Study On The Influence Of Medical Marketers’ Experience On The Incentive Effect Of Total Compensation

Since 2019,a series of pharmaceutical reform policies have been implemented,such as the introduction of the national key monitoring drug list,the purchase of drugs with quantity,the adjustment of the new national medical insurance list,etc.,and the competition among pharmaceutical enterprises is increasingly tending to the competition of pharmaceutical marketing talents.In this context,how to effectively stimulate the enthusiasm of medical marketing staff to become the focus of medical enterprises.Based on the total reward model,this paper starts from the perspective of supply and demand of incentive factors for front-line pharmaceutical marketers.On the basis of summarizing the theories of total reward model at home and abroad,this paper puts forward the incentive factors of total reward model of pharmaceutical marketing personnel,and makes the related hypotheses of total reward and work performance and work enthusiasm.Empirical research was carried out by using questionnaire and interview methods,and SPSS26 data processing tool was used to analyze the collected sample data to verify the hypotheses.The research content is mainly divided into the following aspects:Descriptive analysis of sample data characteristics.Mainly include gender,age,education level,working time,age,whether have foreign company experience,etc.Summarize demographic variable characteristics of E company pharmaceutical marketing personnel,to understand all men surveyed ratio is higher,level of education focus on undergraduate and junior college,Age of service basic in 1-5 years,the pharmaceutical industry experience basic in more than five years,most have no working experience in foreign company,more than half of the staff can finish the work performance indicators,most of the high work enthusiasm.An empirical analysis is made on the incentive factors related to the total remuneration of marketing personnel in the pharmaceutical industry.The most important factor is salary,followed by work-life balance,personal development and career opportunities,performance evaluation and recognition,and benefits.Specifically,among the 15 incentive factors,the steady increase of salary year by year,the competitive salary level in the industry and the fair salary rank the top three in the demand degree of the total compensation model.Based on the empirical analysis of the satisfaction degree of the actual effect of the relevant total compensation incentive factors of pharmaceutical industry marketing personnel,the interviewees believe that the compensation factor can motivate the work enthusiasm most,and the incentive effect is the best in the total compensation model.According to the descriptive statistics of questionnaire satisfaction,it is found that welfare factors have the highest satisfaction and salary factors have the lowest satisfaction.Then,independent sample T test and one way ANOVA were conducted to verify the proposed research hypothesis in terms of gender,age,education level,working time,working age and experience in foreign companies.The five satisfaction degrees of total compensation have a positive impact on job performance,work motivation and job performance have a positive impact,seniority has a moderating effect on the relationship between total compensation satisfaction and job performance.However,foreign company work experience did not regulate the correlation.Finally,seniority and working experience in foreign companies have a moderating effect on the relationship between work enthusiasm and work performance.Finally,it points out the problems existing in the current incentive mechanism of pharmaceutical marketing personnel and puts forward improvement measures.Based on the empirical analysis results,E enterprise has some problems,such as weak external competitiveness of compensation,unsatisfactory incentive results,delayed annual adjustment of compensation,lack of basis for salary increase,unclear career development path of marketing personnel,insufficient internal equity of compensation,poor incentive effect of compensation and neglect of the incentive effect of non-economic compensation.In view of the above problems,combined with the total compensation model and incentive theory,it is proposed to formulate a set of fair and reasonable compensation system,formulate the industry competitive compensation,set up formal rewards and recognition programs,establish a transparent and open promotion mechanism,give play to the role of new media technology,transfer positive energy of enterprises and other improvement measures.Through verifying the correlation between the incentive factors of the total compensation model of marketing personnel in the pharmaceutical industry and job performance,the influence of the variables such as age and working experience in foreign companies on the correlation was analyzed.The above empirical analysis can supplement the current total compensation model in the pharmaceutical industry,better guide the pharmaceutical industry how to effectively motivate marketing personnel,improve the rationality of the compensation system management.However,due to the limitations of the sample size and the surveyed enterprises,this study has certain limitations,and it is necessary to further expand the research scope for verification in the future.