The Influence of Medical Sales Representatives' Work Engagement on Job Satisfaction and Self - Perceived Performance at the Jordanian Pharmaceutical Industry a Structural Equation Modeling Perspectiv \\ Jordan Journal of Business Administration .- 2011 PDF Download
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Author: Abeer A. Al - Rabayah
Publisher:
ISBN:
Category :
Languages : en
Pages : 18
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Book Description
Author: Abeer A. Al - Rabayah
Publisher:
ISBN:
Category :
Languages : en
Pages : 18
Get Book Here
Book Description
Author: Abeer A. Al - Rabayah
Publisher:
ISBN:
Category :
Languages : en
Pages : 1
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Book Description
Author: Abeer Ahmad Al-Rabayah
Publisher:
ISBN:
Category :
Languages : en
Pages : 119
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Book Description
Author: Eric Longino
Publisher: Universal-Publishers
ISBN: 1599427060
Category : Business & Economics
Languages : en
Pages : 236
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Book Description
Limited research exists about the determinants of sales organization effectiveness in pharmaceutical sales organizations. To fill this void, sales management control, sales territory design, and sales force performance are conceptualized as antecedents to sales organization effectiveness in pharmaceutical sales organizations. The results of the structural equation model tested suggested that pharmaceutical sales representatives perform better and are more effective when they are satisfied with sales territory design because of its significant relationship with sales force behavioral performance. The present study suggests sales force behavioral performance leads to sales organization effectiveness through its significant relationship to sales force outcome performance. These findings are somewhat different to those from similar studies in other industries, and identify some important implications for sales leaders in the pharmaceutical industry as well as suggesting a number of important research directions.
Author: Ardian Ismajlaj
Publisher:
ISBN:
Category :
Languages : en
Pages : 198
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Book Description
Among the major components of the health sector in Malaysia, pharmaceutical industry is a key constituent. Owing to its strong ability in the production of generic drugs, the pharmaceutical industry carries high growth potential domestically as well as in the export sector. The effectiveness of the sales force is a high priority area for the Pharmaceutical industry due to the pressure to achieve maximum return on investment. The desire to enhance share in the market and to become the favoured pharmaceuticals supplier is a constant stimulus for the management of pharmaceutical companies. This thesis examines the factors that affect the performance of salespersons in the pharmaceutical industry. The impact of five variables on salesperson performance are examined, namely, the effect of sales skills, organizational commitment, job satisfaction, intrinsic and extrinsic motivation. The research methodology is primarily quantitative, based on the analysis of survey results from sales employees of selected companies in the Malaysian Pharmaceutical industry. SPSS and AMOS statistics software package was used to conduct the data analysis. To extract and select the factors behind the measured variables of interest, factor analysis was done. To investigate the variables and the fitness of the proposed model, Structural Equation Modelling (SEM) was performed. A significant positive impact was found of job satisfaction, extrinsic motivation, organizational commitment and sales skills on salesperson's performance. It was also found that the influence of intrinsic motivation was not significant on salesperson's performance. The results of this thesis will provide an analysis of the impact of each factor on the performance of sales personnel in the Pharmaceutical industry in Malaysia.
Author: Penny Dhanjal
Publisher:
ISBN: 9781845494469
Category : Business & Economics
Languages : en
Pages : 106
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Book Description
The author was winner of the pharmatimes 'mental health hospital representative of the year 2007' & overall 'speaciality care representative of the year 2007'. She has spent over 15 years within the industry. Her career began straight after graduating from university. The first post within the industry was with a contract company selling to retail pharmacists. Once the contract ended she moved on to another contract company to gain GP/Hospital experience. After 18 months here increasing her experience of contract work, she was successfully employed with an ethical sales company which involved working with GPs, hospital doctors and retail pharmacists. She gained a vast amount of experience with them and after 18 months she was head-hunted to go and work with a company called Lorex pharmaceuticals. At Lorex and with all the companies that followed she was a top performer in terms of sales and all otherobjectives she was set. From starting in the industry to date she has gained valuable experience as a sales representative, field trainer, regional sales manager and has experience working with PCTs. This book provides you with real experience and tips which are invaluable for any one new to the industry.
Author: Pervaiz K. Ahmed
Publisher: Routledge
ISBN: 1136394583
Category : Business & Economics
Languages : en
Pages : 320
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Book Description
A clear-sighted introduction to a complex subject, 'Internal Marketing' provides the reader with a succinct overview of the most recent thinking and practice. The text begins by defining what internal marketing is and how it can work, and from this foundation: * Outlines state-of-the-art thinking and practice * Demonstrates how internal marketing can be used to facilitate such diverse strategies as TQM, New Product Development and Change Management * Highlights the techniques managers need to understand to use IM effectively within their organizations * Contains a range of international and up to the minute examples and cases of best practice from companies around the world Throughout the book the emphasis is on understanding the principles that have made internal marketing such a potent force within leading corporations. This is combined with a pragmatic assessment of the many challenges involved in making it a reality within an organization.
Author: Sharma, Naman
Publisher: IGI Global
ISBN: 1522578005
Category : Business & Economics
Languages : en
Pages : 339
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Book Description
Engaged employees are assets to every company because they are not only more productive but are also open to new ideas and technologies that often lead to significant business outcomes. Businesses need to establish credible antecedents to employee engagement based on their own culture and needs to develop a pool of highly engaged employees. Management Techniques for Employee Engagement in Contemporary Organizations provides theoretical frameworks and the latest empirical research findings on management strategies for the promotion, adoption, and implementation of work engagement policies. The content within this publication examines gamification, employee engagement, and management techniques and is designed for academicians, managers, business professionals, human resources officers, policymakers, and researchers.
Author: Lynn M. Shore
Publisher: Routledge
ISBN: 1136493271
Category : Business & Economics
Languages : en
Pages : 632
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Book Description
"Employee-organization relationship" is an overarching term that describes the relationship between the employee and the organization. It encompasses psychological contracts, perceived organizational support, and the employment relationship. Remarkable progress has been made in the last 30 years in the study of EOR. This volume, by a stellar list of international contributors, offers perspectives on EOR that will be of interest to scholars, practitioners and graduate students in IO psychology, business and human resource management.
Author: Raymond H. Myers
Publisher: Duxbury Resource Center
ISBN: 9780534380168
Category : Regression analysis
Languages : en
Pages : 0
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Book Description
Regression analysis is a vitally important statistical tool, with major advancements made by both practical data analysts and statistical theorists. In CLASSICAL AND MODERN REGRESSION WITH APPLICATIONS, Second Edition, Raymond H. Myers provides a solid foundation in classical regression, while introducing modern techniques. Throughout the text, a broad spectrum of applications are included from the physical sciences, engineering, biology, management, and economics.
