Vnímání odměňovacího systému ambulantními prodejci v Crocodille ČR

This master thesis focuses on reward system and its influence on inner-motivation. Attention is put on modern trends regarding inner-motivation of the salesforce. This theme was researched through qualitative semi-structured interviews from a sample of seven ambulatory salespersons and their three direct superiors in the distinct environment of the company Crocodile CR. This sample and environment enable the exploration of this topic from a specific point of view that helps broaden current insight into salespeople motivation. The literal transcriptions are coded in a MAXQDA program and are evaluated within these five summary topics: independence, managerial support, control, team rewarding and financial motivation. By combining the results of these themes with the literature review ten hypotheses are created, which primarily extend the theme of inner-motivation and outline possible future research. The results of the work also show that the company Crocodille, within the motivation of its ambulatory salespersons, finds itself in a special state of confusion that cannot be sustainable in the long term.