...University, Pakistan Pharmaceutical marketing mix strategy and physician’s prescription behavior Rizwan Raheem Ahmed ABSTRACT Purpose: This research paper gives an insight about the processes used by local and MNCs pharmaceutical companies in Pakistan.The purpose of our research is to examine that what factors affect physician prescription behavior based on ethical grounds. Methodology: This research focuses on the strategies and marketing tools used by pharmaceutical companies in Pakistan, and how Physicians behave against all these marketing strategies in terms of Prescription patterns. The questionnaire survey method is used for data collection and SPSS is used for Correlation and Regression techniques for the understanding of Physician’s prescription behaviour. Findings: The data analysis figuring out the correlation of these variables with the subject of the study i.e. factors influencing the prescribing behavior of the physician. The data shows the significance level of individual independent variable as Promotional tools. According to the results of Multiple Regressions Analysis (MRA) the researchers can conclude that independent variables have significant relationship with dependent variable. Therefore other all hypotheses are accepted except on Personal Obligation. Therefore, Promotional tools (Literature, Samples, Detailing Knowledge & skills of Medical Reps, Scientific activities like RTD`s, LSP & FSP, Local &International CME`s all influence the physician prescription behavior...
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...Beacon pharmaceuticals limited Business Strategy for 2012 1. Total number of field force Field force recruitment & retention will get more emphasis so that average number of field forces will remain approximately at 500 throughout the year for general team. 2. Strategic Business Unit We will run four strategic business units simultaneously from the beginning of the year. These are General, Oncology, Cardiac and Biotech Sales team. For General team average number of field forces will be 450 throughout the year. For Oncology team average number of field forces will be 20 averages throughout the year. However based on performance we will divide the oncology team between Oncology and Hematology team. Again the Biotech team member will be 10 who will work with mainly Pegin and Eposis. 3. Mainly we will focus in institution, especially indoor. From analysis of present market we have found that if we want to succeed in 2012 we will have to focus mainly in institution. We have a number of injectable items within our portfolio like Xovir inj, Simpli 3 inj, Xenofer inj, Plasmex injection, Xemocid injection, Acupain injection etc. So if we can concentrate more in indoor activities then it will be fruitful for the company. 4. “Superbrand” items- Xelopes & Flexibac. We have select two brands as Superbrand for 2012. These are Xelopes and Flexibac. We all know these two items are now widely used by most...
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...Introduction: This report will explain to the management of SPSL about the best promotional tool that they need to use to increase awareness and market share in Manchester based on the case study. Benefits of employing a sales force: The various types of promotional tools that are used by business organisations like SPSL are: advertising, public relations, trade event, direct marketing, sales promotion and personal selling. Advertising: Advertising is the process through which a company draws attention of the members of public about its products and services by communicating it to them through advertisements which are communicated through various sources of medium like TV, Radio, news paper and leaflets. The main disadvantage of advertising is it involves high costs (Bertrand et al, 2010). Public Relation: Public relation is the process through which a company communicates the positive messages about itself and its services through press releases and events that are conducted by the company. The main disadvantages of public relation are that designing and implementing a public relation campaign is a complex process and the success of the process is hard to measure (Karimi, 2013). Trade Events: Trade events are processes through which a company displays its products and services to the members of the public to create awareness through trade fairs to create awareness and increase its market share. The main disadvantage of conducting trade events for a company is that they...
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...Diabetes patients overview in India *source: http://mdrf-eprints.in/90/1/Epidemiology_of_type_2.pdf Top Companies in the Anti-Diabetics Segment value viz.(Rs.) RANK COMPANY MAT 02/2012 VALUE (Cr.) 3,703 492 304 224 183 MKT SHARE% 100 17.9 11.1 8.2 6.7 VALUE GROWTH% 23.2 18 22 24 15 Anti-Diabetic 1. 2. 3. 4. ABBOTT USV SANOFI-AVENTIS SUN 5. ELI LILLY 114 4.2 11 Top Selling Brands in the Anti-Diabetics Segment value viz. (Rs.) RANK BRAND COMPANY THERAPEUTIC CLASS Insulin MAT 02/2012 VALUE(Cr.) 1. 2. 3. 4. 5. HUMAN MIXTARD 30/70 LANTUS GLYCOMET-GP NOVOMIX 30 GALVUS MET ABBOTT S.A. USV ABBOTT NOVARTIS 226 105 101 96 72 Insulin Glimep.+met. Insulin Vildagliptin+met. Top performing brands of IPM in antidiabetics category (Unit Viz.) RANK BRAND COMPANY THERAPEUTIC CLASS Glimep.+met. MAT 02/2012 units (Lac.) 460 1. GLYNASE-MF USV USV 2. 3. 4. 5. GLYCOMET DAONIL GLYCIPHAGE GLUCORED Glimep.+met Glibenclamide Metformine Glibenclamide+met. 408 311 281 268 S.A. F-I SUN Top performing combinations in oral antidiabetics category (Value Viz.in Rs.Cr.) RANK DRUGS & COMBINATION 1. 2. 3. 4. 5. GLIM.+MET. DPP4 INHI. & COMB. PIOGLI.+MET.+GLIM. GLIMEPRIDE METFORMIN MAT02/2008 157.62 0.00 80.04 135.89 102.25 MATMATMATMAT02/2009 02/2010 02/2011 02/2012 217.80 15.40 115.61 153.87 122.42 307.46 103.23 167.95 176.78 149.63 417.66 210.31 232.90 203.39 177.54 567.43 373.58 324.22 226.03 211...
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...Danner, Aleksandar Ruzicic, Patrick Biecheler Study Commercial excellence in the pharmaceutical industry Delivering superior value to your customers in challenging times Stephan Danner, Aleksandar Ruzicic, Patrick Biecheler Study Commercial excellence in the pharmaceutical industry Delivering superior value to your customers in challenging times 2 | Study Contents Letter from the authors Executive summary 1. At a glance: Turbulent times, here to stay? 2. Taking the first steps towards commercial excellence 3. Sales excellence: Still a worthwhile investment 4. The nuts and bolts of customer excellence a) The importance of customer relationship management (CRM) b) Towards a customer-centric approach c) The promotional mix as a stepping-stone to customer excellence 5. New business models: Making the necessary changes 6. Mapping out the road to commercial excellence 7. Sources 8. Who to contact about commercial excellence 3 4 6 10 14 18 19 22 26 30 38 41 42 3 | Commercial excellence in the pharmaceutical industry Letter from the authors For a while now, pharmaceutical companies have been faced with a multitude of difficult challenges. Financial pressures, regulatory changes and increasingly active stakeholders have put the industry’s sales growth and profitability to an ongoing and demanding test. In the past, many companies reacted to these obstacles by simply restructuring and downsizing their sales forces. Yet many onlookers now consider...
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...Design of Career Paths and integration into talent management system of Janssen Pharma Arun Vigneswaran M Ist Year M.A HRM&LR Contents: INTRODUCTION A career path is the sequence of work positions or roles that a person holds over the span of life time..The fundamental components of a career path are a sequential list of roles, Qualifications, Critical Developmental Experiences (CDE), Competencies, Organizational perspective. The potential and promise of career paths lie in the dynamic part of career and talent management.. Career paths factor in mobility and embeddedness and to what extent they play a role in career success. In the contemporary organization concepts of boundryless careers are emerging and needs to be factored in for a comprehensive career path. A career path can be harnessed to maximize both individual and organizational potential and can be used to achieve important business outcomes by aligning with a variety of HR processes and systems. In this project we have tried to find how career paths are designed in any organization and further how it can be customized for MAF, BD division of Janssen Pharma. Career paths have become an important part of talent management and is used extensively during promotion, retention, exit, future planning. We have also tried to identify how career paths can be harnessed by the talent management team and used to solve some of the current problems like attrition, stagnation. CONCEPTUAL DESIGN OF CAREER PATHS In...
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...Pharmaceutical market and its marketing practices is complex to understand. With no such specific guidelines and policies from its regulatory body DDA, Nepalese pharmaceuticals feel the gap for visionary support from government. Though the country is self reliant in various categories the chunk of market share is still being enjoyed by foreign and Indian companies due to the lack of specific guidelines. Nepal pharmaceutical Laboratory is going to introduce its new product in the market where its competitors already exists. Osamax competing brands are : RESTOFOS – Sun Pharmaceuticals – Indian company OSTEOFOS – Cipla Pharmaceuticals – Indian company FOSSIL – Magnus Pharmaceuticals – Nepali company Since it is difficult to adopt differentiation strategy in pharmaceutical products in terms of product and its features, NPL has to work on other aspects to add value to the product and gain competitive advantage over competitors’ product. Market description Currently total market size of pharmaceutical product is 12 billion and the share of Nepali companies in the market is 35 % with 45 manufactures operating and (5– 18) in the pipeline. With an annual growth rate of 19 %, this sector is one of the fastest growing industries. This sector is contributing around 12 billion to nation’s economy of which domestic industry accounts for approximately 4 billion. This sector has become strong and stable in various aspects . Report of 2006: The study shows the consumption of allopathic drugs in the...
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...manufacturing of branded generic pharmaceutical products and also other ethical drugs and medicines. The company formulation facilities include Pabna Unit, Dhaka Unit, Pesticide Unit, Cephalosporin Unit and Animal Health Unit. Square Pharmaceuticals Limited has extended its range of services towards the highway of global market. It pioneered exports of medicines from Bangladesh in 1987 and has been exporting antibiotics and other pharmaceutical products. This extension in business and services has manifested the credibility of Square Pharmaceuticals Limited. Square Pharmaceuticals Ltd. is now on its way to becoming a high performance global player in the most potential pharmaceuticals sector. Square Herbal and Nutraceuticals Ltd. has organized a CME on July 4, 2013 at the auditorium...
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...[pic] John Sperling School of Business Course Design Guide MKT/421 Version 10 Marketing Copyright Copyright © 2009, 2008, 2005, 2004, 2003, 2001 by University of Phoenix. All rights reserved. University of Phoenix® is a registered trademark of Apollo Group, Inc. in the United States and/or other countries. Microsoft®, Windows®, and Windows NT® are registered trademarks of Microsoft Corporation in the United States and/or other countries. All other company and product names are trademarks or registered trademarks of their respective companies. Use of these marks is not intended to imply endorsement, sponsorship, or affiliation. Edited in accordance with University of Phoenix® editorial standards and practices. Course Syllabus |Course Prefix and Number: |MKT 421 | |Credits: |3 | |Course Title: |Basic Marketing | |Course Schedule: |March 10, 2010 – April 07, 2010 | |Course Location/Times/Newsgroup: ...
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...1. Origin of the report Our honorable course instructor Afreen Choudhury has assigned us to prepare a term paper on job analysis (job description and job specification), forecast the required number of applicants, select the appropriate sources of candidates, choose the relevant test method, organize the questionnaire for interview, set strategic pay plan and benefits and Services (Safety and Health) for a particular job post with the help of supervisor and HR manager of any company. We have chosen Square Pharmaceutical Ltd and the job post on which we have prepared our report is Medical Promotion Officer. We visited Square Pharmaceuticals Limited. There we appointed with Mr. Younus Ali (Sr. Manager, HRD) and Mr. Tamim Ahsan( Territory officer in Dhaka region). They were very cordial and helpful to us share their experience and provide the required information as they can provide within the policy. We asked them different relevant questions and information to provide. 1.1. Profile of Square Pharmaceuticals Ltd. Corporate Headquarters | : SQUARE CENTRE 48, Mohakhali Commercial Area Dhaka 1212, Bangladesh | Factory | : Shalgaria, PabnaTown, Pabna | Established | :1958 | Constitution | : Public Ltd Company | Founder Chairman | : Mr. Samson H Chowdhury | Chairman | : Mr. Samuel S Chowdhury | Managing Director | : Mr. Tapan Chowdhury | Details of Business | : 1. Pharmaceuticals Products 2. Bulk Chemicals 3. AgroVet Products | Manufacturing Units | :1. Pharmaceuticals...
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...Master programme in Economic Growth, Innovation and Spatial Dynamics Corporate social responsibility as an organizational innovation: a comparative analysis of its implementation in the institutional frameworks of Sweden and the United Kingdom Klara Simcikova klara.simcikova.111@student.lu.se Abstract: Corporate social responsibility is a management concept originating from the Anglo-Saxon background and associated with the tradition of arm’s length relations between business and institutions in society. However, different institutional systems handle organizational innovations in dissimilar ways, and in the age of globalization, national institutions often interact with global ones. This study discusses how these mechanisms might affect CSR’s implementation in contrasting institutional frameworks – that is, Sweden and the UK, and finds that while explicit CSR seems to have converged, likely due to global pressures for equivalence, on a more fundamental level, domestic institutions remain major actors in influencing what version of CSR will develop. Even though the use of the concept, practices and motivation may appear similar, important differences emerge. CSR in Sweden seems to have a normative justification and an international focus due to the Swedish tradition of corporatist integration whereas in the UK, CSR is justified instrumentally, with a national focus, and is viewed as a complement to or substitute to state action. Key words: Corporate social responsibility,...
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...1/29/13 You are not a member of this wiki. Join now Dismiss MIBS-A1China-Group2 - 8 - Consolidation 0 nikhilvenki2 | My Wikis | Help | Sign Out MIBS-A1China-Group2 Wiki Home Recent Changes Pages and Files Members Manage Wiki Search Wiki All Pages 1 2 3 4 5 6 7 - clipboard 8 - Consolidation Assignment Questions Draft Report MBA Charts Tutor template Words Count: 3900 Introduction Tombow Pencil Co. Ltd. is a Japanese writing instrument manufacturer founded by Harunosuke Ogawa in 1913. Tombow and its main competitior- Mitsubishi accounted for about 70% pencil market share before 1963. After that, Tombow began to expand its product line beginning from ballpoint pen. Tombow mainly sold products through stationery stores which are the crucial outlet for writing instrument industry. It served these stores the sales agent and 38 its own branch offices. In addition, Tombow actively responded new market requirement. Tombow’s faced the serious contradiction between sales and production. Tombow had two types of new products, one was with little engineering content, the other was scientifically engineered. Its typical product development project is Object EO. The theme of this project is “low price/highdesign”. Tombow hoped through it to improve profit margins by design and to build volume by its attractive appearance. As its main product, Tombow produced 2 types of pencil—wood-cased standard and fashion types. In 1991, its standard pencil accounted about only 23% of its catalog,...
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...BUSINESS PLAN ON SOLAR POWER PLANT “P SQUARE” Submitted To Prepared by Letter of Authorization TABLE OF CONTENTS EXECUTIVE SUMMARY 1 CHAPTER 1: INDUSTRY OVERVIEW 2 CHAPTER 2: COMPANY OVERVIEW 5 2.1 Mission Statement 5 2.2 Vision Statement 5 2.3 Key Products & Services 5 2.4 Strategic Goals and Objectives 6 2.5 Management 6 CHAPTER 3: INDUSTRY ANALYSIS 7 3.1 Threat of New Entry 7 3.2 Bargaining Power of Buyer 7 3.3 Bargaining Power of Supplier 8 3.4 Degree of Rivalry 8 3.5 Threat of Substitution 9 3.6 Company’s Core Competencies 9 CHAPTER 4: COMPANY ANALYSIS AND PRODUCTION PLAN 10 4.1 Company Analysis 10 4.1.1 Cost Advantage and the Value Chain 11 4.1.2 Differentiation and the Value Chain 12 4.1.3 Technology and the Value Chain 13 4.1.4 Linkages between Value Chain Activities 14 4.1.5 Analyzing Business Unit Interrelationships 14 4.1.6 Outsourcing Value Chain Activities 15 4.1.7 Existing Core Competencies 15 4.1.8 Future Competencies 16 4.2 Production Plan 17 4.2.1 Product/Service Overview 17 4.2.2 Facilities 17 4.2.3 Products and Manufacturing Process 20 4.2.4 Research and Development 20 4.2.5 Quality Assurance 20 CHAPTER 5: STRATEGIC PLANNING 21 5.1 Marketing Environment Analysis 21 5.2 SWOT Analysis 23 5.3 Competitive Advantage 27 5.4 Additional Strategic Consideration 28 5.5 Strategic Group Analysis 29 CHAPTER 6: MARKETING PLAN 31 6.1 Market overview 31 ...
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...International Economic Relations International Economic Relations International House of Pancakes International House of Pancakes Export analysis: From USA to Czech Republic Export analysis: From USA to Czech Republic Authors: Barbora Nykodýmová Helena Leszczynska Preet Singh Authors: Barbora Nykodýmová Helena Leszczynska Preet Singh Delivery date: 2011, May 26 Delivery date: 2011, May 26 Table of Contents Internal Analysis (USA) 3 External Analysis (Czech Republic) 4 Macroeconomic Factors 4 Economic Structure 4 Political Legal Structure 6 Demographic Aspects 7 Socio-cultural Factors 10 Technological Level/Factors 11 Geographic Aspects and Distribution Structure 11 Product Analysis on the Export Market 13 Potential Buyer Analysis 13 Competitive Analysis 13 Product 15 Price 16 Distribution 16 Communication 17 Other Aspects 18 Conclusion 19 List of Sources 20 Appendices 22 Internal Analysis (USA) External Analysis (Czech Republic) Macroeconomic Factors Economic Structure Own experience with the market: Two from three members of group are citizens from Czech Republic; so own experience is strong enough. Gross National Product (GNP): In Czech Republic to measure value is used gross domestic product. GNP is not measured. So GDP as a value of all final goods and services produced within a country in certain period. In 2010 annual increment in GDP was positive, except in 2009 was negative, last 5 years was...
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...1.1 Introduction: We study organizational behavior, so it is very important in an organization. We choose a company which name is Popular Pharmaceuticals Ltd. Popular develops several modern GMP standard production lines and are capable of producing a number of preparations separately in its different plants. Our capabilities and expertise in manufacturing finished formulations are exemplified by its wide range of dosage forms and packages. 1.2 Method : Popular Pharmaceuticals Ltd They follows the custodial model. They have an organization and they follow their rules and regulation. Manager follows their employees they soon recognized that although autocratically managed employees never talk back to their boss. Employee wants to say many things and sometimes they did say them when they quit or lost their tempers. Employees were filled with insecurity, frustrations and aggressions toward their boss. So they could not vent these feelings directly sometimes they went home and vented them on their families and neighbors, so the entire communication might suffer from this relationship. To satisfy the security needs of Employees Company have welfare programs. In this organization they extreme in order to show its emphasis on materials rewards, security and organizational dependence. 1.3 Limitation : In our Pharmaceutical Company here limitation are very few. We can not develop or product at the perfect time of the market due to the shortage of our raw materials. We think...
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