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Electronic Sampling: Influencing Physician Prescribing Behavior Through More Efficient Sampling Approaches
Datamonitor, Aug 2004, Pages: 56
ACTION POINTS 6
Outline of the brief 6
Two key things you need to know about the electronic sampling market 6
Electronic sampling provides pharmaceutical companies with a cost-effective way to reach physicians who have been routinely under-covered by sales representatives. eSampling also simultaneously offers an opportunity to improve the quality of the services provided to prescribers with whom brand loyalty has already been developed 7
When used in conjunction with traditional in-person sample distribution methods, electronic sampling has the potential to allow manufacturers to meet increasingly challenging sales and marketing goals by reducing the significant costs associated with the traditional sample distribution process 8
ELECTRONIC SAMPLING 10
Introduction 10
Applications of pharmaceutical sampling 11
Drug sampling: traditional vs electronic 12
Traditional sampling 14
Electronic sampling 15
The current market for electronic sampling 18
Size of the electronic sampling market 18
Penetration of electronic sampling 22
Regulatory issues 26
The Food and Drug Administration 27
The Federal Food, Drug and Cosmetic Act 27
The Anti-Kickback Statute 28
The Prescription Drug Marketing Act 28
Regulatory Compliance 29
American Medical Association 30
The European eSampling Market 30
Best practices in the application of electronic sampling 31
Current approaches to electric sampling 31
Voucher system 32
Third-party web portal 33
Case Study: AstraZeneca’s Zomig 34
Integrating eSampling with eDetailing 36
Vendor market 38
Key players within the market 38
MedManage Systems 38
Univec 39
Selecting a vendor 40
THE FUTURE DECODED 43
Outlook for electronic sampling 43
Conclusion 45
APPENDIX 46
References 47
Relevant links 47
Research methodology 48
Consumer Insight Survey 2004 48
Physician Insight Survey 2003 48
Study sample 48
The questionnaire 48
Physician Insight Survey 2004 49
Study sample 49
The questionnaire 49
Data Tables 51
How to contact experts in your industry 56
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