The impact of machine learning on the efficiency of the B2B sales service in pharmaceutical companies

The explanatory study examines the possible value of Machine Learning in the B2B sales process in pharmaceutical companies. Sales representatives accounting for a wide range of activities, suffering from time consuming and repetitive tasks. This study investigates the potential of Machine Learning applications for B2B sales in order to facilitate sales representative’s daily tasks and enhance the entire sales process. The results have been obtained through qualitative research based on 8 interviews with AI-experts, pharma consultants and sales representatives as well as secondary data in form of academic articles and reports. The findings reveal that, compared to other departments, ML-applications in B2B sales are less applied at the current stage, but mostly in the customer service process. The interviews have shown that the usage of ML-applications is possible within all steps of the sales process and enhances its overall efficiency and effectivity in terms of time, costs and quality. Furthermore, tasks which increase the efficiency of the sales department through ML applications are outlined. By applying ML within the B2B sales process, the daily work of sales representatives can be facilitated, which ultimately could not only have a positive impact on customer satisfaction, but also on employee commitment leading to competitive advantage in the price intense environment of the pharmaceutical industry.O presente estudo foca-se na possível importância da Aprendizagem Automática no serviço de vendas B2B em Empresas Farmacêuticas. Representantes de vendas responsáveis por uma grande variedade de actividades, afectados pelas demoradas e longas tarefas. Esta dissertação examina o potêncial da Aprendizagem Automática nas vendas B2B a fim de facilitar as tarefas diárias dos representantes de vendas, e de melhorar ainda todo o processo de vendas. Os resultados são obtidos através de uma pesquisa qualitativa baseada em 10 entrevistas com AI-experts, consultantes farmacêuticos e representantes de vendas, assim como fichas de dados provenientes de artigos e relatórios. Os resultados revelam que, em comparação com outros departamentos, a aplicação da Aprendizagem Automática em vendas B2B são actualmente menos aplicadas, sobretudo no que diz respeito ao atendimento ao cliente. As entrevistas mostraram que o uso da Aprendizagem Automática é possível em todas as fases do processo de vendas sendo que melhora toda a sua eficiência e efetividade em termos de tempo, custos e qualidade. Posteriormente, as tarefas de vendas mais eficientes dentro das farmácias estão estabelecidas; pelo que, a introdução da Aprendizagem Automática dentro do processo de vendas B2B poderá facilitar e, inclusive, melhorar o trabalho dos representantes de vendas, sendo que esta otimazação poderá, por conseguinte, não só ter um impacto positivo na satisfação do cliente como também no compromisso dos empregados originando, desta forma, uma vantagem competitiva face ao intenso ambiente de preços na industria farmacêutica

The future of laboratory medicine - A 2014 perspective.

Predicting the future is a difficult task. Not surprisingly, there are many examples and assumptions that have proved to be wrong. This review surveys the many predictions, beginning in 1887, about the future of laboratory medicine and its sub-specialties such as clinical chemistry and molecular pathology. It provides a commentary on the accuracy of the predictions and offers opinions on emerging technologies, economic factors and social developments that may play a role in shaping the future of laboratory medicine

Improvements through Lean Thinking: a case study in a health insurance company

The Brazilian private health system has experienced an increase in the costs of providing services due to the current economic and political crisis, amid the multiple impacts of COVID-19 pandemic. In this context, this study aims to identify the existing waste in two departments of a Health Plan Insurance Provider the (Audit and Customer Service & Authorization departments), as well as to propose improvements in the respective processes with the help of Lean Thinking. To do so, a descriptive case study was conducted as a research method, in which researchers gathered data and mapped processes through SIPOC matrices, followed by training and workshops to the employees. As a result, waiting and overprocessing were the most recurrent types of waste. Additionally, it was also observed that the employees’ training was essential for identifying critical types of waste and developing the SIPOC matrices. The proposal for improvements included digitization and changes in the parameterization of the systems, which positively reduce employee’s interference in the process hence avoiding mistakes and delays in the process. These actions will help reduce expenses with printed documents, reanalysis of procedures and errors in analyses

The future of the healthcare industry : how will digital transformation create better healthcare?

This dissertation focuses on the analysis of the opportunities raised by emerging tech dynamics to improve care delivery. Specifically, it focuses on assessing its impact in the main healthcare activities covered in the prevention and diagnosis stages through the lens of three main stakeholder groups - the patients, the health professionals and the health service’s experts. In order to reach these objectives, an exploratory and qualitative research was conducted through the analysis of primary and secondary data, collected from existing literature and semi-structured interviews with the considered stakeholder groups. The conclusions suggest that tech dynamics can bring significant impact to the healthcare industry through three main key applications: (1) information generation, which have a major impact in the activities covered in the prevention stage; (2) information treatment, impacting both activities covered in prevention and diagnosis; and (3) experience improvement, mainly useful in activities that require in person interactions. By applying the tech dynamics into medical practice, the stakeholders may benefit from enhanced user experience, productivity and cost reductions which ultimately has a positive impact into the improvement of the quality of care delivered. Moreover, this impact is extended through other stakeholders in the life-science such as insurance companies and pharmaceuticals.Esta dissertação centra-se na análise das oportunidades que surgiram do desenvolvimento de novas dinâmicas tecnológicas no sentido de melhorar a prestação de cuidados de saúde. Em concreto, tem como foco a avaliação do impacto destas dinâmicas nas principais atividades médicas, desde a prevenção até ao diagnóstico e incluindo os três principais stakeholders - pacientes, médicos e administrativos. Neste sentido, foi realizada uma pesquisa exploratória e qualitativa com base na análise de dados primários e secundários, dados estes que foram recolhidos através de entrevistas semi-estruturadas com os stakeholders acima identificados e segundo a literatura já existente relativa ao tema. As conclusões sugerem que estas novas dinâmicas podem resultar num impacto significativo para a indústria da saúde através de três principais aplicações: (1) geração de informação, que tem um grande impacto nas atividades abrangidas pela fase de prevenção; (2) tratamento de informação, que impacta as atividades abrangidas pelas fases de prevenção e diagnóstico; e (3) melhoria da experiência do paciente, que é principalmente relevante nas atividades com maior interação pessoal. Com a aplicação destas dinâmicas tecnológicas na saúde, os diferentes stakeholders podem ser beneficiados através de: uma melhor experiência para o paciente, uma maior produtividade e reduções de custos que, em última análise, tem um impacto positivo na melhoria da qualidade dos cuidados prestados. Adicionalmente, estes impactos abrangem ainda outros agentes ligados à indústria da saúde, tais como companhias de seguros e farmacêuticas

International Profiles of Health Care Systems, 2012

This publication presents overviews of the health care systems of Australia, Canada, Denmark, England, France, Germany, Japan, Iceland, Italy, the Netherlands, New Zealand, Norway, Sweden, Switzerland, and the United States. Each overview covers health insurance, public and private financing, health system organization, quality of care, health disparities, efficiency and integration, care coordination, use of health information technology, use of evidence-based practice, cost containment, and recent reforms and innovations. In addition, summary tables provide data on a number of key health system characteristics and performance indicators, including overall health care spending, hospital spending and utilization, health care access, patient safety, care coordination, chronic care management, disease prevention, capacity for quality improvement, and public views

International Profiles of Health Care Systems, 2011

This publication presents overviews of the health care systems of Australia, Canada, Denmark, England, France, Germany, Japan, Italy, the Netherlands, New Zealand, Norway, Sweden, Switzerland, and the United States. Each overview covers health insurance, public and private financing, health system organization, quality of care, health disparities, efficiency and integration, use of health information technology, use of evidence-based practice, cost containment, and recent reforms and innovations. In addition, summary tables provide data on a number of key health system characteristics and performance indicators, including overall health care spending, hospital spending and utilization, health care access, patient safety, care coordination, chronic care management, disease prevention, capacity for quality improvement, and public views

Protocol for an RCT on cognitive bias modification for alcohol use disorders in a religion-based rehabilitation program

INTRODUCTION: Alcohol-related cues trigger relapse in patients with alcohol use disorders (AUDs). These cues may automatically activate motivational approach tendencies. Through computerised cognitive bias modification (CBM), the tendencies of patients with AUD to approach alcohol can be reduced. The present protocol describes a training intervention with approach bias modification (ApBM) incorporating religion-related stimuli as an alternative to alcohol to improve the effectiveness of CBM in a religion-based rehabilitation centre. AUD is often related to patients’ religious attitudes in this treatment context. The religion-adapted ApBM, therefore, combines training in avoidance of alcohol-related motivational cues and an approach to religion-based motivational cues. This combination’s effectiveness will be compared with a standard ApBM and to a sham ApBM. METHODS AND ANALYSIS: Using a double-blind multiarm parallel randomised controlled trial procedure (ratio 1:1:1), 120 patients with AUD will be randomised into 1 of 3 conditions (religion-adapted ApBM, standard ApBM or sham ApBM) with personalised stimuli. The interventions are delivered over 4 consecutive days during an inpatient detoxification programme in addition to treatment as usual. Assessments occur before the start of the training and after the fourth training session, with follow-up assessments after 1 and 4 months. A multivariate analysis of variance will be used with the primary outcomes, the percentage of days abstinent and meaning in life 4-month follow-up. Secondary outcomes include differences in reported training satisfaction and symptoms of AUD. ETHICS AND DISSEMINATION: This study has been reviewed and approved by the Medical Research Ethics Committee Academic Medical Center Amsterdam (Reference number: 2020_251). Further, study results will be published in peer-reviewed journals and presented at international conferences. TRIAL REGISTRATION NUMBER: NL75499.018.20

Mindfulness in Medicine: Modified Mindfulness-Based Stress Reduction (MBSR) Program among Future Doctors

Medical trainees are at particular risk for stress-related illness, including mental health problems such as suicidal ideation, substance abuse, and mood disorders. A vast literature on mindfulness-based stress reduction (MBSR), consisting of mindfulness education and structured meditative practices, has consistently demonstrated that MBSR and related mindfulness-based interventions improve mental and physical health, as well as one’s overall sense of well-being. Moreover, theorists and researchers have begun to suggest further that mindfulness plays a particular role in social cognition, or social-emotional learning. Medical schools have long been interested in ways to improve the “soft skills” related to interpersonal connectedness that are necessary to be an effective physician, and mindfulness-based programs have gained particular traction in medical school settings. The goal of the present study was to investigate the impact of an 8-week MBSR course on student burnout and social cognition (as measured by theory of mind and emotional intelligence). Premedical and medical student participants were assigned to receive either (1) an 8-week course of mindfulness, (2) an 8-week general stress reduction course without specific mindfulness instruction, or (3) no treatment but rather to a waitlist group of participants who received stress reduction materials after study completion. The present study supported the published literature on the efficacy of MBSR on self-reported stress among trainees in the healthcare profession. Participants in the mindfulness intervention expressed significantly less student burnout when compared to the active and inactive control group participants. In contrast, the mindfulness program did not produce significantly higher levels of mindfulness or emotional intelligence among its participants when compared to the control participants. Differential results on a computerized theory of mind task suggest that the mindfulness course may have influenced first-order social-emotional perspective taking, but made no impact on higher order social-emotional perspective taking. Lingering conceptual questions about mindfulness as a psychological construct and the lack of empirical evidence about the role of mindfulness on broader social cognitive functions like theory of mind and emotional intelligence were discussed