ao longo dos tempos, os tipos de lojas e seus departamentos, fornecedores, formas de atendimento e os profissionais que atuam no setor. Estes foram relacionados a um sistema, chamado aqui de ponto de venda, segundo a teoria geral de sistemas de Avanir Uyemov, e analisadas as estratégias com o objetivo fundamental de fechar o cerco ao consumidor. A semiótica da cultura, proposta por Iuri Lotman, possibilitou a melhor compreensão das atitudes e reações observadas nas relações pessoais, estabelecidas entre consumidores e vendedores, já que possuímos a capacidade de armazenar informações, enriquecidas e atualizadas por vivências que são transmitidas por meio de nossa cultura e memória. Os fundamentos da semiótica discursiva, de Mikhail Bakhtin, também contribuíram para a interpretação destes discursos, formados a partir do outro, como o que enxergamos sobre o nosso próprio eu, ou um espelho que só fornece o material de uma auto-objetivação. Estas teorias, além de outros autores, permitiram uma análise ponderada por suas diversas variáveis a respeito do problema estudado: a eficácia ou não desses recursos mais contundentes de linguagem e de suas consequências para persuadir ou manipular consumidores a adquirir produtos e marcas específicas. Poucas pesquisas abordam este tipo de análise, dada a dificuldade de tratar este assunto com os envolvidos, bem como se obter materiais onde estas ações são explicitadas, por serem consideradas por eles sigilosas ou estratégicas. Isso explica a escassa literatura sobre o tema e ao mesmo tempo nos motiva a um estudo pormenorizado: tais ações podem prejudicar fabricantes que não se adequam a estas estratégias ? Como conquistar a lealdade de vendedores ? O círculo vicioso em que se tornaram estas ações implica em atitudes indesejáveis ? Estes fatores e o excesso de interferência que estas ações provocam nos discursos e nas formas destes vendedores atenderem seus clientes são as preocupações deste trabalho

Este trabalho tem o objetivo de analisar a emergência de novos partidos políticos no Brasil entre 1979 e 2015 visando a compreender se o arcabouço legal é suficiente para explicar este fenômeno. Com base na literatura de Ciência política, estudamos a formação de novas organizações partidárias na Nova Democracia a partir de três dimensões: aspecto político, contexto socioeconômico e arcabouço legal. A pesquisa está dividida em quatro capítulos: sendo que o primeiro consiste em uma revisão da literatura sobre novos partidos e o segundo é destinado às considerações metodológicas que orientaram o trabalho. O terceiro capítulo analisa o surgimento de novos partidos no Brasil sob a ótica do contexto político, do aspecto socioeconômico e do arcabouço legal de acordo com os cenários dos seis períodos históricos recortados: 1979 a 1984, 1985 a 1989, 1990 a 1994, 1995 a 2002, 2003 a 2010 e 2011 a 2015. Dentro de cada um destes períodos, as variáveis foram classificadas como incentivadoras ou inibidoras em relação à criação de novos partidos. Por fim, o último capítulo é dedicado a responder ao problema de pesquisa, articulando as análises dos períodos de forma comparada. Os resultados encontrados confirmaram a hipótese de que um arcabouço legal é necessário para compreender o surgimento de novas organizações partidárias, mas não é suficiente para explicar este fenômeno, que é complexo e multicausal. / This paper aims to analyze the new political parties’ emergence in Brazil between 1979 and 2015 in order to understand if the legal framework is sufficient to explain this phenomenon. Based on the Political Science literature, the formation of new parties is studied from three variables: political, socioeconomic and legal framework. This research is divided in four chapters: the first consists in a literature review about new parties’ formation and the second is dedicated to the methodological considerations that guided this study. The third chapter analyses the new political parties’ emergence in Brazil considering political, socioeconomic and legal aspects according to the scenarios of the six historical periods determined: 1979 to 1984, 1985 to 1989, 1990 to 1994, 1995 to 2002, 2003 to 2010 and 2011 to 2015. For each period, the variables were classified as encourager or inhibitor of new parties’ formation. The last chapter articulates the analysis of the periods in a comparative perspective. The results confirmed the hypothesis: the legal framework is required to understand new parties’ formation, even though it is not enough to explain this phenomenon, which is complex and multifactorial.

The objective of this thesis is to empirically assess how the tax incentives of Law 11,196/05 have affected the landscape of private industrial innovation in Brazil. The main point is to verify to what extent this tax relief has contributed to the fostering of innovation in the country. To achieve this broad objective, three specific research questions were devised as axes of investigation, and they are addressed in each of the stand-alone papers that comprise this thesis. I begin by assessing whether the incentives have impacted the volume of innovation investment of beneficiary firms. This first analysis also considers the effect of the policy on innovation outputs and firms\' performance. The second research question considers the behavioral additionality, estimating changes caused by the incentives on the composition of the bundle of innovation investments and on the type of innovation pursued by firms. The third investigation assesses whether the reduction of the tax burden has attracted international innovation investment by diverting it from alternative destinations, thus testing the \'footloose R&D\' argument for the Brazilian case. The first two papers use microdata on Brazilian firms from the Industrial Innovation Survey (PINTEC) and other sources, and the impact is estimated through propensity score matching with difference-in-differences. The third study relies on aggregate country data, mainly on activities of foreign affiliates of U.S. multinationals and international patent applications; and panel data estimators are applied to measure and test the correlation of the Brazilian policy with international innovation investment directed to other countries. The main findings of the thesis are: (a) the average impact of the policy on R&D expenditures in 2011 was around five hundred thousand Brazilian reais, or 6.8% of the mean R&D spending of beneficiary firms, which is less than the average benefit per firm in the same year, suggesting some level of crowding-out in the short-run; (b) incentives also positively affected the size of R&D personnel (average effect represents 16% of the average size of R&D staff); (c) the policy raised the chances of firms to innovate between 2009 and 2011 by 16%; (d) incentives positively impacted company\'s growth around 5% of the mean number of employees of incentivized enterprises in 2011; (e) R&D intensity of the bulk of innovative activities increased 9.5% because of the incentives; (f) part of the R&D increase was counterbalanced by a reduction effect on spending with acquisition of external knowledge and introduction of innovations in the market; (g) beneficiary firms hired more researchers with undergraduate degrees only as an effect of the policy (18.5% of the average number of their research personnel with such educational level); and (h) in the case of multinational groups, the increase in innovation investment does not seem to have been caused by the diversion of investment from other countries. The empirical investigations present clear evidence of the three dimensions of policy impact: input, output and behavioral additionality. A number of implications are drawn from the studies for the improvement of the policy design. / O objetivo desta tese é avaliar empiricamente os impactos dos incentivos fiscais da Lei 11.196/05 na inovação industrial brasileira. O ponto central é identificar em que medida essa redução tributária vem contribuindo para impulsionar a inovação no país. Para atingir esse objetivo, três perguntas de pesquisa foram concebidas como eixos de investigação, cada uma sendo abordada em um dos ensaios que compõem esta tese. A primeira questão é se os incentivos fiscais elevaram o volume de investimentos das empresas beneficiárias em inovação. Essa primeira análise também considera o efeito da política sobre os resultados desses investimentos e desempenho das firmas. A segunda parte pergunta de pesquisa considera os efeitos da política sobre o comportamento das empresas, estimando as mudanças ocasionadas na composição dos investimentos e no tipo de inovação perseguido pelas firmas. O terceiro ponto de estudo é se a redução da carga tributária atraiu investimentos internacionais em inovação em detrimento de outros países, testando o argumento de \'footloose R&D\' para o caso brasileiro. Nos dois primeiros trabalhos são utilizados microdados de empresas brasileiras constantes da Pesquisa de Inovação Industrial (PINTEC) e outras fontes, sendo aplicado o escore de propensão com diferenças-em-diferenças para estimar o impacto. O terceiro estudo baseia-se em dados agregados de países, essencialmente sobre atividades de filiais estrangeiras de multinacionais norte-americanas e pedidos internacionais de patentes, sendo aplicados estimadores de painel para mensurar e testar a correlação da política fiscal brasileira com o investimento internacional em inovação direcionado para outros países. As principais conclusões da tese são: (a) o impacto médio da política nos gastos em P&D em 2011 foi de aproximadamente quinhentos mil reais, ou 6,8% da média dos investimentos em P&D das firmas beneficiárias; esse valor é inferior ao benefício médio por firma no mesmo ano, o que sugere algum nível de crowding-out da política no curto prazo; (b) os incentivos também afetaram positivamente o tamanho das equipes de pesquisa (efeito médio representa 16% do tamanho médio das equipes de P&D); (c) a política elevou as chances das firmas inovarem no período de 2009 a 2011 em 16%; (d) os incentivos impactaram positivamente o crescimento das firmas em cerca de 5% da força de trabalho das firmas beneficiárias em 2011; (e) a intensidade de P&D no conjunto de atividades inovativas cresceu 9,5% devido à política; (f) parte do incremento em P&D foi contrabalanceada por um redução nos gastos com aquisição de conhecimento externo e introdução de inovações no mercado; (g) empresas beneficiárias elevaram a contratação de pesquisadores com diploma de graduação (18.5% do número médio de pesquisadores com esse nível educacional nas firmas beneficiárias em 2011); e (h) no caso de grupos multinacionais, o aumento nos investimentos em inovação não parece ter sido causado pela realocação de investimentos de outros países. As análises empíricas apresentam evidência das três dimensões de impacto da política fiscal: insumos, resultados e comportamental. Diversas lições são extraídas dos estudos para o aprimoramento do desenho da política.

Submitted by Luciana Ferreira (lucgeral@gmail.com) on 2018-03-29T12:57:35Z No. of bitstreams: 2 Dissertação - Vitor Gontijo Jaime de Matos - 2017.pdf: 2109750 bytes, checksum: 2801583aed0af3dc76382cf1f4358e9a (MD5) license_rdf: 0 bytes, checksum: d41d8cd98f00b204e9800998ecf8427e (MD5) / Approved for entry into archive by Luciana Ferreira (lucgeral@gmail.com) on 2018-03-29T13:37:44Z (GMT) No. of bitstreams: 2 Dissertação - Vitor Gontijo Jaime de Matos - 2017.pdf: 2109750 bytes, checksum: 2801583aed0af3dc76382cf1f4358e9a (MD5) license_rdf: 0 bytes, checksum: d41d8cd98f00b204e9800998ecf8427e (MD5) / Made available in DSpace on 2018-03-29T13:37:44Z (GMT). No. of bitstreams: 2 Dissertação - Vitor Gontijo Jaime de Matos - 2017.pdf: 2109750 bytes, checksum: 2801583aed0af3dc76382cf1f4358e9a (MD5) license_rdf: 0 bytes, checksum: d41d8cd98f00b204e9800998ecf8427e (MD5) Previous issue date: 2018-03-23 / This research aims to elaborate a proposal of intervention that consists of an alternative model to alter specific points of the “Produzir” Program legislation, aiming to correct some flaws developed by this policy, observed throughout this study, as well as to analyze the effectiveness of this program. To do so, an analysis of the efficiency of the policy, its results in relation to the generation of employment and income, its spatial distribution in the state of Goiás and the fulfillment of its objectives are necessary. This dissertation has as justification the current financial crisis experienced in Brazil and the need to investigate whether the public policies adopted by the Brazilian public administration are being managed in the best possible way. Another motivational factor of the research is present in the dichotomy between the benefits and hindrances over tax benefits, a period of intensification in the dispute of attraction and investment by the Brazilian states through the use of tax advantages. Having this as the main scope, the research consists of analyzing, in its theoretical background, the basis and history of public policies of such caliber. The methodology has a qualitative approach and the type of research consists of applied study and action research, based upon a bibliographical search on works with related themes and the study of those related to the law 13.591/2000 of the “Produzir” Program. The results of this study confirmed the enhancement of regional inequality in Goiás even with the use of tax advantages and propose a solution based on the intervention proposal model, which resulted in a package of benefits directed to the Northern region of Goiás (less dynamic), inspired by the Feincon Program - pioneer in attracting investments in the state of Goiás. / Esta pesquisa tem como objetivo elaborar uma proposta de intervenção que consiste em um modelo alternativo para pontos específicos da legislação do programa Produzir, visando corrigir algumas falhas desenvolvidas por esta política, observadas ao longo deste estudo, assim como também analisar a efetividade deste programa por meio de um estudo de caso. Para isso, faz-se necessária uma análise acerca da eficiência desta política, seus resultados perante a geração de emprego e renda, sua distribuição espacial no estado de Goiás e o cumprimento de seus objetivos. Ainda, consiste em analisar, em seu referencial teórico, o embasamento e o histórico de políticas públicas deste calibre. Portanto, tem como justificativa a atual crise financeira vivenciada pelo Brasil e a necessidade de investigar se as políticas públicas utilizadas pela administração pública brasileira estão sendo aproveitadas da melhor maneira possível. Outro fator motivacional da dissertação está presente na dicotomia existente entre os benefícios e os malefícios sobre a guerra fiscal, período de intensificação na disputa de atração de investimento pelos estados brasileiros por meio da utilização de políticas de cunho fiscal. A metodologia possui abordagem qualitativa e o tipo de pesquisa é o estudo aplicado e a pesquisa-ação, a partir de uma busca bibliográfica acerca de trabalhos com temáticas afins e o estudo destes relacionados com a lei 13.591/2000, do Produzir. O trabalho resultou na identificação da acentuação da desigualdade regional em Goiás mesmo com o uso do programa de incentivos fiscais e propõe uma solução para esta a partir do modelo na proposta de intervenção, o qual resultou em um pacote de benefícios direcionados à região Norte de Goiás (menos dinâmica), inspirado pelo programa Feincon - pioneiro em atração de investimentos no estado de Goiás.

Nicotine has multiple behavioral effects as a result of its action in the central nervous system. Nicotine strengthens the behaviors that lead to nicotine administration (primary reinforcement), and this effect of nicotine depends on mesotelencephalic systems of the brain that are critical to goal directed behavior, reward, and reinforcement. Nicotine also serves as a ‘reinforcement enhancer’ – drug administration enhances behaviors that lead to other drug and nondrug reinforcers. Although the reinforcement enhancing effects of nicotine may promote tobacco use in the face of associated negative health outcomes, the neuroanatomical systems that mediate this effect of nicotine have never been described. The ventral tegmental area (VTA) is a nucleus that serves as a convergence point in the mesotelencephalic system, plays a substantial role in reinforcement by both drug and nondrug rewards and is rich in both presynaptic and postsynaptic nicotinic acetylcholine receptors (nAChRs). Therefore, these experiments were designed to determine the role of the VTA and nAChR subtypes in the reinforcement enhancing effect of nicotine. Transiently inhibiting the VTA with a gamma amino butyric acid (GABA) agonist cocktail (baclofen and muscimol) reduced both primary reinforcement by a visual stimulus and the reinforcement enhancing effect of nicotine, without producing nonspecific suppression of activity. Intra-VTA infusions of a high concentration of mecamylamine a nonselective nAChR antagonist, or methylycaconitine, an α7 nAChR antagonist, did not reduce the reinforcement enhancing effect of nicotine. Intra-VTA infusions of a low concentration of mecamylamine and dihydro-beta-erythroidine (DHβE), a selective antagonist of nAChRs containing the *β2 subunit, attenuated, but did not abolish, the reinforcement enhancing effect of nicotine. In follow-up tests replacing systemic nicotine injections with intra-VTA infusions (70mM, 105mM) resulted in complete substitution of the reinforcement enhancing effects – increases in operant responding were comparable to giving injections of systemic nicotine. These results suggest that *β2-subunit containing nAChRs in the VTA play a role in the reinforcement enhancing effect of nicotine. However, when nicotine is administered systemically these reinforcement enhancing effects may depend on the action of nicotine at nAChRs in multiple brain nuclei.

The convex pay-off structure of executive stock options (ESO) incentivizes CEOs to increase their firm stock-return volatility, thereby increasing their wealth in option portfolio. In this paper, I address two research questions. I first test if this managerial incentive induces executives to take on more risky projects in R&D that increases stock- return volatility, hence, boosting their personal wealth. I derive vega to measure managerial incentive, and vega is a dollar change in ESO for a 0.01 change in stock- return volatility. I find that there is a positive and statistically significant relationship between vega and R&D investment, which suggests that managers whose wealth is closely tied to stock options are more incentivized to invest in risky R&D projects to increase their wealth and stock-return volatility. This result is statistically significant and robust after adjusting for inflation and controlling for firm and industry-fixed effects. With this finding, I proceed to test if managerial risk-taking incentive for R&D investments translate to future earnings. Lev and Sougiannis (1996) establish that future earnings is a function of both tangible and intangible assets, and R&D increases with firm’s subsequent earnings. Since R&D spending changes with managerial incentive, I test if the interactive variable of vega and R&D has a positive effect on firm’s future earnings. I find that managerial incentive for undertaking R&D investments has a positive and statistically significant association with future earnings under industry-fixed effects specifications. When controlling for firm-fixed effects, the result yielded similar results to that of industry-fixed effects, but with less statistical significance. Lastly, for robustness check, I run the regression with a balanced panel data of tenured-CEOs, who stay with the firm for five years. I find that the result is positive and statistically significant for industry-fixed effects. However, for firm-fixed effects, I only find statistical significance at year t+k (k=3). This suggests that the realization of R&D investment to future earnings is not prevalent throughout all years when R&D decisions are made by incentivized, long-standing CEOs.

The problem addressed in this study was how knowledge managers facilitated the process of knowledge creation. Researchers identified this area as important because it begins to fill the literature gap in the dynamics surrounding knowledge creation. Using 4 research questions developed from the theory of dynamic organizational knowledge creation, the study investigated how knowledge managers facilitated and supported knowledge creation, promoted knowledge formation, and accounted for knowledge gaps. The theory was selected to provide a framework and an analytical perspective on the process of knowledge creation. A qualitative research design was used to learn from a sample of 12 Chief Knowledge Managers their experiences orchestrating a knowledge management program. In-depth interviews were conducted with each participant, transcribed and imported to NVivo. Data were analyzed using the theory and findings were validated via member checking and triangulation. The results revealed that knowledge managers facilitated knowledge creation by building on social and cultural factors, providing leadership, and incentivizing knowledge sharing. Skills identified for facilitating knowledge creation were future envisioning, change management, interpersonal communication, and culture building. Future research would benefit from studies that focused on the outcomes of knowledge management efforts, the perceptions of organization members to determine if knowledge management efforts facilitated knowledge creation and if knowledge managers follow a specific cognitive learning theory. The social change implications from the present study include strengthening the potential for knowledge creation in organizations, prompting shifts in established paradigms, and fostering trust and expectation from collaboration.

Att arbeta i olika typer av arbetsgrupper är idag vanligt förekommande i organisationer, och många företag tillämpar någon form av incitamentsprogram med rörlig lön för att motivera arbetsgrupperna till högre prestationer. Den forskning som finns är framförallt genomförd i laboratoriemiljö och undersöker hur individer påverkas av olika faktorer såsom andel rörlig lön och storlek på arbetsgrupper. Dock finns en brist på forskning som undersöker hur dessa program påverkar till exempel motivation och samarbete i verkliga miljöer. Syftet med denna studie är att studera hur incitamentsprogram för grupper kan utformas. Med studien vill vi ge företag ökad kunskap om hur de kan utforma incitamentsprogram för att öka prestationen i sina arbetsgrupper. Studien har en kvalitativ ansats. Semistrukturerade intervjuer har genomförts med totalt 15 personer ur två säljorganisationer i ett tjänsteföretag med verksamhet spridd över hela Sverige. Genom intervjuerna har vi sökt få svar på hur olika aspekter av incitamentsprogram för grupper motiverar de individuella medarbetarna samt påverkar samarbetet. Respondenternas svar antyder att faktorer som gruppstorlek, andel rörlig lön och frekvens på utbetalningar alla påverkar hur medarbetare beskriver att de motiveras av incitamentsprogrammen. Därutöver har att ett tydligt syfte och klara spelregler framträtt som avgörande för hur incitamentsprogrammen tas emot av de anställda, vilket har föranlett oss att ge ett förslag på hur befintliga modeller kan kompletteras. / Today it is very common to work in different types of teams in organizations, and companies are applying incentive programs with variable salary to motivate their teams to increase performance. Existing research is primarily done in laboratory environments and only analyzes how individuals are affected by various factors, such as share of variable salary and team size. However, previous studies are missing to investigate how these programs affect for instance, motivation and collaboration in real environments. The aim of this study is therefore to study how incentive programs for groups in can be designed. With this study we want to give companies a deeper understanding for how they can design incentive programs to increase the performance in their teams. The study has a qualitative approach. Semi-structured interviews have been performed with a total of 15 persons from two sales organizations in a service company with its business spread over the whole of Sweden. Through the interviews we searched for answers to how different aspects of team-based incentive programs motivate the individual employees and how they affect collaboration. The respondent’s answers suggest that factors such as size of the team, share of variable salary and frequency of payments, all affect how employees describe how they are motivated by the incentive program. In addition, a clear purpose and a set of rules emerged as vital parts for how the incentive program will be received by the employees. This led us to propose how existing models may be complemented. The language of this thesis is Swedish.