نوع مقاله : استخراج از رساله دکتری
عنوان مقاله English
نویسندگان English
The aim of this study is to identify and explain the key performance indicators influencing drug marketing in pharmaceutical companies. To achieve this objective, consumer and pharmacy behaviors in online pharmacies from 2023 to 2025, along with sales data from pharmaceutical companies operating in the field of supplement medicines, were collected and analyzed. The research method included gathering data from online sales platforms, examining behavioral trends of customers and pharmacies, and analyzing sales patterns. Based on the data analysis, 56 key performance indicators were identified and grouped into three clusters using artificial intelligence algorithms: "impact of customer behavior on sales," "impact of pharmacy behavior on sales," and "impact of pharmaceutical company behavior on sales." Among the tested models, the K-Means algorithm achieved the best clustering performance with an ARI of 0.85. Additionally, the indicators and their associated datasets were used for explanation of sales changes using artificial intelligence algorithms, and the LSTM model provided the highest R²of 0.951. For forecasting indicator values, several time-series methods were applied, with LSTM again demonstrating the best prediction performance (R² = 0.991). The findings indicate that indicators related to customer behavior have the strongest impact on predicting and increasing drug sales, playing a critical role in marketing strategy development for supplement medicines. The results suggest that improving customer interaction, enhancing user experience, and promoting pharmacy loyalty can significantly increase the effectiveness of pharmaceutical marketing. The primary innovation of this study lies in proposing an intelligent, data-driven framework for extracting, analyzing, and predicting key pharmaceutical marketing performance indicators based on real-world online pharmacy data. This framework can serve as a foundation for intelligent decision-making, management dashboard design, and the development of effective marketing strategies in the pharmaceutical industry.
کلیدواژهها English