Marketing and clinical trials: a case study.
BACKGROUND
Publicly funded clinical trials require a substantial commitment of time and money. To ensure that sufficient numbers of patients are recruited it is essential that they address important questions in a rigorous manner and are managed well, adopting effective marketing strategies.


METHODS
Using methods of analysis drawn from management studies, this paper presents a structured assessment framework or reference model, derived from a case analysis of the MRC's CRASH trial, of 12 factors that may affect the success of the marketing and sales activities associated with clinical trials.


RESULTS
The case study demonstrates that trials need various categories of people to buy in - hence, to be successful, trialists must embrace marketing strategies to some extent.


CONCLUSIONS
The performance of future clinical trials could be enhanced if trialists routinely considered these factors.
Francis
David
D
Centre for Research and Innovation Management, Brighton, UK. dlf@brighton.ac.uk
Roberts
Ian
I
Elbourne
Diana R
DR
Shakur
Haleema
H
Knight
Rosemary C
RC
Garcia
Jo
J
Snowdon
Claire
C
Entwistle
Vikki A
VA
McDonald
Alison M
AM
Grant
Adrian M
AM
Campbell
Marion K
MK