FöRFATTARE
Zeidlitz, Mikael

DATUM
2004-11-02

INSTITUTION
Industriell ekonomi och samhällsvetenskap / Ekonomistyrning

SAMMANFATTNING
As globalization spreads throughout the world, new markets are becoming increasingly important. This is especially true for companies in countries that are highly dependent on exports. For this reason, Russia is an increasingly important market for Swedish companies. Knowledge about how reward systems are used is important to be successful in new markets. This thesis looks at the kinds of experiences Swedish organizations, already present in Russia, have of rewards there. The purpose is to explore if rewards are used and, if so, what kinds of rewards that are common. The use of rewards is analyzed from current theories about reward systems, as well as theories about cultural differences between countries. The results and analysis show that rewards are used in Russia, to some extent. The rewards that are used are mostly of short-term character and a large part of the pay for sales personnel is based on commission. Symbols of status are also important and can be a good reward.

ISSN 1402-1773 / ISRN LTU-CUPP--04/101--SE / NR 2004:101