Analysis of Sales Call Effectiveness

Generalizations on the effectiveness of pharmaceutical promotional expenditures

“…Wittink, 2002) to significantly negative (e.g. Parsons & Vanden Abeele, 1981), supporting the earlier articulated view that the effects of promotional expenditures are heterogeneous Manchanda et al, 2005;Venkataraman & Stremersch, 2007). Some of the variation may be explained by the fact that detailing primarily affects the product share positively.…”

“…Product level: Fischer and Albers (2008), Montgomery and Silk (1972), Murphy, Smith, and Juergens, (1992), Neslin (2001), Narayanan, Desiraju, and Chintagunta (2004), Parsons and Vanden Abeele (1981), Rosenthal et al (2003), Wittink (2002) Mixed results on effects of promotional instruments. Most studies report small significant positive effects of detailing, other studies report the absence of any effect.…”

Using Financial and Macroeconomic Indicators to Forecast Sales of Large Development and Construction Firms

“…More recently, Pantelidaki and Bunn (2005) proposed a multifunctional sales model with the diagnostic aid of artificial neural networks (ANN) models for toothpaste product sales forecasting, based on sales price, advertising, promotion, and competitors' price variables. Other similar sales forecasting studies include, but are not limited to, Arora (1979), Dubin (1998), Fader et al (2004), Foster et al (2004, Gelfand et al (1998), Lee et al (2003), Moe and Fader (2002), Parsons and Abeele (1981), Putler and Lele (2003), Steffens (2001), and Wacker and Lummus (2002).…”

The Successful Launch and Diffusion of New Therapies

“…Accordingly, numerous marketing research studies have focused on the effectiveness of these visits. Early endeavors by marketing scholars in this field used aggregate data to examine the effect of detailing visits on drug sales (Lilien et al 1981;Parsons and Vanden Abeele 1981). In the past decade, several studies have used panel data to investigate the effect of detailing visits on the demand for pharmaceutical drugs (e.g., Kamakura et al 2004;Gonul et al 2001;Manchanda and Chintagunta 2004;Venkataraman and Stremersch 2007).…”