Segmentation of regional payers

Segmentation of regional payers

2011 Journal of Medical Marketing: Device, Diagnostic and Pharmaceutical Marketing

Toumi, M. | Flostrand, S. | Millier, A. | Volume: 11, Issue: 3, Pages: 244-253, analysis, Environment,

Regional payers are important stakeholders with a strong influence on the use of prescription drugs. As regional payers are complex organizations that are numerous and diverse in their profiles and behaviours, it is infeasible to develop a unique strategy for each. A cluster analysis of regional payers can identify segments with similar potential, which can be addressed with common strategies. This paper presents an innovative clustering methodology that is suitable for the complexities of the regional payer environment and shows how the methodology can be applied to an actual market context