Yönetim ve Ekonomi Dergisi 1302-0064 2458-8253 Manisa Celal Bayar University İlaç Sektöründe Pazar Paylarının Analizi: Yeni Lanchester Stratejisi ve Sistem Dinamikleri İlaç Sektöründe Pazar Paylarının Analizi: Yeni Lanchester Stratejisi ve Sistem Dinamikleri Özdağoğlu Aşkın Özdağoğlu Güzin Göktepe Emre Eyüboğlu Kaner 06 01 2013 20 2 51 65 09 13 2014 Copyright © 1995, Journal of Management and Economics 1995 Journal of Management and Economics

Today, many companies have developed different competition strategies with the purpose of reaching their institutional targets. Developing of the competition strategies and reaction to the instantaneous changes according to the market conditions are possible with the detailed and dynamic analysis of the competitors. In this study, how to change the market shares of the pharmaceutical product companies that compete in a certain region, depending upon the sales force have been analyzed. Lanchester’s Laws have been used for the calculations made in order to determine the market shares. All calculations have been integrated in the frame of system dynamic model in the long run analysis of the market shares and forecasting the long term results of the different sales forces. Different scenarios and long term effects have been analyzed for changes of sales forces via this model. The study ended up with obtaining the potential market share changes of the pharmaceutical product in the case study for the long run which would support the marketing activities.

Günümüzde pek çok işletme kurumsal hedeflerine ulaşmak amacıyla farklı rekabet stratejileri geliştirmektedir. Rekabet stratejilerinin geliştirilmesi ve pazar koşullarına göre anlık değişimlere tepki gösterebilmesi ise rakiplerin detaylı ve dinamik analiziyle mümkün olabilmektedir. Bu çalışmada, belirli bir bölgede rekabet eden ilaç firmalarının, pazar satış gücüne bağlı olarak Pazar paylarının nasıl değişebileceği analiz edilmektedir. Pazar paylarının belirlenmesi için yapılan hesaplamalarda, Lanchester kanunları kullanılmakta; Pazar paylarının uzun dönemli analizlerinde ve farklı satış güçlerinin uzun dönemli sonuçlarını öngörebilmek amacıyla, tüm bu hesaplamalar bir sistem dinamiği modeli çerçevesinde bütünleştirilmektedir. Uygulanan bu model aracılığıyla, rakiplerin satış gücü değişimlerinin pazardaki etkileri için çok farklı senaryolar ve bu senaryoların uzun dönemdeki etkileri analiz edilebilmektedir. Çalışmanın sonucunda, örnek olay kapsamında ele alınan ilaç firmalarının pazarlama faaliyetlerini destekleyebilecek potansiyel pazar payı değişimleri uzun dönem için karşılaştırmalı olarak elde edilmiştir.

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