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Cooperation in pharmacy-drug wholesaler relations
1College of Pharmacy, University of Iowa, Iowa City 52242, USA.
Pharmaceutical Research
|August 1, 1997
Summary
Trust and pharmacy influence are key to wholesaler cooperation. Customer service is also vital for primary wholesaler relationships, enhancing collaboration in the pharmaceutical supply chain.
Area of Science:
- Pharmaceutical supply chain management
- Business-to-business relationships
- Healthcare logistics
Background:
- Pharmacy-wholesaler relationships are crucial for efficient drug distribution.
- Understanding the dynamics of these partnerships can optimize supply chain operations.
- Cooperation levels significantly impact the effectiveness of pharmaceutical distribution.
Purpose of the Study:
- To investigate the factors influencing cooperation in pharmacy-wholesaler relationships.
- To identify key characteristics of these relationships that foster collaboration.
- To differentiate the drivers of cooperation between primary and secondary wholesalers.
Main Methods:
- The study analyzed data from 326 pharmacies concerning their relationships with 214 primary and 112 secondary wholesalers.
- Multiple regression analyses were employed to assess the impact of various relational characteristics on cooperation.
- Key independent variables included customer service level, trust, pharmacy influence, wholesaler influence, and relationship duration.
Main Results:
- For primary wholesalers, trust, pharmacy influence, and customer service level significantly predicted cooperation (adjusted R-square = 0.59).
- For secondary wholesalers, trust and pharmacy influence were the significant predictors of cooperation (adjusted R-square = 0.60).
- Trust and perceived pharmacy influence emerged as universally important factors for wholesaler cooperation.
Conclusions:
- Building trust and empowering pharmacies are essential for wholesalers seeking to enhance cooperation.
- Customer service quality is a particularly important factor for primary wholesalers in cultivating cooperative relationships.
- These findings offer insights for improving efficiency and collaboration within the pharmaceutical supply chain.
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