HOME >> MEDICINE >> NEWS
Physicians not 'easy marks' for drug sales reps, argues O.R. study

Doctors are far more wary of pharmaceutical companies' aggressive marketing than generally believed and don't easily yield to pressure to switch prescriptions, according to a paper being presented at a conference of the Institute for Operations Research and the Management Sciences (INFORMS).

"Are physicians easy marks?" ask Natalie Mizik of Columbia University and Robert Jacobson of the University of Washington in a paper of the same name. "To the contrary, our results show that physicians are "tough sells" in that sales force activity has modest to very small influence on prescribing behavior."

A related study by a second set of researchers suggests that distributing drug samples is less a method to sway physicians than a way of contrasting medications and helping manufacturers maintain market share.

The papers are being presented today at the INFORMS Marketing Science Conference, which takes place at the Robert H. Smith School of Business in the University of Maryland. The conference began on June 13 and concludes on June 15.

Study of Three Drugs

The authors, noting accusations that pharmaceutical sales representatives (PSRs) compromise physician integrity, obtained access to a database that allowed them to assess the impact that interactions with sales reps have on the number of new prescriptions issued by physicians.

The study sample involved three different drugs and 74,075 American physicians. The database contained information for 24 months on the number of new prescriptions issued for a drug by a given physician, the number of 'detailing' sales calls the physician received that month for the drug, and the number of free drug samples that the rep left with a physician. The data was provided on condition of anonymity.

The drugs differ: they come from different therapeutic areas; they have been on the market from less than 1 year to 11 years; and they have achieved different levels of commercial success their annual
'"/>

Contact: Barry List
barry.list@informs.org
410-691-7852
Institute for Operations Research and the Management Sciences
13-Jun-2003


Page: 1 2 3

Related medicine news :

1. Physicians may not be accurate in their confidence levels of their diagnoses, says Pitt study
2. Physicians call for increased funding for federal infectious disease programs
3. Physicians response to religion-related conflicts in medicine
4. Physicians may need to dig deeper when treating HIV-related lymphomas
5. American College of Chest Physicians announces new Critical Care Institute
6. Chronic care medicine: Physicians say help!
7. Physicians have mixed opinions about consumer-targeted pharmaceutical ads
8. Physicians, patients must work together on new electronic relationships
9. Physicians can help family members caring for dying loved ones
10. American College of Chest Physicians to offer developing nations free access to medical journal
11. Physicians and patients rarely discuss costs

Post Your Comments:
*Name:
*Comment:
*Email:


(Date:10/13/2017)... ... October 13, 2017 , ... The ... to promote standards of excellence for the field of eating disorders, announces the ... – 25, 2018 in Orlando, Florida at the Omni Resort at ChampionsGate. ...
(Date:10/13/2017)... ... October 13, 2017 , ... Lori R. Somekh, founder of the Law ... organization of elder law and special needs planning attorneys. “Membership in ElderCounsel helps our ... a forum to network with elder law attorneys nationwide,” said Somekh. , ...
(Date:10/13/2017)... RIDGE, N.J. (PRWEB) , ... October 13, 2017 , ... ... annual Holly Day Market. Featuring a collection of specialty vendors and unique items from ... of personalized and quality-focused health and wellness services offered by the VNA. The ...
(Date:10/13/2017)... , ... October 13, 2017 , ... Yisrayl Hawkins, Pastor ... that explains one of the most popular and least understood books in the Holy ... and puzzling descriptions that have baffled scholars for centuries. Many have tossed it off ...
(Date:10/13/2017)... ... October 13, 2017 , ... “The Journey: From the ... danger possible to save lost souls in the Philippines. “The Journey: From the Mountains ... a dedicated teacher of the Bible. She has taught all ages and currently teaches ...
Breaking Medicine News(10 mins):
(Date:9/22/2017)... 22, 2017  As the latest Obamacare repeal effort ... Cassidy (R-LA) and Lindsey Graham (R-SC) ... medical device industry is in an odd place.  The ... 2.3% excise tax on medical device sales passed along ... covered patients, increased visits and hospital customers with the ...
(Date:9/19/2017)... ARBOR, Mich. , Sept. 19, 2017 HistoSonics, Inc., a venture-backed medical device ... precise destruction of targeted tissues, announced three leadership team developments today:   ... Stopek, PhD ... ... Veteran medical device executive ...
(Date:9/18/2017)... , Pa. and KALAMAZOO, Mich. , Sept. ... Penn. , and OptiMed Specialty Pharmacy of ... partnership to offer a strategic hub service that expedites ... highly sought-after personal spirometer, Spiro PD 2.0, and wellness ... A spirometer is a medical device used to measure ...
Breaking Medicine Technology:
Cached News: