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- W973727596 abstract "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." @default.
- W973727596 created "2016-06-24" @default.
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- W973727596 date "2015-01-01" @default.
- W973727596 modified "2023-09-24" @default.
- W973727596 title "Motivationsskapande ledarskap : Tillämpning av ledarskap inom hemelektronikbranschen" @default.
- W973727596 hasPublicationYear "2015" @default.
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