Effects of Team Building and Goal Setting on Productivity: A Field Experiment

1986 ◽  
Vol 29 (2) ◽  
pp. 305-328 ◽  
Author(s):  
Paul F. Buller ◽  
Cecil H. Bell
Keyword(s):  
Field Experiment ◽  
Goal Setting ◽  
Team Building

A Field Experiment on the Effects of Benchmarking and Goal Setting on Company Sales Performance

1998 ◽  
Vol 24 (1) ◽  
pp. 73-96 ◽  
Author(s):  
Leon Mann ◽  
Danny Samson ◽  
Douglas Dow
Keyword(s):  
Field Experiment ◽  
Goal Setting ◽  
Best Practice ◽  
Sales Performance ◽  
Big Bang ◽  
Control Group ◽  
Percentage Increase ◽  
Distribution Company ◽  
Improved Performance ◽  
Internal Benchmarking

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.

Sign in / Sign up

Export Citation Format

Share Document