Result Oriented Management[业绩导向管理]



基于事先签署的清楚无误的、可以衡量的合约,将绩效结果最大化。 Jan Schouten和Wim van Beers的Result Oriented Management[业绩导向管理]。 (‘66)



什么是业绩导向管理? 释义

业绩导向管理,是由Jan Schouten和Wim van Beers共同提出的一种现代管理方式,此二人都是荷兰裔的管理专家。

业绩导向管理目的在于, 通过事先签署的清楚无误的、可以衡量的合约将绩效结果最大化。  业绩导向管理作为一种管理风格,认为员工将会具有更大的工作热情,产生更大的工作愉悦,如果能够做到以下几点的话:

  • 员工清楚地知道对他们的期待和要求是什么;

  • 员工被融入到制定形成这些期待目标的过程中;

  • 员工被允许自我管理,决定如何实现这些期望目标;

  • 员工能够获得关于他们绩效表现的反馈意见。

根据业绩导向管理,管理人员设定业绩目标、决定优先事项, 并提供和配置时间、金钱和设备条件等资源。 员工则提供他的时间、知识和能力,并告知达到预期结果需要什么样的工作条件。 如此,完成工作任务、实现预期目标则完全成了他个人的职责。


业绩导向管理是与业绩导向协议(Result Oriented Agreements)相辅相成的管理系统。 系统内的各个部分,都清楚自己的目标任务,并就任务结果保持沟通交流, 要确保树立SMART目标,即 明确的(Specific)、可衡量的(Measurable)、可得到的(Attainable)、相关的(Relevant)、可追溯的(Traceable)。SMART协议框架内,员工有充分的自由去决定如何实现具体的目标任务。

业绩导向管理法的步骤 流程

业绩导向管理法帮助将企业目标阐释为更为具体的战略事业单元的目标和员工个人目标。 这一流程通常通过自上而下法(TOP DOWN)来实现,具体包括以下几个步骤:

  • 设定目标: 长期的企业级目标;

  • 将企业目标分解为战略事业单元目标和个人目标;

  • 针对目标设定结果导向协议,构建SMART协议框架;

  • 贯彻实施,自我激励、自我管理,并进行管理汇报;

  • 周期性评估,流程控制与调整。

业绩导向管理 小组

小组 (4名成员)



  Results Oriented Management and Ethics
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  The Role of Incentives in Results Oriented Management
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"Show me the incentives".
What role are incentives playing ...
  What is End to End Accountability?
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I realize that ...

最佳实践 - 业绩导向管理
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  To Achive Something, 85% = Attitude and 15% = Skills
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  Result Oriented Management versus Management by Objectives
Sounds very much like management by objectives (MBO). What are the differences?...
  Responsibility for Poor Results?
In what circumstances should it be considered the upper management responsibilities when the (sales) figures are down?...


  Benefit of Result Oriented Management
I need to find the benefits of result oriented management... Who can help me? Thanks....
  Why Result Oriented Mgt?
The involvement of workers in making decisions regarding creating value by any firm can be a good source of competitive advantage. Workers are the be...
  Control as a Tool for Implementation of Result Oriented Management
Trough control the management is able to measure the performance against the set standard, to appraise and coordinate the various systems [units], to ...
  Results Oriented Delegation
An important part of results management involves effective delegation of work. An important skill in this area is delegating assignments throug...
  Managing the Results Oriented Process
The tool allows the individual to take steps towards personal development, achivement of divisional, corporate and then a minimal contribution to sect...

Expert Tips (ENG) - Result Oriented Management

Considerations when Setting the Goals


Setting the Right Results-Oriented Work Climate


Fairness of Managers and Leaders: are Fair Leaders More Effective?



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比较:  Value Based Management[价值管理]  |  Results-Based Leadership[业绩导向领导]  |  Change Management[变革管理]  |  Seven Habits[七个习惯]  |  Path-Goal Theory[路径-目标理论]  |  Leadership Continuum[领导连续体]  |  SMART[SMART管理法] (Drucker)  |  Leadership Styles[领导风格]  |  Situational Leadership[情境领导]

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