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The medical representatives on the pharmaceutical market. Preliminary research (Obraz uczestnikow rynku farmaceutycznego. Badanie pilotazowe)

Author

Listed:
  • Anna Pawlowska

    (Katedra Psychologii i Socjologii Zarzadzania, Wydzial Zarzadzania Uniwersytetu Warszawskiego)

  • Monika Skorek

    (Katedra Marketingu, Wydzial Zarzadzania Uniwersytetu Warszawskiego)

Abstract

Many factors determine the medical representatives' activity and effectiveness. In this article the results of preliminary research are presented. The main goal was to diagnose how medical representatives imagine their situation and other pharmaceutical market competitors. The analysis concentrates on the level of their optimism and self influence conviction to carry out selling goals. The research process included projective methods, which were useful to present problems in the dynamic context of pharmaceutical market.

Suggested Citation

  • Anna Pawlowska & Monika Skorek, 2012. "The medical representatives on the pharmaceutical market. Preliminary research (Obraz uczestnikow rynku farmaceutycznego. Badanie pilotazowe)," Problemy Zarzadzania, University of Warsaw, Faculty of Management, vol. 10(35), pages 85-97.
    • Handle: RePEc:sgm:pzwzuw:v:10:i:35:y:2012:p:85-97
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