Open Access Article

Title: Implicit and social learning theory: an explanation of why experienced medical representatives have higher engagement and performance

Authors: Daniel Kisahwan; Alex Winarno; Deni Hermana

Addresses: Department of Business Administration, STIA Bagasasi, Jl. Cukang Jati No. 5 Bandung, West Java 40273, Indonesia ' Department of Business Administration, Faculty Communication and Business, Telkom University, Bandung, 40257, Indonesia ' University of Indonesia, Jl. Margonda Raya, Pondok Cina, Beji, Kota Depok, Jawa Barat, 16424, Indonesia

Abstract: The purpose of this research is to obtain an explanation of the high involvement and performance of experienced medical representatives based on implicit and social learning theory. Data was obtained using the mix method approach of explanatory survey and selected case studies with a sample of 207 medical representatives of pharmaceutical companies spread across major cities in Indonesia. The data was analysed using SEM and phenomenology. The findings show an understanding of the reality and social world of medical representatives as a learning space that encourages increased work engagement and performance. The view of the inherent dynamic nature of working as a medical representative encourages increased self-regulation, based on role models, to be more engaged and perform well even during a pandemic like COVID-19. The originality of this research is that it provides a framework to explain the process of improving work engagement and performance based on lay views on the dynamic nature and social learning process that are felt in pharmaceutical companies. The framework is based on the views of individuals who are used to interpret and evaluate their social world.

Keywords: implicit; incremental; mindset; pharmaceutical companies; social learning.

DOI: 10.1504/IJBIR.2024.137272

International Journal of Business Innovation and Research, 2024 Vol.33 No.3, pp.418 - 432

Received: 12 May 2021
Accepted: 24 Dec 2021

Published online: 11 Mar 2024 *