Study of the relationship of personality traits and job satisfaction among professional sales representatives in the pharmaceutical industry in Taiwan (China).

摘要

This research examined salespeople working in the pharmaceutical industry. This included examining the effects of different personality traits on job satisfaction. Demographic variables were also considered as moderators to see whether they play a role in the relationship between different personality traits and job satisfaction.; The main research methods was content analysis and survey. In the content analysis, the component information was collected, and then the model of this research was developed. For the survey, 150 salespeople from current Taiwanese pharmaceutical companies in the main island of Taiwan were surveyed. The instruments included a personality trait scale and job satisfaction scale, and the modulator demographic variables scale.; The results were tested using SPSS 12.0, and indicated that most personality traits resulted in different job satisfaction levels except the Neuroticism trait. Also, some demographic variables, such as pharmaceutical experienc, education level, and age are factors which might affect job satisfaction. Furthermore, the moderator of demographics between personality traits and job satisfaction was also tested, but the results showed no difference when the moderator was added.; In Professional Sales Representative (PSR) management for the pharmaceutical industry in Taiwan, the organization should patiently invest in increasing the motivation of their sales forces. Because a motivated team of PSRs provides the best quality of professional services, and will be the biggest factor in sales accomplishments, especially in the pharmaceutical industry.