The effect of organizational commitment on pharmaceutical representati̇ve's sales performance

The aim of this study, which examines the effect of organizational commitment on employee performance, is to examine the relationship between organizational commitment and sales performance of drug representatives not yet included in the literature.For this purpose, in December 2017, the research representative of the pharmaceutical representatives who marketed drugs in the same institution in Istanbul or in close locations formed the research sample. In this study were used as a data collection tool, personal information form; the Organizational Commitment Scale developed by Meyer, Allen & Smith (1993) and Turkish validity and reliability Wasti (2000) and realization of sales targets drug representatives atthe 2016 and 2017 years.The link created through the Google questionnaire was delivered to the participants via e-mail and social media.SPSS 21.0 package program was used to analyze the data collected online. According to the results of the study, it was found that organizational commitment did not show a significant difference according to age groups and education level; there were some differences in terms of gender, working time in the institution and working hours in the sector.There were no significant differences in terms of sales performance according to gender, level of education and working time in the institution; The results showed that there were some significant differences according to age groups and working time in the sector.Finally, the relationship between organizational commitment and sales performance is examined and there is a positive and significant relationship between emotional commitment, continuity commitment and organizational commitment and sales performance; on the other hand, the results showed that is only emotional of the organizational commitment factor commitment, which increases the sales performance. Keywords:Organizational commitment, pharmaceutical representative, sales performance.