The Interplay Between Forward-Looking Measures and Target Setting
研究了零售连锁店中，财务目标是否不仅基于财务信息，还基于前瞻性信息；发现客户服务合规评分能预测未来销售，并被纳入下一年销售目标，且可能提高目标准确性。
We examine whether financial targets are based on both forward-looking and financial information, rather than on financial information only. We collect sales and performance appraisal data of store managers in a retail chain. The firm issues directives focused on the provision of excellent customer service and assesses store managers’ compliance with these directives subjectively. We demonstrate that, controlling for current sales, compliance with directives scores predicts future sales performance. We find that, next to objective sales information, this forward-looking information is impounded in the next year’s sales target. Finally, we find some evidence that suggests that incorporating forward-looking information improves the accuracy of sales targets. This paper was accepted by Mary Barth, accounting.