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:6/25/2016)... Austin, TX (PRWEB) , ... June 25, 2016 , ... ... Fellow of the American College of Mohs Surgery and to Dr. Russell Peckham for ... popular and highly effective treatment for skin cancer. The selective fellowship in Mohs Micrographic ...
(Date:6/25/2016)... Beach, CA (PRWEB) , ... June 25, 2016 , ... ... UCLA with Magna Cum Laude and his M.D from the David Geffen School of ... Diego and returned to Los Angeles to complete his fellowship in hematology/oncology at the ...
(Date:6/24/2016)... ... June 24, 2016 , ... A recent article published June ... with. The article goes on to state that individuals are now more comfortable seeking ... common operations such as calf and cheek reduction. The Los Angeles area medical group, ...
(Date:6/24/2016)... ... June 24, 2016 , ... The Pulmonary Hypertension Association (PHA) ... will receive two significant new grants to support its work to advance research ... anniversary by recognizing patients, medical professionals and scientists for their work in fighting ...
(Date:6/24/2016)... ... June 24, 2016 , ... Topical BioMedics, Inc, makers of Topricin and MyPainAway Pain ... for a minimum wage raise to $12 an hour by 2020 and then adjusting it ... the lost value of the minimum wage, assure the wage floor does not erode again, ...
Breaking Medicine News(10 mins):
(Date:6/23/2016)... a startling report released today, National Safety Council research ... proven plan to eliminate prescription opioid overdoses. Prescription Nation ... tackling the worst drug crisis in recorded U.S. history, assigned a ... , New Mexico , Tennessee ... failing states, three – Michigan , ...
(Date:6/23/2016)... 23, 2016 Research and Markets has ... Market Analysis 2016 - Forecast to 2022" report to ... report contains up to date financial data derived from varied ... major trends with potential impact on the market during the ... segmentation which comprises of sub markets, regional and country level ...
(Date:6/23/2016)... DUBLIN , June 23, 2016 ... "Key Pharma News Issue 52" report to their offering. ... need in influenza treatment creates a favourable commercial environment for ... and growing patient base that will serve to drive considerable ... flu vaccine would serve to cap sales considerably, but development ...
Breaking Medicine Technology:
Cached News: