Specifičnosti nagrađivanja zaposlenika u prodaji

master's thesis

• Title (english): Specifics of rewarding employees in sales
• Author: Anja Trslić
• Mentor: Ivana Načinović Braje (mentor)
• Committee member: Lovorka Galetić (predsjednik povjerenstva)
• Committee member: Mirko Palić (član povjerenstva)
• Granter: University of Zagreb; Faculty of Economics and Business; Zagreb
• Defense date and country: 2015-09-22, Croatia
• Scientific / art field, discipline and subdiscipline: SOCIAL SCIENCES; Economics; Organization and Management

Abstract

U ovom diplomskom radu istraživao se odnos između nagrađivanja zaposlenika u prodaji i
njihove motivacije na primjeru promatranog Društva. Nakon teoretskog objašnjenja poslovne
funkcije prodaje, sustava nagrađivanja i iz tog proizašle motivacije, provodilo se istraživanje
utjecaja i odnosa među njima. Podaci potrebni za istraživanje prikupljeni su temeljem internih
dokumenata poduzeća, javno dostupnih dokumenata poduzeća, Internet stranice, i razgovora s
pojedinim zaposlenicima.
Istraživanjem je utvrđeno kako Društvo ima dobro razvijenu prodajnu funkciju i sustav
nagrađivanja zaposlenika, te kako je svjesno činjenice da zadovoljan zaposlenik direktno utječe
na uspješnost poduzeća. Riječ o osiguravajućem društvu koje se nalazi na području manjeg broja
stanovnika, a velike konkurencije pa se svi napori ulažu kako bi opstalo i zadržalo svoju poziciju
odmah ispod najvećih društava. Istraživanjem je utvrđeno kako postoji sklad između sustava
nagrađivanja i motivacije zaposlenika. Analizom je utvrđeno kako zaposlenici teže materijalnom
nagrađivanju, a Društvo djeluje u tom smjeru i time direktno utječe na njihovu motiviranost.

Abstract (english)

The relationship between a sales personell motivation and a reward system in a selected
Company has been researched in this work. After theoretical explanation of the sales business
function, reward system and motivation, the research that compares relations between these has
been carried out. The data and the information required for the research are collected from public
documents of the company, internet pages, the internal documents of the company and the
interviews with the company’s employees.
The study revealed that the Company has well developed sales function and the reward system
for employees. It is “aware’ of the fact that happy and satisfied employees make company more
successful. Since the Company mentioned in this paper is an insurance company located in an
area with a smaller population but with a lot of competition, a great amount of effort is invested
in keeping up with competitors. The result of the poll that was given to employees of the
Company proves that employees prefer financial reward. Thus the Company works that way and
influence directly to an employee’s motivation.

• Keywords: poslovna funkcja prodaje; sustav nagrađivanja; motivacija zaposlenika; povezanost sustava nagrađivanja i motivacije zaposlenika
• Keywords (english): sales function; reward system; salesman motivation; the relationship between a salesman motivation and reward system
• Language: croatian
• URN:NBN: urn:nbn:hr:148:253251
• Study programme: Title: Business Economics; Study programme type: university; Study level: graduate; Academic / professional title: magistar/magistra ekonomije (magistar/magistra ekonomije)
• Type of resource: Text
• File origin: Born digital
• Access conditions: Access restricted to students and staff of home institution
• Created on: 2016-09-30 08:34:47