The Art and Science of Target Setting Harvard Case Solution & Analysis

The recent economic crisis and the collapse of many financial institutions stand as living proof of the danger of over-ambitious goals combined with fat bonuses. Goal, at best, can motivate people to succeed, at worst, they cause employees to participate in the dysfunctional behavior, leading to bad results, as those recently witnessed. How can companies get it right? The authors examined the target-setting practices involving sales managers, executives and specialists in the development of business in the UK for two years. Their research appears a long list of failures: unrealistic goals, too much emphasis on finance, lack of coordination, poor communication, all adding up to frustration and low productivity. Based on these findings, the authors identify key moderators that affect people's behavior and state of favorable results, when it comes to the goals, motivation, and performance measures. Then they offer a 10-step process to improve the whole way in which targets are set. It will take some work, they say, but if well designed, purpose can resume their original objective. Drive superior performance "Hide
by Monica Franco-Santos, Javier Marcos, Mike Bourne Source: IESE-Insight Magazine 8 pages. Publication Date: December 15, 2010. Prod. #: IIR040-PDF-ENG

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