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首页> 外文期刊>International Journal of Pharmaceutical and Healthcare Marketing >Pharmaceutical sales performance: A proposed study measuring behavioral aspects of self-efficacy as compared to general self-efficacy
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Pharmaceutical sales performance: A proposed study measuring behavioral aspects of self-efficacy as compared to general self-efficacy

机译：药品销售绩效：一项拟议的研究，用于测量自我效能与一般自我效能相比的行为方面

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Purpose – To date, a general self-efficacy concept has been the standard model for prediction of sales performance, and there has yet to be a published study that combines the three variables: sales performance, self-efficacy, and sales communication behaviors. It is proposed that a model which takes into account the behaviors of getting, giving, using, and planning, and the self-efficacy of these behaviors, will be a better predictor of sales performance in sales representatives. Design/methodology/approach – This study used a sampling of 110 pharmaceutical sales representatives to measure general self-efficacy, specific self-efficacy, behaviors, and sales performance. With the data, the research tested nine hypotheses. Findings – The self-efficacy of behaviors such as getting, giving, using, and planning are positively correlated with performance of these behaviors. Increased self-efficacy of behaviors actually proved to decrease performance of those behaviors, yet the increase in behaviors resulted in increased sales performance. Originality/value – The differentiation of specific self-efficacy, with regard to the behaviors of getting, giving, using, and planning, proved to be a superior indicator of sales performance as opposed to general self-efficacy. Although the findings of this study were not what was originally intended, the inverse nature of the results prove that a model of this nature will assist management in predicting and managing levels of productivity within their sales force.
机译：目的–到目前为止，一般的自我效能感概念已经成为预测销售业绩的标准模型，并且尚未发表将三个变量结合在一起的研究：销售业绩，自我效能感和销售沟通行为。建议将考虑获取，给予，使用和计划的行为以及这些行为的自我效能的模型作为销售代表中销售业绩的更好预测指标。设计/方法/方法–这项研究使用了110名药品销售代表的样本来衡量总体自我效能，特定自我效能，行为和销售业绩。利用数据，该研究检验了九种假设。结果–诸如获取，给予，使用和计划等行为的自我效能与这些行为的表现成正相关。事实证明，提高行为的自我效能会降低这些行为的绩效，但是行为的增加却导致销售绩效的提高。原创性/价值–在获得，给予，使用和计划行为方面，特定自我效能的差异证明是销售业绩的指标，而不是一般自我效能。尽管此研究的结果并非最初的意图，但结果的相反性质证明，这种性质的模型将有助于管理层预测和管理其销售队伍中的生产率水平。

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