Pharma Take Note: Commercial Strategy Must Align With Provider Pay Incentives
This article was originally published in The Pink Sheet Daily
Executive Summary
A survey by ZS Associates finds that performance incentives for providers are commonly used and conceptually well accepted, but structured too poorly to meet organizational goals. That’s important for pharma as it revamps its commercial strategy and grapples with the best ways to influence physician decision making in an era of health care reform.
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