IDEAS home Printed from https://ideas.repec.org/a/ids/ijbire/v26y2021i1p20-33.html
   My bibliography  Save this article

Salesmen's motivations in the pharmaceutical industry in India

Author

Listed:
  • G. Yoganandan

Abstract

The primary aim of this research is to examine the motivational factors of salesmen working in the pharmaceutical industry in India. The sales employees are critical for providing quality service to all stakeholders. Their motivation is the key to the success or failure of a pharmaceutical organisation as motivated employees directly and indirectly contribute to the development and growth of organisations. A suitable questionnaire was framed to gather the data from 250 salesmen working in the five districts of Tamil Nadu. The motivational variables are taken from the Herzberg's two factor theory. The study revealed that growth opportunities available in the pharmaceutical industry is the most important motivational factor (satisfier) and job security is the most important maintenance factor (dissatisfier). In addition to focusing on these two factors, it is also recommended that the pharmaceutical companies should not give a standardised reward policy, instead they have to design rewards individual-specific to the extent possible for their salesmen.

Suggested Citation

  • G. Yoganandan, 2021. "Salesmen's motivations in the pharmaceutical industry in India," International Journal of Business Innovation and Research, Inderscience Enterprises Ltd, vol. 26(1), pages 20-33.
    • Handle: RePEc:ids:ijbire:v:26:y:2021:i:1:p:20-33
    as

    Download full text from publisher

    File URL: http://www.inderscience.com/link.php?id=117741
    Download Restriction: Access to full text is restricted to subscribers.
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:ids:ijbire:v:26:y:2021:i:1:p:20-33. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    We have no bibliographic references for this item. You can help adding them by using this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Sarah Parker (email available below). General contact details of provider: http://www.inderscience.com/browse/index.php?journalID=203 .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.