In order to respond proactively to the new emerging challenges, management requires up‐to‐date and accurate information on performance. Such performance measurement systems are still not common because there is not sufficient research focused on management implications of IT enabled...

Examines how sales managers can affect and improve salesforce performance. Describes the similarities and differences between high‐ and low‐performance salesforces and the ways in which sales management can create the opportunity for salespeople to perform well. Discusses research...

Purpose Product families offer companies economic advantages in the development and the production stage while satisfying a wide range of customer needs. This concept generates economies of scale and scope, which lead to a significant cost reduction. The realization of product families by...

Managing supply‐chain operations is critical to any company’s ability to compete effectively. Success in today’s markets depends on the ability to balance a stream of products and processes to stay competitive. Companies are constantly evaluating every area of operations to ensure that...

Purpose – The purpose of this study is to contribute to the knowledge base on how performance measurement drives improvements in healthcare practice. Design/methodology/approach – The study is based on a single in-depth case study. The critical incident technique (CIT) has been applied in...

Both practitioners and research scientists have noted a number of problems regarding measurement activities during the past decade. The problems reported suggest that measurement activities are fragmented both within and across organizations. Expands on a systems perspective on supply chain...

A study was conducted on a leading US‐based computer maker to examine its reverse logistics operations in the Asia‐Pacific region. This US company had set up a spare parts business unit in Singapore to take care of the Asia‐Pacific customers for its products, which were still under...

Any firm participating in external (or inter‐firm) benchmarking anticipates at least two benefits: useful statistics on how it performs relative to the other participating firms; and guidance in identifying promising performance improvement actions. Using data from a five‐year benchmarking...

Purpose – The purpose of this paper is to present a case study demonstrating the role of performance measurement systems (PMS) in driving strategic transformation. Design/methodology/approach – Using a case study approach this paper analyses how Babcock Marine, a service provider to the...

Purpose The purpose of this paper is to examine how a performance measurement system (PMS) can be designed for small- and medium-sized enterprises (SMEs) operating in a turbulent environment. The current models and frameworks for the design and implementation of a PMS are for large companies;...