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:6/27/2016)... ... 2016 , ... The OSHA Training Center at Chabot-Las ... headquartered in Northern California, has issued an important reminder to employers to prevent ... Employers with workers exposed to high temperatures should establish a complete heat illness ...
(Date:6/27/2016)... ... ... "FCPX editors can now reveal their media with growing colorful split screen ... - CEO of Pixel Film Studios. , ProSlice Color brings the split screens ... reveal the media of their split screens with growing colorful panels. , ProSlice Color ...
(Date:6/27/2016)... ... June 27, 2016 , ... ... health professionals, announced today its affiliation with Tennessee Counseling Association. This ... the network of the Tennessee Counseling Association, adding exclusive benefits and promotional offers. ...
(Date:6/27/2016)... ... June 27, 2016 , ... ... today announced its strategic partnership with Connance, a healthcare industry leader providing ... companies’ proven, proprietary technology combine to provide health systems, hospitals and ambulatory ...
(Date:6/27/2016)... , ... June 27, 2016 , ... ... edge technology to revolutionize the emergency ambulance transport experience for the millions of ... of how Uber has disrupted the taxi industry through the use of technology. ...
Breaking Medicine News(10 mins):
(Date:6/26/2016)... One of Australia,s successful biotechnology scientists, Dr ... biotechnology company, Noxopharm Limited [ABN 50 608 966 123] ("Noxopharm"). Noxopharm ... on the ASX. Noxopharm is a clinic-ready company with ... 1 clinical study later this year. ... problems facing cancer patients - the ability of cancers to become ...
(Date:6/26/2016)... DUBLIN , June 27, 2016 Jazz ... the waiting period under the Hart-Scott-Rodino Antitrust Improvements Act ... proposed acquisition of Celator Pharmaceuticals, Inc. ("Celator"; Nasdaq: ... 11:59 p.m. (Eastern Daylight Time). As previously ... entered into a definitive merger agreement under which Jazz ...
(Date:6/26/2016)... June 27, 2016  VMS Rehab Systems, Inc. ( ... take whatever measures required to build a strong and ... is currently listed on the OTC Markets-pink current trading ... and CEO, "We are seeing an anomaly in market ... not only by the Company, but shareholders and market ...
Breaking Medicine Technology:
Cached News: