The Impact of Salesforce Motivation on Organizational Performance in Pharmaceutical Industry of Karachi, Pakistan, 2019

Bakhtiyar Ali, Muhammad Abu Bakr Ali, Shameel Ahmed Zubairi


The pharmaceutical industry in Pakistan is a very demanding market that is always subject to competitive pressures. This research objects to define the interaction (Intrinsic, Extrinsic) of motivational factors for the salesforce teams in pharmaceuticals with respect to company performance. 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 performance by the sales force in Karachi, Pakistan For the execution of the current research and catering to the research questions in an effective manner, researcher opts for quantitative research design. In this research, the study has focused on selecting the population who belong only from the industry of pharmaceutical companies operating in Karachi. The sample size selected is based on 200 participants belonging from only pharmaceutical-based organizations. The research is based on using the primary method that involves collecting data or information directly from the real world. The design of questionnaire initiates from the demographic info to motivational factors like intrinsic variables, extrinsic variables along with the mediating variables and ending with company factor of performance questions. Data is analyzed by means of statistical tests and quantitative strategies. Primary data collected through the survey process is analyzed by Multiple Regression Analysis. The results and analysis indicated that there is a statistically significant impact of extrinsic variables on the motivation level of salesforce. In addition to this, it is also identified that increased level of motivation of sales force results in effective sales performance that leads towards effective process of organizational goals establishment.

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Copyright (c) 2020 Bakhtiyar Ali, Muhammad Abu Bakr Ali, Shameel Ahmed Zubairi

International Journal of Industrial Marketing  ISSN 2162-3066


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