The mediating role of employee ambidexterity and work engagement for talent management and medical representatives’ performance in Indonesian pharmaceutical companies

  • 280 Views
  • 104 Downloads

Creative Commons License
This work is licensed under a Creative Commons Attribution 4.0 International License

The business success of pharmaceutical companies in achieving sales targets amid increasingly fierce market competition is highly dependent on the presence of a strong and efficient marketing team. This study aims to explore the impact of talent management on medical representatives’ performance in Indonesia, as well as to analyze the mediation role of employee ambidexterity and work engagement. This study used a quantitative approach involving 167 medical representatives as a sample. Data were collected through questionnaires distributed online and offline. The paper used structural equation modeling-partial least squares (SEM-PLS) for data analysis. The study’s results partially show that talent management, employee ambidexterity, and work engagement can significantly increase medical representatives’ performance (< 0.05). Furthermore, talent management significantly increases employee ambidexterity and work engagement (< 0.05). In addition, an indirect effect was found, where talent management can significantly improve medical representatives’ performance mediated by employee ambidexterity and work engagement (< 0.05). Employee ambidexterity can significantly increase medical representatives’ performance mediated by work engagement (< 0.05). These findings prove that talent management, employee ambidexterity, and work engagement are essential to improve medical representatives’ performance. In addition, these results also can develop more efficient marketing and human resource management strategies in the pharmaceutical industry in Indonesia.

view full abstract hide full abstract
    • Figure 1. Conceptual framework
    • Figure 2. Structural research model (relationship between variables)
    • Table 1. Demographic profile of the respondents
    • Table 2. Construct reliability analysis results
    • Table 3. Path coefficients between the variables (direct and indirect effects)
    • Conceptualization
      Muhammad Irfan Nasution
    • Data curation
      Muhammad Irfan Nasution, Imas Soemaryani, Yunizar, Hilmiana
    • Formal Analysis
      Muhammad Irfan Nasution, Imas Soemaryani, Yunizar, Hilmiana
    • Investigation
      Muhammad Irfan Nasution
    • Methodology
      Muhammad Irfan Nasution, Imas Soemaryani, Yunizar, Hilmiana
    • Project administration
      Muhammad Irfan Nasution
    • Software
      Muhammad Irfan Nasution
    • Writing – original draft
      Muhammad Irfan Nasution
    • Resources
      Imas Soemaryani, Yunizar, Hilmiana
    • Supervision
      Imas Soemaryani, Yunizar, Hilmiana
    • Validation
      Imas Soemaryani, Yunizar, Hilmiana
    • Writing – review & editing
      Imas Soemaryani, Yunizar, Hilmiana