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| Author: | Mann, L. Samson, D. Dow, D. |
| Title: | A field experiment on the effects of benchmarking and goal setting on company sales performance |
| Journal: | Journal of Management
1998 : VOL. 24:1, p. 73-96 |
| Index terms: | BENCHMARKING GOAL SETTING SALES |
| Language: | eng |
| Abstract: | 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: benchmarking; "small-wins" goal-setting; "big-bang" goal-setting; and control group. The dependent variable is percentage increase in sales performance over a four month period. |
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