Marketing training strategies that pharmaceutical sales managers use to reduce unethical behavior

Sawad, AseelBin; Andrews, Kate

doi:10.4103/jehp.jehp_1081_21

Cited by 2 publications

(1 citation statement)

References 37 publications

Supporting

Mentioning

Contrasting

Order By: Relevance

“…Especially in China, affected by the social and cultural factors represented by “GUANXI” (also called Personal Connections), if sales personnel could maintain good relationships with important customers such as local governments, hospitals, pharmacies, and health management companies, it will also have a positive role in promoting product sales ( 90–92 ). In fact, the sale skills of sales professionals in the healthcare industry and the management of GUANXI with customers are common in countries around the world, except some differences in ethical or legal norms ( 93 , 94 ). Much of the literature in recent years also proves that the personal characteristics and abilities of pharmaceutical sales representatives have a significant impact on market share and sales performance ( 36 , 37 ).…”

Section: Discussionmentioning

confidence: 99%

Innovation, advertising, personal selling, and sustainability in the industries massively benefited from major public health emergencies: paradoxical evidence from China

Xie,

Zhang,

Fang

et al. 2023

Front. Public Health

View full text Add to dashboard Cite

BackgroundWhile major public health emergencies have severe socio-economic impacts, they may also present many opportunities for certain industries. For these industries that have benefited significantly (e.g., China’ s healthcare industry), the traditional emphasis on improving business performance through increased investment in innovation, marketing and sustainability may face contextual applicability challenges.MethodsWe used the data of healthcare industry in China during Covid-19 and the methods of hierarchical regression, moderating effect test to analyze the impact of innovation, advertising, personal selling, and sustainability on healthcare firms’ profitability. Three kinds of robust test including increasing the measurement range of variables, changing the data source and parameter estimation method, and Quantile regression are used.ResultsThis paper finds that innovation, advertising, and environmental sustainability have significant negative impacts on profitability, while personal selling, social sustainability, and governance sustainability have significant positive impacts on profitability in the industries massively benefited from major public health emergencies. Besides, social sustainability can significantly moderate the relationship between innovation and profitability.ConclusionOn one hand, for companies in industries that have benefited greatly from major public health emergencies, a shift in resource allocation from innovation, advertising, and environmental sustainability to personal selling, social sustainability, and governance sustainability may be more conducive to improving their profitability. On the other hand, for public health regulatory authorities, it is necessary to strengthen the supervision of sales representatives of health care enterprises, hospitals, public health organizations, etc., and appropriately subsidize the innovation of enterprises to enhance their innovation motivation.

show abstract