Exploring the Medical Representatives’ Perception towards Motivational Measures Implemented by Selected Pharma Companies, Chennai City Subramani A.K.1, Jan N. Akbar2, Goute Ashok Kumar3, Arumugam Thangaraja4 1Associate Professor & Head, Department of Management Studies, St. Peter's College of Engineering and Technology, Avadi, Chennai, Tamil Nadu, India, 2Assistant Professor, Faculty of HR & OB Department, ICFAI Business School, (IBS), Hyderabad (A Constituent of ICFAI Foundation for Higher Education), Hyderabad, Telangana, India, 3Associate Professor, Faculty of HR & OB Department, ICFAI Business School, (IBS), Hyderabad (A Constituent of ICFAI Foundation for Higher Education), Hyderabad, Telangana, India, 4Assistant Professor, VIT Business School, Vellore Institute of Technology, Chennai, Tamil Nadu, India Online published on 31 March, 2020. Abstract Background Indian Pharmaceutical industry has significant growth in recent decades and faces hyper competition in the local and international market. Aim The primary objective of this research is to explore the medical representatives’ perception towards motivational measures implemented by selected pharma companies, Chennai city. Method and Material The primary data of the research was collected through the structured questionnaire. The questionnaire was prepared based on Work Motivation Scale. The final sample size of the survey is 227. Results The findings of the study indicates that earnings & benefits given to the medical representatives has highest positive effect on work motivation of medical representatives, which is followed by working conditions, success orientation, task orientation, task orientation, mission orientation, coworker relations, managing others, and supervisor relations. The results of confirmatory factor analysis confirms that all the factors of the conceptual model has significant positive effect on work motivation of medical representatives working in selected pharma companies. Conclusion The medical representatives in Pharma industries can be motivated through the adoption of appropriate strategies by considering the right blend of above-mentioned factors. Top Keywords Motivation, Work Motivation Scale, Pharma companies, Medical representative. Top |