• Dr. JAI PAL SHARMA
• RASHMI CHHABRA
• Dr. RAJWANTI SHARMA

The purpose of the present study is to make a fresh attempt to understand the role of Relationship Management practices to influence drug prescription behaviour of Doctors. The present study has considered relationship management practices as services offered by pharmaceutical companies. As a matter of fact relationship management practices play significant role in prescribing products of pharmaceutical companies which influence the behavior of doctors. The current study seeks to put in the construct of expectations of Doctors towards the services offered by Pharmaceutical companies and construct the factors which influence the Doctors while prescribing drugs. First of all descriptive analysis has been used to draw some information after that Factor analysis has been used to identify factors which influence the prescription behavior of Doctors. Research concluded that for Doctors’ knowledge management, Gifts on special occasions, Responsive behavior of sales force, Customer’s centric cost management, Learning and Testing opportunities and pleasure and educational tour are the most influential factor.

Relationship Management Practices, Pharmaceutical Companies, Doctors, Prescribing Behaviour

"A Study on Factors Affecting Doctor’s Prescription Behaviour towards the Relationship Management Practices offered by Pharmaceutical Companies in Haryana", International Journal of Emerging Technologies and Innovative Research (www.jetir.org), ISSN:2349-5162, Vol.5, Issue 7, page no.1-14, July-2018, Available :http://www.jetir.org/papers/JETIR1807001.pdf

"A Study on Factors Affecting Doctor’s Prescription Behaviour towards the Relationship Management Practices offered by Pharmaceutical Companies in Haryana", International Journal of Emerging Technologies and Innovative Research (www.jetir.org | UGC and issn Approved), ISSN:2349-5162, Vol.5, Issue 7, page no. pp1-14, July-2018, Available at : http://www.jetir.org/papers/JETIR1807001.pdf