Psychology: Techniques and Application

Psychology: Techniques and Application ›› 2022, Vol. 10 ›› Issue (11): 654-662.

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The Effect of Leader-Member Exchange on Medical Representatives’ Turnover Intention #br#

  

  • Online:2022-11-01 Published:2022-12-07

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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

CLC Number: 

  • B849
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