Case Studies healthcare 2

Case Studies healthcare 2


Shopping Process

U&A and Shopper Behaviour

Situation and main objectives: Our client needs in-depth knowledge of shoppers’ purchasing behaviour in pharmacies throughout the entire shopping process, from the origin of the need to the purchase and repurchase decision.

Methodology: In-depth qualitative analysis to ascertain consumers’ behaviour in relation to the category being studied and to identify behaviours, attitudes and perceptions. During this phase, we also studied the pharmaceutical target to analyse in depth the drivers and rectree (recommendation tree) for brands on sale in the pharmaceutical channel.

A combination of traditional qualitative techniques were used together with modern ethnography and eye tracking.

During the second phase, we used multivariable statistical techniques to define shoppers’ decision tree and to obtain a real snapshot of the purchasing decision process before and during the visit to the point of sale.


  • Redefinition of future strategies in the category and the attraction of new users.
  • Redistribution of the products in the pharmacy and optimisation of investment in communication in this area.
  • Optimisation and training for the sales network during visits to pharmacies.
  • Increased presence in the media by launching publicity campaigns that will raise brand awareness and ultimately market share.