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The pharmaceutical firms’ detailing and sampling effort of a new drug play an essential role for the success of the new drug launch. Their sales reps want to meet the physicians to introduce their new drug and provide samples but that meeting has to be most effective due to high costs associated with detailing and sampling. This study fills the gap in the literature in the study of pharmaceutical firm’s detailing and sampling effort by examining the variables and their influence on the physicians’ interest to meet the sales rep and on the number of samples they need. The estimation results provide the managerial implication to the pharmaceutical firms’ detailing and sampling efforts. They further provide predicted probability of doctor’s interest and the predicted number of samples for individual targeting. A future study can be applied to other kinds of drugs.

Physician’s interest to meet the sales rep and sample need: Implication to pharmaceutical detailing and sampling efforts