Dr. Annette Ryerson, assistant business professor at Black Hills State University, recently had her article, “Pharmaceutical sales performance: A proposed study measuring behavioral aspects of self-efficacy as compared to general self-efficacy” published in the International Journal of Pharmaceutical and Healthcare Marketing.

The purpose of Ryerson’s study was to develop a model that would assist management in predicting and managing levels of productivity within their sales force. According to Ryerson, to date, a general self-efficacy concept has been the standard model for prediction of sales performance. It was proposed that a model that takes into account the behaviors of getting, giving, using and planning, and the self-efficacy of these behaviors, will be a better predictor of sales performance in sales representatives.

Her study used a sampling of 110 pharmaceutical sales representatives to measure general self-efficacy, specific self-efficacy, behaviors, and sales performance. Specific self-efficacy was broken down into the self-efficacy of behaviors of getting, giving, using and planning. Nine hypotheses were tested with the data.

The International Journal of Pharmaceutical and Healthcare Marketing is a leading specialist reference resource of academic information and analysis on pharmaceutical and healthcare marketing. The Journal highlights cutting edge research, new concepts and theories, and fresh ideas and initiatives that can be readily applied in the pharmaceutical and healthcare industries.

Ryerson has been a member of the BHSU faculty since 2005. She received her bachelor’s degree in economics from Rutgers University, her master’s degree in business administration from the College of William and Mary, and her doctorate in business administration from Nova Southeastern University. Before entering academics she spent ten years in the pharmaceutical industry.