The Role of Training and Development in Enhancing Employees Performance: Evidence from Sales Force of Pharmaceutical Companies at Shaheed Benazirabad Pakistan.

Abstract

Training and development is crucial for the success of organizations. Currently in Pakistan, the pharmaceutical industry is a very vibrant and growing organization.  There is lots of new talent being recruited in this industry and hence this industry is one of the most competent organizations in Pakistan. Competition is at its peak and hence new ideas need to be infused for each company to gain a market and competitive edge. As there are many competitors in this industry, all pharmaceutical firms work towards implementing innovative practices that will allow them to be more productive and profitable than their competitors. Out of these, training and development of sales representatives, especially in this industry is a very important and crucial element for success. The objective of this study was to investigate the relationship between training and development and employee performance. Furthermore it was also analyzed that how Person Job fit (PJ fit) mediate and job satisfaction moderates the relationship between training & development and employee performance. For this purpose Simple random sampling technique was used to collect the data from 304 sales force representatives of different pharmaceutical companies. Since, we have used macro process tool for regression analysis to analyze the data. The findings of the study pertains that there is positive association between training & development and employee performance. It was also found that Person Job fit (PJ fit) mediate and job satisfaction moderates the relationship between training & development and employee performance.