Measuring the job satisfaction for Medical representative.

Presented To:-Prof. Nirav Halwadiya

Presented By:-

Sanket Kanabar

Dhaval sathvara
Harshal chaudhary Bhavik Virdiya

Patel Tanha
Korat vijay

Indian pharmaceutical industry: -

The Indian pharmaceutical industry traces its roots to the 1903 formation of Bengal Chemical and Pharmaceutical Works in Calcutta. The government took its first concrete steps toward self -reliance in pharmaceuticals with the establishment of Hindustan Antibiotics Ltd. (HAL) in 1954 and Indian Drugs and Pharmaceuticals Ltd. (IDPL) in 1961.

The 1970 Patent Act:- recognizing patents on processes but not patents on products.
In 2005 India has agreed to enforce product patents on drugs. India currently represents just U.S. $6 billion of the $550 billion global pharmaceutical industry.

The Indian sector represents just 8 percent of the global industry total by volume, putting it in fourth place worldwide, it accounts for 13 percent by value.

The Leading Pharmaceutical Companies within India:1. Ranbaxy Laboratories

2. Cipla 3. Dr Reddy's Laboratories

4. Sun Pharmaceuticals
5. Nicholas Piramal 6. Zydus Cadila

7. Biocon
8. Glenmark Pharmaceuticals 9. Wockhardt Ltd

10. Orchid Chemicals

who is medical representative?

JOB DESCRIPTION OF MEDICAL REPRESENTATIVE :

Medical sales representatives are a key link between medical and pharmaceutical companies and healthcare professionals.
They work strategically to increase the awareness and use of a companys pharmaceutical and medical products.

They work as a intermediate between the pharmaceutical companies.

They are the major source of pharma market information. They provides their companies to important tool to become competitive. They spends hours in waiting area to be listen from doctors for one minute. Developing strategies for increasing opportunities to meet and talk to contacts in the medical and healthcare sector.

CONTINUE:

Organizing conferences for doctors and other medical staff. Building and maintaining positive working relationships with medical staff and supporting administration staff e.g. Receptionists. Managing budgets (for catering, outside speakers, conferences, hospitality, etc). Keeping detailed records of all contacts and reaching (and if possible exceeding) annual sales targets. Regularly attending company meetings, technical data presentations and briefings. Keeping up with the latest clinical data supplied by the company and interpreting, presenting and discussing this data with health professionals during presentations. Monitoring competitor activity and competitors' products.

JOB SATISFACTION

MEDICAL REPRESENTATIVE JOB SATISFACTION :

Maslows hierarchy of needs :-

CONTINUE:

Alderfer's erg theory:-

CONTINUE:

Hertzberg:-

Job Satisfaction factors:

Job Satisfaction

Job outcomes
Job performance Turnover

Absenteeism
Organizational Commitment Job Involvement

Sample design

Target population: All the medical representative working in pharmaceutical. Sample size: 50. Sample element: individual medical representative. Extent: AHMEDABAD. Time: 2010. Sampling frame: not available. Sampling technique: non probability sampling technique.(convenient sampling technique).

Replacement or without replacement : without replacement sampling method.

RESEARCH DESIGN

Exploratory research

Secondary data Qualitative data

Conclusive research

Descriptive research

Cross sectional design

Single cross sectional design

Survey methods

Telephone interviewing Personal interviewing Mail interviewing

Sampling & scaling Techniques

Non-probability sampling

Convenient sampling

Scaling technique

Designation distribution

4% 4% 0% 10%

Medical representative Trainee Business Manager Business Officer 74% Scientific Informer Sales executive

8%

Others(please specify)

Work with other company before joining the current organization

30%

Yes

70%

No

Their satisfaction with their company

0% 6% 12% Extremely satisfied Somewhat satisfied 46% 36% Neutral Somewhat dissatisfied

Work in a team

28%

Yes 72% No

No. of times their manager assist them while visit to the doctors

12%

6% 38%

1 times in a month 2-5 times in a month 5-8 times in a month More than 8 times in a month

44%

No. of doctors visit in a month

35 30 25 20 15 10 No. of visit

5
0 Up to 50 51-100 101-150 151-200

Their satisfaction with their headquarter

18%

Yes 82%

No

Satisfaction related to their immediate manager

25

20
15 10 5 0 Extremely Satisfied

Somewhat satisfied
Neutral Somewhat dissatisfied Extremely satisfied

Their statement for their immediate manager

25 20

15
10 5 0 Strongly Agree

Agree
Neutral

Disagree
Strongly Disagree

Satisfaction with their wages & work load

25 20 15 10 Extremely satisfied Somewhat satisfied Neutral

5
0

Somewhat Dissatisfied
Extremely Dissatisfied

Statement to their company

25 20 15 10 5 0 Strongly agree Agree Neutral Disagree Strongly disagree

Qualification

2% 2% 12% 38% Pharmacy graduate.

Science graduate.
Post graduate(pharma) 46% Post graduate(science) Others(please specify)

Employees thinking about more earning at same designation in other company

22%

14%
64%

Yes No Dont know

Overall job satisfaction today compare to beginning

2% 10% 4% 46% 38%

Much more satisfied

somewhat more satisfied same level of satisfaction as last year somewhat less satisfied Much less satisfied

satisfaction * work_type Crosstabulation

Count

work_type

yes satisfaction much more satisfied 1

no

Total

some what more satisfied 21 2 23

same level of satisfaction

13

19

some what less satisfied 1 4 5

much less satisfied 0 2 2

Total 36 14 50

Chi-Square Tests

Value Pearson Chi-Square 16.610a

df

Asymp. Sig. (2-sided)

.002

Likelihood Ratio 17.002 4 .002

Linear-by-Linear Association 15.307 1 .000

N of Valid Cases

50

a. 6 cells (60.0%) have expected count less than 5. The minimum expected count is .28.

Symmetric Measures

Nominal by Nominal

Count

satisfaction * work_type Crosstabulation Chi-Square Tests Phi Value

Value

Approx. Sig.

Pearson Chi-Square 16.610a satisfaction much more satisfied Likelihood Ratio 17.002 some Cramer's V what more satisfied Linear-by-Linear Association 15.307 same level of satisfaction N of Valid Cases 50 some what less satisfied 1 4 a. 6 cells (60.0%) have expected count less than 5. The minimum expected much less satisfied 0 2 count is .28. Total 36 14 Contingency Coefficient

Asymp. Sig. (2work_type sided) df yes no Total 4 .002 1 0 1 4 .002 21 2 23 1 .000 13 6 19 5 2 50

.576

.002

.576

.002

.499

.002

N of Valid Cases 50

VISIT_OF_MANAGERS * SATISFACTION Crosstabulation

Count

SATISFACTION

MUCH MORE SATISFIED VISIT_OF_MANAGERS ONE TIME 1

SOME WHAT MORE SATISFIED N

SOME WHAT LESS SATISFIED

MUCH LESS SATISFIED Total

2-5 TIMES 0 12 6 1 0 19

5-8 TIMES 0 9 10 2 1 22

MORE THAN 8 TIMES 0 0 3 2 1 6

Total 1 23 19 5 2 50

Chi-Square Tests

Value Pearson Chi-Square 29.255a

df

Asymp. Sig. (2-sided)

12

.004

Likelihood Ratio 21.877 12 .039

Linear-by-Linear Association 13.505 1 .000

N of Valid Cases 50

a. 16 cells (80.0%) have expected count less than 5. The minimum expected count is .06.

Symmetric Measures

Value

Approx. Sig.

Nominal by Nominal

Phi
.765 .004

Cramer's V .442 .004

Contingency Coefficient .608 .004

N of Valid Cases 50

Conclusion &Interpretation:

[1] When we conduct the study we come to know that 74% of the field person are working as a MR in our survey.

[2] More than 30% of participant had work with any other company before joining the current. And most of them have work for 2-5 years.
[3] Around 50% are remain neutral for their company satisfaction. While 35% somewhat more satisfy. [4] Most of our participant are work in a team rather than alone. [5] More than 40% are assisted by their manager 5-8 times in a month. [6] More than 60% are visit 101-150 doctors in a month. [7] Participant who like their current head-quarter are not suggesting to change and the reason for their satisfaction is their contingency. Those who want to change their head-quarter are thinking that they will grow better at any other head-quarter.

[8] Their satisfaction with their immediate manager somewhat more satisfied and they are thinking their manager is fair to them. [9] Their satisfaction with their wages and workload is somewhat more satisfied but the interesting result is seen in the option/pension plan and here they are somewhat dissatisfied.

[10] They like to remain more neutral on the question related to their company.
[11] Most of the participant are pharmacy graduate.

[12] Most of them are somewhat more satisfied with their job.
[13]On the question of suggestion related to enhance their satisfaction most of them are ask to increase their salary and wages.

Interpretation

After the completion of research work we come to know many different things MRs job satisfaction is affected by their colleague. They are more satisfied when they are in group then alone because in group they think that their work is decreased. And so they are more satisfied in group. Their satisfaction is also affected by the number of visit their manager take to them and it affect inversely. As the number of visit increase the satisfaction is decrease. In this case in may be like that they fill inconvenient when their manager come and suggest something

If we compare their PAY scale then we come to know that they are somewhat satisfied with the salary and incentive but they still asking to increase it to increase their satisfaction. The interesting point in their satisfaction is also that their headquarters. When they are satisfied the reason is their convenience but they want to change their headquarters when they think that their growth may be higher at other place and at that time they want to change the headquarters.