Literature review revealed that sales manager's transformational leadership positively impacts the job satisfaction of sales people, while job satisfaction has significant influence on the sales peoples' work behaviors. The purpose of this research was to examine the relationship between...

In the concept of Balanced Scorecard, internal process is included as one of the scorecards to be balanced by organizations. Such internal processes are classified into 2 (two) sub-sections; production process and business process. However, most organizations may have paid substantial attention...

To align employees’ interests with the firm’s goals, employers often use performance-based pay, but designing such a compensation plan is challenging because performance is typically multifaceted. For example, a sales employee should be incentivized to sell the company’s product, but a...

It is often claimed that (i) managers work too hard on operational issues and do not spend enough effort on strategic activities and (ii) something can be done about this by introducing nonfinancial performance measures as for instance with a balanced scorecard. We give an explanation for both...

In dieser Arbeit wird ein Regressionsmodell vorgestellt, das den Einfluss der Balanced-Scorecard-Werteparameter auf den Unternehmenswert schätzt. Dadurch wird es möglich, die Bedeutung der unterschiedlichen Wertstellhebel für den wirtschaftlichen Erfolg des Unternehmens exakt zu...