sh.sePublications
Change search
CiteExportLink to record
Permanent link

Direct link
Cite
Citation style
  • apa
  • ieee
  • modern-language-association-8th-edition
  • vancouver
  • Other style
More styles
Language
  • de-DE
  • en-GB
  • en-US
  • fi-FI
  • nn-NO
  • nn-NB
  • sv-SE
  • Other locale
More languages
Output format
  • html
  • text
  • asciidoc
  • rtf
Motivationsskapande ledarskap: Tillämpning av ledarskap inom hemelektronikbranschen
Södertörn University, School of Social Sciences.
Södertörn University, School of Social Sciences.
2015 (Swedish)Independent thesis Basic level (degree of Bachelor), 10 credits / 15 HE creditsStudent thesis
Abstract [sv]

De senaste årtiondenas globala expansion har lett till förändringar av det moderna ledarskapet. Konkurrensen har ökat mellan olika organisationer vilket medfört nya utmaningar som ledarskapet måste förhålla sig till. En ökad mångfald, teknologins utveckling, och förändrade kundrelationer är några av de faktorer som påtvingat förändringar av det ledarskapet som bedrivs. Idag måste ledarskapet individanpassas mer istället för det kontrollerande och monitorerande funktion den haft tidigare.

Studien har undersökt ledarskapet i två av Elgigantens hemelektronikbutiker med avseende på ledarskapets påverkan på säljarnas arbetsmotivation. Tonvikten har legat på att analysera medarbetarnas syn på hur man som ledare kan skapa en ökad arbetsmotivation. Detta genom att undersöka vilka faktorer som säljarna motiveras av i arbetet och hur man kan utforma ett ledarskap som främjar arbetsmotivationen.

Undersökningen har en kvalitativ forskningsstrategi med fokus på teoriprövning. Teorier, forskning och ledarskapsmodeller inom ämnet har valts ut och prövats mot studiens insamlade empiri. Fyra säljledare intervjuades och 22 säljare svarade på en enkätundersökning. Resultatet visade på att säljledarna och säljarna har en liknande syn på hur man skall bedriva ett ledarskap som ökar arbetsmotivationen men att det skiljer sig mellan hur säljledare tros sig leda säljarna och hur säljarna uppfattar deras ledarskap. Slutsatsen är att ett delaktigt ledarskap med fokus på individanpassning av arbetet, belöning beroende på prestation samt möjligheter till avancemang inom organisationen är det sätt som får säljarna att prestera bättre.

Abstract [en]

The global expansion of recent decades has led to changes in the modern leadership. Competition has increased between different organizations which has brought new challenges that the leadership of salesforce must relate to. Increased diversity, technological developments and changes in customer relationships are some of the factors that have forced changes in the leadership of sales forces. The modern leadership must be individually adapted instead of the controlling and monitoring function it used to be.

This study has investigated the leadership in two of Elgiganten consumer electronics stores in terms of leadership impact on sellers' motivation. The emphasis has been on analyzing employees' views on how a leader can create a highly work motivating. This is by examining the factors of which factors that the sales force is motivated by in their work and how to design a leadership that promotes these factors. The study has a qualitative research strategy, previous research and models of leadership within the subject have been selected and tested to study the collected empirical data. Four salesleaders were interviewed and 22 salesmen answered a questionnaire survey.

The result showed that the sales leaders and salesmen have a similar view on how to conduct a leadership that will increase the work motivation, but it differs between how sales leaders believes they lead and how salesmen perceive their leadership. The conclusion is that a participative management focused on personalization of work, reward depending on the achievement and opportunities for advancement within the organization is the way that makes sellers to perform better.

Place, publisher, year, edition, pages
2015. , 45 p.
National Category
Business Administration
Identifiers
URN: urn:nbn:se:sh:diva-27807OAI: oai:DiVA.org:sh-27807DiVA: diva2:823934
Subject / course
Business Studies
Uppsok
Social and Behavioural Science, Law
Supervisors
Available from: 2015-06-22 Created: 2015-06-18 Last updated: 2015-06-22Bibliographically approved

Open Access in DiVA

fulltext(805 kB)216 downloads
File information
File name FULLTEXT01.pdfFile size 805 kBChecksum SHA-512
7bf35a490afa93ab14f85ea62d5ea83e40dce1feacaaf27e8403e2b5993834458a0cf1a8bc5093cf58be7d0f9efe570111bd4f254e06612e42f40b3934eb322e
Type fulltextMimetype application/pdf

By organisation
School of Social Sciences
Business Administration

Search outside of DiVA

GoogleGoogle Scholar
Total: 216 downloads
The number of downloads is the sum of all downloads of full texts. It may include eg previous versions that are now no longer available

Total: 421 hits
CiteExportLink to record
Permanent link

Direct link
Cite
Citation style
  • apa
  • ieee
  • modern-language-association-8th-edition
  • vancouver
  • Other style
More styles
Language
  • de-DE
  • en-GB
  • en-US
  • fi-FI
  • nn-NO
  • nn-NB
  • sv-SE
  • Other locale
More languages
Output format
  • html
  • text
  • asciidoc
  • rtf