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Research papers

eBusiness changes global and strategic marketing

This paper provides a comprehensive description and definition of the eBusiness landscape, how it affects healthcare, and opportunities created in the health industry and specifically in diabetes care. Marketing and sales managers are bombarded with...

Catalogue: ESOMAR Global Healthcare 2001: Changes In Competitive Dynamics
Author: Meinhard F. Schmidt
Company: Roche
May 1, 2001

Research papers

Understanding the prescribing decision

Traditionally, in trying to understand the determinants of the prescribing decision, pharmaceutical market researchers have focused almost exclusively on the attributes of their drugs as the drivers of the product choice. But we know that physicians...

Catalogue: ESOMAR Global Healthcare 2001: Changes In Competitive Dynamics
Author: David A. Luery
Company: KANTAR TNS Malaysia
April 1, 2001

Research papers

Knowing the future

Using data collected in the springs of 1999 and 2000 from a standardized survey of over 18,000 respondents across the United States, a prospective model of health plan customer loyalty was developed. The model was based on a combination of...

Catalogue: ESOMAR Global Healthcare 2001: Changes In Competitive Dynamics
Author: James Bologna
April 1, 2001

Research papers

Improving market researcher's contribution to business decision making

This paper in the form of a ten-step guide is aimed at helping improve the quality of information-based business decision making. The paper encourages information suppliers to think more closely about ways in which they can help their decision making...

Catalogue: ESOMAR Global Healthcare 2001: Changes In Competitive Dynamics
Author: David Smith
Company: DVL Smith Ltd
April 1, 2001

Research papers

Global healthcare

The pharmaceutical and medical instruments industries have become global industries. The industries have evolved from a group of independent affiliates to virtual organizations with locations all over the world. At the same time there is a booming...

Catalogue: ESOMAR Global Healthcare 2001: Changes In Competitive Dynamics
Author: Dirk Huisman
April 1, 2001

Research papers

Mergers and acquisition

The purpose of this paper is to analyse the mergers and acquisitions that have taken place in the Indian pharmaceutical industry, and develop a framework, which would provide directions for a successful merger. In the context of a spurt in the number...

Catalogue: ESOMAR Global Healthcare 2001: Changes In Competitive Dynamics
Authors: Suday Karkera, Trilochan Raval
April 1, 2001

Research papers

Strategic market segmentation

Previous work by Maclennan and Mackenzie indicated that while top executives in the pharmaceutical industry often advocate being market oriented and customer focused, few companies (large or small) use market segmentation to its maximum potential....

Catalogue: ESOMAR Global Healthcare 2001: Changes In Competitive Dynamics
Authors: David Mackenzie, Cathy Clerinx
April 1, 2001