In marketing, the concept of Customer Relationship Management (CRM) highlights the final customer of the product. But in pharmaceutical industry it is seen that sales representatives are developing the relation with doctors, stockiest and retailers. Article focused on perception of medical...

Pharmaceutical companies use different strategies for business development. Role and importance of each strategy vary according to the purpose. Present paper deals with the opinion of medical representatives about impact of Customer Relationship Management (CRM) parameters on business outcomes....

Trends like Electronic Commerce drive the need for a more customer-centric view; with this the introduction of healthcare portals brings revolution in CRM in the pharmaceutical industry. The major benefit of healthcare portals for pharmaceutical companies will arise from the possibility of...

Pharmaceutical industry in India had been enjoying relationship based on trust and credibility, which has shaken by gifts culture in industry to doctors. Pharmaceutical companies use different promotional strategies for different medicine classes. Role and importance of each promotional tool...