aoMACHIAVELLIAN ORIENTATION AMONG MEDICAL REPRESENTATIVES IN PHARMACEUTICAL INDUSTRYa

Abstract

Machiavellianism is an essential personality attribute for medical representatives in the pharmaceutical industry. The purpose of the study is to find out the Machiavellian orientation among gender and domestic or multinational pharmaceutical companies. Data is collected using a simple random and cluster sampling through a structured questionnaire using Mach IV scale (n=300). The research design is hypothesis testing and it is a crosssectional study. Results indicate that male and multinational company medical reps are low Machiavellians compared to female and domestic company medical representatives. If the pharmaceutical companies can determine Machiavellianism of medical representatives at the time of their selection itself this can be a litmus test to determine their potential as productive medical representative. Machiavellian orientation will be more beneficial in the short term, and may damage the long term relationship with wholesalers and the medical fraternity. Hence, there is a need of more studies on long term relationships.

A Study of Conflict Issues Affecting Ugandan Housemaids who Migrate to Saudi Arabia and How to Mitigate them

March 10, 2026

This study aims to comprehensively analyse the complex interplay between