IDEAS home Printed from https://ideas.repec.org/p/pra/mprapa/37651.html
   My bibliography  Save this paper

Gifts and sponsored trips for doctors matter more for sales of MNCs?(an application of censored regression)

Author

Listed:
  • Hasan, Syed Akif
  • Subhani, Muhammad Imtiaz
  • Osman, Ms. Amber

Abstract

This study investigates and interrogates the impact of various marketing strategies on the sales of major multinational pharmaceutical companies in Pakistan; include Abbott, GSK and Aventis, while applying the censored regression. Besides interrogating the possible impacts of various marketing strategies which include the Promotional Gifts, Sponsored Trips, Differentiated Strategy, Un Differentiated Strategy, Product Development and Establishing the Brand, on the sales of outlined pharmaceutical MNCs, Objectively this study also focuses on the applications of Scaled OLS model (censored regression) in comparisons with the ordinary least square model. The findings reveal that, all of the outlined strategies do matter to the sales of stated MNCs but promotional gifts and sponsored trips they really work much than the rest of strategies considered, in long run only for Abbott Pakistan, while the differentiated and un-differentiated strategies for GSK and product development and establishing the brands for Aventis are revealed as the best most options for maximizing sales. Whereas, it is also found that the scaled OLS (censored regression) is the better and robust model in investigating the manifested proposition than the MLR.

Suggested Citation

  • Hasan, Syed Akif & Subhani, Muhammad Imtiaz & Osman, Ms. Amber, 2012. "Gifts and sponsored trips for doctors matter more for sales of MNCs?(an application of censored regression)," MPRA Paper 37651, University Library of Munich, Germany.
  • Handle: RePEc:pra:mprapa:37651
    as

    Download full text from publisher

    File URL: https://mpra.ub.uni-muenchen.de/37651/2/MPRA_paper_37651.pdf
    File Function: original version
    Download Restriction: no

    References listed on IDEAS

    as
    1. John Rust, 1997. "Using Randomization to Break the Curse of Dimensionality," Econometrica, Econometric Society, vol. 65(3), pages 487-516, May.
    2. Amemiya, Takeshi, 1973. "Regression Analysis when the Dependent Variable is Truncated Normal," Econometrica, Econometric Society, vol. 41(6), pages 997-1016, November.
    Full references (including those not matched with items on IDEAS)

    More about this item

    Keywords

    Marketing Strategies; Sales; MNCs; Pharmaceutical Industry; Censored regression; Tobit model;

    JEL classification:

    • M3 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Marketing and Advertising
    • C1 - Mathematical and Quantitative Methods - - Econometric and Statistical Methods and Methodology: General

    NEP fields

    This paper has been announced in the following NEP Reports:

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:pra:mprapa:37651. See general information about how to correct material in RePEc.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: (Joachim Winter) or (Rebekah McClure). General contact details of provider: http://edirc.repec.org/data/vfmunde.html .

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service hosted by the Research Division of the Federal Reserve Bank of St. Louis . RePEc uses bibliographic data supplied by the respective publishers.