藥品市場進入專案(Market access)為新興專業,過去雖曾探討市場進入的定義 以及藥品成功上市的關鍵因素,卻無探究該專案人員績效評估標準之研究,本土 研究更是付之闕如。本研究目的為瞭解台灣藥品市場進入專案人員之工作模式、 不同工作項目的交互關係、建立該人員之績效評估標準。
本研究將市場進入專案人員之工作區分為,五大工作類別及18項工作項目, 以決策實驗室法(Decision Making Trial and Evaluation Laboratory, DEMATEL)問卷 訪問開發性製藥公司負責台灣市場進入專案的人員,分析結果指出影響力最大的 工作類別為工作類別四「整合臨床及經濟證據」,重要性最高的工作類別為工作 類別一「訂價及健保給付」;影響力最大的工作項目為辨識證據缺口、分析真實 世界證據、健康經濟與治療效果研究,最重要的工作項目為健保價格策略、獲得 健保給付、與健保署協商。
問卷分析結果說明了市場進入專案人員的績效評估,不應僅以最後的結果評 斷,應同時考慮有關的影響因素。藉由分析市場進入專案的工作本質,方能辨別 專案人員是否致力於專案,了解專案成功或失敗導因於外部不可抗力之因素,或 來自於專案人員之努力。本研究將台灣藥品市場進入專案人員之績效評估標準分 為短程、中程及長程目標。短程目標代表資訊、事實或證據的整合,中程目標代 表與內部及外部利益關係人的合作,長程目標代表藥品市場進入最終目標的達成, 建議考量短程、中程及長程目標的執行狀況後,進行綜合評估,方能有效改善該 專案人員之表現。

Market access is emerging profession. Although the definition of market access and excellent launch inventory were found through literature research, there is no study regarding to performance review criteria for market access staff in pharmaceutical industry. Our research purpose is to understand market access’s tasks, investigate the causal relations among tasks, and establish performance review criteria for market access staff.
We categorized market access tasks into 5 classes, and further divided into 18 items. DEMATEL (Decision Making Trial and Evaluation Laboratory) questionnaire survey was conducted with market access staff working for Taiwan pharmaceutical market. The research result indicated Class 4, “Generate clinical and economic evidences” is most influential to other classes, and Class 1, “Pricing & reimbursement” is the most important one. While Item 4-1 “Identify data gap map”, Item 4-2 “Analyze real world evidence” and Item 4-3 “HEOR” influence other criteria most, Item 1-1 “P&R strategy”, Item 1-4 “Get reimbursed” and Item 3-3 “Negotiate with NHIA” are the most important items.
The research result points out influencing factors should be taken into consideration for Market Access’ performance review, rather than results driving only. We can identify the root cause of Market Access Project’s success/failure, only when we understand the nature of Market Access. We concluded 3 stages of target achievement. The short term target is information, facts and evidences generation. The mid-term target is cooperation with internal and external stakeholders. The long term target is final target achievement. Through evaluating all target achievements, we can help Market Access staff improve his/her performance.

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