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
| Identifer | oai:union.ndltd.org:UPSALLA1/oai:DiVA.org:hig-17338 |
| Date | January 2014 |
| Creators | Heimberger, Robin, Bijelic, Milenko |
| Publisher | Högskolan i Gävle, Avdelningen för ekonomi, Högskolan i Gävle, Avdelningen för ekonomi |
| Source Sets | DiVA Archive at Upsalla University |
| Language | Swedish |
| Detected Language | English |
| Type | Student thesis, info:eu-repo/semantics/bachelorThesis, text |
| Format | application/pdf |
| Rights | info:eu-repo/semantics/openAccess |
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