Factors Affecting Medical Representatives’ Performance in Generic and Non-Generic Pharmaceutical Companies in Jordan: A Comparative Study

Yara A. Musleh, Hani H. Al- Dmour

Abstract


Sales representatives play a central role in many companies, spanning the boundary between the selling firm and the customer. This research aims to investigate the factors affecting the pharmaceutical medical sales representatives’ perceived performance in both generic and multinational pharmaceutical manufacturing companies in the Jordanian market.

The population consists of the medical sales representatives in Jordanian pharmaceutical manufacturing companies and multinational (non- generic, research) pharmaceutical companies. The final selected sample consists of fifty seven medical sales representatives from eight generic and sixty seven medical sales representatives from ten multinational pharmaceutical companies.

The research findings indicate the following:

1.         There was a significant differences between generic and multinational pharmaceutical companies when compared together in light of all independent variables (wages system, evaluation, training, sales target, promotional system and personality traits and skills).

2.         When each independent variable taken separately; only wages system and training schedules showed differences.

3.         Significant differences were found between generic and multinational pharmaceutical companies regarding medical sales representatives' performance.

4.         For generic companies; there was positive effects only between the personality traits and the performance of the medical sales representatives


Keywords


Medical Representatives’ Performance, Factors, Companies in Jordan

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