关键词: 医药代表, 领导—成员交换, 离职倾向, 组织认同, 自我感知的可雇用性

Abstract:

This study sought to investigate the significant determinants and mechanisms of turnover intentions among Chinese medical representatives. A convenience sample of 502 medical representatives based in Nanjing and Shanghai finished the questionnaire consisting of the Leader-Member Exchange Scale, the Turnover Intention Scale, the Organizational Identification Scale, and the Self-Perceived Employability Scale. The results from a moderated mediation model analysis showed that leader-member exchange reduced turnover intention through the mediation of organizational identification. At the same time, the increase in self-perceived employability weakened the effect of leader-member exchange on organizational identification. These findings offer the pharmaceutical industry practical managerial advice for lowering the turnover rate of medical representatives.

Key words: medical representative, leader-member exchange, turnover intention, organizational identification, self-perceived employability