Effects of Implementing a Competency-Based Performance Management System on Measures of Sales Performance
Description:
Use of competency models has exploded in recent years. Unfortunately, the empirical research to validate such systems is scarce. This study explores the relationship between Competency-based Performance Management Systems and sales performance to determine whether the use of these systems increases performance. Performance data from sales representatives in a medical products company were examined to determine changes in performance following the introduction of the Competency-based Performance…
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Date:
May 2000
Creator:
Lynch, Ronald
Partner:
UNT Libraries