Para superar os desafios existentes na produção citrícola, relacionados ao dinamismo do mercado, às pressões fitossanitárias e à complexidade da produção, deve-se ter um elevado nível de conhecimento do processo produtivo que conduza à tomada de decisão adequada. Este conhecimento pode ser obtido pela compreensão de como os requisitos da produção, representados pela qualidade exigida, são afetados pelas variáveis do processo, representadas por características técnicas. Considerando-se que esta compreensão auxilia na manutenção e competitividade da cultura, o presente trabalho tem como objetivo identificar, sistematizar e priorizar as características técnicas para atender as exigências do processo de produção de laranjas destinadas à indústria processadora de suco. A identificação da qualidade exigida do processo e das características técnicas da produção foi realizada por meio de pesquisa bibliográfica. Identificou-se 38 itens da qualidade exigida, com base em 6 processos e 17 atividades realizadas para a produção de laranjas, e 114 características técnicas que afetam esta produção, organizadas em 7 grupos de afinidades. O método do desdobramento da função qualidade (QFD) foi utilizado para compreender a relação entre as qualidades exigidas e as características técnicas da produção, permitindo a sistematização. A aplicação do método também permitiu a priorização das características técnicas, em uma etapa denominada conversão. A priorização foi definida com base em um peso relativo calculado para cada característica na etapa de conversão, que representa a influência de cada uma sobre o processo produtivo. Do total de 114 características, 64 (56%) foram responsáveis por 80% do peso relativo total calculado. Notou-se que a influência de cada característica sobre o processo produtivo é diferente, apesar dessa relação não atender ao princípio de Pareto. A matriz de correlação, que identifica a relação de interdependência entre as características técnicas da produção, expôs ainda mais a complexidade e o caráter sistêmico da produção citrícola. / In order to overcome citriculture\'s challenges, related to market dynamics, phytosanitary pressures and production complexity, a high level of knowledge concerning the production process is necessary, leading to proper decision making. This knowledge can be achieved by comprehension on how the production requirements, represented by demanded quality, are affected by process variables, represented by technical characteristics. Considering that this comprehension helps to maintain proper condition and competitiveness of citriculture, this study aims to identify, systematize and prioritize technical characteristics to satisfy the requirements of the orange production process to attend juice industry. The identification of process quality demanded and technical measures was performed by bibliographical research. It was identified 38 items of demanded quality, based on 6 process and 17 activities performed on oranges production, and 114 technical characteristics that affect such production, organized into 7 affinity groups. Quality function deployment (QFD) method was applied in order to understand the relationship between quality demanded and technical characteristics, leading to systematization. This method also enabled prioritization of technical characteristics, in a process named conversion. The prioritization was based on relative weight, calculated for each characteristic in conversion process. This weight represents the influence of the characteristic on production process. From the total of 114 characteristics, 64 (56%) were responsible for 80% of total relative weight calculated. It was noted that the influence of each characteristics on production process were different, although this relationship does not answer to Pareto principle. The correlation matrix, that identifies the interdependence relationship between technical characteristics, exposed the complexity and systemic nature of citriculture.

[pt] A gestão da cadeia de suprimentos (SCM, Supply Chain Management) está criando oportunidades e desafios para a competição no mundo dos negócios. Apesar disto, ainda existem poucos modelos que oferecem uma análise efetiva de SCM. Dentro deste contexto, esta dissertação tem o intuito de propor um modelo para analisar cadeias de suprimentos baseado em dimensões- chave necessárias para uma bem sucedida SCM. Nessa dissertação, as dimensões consideradas são: integração de processos de negócios, identificação dos membros-chave da cadeia, compartilhamento de informação e medidas de desempenho apropriadas para cadeia de suprimento. Com o objetivo de validar o modelo e avaliar a sua aplicação, foi conduzido um estudo de caso em diferentes cadeias de suprimento de um grande fabricante nacional de cilindros de armazenamento de Gás Natural Veicular (GNV). Para efeitos da análise de SCM, este fabricante é considerado nesta aplicação como a empresa focal da cadeia. A partir da aplicação do modelo nessas diferentes cadeias pôde-se constatar um maior compartilhamento de informação e adoção de medidas de desempenho no processo de negócio SRM (Supplier Relationship Management) do que no processo de negócio CRM (Customer Relationship Management). No CRM, também foi constatado que as cadeias são mais integradas com o fabricante de cilindros de GNV, quando esse cilindro é o seu produto principal, e menos integrada, quando o produto principal das cadeias é outro, como por exemplo, o automóvel zero quilômetro. / [en] The Supply Chain Management (SCM) is creating many opportunities and challenges for world business competition. In spite of this, there are still just a few models that offer an effective SCM analysis. Within this context, this dissertation attempts to propose a model for a supply chain analysis based on key dimensions that are necessary for a successful SCM. The key dimensions considered in this dissertation are: business processes integration, key supply chain members identification, information sharing, and appropriate supply chain performance measures. In order to validate the model and to evaluate its application, a case study was conducted in different supply chains of a big national manufacturer of CNG (Compressed Natural Gas) cylinders for vehicles. Towards the SCM analysis, this manufacturer is considered in this application as the supply chain`s focal company. With the model`s application in these different supply chains, it was possible to figure out a more intense information share and use of performance measures in the SRM (Supplier Relationship Management) business process than in the CRM (Customer Relationship Management) business process. In CRM, it was also found that the supply chains are more integrated with the focal company when the cylinder is the chain`s main product and less integrated when the chain`s main product is another, for instance, a brand new car.

La mesure et la gestion de la performance représente de sérieux défis aux praticiens et chercheurs en génie industriel et sciences de gestion pour une prise de décision efficace sur base d’informations intégrées, dynamiques et pertinentes concernant la satisfaction simultanée d’objectifs émanant de diverses parties-prenantes. Bien que nombreuses méthodologies et outils aient déjà été proposés, des progrès en la matière sont encore possibles pour aider les gestionnaires et les ingénieurs à prendre de meilleures décisions et ce, de manière plus systématique.En considérant que la performance d’un système, projet ou processus industriel peut-être globalement évaluée en suivant quatre dimensions (bénéfice, coût, valeur et risque), cette thèse propose un cadre original et complet ainsi qu’une méthodologie opérationnelle afin d’appliquer des méthodes et outils d’intervention appropriés dans l’évaluation de la performance et l’aide à la décision au sein de projets industriels.A l’aide de plusieurs exemples inspirés de cas industriels, ces travaux soulignent que la méthodologie proposée peut être le support de : l’évaluation de plusieurs scénarios de décision pour sélectionner la solution la plus appropriée, l’évaluation de la performance à toutes phases d’un projet industriel et le pilotage d’un projet en cours avec plusieurs points d’évaluation durant le cycle de vie. / Performance measurement and management represents serious challenges to practitioners and researchers in industrial engineering and management sciences for efficient decision making with integrated, dynamic and relevant performance information regarding simultaneous accomplishment of multiple stakeholder objectives. Although many methodologies and approaches have already been proposed, there is still room for new advances to go further in assisting managers and engineers to make better decisions in a more systematic manner.Assuming that the performance of an industrial system, project or process can be comprehensively evaluated by four main dimensions (benefit, cost, value and risk), the thesis proposes an original and complete framework as well as an operational methodology to apply relevant supporting methods and tools for the sake of performance evaluation and decision support in industrial projects.Using several examples based on industrial cases, the work emphasises that the proposed methodology can provide the support for: opportunity assessment of several decision alternatives to select the most appropriate one, performance evaluation at any phase of an industrial project and monitoring of an ongoing industrial project requiring performance evaluation at several phases along its life history.

Made available in DSpace on 2016-03-15T19:25:47Z (GMT). No. of bitstreams: 1 Eduardo Roque Mangini.pdf: 1190434 bytes, checksum: cf196a3b431423c3d80304b0db4442bb (MD5) Previous issue date: 2007-02-07 / Supply chain involves all the activities associated to the handling of products since the very stage of raw materials up to the delivery of the manufactured goods to the final consumer which includes information sources and the attainment of these, the production schedule, processing order, inventory management, transportation, storage and costumer service. The relation of existing dependence among the participants of supply chain activities and resources causes consequences of negative nature when variation in any section or stage of the process occurs, phenomenon known as bullwhip effect. This phenomenon, also known as effect Forrester, is related with the increase of variation that occurs due to the up making of decisions related to political and organizational choices of investment front to the customers demand. The way the companies react to this whip effect, that is, the performance achieved is evaluated by the customers within aspects such as product quality, schedule reliability, order flexibility, delivery punctuality and last but not least a competitive final cost. These aspects are known as performance measures or competitive priorities. The main objective of this research is verifying the influence of the whip effect management within the food industry companies and the specific aim is mapping the generating features of the whip effect in this sector, besides, acknowledging the existence of such effect in levels of the supply chain and highlight the measures of control of the whip effect which are being used by the plants and also verifying the direct relationship of the bullwhip effect with the performance of everyone involved in the supply chain system. Research of qualitative and quantitative order has been lead in association with supermarkets of São Roque and Ibiúna area, quantitative surveys with the supermarkets as well as wholesale companies and Food processing companies. The results of the research point to the existence of the bullwhip effect, perceived and caused by the consumers, and amplified for the existence of promotion in the supermarkets companies, lack of sharing information among the companies of the supply chain as well as the absence of tools of electronic integration. The bullwhip effect observed also influences the performance of the organizations, mainly in flexibility and trustworthiness, affecting the Food processing companies corporative image. / A cadeia de suprimentos envolve todas as atividades associadas com a movimentação de produtos desde o estágio de matéria prima até a entrega do produto ao consumidor final, incluindo fontes de informações e obtenção destas, cronograma de produção, ordem de processamento, gerenciamento de inventário, transporte, armazenamento e serviço de atendimento ao cliente. A relação de dependência existente entre os participantes da cadeia de suprimentos, atividades e recursos causam conseqüências de natureza negativa quando ocorre variabilidade em qualquer sentido na cadeia de suprimentos, fenômeno este conhecido como efeito chicote. Este fenômeno, também conhecido como efeito Forrester, está relacionado com a amplificação e variabilidade que ocorrem pela antecipação de decisões, políticas, formas organizacionais e escolha de investimento frente a demanda dos consumidores. O modo como as empresas reagem ao efeito chicote, ou seja, o desempenho apresentado, é avaliado pelos clientes nos aspectos relacionados com qualidade de produtos, confiabilidade no prazo estipulado, flexibilidade com relação à quantidade, agilidade ou velocidade na entrega e um preço competitivo, o que sugere um baixo custo geral. Esses aspectos, são conhecidos como medidas de desempenho ou prioridades competitivas. O objetivo principal deste trabalho foi verificar a influência do gerenciamento do efeito chicote nas empresas relacionadas com a indústria alimentícia, e os objetivos específicos foram mapear os fatores que promovem o efeito chicote na indústria alimentícia, verificar a presença do efeito chicote nos vários níveis da cadeia de suprimentos e destacar fatores de controle do efeito chicote que estão sendo utilizados pelas empresas, além de verificar o relacionamento do efeito chicote com o desempenho dos participantes dessa cadeia de suprimentos. Foram conduzidas pesquisas de natureza qualitativa e quantitativa com empresas supermercadistas da região de São Roque e Ibiúna e pesquisas quantitativas com os clientes das empresas supermercadistas bem como com empresas atacadistas e fabricantes de produtos alimentícios. Os resultados das pesquisas apontam para a existência do efeito chicote, percebido e ocasionado pelos consumidores, e amplificado pela existência de promoção nas empresas supermercadistas, falta de compartilhamento de informações entre as empresas da cadeia de suprimentos bem como pela ausência de ferramentas de integração eletrônica. O efeito chicote observado, influencia também o desempenho das organizações, principalmente na flexibilidade e confiabilidade, afetando a imagem corporativa das empresas da indústria alimentícia.

<p>Mammographic screening is an effective way to detect breast cancer. Early detection of breast cancer depends to a high degree on the adequacy of the mammogram from which the diagnosis is made. Today, most of the analysis of the mammogram is performed by radiologists. Computer-aided diagnosis (CAD) systems have been proposed as an aid to increase the efficiency and effectiveness of the screening procedure by automatically indicating abnormalities in the mammograms. However, in order for a CAD system to be stable and efficient, the input images need to be adequate. Criteria for adequacy include: high resolution, low image noise and high image contrast. Additionally, the breast needs to be adequately positioned and compressed to properly visualise the entire breast and especially the glandular tissue.</p><p>This thesis addresses questions regarding the automatic determination of mammogram adequacy with the focus on breast positioning and segmentation evaluation. The goal and, thus, the major technical challenge is to develop algorithms that support fully automatic quality checks. The relevant quality criteria are discussed in Chapter 2. The aim of this discussion is to compile a comprehensive list of necessary criteria that a system for automatic assessment of mammographic adequacy must satisfy. Chapter 3 gives an overview of research performed in computer-aided analysis of mammograms. It also provides basic knowledge about image analysis involved in the research area of computerized mammography in general, and in the papers of this thesis, in particular. In contrast, Chapter 4 describes basic knowledge about segmentation evaluation, which is a highly important component in image analysis. Papers I–IV propose algorithms for measuring the quality of a mammogram according to certain criteria and addresses problems related to them. A method for automatic analysis of the shape of the pectoralis muscle is presented in Paper I. Paper II proposes a fully automatic method for extracting the breast border. A geometric assumption used by radiologists is that the nipple is located at the point on the breast border being furthest away from the pectoralis muscle. This assumption is investigated in Paper III, and a method for automatically restricting the search area is proposed. There has been an increasing need to develop an automated segmentation algorithm for extracting the glandular tissue, where the majority of breast cancer occur. In Paper IV, a novel approach for solving this problem in a robust and accurate way is proposed. Paper V discusses the challenges involved in evaluating the quality of segmentation algorithms based on ground truths provided by an expert panel. A method to relate ground truths provided by several experts to each other in order to establish levels of agreement is proposed. Furthermore, this work is used to develop an algorithm that combines an ensemble of markings into one surrogate ground truth.</p>

Mammographic screening is an effective way to detect breast cancer. Early detection of breast cancer depends to a high degree on the adequacy of the mammogram from which the diagnosis is made. Today, most of the analysis of the mammogram is performed by radiologists. Computer-aided diagnosis (CAD) systems have been proposed as an aid to increase the efficiency and effectiveness of the screening procedure by automatically indicating abnormalities in the mammograms. However, in order for a CAD system to be stable and efficient, the input images need to be adequate. Criteria for adequacy include: high resolution, low image noise and high image contrast. Additionally, the breast needs to be adequately positioned and compressed to properly visualise the entire breast and especially the glandular tissue. This thesis addresses questions regarding the automatic determination of mammogram adequacy with the focus on breast positioning and segmentation evaluation. The goal and, thus, the major technical challenge is to develop algorithms that support fully automatic quality checks. The relevant quality criteria are discussed in Chapter 2. The aim of this discussion is to compile a comprehensive list of necessary criteria that a system for automatic assessment of mammographic adequacy must satisfy. Chapter 3 gives an overview of research performed in computer-aided analysis of mammograms. It also provides basic knowledge about image analysis involved in the research area of computerized mammography in general, and in the papers of this thesis, in particular. In contrast, Chapter 4 describes basic knowledge about segmentation evaluation, which is a highly important component in image analysis. Papers I–IV propose algorithms for measuring the quality of a mammogram according to certain criteria and addresses problems related to them. A method for automatic analysis of the shape of the pectoralis muscle is presented in Paper I. Paper II proposes a fully automatic method for extracting the breast border. A geometric assumption used by radiologists is that the nipple is located at the point on the breast border being furthest away from the pectoralis muscle. This assumption is investigated in Paper III, and a method for automatically restricting the search area is proposed. There has been an increasing need to develop an automated segmentation algorithm for extracting the glandular tissue, where the majority of breast cancer occur. In Paper IV, a novel approach for solving this problem in a robust and accurate way is proposed. Paper V discusses the challenges involved in evaluating the quality of segmentation algorithms based on ground truths provided by an expert panel. A method to relate ground truths provided by several experts to each other in order to establish levels of agreement is proposed. Furthermore, this work is used to develop an algorithm that combines an ensemble of markings into one surrogate ground truth.

This research explains the role of aligned inter-firm performance measures as a predictor of success in of contractual alliances. Contractual alliances, a popular type of inter-firm relations, are also known as non-equity alliances and often display conflicting objectives in their contractual agreements. This research proposes that the assessment of contractual alliances performance must go beyond the contract’s ability to deliver to its internal performance targets or service level agreements (SLA). The success of contractual alliances lies in the alliance’s capability to contribute to the specific performance objectives of the firms involved as well as to fulfil its internal SLAs. This capability is called alignment and the results of this research show that is critical to the success of inter-firm relationships. The data for the research was gathered from outsourcing contracts between a logistics service provider and 149 users. Each contract includes its SLAs and two years of actual performance measures. The research design considers the firms’ financial measures as a proxy for their performance objectives during the same period of time. The alignment construct was operationalised by creating an inter-firm alignment (IFA) coefficient calculated with mathematical techniques to assess multi-dimensional fit amongst constructs. The three dimensions included in the IFA coefficient are i) alignment of contract’s SLAs and actual performance values, ii) alignment of contract’s SLAs and provider’s performance objectives, and iii) alignment of contract’s SLAs and user’s performance objectives. Success of contractual alliances was operationalised using known measures from the inter-firm management literature, such as longevity, stability, formality and relative profitability of the relationship. Information for all determinants was available in the 149 contracts. The quantitative correlations were specified and calculated using structural equation models (SEM). The results show that aligned inter-firm performance measures are a strong predictor of contractual alliance success. The empirical model supports the positive correlation of longevity and formality as measures of contractual alliance success, as stated in extant literature. The findings dispute the expected positive correlation between formality and stability with alliance success as described in the alliance literature. The results confirm the positive role of renegotiations as stated in the organization learning literature. Additional in-depth interviews were conducted with relationship managers, during the pilot study. The qualitative results support the quantitative findings. This research contributes to theory by: a) conceptualising and measuring the concept alignment to inter-firm performance measures; b) estimating the contribution of relation-specific measures to contractual alliance success, and c) introducing alignment of inter-firm performance measures as a predictor of contractual alliance success. The research and its results fill a substantive gap in managing contractual alliances. It provides the outsourcing industry with a tool that predicts the likelihood of relationship survival based on the degree of alignment of the inter-firm’s performance measures. The quantitative methods employed in the research extend the use of current techniques for assessing ‘fit’ in the strategy literature, into the field of performance measurement systems.

This research explains the role of aligned inter-firm performance measures as a predictor of success in of contractual alliances. Contractual alliances, a popular type of inter-firm relations, are also known as non-equity alliances and often display conflicting objectives in their contractual agreements. This research proposes that the assessment of contractual alliances performance must go beyond the contract’s ability to deliver to its internal performance targets or service level agreements (SLA). The success of contractual alliances lies in the alliance’s capability to contribute to the specific performance objectives of the firms involved as well as to fulfil its internal SLAs. This capability is called alignment and the results of this research show that is critical to the success of inter-firm relationships. The data for the research was gathered from outsourcing contracts between a logistics service provider and 149 users. Each contract includes its SLAs and two years of actual performance measures. The research design considers the firms’ financial measures as a proxy for their performance objectives during the same period of time. The alignment construct was operationalised by creating an inter-firm alignment (IFA) coefficient calculated with mathematical techniques to assess multi-dimensional fit amongst constructs. The three dimensions included in the IFA coefficient are i) alignment of contract’s SLAs and actual performance values, ii) alignment of contract’s SLAs and provider’s performance objectives, and iii) alignment of contract’s SLAs and user’s performance objectives. Success of contractual alliances was operationalised using known measures from the inter-firm management literature, such as longevity, stability, formality and relative profitability of the relationship. Information for all determinants was available in the 149 contracts. The quantitative correlations were specified and calculated using structural equation models (SEM). The results show that aligned inter-firm performance measures are a strong predictor of contractual alliance success. The empirical model supports the positive correlation of longevity and formality as measures of contractual alliance success, as stated in extant literature. The findings dispute the expected positive correlation between formality and stability with alliance success as described in the alliance literature. The results confirm the positive role of renegotiations as stated in the organization learning literature. Additional in-depth interviews were conducted with relationship managers, during the pilot study. The qualitative results support the quantitative findings. This research contributes to theory by: a) conceptualising and measuring the concept alignment to inter-firm performance measures; b) estimating the contribution of relation-specific measures to contractual alliance success, and c) introducing alignment of inter-firm performance measures as a predictor of contractual alliance success. The research and its results fill a substantive gap in managing contractual alliances. It provides the outsourcing industry with a tool that predicts the likelihood of relationship survival based on the degree of alignment of the inter-firm’s performance measures. The quantitative methods employed in the research extend the use of current techniques for assessing ‘fit’ in the strategy literature, into the field of performance measurement systems.

Presently, within the human resource management (HRM) genre and including the construction management discipline, the identification and development of appropriate performance measures is seen as the only viable means for validating and engendering managerial excellence. There is also a growing awareness that appropriate predictive modelling practices can help engender the identification and development of these measures. Against the background that project-based sectors of the construction industry in developing countries need to adopt a proactive approach towards recognising and embedding performance measures in HRM practices, this thesis addresses the development of a model for predicting the performance of project managers (PMs) in mass house building projects (MHBPs) in Ghana. A literature review of the significance of performance measures in the HRM genre is first presented including an evaluation of the methodologies for measuring the performance of PMs. This is followed by a review of research and development in the management of human resources in the construction industry in developing countries including Ghana. Informed by the literature, an appropriate theoretical framework is adopted which draws on the organisational psychology theory of job performance, the conventional wisdom in project success criteria and an emerging framework of project lifecycle. Subsequently, a competency-based multidimensional conceptual model is developed. The conceptual model reflects both the elements of performance behaviours and outcomes in predicting the performance of PMs at the conceptual, design, tender, procurement, construction and operational phases of the project lifecycle. Adopting positivism as an appropriate research paradigm, structured questionnaire survey is used to elicit the relevant data from property developers in Ghana for the construction phase of the project lifecycle. Subsequently the data is analysed using one-sample t-test, factor analysis and multiple regression analysis (stepwise). From a broad range of competency-based measures used as independent variables, it is found that, the best predictors of the PMs’ performance at the “construction phase” of MHBPs are: job knowledge in site layout techniques for repetitive construction works; dedication in helping works contractors to achieve works programme; job knowledge of appropriate technology transfer for repetitive construction works; effective time management practices on the house-units; ability to provide effective solution to conflicts while maintaining good relationships; ease with which the PM is approachable by works contractors; and volunteering to help works contractors solve personal problems. These independent variables explained 74.4% of the variance in the model (at p < 0.0005). Validation of the model confirmed its goodness of fit and hence predictive accuracy. The findings suggest that at the construction phase of MHBPs, PMs who exhibit these behavioural competencies are likely to achieve higher levels of performance. Accordingly, PMs who aspire to achieve better managerial performance outcome on MHBPs should strive towards developing and improving these competencies. It is contended that the developed model could be used by property developers for the selection and recruitment of potential PMs and also for developing appropriate training requirements towards best practice improvement in the implementation of MHBPs. While the study focuses on Ghana, there is the potential for the model to be adopted for use by other developing countries towards the advancement of improved HRM activities in project management practice.

本文以實地實證研究方法，探討「非財務性績效衡量指標」與「工作設計」此二項誘因工具對員工績效的影響。實地研究對象為一家商業銀行，研究期間為1993-1997；該行於1995年7月開始採用非財務性績效衡量指標，並自1996年1月選擇五家分行實施徵、授信分工。 本文首先利用個案銀行17位授信員連續60個月所構成的縱查資料（panel data），以固定影響模型（fixed-effects model）分析非財務性績效衡量指標誘因工具對員工績效的影響，發現銀行授信人員之績效考核制度中，加入授信不良率與脫落率非財務性衡量指標後，雖然授信員努力的重分配導致其授信金額與利息收入財務績效變差，但授信員的授信不良率與脫落率非財務績效變佳，整體而言，授信利潤有顯著的改善。 本文另以實施徵、授信分工前後，51名授信員的績效資料，採中斷的時間序列設計（interrupted time-series design），檢定非財務性績效衡量指標與工作設計配合採用後，員工的績效是否較佳。分析結果顯示，存在非財務績效衡量指標之獎酬制度下，配合實施徵、授信分工的授信員，其授信金額及授信不良率績效顯著較徵、授信合一之授信員為佳。 / This thesis reports the results of a longitudinal field study examining the impact of nonfinancial performance measures and job design on employee performance. A commercial bank was the research site. The bank adopted nonfinancial performance measures in July 1995 and redesigned jobs in retail banking credit underwriting at five branches in January 1996. Prior to the job redesign, sales representatives were jointly responsible for all credit underwriting functions including credit extension and credit servicing. After the change, sales representatives were only responsible for credit extension while credit servicing was handled by credit decidion-makers. Panel data for 17 sales representatives over 60 months (1993 through 1997) were obtained to assess the effects of adopting nonfinancial measures on employee performance. Using fixed-effects regression analysis, the results are consistent with the predictions of agency theory: although loan volume and interest revenue decreased following adoption of nonfinancial measures to evaluate and compensate the performance of sales representatives, loan profit increased significantly. This thesis also hypothesizes that employee performance increases with the fit between incentive systems based on nonfinancial measures and job design. The empirical tests of this prediction rely on an interrupted time-series design, using performance data of 51 sales representatives in the 1995-1997 period. After the change in job design-separation of the credit underwriting jobs-alogn with introduction of incentive systems based on nonfinancial measures, the treatment group demonstrated greater improvements in productivity and quality performance. This result supports the hypothesis developed.