Tracing the Effects of Mobbing in Losing the Performance of Sales Force: An Evidence of a Pharmaceutical Industry

Abstract

This study examines the effects of mobbing in losing the performance of sales force along with moderating role of social integrity in the pharmaceutical industry at Pakistan. Precisely, it assesses the influence of mobbing on job involvement, creativity, and efficiency of sales force. This study utilizes quantitative approach to collect data through questionnaire based survey from the sales representatives and used partial least square structure equation modeling to analyze results. The results show that mobbing has negative but significant relationship with the performance, job involvement, creativity and efficiency of sales force. It has also noted that social integrity has moderating effects on the relationship between mobbing and performance. This paper addresses the need to examine the relationship of mobbing, social integrity and the performance of sales force in the eastern culture of Pakistan, which can help in understanding the nature of these variables and the environment where competition among companies and unemployment rate is high.