The Influence of Medical Sales Representatives’ Work Engagement on Job Satisfaction and Self-Perceived Performance at The Jordanian Pharmaceutical Industry A Structural Equation Modeling Perspective

The purpose of this research was to examine the influence of sales representatives work engagement on their job satisfaction and self perceived performance. Data were collected from 212 medical sales representatives in 12 pharmaceutical companies in Jordan. It was hypothesized that work engagement is significantly associated with job satisfaction and self perceived performance. Utilizing the structural equation modeling, a model was built to test the hypotheses. The findings of the study supported the hypothesis that work engagement dimensions (vigor, dedication, and absorption) have significant relationships with Job satisfaction and performance. These relationships, however, were not all in the same direction. It was found that being vigorous sales representatives has a positive effect on both satisfaction and self perceived performance. In contrast, sales representatives’ dedications and absorption are negatively related to their satisfaction and self perceived performance. Managerial implications and research limitations are also discussed Keywords: