Özet:

Purpose - In the study, the objective is to study the factors affecting the business motivations of the drug sales representatives in the İzmir Region. Method - Motivation factors are organized in three dimensions: socio-economic dimension, organizational and administrative dimension, psycho-social dimension, and used by the Analytical Hierarchy Process to emphasize. Results - The salary of the motivation factors is the motivation tool with the highest weight on motivation. But "fair and open management" and "education and ascension" have been in front of other material factors. “Respect for private life” is the most important factor in the psychosocial dimension. Discussions - The findings repeatedly showed that material factors, especially the salary factor, have a great impact on the business motivation of sales representatives. However, in addition to material expectations, non-material factors are at a level that cannot be reduced. Factors such as education, open and fair governance, respect for private life are highlighted as important factors. In the light of these findings, it is clear that a motivation enhancement approach based only on financial rewards will not be successful for a long time. Opportunities for employees to develop themselves and progress in their professions should be recognized; a trustworthy management system should be established and their private lives should be respected, especially outside the working hours. When using the findings in the development phase of motivation enhancing methods, it should be avoided to consider only global weights, and local weights should also be taken into account. Although the global weight of the private life respect factor is low, the local weight is quite high. Being more important than the development and success factor in the psychosocial dimension may indicate some problems related to the organization.

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