Factors that affect turnover intention of medical sales representatives in leading multinational pharmaceutical companies in Thailand.

Abstract

The research was designed to investigate factors influencing the turnover intention of medical sales representative in multinational pharmaceutical companies by using representative samples from 3 leading pharmaceutical companies. The research was a qualitative research using both questionnaire for demographic information and individual interviewing session as a tool to study opinions on 13 factors from Herzberg’s 2 factors theory which is expected to influence the job satisfaction that link to turnover intention of medical sales representative. The interviewing session was set in order to gain the information in wider area which could be used to analyze the problem factors in deeper detail including to find similarity and difference in 3 companies. The ranges of the interviewees are 15 Thai MSR ages between 35-42 years old. The results showed that from 13 factors the top 3 most influential factors are (1) supervision (2) compensation (3) work itself. The managerial implication of the results for practice and future research are also discussed.