Main Subject - Business

The Principle of Reciprocity.

People feel obligated to say yes to those they owe. Clear examples come from the charity organizations. When charities include small gifts

According to USFDA, a combination product is one composed of any combination of a drug and device; biological product and device; drug and biological product

(return address labels with your name and address on them) in their direct mailings, they double the response from recipients. As a trainer – to implement this principle, alway

; or drug, device, and biological product and fixed dose combination would include two or more combinations of drug.

Examples of combination products may in

enter a training situation with the thought of helping or leading through example. Give of yourself. Show them your are genuinely concerned about their growth and advancement.

lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.

Period. When you take the personal time to show you care – it will have a positive impact on your trainee. When this is sincerely felt and expressed, it creates an obligation

here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe

that the employee will find extremely difficult to ignore.

It’s one thing when you have a class room filled with trainees or sales reps that are all there by physical obligation

d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.

Combination pro

(they have to be there), it’s another to “obligate” them to listen and learn, by showing a genuine concern for their growth and advancement. They may be there to learn, but the

ucts have become life saving products for the pharmaceutical companies who doesn’t have many innovative molecules in their product pipeline and have been inc

e’s not guarantee that they will. As the leader – you need to use influence to change their behavior and make them want to learn.

The Principle of Scarcity.

There have

easingly used in the product life cycle management. Even the companies having product patents are trying to extend their product life cycle through the combi

been studies done in psychology that show that people generally have a stronger reaction towards something they may lose over something they stand to gain. When you start to stu

nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically

y this principle in greater detail – it’s all pretty fun to watch.

When you present something that in concept, may be difficult to get in the future – the reaction towards wanti

and physically. They need to rightly judge the benefits of the combination products and they have to even look at the risks involved when combining the produ

ng it, increases even more. If your presentation focuses on what they will lose without having or learning your concept – there appears to be a much greater attraction over pres

ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi

nting it in a way that shows what they have to gain. For example if you were running a special training course or program and highlighted what an employee stood to lose by not g

ding difficulty in defining their combination products and facing various challenges from selecting a combination to marketing it.

Following aspects would a

ing through the course over what they stood to gain – chances are there would be much more acceptance and participation.

The Principle of Authority.

Employees are more l

dd to the challenges in developing combination products:

Which markets to tap where the combination products can do fairly well?
Which combination prod

ikely to view you as credible if you’ve positioned yourself as not just a “trainer”, but as someone who has special knowledge or unique credibility. If you can demonstrate a pro

cts are meaningful and rational?
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin

en track record of providing people with the necessary skill-sets for advancement and success – you can increase their perception of you as an authority. Always reveal anything

tions increase the patient compliance?
What would be the developing cost?
How to tackle the risks encountered during combination product developmen

about your background or experience that would tend to increase their perception of you as a credible, authoritative figure. Another way to use this principle is to emphasize yo

t?

As combination products don't fit into the traditional categories of drugs, medical devices, or biological products, the USFDA is in the process of devel

r training department’s reputation and history of success.

It’s all about how you position yourself. The credibility factor is a huge persuasive and influential tool that you m

ping new procedures for reviewing their safety, efficacy and quality.

Professional from academic institutions, pharmaceutical industries, health care indust

ust leverage as a trainer.

Our system, OmniTrackPlus is an online training and development system that allows you to put your entire training program, on autopilot. Online trai

y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products

ing has never been so simple and yet, so effective. With the system’s proven, robust automation tools, you have the ability to systematically engage, interact with and influence

.

As there is an increasing trend of the combination products companies manufacturing such products should be able to tackle the problems involved in the de

your trainees... while you sleep.

In our next article, you’ll be introduced to a few more principles. Until the next time then, have a wonderful day!

George

You have full

elopment. They need to be wiser in analyzing the market trends and the regulatory requirements.

Companies that provide selfless information through particip

permission to reprint this article within your website or newsletter as long as you leave the article fully intact and include the "About The Author" resource box. Thanks! :-)

tion in industry events and feedback to regulatory authorities would be able to face the challenges and will be successful in developing combination products

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Main Subject - Online Training on Autopilot Series: Persuasion Through Influence, Part 2 of 4

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