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- W70073326 abstract "The quality of the relationship between the pharmaceutical sales representative and the physician, influence the prescribing physician loyalty to the pharmaceutical sales representative, the relationship quality also influences the physician to prescribe a new product. The decision to refer exclusively to the contents of the relationship with the concept of the relationship, is a novel approach in the field of prescription, it is validated by the results of the investigation. If the general practitioner, to prescribe, does not need items other than his personal experience of this drug, the influence of loyalty to the health visitor will have little importance. Conversely, for a new drug the doctor will base its intention to prescribe on the quality of the established relationship, but also on his loyalty to the pharmaceutical representative, Isolating the variable sensitivity to innovation, of the general practitioner, we can demonstrate its influence on his intention to prescribe a new drug. But innovation is a major challenge for the pharmaceutical industry and also for the physician; it involves both knowledge and prescription of drugs. The information appears complex due to the multiplicity of sources and the doctor will base its decision to prescribe a new drug on personal characteristic, its own vision of the novelty, his own sensitivity to innovation. Our results show that in 2013 in France it is difficult to develop strategies to launch drug while ignoring the relational orientation of physicians. Our results highlight the influence of the quality of the relationship on the intention to prescribe. Our approach will not only allow a better understanding of the mechanisms of creation and development of the quality of the relationship between the pharmaceutical sales representative and the general practitioner, but also to measure this concept through its components (trust, satisfaction and commitment in the relationship). Similarly, sensitivity to innovation is an individual characteristic of the general practitioner, as marketers in targeting strategies physicians should consider before launch. Similarly, sensitivity to innovation is an individual characteristic of the general practitioner, as such; it must be taken in account when marketers are targeting strategies to them." @default.
- W70073326 created "2016-06-24" @default.
- W70073326 creator A5008344998 @default.
- W70073326 date "2013-11-15" @default.
- W70073326 modified "2023-09-24" @default.
- W70073326 title "Influence de la qualité de la relation visiteur médical–médecin généraliste sur l’intention de prescrire un nouveau médicament" @default.
- W70073326 hasPublicationYear "2013" @default.
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