Motivation in a Pharmaceutical company in Greece - Free Essay Example

Sample details Pages: 8 Words: 2392 Downloads: 9 Date added: 2017/06/26 Category Statistics Essay Did you like this example? The pharmaceutical sector faces stiff competition but a motivated salesforce can provide competitive advantage and facilitate in consolidating the presence of a firm in a highly regulated market. This study will test the relevance of modern motivation theories in the context of the recent financial crisis and add to the literature. The need for motivating sales representativesà ¢Ã¢â€š ¬Ã¢â€ž ¢ in the pharmaceutical sector is discussed in the presence of downward employment pressures on the sector in Europe. Don’t waste time! Our writers will create an original "Motivation in a Pharmaceutical company in Greece" essay for you Create order This research will attempt to determine the applicability of the extrinsic and intrinsic motivators for salesforce motivation in pharmaceutical firms of Greece. The most significant extrinsic factors determined by literature include salary, opportunity of hierarchical advancement and bonuses, while the most important factors in terms of intrinsic motivation include challenging assignments, flexible work arrangements, team-based job design, verbal recognition, career development and self-efficacy. This research will identify the techniques that can be used to enhance salesforce motivation in pharmaceuticals sector of Greece. Determinants of sales representativesà ¢Ã¢â€š ¬Ã¢â€ž ¢ motivation in a Pharmaceutical company in Greece during the current recession 1.0-Introduction The sales representatives working for pharmaceutical firms in Europe face significant probability of downsizing due to the increasing focus on salesforce effectiveness measures as opposed to the traditional approach of placing importance to the size of the salesforce (Herwig 2003, pp. 42-56). The recent financial crisis has also led to the dwindling of jobs in Greece and across the European continent. The pharmaceutical industry is faced with cut-throat competition and a highly motivated salesforce can provide competitive advantage to a firm and facilitate continuing profitability and consolidation of the market share in a highly regulated market (Danner and Ruzicic 2006, pp. 2-5). This research proposal is intended to develop an appropriate approach to measure the significance of the determinants of motivation in the context of Greece and the financial crisis. 1.1-Statement of the problem à ¢Ã¢â€š ¬Ã…“What factors determine the motivation levels for sales representativesà ¢Ã¢â€š ¬Ã¢â€ž ¢ at pharmaceutical firms in Greece given the conditions prevalent during the current financial crisis?à ¢Ã¢â€š ¬? 1.2-Aims and Objectives This research aims to determine the interaction of motivational factors for the salesforce teams in pharmaceuticals with changing economic conditions. It will test the relevance of modern motivation theories in their attempt to explain the importance of the determinants of motivation in the context of an impending financial crisis in Greece. The following are the objectives of this research. To identify the factors that help determine the motivation levels for sales representatives unique to the pharmaceutical sector in Greece. To study the cultural factors that influence motivation of sales representatives. To test the impact of a lack of job security on the motivation levels of salesforce in the pharmaceutical sector. To determine the methods of motivation acceptable to sales representatives. To identify the most useful technique that can be used to enhance motivation levels of sales employees. 1.3-Significance of the research There is a scarcity of sector related studies of salesforce motivation in the context of Greece; therefore, this research highlights the debate regarding the importance of motivating sales representatives in the pharmaceutical sector (Shim 2006, pp. 6-8). This study tests the relevance of motivation theories in the context of the recent financial crisis and adds to the modern literature that can be further studied in a regional context. The need for motivating the salesforce in the pharmaceutical sector is discussed in the presence of downward employment pressures on the industry. This study intends to incorporate the cultural differences and their impact on the success of motivation techniques utilised by firms (McAlister and Vandlen 2006, pp. 1-2). 2.0-Literature Review Erez and Isen (2002, p. 1055) use the expectancy theory to predict the motivation level of an individual and test the extent of motivation created in individuals based on their perception that hard work will result in superior performance in terms of rewards, recognition and satisfaction. The study indicated that when the link between performance and outcome is specified, all three components of expectancy motivation are influenced positively (Erez and Isen 2002, pp. 1065-1066). Seijts et al., (2004, p. 227) define goal setting theory as the contention that goal commitment leads to a higher task performance compared to a vague performance goal. The results indicate that goal orientation can complement the motivation created through goal setting and influence an improvement in performance of an employee. Maslow (1954) developed a theory of motivation and personality that provided a hierarchy of needs with the satisfaction of physical needs at the lowest level of hierarchy and self actualisation at the highest level; the theory argued that the first level of hierarchy must be fulfilled before an individual can proceed to the next level. Borkowski (2010, pp.118-124) discussed the ERG theory that provides an alternative approach to the hierarchy of needs by identifying three categories of needs: existence, relatedness and growth. The existence includes all the basic necessities required by an individual to survive, relatedness facilitates the development of relationships in the society and growth relates to achievement and success (Locke and Latham 2006, pp. 265-267). However, the ERG theory suggests that an individual can attain higher levels of hierarchy before fulfilling the lower level of needs. This theory also accounts for the difference in needs between different cultures and societies and caters to the explanation of the frustration-regression principle; implying that an individual may need existence related objects once relatedness is not satisfied (Bernard 1992, pp. 56-59; John 2005, pp. 16-19). McClellandà ¢Ã¢â€š ¬Ã¢â€ž ¢s theory of needs suggests that three needs of an individual need to be satisfied including achievement, power and affiliation; individuals are motivated by a combination of these needs and some individuals may exhibit a strong tendency to be motivated by one of these factors (Borkowski 2010, pp. 125). Schultz et al., (2006, pp. 23-27) discuss the equity theory predicts that workers often tend to react to the speed of the individuals surrounding them at work. The study tests the relevance of equity theory in explaining worker motivation and find that workers tend to react to the speed of co-workers but the reactions tend to vary significantly from one individual to another. Malik and Naeem (2009, pp. 26-28) study the motivational preferences of pharmaceutical salesforce in the context of the developing world and identify using a questionnaire analysis that the three most important motivators include pay and fringe benefits, job security and promotion opportunities. It is also found that the motivation created through pay and fringe benefits has similar impact on all demographics. The motivational impact of job security was the highest amongst sales representatives with less than ten years experience owing to the high unemployment and the recent financial crisis. Therefore, it is prescribed that special emphasis should be placed on severance pay, outplacement and early retirement before initiating downsizing of pharmaceuticals salesforce (Woodbine and Liu 2010, pp. 28-30). McAlister and Vandlen (2006, pp. 1-3) highlight the importance of extrinsic and intrinsic motivators for salesforce motivation in pharmaceutical firms. The most significant extrinsic factors found in the study include salary, opportunity of hierarchical advancement and bonuses, while the most important factors in terms of intrinsic motivation include challenging assignments, flexible work arrangements, team-based job design, verbal recognitions, career development and self-efficacy. The study also argues that taking cultural and generational differences into account can also prove to significantly improve salesforce motivation. Singh (2010, p. 72) also studies the importance of intrinsic and extrinsic factors, that may lead to higher job satisfaction in pharmaceutical salesforce and finds that growth, relationships with co-workers, promotion expectation, recognition, job security, operational procedures, delegation and quality of work supervision can lead to significant increase in m otivation (Jansson and Vessman 1997, pp. 202-203). The internal promotion schemes and growth from inside the company can improve motivation amongst salesforce. The study also indicates that demographics have no significant impact on motivation levels in sales force (Gonsalves 2008, p. 3). Longino (2007, pp. 1-13) found that salesforce motivation and performance in pharmaceutical firms is significantly high when an appropriate territorial distribution and design is used by these firms. Danner and Ruzicic (2006, pp. 1-7) argue that pharmaceutical salesforce are no more governed by the size of the team and instead by salesforce effectiveness; the widespread downsizing in the salesforce of pharmaceutical firms around Europe can lead to major concerns regarding job security and de-motivate the sales representatives. Therefore, increasing job security proves to be the most important factor for salesforce motivation in pharmaceuticals during the current financial crisis (Barnett 1999, pp. 6-10). 3.0-Research Methodology The research will utilise a combination of the qualitative and quantitative methods to determine the significance of the factors that lead to increased motivation for sales representatives (Longino 2007, pp. 1-4). The determinants of motivation highlighted by the literature review will be the focus of the analysis in the context of Greece and the recent financial crisis. The measurement of the impact of these factors on motivation levels will be quantitative; however, the research will be reinforced by a qualitative analysis of the motivation techniques used by pharmaceutical firms using a case study approach (Hongchatikul 2008, pp. 12-13). The secondary research will examine the literature that focuses on developing innovative means for handling sales representatives with different profiles and segments. Primary data for this research will be collected by developing a questionnaire for the sales representatives working at pharmaceuticals firms. 3.1-Sampling Methodology The sampling methodology chosen for this study involves a multi-stage sampling process involving two distinct phases of selection process of the firms used for analysis (Alan 2011, pp. 21-26). The initial stage involves the selection of the sectors that are the focus of this research; this is based on conscious selection of the large scale pharmaceutical firms operating in Greece. The second stage includes the selection of the sales representativesà ¢Ã¢â€š ¬Ã¢â€ž ¢ for questionnaires using a non-probability sample as the goal is to select a maximum size for the sample and the minimum sample size will be a hundred sales representatives (Gordy 2000, pp. 139-148). The research may also involve interviews with pharmaceutical firm managers depending on the resources and the cooperation available from the companies. 3.2-Resources The dissertation will accomplish a review of the literature on sales force motivation, motivation techniques and the impact of a recession on sales force motivation levels. The research resources include eminent online journals including the Science Direct, Blackwell Synergy, Jstor, Ebrary, Springer Link, Ingenta Connect, Google Books and Google Scholar, and the books and publications available at the library. The resource pool will be filtered after conducting a preliminary review of the literature available and the relevant literature will be sorted for inclusion into the dissertation. 3.3-Ethical Obligations It is crucial to uphold the integrity of research process and the ethical conduct of the researcher is manifest from the fact that a replica of all the literature and data used for the research will be maintained and made available upon request. The contact to the moral risks posed during the exploration process is also diminished by certifying that the researcher uses a manageable sample for case analysis to be able to conduct an in-depth analysis of the motivation techniques used by the selected firms (Nelson 2004, pp. 4). 4.0-Conclusion The research on salesforce motivation in the pharmaceuticals sector in Greece will not only add to the existing pool of literature on salesforce motivation but it will also create interest in the testing of modern theories of motivation and the impact of the recent financial crisis on the determinants of salesforce motivation (Iguisi 2009, pp. 147-149). This provides incentive for sector based studies on salesforce motivation and an opportunity to compare the results obtained in different industries and across diverse cultures and economies. References Alan, B., (2011). Business research methods. Oxford: Oxford University Press. Barnett, C., (1999). Motivation theories: Integration. New Hampshire: Whittemore School of Business and Economics, University of New Hampshire. Bernard, W., (1992). Human motivation: Metaphors, theories and research. Michigan: Sage Publishers. Borkowski, N., (2010). Organisation behaviour in healthcare. Sudbury: Jones and Barlett Publishers. Danner, S., and Ruzicic, A., (2006). The European pharmaceutical industry: Delivering sales excellence in turbulent times A roadmap for getting the basics right and exploring the future. Munich: Roland Berger. Erez, A., and Isen, A., (2002). The influence of positive effect on the components of expectancy motivation. Journal of Applied Psychology, Vol. 87 (6), pp. 1055-1067. Gonsalves, B., (2008). Retaining and motivating your sales force in Asia. New York: Mercer Series. Gordy, M., (2000). A comparative anatomy of credit risk models. Journal of Banking and Finance, Vol. 24 (1), pp. 119à ¢Ã¢â€š ¬Ã¢â‚¬Å"149. Herwig, J., (2003). Motivate and reward: Performance appraisal and incentive systems for business success. New York: Palgrave MacMillan. Hongchatikul, U., (2008). The impact of organisational development interventions on employee commitment and motivation and customer satisfaction: A case study. Bangkok: Graduate School of Business, Hua Mak Campus. Iguisi, O., (2009). Motivation related values across cultures. African Journal of Business Management, Vol. 3 (4), pp. 141-150. Jansson, S., and Vessman, J., (1997). The industrial point of view: Competence development in Pharmaceutical industry. American Journal of Pharmaceutical Education, Vol. 61, pp. 202-203. John, M., (2005). Organizational behaviour I. Essential theories of motivation and leadership. New York: M.E Sharpe Incorporation. Locke, E., and Latham, G., (2006). New directions in goal setting theory. Current Directions in Psychological Science, Vol. 15 (5), pp. 265-268. Longino, E., (2007). Sales management control, territory design, sales force performance, and sales organisational effectiveness in pharmaceutical industry. Boca Raton: Eric Longino. Malik, M., and Naeem, B., (2009). Motivational preferences of pharmaceutical sales force: Empirical evidence from Pakistan. Pakistan Economic and Social Review, Vol. 47 (1), pp. 19-30. McAlister, R., and Vandlen, C., (2006). What types of rewards or recognition practices motivate individuals to be creative and innovative, particularly those in RD functions whose products are developed over long time periods? Cornell: Cornell University. Nelson, K., (2004). Motivating high performance in pharmaceutical sales teams: Key compensation and team process factors. New York: Lantern Group. Rye, D., (1998). 1,001 ways to inspire: your organization, your team, and yourself. Victoria: Castle Books. Schultz, K., Schoenherr, T., and Nembhard, D., (2006). Equity theory effects on worker motivation and speed on an assembly line. Boston: Harvard Business School. Seijts, G., Latham, G., Tasa, K., and Latham, B., (2004). Goal setting and goal orientation: n integration of two different yet related literatures. Academy of Management Journal, Vol. 47 (2), pp. 227-239. Shim, S., (2006). Adoption of pharmaceutical sales force automation systems: An exploratory study. South Orange: Stillman School of Business, Seton Hall University. Singh, V., (2010). Job satisfaction among pharmaceutical sales force in South Africa: A case with special reference to Cape Town. Ä °Ãƒâ€¦Ã… ¸letme AraÃ…Å ¸tÄ ±rmalarÄ ± Dergisi, Vol. 2 (2), pp. 63-74. Woodbine, G., and Liu, J., (2010). Leadership styles and the moral choice of internal auditors. Electronic Journal of Business Ethics and Organisation Studies, Vol. 15 (1), pp. 28-35.

Modernization Of The One Generation Will Be The...

Frank Coyne Mrs. DeSanto Research paper 12 February 2015 Improvements to Education Abraham Lincoln once said, â€Å"The philosophies of the schoolroom in one generation will be the philosophies of government in the†¦show more content†¦They mostly focused on grammar and basic math; this was actually based on concepts of mandatory school for children that were founded in Europe by Martin Luther. In the U.S., there was also the concern of children forced into the workforce too early in the factories. However, the educational system has changed to make it harder to receive an education almost as much as it has changed to make an education more accessible. Recent skyrockets in tuition have made paying for college a challenge. Even families in the middle class with six-digit incomes find it nearly impossible to pay for four years of college (What’s the Price Tag). This problem is compounded when families expect multiple children to attend college. America’s school system, especially at the tertiary level, needs to be improved in order for students to receive the education they deserve for the tuition they pay. Education is not the only thing that is changing; the job market is also undergoing major changes. Jobs in today’s world are requiring a higher level of education. Colleges have yet to adapt their educations to include the necessary criteria that the job market requires. At the same time, college courses are being offered to amuse the student or help GPA s cores to improve, instead of focusing on the

Construction of Business for Financial - MyAssignmenthelp.com

Question: Discuss about theConstruction of Business Managementfor Financial Crisis. Answer: Global financial crisis entered a new era when governments struggled to save their financial institutions and strongholds. Many of powerful countries suffered great setbacks in their economies, but Australia response to the global financial crisis saved the countrys economy through announcing budget stimuli packages to curb the financial crisis. The packages were released with the first and second stimuli both were injected into the system to serve different purposes which would and helped the recession economy. Company to be able to say that it has evaded the financial crisis some facts are looked upon example all the staff payment should be cleared, the company should be out of debts and be able to give profit financial statement at least (Shi, Halpin, (2003) Procurement Strategies Procurement strategy is the plan or method used to be most effectively in optimizing the resources in acquiring material or items legally in a company or organization. Every procurement department in an organization works for hand in hand with a budget plan of the organization and with consideration of some of the strategic plans and projects already in progress. Also, the company should consider environmental factors surrounding the business that is the social and economy considerations; most valuable commodity price flow and international stoke market which should act as a primary guideline in preparedness of GFC (Creyer, (1997) The company financial data record is essential is in procurement department operational duties which many facts are to be considered. Capital flow is a major issue to consider this is by analyzing profit incomes, the tax rate in the company, growth of the company and majorly cost of operation. By the considerations the company put in place the fact in the time of GFC not to rely on the government stimuli, it will have a smooth flow of economy if the even the financial crises strike again it will have a lot of boost of its own to stabilize its self. Procurement planning should have series of revision exercises before having any procurement done. Analysis of the spending data of the procurement should be well done; all the company record should in order so as to know the maximum amount that should be spent on the procurement. Tender and supplier management with the corporation should be considered very well too (or intending to) have good quality supplies and to be able to have good relation with the supplier. Procurement department should consider having an excellent customer relationship and try to get feedback about their services to the company; it is through the client's relation that many of the loopholes in the department can be noted. The category management should be well studied through to have sustainable and efficient procurement. The awarding and implementation of the tender to the successful supplier is work of category manager. The category manager also does contract management essentially he is to ensure proper pa rticipation of key stakeholders and keep update with the suppliers in case of any changes (Jeston, Nelis, (2014). Procurement analysis involves the consideration of the review of; strategic situation analysis (SWOT) Strength Weakness Opportunity and Threat, procurement capability of development and policy, procedure, processes and system initiatives which are usually in procurement manual that highlights all protocol in the department. Company Behavior and Ethics In every firm ethics and behavior are critical as this is what sells companys image to the customer and also determines a lot the outcome to the profitability of the business. Apart from having a good image to the customers, most of the companies have come up to make the behavior and ethics a regulatory requirement to every worker to a bind to them. Teamwork and efficiency in most of the workplaces require and mostly depend on the behavior and ethics. Lessons learned from GFC show that company preparedness to the recession of the economy was very few that most of them even went bankrupt to the point of being closed (Mohr, et al. (2001). Behavior at work and a personal level are one of the most specified by the companies in workplaces. Behavior mostly is summarized as the relationship between fellow working colleges, appropriate dressing, language and accountability of the action at the workplace. Integrity is the honesty that is required to a worker by the company or his/her organization. Honesty is an important virtue that one must develop by his own so as to be able to work for any company with confidence. Example workers working in banks and financial institution are required a lot of integrity in them from even the customers to manage their money and properties. Accountability to work is a great requirement for every company and every corporative. The liability of worker is known by how he is responsible for his/her position whether as a manager or just as a messenger in the companys Teamwork is a most driving necessity to every business success. Even up to department levels in the enterprise collaboration is most required to have a sufficient production. The example in health care or hospital many of the doctors have specialized in a different field, and at the point, a euro surgeon may require assistance from the psychology doctor or just the pharmacist. Commitment to work is paramount also to every worker in that in the event at one point when one is needed to have extra time or effort to fulfill certain task the company can rely on the employee. Example doctors are supports to be very committed in their work such that even when required in an emergency at night they can be counted on to save lives. Conclusion For a company to be able to avoid the GFC a lot has to be taken into consideration from workers themselves and also to the organizational structure of the corporation. The procurement department should be able to meet the required policies and procedures by the company are strictly followed for any purchase done. Workers also have a significant role to play in the whole company itself depend on the employee's teamwork and efficiency. Also, the companies should have measures in place to able to curb global financial crisis if it happens to occur again and even know a way to predict future occurrence of GFS (Jttner, Maklan, (2011). References Creyer, E. H. (1997). The influence of firm behavior on purchase intention: do consumers care about business ethics. Journal of Consumer Marketing, 14(6), 421-432. Jeston, J., Nelis, J. (2014). Business process management. Routledge. Jttner, U., Maklan, S. (2011). Supply chain resilience in the global financial crisis: an empirical study. Supply Chain Management: An International Journal, 16(4), 246-259. Mohr, L. A., Webb, D. J., Harris, K. E. (2001). Do consumers expect companies to be socially responsible? The impact of corporate social responsibility on buying behavior. Journal of Consumer Affairs, 35(1), 45-72. Shi, J. J., Halpin, D. W. (2003). Enterprise resource planning for construction business management. Journal of Construction Engineering and Management, 129(2), 214-221.

rattlebone Essay Example

rattlebone Essay A novel or a collection of short stories? may be a question that a critic asks about Rattlebone.Maxine Clair portrays both arguments with her energetic writing style.A blend of random comments and many unique phrases intermix with the intense plot.Writing like this gives the reader a more relaxed state and the book seems more alive and real.In answer to the critique question, Maxine Clair is writing a novel because of an abundant supply of foreshadowing, a collection of narrators, a recurrence of characters, and a process commonly known to man as aging. Suggesting that Rattlebone is in fact a novel, foreshadowing occurred in several places during the book.Clair uses this writing method by mentioning the name October Brown, partly because Brown is involved at the beginning and towards the end of the book.Ms. Brown became an important part of Irenes life, not only by being one of the main reasons for her parents divorce, but also by helping Irene accomplish one of her goals.The time th at occurred between these two events in the book connects Rattlebone and is a very good use of foreshadowing.Another example of Clairs use of this writing method is the experience of the divorce between Irenes parents.This long-term process displayed Irenes parents as being unforgiving.Atfirst his wife forgives James Wilson for the affair that he enjoyed with October Brown, but after a period of time, Pearl also had her share of the fall in their relationship.At this time, neither one of Irenes parents would forgive the other nor make up with the other.This example again shows the use of foreshadowing by Clair by evolving the event over several chapters with different narrators. Irene, the narrator in several different stages of the divorce between her parents, speaks her feelings of disgust and always tries to keep her parents relationship together.Another side of the sto