"Presentable" Emotional Labor: The Impact Of Emotional Labor On Work Commitment Among The Pharmaceutical Representatives


Atilla Gok G.

ESKISEHIR OSMANGAZI UNIVERSITESI IIBF DERGISI-ESKISEHIR OSMANGAZI UNIVERSITY JOURNAL OF ECONOMICS AND ADMINISTRATIVE SCIENCES, cilt.10, ss.277-300, 2015 (ESCI İndekslerine Giren Dergi) identifier

  • Cilt numarası: 10 Konu: 3
  • Basım Tarihi: 2015
  • Dergi Adı: ESKISEHIR OSMANGAZI UNIVERSITESI IIBF DERGISI-ESKISEHIR OSMANGAZI UNIVERSITY JOURNAL OF ECONOMICS AND ADMINISTRATIVE SCIENCES
  • Sayfa Sayısı: ss.277-300

Özet

Representing the companies and aiming to sell their drugs, pharmaceutical representatives work under sales target pressure in order to secure quotas set by the companies. This job requires not only intellectual and physical effort but also emotional labor. As the industry has a dense structure of emotional labor this study aims to determine levels of emotional labor and work commitment among pharmaceutical representatives. Another aim of the study is to determine the predictive effect of emotional labor on work commitment. The study is conducted with 251 pharmaceutical representatives who work in Isparta, Burdur and Denizli. According to the results of multiple regression analysis, it is determined that the contribution of deep acting dimension is positive and the contribution of surface acting dimension is negative to the model.