Electronic Detailing In Europe: Value And Outcomes

  • ID: 3920181
  • Report
  • Region: Europe
  • 237 pages
  • Industry Standard Research (ISR)
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In this new and important report, the changing nature of European pharmaceutical company’s sales detailing is investigated. While the pharmaceutical sales detail remains a core part of pharmaceutical manufacturer and physician interaction, the detail itself continues to integrate of new communication technologies. How have web-based and telephone-based detailing systems been received by physicians practicing in the leading areas of drug development, cardiology, oncology, and respiratory/pulmonology? Have these technologies made sales details more efficient and effective? Do physicians in those critical fields find the value and do the outcomes of an electronic detail equal those of an in-person detail?

Utilizing syndicated primary marketing research, insights are provided into detailing behavior and preferences, the value prescribers place on in-person and electronic detail sessions, and, by country and therapeutic specialization, prescribers’ assessments of usefulness, satisfaction, trustworthiness, and other outcome variables for both in-person and electronic detail sessions.

How You Can Use This Report:

- Detailing Utilization - This section provides an overview of detailing behavior and preferences
- Detailing Value - This section outlines and ranks in order of importance the value prescribers place on detail sessions - regardless of whether in-person or electronic.
- Detailing Outcomes - In the analysis section of the report we present, by therapeutic specialization, prescribers’ assessments of Usefulness, Satisfaction, Trust, and a number of other outcome variables for both in-person and electronic detail sessions.
- Study Data - As always, a section of charts and graphs that outline the responses to every question asked in the research are provided. Spend some time in this section to formulate additional insights.
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1. Introduction

2. Methodology

3. Respondent Profile
- Country
- Therapeutic Area – Total and by Country
- Interaction with Pharmaceutical Company Total and by Country
- Interaction with Pharmaceutical Company Total and Therapeutic Area

4. Study Findings

5. Detailing Utilization
- Number of Product Detail Requests Received per Week – Total and by Country
- Number of Product Details Requests Received per Week – Total and by Therapeutic Area
- Product Detail Participation by Week Total and by Country
- Product Detail Participation by Week Total and by Therapeutic Area
- Desired Number of Product Details per Week Total and by Country
- Desired Number of Product Details per Week Total and by Therapeutic Area
- Reason for Decrease in Detail Activity
- Preference for Product Detail Participation Total and by Country
- Preference for Product Detail Participation By Therapeutic Area

6. Detailing Value
- Value Drivers, Context Neutral
- Most Important Attribute for Product Detailing
- Most Important Attribute for Product Detailing By Country
- Most Important Attribute for Product Detailing By Therapeutic Area
- Value, Within Context
- Value of Medical Educational Resources
- Value of Medical Educational Resources By Country
- Value of Medical Educational Resources By Therapeutic Area

7. Detailing Outcomes
- The Effect of Replacing In-Person Sales with Electronic Detail
- Usefulness
- Usefulness of Product Detail Information
- Usefulness of Product Detail Information By Country
- Usefulness of Product Detail Information By Therapeutic Area
- Satisfaction
- Satisfaction with Detail Delivery Method
- Satisfaction with Detail Delivery Method By Country
- Satisfaction with Delivery Method By Therapeutic Area
- Best Features
- Best Features of In-Person Product Detailing
- Best Features of Electronic Product Detailing
- Best Features of Live, Guided, Telephone
- Product Detailing
- Knowlege Transfer
- Depth of Information
- Depth of Information – By Country
- Depth of Information – By Therapeutic Area
- Perspective
- Perspective – By Country
- Perspective – By Therapeutic Area

8. Study Data
- Country
- Type of Practice
- Type of Practice – By Country
- Type of Practice – By Therapeutic Area
- Post-Residency Practice Length Total and by Country
- Post-Residency Practice Length Total and by Therapeutic Area
- Patient Visits per Week Total and by Country
- Patient Visits per Week By Therapeutic Area
- Interaction with Pharmaceutical Companies Total and by Country
- Interaction with Pharmaceutical Companies Total and by Therapeutic Area
- Restrictions on Drug Sales Representatives Total and by Country
- Restrictions on Drug Sales Representatives Total and by Therapeutic Area
- Number of Product Detail Requests Received per Week – Total and by Country
- Number of Product Detail Requests Received per Week – Total and by Therapeutic Area
- Product Detail Participation by Week Total and by Country
- Product Detail Participation by Week Total and by Therapeutic Area
- Product Detail Participation in Past Two Years Total and by Country
- Product Detail Participation in Past Two Years Total and by Therapeutic Area
- Reason for Decrease in Detail Activity
- Desired Number of Product Details per Week Total and by Country
- Desired Number of Product Details per Week Total and by Therapeutic Area
- Preference for Product Detail Participation Total and by Country
- Preference for Product Detail Participation By Therapeutic Area
- Duration of Product Detail Method Total and by Country
- Duration of Product Detail Method By Therapeutic Area
- Duration of Product Detail Method, 2 years ago Total and by Country
- Duration of Product Detail Method, 2 years ago By Therapeutic Area
- Usefulness of Product Detail Information Total and by Country
- Usefulness of Product Detail Information Therapeutic Area
- Satisfaction with Detail Delivery Method Total and by Country
- Satisfaction with Delivery Method By Therapeutic Area
- Location of Detailing Session Total and by Country
- Location of Detailing Session Total and by Therapeutic Area
- Best Features of In-Person Product Detailing
- Best Features of Electronic Product Detailing
- Best Features of Live Guided, Telephone Product Detailing

9. Outcomes
- Education after Detail Method Total and by Country
- Education after Detail Method By Therapeutic Area
- Patient Focus, Product Detail Method Total and by Country
- Patient Focus, Product Detail Method By Therapeutic Area
- Supporting Data and Articles with Product Details Total and by Country
- Supporting Data and Articles with Product Details Total and by Therapeutic Area
- Most Important Attribute for Product Detailing Total and by Country
- Most Important Attribute for Product Detailing By Therapeutic Area

10. Detail Environments

11. Product Lifecycle Fit
- Fit for Differentiated Products (first in class) Total and by Country
- Fit for Differentiated Products (first in class) Total and by Therapeutic Area
- Fit for Transitional Products (few competitors) Total and by Country
- Fit for Transitional Products (few competitors) Total and by Therapeutic Area
- Fit for Commodity Products Total and by Country
- Fit for Commodity Products Total and by Therapeutic Area
- Fit for Biotech Products Total and by Country
- Fit for Biotech Products Total and by Therapeutic Area

12. Allocation Of Sales And Marketing Resources
- Prescribers- Total and by Country
- Prescribers – Total and by Therapeutic Area
- Patients – Total and by Country
- Patients – Total and by Therapeutic Area
- Payers – Total and by Country
- Payers – Total and by Therapeutic Area
- Effect of Replacing In-Person Sales Team with Electronic Detail
- Frequency of Interaction with Pharmaceutical Industry – Total and by Country
- Frequency of Interaction with Pharmaceutical Industry – By Therapeutic Area
- Value of Medical Educational Resources Total and by Country
- Value of Medical Educational Resources By Therapeutic Area
- Most Effective Educational Resources Total and by Country
- Most Effective Educational Resources By Therapeutic Area
- Increased Use of Educational Detailing Resources in 12 Months – Total and by Country
- Increased Use of Educational Detailing Resources By Therapeutic Area
- Decreased Use of Educational Detailing Resources Total and by Country
- Decreased Use of Educational Detailing Resources By Therapeutic Area
- Trust in Product Information for Drug Representative – Total and by Country
- Trust in Product Information for Drug Representative – Total and by Therapeutic Area
- Decision Makers for Pharmaceutical Sales Rep Access – Total and by Country
- Decision Makers for Pharmaceutical Sales Rep Access – Total and by Therapeutic Area
- Most Effective Pharmaceutical Sales Team Total and by Country
- Most Effective Pharmaceutical Sales Team By Therapeutic Area
- Pharmaceutical Company with Best Online Resources – Total and by Country
- Pharmaceutical Companies with Best Online Resources – By Therapeutic Area
- Use of Electronics during Detail Session, past 6 months – Total and by Country
- Use of Electronics during Detail Session, past 6 months – Total and by Therapeutic Area
- Value of Electronics during Detail Session Total and by Country
- Value of Electronics during Detail Session Total and by Therapeutic Area
- Devices and Environments Used in CME Completion – Total and by County
- Devices and Environments Used in CME Completion – Total and by Therapeutic Area
- Practice Setting – Total and by Country
- Practice Setting Total and by Therapeutic Area
- Number of Physicians in Practice Total and by Country
- Number of Physicians in Practice Total and by Therapeutic Area
- Number of Physician Assistants in Practice By Country
- Number of Physician Assistants in Practice Total and by Therapeutic Area
- Number of Nurse Practitioners in Practice Total and by Country
- Number of Nurse Practitioners in Practice Total and by Therapeutic Area
- Age – Total and by Country
- Age – Total and by Therapeutic Area
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