Browse > Article
http://dx.doi.org/10.12811/kshsm.2019.13.4.215

The Effectiveness of Facilitation Education for Call Quality of Medical Representative in Pharmaceutical Industry  

Im, Hyung Sik (College of Pharmacy, Chungbuk National University)
Kang, Shin Kook (College of Pharmacy, Chungbuk National University)
Lee, Kwang-Su (College of Pharmacy, Chungbuk National University)
Hong, Jin Tae (College of Pharmacy, Chungbuk National University)
Publication Information
The Korean Journal of Health Service Management / v.13, no.4, 2019 , pp. 215-228 More about this Journal
Abstract
Objectives: The purpose of this study is to figure out that Facilitation education can affect significant improvement in sales staff's understanding of precise pharmacokinetics, benefits, safety, and side effects, etc. and eventually lead to increase in call after taking courses. Methods: Data utilized in this study was collected from 413 sales staffs who completed Facilitation course for 5 months. This study used statistical methodologies, paired t-test, exploratory factor analysis, and logistic regression model in order to identify change in Call and after Facilitation courses. Results: The result shows that there are statistically significant increases in CALL quality after Facilitation courses based on the result of pared t-test. Moreover, Facilitation education is more effective in average time of one-time detail than average number of visits per day and average number of doctors per day from the result of logistic regression. Conclusions: In order for MR in pharmaceutical company to improve CALL quality, the education for precise pharmacokinetics, benefits, safety, and side effects is necessary. In addition, various professional training required for detail, including disease education, Selling Skills education, and literacy education are essential. Therefore, Facilitation education would be desirable choice in terms of pharmaceutical marketing strategy.
Keywords
Medical Representative; Selling Skills; Call Frequency; Call Quality;
Citations & Related Records
Times Cited By KSCI : 1  (Citation Analysis)
연도 인용수 순위
1 J.B. Cha, G.Y. Ryu(2013), The Relationship among Internal Marketing Activities, Job Satisfaction, Organizational Commitment, and Turnover Intention in Pharmaceutical Companies -Focusing on Pharmaceutical Salespeople-, The Korean Journal of Health Service Management, Vol.7(1);69-82.   DOI
2 Employment Trends in the Health Industry in Q1(2018), KHIDI Korea Health Industry Development Institute, pp.7-9
3 E. Bae, S. Park, M. Lee(2019), Mediating Effects of Job Crafting on Relationship between Self-Leadership and Commitment to Change for Medical Representatives in a Pharmaceutical Company, Korea Lifelong Education and HRD Institute, Vol.15(2); 125-127   DOI
4 D.S. Hsia, O. Grove, W.T Cefalu(2017), An Update on SGLT2 Inhibitors for the Treatment of Diabetes Mellitus, Current Opinion in Endocrinology, Diabetes and Obesity, Vol.24(1);73-79.
5 W.L. Bennett, N.M. Maruthur, S. Singh, J.B. Segal, L.M. Wilson, R. Chatterjee, S.S. Marinopoulos, M.A. Puhan, P. Ranasinghe, L. Block, W.K. Nicholson, S. Hutfless, E.B. Bass, S. Bolen(2011), Comparative Effectiveness and Safety of Medications for Type 2 Diabetes: An Update Including New Drugs and 2-Drug Combinations, Annals of Internal Medicine, Vol.154(9);602-613.   DOI
6 I-S. Choi(2009), Two Perspectives on Facilitation in Adult Education: Learner-centered Facilitation versus Interventionist Facilitation, Andragogy Today : International Journal of Adult & Continuing Education, Vol.12(3);103-129.
7 N. Gu, M.K. Park, T-E. Kim, M.Y. Bahng, K.S. Lim, S-H. Cho, S.H. Yoon, J-Y. Cho, I-J. Jang, K-S. Yu(2014), Multiple-dose pharmacokinetics and pharmacodynamics of evogliptin (DA-1229), a novel dipeptidyl peptidase IV inhibitor, in healthy volunteers, Drug Design, Development and Therapy, Vol.8;1709-1721.   DOI
8 M-K. Kim, Y.N. Chae, G-J. Ahn, C.Y. Shin, S-H. Choi, E.K Yang, Y.S. Sohn, M-H. Son(2016), Prevention and treatment effect of evogliptin on hepatic steatosis in high-fat-fed animal models, Archives of Pharmacal Research, Vol.40(2);268-281.   DOI
9 H.K. Lee, M-K. Kim, H.D. Kim, H.J. Kim, J.W. Kim, J-O. Lee, C-W. Kim, E.E. Kim(2017), Unique binding mode of Evogliptin with human dipeptidyl peptidase IV, Biochemical and Biophysical Research Communications, Vol.494(3-4);452-459.   DOI
10 C.J. Choi, J.M. Kim, Y.G. Park(2004), Patient-Centered Attitudes and Communication Skills in Medical Students after Clerkship, Korean Journal of Medical Education, Vol.16(2);169-177.   DOI
11 H.S. Im(2018), Site of Pharmaceutical Bio Industry, Naeha publishing company, pp.204-211.
12 E. Sanchez-Rangel, S.E. Inzucchi1(2017), Metformin: clinical use in type 2 diabetes, Diabetologia, Vol.60(9);1586-1593.   DOI
13 H.S. Im(2016), Sales and Marketing Strategies of IMD (Incrementally Modified Drugs) Cilostazole, Chungang University Master's degree, pp.13-23.
14 T. Blackshear, R. Plank(1994), The Impact of Adaptive Selling on Sales Effectiveness Within the Pharmaceutical Industry, Journal of Marketing Theory and Practice, Vol.2(3);106-125. https://doi.org/10.1080/10696679.1994.11501662   DOI
15 C.H. Jung, C-Y. Park, K-J. Ahn, N-H. Kim, H-K. Jang, M-K. Lee, J-Y. Park, C-H. Chung, K-W. Min, Y-A. Sung, J-H. Park, S.J. Kim, H.J. Lee, S.W. Park(2015), A randomized, double-blind, placebo-controlled, phase II clinical trial to investigate the efficacy and safety of oral DA-1229 in patients with type 2 diabetes mellitus who have inadequate glycaemic control with diet and exercise, Diabetes/Metabolism Research and Reviews, Vol.31(3);295-306.   DOI
16 J.A. Hirst, A.J. Farmer, A. Dyar, T.W.C. Lung, R.J.Stevens(2013), Estimating the effect of sulfonylurea on HbA1c in diabetes: a systematic review and meta-analysis, Diabetologia, Vol.56(5);973-984.   DOI
17 P-H. Groop, S. Del Prato, M-R. Taskinen, D.R. Owens, Y. Gong, S. Crowe, S. Patel, M. von Eynatten, H-J. Woerle(2014), Linagliptin treatment in subjects with type 2 diabetes with and without mild-to-moderate renal impairment, Diabetes, Obesity and Metabolism, Vol.16(6);560-568.   DOI
18 S.M. Hong, C.Y. Park, D.M. Hwang, K.A. Han, C.B. Lee, C.H. Chung, K.H. Yoon, J.O. Mok, K.S. Park, S.W. Park(2017), Efficacy and safety of adding evogliptin versus sitagliptin for metformin-treated patients with type 2 diabetes: A 24-week randomized, controlled trial with open label extension, Diabetes, Obesity and Metabolism, Vol.19(5);654-663.   DOI
19 E. Bosi, F. Dotta, Y. Jia, M. Goodman(2009), Vildagliptin plus metformin combination therapy provides superior glycaemic control to individual monotherapy in treatment-naive patients with type 2 diabetes mellitus, Diabetes, Obesity and Metabolism, Vol.11(5);506-515.   DOI
20 M. Jadzinsky, A. Pfutzner, E. Paz-Pacheco, Z. Xu, E. Allen, R. Chen(2009), Saxagliptin given in combination with metformin as initial therapy improves glycaemic control in patients with type 2 diabetes compared with either monotherapy: a randomized controlled trial, Diabetes, Obesity and Metabolism, Vol.11(5);611-622.   DOI
21 H.J. Kim, Y.S. Kim, C.B. Lee, M-G. Choi, H-J. Chang, S.K. Kim, J.M. Yu, T.H. Kim, J.H. Lee, K.J. Ahn , K. Kim, K.W. Lee(2019), Efficacy and Safety of Switching to Teneligliptin in Patients with Type 2 Diabetes Inadequately Controlled with Dipeptidyl Peptidase-4 Inhibitors: A 12-Week Interim Report, Diabetes Therapy Vol.10(4);1271-1282.   DOI