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Examining the antecedents of salesperson motivation...

...within a small to medium sized pharmaceutical company in designing a data based model for employee retention

The primary purpose of this study was to examine the relationship between existing motivational theories; specific mediating variables and the consequences on employee retention within a small to medium sized pharmaceutical company based in the U.K. It is recognised that retention of skilled employees is arguably one of the most significant challenges of the 21st century (Drucker, 1999, p. 5), and because attrition costs are so high, many pharmaceutical companies are taking serious measures to reduce them.

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Inadequate Leadership Support by Sales Managers

"Most professional sports players receive coaching even when they reach the top of their field."

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Toward an Enhanced Framework of the Business-to Business Selling Process

Personal Selling is an important element of business-to-business marketing.

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