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

  title={A Field Experiment on the Effects of Benchmarking and Goal Setting on Company Sales Performance},
  author={Leon Mann and Danny A. Samson and Douglas C. Dow},
  journal={Journal of Management},
  pages={73 - 96}
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… Expand
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