| dc.description.abstract | Facing Taiwan’s rapidly changing market environment, each company is trying to strengthen the technical, marketing strategy and other aspects of the ability to do its competitive advantage. However, these capabilities are easy to be imitated by competitors. In the other hand, the talent is not easily to be imitated. In the pharmaceutical industry, in addition to R & D, sales play the key factor for achieving organization success. Recruiting strategy and the quality of selection tools make a great impact on implementation of human resource strategies.
The study aims to explore the relationship between personality traits and job performance of sales representatives in pharmaceutical industry as well as explore the population statistic variables and job performance. Use analysis to find the qualifications of potential sales that can perform high performance in the organization.
In this study, the sales of pharmaceutical industry as the object of study, the research is divided into two parts. First, use the “Career Personality Aptitude System’; second, use the big five personality traits questionnaire translated from Goldberg (1999) and the Internal-external locus of control questionnaire modified from Rotter (1966). Through two kinds of research methods, the method I found that there is no correlation between personality traits and high performance sales; while method II found that there is positive correlation between the big five personality traits and high performance sales in terms of ＂Neuroticism,＂ ＂Agreeableness＂ and ＂Conscientiousness＂.
Based on cost savings and selection tools efficiency, we suggest it’s better to adopt the ＂Neuroticism,＂ ＂Agreeableness＂ and ＂Conscientiousness＂ from big five personality traits questionnaire as the selection tools. Meanwhile, leverage related human resources strategies to develop organizational talents and sustain competitive advantage. | en_US |