On the Relationship between Performance Evaluation and ICT in Sales Departments

DOI Web Site

Bibliographic Information

Other Title
  • 営業部門における業績評価とICTの関係について
  • エイギョウ ブモン ニ オケル ギョウセキ ヒョウカ ト ICT ノ カンケイ ニ ツイテ

Search this article

Abstract

<p>This paper investigates the relationship between performance evaluation and Information and Communication Technology (ICT) via a survey of Japanese listed manufacturing companies, with the exception of pharmaceutical companies. Using regression analysis, we demonstrate that higher use of ICT increases the use of gross profit and customer satisfaction measures in performance evaluation. This result is confirmed in the case of both short-term purposes of bonus payments and longer-term purposes such as promotions and pay raises. The results suggest that, by and large, the intensive use of ICT enables management to obtain and use more detailed performance measures, other things being equal.</p>

Journal

Keywords

Details 詳細情報について

Report a problem

Back to top