Does Motivation Really Count for Sales force Performance in Pharmaceutical Industry?

Abstract

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.