| Автор | Mann, Leon |
| Автор | Samson, Danny |
| Автор | Dow, Douglas |
| Дата выпуска | 1998 |
| dc.description | The effectiveness of internal benchmarking and goal-setting is examined in a field experiment carried out in an electrical products distribution company. The experiment involves a pre-post experimental design in which 138 branches of the company are assigned randomly to one of four conditions: (a) benchmarking; (b) “small-wins” goal-setting; (c) “big-bang” goal-setting; and (d) control group. The dependent variable is percentage increase in sales performance over a four month period. The findings point to the effectiveness of benchmarking for achieving improved performance and suggest that comparison against partners and knowledge about “best practice” contributes, together with goal-setting and goal-evaluation, to the efficacy of benchmarking. |
| Издатель | Sage Publications |
| Название | A Field Experiment on the Effects of Benchmarking and Goal Setting on Company Sales Performance |
| Тип | Journal Article |
| DOI | 10.1177/014920639802400106 |
| Print ISSN | 0149-2063 |
| Журнал | Journal of Management |
| Том | 24 |
| Первая страница | 73 |
| Последняя страница | 96 |
| Аффилиация | Dow, Douglas, University of Melbourne |
| Выпуск | 1 |
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