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Pharmaceutical sales representatives (PSRs) have been shown to influence the prescribing patterns of physicians. Some of the blame has been shifted from physicians to PSRs due to perceived inadequacies in PSRs' education and certification. The purpose of this paper is to review the literature regarding the current certification requirements for PSRs, motivation for nationally standardized certification and the controversy surrounding pharmaceutical detailing impact on physicians' prescribing behavior.

Articles related to certification for PSRs were identified via searches of PubMed and IPA from inception to March 2011. Search terms included PSRs, PSRs certification, PSRs registration, PSRs education, and PSRs requirements. Articles describing the roles and responsibilities of PSRs, physician and public perception of PSRs, certification processes, and the future of PSRs' roles were included. An internet search was also performed to identify articles in the lay press related to this topic.

This paper shows that the certification for PSRs may become necessary, or even required, to help ensure that the prescribing patterns of physicians are not negatively affected due to false information coming from the PSRs. Therefore, ensuring that PSRs are well certified can lead to better health outcomes for patients. Although pharmaceutical companies do not require certification to gain employment as a sales representative, the certification provides a good knowledge base and insight into the industry.

The paper shows that appropriate training and certification of PSRs may be on the rise for this career path.

With a foundation in the conservation of resource theory, this paper aims to examine the validity of a conceptual model that explains the mechanism connecting perceived threat of terrorism to production deviance. The link between perceived threat of terrorism and production deviance was examined via emotional exhaustion. Notably, the study evaluated whether the relationship between perceived threat of terrorism and production deviance is mediated by emotional exhaustion and moderated by levels of emotional intelligence.

The study is cross-sectional in nature and data were collected from 432 pharmaceutical sales representatives who operate outdoors in the high-risk region. Two-step approach consisting confirmatory factor analysis and structural equation modeling was used for analysis. To examine conditional direct and indirect effects, the authors used model 8 in PROCESS.

Results were consistent with prediction made from the conceptual model in that emotional exhaustion partially mediated the relationship between perceived threat of terrorism and production deviance. This was particularly the case when emotional intelligence was low, but not when high. Likewise, perceived threat of terrorism exerted a direct effect on production deviance when emotional intelligence was low, but not when high.

The study is the first to examine the relationship between perceived threat of terrorism and production deviance. Moreover, no study to date has examined the mediating role of emotional exhaustion between perceived threat of terrorism and production deviance. Finally, up till now, it is unknown that emotional intelligence moderates the relationship of perceived threat of terrorism with emotional exhaustion and production deviance.

Perceived workplace support (PWS) is an employee’s perception of perceived organisational support (POS), perceived supervisor support (PSS), perceived co-worker support (PCS) and perceived sufficient resource support (PSRS) to operate effectively. The purpose of this paper is to explore the development and validation of employee’s PWS instrument in small and medium-sized enterprises (SMEs).

A total of 15 items of employees’ PWS instrument in SMEs were developed from the measurement base of earlier published research, concepts and theory. The instrument was applied to a cross-sectional study and data were collected as factor analyses to confirm and ascertain construct validity. Reliability was tested by measuring the internal consistency.

The instrument showed excellent reliability at 0.894. Four factors as “POS”, “PSS”, “PCS” and “PSRS” were extracted and confirmed from the confirmatory factor analysis.

PWS studies are often used by researchers, human resource departments and organisations to investigate the level of employee support. The instrument developed from this study will enable researchers, human resource departments and organisations to explore levels of POS, PSS, PCS and PSRS.

Mid-level executives are confronted with many dilemma situations, in which they are forced to decide between conflicting options, none of them leading to the desired result. If they fail to cope with them constructively, their individual risk for mental strains increases (Gerlmaier and Latniak, 2013). Initial findings focusing on executives in industry (Bossmann, 2020) show that fostering effective dilemma management in executives is a preventive factor against stress-related diseases. Yet, there is little empirical research that evaluates the contribution of dilemma management training on leadership’s mental health prevention in hospitals. This study aims to examine whether such a training program, adapted to current working conditions in German hospitals, promotes mid-level executives’ mental health.

A 10-month training program was administered to N = 69 senior physicians, senior nurses and senior service and administrative staff in four hospitals. To evaluate training effects on perceived stress reactivity, on cognitive and emotional irritation over time as well as the effects of the training dose on these results, participants’ self-reported measures were collected at four points in time: before (t0), during (t1), immediately after (t2) and three months after the intervention (t3).

Overall, participants showed less cognitive irritation and perceived stress reactivity over time. However, their emotional irritation did not change significantly. The dose of training participation did not moderate these results.

This paper contributes to the prevention of stress-related diseases and the promotion of sensemaking in mid-level executives’ dilemma management routine in the face of increasingly aggravating working conditions due to financial restrictions in the German health-care system. Findings of this study are explained in greater depth using previously reported qualitative data from the same research project.

Successful performance and execution of construction projects depend highly on a good project control system capable of tracking and reporting project status on a desired time interval. The purpose of this paper is to propose such a control system by integrating spreadsheet and Visual Basic for Application to produce a customized tracking system for Pipeline Relocation Programs under Engineering, Procurement and Construction Management (EPCM) contracts.

The project status reporting system (PSRS) proposed here was developed to produce a single page summary report that would include scope information, financial status, descriptive status updates and top-level task schedules. This information is retrieved from various sources and transformed further utilizing specific formulas and algorithm needed to compute the budget and schedule status of the pipe relocation project. A practical case study is used to demonstrate its unique application.

The system has successfully integrated project finance and schedule information into a central control hub. Financial and schedule performance of a project is tracked and monitored by the PSRS automatically.

The proposed system utilizes the powerful computing capability of MS Excel and the user-friendly VBA programming tool to customize the reporting needs of a project and program environment. The proposed system, whose functionality has been validated by the intended users, tries to achieve a balance between simplicity, accuracy and effectiveness for the flow of information at a much lower cost compared to the other readily available project control software.

This paper aims to investigate public sector reform (PSR) initiatives in Kazakhstan, and how such reform efforts have helped the government to be more responsive to the needs and demands of the citizens.

The paper examined four key PSR initiatives: decentralization, Civil Service reform, e‐governance, and civil society in improving governance in post‐Soviet Kazakhstan.

In light of Kazakhstan government's efforts to reform the public sector, the study finds that substantial progress has been made in improving its service delivery systems and enhancing good governance.

The study is an investigation of four out of several PSR initiatives aimed at improving good governance.

The study provides insights into how aspects of PSR can be fundamentally useful in promoting good governance.

A system of evidence‐based periodic service review (PSR) was implemented in specialist health services for people with challenging behaviour, to support the adoption of a positive behavioural approach. The extent and accuracy of PSR implementation, its impact on staff knowledge and attitudes, and its value as a practice leadership tool were assessed. The results indicated that PSR was implemented regularly, scoring was based accurately on tangible evidence, and increased scores over time indicated service improvement in line with PSR principles. Staff generally welcomed PSR as a quality monitoring tool, and greater knowledge of the rationale and process for PSR was associated with more positive attitudes. Managers regarded PSR as a valuable aid to practice leadership and had used innovative implementation methods to maximise its acceptance by staff teams. The style of management and need for support from the wider organisational structure are discussed as critical factors in successful implementation.

This paper seeks to empirically identify the major factors that influence physician loyalty behavior in prescribing certain brands of drugs.

Testable hypotheses were developed with respect to physician loyalty behavior regarding drug prescription practices, and a survey questionnaire was designed to capture the data from 71 physicians, as a convenience sample. The hypotheses were tested by PLS path modeling.

The major finding is that tangible rewards to physicians by the pharmaceutical companies lead to prescription loyalty. The second major finding is that the professional values of pharmaceutical sales representatives (PSR) impact significantly on physician prescription loyalty. The hypotheses related to the impact of PSR personality, drug quality, corporate reputation and professional influence on prescription loyalty were not supported in the study.

The results should prove useful to pharmaceutical companies in developing physician loyalty to particular brands as well as enhancing the understanding of drug control authorities and governmental health policy makers, in controlling unethical medical practices by physicians.

This paper reports an original empirical study on physician loyalty behavior in the context of drug prescription.

The purpose of this paper is to analyze the role of interactivity with television (TV) personalities and audience members as mediating variables between teleshopping genre dependency and teleshopping behavior, and to identify the moderating effects of televiewers' instrumentalist behavior on teleshopping.

The Media Dependency Theory has been used as the conceptual framework of this study to explain teleshopping in terms of the relations of the individual with the teleshopping genre, TV personalities and audience members.

Data analysis performed using a sample of 432 Spanish teleshoppers shows that genre dependency has an indirect influence on teleshopping exposure, which in turn has a direct and positive effect on teleshopping behavior. The individual‐media relationships proposed are, in all cases, greater for high instrumentalist televiewers.

This research provides managers suggestions to increase teleshopping behavior. Managers responsible for TV content design should encourage specific viewing and purchase objectives so that they will attract an audience with instrumentalist motivations. They should also design attractive sales programs to retain the audience's attention and promote relationships with program hosts to increase relationships with TV personalities.

Previous research focused on individual media dependency has analyzed the antecedents and consequences of individual media‐genre dependency, but despite dramatic differences between instrumentalist and ritualist televiewers, very limited research has been conducted to examine them. This paper explains teleshopping in terms of the relations of the individual with the teleshopping genre, TV personalities and audience members, focusing on the moderating influence of televiewer's instrumentalist behavior.