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:5/24/2017)... ... May 24, 2017 , ... Dymedix® Diagnostics, Inc., ... announced today it had completed the first phase of building a global distribution ... rest of world (ROW) authorized dealers specializing in polysomnography accessories. The company ...
(Date:5/23/2017)... ... May 23, 2017 , ... Axiad IDS , a leading provider of ... has named the company a “Top 25 Cybersecurity Companies 2017.” Axiad IDS ... organizations simply and proactively address potential cybersecurity threats before they happen. The ...
(Date:5/23/2017)... NEW YORK, NY (PRWEB) , ... May 23, ... ... decision makers in the pharmaceutical and medical device sectors, today announced the winners ... • Transformers • Entrepreneurs) represent the most influential people in the healthcare industry ...
(Date:5/23/2017)... York, N.Y. (PRWEB) , ... May 23, 2017 , ... ... “A Public Health Crisis Worthy of a Policy Response”, -The Rory Staunton Foundation Calls ... Rory Staunton Foundation for the Prevention of Sepsis ( http://www.rorystauntonfoundation.org ) today reported on ...
(Date:5/23/2017)... ... May 23, 2017 , ... The ... professionals, is pleased to announce the organization’s Certified Strength Coach credential has earned ... Strength Coach (CSC) program validates the competency of qualified candidates for jobs in ...
Breaking Medicine News(10 mins):
(Date:5/9/2017)... 2017  Semler Scientific, Inc. (OTCQB: SMLR), an ... improve the clinical effectiveness and efficiency of healthcare ... quarter ended March 31, 2017. ... to identify when preventive care options are appropriate, ... heart attacks or strokes occur," said Doug ...
(Date:5/6/2017)... SKANEATELES FALLS, N.Y. , May 5, 2017 /PRNewswire/ ... expansion that will add approximately 100,000 square feet to ... announced in September 2016 its commitment to bring more ... York , where Welch Allyn has maintained a ... facility will help accommodate these new positions, a large ...
(Date:5/4/2017)... Israel , May 4, 2017  DarioHealth Corp. ... mobile health and big data solutions, today announced that ... A&D Company, and STI Technologies Limited to lower diabetes ... immediately. Through STI,s innoviCares card, which is available throughout ... , DarioHealth customers will be eligible for additional savings ...
Breaking Medicine Technology:
Cached News: