Modeling of Physician Prescription and Detailing in Specialty Markets
The pharmaceutical industry spends more funds on drug detailing than on any other marketing
instrument. Previous studies have shown a positive effect of detailing on physicians’ prescription
behavior. Similar to the effect of advertising, the effect of drug detailing can last for more than one
period. This carry-over effect implies that the decision of how much to detail needs to be studied
using a dynamic model rather than a static model. The main objective of the project will be to
develop practical methods for determining the effectiveness of detailing at the physician level
which should help in the allocation of detailing. The implications that follow from correctly
identifying the responsive physicians and each physician’s carryover effect are better utilization of
the sales force resource; improved detailing effectiveness of the sales reps; healthier relationships
with the physicians; and improved overall understanding of the impact of different marketing tools
Jean-François Plante
Bristol-Myers Squibb Canada
Business
Manufacturing; Professional, scientific and technical services
HEC Montréal
Accelerate