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All Journal Jurnal Ilmiah Manajemen Kesatuan
Faradhilla, Silvia Ramadhani
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Economics, Econometrics & Finance Social Sciences

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Exploring Talent Management, Learning Organization, and Innovation in Medical Representative Performance Nasution, Muhammad Irfan; Lesmana, Muhammad Taufik; Jufrizen; Faradhilla, Silvia Ramadhani
Jurnal Ilmiah Manajemen Kesatuan Vol. 13 No. 5 (2025): JIMKES Edisi September 2025
Publisher : LPPM Institut Bisnis dan Informatika Kesatuan

Show Abstract | Download Original | Original Source | Check in Google Scholar | DOI: 10.37641/jimkes.v13i5.3392

Abstract

This study aims to analyse the effect of talent management practices, including talent recruitment practice, training and development practice, and compensation practices, on Medical Representative performance, with the mediation of organisational learning and innovative behaviour. Based on data collected from companies in the pharmaceutical industry sector in Medan City, Indonesia, with a sample size of 260 and sampling techniques using accidental sampling, the data analysis technique uses Structural Equation Modelling (SEM - PLS) with SEM PLS 4.0 software. The study’s results indicate that talent management practices (talent recruitment, training and development, and compensation practices) significantly positively affect sales performance. Only talent recruitment does not directly affect Medical Representative performance but hurts learning. In addition, learning organisations are proven to mediate the relationship between talent management practices and Medical Representatives. At the same time, innovative behaviour also plays a role in mediating the effect of talent management practices on Medical Representative performance. These findings provide insight for practitioners in designing more effective sales force management policies in improving sales performance and highlight the importance of learning organisations and innovative behaviour as the main supporting factors.
Co-Authors Jufrizen Lesmana, Muhammad Taufik Muhammad Irfan Nasution