The following research studies have been conducted by the Forum for People Performance Management and Measurement.
Researchers interested in conducting studies on behalf of the Forum, may submit proposals to the Forum Academic Director. Click here for details.
Employee Lifetime Value: Measuring the Long-Term Financial Contribution of Employees
This comprehensive 45-page research report on the topic, Employee Lifetime Value: Measuring the Long-Term Financial Contribution of Employees is produced by the Forum for People Performance Management and Measurement and the Performance Improvement Council of the Incentive Marketing Association. Among other valuable insights, the research paper explains how to view ELTV through a CLTV lens via seven key constructs. Using CLTV as a guide to better understand and assess ELTV, business managers and HR personnel can glean ever deeper insights into the one true factor that determines ultimate organizational success: people. This document also examines properties shared by Employee Lifetime Value and Customer Lifetime Value.
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Click here to review a condensed white paper version of this study entitled Exploring The Building Blocks Of Employee Lifetime Value (ELTV). |
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Click here to review a condensed white paper version of this study entitled Employee Lifetime Value: The Critical Companion to Customer Lifetime Value. |
Pulling Together: The Increased Role and Impact of People in Organizations
Businesses are in the midst of a dramatic transformation generating new and significantly different operating principles from previous decades. People are now, more than ever, the source of competitive advantage. While technology has long been considered the primary driver of these changes, another major cause is one that could be considered the opposite of technology: people.
The white paper, The Economics of Humanity in Business, is a summary of a 45-page report entitled Pulling Together: The Increased Role and Impact of People in Organizations by Frank Mulhern, co-founder of the Forum for People Performance Management and Measurement, and Professor of Integrated Marketing Communications and Associate Dean for Research at the Medill School, Northwestern University. Based on a review of academic research, business statistics, demographic changes, information on societal and technological trends, and historical analysis, Mulhern’s comprehensive reports suggests that People Performance Management is a pillar in the today’s “pull” economy. .
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Click here to review a condensed white paper version of this study. |
Testing the Internal Marketing Model: An Empirical Analysis of the Relationship between Employee Attitudes, Customer Attitudes and Customer Spending
Customers spend more when they feel that employees are trying to employees feel they are satisfying them. Testing the Internal Marketing Model: An Empirical Analysis of the Relationship between Employee Attitudes, Customer Attitudes and Customer Spending revealed that employee effort and customer behaviors are intrinsically linked to financial outcomes. Researchers utilized three steps of the Internal Marketing Model (IMM) to measure the link between four psychological drivers of employee behavior and four metrics of customer behavior. The study revealed, among other things, that a 10% increase in one key driver, the extent to which employees try to satisfy customers, translates into a 22% increase in customer spending.
Exploratory Study of Sales Incentive Programs
This white paper delves into the mechanics of sales incentive programs, providing managers with useful information to design successful sales initiatives at their own companies and providing their corporate decision makers with hard evidence.
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Click here to review a condensed white paper version of this study. |
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Click here to read the complete study. |
Awards Selection Study Phase I: Preliminary Insights From Managers
This study addresses the role of cash and noncash reward systems in corporations to provide a better means of determining when to use which type of award system.
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Click here to review a condensed white paper version of this study. |
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Click here to read the complete study. |
Internal Marketing Best Practices
This study analyzed attempts by a dozen diverse companies to integrate their external and internal marketing practices.
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Click here to review a condensed white paper version of this study. |
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Click here to read the complete study. |
The Road to an Engaged Workforce
This study, a follow up by Prof. James Oakley, identified key internal levers that affect employee satisfaction and, more importantly, the level of engagement.
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Click here to review a condensed white paper version of this study. |
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Click here to read the complete study. |
Linking Organizational Characteristics to Employee Attitudes and Behavior – A Look at the Downstream Effects on Market Response & Financial Performance
This study, by Prof. James Oakley of Ohio State University, found a clear link between employee engagement and customer satisfaction, and customer satisfaction and profitability.
The PMA/Northwestern University ROI of Integrated Marketing Research Project
This study, conducted by Frank Mulhern on behalf of the Promotion Marketing Association with the support of the Forum, identified key challenges facing organizations attempting to fully integrate external and internal marketing.
Linking Performance Strategies to Financial Outcomes – The Interaction between Marketing & Human Resources and Employee Measurement & Incentives
This study, conducted by Prof. Frank Mulhern and Patricia Whalen of Northwestern University, identified a significant gap between the view of human resources and employees on the role of employees on delivering customer satisfaction, but found that companies with a close link between human resources and marketing outperform companies that don't.
