Improving sales performance in a family-owned business

Article Abstract:

Feedback and goal-setting may be one approach to increasing productivity in small, family-owned businesses. Theory and previous research relating the difficulty and accuracy of goals to performance level were used to develop a conceptual framework and research hypotheses. A sample of retail sales employees in a small chain of family owned shoe stores was used to study the relationship between daily versus weekly performance feedback and the difficulty and accuracy of self-set goals. Individual sales performance feedback was posted several times a day in one group of stores, while in a second group performance information was posted only once per week. Increased frequency of feedback resulted in more difficult and accurate goals being set by individual sales personnel. Difficulty and accuracy of self-set goals, as well as a relatively high store sales volume, were found to be good predictors of increased individual sales performance. A greater number of nonsales duties and low store sales volume were inversely related to performance. (Reprinted by permission of the publisher.)

Management, Labor productivity

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The role of intentions in work motivation: implications for goal-setting theory and research

Article Abstract:

The concepts of goal and intention have not been adequately differentiated in the work motivation and goal-setting literatures. As discussed in theories of intentional behavior (Ajzen, 1985; Fishbein & Ajzen, 1975; Kuhl, 1985; Ryan, 1970), intention is a cognitive representation of both means and end, and, thus, is a broader concept than goal. It is argued here that an examination of the nature and role of intentions in the motivational process helps clarify several issues in the work motivation literature, including the process by which assigned goals influence behavior. (Reprinted by permission of the publisher.)

Models, Employee motivation, Intention, Intention (Psychology), Business literature

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The importance of integrated goal setting: the application of cost-of-capital concepts to private firms

Article Abstract:

The integrated goal setting and the financial return calculation of family owned private firms are analyzed. The relationship between short-term and long-term returns and their effect on the business enterprises are also studied.

Financial management, Finance, Family-owned business enterprises, Company financing, Returns (Retail trade)

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