Electronic Detailing vs. In-person Detailing

Q1, 2012

There have been tens of thousands of layoffs in the pharma industry in the past few years; many of them drug reps. But that's not news... it's also not news that the impetus for these layoffs is cost cutting for an industry under pressure from shareholders, financial markets, insurance companies, and regulatory bodies.

As is the case for many industries, the need once met by now-eliminated positions is being met - for better or for worse - through the use of technology. Call centers, tablet computers (iPads), and electronic, web-based product detailing probably couldn't yet be described as the norm, but are certainly not uncommon. However, drug makers must ensure the pendulum does not swing too far - certainly not before they fully understand the consequences. 

Download ISR's free Report Preview for sample report pages and the full table of contents.

All report metrics are analyzed and reported by therapeutic specialty:

Report Overview

Our research is based on the data generated from 118 survey respondents  and is intended to compare and contrast prescribers' experiences with electronic and in-person detail sessions - while looking for differences across four major areas of specialization.

More specifically, we aimed to...

• Assess prescribers' needs and expectations for product detail sessions
• Determine the degree to which those needs are met in both electronic and in-person detail sessions
• Capture prescribers' perspectives on the types of products that are most and least appropriate for an eDetail environment
• Quantify the volume of eDetail and in-person sessions they experience per week and their desired volume - the number of eDetail sessions they believe is reasonable
• Measure the overall value and satisfaction with both in-person and electronic details.

Report Sections

The report contains the following 4 major sections.

1. Detailing Information Needs - This section outlines and ranks in order of importance the information needs that prescribers have for detail sessions - regardless of whether in-person or electronic, including

2. Detailing Volume and Time: In-person vs. Electronic - Here we establish - by therapeutic specialization - how many in-person and how many electronic detail sessions the prescribers experience per week; how many they believe is reasonable; how much time they dedicate to each; and how the volume and time have changed over the past 2 years.

3. Detailing Outcomes - In the final analysis section of the report we present - by therapeutic specialization - prescribers' assessments of a number of outcome variables for both in-person and electronic detail sessions, including

4. Study Data – As always, ISR provides a section of charts and graphs that outline the responses to every question asked in the research. Spend some time in this section to formulate additional insights. 

For more information on this report, including sample charts and graphs and the full table of contents download our free report preview.

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