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| Preferences of Drug Store Manager on Sales and Distribution Services of Pharmaceutical Companies in Cagayan De Oro City |
Amante V. Mantigue, MBA, Alan Y. Cabaluna, PhD, Enrico C. Yee Jr., DBM
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Abstract:
This study was conducted to determine the preferences of drugstores manager of sales and distribution of pharmaceutical company's services in Cagayan De Oro City. The relative significance of Pharmaceutical Distribution company's attributes to wit: Terms of Payments, Discounts, Sales Policy, Cost Effectiveness, and Credibility. These attributes were the contributing factors of the entire organization of distributorship business. The study made used of the descriptive and causal research methods. The descriptive method of research involves gathering information about the present existing condition (Morgan, 1997). This research designed was utilized to determine the effects of the five attributes, namely terms of payment, discounts, sales policy, cost effectiveness, and credibility, on the preferences of drugstore managers for sales and distribution services of pharmaceutical companies in Cagayan de Oro City. Using conjoint experiments, individual and aggregate models were determined as well as simulations was conducted to predict the market share of the designs and on existing pharmaceuticals distribution companies in Cagayan de Oro City. The Overall outcome revealed that drugstore managers are credibility-conscious as seen in the overall relative importance value of 43.696 percent. This is also manifested in the individual results for Managers 27, 42 and 64, who see credibility of a sales and distribution service for their pharmaceutical businesses as 46.398 percent, 34.699 percent and 52.048 percent important, respectively. The most preferable design of a sales and distribution service is one that is a known for its low cost of service, known for excellent credibility, implements a 30-days payment term and 5% discount, and focuses on a sales policy centered on severity. The market simulation revealed that between Rank 1 design, Rank 16 design, and two existing sales and distribution services in Cagayan de Oro City, the drugstore managers tend to choose the design of an existing company (Company XZY) with the following attributes: Cost-Effectiveness (High) + Credibility (Excellent) + Collection Policy (COD) + Discount (10%) + Sales Policy (Resilience).Lastly, null hypothesis stating no significant difference on the preference for a sales and distribution service of pharmaceutical companies was rejected on a single attribute level of sales policy (resilience) as well as on a single attribute level of cost-effectiveness (moderate) but failed to be rejected for the rest of the attribute levels.
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