High performance work systems and organizational performance of sales representatives of pharmaceutical companies in Chiclayo

• Autores: Ludeña, Diego, Arbulú Ballesteros, Marco Agustín
• Formato: artículo
• Fecha de Publicación: 2021
• Institución: Universidad del Pacífico
• Repositorio: UP-Institucional
• Lenguaje: inglés
• OAI Identifier: oai:repositorio.up.edu.pe:11354/3290
• Enlace del recurso: https://hdl.handle.net/11354/3290; https://doi.org/10.21678/jb.2021.1439
• Nivel de acceso: acceso abierto
• Materia: Efectividad organizacional--Perú--Chiclayo; Capacitación de empleados--Perú--Chiclayo; Administración de ventas--Perú--Chiclayo; Industria farmacéutica—Perú--Chiclayo; https://purl.org/pe-repo/ocde/ford#5.02.04

The purpose of the study has been to differentiate the importance of the high-performance work systems (HPWS) effects, for dimensions, in the performance of sales representatives of pharmaceutical companies in Chiclayo having affective commitment and human capital as mediation variables. HPWS have a significant effect on development through human capital, but not with affective commitment. However, there are HPWS’ subdimensions that affect development through the “motivational path” (training, performance assessment and empowerment practices) which also affect in a considerable way through human capital. An activity that also affects performance through human capital significantly is the compensations and incentives one.