Study On The Strategic Performance Management Of Enterprise Dealers Based On The Balanced Scorecard

In the era of knowledge economy, the outstanding dealer and a complete distributionnetwork of enterprises have become a valuable asset. But with the development of reform andopening, China’s economy is in the rapid development, which also brings great threats andchallenges for the enterprise’s development of our country and intensifies the competitionbetween them. In order to improve the efficiency of enterprises, the performance managementfor the dealer naturally returns to the schedule of the business management. But the modes of thedealer’s strategic performance management are oriented for results in the long time, meanwhile,the use of examination system mainly is financial indicator. In the economic environment ofincreasingly association between business and the dealers, the problems of the performancemanagement are obvious. Especially in recent years, because of the effects of theresults-orientation, the strategic performance management for the dealer in most enterprises iseven a mere formality. Therefore, establishing a set of scientific and effective strategicperformance management system can lead the dealers to establish their core resources, and itappears that it is important for the dealer to manage the client and retain customers.Firstly, this passage takes the strategic performance management for the dealers as a startingpoint, which bases on the status of lacking of systematic guidance for the strategic performancemanagement of Chinese enterprise dealers；Secondly, combining with the theory of agency,strategic performance management and the balanced scorecard, it has designed the BSC indexsystem of strategic performance management for the dealers in the framework of BSC, thengives the corresponding weights setting and risk evaluation through analyzing the necessity ofstrategic performance management on balanced scorecard. Finally, this article combines with theapplication of the AHP through the case analysis, which verifies the system of the performancemanagement and gives the optimization proposal for the risk problems in the actual applicationthrough the case analysis, and makes use of the balanced scorecard for the real application to theperformance management of distribution channels. So it creates a high quality network forChinese enterprises dealers, and then provides reference model for the constructions of theoutstanding market channel.