Information technology and agency in physicians' prescribing decisions

Epstein, Andrew J.; Ketcham, Jonathan D.

doi:10.1111/1756-2171.12057

Cited by 24 publications

(26 citation statements)

References 63 publications

(85 reference statements)

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“…He finds that these effects are stronger in HMO plans (equivalent to a $8.57 co-pay discount) than in other plans ($4.85 co-pay discount). In an experiment of hypothetical prescriptions to vignette patients, Epstein and Ketcham (2014) find that prior authorization policies greatly reduce a drug's prescribing, but only when physicians are able to observe these policies.…”

Section: B Other Influences On Drug Choicementioning

confidence: 99%

Do Physicians Respond to the Costs and Cost-Sensitivity of Their Patients?

Carrera

Goldman

Joyce

et al. 2018

American Economic Journal: Economic Policy

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We use individual level data on purchases of cholesterol-lowering drugs to study the responses of physicians and patients to variation in the cost of drugs. In a sample of first-time statin prescriptions to employees from 12 Fortune 500 firms, we find that co-pay variation across plans has a small effect on the choice of drug, and this effect does not vary with patient income. After the highly publicized patent expiration of Zocor, however, prescriptions for this drug increased substantially, especially for lower income patients. Our analysis suggests that physicians can perceive the price sensitivity of their patients and adjust their initial prescriptions accordingly, but only in response to a large and universal price change. (JEL D14, G22, I11, I13, L65)

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Section: B Other Influences On Drug Choicementioning

confidence: 99%

Do Physicians Respond to the Costs and Cost-Sensitivity of Their Patients?

Carrera

Goldman

Joyce

et al. 2018

American Economic Journal: Economic Policy

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“…Pharmaceutical firms generally direct their promotion endeavours towards physicians, as they make the decisions regarding which drug a patient will buy . The marketing efforts such as sales promotion, effectiveness of MRs, information available on a drug and brand of drug may influence physicians’ decisions as regards drug prescription. In fact, investigations of the effectiveness of these marketing tools in health context have proven their uniqueness .…”

Section: Introductionmentioning

confidence: 99%

“…This research gap is surprising, considering that a comprehensive theory of marketing efforts requires an in‐depth understanding of factors that initiate changes in the decision‐making of physicians when prescribing. Most of the prevailing pharmaceutical marketing researches have combined MRs with sales promotion into a single variable . These studies recommended that further research is required to address the effects of individual marketing instruments on drug prescribing …”

Section: Introductionmentioning

confidence: 99%

“…Most of the prevailing pharmaceutical marketing researches have combined MRs with sales promotion into a single variable. [3,4,18] These studies recommended that further research is required to address the effects of individual marketing instruments on drug prescribing. [15,24,25] Therefore, to provide more important views on factors that influence the prescribing behaviour of physicians and to fill the above-mentioned research gaps, this study proposes four marketing strategies in the context of Yemen.…”

Section: Introductionmentioning

confidence: 99%

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The Influence of Information, Brand, Medical Representatives and Sales Promotion on Physician Prescribing Decision

Murshid

Mohaidin

2018

J Pharm Health Serv Res

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Objectives There is a lot of debate over the influence of marketing efforts on the prescribing decisions of physicians. Accordingly, this study is an attempt to determine the influence of four marketing efforts (available information on a drug, brand of a drug, medical representatives (MRs) and sales promotion) on the drug prescribing decisions of physicians in Yemen. Method A survey research was conducted among physicians in Yemen. A total of 393 usable questionnaire responses were analysed using partial least squares structural equation modelling (PLS‐SEM). Four hypotheses were proposed on the influence of marketing efforts on drug prescription, and the relationships were validated. Key findings The study found that marketing efforts have varying effects or no effect. Available drug information, sales promotion and effectiveness of medical representatives (MRs) were found to have no effect on the prescribing decisions of physicians, while the brand of a drug has a positive and significant effect. Conclusions This research showed how some marketing elements (available information on a drug, brand of a drug, sales promotion and effectiveness of MRs) could be used to explain the prescribing decisions of physicians. The study found that information available on a drug, sales promotion and effectiveness of MRs have no significant effect on prescribing decisions. On the other hand, the prescribing decisions of physicians were shown to be significantly and positively influenced by drug brands.

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“…Las compañías de seguros privados de salud brindan a los pacientes de primas más altas una selección más amplia de médicos y hospitales, a diferencia de las organizaciones del mantenimiento de la salud o entidades prestadoras de salud, cuyos beneficios son más conservadores con sus afiliados y requieren pagos de copagos s por atención médica y consumo de medicinas; por lo general, los médicos deben estar informados de los tipos de medicamentos que están autorizados a utilizar según los diferentes seguros médicos de los pacientes que atienden de manera regular. El medico puede verse influenciado por las características del seguro del paciente al momento de prescribir los medicamentos para tratar a sus pacientes y las dolencias que estos presentan, debido a las autorizaciones previas requeridas por las empresas de seguros para cubrir la cobertura de la utilización de las medicinas seleccionadas por los médicos para el mejor tratamiento posible a su paciente (Epstein & Ketcham, 2014;Gönül et al, 2001). pacientes deben ser informados si el médico estaba recibiendo pagos por las compañías farmacéuticas por cada paciente inscrito en programas de investigación (Puma, Stocking, Rhoades, & Darling, 1995) .…”

Section: Seguros Médicosunclassified

Relación entre promoción farmacéutica y prescripción de medicamentos en Perú

Castro¹,

Rafael²

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A Dios Todopoderoso por su auxilio en las tribulaciones y en la investigación.En memoria y con profunda gratitud a mi padre José Orlando Florián Diaz que me inculco en cuestionar los hechos y perseverar hasta alcanzar las metas. Con profundo reconocimiento a mi madre Luz Sonia Castro Miller por su incansable empuje en mi actividad académica y espiritual. A Esan Graduate School of Business especialmente al Dr. Juan Timaná y al Dr. Aldo Bresani, la Sociedad Peruana de Medicina Interna, la Clínica Good Hope, el HospitalLoayza y Sociedad Peruana de Pediatría y otras instituciones de salud por su gran apoyo en la difusión para realizar las encuestas con los médicos objetivo del estudio.A mi asesora la Dra. Niria Goñi por su constante encaminamiento, reflexión y soporte para culminar la presente investigación.Palabras Claves: Promoción farmacéutica, visitadores médicos, visita médica farmacéutica, industria farmacéutica, educación médica continua. AbstractThe promotion is for the pharmaceutical industry one of the activities of greater monetary investment very like the budget invested in research and development in the last ten years, so the objective of this research is to measure and evaluate the relationship between pharmaceutical promotion and prescription of medicines in Peru.The purpose of promotional activities is to create and maintain long-term relationships with health professionals authorized to prescribe medicines, for which the pharmaceutical industry uses a large amount of money to promote products through medical visitors, medical samples, gifts and courtesies, advertising in various audiovisual and written media where permitted by law, sponsor various educational training events, and conferences and congresses all these activities aimed at capturing the attention and fidelity of physicians, mainly the most recognized and with more patients, and that there is a better possibility of achieving the prescription of the promoted ethical medicines, for which the prescription or prescription is the origin of a sale for the pharmaceutical industry (PI) towards the patient.The high competitiveness of the PI and the high promotional costs to maintain sales levels generate ethical controversy regarding the multiple ways to persuade doctors in the use of medicines with their patients. Several factors explain the doctor's decision to prescribe one medication to his patient, having characterized the most representative practices and greater investment used by the FI in Peru. This research determines the aspects most valued by the doctors on the pharmaceutical promotion and its relationship with the prescription of medicines, being determined that the educative aspects are an element of vital importance for these professionals on other existing activities.

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Information technology and agency in physicians' prescribing decisions

Cited by 24 publications

References 63 publications

Do Physicians Respond to the Costs and Cost-Sensitivity of Their Patients?

Do Physicians Respond to the Costs and Cost-Sensitivity of Their Patients?

The Influence of Information, Brand, Medical Representatives and Sales Promotion on Physician Prescribing Decision

Relación entre promoción farmacéutica y prescripción de medicamentos en Perú

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