This website uses cookies to ensure you have the best experience. Learn more

Business Research Process Essay

523 words - 3 pages

Business Research Process

Denise McSalters

RES 351

March 2, 2015
Chevell Thomas

Pharmaceutical Sales Research Study

A look into the reasons behind the pharmaceutical sales industry’s mass layoffs and subsequent hiring binges. In reviewing the article a study of drug company tends is performed by a health care consultancy.
Identifying the Research Problem
In the article discusses the recent trend of pharmaceutical companies bringing back their sales forces and the primary reasons behind what caused the mass layoffs and hiring. At the time of the mass layoffs the perceptions about the influence of managed care, fear of how federally mandated health care reform, lack of new drug approvals and research and development costs. ...view middle of the document...

The researcher, Scott-Levin, a health care consultancy, studied drug company trends to determine that drug company executives had a shift in their perceptions regarding managed care, the federal mandate on national health care, and expiring patents. Managed care drug formularies and tiered drug lists were actually only guidelines and not strict rules and sales reps could sell doctors on prescribing their drugs. Because of this fact sales calls to doctors with relationships to managed care increased by some forty percent in recent years and during the same period sales calls to doctors without ties to managed care have dropped by nearly fifty percent.
Due to expiring patents, pharmaceutical companies needed to reinvest in research and the development of new drugs. As those drugs gain FDA approval for sale, the drug companies required a larger a sales force to sell and promote the newly approved drugs.
Finally, the affects for health care reform laws have increased the need to health care providers and thereby increases the demand for prescription drugs for people who previously were not seen by health care providers. Which is the opposite effect of predictions prior to the laws going in being enacted and opening up health care to so many people who previous. The law also enabled people who were not treated for preexisting conditions to obtain treatment.
Other potential uses for this research are in the area of predicting and calculating unemployment rates for the sales and pharmaceutical industry. Could use this research to determine when and if sale force reductions are needed in the future. Could help inform executives and manager how they can better trend future sales force numbers and improve the decisions making process.

Pharmaceutical firms increasing sales staffs (1996). Marketing News, 30(13), 8. Retrieved from

Other Essays Like Business Research Process

Management Process Essay

2229 words - 9 pages method is valuable when decision support is the system's primary objective. Process analysis is a thorough review of the organization's business processes. Organizational processes are identified and segmented into a series of events that either add or change data. These processes can then be modified or reengineered to improve the organization's operations in terms of lowering cost, improving service, improving quality, or improving management

Legal Process Essay

1273 words - 6 pages writing. If the charge has little chance of winning or if the charge is not within scope of the EEOC, then the charge could be dismissed at this time.Investigation. If the charge is not dismissed, an investigator will begin the investigation of the charge. The investigator may visit John's employer, interview witnesses, gather documents, and research the charge. An investigation can take some time to process, especially if the charge is complicated

Flowchart Process

1984 words - 8 pages products to create a remote keyless entry fob that offer better options to actual and potential buyers interested in our cars. 1. Control Chip: After exhaustive research I found the Chinese company “Intelligence Uni-ID (Shenzhen) Inc” dedicate to design and manufacture vehicle alarm system, TPMS, reverse radar and remote engine starter etc. Our interest is addressed to the vehicle Remote Keyless Entry System (RKE) and the Passive Keyless

admiistrative process

2966 words - 12 pages altered or completely changed constantly based on the macro and micro factors affecting an organization. Planning is a constant process. Even though all planning involves the same kind of thought process, different types of plans are made for different functions of an organization. Examples of planning are strategic planning, marketing planning, business planning, succession planning, project planning, sales planning, etc. Planning thus ensures

Analysis of the Hiring Process in Business Administration

3753 words - 16 pages . From the research gathered throughout our two interviews we found that many of the theories of how an interview should be conducted and assessed has made it into practice within three of the “Big 4” accounting firms in the world. Interviewees are asked to complete assessments before the interview in order for employers to better understand their thought process and reasoning. Candidates also are bought before a panel of interviewers asking them

Decision Making Process

715 words - 3 pages Decision Making Process Going into business with a friend or relative would be hard in the fact of problems arising and not able to resolve them. You would need to lay out rules prior to the business taking off for times like this, when disagreements come up. I am the office type that likes computers, filing, and numbers. Most of my family would be a more hands on and want to work with the product for instance my husband and I have a long

Policy Process (Part 1)

1283 words - 6 pages required before a policy can be proposed. In short there are three phases of policy making: the formulation stage, implementation stage, and the evaluation stage. The formulation stage may possibly be the most important simply because the change has to start somewhere. The formulation stage involves key players doing research and ideas from people, organizations, and interest groups. When this process is complete the foundation will be laid. The

Consumer Decision Making Process

767 words - 4 pages Understanding consumer behaviour is fundamental to marketing. For this reason, a lot of research is underway to develop a wider understanding of the customer decision-making process in an increasingly complex market context {{57 Lye, Ashley 2005;}}. 2.1 VW Golf Buy a car is an extended problem-solving decision because it is a high-involvement purchase and requires a substantial amount of effort, extensive research and a meaningful evaluation

Mental Process Paper

994 words - 4 pages Running head: MENTAL PROCESS PAPER PAGE \* MERGEFORMAT 1 MENTAL PROCESS PAPER PAGE \* MERGEFORMAT 5 Mental Process PaperOI/361University of PhoenixMental Process PaperEvery organization will have accomplishments and failures that develop from making decisions. Being familiar with management decision making is very important, especially in today's market. Creative Intelligence describes the aspects of personality that drive is to achieve

Creative Process Paper

2116 words - 9 pages Creative Process Paper University of Phoenix Hum 266 January 31, 2011 Creative Process Paper This paper will review the creative process in the lives of four notable artists. The generalizations based on research relative to each

Bussiness Process of Google

1130 words - 5 pages the question 2). You are also allowed to supplement that with your own common sense knowledge about the newspaper industry in general (but no | |additional research) to answer this question. | |2. Within this industry environment, HKET generated business growth. To what extent did its strategy follow the key principles /characteristics of

Related Papers

Research Process Essay

868 words - 4 pages Research Process (G4) Sarah Martin, Elizabeth Spruill, Vickie Furman, Melissa Laporte, Samantha Kaser RES 341 September 1, 2010 Stephen Loro Research Process (G4) Background: Thunder Cats Chocolates manufactures and sells chocolate. The manufacturing industry demands consistency. In the business of manufacturing chocolate, consistency and standardization is key, especially in packaging. Deviations in measuring may lead to loss of

Business Process Essay

989 words - 4 pages organization’s mission statement. (NOTE: You may only select from the 3 industries listed in the project instructions – please delete this note from your paper) Q#2 From your research of the organization, identify a single Business Process Change that the organization will need to contemplate and undertake in the coming year. These changes can result from new technologies, economic issues, or changes in the marketplace. Q#3 Utilizing the Capability

Evaluating The Research Process Essay

1484 words - 6 pages   HCS 465- Health Care Research Utilization Evaluating the Research Process Class Group: BSDD10S8G8   University of Phoenix Online   Professor: Donald Steacy    December 5, 2011 Literature Review The literature review is based upon an effort to search for and obtain information relative to a study for the purpose of offering a critical appraisal (Flores, Win, Susilo, 2010). The

Sourcing Process Essay

847 words - 4 pages Abstract Sourcing has become a common practice in global business today. Lately, the expression “strategic sourcing” has been widely used by sourcing professionals. However, in order to implement a successful sourcing strategy, the right sourcing process has to be implemented. This process will focus on the case of a global manufacturing firm and will be evaluated in the following lines. Preparation This is the planning