Analysis of factors influencing pharmaceutical sales workforce engagement in pharmaceutical marketing in Nigeria: a structural equation modeling approach (original) (raw)
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The purpose of this research was to examine the influence of sales representatives work engagement on their job satisfaction and self perceived performance. Data were collected from 212 medical sales representatives in 12 pharmaceutical companies in Jordan. It was hypothesized that work engagement is significantly associated with job satisfaction and self perceived performance. Utilizing the structural equation modeling, a model was built to test the hypotheses. The findings of the study supported the hypothesis that work engagement dimensions (vigor, dedication, and absorption) have significant relationships with Job satisfaction and performance. These relationships, however, were not all in the same direction. It was found that being vigorous sales representatives has a positive effect on both satisfaction and self perceived performance. In contrast, sales representatives' dedications and absorption are negatively related to their satisfaction and self perceived performance. Managerial implications and research limitations are also discussed
2020
Background: Talent engagement is increasingly gaining the attention of pharmaceutical industry, particularly in developing nations like Nigeria. The existing literature shows that the subject of workplace management initiatives and talent engagement in the Nigerian pharmaceutical industry has not been sufficiently researched. This study investigates the influence of workplace management initiatives on talent engagement in some selected pharmaceutical companies in Nigeria. Methods: In total, 600 respondents were surveyed across various departments and units of ten selected pharmaceutical companies in Nigeria using multiple sampling techniques. Only 429 copies of the questionnaire, representing a 71.5% response rate, were returned and analyzed using Smart PLS 3.0. Results: The outcomes of the statistical analysis show that recognition, employees' wellbeing, learning and development as well as diversity and inclusion had significant influence on talent, emotional, cognitive and behavioural engagements. Conclusions: In line with the statistical results, the study concludes that workplace management initiatives influenced talent engagement. The study emphasized the need for the review of many workplace management initiatives in order to determine its suitability within the context of pharmaceutical industry in Nigeria.
What leads to Employee Engagement in Pharmaceutical Sector of Pakistan
Journal of Management and Research,7(1), 2020
Managers and HR professionals are always concerned with the engagement of employees at the workplace. This study aims to explore the connection between employee engagement with job fit, psychological climate, leadership style, and affective commitment. A sample of 284 employees out of 365 participants was chosen from two pharmaceutical companies based in Karachi. SPSS was used to analyze the data and different statistical tools were applied. The results of the study showed that the independent variables i.e. job fit, psychological climate, leadership style, and affective commitment have a significant and positive influence on employee engagement. All the hypotheses were failed to reject. This study can help HR professionals in designing a strategy for retention and engagement. The results which are presented in this study can help organizations to identify the potential reasons for engagement which leads to high productivity and profitability.
2012
Improving sales performance through sales force motivation strategy is a growing issue in the pharmaceutical industry in Nigeria. The challenges facing the industry in motivating the sales force are compounded by a variety of factors which include the global nature of the market place, government regulations on sales of drugs and no direct tracking of sales results. By adopting motivation strategy, pharmaceutical firms can improve performance. This paper explores’ improvement in sales performance from sales force motivation strategy. The authors conceptualized three dimensions of motivation strategy that are critical for superior sales performance in the pharmaceutical industry. Financial incentives, meetings with salespeople and involvement of salespersons in setting quotas. Firms level characteristics (size and age) affects motivation strategy on sales performance (sales growth and profit) using data from 25 pharmaceutical firms. The results show a strong relationship between the ...
British Journal of Management and Marketing Studies, 2021
The purpose of this study was to investigate the validity of exploratory factor analysis (EFA) study on the work attributes of pharmaceutical sales executives in Nigeria using confirmatory factor analysis (CFA), and furthermore to evaluate the relative importance of the work attributes. An analytical study design used a 13-item, 5-point Likert scale questionnaire administered to 226 pharmaceutical sales executives using a simple random sampling method. Data analysis using the Statistical Package for Social Sciences (SPSS) and Analysis of Moment Structures (AMOS) with a significance level set at p<0.05. The measurement model was evaluated using the maximum likelihood method. Model fit criteria measures for CFA were satisfactory (CMIN/df=2.297; NFI=0.017; TLI=0.905; CFI=0.950; RMSEA=0.064). The study showed that the most dominant attribute was involvement in community education programs with a regression coefficient of 0.892, and the least was limited access to customers (0.446). C...
Does Motivation Really Count for Sales force Performance in Pharmaceutical Industry?
Business and Management Research, 2014
The complex whole of internal psychological force is still remained as a mystery for every psychological & social science researcher and the management practitioners, academician & researchers are no different from this dimension of social & organizational development. In this context the current study aims at analyzing the impact of sales force motivation on their selling performance in the pharmaceutical industry. By adopting the explorative factor analysis with 31 items of the questionnaire, nine motivating factors have been explored. Then these factors are put into ordinal regression (as dependant variable is ordinal in nature) with selling performance. The results refers that five factors (ease of completing work, scope of development, career perspective, internal environment & no pressure feeling) have significant positive impact on selling performance of pharmaceutical sales force.
This paper seeks to examine the connectivity between motivation and employees' performance in marketing oriented organizations. The concern for motivation has been due to presumed relationship between motivation and performance of employees. It has been contented that unmotivated employees are likely to perform below expectation. The methodology involved survey approach which includes the use of questionnaires while the sampling technique adopted in this paper is random sampling technique. Inferential statistics (regression analysis, coefficient of multiple determination (R 2) and percentages were used for analyzing the data. The results of the analysis indicate that there is connectivity between motivation and employees performance in marketing oriented organizations. Implicitly there is a significant relationship between motivation and employees performance. The conclusion is that motivation is a vital tool for improving the performance of employees in marketing oriented organizations. The recommendation is that marketing oriented organizations should put in place proactive motivational policies necessary to elicit the best out of employees.
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This study examines inter-correlations of employee loyalty and engagement as independent variables and how they affect the performance of sales executives employed by commercial banks. The research further conceptualises the hypotheses formulated to show their individual contributions to performance. The research aims at finding out if the sales executives are really loyal to their employers since they are recruited as contract workers who do not enjoy the same opportunities and benefits as full time workers of the banks. The study made use of triangulation research designs (exploratory and questionnaire). A purposive sampling method was adopted to sample 50 sales executives (past and present workers) from Fidelity Bank, Eco Bank and Standard Chartered Bank. The value of Cronbach’s Alpha was calculated on employee loyalty 0.804, engagement 0.707 and employee performance 0.839 to determine the reliability and validity level of the both independent and dependent variables by using the...
Management Studies, 2020
High level of professional satisfaction among healthcare workers earns high dividends such as higher worker force retention and patients satisfaction. The aim of this study is to assess level of employees satisfaction and associated factors among employees working in Adama hospital medical college town from January to March 2019. Institution based cross-sectional study design was employed. About 389 employees were interviewed. Multi variable logistic regression analysis was used to identify the relationship among predictors and outcome variable. Variables with P-value < 0.25 at bivariate logistic regression analysis were entered into multi variable logistic regression. P-value < 0.05 and adjusted odds ratio at 95% level of significance was be used to declare predictors of employees satisfaction. A total of 389 study participant responded to the questionnaires with response rate of 92.20%. More than half 212 (54.5%) were male and the mean age of study participants were 32.24 years (SD ± 7.87). The overall level of job satisfaction was 185 (47.6%) (95% CI: 1.43, 1.53). Factors like shisha smoking
Employee Engagement; Tool of Talent Retention: Study of a Pharmaceutical Company
SDMIMD Journal of Management
Research article is a study of employee engagement at a pharma company located in Hyderabad. The main focus of this study is to understand the factors which influence employee engagement and to find the level of employees engaged at this pharma company located in Hyderabad. Research indicates that companies whose level of engaged employees are higher have less attrition rate than other companies and also is marked higher in productivity and customer satisfaction, so this proves that result of employee engagement are impacting the result in bottom line. For the purpose of the study a questionnaire was prepared based on understanding various aspects of company, relationship with the manager and the job. The questionnaire was checked for validation and reliability and responses were collected from employees who are working at a division on this pharma company in Hyderabad. The data analysis of the responses has resulted in some findings on gender & flexible policies, experienced employees & interaction, experienced employees & appreciation and level of engaged employees. If it is not taken care on time such issues can lead to high attrition rate in company. Happy employees keep customers happy. Pharmaceutical sector being a sector of critical talent, the retention of talent is a huge responsibility for HR. To improve the engagement among the employees, based on findings some of the engagement activities like opportunities to share feedback on manager, acknowledge employee contribution on real time basis, paternity leave policy were suggested in the study to retain employees.