Research On BSC And KPI-based Corporate Performance Management Planning

With the market competition getting increasingly deepened, more and more importance has been attached to performance management. As the starting point of performance management, the planning phase is nothing but the most crucial one. The core task of this thesis is to transform corporate strategy into concrete staff action for the purpose of both appraisal object setting and strategy implementation.In the research field of the connection between performance management and strategy implementation, Balanced Scorecard (BSC) and Key Performance Indicator (KPI) have always been put in the spotlight. Combining the two, the thesis selected an automobile sales division (A) as researching object and, based on its corporate strategy, tailored a performance management planning mode.Having clarified A's actual requirement, explained fundamental concepts and summarized basic theories, the thesis firstly conducted a SWOT analysis to A so as to unscramble its corporate strategy. Meanwhile, by dint of the four-layer framework of Balanced Scorecard and fishbone diagram, from effect to cause, the thesis successively decomposed A's Corporate Success Factor at four different layers, and with the help of questionnaire, screened out factors on which A focuses most of its attention and the ones on which opinions diverge most.Based on the selected Corporate Success Factor, the thesis went further as to decompose Key Performance Indicator at corporate level for A, and then, through mapping the influence degree of each department to every KPI at corporate level, deduced Key Performance Indicator at department level for the benchmarking Sales Department, and subsequently through mapping the influence degree of each position in sales department to every KPI at department level, deduced Key Performance Indicator at position level for the benchmarking Sales District Director position.In the course of index weight determination, Principal Components Analysis and questionnaire were selected as researching tools to demonstrate the process of weight determination of the benchmarking Sales District Director's KPI, based on which two copies of performance management contract were generated.Last but not least, it is another key output that the thesis designed the process of performance management planning from the perspective of corporate, department and position.