THE IMPACT OF SOCIAL EXHANGE THEORY IMPLEMENTATION OVER ORGANIZATIONAL ATTITUDE AND BEHAVIOR

Medical sales representatives are sales force that is
spearheading the sales and distribution of products in the health
care organization. The tasks performed by medical sales
representative have a high degree of difficulty that requires the
support of the company and good communication with your boss.
Research objectives to be achieved are: 1) To analyze the direct
effect of organizational support on job satisfaction; 2) To analyze
the direct effect of leader-member exchange (LMX) on job
satisfaction; 3) To analyze the indirect effect of organizational
support on organizational commitment; 4) To analyze the indirect
influence of leader-member exchange (LMX) on organizational
commitment. The approach used for this research is a quantitative
approach. The population in this study is a medical sales
representative at the Government General Hospital in Surabaya,
dr. Soetomo and Haji General Hospital. The number of samples is
four or five times the number of variables or attributes are
specified by 72 respondents. Data were collected in person by the
distributing questionnaires to number of respondents to obtain
primary data. Analysis using path analysis. The result of the study
is 1) The best medical support from the medical team ; 2)
Perception of medical sales representatives to leader-member
exchange (LMX) are better, it could increase job satisfaction
directly; 3) Support organization is also better to have an impact
on increasing organizational commitment; 4) Leader-member
exchange (LMX) brings indirect effect on organizational
commitment