Stimulating performance‐driven behaviour to obtain better results

Despite the increase in experience gained, there is still little known about the factors that influence the everyday use of performance management. Research predominantly focuses on the technicalities of implementing performance management and pays too little attention to behavioural aspects. A recent study identified 20 behavioural factors that contribute to the successful implementation and use of performance management. The research study discussed in this paper continues this line of research, by addressing the question how organisations can determine how they good (or bad) they are performing on the factors that contribute to performance‐driven behaviour. The study consists of four stages: identifying the various aspects of performance‐driven behaviour; developing a practical tool which incorporates these aspects and measures the performance‐orientation of organisations; applying the tool within organisations (including the description of a case study), and evaluating the analysis results; making suggestions for improving performance‐driven behaviour.