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Research papers

Below-the-line promotion to the medical profession

From 1948 on, the pharmaceutical companies, mainly American, began to build enormous sales of branded drugs by promoting to the medical profession. In the United Kingdom their main customer has always ultimately been the National Health Service and...

Catalogue: Seminar 1971: Below-The-Line Activities
Author: D. C. Wren
June 15, 1971
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Citation

Wren, D. C. (1971a, June 15). Below-the-line promotion to the medical profession. ANA - ESOMAR. Retrieved March 29, 2023, from


https://ana.esomar.org/documents/below-the-line-promotion-to-the-medical-profession


Research papers

Segmentation of doctors types

I shall try and start by illustrating some of the internal pressures among our marketing staff; which led to the decision to use data processing and the computer for analysis of basic information about the group of people who constitute our...

Catalogue: Seminar 1970: The Marketing Of Pharmaceutical Products
Authors: D. C. Wren, Ian Jarvis
June 15, 1970
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Citation

Wren and Jarvis (1970a, June 15). Segmentation of doctors types. ANA - ESOMAR. Retrieved March 29, 2023, from


https://ana.esomar.org/documents/segmentation-of-doctors-types


Research papers

Strategy and tactics

We have tried to indicate how market research at various levels can be used to help the company in its decision-making process. We have recognised that at some levels the decisions will be strategic ones and at others tactical. We have also...

Catalogue: Seminar 1971: Practice And Problems In International Pharmaceutical Marketing Research
Authors: D. C. Wren, N. F. A. Taylor
May 3, 1971
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Citation

Wren and Taylor (1971a, May 03). Strategy and tactics . ANA - ESOMAR. Retrieved March 29, 2023, from


https://ana.esomar.org/documents/strategy-and-tactics-