Salesperson’s Personality, Motivation and Selling Performance : The Study of New Product Selling

In the highly competitive environment businesses invest big amounts of money into the new product development. New product success potentially depends on different factors among which salespeople play an important role. The aim of this paper is to explore the potential link between salespeople’s personality, motivation to sell new products and performance in selling new products. Based on the theoretical background of the Big Five personality dimensions, motivation and selling performance hypotheses were formulated and tested using statistical methods of correlation and regression analysis. The data was collected within one technologically intensive organization – ABB AB in Sweden using online web questionnaire and self-assessment measurements. Total investigation was conducted among organization’s salesforce. The findings confirm the importance of salesperson’s personality empirically showing that the latter significantly predicts both motivation and performance in selling new products. From all the Big Five Extraversion was confirmed to be the most important predictor of both motivation and performance in selling new products. Extraversion was found positively related with both motivation and performance in selling new products. Salespeople scoring high in Extraversion and especially possessing such characteristics as confident, energetic and sociable tend to be more motivated to sell new products and show higher performance results. Other personality dimensions such as Agreeableness, Conscientiousness, Neuroticism, and Openness to experience complexly approached are not proved to be significantly related neither with motivation nor performance in selling new products. The results are explained by the extreme importance of Extraversion in new product selling situation which analyzing in combination with the other personality dimensions suppresses the others. Finding regarding controlling for certain demographical characteristics of salespeople reveal that performance in selling new products is determined by selling experience. Salespeople’s age is not proved to be significantly related neither with motivation nor performance in selling new products. Findings regarding salespeople’s gender though proposing that males are more motivated to sell new products cannot be generalized due to the study limitations.

The Role of Motivational Strategies in the Upper Elementary Classroom : A systematic literature review about teacher strategies that promote self-confidence, motivation and a conducive learning environment

The aim of this literature review is to investigate which strategies teachers use to motivate pupils to communicate orally in English. The literature review also investigates how these teacher strategies affect pupils. The methodology used for this investigation is a systematic literature review. Various databases have been used when searching for literature. Scientific articles and theses have been searched for. They have also been read and analyzed before they have become a part of this review. The results indicate that some teachers feel insecure when speaking English. Therefore Swedish is spoken in many language classrooms. Teachers speaking in front of the class is the traditional way of teaching, and it does not seem to be a strategy who influences pupils positively. If teachers speak the target language among pupils they often get more motivated and focused pupils who feel comfortable speaking English. Young pupils are fast learners. By exposing them to the English language in early ages they receive great opportunities to learn a foreign language and strengthen their self-confidence. Drama, songs and rhymes are preferable strategies to use when teaching young learners. What position teachers decide to take in the classroom is also a significant element when teaching foreign languages.

"She was a Bitch" : A Socio-Educational Perspective on Motivation for Learning English.

AbstractThis degree project focuses motivation for learning English among a group of Swedish uppersecondary school students. By employing a socio-educational perspective, some vital factorsbehind a strong motivation for learning English in school are investigated through individualinterviews. Components in the past, heralding either a high level of motivation for English or a low such, are primarily focused. Moreover, essential socio-educational factors behind managing to achieve grades in English despite a low level of motivation and various impediments, such as severe socio-psychological adversities, are looked into. While motivation for English is emphasized as a critical factor, in accordance with socio-educational motivation theory, the study also stresses the importance of a positive first encounter with the English language, a satisfying English teacher-student relationship, and a sense of success in the English classroom. But above all, the study stresses a need for early tests among young students for reading disabilities, which according to this study often go undetected and thus severely impede any kind of second language learning and motivation.

"Den dag vi slutar bli bättre, slutar vi vara bra" : Ledarskapets inverkan på medarbetares motivation till ständiga förbättringar

Syfte - Syftet med studien är att få en djupare insikt i sambandet mellan ledarskap och de faktorer som bidrar till ökat engagemang hos medarbetarna i arbetet med ständiga förbättringar. Studien riktar sig mot ett mellanstort industriföretag som implementerat lean production. Design/ metod - I vår undersökning valde vi att göra en kvalitativ fallstudie. Data samlades in i ett svenskt industriföretag. Totalt har 7 intervjuer genomförts. Undersökningsresultat - Resultatet vi kom fram till är att medarbetarna är i låg utsträckning delaktiga i förbättringsarbetet. Tidigare forskning visar att medarbetare som är delaktiga i beslut är också mer engagerade i arbetet. Metodkritik – Resultatet speglar enbart subjektiva bedömningar och de studerade variablerna bygger på respondenternas uppfattningar. Framtida forskning bör inkludera mer objektiva mått. Praktiska konsekvenser - Studien ger belägg till att medarbetarnas engagemang och motivation i förbättringsarbetet kan ökas genom att göra dem mer delaktiga. Forskning visar att medarbetare som får information och får delta i beslut känner större delaktighet i arbetet. Kunskapsbidrag - I den befintliga litteraturen hävdas det att ledarskapet är en viktig komponent för att öka medarbetarnas engagemang. Lite har dock skrivits om hur ledarskapet kan motivera medarbetarna till ständiga förbättringar i en organisation som arbetar i lean production. Nyckelord:

Nurses’ and patients’ communication in smoking cessation at nurse-led COPD clinics in primary health care

Background: Smokers with chronic obstructive pulmonary disease (COPD) have high nicotine dependence making it difficult to quit smoking. Motivational interviewing (MI) is a method that is used in stimulating motivation and behavioral changes. Objective: To describe smoking cessation communication between patients and registered nurses trained in MI in COPD nurse-led clinics in Swedish primary health care. Methods: A prospective observational study with structured quantitative content analyses of the communication between six nurses with basic education in MI and 13 patients in non-smoking consultations. Results: Only to a small extent did nurses’ evoke patients’ reasons for change, stimulate collaboration, and support patients’ autonomy. Nurses provided information, asked closed questions, and made simple reflections. Patients’ communicationwasmainly neutral and focusing on reasons for and against smoking. It was uncommon for patients to be committed and take steps toward smoking cessation. Conclusion: The nurses did not adhere to the principles of MI in smoking cessation, and the patients focused to a limited extent on how to quit smoking. Practice implications: To make patients more active, the nurses need more education and continuous training in motivational communication.

Det är alltid bäst innan förändring : En studie om motivation vid förändring, individens upplevelse & ledares påverkan

Förändringar är vanligt förekommande i organisationer och forskning visar att många förändringsinitiativ tyvärr misslyckas. Genomförandet av förändringar som fokuserar på individens motivation är lyckosamma i bemärkelsen att personalen trivs och att arbetet inte blir lidande. Studien syftar till att ta reda på hur ledare kan arbeta för att främja medarbetares motivation vid organisationsförändringar. Genom ett kvalitativt perspektiv och en deduktiv ansats har vi undersökt vad som påverkar och främjar medarbetares motivation vid organisationsförändringar. Undersökningen har genomförts på två avdelningar i ett stort företag i Gästrikland som vid tiden för insamling av data, genomgick en förändring. Studien är en fallstudie med avsikt att undersöka den specifika skiftformsförändringen som företaget genomgick. Tillvägagångssättet för insamlingen av material är en process som ämnar att, genom delaktighet och diskussion ta reda på vad som motiverar medarbetare under förändringar. Analysen av resultatet visar att individernas grundläggande behov i arbetet, till viss del inte varit uppfyllda vilket har lett till att en del personal givit uttryck för att de är omotiverade och att de känner ett motstånd mot förändringen. Det upplevda motståndet består i en rad olika känslor, bland annat; chock, oro och förvirring som uppkommer på grund av osäkerhet och brist på kontroll rörande individens arbetssituation. Känslorna hämmar motivationen och kan ge en upplevelse av att de grundläggande behoven i arbetet inte är uppfyllda, även fast de kan vara det. Studien visar att ledare kan påverka motståndet och främja medarbetares motivation under förändringar dels genom att bjuda in till delaktighet i ett så tidigt stadie som möjligt i förändringsprocesssen och dels genom att på ett tydligt sätt kommunicera och informera kring förändringens innebörd. Det gör att individen upplever kontroll över sin framtid i arbetet vilket påverkar upplevelsen av att de grundläggande behoven inte skulle vara uppfyllda och gynnar motivationen. Ledare behöver även vara lyhörda för att alla upplever förändringar olika och läsa av behov och önskemål och anpassa eventuellt stöd efter det.

Oförändrad prestation, men varierande motivation under menstruationscykeln : Ett examensarbete som undersöker om maximalstyrka och explosivitet förändras under menstruationscykeln samt om motivationen korrelerar med prestationen

Syfte - Studien avser att undersöka om prestation gällande maximalstyrka och explosivitet varierar under menstruationscykeln. Dessutom undersöks om den psykologiska motivationen eller känslan korrelerar med prestationen. Studiens syfte är att skapa en utgångspunkt för att se om periodisering av styrketräning i relation till menstruationscykeln faser är aktuell för kvinnor inom prestationsidrotter. Metod - Testerna genomfördes under en menstruationscykel, fyra veckor. Ett test genomfördes varje vecka för att täcka in fyra faser under menstruationscykeln och för att erhålla ett konsekvent veckomönster. Menstruationscykelns faser räknades ut i efterhand för att inte i förhand påverka testdeltagarnas motivation och prestation i förhållande till menstruationscykeln. Fas 1 menstruationsfas, fas 2 intermenstruation, fas 3 intermenstruation/ägglossning och fas 4 premenstruation. I testgruppen ingick fyra kvinnor, 32 år (± 10), längd 162,8 cm (± 7,32), vikt 57,4 kg (± 5,79). I kontrollgruppen ingick en man och två kvinnor utan menstruation, 26,67 år (± 9,02), längd 168,3 cm (± 8,96), vikt 71,7 kg (± 11,02). Fysiska tester, längdhopp och knäböj. En standardiserad uppvärmning genomfördes inför varje test, följdes av tre stycken jämfota längdhopp utan ansats med två minuter vila mellan hoppen. Bästa hoppet av tre dokumenterades. Längdhopp (CV 1,8 %) (Hopkins, Schabort & Hawley, 2001), knäböj, en repetition max [1RM] (CV 1,57 %) (Urquhart, Moir, Graham & Connaboy, 2015). En specifik uppvärmning genomfördes även inför 1RM knäböj därefter försök på en repetition på 1RM. Frågeformulär gällande hälsotillstånd och motivation “Snabbkollen” (Cross & Lyle, 1999) besvarades inför varje testtillfälle. Vid sista testtillfället fick alla testdeltagare fylla i ett frågeformulär om upplevda symptom och tillstånd under den gångna menstruationscykeln. Resultat och slutsats - Det är ur denna studie svårt att tyda om menstruationscykelns olika faser skulle ha någon relevant effekt värd att ta hänsyn till när det gäller prestationen hos idrottande kvinnor. Dock visar resultaten att menstruationscykeln påverkar motivationen.  

Upper Secondary Students’ Beliefs About Learning English as a Foreign Language : A contrast between the students’ beliefs and the Swedish curriculum

Learning English as a foreign language (EFL) entails different factors. Language learners use different strategies in order to make their language acquisition successful. Motivation and self-regulated learning are other factors that influence how successful the EFL learner is. This paper aims to analyze the beliefs of upper secondary students in a Swedish school about learning EFL, as well as how their beliefs relate to what is specified in the Swedish curriculum. An analysis of the differences between students’ beliefs and what is stated in the curriculum was done. A survey was conducted on a total of 54 students who were enrolled in the social sciences program. The results showed that students believed that motivation and self-regulated learning were important factors for a successful learning. For them, the language skill of reception is more important than production, which does not correspond with what it is stated in the national curriculum. First and second year students’ beliefs were similar in most of the cases, but not all of them.

Español como lengua extranjera : un estudio de métodos de enseñanza

This essay concerns methods of teaching, with the focus being mainly on methods of grammar, interaction, oral methods and the real context. The purpose of the study is to examine different methods used in the education of Spanish as a foreign language, as well as to show the effect of those methods. The investigation is based on the following questions: Which methods are used by teachers of Spanish as a foreign language? Which of these methods would be the most effective ones when it comes to learning? The methods of investigation used in the study are: search in related literature and interviews. The interviews are made with three teachers of Spanish as a foreign language in Sweden, and the analysis includes a comparison between the responses and the theories found in the literature. The result of the investigation shows that the effect of several of the methods depends on the students involved, their motivation and personalities. Another conclusion made is the fact that dialogues are regarded as effective and of good use in the teaching of a foreign language. Working in groups is moreover considered an excellent method according to the result of this study.

Tapping into Floor Staff: Using the knowledge of floor staff to conduct formative evaluations of exhibits in a Canadian science centre

Most science centres in Canada employ science-educated floor staff to motivate visitorsto have fun while enhancing the educational reach of the exhibits. Although bright andsensitive to visitors’ needs, floor staff are rarely consulted in the planning,implementation, and modification phases of an exhibit. Instead, many developmentteams rely on costly third-party evaluations or skip the front-end and formativeevaluations all together, leading to costly errors that could have been avoided. This studywill seek to reveal a correlation between floor staff’s perception of visitors’ interactionswith an exhibit and visitors’ actual experiences. If a correlation exists, a recommendationcould be made to encourage planning teams to include floor staff in the formative andsummative evaluations of an exhibit. This is especially relevant to science centres withlimited budgets and for whom a divide exists between floor staff and management.In this study, a formative evaluation of one exhibit was conducted, measuring both floorstaff’s perceptions of the visitor experience and visitors’ own perceptions of the exhibit.Floor staff were then trained on visitor evaluation methods. A week later, floor staff andvisitors were surveyed a second time on a different exhibit to determine whether anincrease in accuracy existed.The training session increased the specificity of the motivation and comprehensionresponses and the enthusiasm of the staff, but not their ability to predict observedbehaviours with respect to ergonomics, learning indicators, holding power, and successrates. The results revealed that although floor staff underestimated visitors’ success ratesat the exhibits, staff accurately predicted visitors’ behaviours with respect to holdingpower, ergonomics, learning indicators, motivation and comprehension, both before andafter the staff training.

Development of on-line courses focusing on quality

The purpose of this paper is to show by which means quality in on-line education is achieved at Dalarna University. As a leading provider of online university courses in northern Europe, both in terms of number of students conducting their studies entirely on-line compared to the whole student body, (approximately 70% on-line students all subjects included), Dalarna University has acquired de facto extensive practical experience in the field of information technologies related to distance education. It has been deemed essential, to ensure that the quality of teaching reflects the principles governing the assessment of learning so that on-line education is deemed as comparative to campus education, both from a legal and cognitive point-of-view. Dalarna University began on-line courses in 2002 and it soon became clear that the interaction between the teacher and the student should make its mark in all stages of the learning process in order to both maintain the learners' motivation and ensure the assimilation of knowledge. We will illustrate these aspects by giving examples of what has been done in the recent years in on-line teaching of languages. As this method of teaching is not limited to learning basic language skills, but also to the study of literature, social issues and the language system of the various cultures, our presentation will offer a broad range of areas where the principles of quality in education are provided on a daily basis.

The power of literature : A literature review on the incorporation of children’s literature in the lower-elementary English as a Second- Language classroom.

The use of children’s literature in the English as a Second language (ESL) classroom is a widely used teaching method. This study aims to find research relating to the incorporation of children’s literature in the lower elementary English as a secondlanguage classroom. The main questions are how children’s literature can be used in the classroom and what potential benefits it has. A systematic literature review was carried out and research from six studies was included. The included studies, analyzed in this thesis, involved children aged 6-9, who are learning a second language. The results reveal multiple benefits with the use of children’s literature in the lower elementary ESL classroom, such as vocabulary gains, improved speaking and listening skills, increased motivation and better pronunciation. The results also present a few suggestions on how to incorporate the literature in the classroom, where reading aloud to the students appears to be the most common practice. It also appears common to have post-reading sessions that include discussions about what has been read.

Användning av information och kommunikationsteknologi för att främja egenvård på distans för patienter med diabetes typ 2 En litteraturöversikt

Bakgrund: Diabetes Mellitus är kronisk sjukdom som är kopplat till lidande och förlust av livskvalitet. Egenvård är avgörande för att minska de negativa konsekvenserna. Mindre än hälften av alla diabetespatienter uppnår god egenvård. Anledningen är bland annat begränsad kunskap om diabetes och bristande egenvårdsföljsamhet. Införandet av Informations- och kommunikationsteknologi i diabetesvården påbörjades för att förbättra det kliniska resultatet och livskvaliteten för patienter med diabetes typ 2. Syfte: Att beskriva hur information och kommunikationsteknologi kan främja egenvård på distans för patienter med diabetes mellitus typ 2. Metod: Litteraturstudie, där artiklarna söktes i CINAHL, PubMed och Web of Science. Artiklarna som inkluderades var 15 artiklar med kvantitativ, kvalitativ samt mixed metod. Resultat: Resultatet visade att Information och kommunikationsteknologi såsom internet, dator och mobiltelefonbaserade egenvårdsprogram främjade egenvård hos patienter med diabetes typ 2 genom ökad kunskap, ökad medvetenhet, ökad motivation samt förbättrad livsstilsförändring i kost och motion. Slutsats: IKT som hjälpmedel kan underlätta dagliga utmaningarna för patienter med diabetes typ 2 eftersom den täcker kunskapsluckan och därtill ökar patienternas medvetenhet och motivation till egenvård.