A Study of the Relationship of Business Ethics Expectation-Pratices Gap to Job Satisfaction and Turnover Intention in Pharmaceutical Salesforce

• Main Authors: Lin, Yi-Chun, 林怡君
• Other Authors: Chen, Ming-Shiun
• Format: Others
• Language: zh-TW
• Published: 2010
• Online Access: http://ndltd.ncl.edu.tw/handle/60202951238779923391

碩士 === 國立臺北大學 === 企業管理學系 === 98 === Since drugs have a close relationship with patients’ health and life, if pharmaceutical firms don’t promote their product in a proper and legal way, patients’ rights may be damaged. Therefore, not only pharmaceutical salespeople should have higher values of business ethics and be constrained by stricter moral standards, the firms should also make efforts in enhancing their business ethics. Moreover, to pharmaceutical companies, salespeople’s attitudes toward job may influence their job performance, and the high turnover rate of salespeople would increase training cost, loss of business profit or relationship with customers in the vacant time, so salesperson’s job satisfaction and turnover intention have been highly valued. However, the relationship between business ethics and the above variables has not been studied extensively. Therefore, the purpose of this study is to examine the relationship of pharmaceutical salespeople’s business ethics to job satisfaction and turnover intention, to assess the mediating effect of job satisfaction in this model, and furthermore, to highlight the importance of business ethics and provide suggestions for pharmaceutical companies to implement it. Respondents of the questionnaire are 361 salespeople representing forty pharmaceutical companies in Taiwan, including foreign firms, domestic firms and agencies. Results suggest that first, there is a significant gap between pharmaceutical salespeople’s ethical values and perceptions of their business practices. Second, these two variables both positively influence job satisfaction, and through the mediating effect of job satisfaction, they also influence turnover intention negatively. On the other hand, as the difference between their values and their perceptions of corporate ethical value is greater, the level of their job satisfaction is lower and turnover intention is higher. Third, among all ethical factors, the practices of pharmaceutical companies to strengthen their ethical climate could increase job satisfaction and reduce the turnover intention of salespeople at the same time.