A Survey And Countermeasure Discussion On The Turnover Intention Of The Pharmaceutical Repersentatives In H Company

In the field of Organizational Behavior and Human Resource Management inboth domestic and overseas, the study of employee turnover intention, which based onthe perspective of psychological contract is the current research focus. Psychologicalcontract is the link between employee and organization, but its content get cognitivegap between the side of employee and organization, and this gap will significantlyaffect employee’s affective commitment to the organization, thus finally influence theturnover rate. This paper took the medical representatives in H company as researchobject, and then based on the relative research results of the relationship betweenturnover intention and psychological contract, thus tried to explain the actualinfluence of psychological contract on the turnover intention and then explore the wayto reduce the loss of personnel from the perspective of psychological contract.This study took the way of questionnaire to conduct the survey. On the basis ofthe previous scale, we modified and formed the inventory through interviewing, thenfinally invited205pharmaceutical representatives to accomplish it. The conclusionsof data analysis were as follows:First, for the perception of employees’ psychological contract, it reached a highlevel with the overall mean of3.73, which means that most of the pharmaceuticalrepresentatives have a good idea of the responsibilities and rights of the side ofpsychological contract. The mean of turnover intention was2.39,but its standarddeviation was large (0.76), means that the turnover intention of the medicalrepresentatives in H company is not obviously, and there was a huge diversity amongthe research sample.Second, the analysis of variance found that psychological contract, its threedimensions and turnover intention have no significant differences on gender, age,marital status, education and jobs; but the differences reach to some extent on theyears of work experience, the regional of their team exist, the achievement of theirsales quota, thus. significantly reflect the uniqueness of this pharmaceuticalrepresentative group.Third, the results of correlation analysis showed that the correlation coefficientof psychology contract and its three dimension with turnover intention distributebetween0.5-0.7,which means that there is a highly negative correlation between thetwo variables, namely, the higher the level of psychological contract,the less obvious of the turnover intention of pharmaceutical representatives. A further regressionanalysis indicated that the three dimensions of psychological can significantly predictthe medical representatives’turnover intention.Based on the results of data analysis, this paper discussed the present situationand characteristics of pharmaceutical representatives’ turnover intention andpsychological contract, analyzed the inner relationship of two variables. Thus putforward the management suggestions of medical representative from five aspects,hoping that it can provide some effective help to reduce the pharmaceuticalrepresentatives’ turnover rate of H company, and also provide some reference for theother similar enterprises.