The Impact of Pharmaceutical Promotion Strategies on Prescribing Behavior of Physicians a Developing Country Experience: Case of Addis Ababa, Ethiopia

Posted: 8 Apr 2019

Date Written: 2017

Abstract

The population growth and economic development of Ethiopia contribute for huge demand to health care services in general and pharmaceutical products in particular. There are various local and global players in Ethiopian pharmaceutical industry where the competition is becoming stiff in the country. The major factors affecting selection of a specific brand of pharmaceutical product is affected by physicians’ prescription behavior. Numbers of firms have yet to understand and revise the impact of this in their firms. This study was conducted to explore the impact of pharmaceutical promotion strategies on prescribing behavior of physicians and determine the convinced promotional tools that are most effective in influencing the prescribing behavior. A Cross-sectional survey strategy was used to collect data through self-administered questionnaire from physicians in Addis Ababa. Simple random sampling method was applied to select respondents and a complete 270 questionnaire was found from population of 934 physicians. The data quality was assured before data collection through pilot testing and expert evaluation; data representativeness through KMO, and reliability of the constructs through sample Cronbach alpha tests were measured. Factor analysis was used for data reduction, ANOVA, F-test, and Independent-Sample t-test has been applied to test the hypothesis of the research. The finding shows that sales promotion has been perceived to be the most influencing factor and personal selling has been revealed to be the second most important factor. The advertising, sales promotion and promotional strategies have also been perceived as the third, fourth and fifth important influencing factors respectively. Public relation is perceived as the least important factor. The pharmaceutical companies in Ethiopia need to apply aggressively Sales Promotion as their marketing communication strategy and invest less on public relation.

Keywords: Physician prescribing behavior, Advertising, Personal selling, Public relation and Sales promotion

Suggested Citation

Negash, Mulugeta and Adamu, Achenif, The Impact of Pharmaceutical Promotion Strategies on Prescribing Behavior of Physicians a Developing Country Experience: Case of Addis Ababa, Ethiopia (2017). Available at SSRN: https://ssrn.com/abstract=2948208

Mulugeta Negash (Contact Author)

University of Gondar ( email )

Gondar, Amhar 196
Ethiopia

HOME PAGE: http://www.uog.edu.et

Achenif Adamu

Independent

No Address Available

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