Kunskapsutbyte på Länsförsäkringar Bergslagen - En effekt av belöningssystem?

Kunskapsutbyte

på

L

änsförsäkringar

B

ergslagen:

En effekt av

Belöningssystem?

Sofia Bergalm och Ingrid Dalme

Magisteruppsats höstterminen 2010

Företagsekonomiska institutionen, Uppsala universitet Handledare: Karin Brunsson

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!

FÖRORD: Denna magisteruppsats skrivs vid Uppsala universitet under hösten 2010. Vi vill tacka Länsförsäkringar Bergslagen för den generositet man visat vid intervjutillfällena och delgivandet av information om organisationen samt deras egna reflektioner. Ett speciellt tack riktas till Mikael Sundquist, Ann Lidén-Pettersson, Helene Hemlin, Ann-Christin Palmér samt säljgruppen på privata sakförsäkringar. Vi vill slutligen tacka vår handledare Karin Brunsson för hennes flexibilitet och konstruktiva feedback samt våra opponenter som vid slutseminariet gav oss givande synpunkter.

Tack för Er hjälp!

--- ---

Sofia Bergalm Ingrid Dalme

! _{2 #} !

”All the value of this company is in its people. If you burnt down all of our plants and we just kept our people and information files, we would soon be as strong as ever. Take away our people and we might never recover”

Tom Watson Jr, former president of IBM (Mayo 1998) ! ! !!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!! ! ! ! ! !

I. Belöningssystems effekt på

Kunskapsutbyte -

empiriska undersökningar efterfrågas

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II. Uppsatsens fortsatta struktur

#

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III. Val av metod och hur undersökningen

utförs

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! _{18 #} !

?.4699!'(!F%;;%-:%##%-')!#%7)&&!D$)(!4#@.-@*+4-3#)(-%!:D(!4++*%#*)-!!

KUNSKAP OCH KUNSKAPSUTBYTE

Definition: Kunskap: Den relevanta information, de idéer _{och den expertkunskap hos individer, team,}

arbetsenheter och organisationen i sin helhet som används för att utföra arbetsuppgifter.

Kunskapsutbyte: Individer delar med sig av de

idéer och den expertkunskap som är relevant för

organisationen. Det är ett givande och tagande av kunskap, där medarbetare pratar med varandra för att kunna utföra sina uppgifter bättre och för att bli mer effektiva.

YTTRE OCH INRE MOTIVATION

Definition: Yttre motivation: En individ gör något som leder till ett avgränsat resultat och förväntar sig ett visst utfall till följd av en medveten handling.

Inre motivation: Uppstår från ett egenintresse,

vilket påverkas av att en individ känner glädje vid utförandet av en uppgift, att det som görs känns meningsfullt och ger energi.

Drivs av:

Omgivningen genom:

• Incitament

• Konsekvenser av sitt beteende

• Belöningar – monetära, icke-monetära

och psykologiska

Människans naturliga behov av att:

• Handla självständigt

• Höja sin kompetens

• Uppleva samhörighet med andra

KUNSKAPSUTBYTE OCH MOTIVATION Belöningssystems effekt (yttre motivationsfaktor) på kunskapsutbyte

Hur? Skapa belöningssystem som får individer att utbyta kunskap, dvs. belöna dem som utbyter kunskap. Dessa belöningar kan vara monetära, icke-monetära eller psykologiska.

Resultat: Belöningssystem som bygger på kunskapsutbyte kan resultera i att individer väljer att samarbeta med varandra för att erhålla ytterligare kunskap.

Utformning: Anses fungera bäst om de är utformade på grupp- eller organisationsnivå eftersom det kan förstärka de kollektiva målen och skapa ett förtroende mellan individerna och en ökad gemenskap. Detta kan i sin tur leda till att individerna blir mer benägna att utbyta sin kunskap med andra.

V. K

unskapsutbyte och Belöningssystem på

Lf – Iakttagelser och diskussion!

!

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Den relevanta information, de idéer och den expertkunskap hos individer, team, arbetsenheter och organisationen i sin helhet, som används för att utföra arbetsuppgifter.

Kunskap för säljarna på LF består av tre delar: 1. Produktkunskap 2. Kundhanteringskunskap 3. Säljkunskap Kunskapsutbyte !!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!?60&63#,-!F#,-%,,#0+!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!B" Definition:

Kunskapsutbyte innebär att individer delar med sig av de idéer och den expertkunskap som är relevant för organisationen. Det är ett givande och tagande av kunskap.

Givandet och tagandet av kunskap mellan individerna i säljgruppen. För att detta ska vara möjligt krävs lyhördhet.

Varför individer utbyter kunskap:

Individer utbyter kunskap med varandra för att kunna utföra uppgifter bättre och för att bli mer effektiva.

Säljarna utbyter kunskap för att det är roligt, de mår bra av att kunna hjälpa andra och det ger en inre tillfredsställelse.

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