Open AccessHigh performance work systems and organizational performance of sales representatives of pharmaceutical companies in Chiclayo
Author(s) -
Diego Ludeña,
Marco Agustín Arbulú Ballesteros
Publication year - 2021
Publication title -
journal of business
Language(s) - English
Resource type - Journals
ISSN - 2078-9424
DOI - 10.21678/jb.2021.1439
Subject(s) - affect (linguistics) , human capital , incentive , mediation , business , work (physics) , organizational commitment , work systems , capital (architecture) , psychology , management , economics , microeconomics , political science , engineering , economic growth , law , mechanical engineering , communication , archaeology , history
The purpose of the study has been to differentiate the importance of the high-performance work systems (HPWS) effects, for dimensions, in the performance of sales representatives of pharmaceutical companies in Chiclayo having affective commitment and human capital as mediation variables. HPWS have a significant effect on development through human capital, but not with affective commitment. However, there are HPWS’ subdimensions that affect development through the “motivational path” (training, performance assessment and empowerment practices) which also affect in a considerable way through human capital. An activity that also affects performance through human capital significantly is the compensations and incentives one.