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Research papers

The sales force and electronic territory management

In today's rapidly changing climate it is vital that companies maximise the return from their investments. The sales force is one of the largest investments, and companies have added to that investment by introducing computers and electronic...

Catalogue: EphMRA/ESOMAR Conference 1994: Meeting The Pressures By Intelligent Resourcing
Author: David Holmes
June 1, 1994
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Citation

Holmes, D. (1994a, June 01). The sales force and electronic territory management. ANA - ESOMAR. Retrieved April 25, 2024, from


https://ana.esomar.org/documents/the-sales-force-and-electronic-territory-management


Research papers

The role culture has in international pharmaceutical strategy

The aim of this paper is to outline some of the cultural issues which we as researchers need to take into consideration with regard to international pharmaceutical marketing research projects. The wealth of data available in the pharmaceutical arena...

Catalogue: EphMRA/ESOMAR Conference 1994: Meeting The Pressures By Intelligent Resourcing
Authors: Janet Henson, Bernadette Rogers
June 1, 1994
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Citation

Henson and Rogers (1994a, June 01). The role culture has in international pharmaceutical strategy. ANA - ESOMAR. Retrieved April 25, 2024, from


https://ana.esomar.org/documents/the-role-culture-has-in-international-pharmaceutical-strategy


Research papers

Value of a forecast or putting the pieces together

A forecast is the summary of all of the qualitative and quantitative, primary and secondary research on an issue, therapeutic class, or business opportunity. The forecast represents the best judgment of the market research group which combines market...

Catalogue: EphMRA/ESOMAR Conference 1994: Meeting The Pressures By Intelligent Resourcing
Author: Bill Lawson
June 1, 1994
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Citation

Lawson, B. (1994a, June 01). Value of a forecast or putting the pieces together. ANA - ESOMAR. Retrieved April 25, 2024, from


https://ana.esomar.org/documents/value-of-a-forecast-or-putting-the-pieces-together


Research papers

Docs and stocks

Changes in the global healthcare environment have significantly depressed the capitalisation of the Pharmaceutical Industry. Sales & Marketing resources are likely to be reduced and consequently what remains will need to operate with much greater...

Catalogue: EphMRA/ESOMAR Conference 1994: Meeting The Pressures By Intelligent Resourcing
Author: Nigel R. Parker
June 1, 1994
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Citation

Parker, N. R. (1994a, June 01). Docs and stocks. ANA - ESOMAR. Retrieved April 25, 2024, from


https://ana.esomar.org/documents/docs-and-stocks


Research papers

We're out of the trenches

The downward pressure on pharmaceutical product prices and the level of profitability is already forcing companies to consider how to cut costs and to gain the most out of the money that is spent. An improvement in the way resources are allocated...

Catalogue: EphMRA/ESOMAR Conference 1994: Meeting The Pressures By Intelligent Resourcing
Author: Alan J. Bowditch
June 1, 1994
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Citation

Bowditch, A. J. (1994a, June 01). We're out of the trenches. ANA - ESOMAR. Retrieved April 25, 2024, from


https://ana.esomar.org/documents/we-re-out-of-the-trenches


Research papers

The German health care system

The Gesundheitsstrukturgesetz (GSG) which was introduced in January 1993 has changed the German Health Market dramatically. Prior to the introduction, the health market was structured by more or less equal influential participants. The pharmaceutical...

Catalogue: EphMRA/ESOMAR Conference 1994: Meeting The Pressures By Intelligent Resourcing
Author: Dieter Korczak
Company: GP Forschungsgruppe
June 1, 1994
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Citation

Korczak, D. (1994a, June 01). The German health care system. ANA - ESOMAR. Retrieved April 25, 2024, from


https://ana.esomar.org/documents/the-german-health-care-system


Research papers

Japan in Europe

The pharmaceutical industry is undergoing rapid change. With governments focusing more and more on healthcare cost control, many companies face a strategic problem in maintaining their profitability. Traditional strategies such as globalisation and...

Catalogue: EphMRA/ESOMAR Conference 1994: Meeting The Pressures By Intelligent Resourcing
Author: Kenneth G. Watson
June 1, 1994
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Citation

Watson, K. G. (1994a, June 01). Japan in Europe. ANA - ESOMAR. Retrieved April 25, 2024, from


https://ana.esomar.org/documents/japan-in-europe


Research papers

Far East pharmaceutical markets as a challenge for strategic marketing

This paper is divided into four parts: The first part describes the increasing relevance of the East Asian markets: between 1990 and 1993 the gross national product of Taiwan grew by 27%; and by 44% in the People’s Republic of China. This region...

Catalogue: EphMRA/ESOMAR Conference 1994: Meeting The Pressures By Intelligent Resourcing
Authors: Wolfgang Esser, Matthias Fargel
Companies: Bayer AG, PSYMA GROUP AG
June 1, 1994
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Citation

Esser and Fargel (1994a, June 01). Far East pharmaceutical markets as a challenge for strategic marketing. ANA - ESOMAR. Retrieved April 25, 2024, from


https://ana.esomar.org/documents/far-east-pharmaceutical-markets-as-a-challenge-for-strategic-marketing


Research papers

The problems of distribution in the pharmaceutical industry in the Czech Republic

The paper summarizes the results of the commercial research project. It answers question if it is possible to enter the medicament distribution market in the Czech republic and what are the main barriers to enter. After a brief description of...

Catalogue: EphMRA/ESOMAR Conference 1994: Meeting The Pressures By Intelligent Resourcing
Author: Vojtech Spacil
June 1, 1994
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Citation

Spacil, V. (1994a, June 01). The problems of distribution in the pharmaceutical industry in the Czech Republic. ANA - ESOMAR. Retrieved April 25, 2024, from


https://ana.esomar.org/documents/the-problems-of-distribution-in-the-pharmaceutical-industry-in-the-czech-republic