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@article{195248,
        author = {Akhilesh chaudhari and Akshita R Vakil and Mayuri Pawar},
        title = {Influence of Sales Incentives on Medical Representative Performance in the Pharmaceutical Industry},
        journal = {International Journal of Innovative Research in Technology},
        year = {2026},
        volume = {12},
        number = {10},
        pages = {7348-7356},
        issn = {2349-6002},
        url = {https://ijirt.org/article?manuscript=195248},
        abstract = {Sales teams are very important to the pharmaceutical industry because they help sell products and build strong relationships with healthcare providers. Medical Representatives (MRs) connect pharmaceutical companies with doctors by sharing scientific information about drugs and encouraging doctors to write prescriptions. Companies often use sales incentive programs to motivate their salespeople and improve overall results because there is a lot of competition.
The current study seeks to investigate the impact of sales incentives on the motivation, productivity, and ethical conduct of medical representatives within the pharmaceutical sector. The study utilized a descriptive research design, gathering primary data via a structured questionnaire administered to 335 Medical Representatives employed across various pharmaceutical companies. The questionnaire comprised demographic inquiries and Likert-scale statements to assess the impact of incentives on employee motivation, job satisfaction, and sales performance.
Using Jamovi statistical software, we looked at the data we had collected using statistical methods like frequency analysis, percentage distribution, and mean score analysis. The results show that giving employees incentives to sell more is a big part of boosting their motivation and productivity. The results show that incentive programs help Medical Representatives reach higher sales goals and build better relationships with doctors. The study also finds moderate worries about the stress of work and the ethical problems that come with incentive systems that are based on meeting goals.
The study finds that well-thought-out and open incentive policies can greatly improve the work of Medical Representatives and help the organization grow. So, pharmaceutical companies should use balanced incentive systems that encourage productivity while also making sure that marketing is done ethically and that employees are happy.},
        keywords = {Sales Incentives, Medical Representatives, Pharmaceutical Marketing, Sales Performance, Employee Motivation, Pharmaceutical Industry},
        month = {March},
        }