Analysis of factors influencing pharmaceutical sales workforce engagement in pharmaceutical marketing in Nigeria: a structural equation modeling approach (original) (raw)

In the pharmaceutical sales and marketing industry, human capital in terms of the sales workforce is essential to organizational success. However, there is a need to ensure that the task-environment is adequately resourced. The application of structural equation modeling (SEM) techniques such as factor analysis is necessary to further understand the underlying relevance of these factors. The objective of the study was to explore the factors influencing pharmaceutical sales personnel's work engagement in pharmaceutical companies using factor analysis. A cross-sectional, qualitative research study used an 11-item literature-guided questionnaire administered online to 406 medical sales professionals in the pharmaceutical supply network in Nigeria using random sampling. The factors evaluated include regularity and impact of training, marketing support, job security as perceived by the employee, incentives, reward for performance, and the prospect of promotion. Others include; mini...