Ambidextrous leadership and individual ambidexterity: emerging challenges for medical representative performance

Muhammad Irfan Nasution, Imas Soemaryani, Yunizar and Hilmiana

Cogent Business & Management, 2024, vol. 11, issue 1, 2356904

Abstract: Medical Representatives (marketing employees) are spearheads of pharmaceutical company sales. Medical Representative performance directly influences the company’s revenue and profitability. With strong sales, companies can grow, compete and generate profits. Understanding Medical Representative performance is the key to ensuring business success and continuity. Therefore, this study examines factors related to Medical Representative performance that can explain the sustainability of pharmaceutical companies in Indonesia. Then, investigate the mediation of work engagement both directly and indirectly. In this research, the elements applied include four aspects, namely ambidextrous leadership, talent management, and individual Ambidexterity. This study uses a quantitative approach. The unit of analysis was also a medical representative in Indonesia, which consisted of 370 subjects in five major cities. Furthermore, the impact analysis method was implemented Structural equation modelling part least square SEM-PLS). The research results show that Ambidextrous Leadership, talent management and individual Ambidexterity directly impact Medical Representative Performance (

Date: 2024
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DOI: 10.1080/23311975.2024.2356904

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