Effects of Implementing a Competency-Based Performance Management System on Measures of Sales Performance

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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 Management System (N=64). Correlations with performance were obtained for each competency dimension to determine if any factors were highly correlated with performance and if state-factors were more positively correlated with performance than trait-factors (N=66). ... continued below

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Lynch, Ronald May 2000.

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  • Lynch, Ronald

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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 Management System (N=64). Correlations with performance were obtained for each competency dimension to determine if any factors were highly correlated with performance and if state-factors were more positively correlated with performance than trait-factors (N=66). The study found no significant relationship between implementation of a Competency-based Performance Management System and sales performance. Also state-factors were not more positively correlated with sales performance than trait-factors.

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  • May 2000

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  • Sept. 24, 2007, 11:53 p.m.

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  • April 26, 2016, 5:27 p.m.

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Lynch, Ronald. Effects of Implementing a Competency-Based Performance Management System on Measures of Sales Performance, thesis, May 2000; Denton, Texas. (https://digital.library.unt.edu/ark:/67531/metadc2463/: accessed April 22, 2019), University of North Texas Libraries, Digital Library, https://digital.library.unt.edu; .