Satış Gücü Motivasyonu - İş Tatmini Ölçeklerinin Test Edilmesi Ve Motivasyonun İş Tatmini Üzerindeki Etkisinin Belirlenmesi: İlaç Sektöründe Bir Uygulama

Öz

Bu araştırmanın amacı; satış gücü motivasyonu ve iş tatmini ölçeklerini test etmek ve ilaç satış mümessillerinin motivasyon düzeylerinin iş tatminleri üzerindeki etkisini belirlemektir. Araştırmada ayrıca demografik özellikler ile motivasyon ve iş tatmini rasındaki ilişkiyi tespit etmek amaçlanmıştır. Araştırma kapsamını Erzurum’daki ilaç satış mümessilleri oluşturmuştur. Araştırmada kullanılan ölçekler doğrulayıcı faktör analizi ile test edilmiş ve ölçeklerin geçerli olduğu tespit edilmiştir. Araştırma sonucunda finansal olmayan motivasyon araçlarının ilaç satış mümessillerinin motive olmalarını sağladığı tespit edilmiştir. İlaç satış mümessillerinin genel olarak iş tatminlerinin yüksek olmadığı belirlenmiştir. Ayrıca iş tatminini motivasyonun pozitif yönde etkilediği tespit edilmiştir.

Anahtar Kelimeler

• Motivasyon, İş Tatmini, Satış Gücü, İlaç Sektörü, Doğrulayıcı Faktör Analizi

Öz

The purpose of this study is to test motivation - job satisfaction scales of sales force and, to determine the effect of motivation levels of drug represantitives on job satisfaction. In addition, it is carried out with the aim of determining among demographic features, motivation and job satisfaction. The contest of the study consist of drug represantitives in Erzurum city centre. The scales used in the research were tested by means of confirmatory factor analysis, and the currencies were determined. In conclusion it was detected that the non-financal motivation tools motivated the drug represantitives. It was found out that they had job dissatisfaction. In addition, it was found out that job satisfaction effected motivation positively.

Anahtar Kelimeler

• Motivation, Job Satısfaction, Sales Force, Drug Sector, Confirmatory Factor Analysis

Kaynakça

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