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Result Frames verhindern unproduktive Datenflut

In: Internationale Vertriebssteuerung by Result Framing

Author

Listed:
  • Wolf W. Lasko
  • Lara M. Lasko

Abstract

Zusammenfassung Ein Unternehmen in die Zukunft zu führen ist stets mit Unwägbarkeiten und Unsicherheit verbunden. Diese unbehagliche Tatsache wird gern durch ein aufgeblähtes Berichtswesen verdrängt, das Vorständen, Geschäftsführern und verantwortlichen Sales-Managern eine Sicherheit vorgaukelt, die in Wahrheit nur aus einer Fülle aktueller und vergangenheitsbezogener Daten besteht, die dann auf die eine oder andere Weise in die Zukunft extrapoliert werden. Diese latente Verunsicherung bei jenen, die für stabile Umsatz- und Profitentwicklungen verantwortlich sind, erklärt teilweise auch deren Begeisterung für Tabellen und interne Berichte sowie für häufige Ab- und Anfragen an den Außendienst.

Suggested Citation

  • Wolf W. Lasko & Lara M. Lasko, 2023. "Result Frames verhindern unproduktive Datenflut," Springer Books, in: Internationale Vertriebssteuerung by Result Framing, edition 3, chapter 0, pages 19-22, Springer.
    • Handle: RePEc:spr:sprchp:978-3-658-39892-7_5
    DOI: 10.1007/978-3-658-39892-7_5
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