Analysis of the Relationship Between Psychological Capital and Burnout Levels of Salespeople Working as Pharmaceutical Sales Representative

Pomak İ., Çizmeci B., Yayla E. N.

Ahi Evran Akademi, vol.2, no.2, pp.29-52, 2021 (Peer-Reviewed Journal)

  • Publication Type: Article / Article
  • Volume: 2 Issue: 2
  • Publication Date: 2021
  • Journal Name: Ahi Evran Akademi
  • Journal Indexes: Index Copernicus
  • Page Numbers: pp.29-52
  • Kayseri University Affiliated: Yes


The aim of this study is to measure the regulatory role of training and development programs provided to salespeople in terms the relationship between individual-organization harmony and psychological capital. In this study, data were collected from 205 medical firms representatives actively working in Kayseri city center in Central Anatolia Region through questionnaires in order to investigate the effects of the trainings provided to them on their performance. We examined the effects of the training pharmaceutical sales representatives and how these effects contribute to making a difference in their performance. Finally, within the scope of the study, the effect of psychological capital on burnout and sub-dimensions of burnout was analyzed. As a result of the analysis, it has been observed that psychological capital has an inverse effect on depersonalization, emotional exhaustion and burnout as a whole. These results show that psychological capital can be used as a variable to eliminate burnout and the negative consequences of brought by it.