Submit your papersSubmit Now
For Enquiries: [email protected]
IIARD LogoIIARD

Sales Force Determinants and Business Performance of Pharmaceutical Firm Dealers in Rivers State

Obabuike Ikeni NKPURUKWE, Rimamnde RIKWENTISHE, John FUMBA, Joseph Yusuf MUSAGA

Abstract

This study was geared towards empirically examining the relationship between salesforce determinant and business performance of Pharmaceutical Firm Dealers in Rivers State. The study adopted a quasi-experimental research design and cross-sectional survey method and a total of 240 copies of questionnaires distributed to the respondent. Data was analyzed using product moment correlation coefficient statistical tool with the aid of Statistical Package for Social Sciences (SPSS). The findings of the study revealed a strong positive association between compensation and sales growth of pharmaceutical firm dealers in Rivers State with the outcome of 0.844. The study concludes that concluded that compensation is a determinant of sales force performance for pharmaceutical dealers in Port Harcourt.

Keywords

Sales Force DeterminantCompensationBusiness PerformanceSales Growth

References

Abdolvand, M. A. & Farzaneh, S. (2013). Impact of Sales Experience and Training on Sales Presentation Skills between Industrial Salespersons. Research Journal of Applied Sciences, Engineering and Technology, 5, 8. Adebayo, A., & Badmus, A. (2023). Sales Force Management And Organizational Performance In Pharmaceutical Industry. Fuoye Journal of Management, Innovation and Entrepreneurship, 2(2). Agboola, S. F. (2019). Effect of Sales-force Management on Organizational Performance of Tuyil Pharmaceutical Limited in Ilorin, Kwara State (Master's thesis, Kwara State University (Nigeria)). Akanbi, P. A. (2000). Influence of Extrinsic and Intrinsic Motivation on Employees’ Performance. Almutairi, M., Idrus, E. & Alanazi, (2013). Job Satisfaction and Job Performance. A Case Study of Five-Star Hotels in Riyadh, Saudi Arabia. World Journal of Social Science, 3, 1, 27–37. Among, S. K. & Markoshi (2009). Financial Motivation 2nd Ed., Better Publishing Project, Port Harcourt. Amstrong, B. (2003). Distribution Strategy: Principle and Application, Great Britain: Pitman Publishing. Amue, G. J. & Igwe, S. (2014). Sales Force Compensation Mechanisms: A Strategy for Sustainable Competitiveness in the Banking Industry. Journal of Business and Management (IIOSR-JBM), 16, 9. Amue, G. J., Asiegbu, I. F. & Chukwu, I. I. (2012). Improving Sales Performance Through Sales Force Motivation Strategies: A Study of Pharmaceutical Firms in Nigeria. International Journal of Business Management and Economic Research, 3, 5, 620–626. Anca-Mihaela, T. (2013). Sales Force Motivation and Compensation. Revista Românã de Statisticâ Trim. I. Appelbaum, E., Bailey, T., Berg, P., & Kallegerg, A. (2000). Manufacturing Advantage: Why High-Performance Work Systems Pay Off. New York: Cornell University Press. Bakoshi, F. I. & Sharry, I. P. (2008). Sales Force Motivations and Selling Success. Strategic Business Journal, 20, 10, 20–42. Ballat, P. S. et al., (2010). Salesforce Performance Measures in Organization. Journal of Sales Management, 24 (August), 36–50. Bernadin, H. J. (2007). Human Resource Management: An Exponential Approach. 4th Ed. New York: McGraw–Hill Inwin, 253–277. Burke, R. J. & Cooper, C. L. (2005). Reinventing Human Resources Management: Challenges and New Directions. Routledge, London. Copeland, J. (2008). Financial Modelling and Capital Budgeting. Los Addison Wisely Publishing Company. Czinkota, M., Morris, P., and Levi, K. (1997). Managerial Economics (3rd Edition). New York: Prentice Hall. Daft, J. (1998). Strategic Marketing Management. The John Hopkins University Press, USA. Delaney, et al., (2010). The Impact of Human Resource Management Practices on Perceptions of Organizational Performance. Academy of Management Journal, 39, 4, 949–969. De, S., Pattnaik, L., Routray, P., & Sahoo, S. K. (2025). Performance resilience of sales-force through a business innovation model: a study by TISM approach. International Journal of Management Concepts and Philosophy, 18(2), 145–163. Dessler, G. (2011). Human Resource Management. Prentice–Hall, USA. Edeme, N. C., Eboh, M. E., & Ehiedu, V. (2024). Performance Influence and Sales Force Enhancement of Selected SMES In Delta State. Ezeh, I. M. (2024). Impact Of Performance Drivers On Sales Force Effectiveness In Delta State Smes. Journal of Marketing and Digital Media, 12(1), 23–53. Gratton, L. (2000). Living Strategy: Putting People at the Heart of Corporate Purpose. Prentice-Hall: London. Gunasekaran, A. H., Williams, J. & McCaughey, R. E. (2005). Performance Measurement and Costing System in New Enterprise. Technovation, 25, 5, 523 (May). Gunu, U. (2010). The Influence of Compensation on Performance of Sales Representatives of Pharmaceutical Companies Based in Ilorin – Nigeria. An International Multi- Disciplinary Journal, 4, 3b. Ipuele, O. A., Terkura, Z., & Alfred, A. T. (2019). Strategic sales force compensation and performance of selected breweries in Nigeria. International Journal of Advanced Research in Management and Social Sciences, 8(9), 131–153. https://www.indianjournals.com/ijor.aspx?target=ijor:ijarmss&volume=8&issue=9&a rticle=007 Johan, A., Zulganef, Z., & Pratminingsih, S. A. (2023). The Drivers of Business Performance: Does Sales Force Strategy and Network Capability Matter? JBTI: Jurnal Bisnis: Teori dan Implementasi, 14(1), 253–266. Jobber, D. & Lancaster, G. (2009). Selling and Sales Management 8th ed., England: Pearson Education Limited. Kotler, P., Bowen, J. T. & Makens, J. T. (2010). Hospitality and Tourism Marketing (International Edition), New Jersey: Pearson Prentice Hall Education Inc. Leiter, M. P. & Bakker, A. B. (2010). Work Engagement: The Essential Theory and Research, Psychology Press, New York, NY (in Press). Mohammadyari, Z. (2024). The Impact of Digital Marketing Competencies on Performance of Sales Force. Knowledge Economy Studies, 1(1), 135–149. Naqvi, R., & Das, G. (2023). Pharma 2023 Marketing the Future. Biological Sciences, 3(1), 347–352. Nwachukwu, C. C. (2010). Management: Theory and Practice. Revised Edition, Onitsha, Africana FEP Publishers. Okolo, V. O., Agu, O. A., Obikeze, C. O. & Ugonna, I. A. (2015). Evaluating the Effect of Customer Loyalty Strategies on Customer Satisfaction among Selected Global System for Mobile Communications (GSM) Services Providers in South Eastern Nigeria. International Journal of Development Research, 5, 7. Onodugo, V. (2000). Management Fundamentals: Concepts, Principles & Practices. Enugu: El ‘EDMAK LTD. Rashid, M. A. A., Othman, M. N; A. B. Othman, M. Z. B., & Abdullah, N. F. (2016). The Influence of Compensation on Job Performance among Employees in Malaysia. Conference paper, 1–8. Richard, D. (2009). Measuring Organizational Performance: Towards Methodological Best Practice. Journal of Management, 4, 2, 19–20. Safari, M., & Babazadeh, T. (2024). A Framework of Critical Success Factors Affecting the Business-to-Business Sales Performance. International Journal of Management, Accounting & Economics, 11(3). Sharbrough, W. (2006). Motivating Language in Industry. Journal of Business Communication, 43, 4, 322–343. Retrieved January 19, 2008. Business source premier database. Sharma, P., Leung, T. Y., & Adithipyangkul, P. (2023). Impact of relative compensation to executive directors with marketing experience on marketing performance: toward an integrative framework. European Journal of Marketing, 57(1), 125–148. Simms, J. (2007). Beyond the Fringe, People Management, 13, 7, 14–15. Retrieved January 19, 2008 from Business source premier database. Sorn, M. K., Fienena, A. R., Ali, Y., Rafay, M., & Fu, G. (2023). The effectiveness of compensation in maintaining employee retention. Open Access Library Journal, 10(7), 1–14. Uduji, J. I. & Nnabuko, J. O. (2008). Strategic Salesforce Management. Enugu: New Generation Books. Usani, N. E., & Sampson, E. A. (2023). Internal Marketing and Sales Force Performance of Beverage Manufacturing Firms in Nigeria. International Journal of Management, Accounting & Economics, 10(7). Yotapditya, I., & Sibarani, M. (2024). Impact of Sales Force and Training Hours on Sales Performance: A Case Study of PT. X's Retail Department. Majalah Ilmiah Bijak, 21(2), 260–272. Zaman, R., & Ali, T. (2023). Impact of Employee's Compensation and Benefits on Sales in the Pharmaceutical Industry (A Case Study of Leading Pharmaceutical Companies of Pakistan). International Journal of Global Business, 16(1). Zampetakis, L. A. & Moustakis, V. (2007). Fostering Corporate Entrepreneurship through Marketing. European Journal of Innovation Management, 10, 4, 413–433.

More Articles from JOURNAL OF ACCOUNTING AND FINANCIAL MANAGEMENT

Cashflow Management and the Performance of Commercial Banks in Nigeria

Author: Jeffrey Ayas Iyakonbogha, Clement E. Ozele

The Nigerian Code of Corporate Governance and Financial Performance of Deposit Money Banks in Nigeria

Author: i, Eneaniofu Daniel Mmaduakonam, ii, Azolike Nkiru Nkechi, iii, Emeter Patrick Okechukwu, iv, Okwor Emmanuel Ejimnkonye