Course content
Aim
The aim of the course is to strengthen the student’s competence to analyse and design performance management systems and processes useful for aligning, engaging, and developing the commercial organization’s workforce. By advancing the students’ knowledge of the roles of performance measurement, goal setting, feedback, evaluations, and compensation, new tools to improve coordination and motivation of the commercial organization are provided.
Course content
The course outlines a framework for analysing and developing performance management systems and processes in a cross-disciplinary perspective. The course departs from organizational economics (e.g. agency and transaction costs economics) but adds psychological and sociological theory in order to better understand and improve performance information system and process design for informing, incentivizing, conditioning, and documenting key customer and commercial processes in the firm.
Key topics addressed at the course are:
- The purposes of performance information in organizations and the value-creating effects.
- Key design choices related to performance evaluation in organizations (choice of performance measures as well as performance target setting).
- Fundamentals around financial incentive provision in organizations (incl. bonuses, sales provision, promotion opportunities etc.).
- Goal setting and feedback process design.
- Intrinsic and extrinsic motivation.
- Performance culture.
- Control versus trust.
See course description in course catalogue