Role Conflict, Tension and Job Satisfaction: A Study of Medical Representatives

Mehta Subhash C, S. Roy, Pandya A M and Chawla Deepak

IIMA Working Papers from Indian Institute of Management Ahmedabad, Research and Publication Department

Abstract: Based on a sample of Medical Representatives representing a cross-section of pharmaceutical companies, this study had two major objectives: 1. Identification of the significant determinants of role conflict, role clarity, quality of supervision, job tension and job satisfaction; 2. Investigation of the strength and direction of relationships between role conflict, job tension, and job satisfaction and their correlations with role conflict, role clarity, and satisfaction with clarity of supervision, as perceived by the salesmen. The study set out to test a number of hypotheses on these relationships, all of which were confirmed. Findings of the study lead to a number of suggestions for the sales managers who are interested in controlling role conflict and job tension and enhancing job satisfaction of their sales force. Also a number of methodological suggestions are made for future research in this area.

Date: 1978-01-01
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Persistent link: https://EconPapers.repec.org/RePEc:iim:iimawp:wp00269

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