search query: @author Katz, S. J. / total: 1
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| Author: | Pryor, L. S. Katz, S. J. |
| Title: | How benchmarking goes wrong and how to do it right. (Erfolgskontrolle, Sales Management) |
| Journal: | Planning Review
1993 : JAN-FEB, VOL. 21:1, p. 6-11,53 |
| Index terms: | |
| Freeterms: | KONKURRENZFORSCHUNG, BETRIEBSVERGLEICH |
| Language: | eng |
| Abstract: | Benchmarking deserves credit for inspiring some legendary corporate turnarounds. In many other cases, however, managers are finding that benchmarking yields intriguing observations, but does not significantly benefit the bottom line. In this case study of an industrial firm with high margins but slow growth, sales effectiveness was chosen to be the initial benchmarking project because even a small improvement could boost profits. |
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