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QUESTIONAIRE Dear Marketing Executives, I Kapil Kumar, working as an Assistant Professor at B.P.S. Mahila Vishwavidhalya, Department of Management Studies ( MBA), Khanpur Kalan, Sonipat. I am pursuing Ph. D in Management domain entitled Impact of Market Research Techniques in Pharmaceutical Industry. Kindly spare some time to fill up the following questionnaire. Your cooperation is highly appreciated. (Please dont leave any question unfilled). Name: email: Manager Name: Gender: Company/ Organisation: Company Annual Turnover: Contact No.

1) Does your company conduct market research? a) Yes . b) No . 2) What type of market research is conducted in your company? a) In House b) Hiring outside agency c) Both

3) Approximately companys expenditure on market research annually .. 4) Which of the following problem you face due to improper market research/ faulty research report? (only two products in each category). Sr. Underestimated Overestimated Products Not Products Dealers Consumers No. Products in Products in Reported in which Scheme which Scheme which is Research report Research Research have short is not reported not reported in report report supply in Research Research Report Report 1 2 Underestimated products: which has less supply as compared to estimated demand. Overestimated products: which has more supply than estimated demand of products.
______________________________________________________________________________ For any query please contact: Kapil Kumar mob: 9813719780 email: kapiljangra25 @gmail.com

5) What action can be taken to rectify these mentioned problems caused by faulty market research? a) Scrutinize the report at each level c) Regular training b) Cross checking by other teams/experts e) Any other..

6) Which is the best method/technique for conducting market research? a) Doctors Prescription b) Stock Verification c) Advertisement method d) Repeat Purchase Audit e) Questionnaire method e) Any other

7) Who are your respondents for market research? a) Doctors c) Stockists b) Chemist d) Patients

8) Do you feel the information received is sufficient and authentic to help the company? a) Yes b) No.

9) Do you scrutinize the information received from the market before sending to the Headoffice? a) Yes b) No.

10) What is/are the major problems encountered by pharmaceutical industry? a) Without bill purchase b) Black/Grey Market c) Substitution by retailers d) Corruption in manufacturing Unit e) Any other 11) Do you feel the failure of new products is due to a) Improper strategies c) Company image e) Sales force deficit b) Improper market research d) Improper positioning f) Improper market penetration ..

12) How frequently do you measure market potential of your companys product? a) Weekly b) Monthly c) Quarterly d) Yearly

______________________________________________________________________________ For any query please contact: Kapil Kumar mob: 9813719780 email: kapiljangra25 @gmail.com

13) Do you continuously monitor your competitors activities? a) Yes. b) No.. 14) Is the survey done on a) Selected outlets b) Randomly

15) How do you monitor your new product acceptance? a) Doctors c) Chemists b) Stockiest d) All the above

16) What are your areas /attributes/Scope of market research?

Market Potential 1. New Product Launch 2. Expansion 3. New Pack 4. New Combination

Test Marketing 1. Feasibility 2. Importance

Response to Promotional Inputs 1. Rx from doctors 2. Companies Activities Vs competitors

Stockists/Chemists Response 1. Price 2. Product 3. Pack 4. Promotion

Price Acceptance 1. 2. 3. 4. Doctors Chemists Stockists patients

Doctors 1. Efficacy 2. Safety 3. Pricing

Stockists 1. Schemes 2. Pricing 3. Packing

Chemists 1. Schemes 2. Pricing 3. Packing

Patients 1. Safety 2. Efficacy 3. Economy

17) What should marketing research?

be

the

requirements

of

the

personnel

involved

in

a) Good communication. c) Good contact with stockits/retailers etc e) Smartness and personal skills.

b) Product knowledge. d) Territory knowledge

______________________________________________________________________________ For any query please contact: Kapil Kumar mob: 9813719780 email: kapiljangra25 @gmail.com

18) Type of unfair trade practices are common in pharmaceutical industry? Practices Strongly Agree Neutral Disagree Agree 1) Kickbacks (Free Gifts) 2) Selling other than Prescribed medicines 3) Selling Samples 4) Selling Expired medicines 5) Sale without bill

Strongly Disagree

19) Do you feel that work stress/ pressure results in low job performance in you. If yes then how much pressure level these factor leads to? Factors Very High High Normal Low Very Low 1) Targets 2) New products lanuched 3) Use of IT enabled services in your job 4) Seniors/Mangers visits 5) Travelling 6) Writing reports and other written work 7) Gifts/samples and other items management 8) Reporting to seniors 9) Company meetings 10) Conducting Market Research ` 20) What is the % (percentage) of OTC (over the counter) to prescribed drug of your company? a) OTC %...................................... b) Prescribed %........................................

21) Your companies OTC products name (any two). a) .. b) ..

22) What is % of generic drugs to standard (patented) drug of your company?

THANKS A LOT

______________________________________________________________________________ For any query please contact: Kapil Kumar mob: 9813719780 email: kapiljangra25 @gmail.com