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Exploring the Medical Representatives’ Perception towards Motivational Measures Implemented by Selected Pharma Companies, Chennai City


Affiliations
1 Department of Management Studies, St Peter’s College of Engineering and Technology, Avadi, Chennai, Tamil Nadu, India
2 ICFAI Business School, (IBS), Hyderabad (A Constituent of ICFAI Foundation for Higher Education), Hyderabad, Telangana, India
3 Management Studies, Anna University, BIT Campus, Tiruchchirappalli, India
4 VIT Business School, Vellore Institute of Technology, Chennai, Tamil Nadu, India
     

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Background: Indian Pharmaceutical industry has significant growth in recent decades and faces hyper competition in the local and international market.

Aim: The primary objective of this research is to explore the medical representatives’ perception towards motivational measures implemented by selected pharma companies, Chennai city.

Method and Material: The primary data of the research was collected through the structured questionnaire. The questionnaire was prepared based on Work Motivation Scale. The final sample size of the survey is 227.

Results: The findings of the study indicates that earnings & benefits given to the medical representatives has highest positive effect on work motivation of medical representatives, which is followed by working conditions, success orientation, task orientation, task orientation, mission orientation, coworker relations, managing others, and supervisor relations. The results of confirmatory factor analysis confirms that all the factors of the conceptual model has significant positive effect on work motivation of medical representatives working in selected pharma companies.

Conclusion: The medical representatives in Pharma industries can be motivated through the adoption of appropriate strategies by considering the right blend of above-mentioned factors.


Keywords

Motivation, Work Motivation Scale, Pharma Companies, Medical Representative.
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  • Exploring the Medical Representatives’ Perception towards Motivational Measures Implemented by Selected Pharma Companies, Chennai City

Abstract Views: 321  |  PDF Views: 0

Authors

A. K. Subramani
Department of Management Studies, St Peter’s College of Engineering and Technology, Avadi, Chennai, Tamil Nadu, India
N. Akbar Jan
ICFAI Business School, (IBS), Hyderabad (A Constituent of ICFAI Foundation for Higher Education), Hyderabad, Telangana, India
Radha Mohan Chebolu
ICFAI Business School, (IBS), Hyderabad (A Constituent of ICFAI Foundation for Higher Education), Hyderabad, Telangana, India
C. Thirumal Azhagan
Management Studies, Anna University, BIT Campus, Tiruchchirappalli, India
Thangaraja Arumugam
VIT Business School, Vellore Institute of Technology, Chennai, Tamil Nadu, India

Abstract


Background: Indian Pharmaceutical industry has significant growth in recent decades and faces hyper competition in the local and international market.

Aim: The primary objective of this research is to explore the medical representatives’ perception towards motivational measures implemented by selected pharma companies, Chennai city.

Method and Material: The primary data of the research was collected through the structured questionnaire. The questionnaire was prepared based on Work Motivation Scale. The final sample size of the survey is 227.

Results: The findings of the study indicates that earnings & benefits given to the medical representatives has highest positive effect on work motivation of medical representatives, which is followed by working conditions, success orientation, task orientation, task orientation, mission orientation, coworker relations, managing others, and supervisor relations. The results of confirmatory factor analysis confirms that all the factors of the conceptual model has significant positive effect on work motivation of medical representatives working in selected pharma companies.

Conclusion: The medical representatives in Pharma industries can be motivated through the adoption of appropriate strategies by considering the right blend of above-mentioned factors.


Keywords


Motivation, Work Motivation Scale, Pharma Companies, Medical Representative.



DOI: https://doi.org/10.37506/v10%2Fi12%2F2019%2Fijphrd%2F192185