Predictably and Positively Impacting Behavior
A fresh look at integrating design thinking with behavioral economics in market research Introduction Market researchers have embraced many approaches over the years in their quest to understand, and thereby influence, human behavior. More than a decade ago, design thinking, with its emphasis on empathy and customer centricity caught the attention of market researchers.Methods such […]
Understanding the physician treatment decision process
The use of simulation-based cognitive interviewing in physician market research Introduction Understanding the physician treatment decision process is a challenge, butt one necessary to overcome if one is to effectively influence physician behavior.Market researchers strive to determine how the factors of patient characteristics, brand perceptions and insurance coverage may influence the ultimate decision to treat, […]
The Ultimate Plan for Strong Analytics Support to Drive Business Decisions : A no-compromise solution on quality and value
Pharmaceutical commercialization is getting more challenging every day. Analytics talent is in high demand to support informed and insightful business decisions across a global landscape. Yet, despite the increasing market complexity, most commercialization leaders are facing cost reduction pressure resulting in the exploration and assignment of work to lower-cost alternatives. In terms of analytics support, […]
A Roadmap to Success: Five Guiding Principles to Incentive Compensation Planning
Attracting and retaining productive and satisfied sales representatives is paramount to the success of any commercialization effort. Likewise, the sales force incentive plan (IC Plan) is critical to achieving these goals. When properly designed, the IC Plan is an investment that promotes exceptional behavior and motivates sales reps to exceed expectations. In addition, it leads […]
Pharma Companies’ Sales Reporting Efforts Often Fall Short. A look at why this occurs and how to avoid it in the future.
Since the time of blockbuster drugs and mirrored sales teams a decade ago, pharmaceutical reps’ access to physicians continues to decline each year. Studies indicate that between 36.5% – 44% of physicians are now being designated as “no access.” Despite this declining access trend, the industry continues to allocate most of its total sales and […]
KMK Value Based Medicine
Delivering Customer ValueAccelerating Brand Performance in an Era of Value-based Medicine Delivering exceptional customer value to drive superior customer engagement.Delivering exceptional customer value – we hear about it every day within the circles of sales and marketing, but what does it really mean? Why is it important, and in the end, does it really matter? […]
Unlock forward looking Insights via Machine Learning
Data driven commercial analytics from general empirical to granular Today’s machine learning techniques provide us with a solid basis from which to look forward. With the help of machine learning, pharmaceutical managers can start thinking about the next area where one can bring added value to the HCP or patients. Ultimately, one can make predictions […]
Capturing Promotion Response: How Panel Analysis can improve the accuracy of Predictive Analysis
Businesses are thirsty for a competitive edge. Harnessing the power of predictive analytics in bringing medicines to market can provide valuable insights to drive that advantage, and when put into practice, can have far reaching implications to the future of life sciences. Predictive analytics in the life sciences industry has long struggled to cope with […]
Agile Market Research Approaches, the Way to Faster Results
Company work environments are fast paced and have a demand for quicker, real-time data results in order to make confident business decisions. Across industries, the need for speed is more urgent in order to take action and keep up or outpace competition. Advances in technology, software, and data are changing the ways businesses operate. Time […]
How to use narrative to derive patient journey insights
We all appreciate a good story. As researchers, however, we sometimes overlook the power of narrative in exploring one of the most basic topics in health care market research – the patient journey. When we rush to impose prefabricated schema on the patient’s encounter with illness, we can miss the explanatory arc that emerges from […]
