Transforming pharmaceutical marketing through e-detailing: Case studies and recommendations

CEC/EEE 2006 Joint Conferences

Volumn 2006, Issue , 2006, Pages 25-

  Trucco, Martina Y ^a   Amirkhanova, Saidat ^b  

^a HEWLETT PACKARD COMPANY   (United States)

^b Novartis Pharma AG   (Switzerland)

Author keywords

E commerce; E detailing; E marketing; Pharmaceutical marketing

Indexed keywords

DRUG PRODUCTS; MARKETING; MATHEMATICAL MODELS;

E-DETAILING; E-MARKETING; PHARMACEUTICAL MARKETING;

ELECTRONIC COMMERCE;

EID: 33845868489     PISSN: None     EISSN: None     Source Type: Conference Proceeding    
DOI: 10.1109/CEC-EEE.2006.92     Document Type: Conference Paper

References (16)

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2. "Physician Targeted Internet Promotion: Online Solutions to declining productivity in the sales process". Reuters Business Insight Report. Datamonitor, 2003.
3. Physician Insight Survey. Datamonitor, 2001.
4. E. W. Boehm, E. G. Brown, and K. Molvar, "Pharma's Detailing Overhaul." The Forrester Report. February 2001.
5. D. Lewis, "Lilly Takes to the Net for Access to Doctors." InternetWeek. 23 Apr 2001.
6. "The Accel Report" Accel Healthcare Communications. 15 May 2003. Available: http://www.accclhealth.com/report1.htm
7. A. Flanagan, P. Guy, S. Larsson, C. Saussois, European Physicians and the Internet. The Boston Consulting Group, March 2003. Available: http://www.bcg.com/publications/files/Euro_Physicians_Internet_Rpt_Mar03. pdf
8. Medsite Inc. http://www.medsite.com/
9. Interview with O. Cadou, Kadrige, Director of Operations.
10. OBGYN.net Online Detailing Survey. 16 Dec 2005.Available: http://apps.obgyn.net/usersurvey/edetailsurveyresults.cfm
11. "ePharma Physician v5.0 - The Future of Professional e-Marketing" Manhattan Research. 2005.
12. Bates, A., Bailey, E. and Rajyaguru, I. "Navigating the e-detailing maze." International Journal of Medical Marketing. Vol 2, No 3. May 2002.
13. Piper, M. Wandschneider, U. and Lerer, L. "The Future of Customer Focus and Customer Value in the Pharmaceutical Industry." INSEAD/Andersen. 2002.
14. Junger, D. "e-detailing: The future of the Primary Care Salesforce?" InPharm.com. 2001. Available: http://www.inpharm.com/ netfocus/news/viewpoint s/view_035.html.
15. Bernewitz, T. "E-Detailing: Where Does it Fit in Pharmaceutical Sales?" ZS Associates. 2001.
16. Heutschi, R. et al. "Potential Benefits and Challenges of e-detailing in Europe." International Journal of Medical Marketing. Vol 3, No 4. July 2003.