The Influence of Perceived Organizational Climate on Kenya's Pharmaceutical Sales Force Motivation

Abstract

The primary objective of the study reported here was to examine the influence of perceived organizational climate on sales force motivation. To achieve this objective, a descriptive research was conducted with a random sample of one hundred respondents drawn from the pharmaceutical industry in Kenya. The data were collected using a structured questionnaire. once collected, the data were analysed by means of multiple regression and correlation techniques with motivational components (that is, valence, instrumentality, and expectancy) as the criterion variables.......................................................................................................................