Date of Award

12-23-2014

Document Type

Thesis

Degree Name

Master of Arts (MA)

Specialization

Communication and Leadership

School or Department

School of Leadership Studies

First Advisor

Dr. John Caputo

Second Advisor

Dr. Larry Massey

Abstract

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.

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