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Research Journal of Pharmacy and Technology
Year : 2017, Volume : 10, Issue : 1
First page : ( 70) Last page : ( 74)
Print ISSN : 0974-3618. Online ISSN : 0974-360X.
Article DOI : 10.5958/0974-360X.2017.00017.8

Motivation and Performance Excellence of Pharma Employees-A Case Study Approach

Dr. Vijayabanu C.1,*, Suppraja R.2, Sathammai C.2

1Associate Professor, School of Management, SASTRA University, Thanjavur

2II MBA Student, School of Management, SASTRA University, Thanjavur

*Corresponding Author E-mail: vijayabanu@mba.sastra.edu

Online published on 29 April, 2017.


The current case study deals with various choices of motivational aspects of sales representatives of pharma industry and the sales representatives choices towards various financial and non-financial incentives. This case also deals with importance of motivation for enhanced performance and commitment of pharma sales employees. Various contemporary methods of employees also dealt in this case. The employees get motivated by various incentives which impacts on their performance. It is sector where more of innovation and research development is needed and its impact on performance due to motivational strategies in the contemporary global business scenario has also been studied.



Motivation, Performance, Excellence, Pharma Employees.


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