Waves 1 & 2 (detailing interactions)
Wave 1 First class, personalized correspondence asks target doctors if they’d share their awareness
and perceptions of the message elements, and their intentions to try the product. 
A significant number does so, responding to 15-20 questions on a personalized, information Exchange enclosure.
Responses are highly positive.  Sales grow.*
 
Wave 2 is similar to wave 1.  It is sent to non-responders, politely repeating the wave 1 request.
More doctors respond. Feedback is again positive. Sales grow further.* 

Wave 3 (mass influence feedback)
Personalized correspondence and a summary of all responses are sent to all target doctors. 
The combined feedback serves as positive mass influence.  Another enclosure asks approx. 5 questions
on experience and intentions. More doctors respond. Sales grow further, reaching the highest level.*

Response Reports 
Individual response profiles with combined response summaries:
Provided to management each week
May be provided to responders’ sales reps as generated 

Information from response summaries can be used:
As marketing research
As sales aids
In journal response ads
   
Fulfillment  
Requests for follow-ups, information, materials and samples fulfilled by
the Doctors Dialog Team at Medical Direct 

*Controlled ROI analyses by clients. Copyright 2011 by Medical Direct