Dissertation/Thesis Abstract

Effective and ethical sales communication for pharmaceutical representatives
by Recinto, John Paul P., M.A., Gonzaga University, 2014, 44; 1571927
Abstract (Summary)

There are so many different communication styles utilized by pharmaceutical sales representatives. This thesis handles the quandary of whether those communication styles are not only effective among the interactions with medical providers, but whether those effective means of communicating are embedded with ethical communication as well. The theory of symbolic interactionism and the philosophical basis of persuasive speech expound on the methodology pharmaceutical sales representatives implement with the people he or she encounters. Medical providers also need to perceive that their encounters with pharmaceutical sales representatives are congruently effective and ethical interactions, which is revealed by qualitative research methods in the thesis. Lastly, the pharmaceutical sales representative's effective and ethical communication provides recommendations in how to maintain the proper perspective of keeping these medical interactions with the greatest credibility and reputation. Keywords: Pharmaceutical sales representative (PSR), symbolic interactionism, persuasive speech, nonverbal communication, ethical communication, creating reality

Indexing (document details)
Advisor: Caputo, John S., Massey, Larry
School: Gonzaga University
Department: Communication and Leadership
School Location: United States -- Washington
Source: MAI 54/02M(E), Masters Abstracts International
Subjects: Communication
Keywords: Creating reality, Ethical communication, Nonverbal communication, Persuasive speech, Pharmaceutical sales representative, Symbolic interactionism
Publication Number: 1571927
ISBN: 978-1-321-45223-5
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