Pharmaceutical companies and physicians: Assessing their relationship

Sillup, George P.; Dehshal, Mahmoud Hadipour; Namini, Mehdi Tabrizi

doi:10.1179/2047971913y.0000000049

Cited by 8 publications

(7 citation statements)

References 8 publications

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“…However, the objectives and strategy of the IMC differ according to the target group. While it is more of relationship building for the physicians and pharmacists (Sillup et al, 2013); it is more of education and persuasion for the consumers. The role of MRs and sales reps were highlighted even for "neutraceuticals," quite similar to that of pharmaceuticals (Joyce et al, 2011).…”

Section: Discussionmentioning

confidence: 99%

“…Knowledge, vision, and behavior of the physician/doctors affect the pharmaceutical companies (Sillup, Dehshal, & Namini, 2013) in developing products. In return, the pharmaceutical companies inform the doctors about their medicine brands through oneon-one interactions between the medical representatives (MR) and the doctors, various workshops, seminars, and conference to increase knowledge and awareness.…”

Section: Pharmaceutical Brand-physician Relationshipmentioning

confidence: 99%

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Communicating nutraceuticals: A multi-stakeholder perspective from a developing nation

Jain

Roy

Damle

et al. 2016

Health Marketing Quarterly

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Nutraceuticals, a combination of nutrition and pharmaceutical, have grown rapidly as a product globally. Nutraceuticals can be advertised directly to consumers as well as prescribed, and thus involve multiple stakeholders in the marketing communication process. The present study investigates the marketing communication aspects of nutraceuticals using 216 semistructured in-depth interviews including all stakeholders in the process such as company/brand, physicians, pharmacists, and consumers. The findings bring out the role of each participant in the communication process and a comprehensive picture of the same. The insights would facilitate the nutraceutical brands to understand and implement marketing effective communication strategies.

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Section: Discussionmentioning

confidence: 99%

Section: Pharmaceutical Brand-physician Relationshipmentioning

confidence: 99%

Communicating nutraceuticals: A multi-stakeholder perspective from a developing nation

Jain

Roy

Damle

et al. 2016

Health Marketing Quarterly

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show abstract

“…Research from several countries has shown that more than eighty percent of physicians have interactions with pharmaceutical companies and one-fourth of US biomedical researchers receive industry funding for example [ 14 – 17 ]. Interactions between pharmaceutical companies and healthcare providers are increasingly scrutinized by academics, professionals, media, and politicians [ 18 – 23 ] and scholars have not reached a consensus about whether they indeed have beneficial effects and enhance social value [ 24 , 25 ]. Following the social value-creation logic, various scholars argue that interaction between pharmaceutical companies and healthcare providers could foster the development of new medicines which will ultimately benefit patients [ 24 , 26 , 27 ].…”

Section: Introductionmentioning

confidence: 99%

Pharmaceutical companies and healthcare providers: Going beyond the gift – An explorative review

et al. 2018

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IntroductionInteractions between pharmaceutical companies and healthcare providers are increasingly scrutinized by academics, professionals, media, and politicians. Most empirical studies and professional guidelines focus on unilateral donor-recipient types of interaction and overlook, or fail to distinguish between, more reciprocal types of interaction. However, the degree of goal alignment and potential for value creation differs in these two types of interactions. Failing to differentiate between these two forms of interaction between pharmaceutical companies and healthcare providers could thus lead to biased conclusions regarding their desirability. This study reviews the empirical literature regarding the effects of bilateral forms of interactions between pharmaceutical companies and healthcare providers in order to explore their effects.Material and methodsWe searched two medical databases (i.e. PubMed and Cochrane Library) and one business database (i.e. EBSCO) for empirical, peer-reviewed articles concerning any type of bilateral interaction between pharmaceutical companies and healthcare providers. We included quantitative articles which were written in English and published between January 1st, 2000 and October 31st, 2016, and where the title or abstract included a combination of synonyms of the following keywords: pharmaceutical companies, healthcare providers, interaction, and effects.ResultsOur search results yielded 10 studies which were included in our analysis. These studies focused on either research-oriented interaction or on education-oriented interaction. The included studies reported various outcomes of interaction such as prescribing behavior, ethical dilemmas, and research output. Regardless of the type of interaction, the studies either reported no significant effects or ambivalent outcomes such as affected clinical practice or ethical issues.Discussion and conclusionThe effects of bilateral interactions reported in the literature are similar to those reported in studies concerning unilateral interactions. The theoretical notion that bilateral interactions between pharmaceutical companies and healthcare providers have different effects given their increased level of goal alignment thus does not seem to hold. However, most of the empirical studies focus on intermediary, provider-level, outcomes such as altered prescribing behavior. Outcomes at the health system level such as overall costs and quality of care are overlooked. Further research is necessary in order to disentangle various forms of value created by different types of interactions between pharmaceutical companies and healthcare providers.

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“…Un VM se puede definir como un empleado de la industria farmacéutica que visita regularmente a los médicos para proporcionarles información completa y detallada sobre medicamentos éticos; siendo, un VM exitoso cuando este convence al médico a usar sus productos (mediante la generación de recetas), tiene una alta de tasa de venta, domina su región de negocio y tiene buena capacidad para desarrollar relaciones duraderas con los médicos (Alssageer & Kowalski, 2012;Idris, Mustafa, & Yousif, 2012;Sillup, Dehshal, & Namini, 2013); siendo, la visita regular e inteligente de un VM la mejor herramienta de promoción para un producto farmacéutico (Handa et al, 2013). Los visitadores médicos son hombres y mujeres jóvenes, que utilizan cenas lujosas, vestimenta formal y cara y otros regalos para atraer a los médicos a prescribir los productos de su laboratorio más que los de la de la competencia (Vashi & Latkowski, 2012).…”

Section: Visita Médica Farmacéuticaunclassified

“…Kremer, Schmidt, Kochen, & Chenot, 2014;Sillup et al, 2013). El médico es el cliente objetivo más importante para la industria farmacéutica.…”

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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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Pharmaceutical companies and physicians: Assessing their relationship

Cited by 8 publications

References 8 publications

Communicating nutraceuticals: A multi-stakeholder perspective from a developing nation

Communicating nutraceuticals: A multi-stakeholder perspective from a developing nation

Pharmaceutical companies and healthcare providers: Going beyond the gift – An explorative review

Relación entre promoción farmacéutica y prescripción de medicamentos en Perú

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