Earticle

초록

영어

The sale amounts of pharmaceutical company depends on the salesperson's core competence. The objective of this study is to analyze the impact of salesperson’s perception on pharmaceutical corporate culture and reputation on one’s own core competence. We reviewed a previous study on corporate culture and reputation to develop a questionnaire to investigate corporate culture, reputation and core competence of pharmaceutical company’s salespersons. We conducted a survey for 150 participants in Seoul and Gyeonggi region and the response rate was 93.3%(140/150). We conducted a regression analysis, in which the dependent variable was core competence of salesperson and independent variables were corporate culture and reputation. The correlation between corporate culture and core competence was positive in both communication and organization culture. Also, we suggested that communication culture was more important than organization culture for core competence. In case of reputation, ethical management was the only factor affected core competence positively. On the other hand, societal responsibility and corporate image did not affect core competence significantly. For the sales and management ability of salespersons in pharmaceutical companies, the improvement on factors that directly affect salesperson’s performance, such as communication and organization culture between colleagues and superiors, is preferentially needed rather than the company's societal responsibility, quality of product, ethical management, corporate image and reputation.

목차

Abstract
 연구 방법
  연구 대상
  분석모형 및 연구가설
  분석변수
  분석방법
 연구결과
  응답자의 일반적 특성
  신뢰도 분석
  상관분석
  핵심역량에 영향을 미치는 요인 - 기업문화
  핵심역량에 영향을 미치는 요인 - 명성
 고찰
 결론

키워드

저자

• 변광민 [ Kwang Min Byun | 성균관대학교 일반대학원 제약산업학과 ]
• 하동문 [ Dong Mun Ha | 성균관대학교 약학대학 ] Corresponding author

참고문헌

발행기관

간행물

표지보기 관심저널 등록

• 간행물명

  한국보건사회약료경영학회지 [Journal of Korean Academy of Managed Care Pharmacy]

• 간기

  반년간

• pISSN

  2092-8394

• 수록기간

  2009~2022

• 십진분류

  KDC 518 DDC 615