Resumen de Improving pharmacy store performance: : the merits of over-the-counter drugs

Jaap Edo Wieringa, Peter S.H. Leeflang, Katrin Christiane Reber

• Purpose - This study aims to increase understanding of the factors that affect retail pharmacy performance. This paper investigates how various product-, store-, customer- and competitor characteristics affect over-the-counter (OTC) drug sales and thus store performance.

  Design/methodology/approach - This paper specifies and estimates a hierarchical model comprising scanner-based information, as well as individual-level data from a customer survey.

  Findings - Results indicate that the drivers of retail pharmacy performance in OTC categories are different from those identified in traditional retailing research.

  Originality/value - This is the first study that determines which factors impact the sales of OTC drugs in pharmacies.