Year-end Sale % OFF 
Abstract
The global COVID-19 pandemic has re-defined work operations and work-attributes in our business environment. The conventional day-to-day activities and work-attributes of the supply chain sales workforce have changed due to the compulsory lockdown and restrictions enforced by national governments worldwide. Hence, there is the need to identify the key constructs embedded in the current realities. This research gap has not been investigated using exploratory factor analysis (EFA). The objective of this study was to evaluate pharmaceutical sales representatives’ (PSRs) perception of selected work-attributes by using EFA to develop a framework of constructs. A cross-sectional, quantitative research technique was used. A 13-item structured questionnaire was administered using the purposive sampling method to 170 PSRs in Nigeria. The questionnaire was based on a 5-point Likert scale ranging from 'strongly disagree (1) to strongly agree' (5). Descriptive and Inferential statistics using SPSS 23. Work-attributes were extracted using two-factor extraction methods; Principal component analysis (PCA) with orthogonal rotation and Principal axis factoring (PAF) with oblique rotation. Parallel analysis (PA) using simulated data analysis of 170 sample size and 13-item variables was executed using SPSS syntax. EFA model fit characteristics were satisfactory within criteria level. PAF gave more parsimonious constructs with 3 components extracted. The constructs were reduced to 1 after applying PA. The focal work-attributes were: Increased workload, Information/enlightenment provider, increased sales of products, and received recognition/appreciation for sales efforts during the lockdown. The study developed a validated summary of key work-attributes. Provided information for conducting EFA in pharmaceutical sales and marketing operations.
Highlights
Factor analysis is a structural equation technique used to simplify, further explain large, complex data, and generate linked relationships that may occur among a set of seemingly unrelated observed variables (Reio Jr & Shuck, 2015; Thompson, 2004)
Factor Analysis has been extensively applied in many disciplines especially in the social, behavioral, and management sciences (Nimalathasan, 2009) relationship marketing research for large data reduction without loss of essential information (Luigi, Ţichindelean, & Vinerean, 2013) education research studies (Ozturk, 2011) practice research (Schreiber, 2020; Van De Tran, 2019; Watterson, Look, Steege, & Chui, 2020): research guidelines for factor analytic studies (Berliner, 2002; Goretzko, Pham, & Bühner, 2019; Matsunaga, 2010; Nimalathasan, 2009; Schreiber, 2020)
There is an increasing demand for research in the pharmaceutical sales and marketing industry relating to the effects of the COVID-19 pandemic, where the paradigm of job description and processes is rapidly changing as firms and employees continue to adapt to these effects daily
Summary
Factor analysis is a structural equation (quantitative) technique used to simplify, further explain large, complex data, and generate linked relationships that may occur among a set of seemingly unrelated observed variables (Reio Jr & Shuck, 2015; Thompson, 2004). It is useful to have a better understanding of how this paradigm shift affects the work-attributes of healthcare supply chain staff, in particular, pharmaceutical sales representatives (PSRs). This perhaps will support characterization into constructs to aid proper understanding and prioritization of roles and functions, as required. The use of quantitative techniques such as Factor analysis (FA) to derive constructs, facilitate parsimony, understanding, and as well as acquire the desired skill set for practitioners
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