The use of dashboards in performance management : evidence from sales managers

  title={The use of dashboards in performance management : evidence from sales managers},
  author={Oana Velcu and Ogan Yigitbasioglu},
The purpose of this paper is to identify and empirically examine the key features, purposes, uses, and benefits of performance dashboards. We find that only about a quarter of the sales managers surveyed1 in Finland used a dashboard, which was lower than previously reported. Dashboards were used for four distinct purposes: (i) monitoring, (ii) problem solving, (iii) rationalizing, and (iv) communication and consistency. There was a high correlation between the different uses of dashboards and… 

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