FACTOR AFFECTING PERFORMANCE SUCCESS OF SALESPERSONS FOR THE MODERN PHARMACEUTICAL MANUFACTURERS IN THAILAND
Keywords:
Performance Success, Salespersons, Modern Pharmaceutical ManufacturersAbstract
This research aimed to construct the causal relationship model of factor affecting performance success of salespersons for the modern pharmaceutical manufacturers in Thailand. The samples were of 313 salespersons who work in modern pharmaceutical manufacturers selected by purposive sampling. The research instrument was used questionnaires to measure five factor personality, sales knowledge, work motivation, work ability and performance success, which had reliability (Cronbach’s alpha) ranging between 0.82 and 0.88. The data were analyzed by using descriptive statistics and structural equation modeling analysis by using LISREL program.
The results revealed that the hypothesized causal relationship model was fitted with the empirical data. It was found that 1) work motivation and ability had direct effect on performance success and 2) five personality dimensions had direct effect on work ability. In addition, sales knowledge had direct effect on work motivation; and work motivation had direct effect on work ability. In addition, the study also found that sales knowledge and work motivation had indirect effect on performance success. The implication of this study points out the significant factors for promoting performance success among salespersons.
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