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• W2586514222 abstract "The sales executives/medical sales representatives play an important role in the growth and development of pharmaceutical companies. They sell their company's products, which include medicines, prescription drugs and medical equipment to a variety of customers including general practitioners, primary care trusts, hospitals and pharmacies. They also work strategically to increase the awareness and use of their company's pharmaceutical and medical products. The core characteristics of these executives are highly competitive, achievement-driven and target oriented.Medical sales representatives/sales executives have to convince highly qualified and intellectual people i.e. doctors from molecule to molecule for different indications and diseases. They need to do multitasking like meeting doctors, generating prescriptions for their products, meeting stockists and chemists, making their product widely available, submitting the required reports and data on time, conducting seminars, conferences, continue medical education programs, doctor group meetings, achieving sales targets etc. In addition to these functions, sales competition among the companies remains a challenge. In executing all these functions medical representatives may either undergo lot of pressure by themselves or it may be applied by their managers. They have to know how to manage their pressure at an optimal level. These executives also need to have emotional maturity, emotional sensitivity and emotional competency (emotional intelligence) by which these individuals are recognized truthfully in the assignment and performance of their jobs. In turn, these characteristics lead towards result orientation and enhance performance. It is believed in sales that personality of the individuals have strong influence on theirjob.Type-A personalityTheories of personality explains that type A individuals are ambitious, aggressive, business-like, controlling, highly competitive, impatient, time-conscious, preoccupied with his or her status. People with type-A personalities are workaholics, push themselves with deadlines and hate both delays and ambivalence. But type-B individuals are generally patient, relaxed, easy going and at times lacking an overriding sense of urgency. Actually, Type-A/B personalities are a result of consistent behavioral responses to various environmental demands. People will adapt certain behavioral patterns according to the situations they face in daily lives.Type A/B behavior pattern is a behavioral trait (Spector & O Conncll, 1994) how one responds to environmental challenges and threats (Ivancevich & Matteson, 1984). People with type-A personality respond in ways characterized as aggressive, achievement oriented, dynamic, hard driving, fast paced (in eating, walking, and talking), impatient, competitive, ambitious, irritated, angry, hostile, and under time pressures (Cooper, Kirkcaldy, & Brown, 1994; Friedman, 1967; Jamal, 1990; Rosenman & Chesney, 1985). Type B individuals are casual, easygoing, and never in a rush to get things done (Bortner, 1969). Type A personality people develop coronary heart disease (Friedman, 1967; Schaubroeck, Ganster, & Kemmerer, 1994) and experience more stressors and strains (Jamal, 1999; Shaipley, Dua, Reynolds, & Acosta, 1995) than Type B personality people. A majority of these studies have been done to have an understanding of the effect of type-A personality on the lives of the general population.In the present study Type A personality scale developed by COOPER.C.L is used to assess the behavioral pattern of sales executives in context of organizational setting.Job performancePerformance measurement has numerous implications and they differ based on the organization's aims. The aims included such as improving the productivity, guided-action based on promotion, the payment for performance, employee's assistance to promote their capability for higher level of responsibility and performance. …" @default.
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• W2586514222 date "2013-06-01" @default.
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• W2586514222 title "Impact of Type-A Behavior on Job Performance among Executives" @default.
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