Abstract
The objective of this study is twofold. First, to develop a balanced scorecard (BSC) model designed and delimited for firms belonging to the mechanical industry, and in particular to the agricultural machinery field. Second, to show how BSC can be implemented successfully for small-medium enterprises (SMEs) operating in that market field. To this purpose, through a combination of literature analysis, Delphi technique and case study-based research, we design a measurement instrument that includes all appropriate variables, financial and non-financial, starting from the classical structure of the BSC. A case study with an SME belonging to the above-mentioned industry shows how the tool developed can be effectively implemented. Results demonstrate the successful application of BSC for a SME, whose sales growth, after the implementation of BSC, has doubled the industry average, and offer managerial insights and guidelines for similar implementations. The constructed indicators could serve as a reference for the mechanical industry to establish applicable performance appraisal indicators.
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