SPECIFIC CHARACTERISTICS OF ORGANIZATIONAL CULTURE IN COMMERCIAL REPRESENTATION ON CROATIAN MARKET

U radu se ispituju specifi čnosti organizacijske kulture komercijalnih zastupnika u djelatnosti komercijalnog zastupanja prehrambenih proizvoda i robe široke potrošnje na hrvatskom tržištu. Organizacijska kultura poduzeća mora biti usklađena sa zahtjevima djelatnosti komercijalnog zastupanja da bi se njome moglo koristiti kao instrumentom poticanja uspješnosti komercijalnih zastupnika. Svrha je istraživanja analizirati, ali i produbiti spoznaje o organizacijskoj kulturi u poslovima komercijalnog zastupanja u gospodarskom i kulturnom kontekstu u Republici Hrvatskoj, da bi navedeno istraživanje dalo smjernice pri kreiranju i unapređivanju organizacijske kulture u poduzećima s djelatnošću komercijalnog zastupanja. Anketa je provedena, u vremenu od 01.06.2001. do 31.12.2001., na 200 komercijalnih zastupnika, najznačajnijih proizvođačkih ili zastupničkih poduzeća u Republici Hrvatskoj, koji rade na području Primorskogoranske, Istarske i Ličko-senjske županije. Rezultati istraživanja pokazali su da komercijalni zastupnici djeluju kao individualci u radu, da su orijentirani prema svojoj osnovnoj radnoj funkciji - prodaji robe zbog ostvarivanja što je moguće veće vlastite plaće i skloni su precjenjivati vlastiti doprinos poslovnom rezultatu poduzeća. Komercijalni zastupnici izražavaju pripadnost poduzeću, često posjećuju kupce i provode veliki dio vremena s kupcima, jer smatraju da to utječe na radni rezultat. Oni posvećuju mnogo pažnje vlastitom osobnom imidžu i to kako u izgledu, tako i u stručnosti. Imaju sklonost prema obrazovanju i usavršavanju svojih radnih vještina, a istovremeno ne vole da ih nadziru i kontroliraju.In this study we investigate specifi c organisational culture of commercial agents in the activity of commercial representation of the foods and consumer goods on the Croatian market. Organisational culture in the company should be harmonised, coordinated with requests of activities in the commercial representation, with a purpose of using it as an instrument for stimulation efficiency of commercial agents. The aim of the study is to analyze and intensify perception of organisational culture in the activity of commercial representation in economical and cultural context in the Republic of Croatia. This study may give lines of direction and improvement of organisational culture in companies with the activity of commercial representation. The survey was carried out from June 1st, 2001 to December 31, 2001, in 200 commercial agents of most important producers and representative companies in the Republic of Croatia, situated in county of Primorje-Gorski kotar, county of Istria, county of Lika-Senj. The results indicate that commercial agents are individual persons in their work, oriented to their primary work function, selling goods with a purpose of realisation as much as possible high salary, because they show tendency to overestimate their contribution to business results of company. The commercial agents express belonging to company, very often visit customers, and implement great part of time with customers because they think that behaviour has great infl uence on working results. They pay much attention to personal image, appearance, and show tendency to education and improving their skills, but in the same time they don’t like to be supervised and controlled

Löhne, Organisationskultur und Managerstil zum Zwecke eines erfolgreichen Managements der Verkaufskräfte

Poduzeće ima za cilj prodati što veću količinu svojih proizvoda na tržištu. Za to je potrebna prodajna sila. Za uspješno upravljanje prodajnom silom potrebno je utvrditi motivacijsku osnovu zbog koje je prodajna sila spremna obavljati poslove utvrđene tehnologijom organizacije prodaje. Provedena je metodom anketiranja na 200 zaposlenika prodajne sile u proizvođačkim i zastupničkim poduzećima, u djelatnosti prehrane i robe široke potrošnje na području Republike Hrvatske. Anketa je provedena od 1. lipnja 2001. godine do 31. prosinca 2001. godine te se došlo do sljedećih zaključaka: Motivacija prodajne sile osnovni je pokretač djelovanja prodajne sile i najvažniji činitelj uspješnosti poslovanja poduzeća. Zaposlenici prodajne sile prilagođuju svoje radno ponašanje načinima ponašanja i rezultatima koji se bolje plaćaju. Oni promatraju plaću kao osnovnu i najvažniju komponentu motivacijske kompenzacije. Plaća prodajne sile nije dovoljna komponenta motivacijske kompenzacije za postizanje uspješna i kvalitetna rada. Zbog toga menadžment poduzeća uvodi u motivacijski sustav komponente motivacijske kompenzacije, koje se prema većinskom utjecaju vezuju za organizacijsku kulturu i menadžerski stil. Sustav motivacijske kompenzacije služi kao poduzetnička tehnologija u upravljanju prodajnom silom poduzeća.The aim of the company is to sell the highest rate of the products on the market. The sales force has a principal role in this process. Relevant characteristics and factors of motivate compensation that influence sales force motivation in performing their organizational function in the company are studied in the paper. To achieve successful sales force management, it is necessary to determine the motivational basis due to which the sales force is prepared to perform the jobs determined by the sales organization technology. The survey was carried out from June 1st, 2001 to December 31st, 2001, including 200 sales force employees of important producers and representative companies, in the field of sales and consumer goods, in the Republic of Croatia. Sales force motivation is the main originator of sales force performance and an important factor of successful company business. Research results have shown that sales force employees regard the salary as the basic and most important component of motivate compensation. However, the salary of the sales force is not a sufficient component for successful quality work. Because of the above mentioned, the company management is introducing components of motivate compensation in the motivation system, which relate to the organizational culture and management style according to the majority influence. As a result of the research, a motivate compensation model with three component groups clustered around salary, organizational culture and management style has been set up. The purpose of motivate compensation is to serve as an entrepreneurial technology in the company\u27s sales force management.Ein Unternehmen hat das Ziel, eine größtmögliche Menge seiner Erzeugnisse auf dem Markt zu verkaufen, was über die Verkaufskräfte getätigt wird. Um in diesem Bereich für ein erfolgreiches Management zu sorgen, muss eine Motivationsgrundlage ermittelt werden, die die Einsatzbereitschaft des Verkaufspersonals gewährleistet. Zu diesem Zweck wurde zwischen dem 1.6. und dem 31.12.2001 eine Umfrage durchgeführt, an der 200 Verkaufskräfte teilnahmen, die in Produktions- sowie Vertreterfirmen des Bereichs der Lebensmittel- und Verbrauchsgüterherstellung auf dem Gebiet der Republik Kroatien eingestellt sind. Die Umfrage ergab, dass die Motivation der wichtigste Auslöser für den Einsatz der Verkaufskräfte und ein wesentlicher Faktor für den Geschäftserfolg eines Unternehmens ist. Die Verkaufskräfte passen ihr Arbeitsverhalten besser bezahlten Verkaufsstrategien und -ergebnissen an. Nach Meinung der Verkaufskräfte stellen die Löhne die Grund- und Hauptkomponente einer motivierenden Leistungskompensierung dar. Jedoch sind die Löhne von Verkaufskräften als Komponente einer motivierenden Leistungskompensierung nicht ausreichend, um andererseits auch eine gute und durchschlagende Arbeitsqualität zu sichern. Daher führen Unternehmensmanagements in ihre Kompensierungssysteme Komponenten ein, die hinsichtlich ihrer Hauptauswirkungen mit der Schaffung einer neuen Organisationskultur und der Durchsetzung des "Managerstils" verbunden sind. Das System der Motivationskompensierung hat die Rolle einer Unternehmenstechnologie im Management der Verkaufskräfte

CONTRIBUTION OF DR. IVAN MAJNARIC 0882-1953) TO THE ERADICATION OF MALARIA AND DEVELOPMENT OF HEALTH TOURISM ON THE ISLAND OF KRK

In the present paper, a short description is offered of the professional activities of Dr. Ivan Majnari6 (1882-I953) from the island of Krk. In the first half of the 20th century, Dr. Majnari6 was engaged in the eradication of malaria, collaborating with Dr. Trausmiler, the author of the book entitled "Malaria on the island of Krk" (1927). About the mid of the 20th century, Dr. Majnari6 distinguished himself as a promoter of health tourism and the founder of the Society for the Embellishment of Malinska (Krk). After the 4WII, Dr. Majnarić was active in Zagreb and Crikvenica as a hospital director

THE SOBOL BROTHERS IVAN AND MATE – PHYSICIANS; PUBLIC FIGURES AND ANTIFASCISTS

This review is in memory of brothers Ivan and Mate Sobol; who were the role models as fine physicians; public figures and antifascists. Doctor Ivan Sobol (1885-1941) graduated from the Medical School in Prague and changed several Croatian towns before he settled in Crikvenica in 1912; where he worked until his death. The townsfolk remembered him by skilful practice; then by his activity in promoting health tourism in Crikvenica and especially in promoting collaboration and friendship with other nations, Czechs and Slovaks in particular. When WW2 broke out; Ivan Sobol worked under cover for the antifascist movement, but was betrayed and shot by Italian fascists with a group of hostages. Like his elder brother, doctor Mate Sobol (1904-1943) graduated in Prague and practiced medicine in his own office and then as a navy physician in Selce. After Italian occupation and the execution of his brother in 1941, he joined the partisan movement. He mostly practiced in a partisan hospital in DreŽnica. During an enemy offensive in 1943, he had to hide with his sick and wounded patients and suffer extreme conditions. He died of typhus the same year. In memory of the Sobol brothers Rijeka General Hospital bore their name for a number of years

CONTRIBUTION OF DR. IVAN MAJNARIC 0882-1953) TO THE ERADICATION OF MALARIA AND DEVELOPMENT OF HEALTH TOURISM ON THE ISLAND OF KRK

In the present paper, a short description is offered of the professional activities of Dr. Ivan Majnari6 (1882-I953) from the island of Krk. In the first half of the 20th century, Dr. Majnari6 was engaged in the eradication of malaria, collaborating with Dr. Trausmiler, the author of the book entitled "Malaria on the island of Krk" (1927). About the mid of the 20th century, Dr. Majnari6 distinguished himself as a promoter of health tourism and the founder of the Society for the Embellishment of Malinska (Krk). After the 4WII, Dr. Majnarić was active in Zagreb and Crikvenica as a hospital director

THE SOBOL BROTHERS IVAN AND MATE – PHYSICIANS; PUBLIC FIGURES AND ANTIFASCISTS

This review is in memory of brothers Ivan and Mate Sobol; who were the role models as fine physicians; public figures and antifascists. Doctor Ivan Sobol (1885-1941) graduated from the Medical School in Prague and changed several Croatian towns before he settled in Crikvenica in 1912; where he worked until his death. The townsfolk remembered him by skilful practice; then by his activity in promoting health tourism in Crikvenica and especially in promoting collaboration and friendship with other nations, Czechs and Slovaks in particular. When WW2 broke out; Ivan Sobol worked under cover for the antifascist movement, but was betrayed and shot by Italian fascists with a group of hostages. Like his elder brother, doctor Mate Sobol (1904-1943) graduated in Prague and practiced medicine in his own office and then as a navy physician in Selce. After Italian occupation and the execution of his brother in 1941, he joined the partisan movement. He mostly practiced in a partisan hospital in DreŽnica. During an enemy offensive in 1943, he had to hide with his sick and wounded patients and suffer extreme conditions. He died of typhus the same year. In memory of the Sobol brothers Rijeka General Hospital bore their name for a number of years

CONTRIBUTION OF DR. IVAN MAJNARIC 0882-1953) TO THE ERADICATION OF MALARIA AND DEVELOPMENT OF HEALTH TOURISM ON THE ISLAND OF KRK

In the present paper, a short description is offered of the professional activities of Dr. Ivan Majnari6 (1882-I953) from the island of Krk. In the first half of the 20th century, Dr. Majnari6 was engaged in the eradication of malaria, collaborating with Dr. Trausmiler, the author of the book entitled "Malaria on the island of Krk" (1927). About the mid of the 20th century, Dr. Majnari6 distinguished himself as a promoter of health tourism and the founder of the Society for the Embellishment of Malinska (Krk). After the 4WII, Dr. Majnarić was active in Zagreb and Crikvenica as a hospital director

Continuous monitoring of out-of-hospital cardiac arrest in municipality Sombor - EuReCa_Srbija

Aims: Epidemiological follow up of out-of-hospital cardiac arrest (OHCA) in Municipality Sombor in period of 1st of January 2016 until 1st of June 2017. With focus on OHCA quality management. METODOLOGIJA: The project EuReCa is a part of a metacentric, observational, prospective study of an observational trail of the European Resuscitation Council registered Clinical Trial NCT02236819 and approved by the US healthcare authorities. The EuReCa_Srbija project is conducted by the Serbian Resuscitation Council, based on collaboration with the European Resuscitation Council with support of the Section of Emergency Medicine - Serbian Physicians Society. The data's from the Serbian cardiac arrest registry has been collected and analyzed via www.eureca.rs application. Results: Emergency medical service (EMS) in Sombor covers 85.900 citizens. In observed period 119 (138,5/100.000) OHCA's were registered. Cardiopulmonary resuscitation (CPR) was applied 94 (109,4/100.000) cases. Gender distribution shows that 58 OHCA occurred in male and 36 in female population. The most common etiological cause of OHCA had cardiac background in 61 (71/100.000) patinets. Home is the most common place where OHCA occurred in 69 cases with incidence 80,3/100.000). Witness was present 61 OHCA (71/100.000), and lay-person CPR was performed in 19 (22/100.000) patients until the arrival of the EMS. TeleCPR by the dispatcher was registered in 14 (16,2/100.000) cases. The initial shockable rhythm (pulseless ventricular tachycardia pVT /ventricular fibrillation VF) was observed in 30 (34,9/100.000) patients, and nonshockable rhythm (asistoly/ PEA) in 64 (74,5/100.000). Automated external defibrillator (AED) was never used. Return of spontaneous circulation (ROSC) was achieved in 51 (59,3/100.000) cases. At circadian ROSC distributionROSC was most commonly achieved in period between 6-14 hours. Hospital OHCA discharge survival was 6 (6,9/100.000), and the 30-days survival rate is 4 (4,6/100.000). Conclusion: By observing the epidemiological parameters of the OHCA, quality management related points were highlighted. The analyzed data's points to the fact that there is a higher incidence of almost all parameters included in the study protocol compared to previous period. Further observation and analysis will contribute to overall deeper insight of each observed segment that contributed to better and improved outcome with aim to continue the trend of positivity