Which Pharmaceutical Sales Representatives' Features do Slovenian Family Physicians Value?

Klemenc–Ketiš, Zalika; Kersnik, Janko

doi:10.5455/aim.2013.21.257-260

Cited by 7 publications

(4 citation statements)

References 16 publications

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“…The pharmaceutical industries through their representatives are the main and most important sources of information of new drugs for the doctors. [2][3][4] Apart from the company representatives, non-peer-reviewed literature and the mass media could be other sources of information. Peer-reviewed literature or independent drug information sources are not significant to the doctors at this stage.…”

Section: Introductionmentioning

confidence: 99%

Pharmaceutical promotions and trustworthiness on new drug prescribing among physicians in public general hospitals

Abdulah

Perot

2019

JHA

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Objective: The interaction between physicians and the pharmaceutical industry influences physicians’ attitudes and prescribing behaviors. In this regard, physicians’ attitudes towards pharmaceutical promotions and their trustworthiness towards pharmaceutical representatives’ information on new drugs were explored in this study.Methods: The present study was an analysis of a cross-sectional survey of 183 physicians with different job and education hierarchies and from various clinical settings in Erbil-Iraqi Kurdistan in July 2018. The physicians were invited from the public sector, comprising a general, emergency, and pediatric hospital. The information was collected through an anonymous, self-administered questionnaire. The questionnaire included exposure to marketing activities, motivations to contact pharmaceutical representatives, attitudes towards promotional activities, and trustworthiness of the pharmaceutical representatives’ information on new drugs.Results: Majority of the physicians reported that the information provided by pharmaceutical representatives assisted them in staying up to date or learning about new products (76.5%), but 55.7% of them trusted their medical information. In addition, most of them reported that pharmaceutical representatives prioritized the promotion of their products over patients’ benefits (70.5%). They reported that receiving promotional material and participating in promotional activities have an effect on doctors’ behaviors to prescribe a new drug, including promotional materials (55.2%); medical samples (67.8%); funding of registration costs to conferences (60.1%); participation in industry-funded researches (69.9%); and continuing medical education (69.4%). Receiving promotional materials and participation in promotional activities were considered to be ethical.Conclusions: The present study showed that most of the physicians reported the role of promotional materials and activities on physicians’ behaviors to prescribe new drugs.

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Section: Introductionmentioning

confidence: 99%

Pharmaceutical promotions and trustworthiness on new drug prescribing among physicians in public general hospitals

Abdulah

Perot

2019

JHA

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“…[ 32,37,40,44,45 ] With regard to high‐value promotional items, physicians who received honoraria or money to attend pharmaceutical symposia or as research support have been found to consider these appropriate gifts. [ 46,47 ] However, while some studies have reported physicians' beliefs in the appropriateness of perceiving MRs as sources of both education and funding, [ 37,40,48,49 ] other studies have documented sceptical attitudes towards these promotional activities. [ 38,50 ]…”

Section: Discussionmentioning

confidence: 99%

Influences on interactions between physicians in the public and private sectors and medical representatives in Yemen

Al-Areefi

Ibrahim

Hassali

et al. 2020

Journal of Pharmaceutical Health Services Research

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Objective This study aims to assess the relative importance of attitude and subjective norms as well as physicians' characteristics and practice‐setting factors in predicting the outcome of physicians' interactions with MRs. Methods A cross‐sectional survey was conducted among a convenience sample of 602 physicians in Sana'a, Yemen. The data were analysed using descriptive and inferential analyses. The t‐test/Mann–Whitney test and ANOVA/Kruskal–Wallis test with post hoc analysis, principal component analysis, correlation analysis and regression analysis were applied at an a priori significance level of 0.05. Key findings The response rate was 76.5%. Results showed that physicians who see a greater number of MRs per week or have academic affiliations were significantly more likely to have received high/low‐value promotional items than were those who saw fewer MRs or have no academic affiliations (P values < 0.001 and 0.021, respectively). Also male physicians and physicians who have private clinics were significantly more likely to have received high‐value promotional items (P value < 0.001). Three out of five hypotheses were supported (physicians' belief in the appropriateness of accepting high/low‐value pharmaceutical companies' promotional techniques relate positively and significantly to their behaviour of interactions with MRs, and physicians' attitudes towards pharmaceutical companies relates positively and significantly to their interactions with MRs). Conclusion Physicians in Yemen consider most of the promotional techniques as normal practice. The article provides empirical evidence for policymakers in developing countries in general, and Yemen specifically, to develop suitable policies and regulations for drug promotion.

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“…However, it is apparent from the literature survey that MRs exert growing influence on the physicians' selection of particular drugs. For example, the location of medical practice have also been reported to influence how physicians perceive pharmaceutical marketing, thus affecting drug choices and future prescriptions [30]. Further, both private and public medical facilities have been reported to be potentially influenced by marketing tools employed by pharmaceutical companies, such as MR visits and face-to-face meetings [31,32].…”

Section: Effectiveness Of Pharmaceutical Companies' Promotional Tools In Influencing Physicians' Prescription Behaviormentioning

confidence: 99%

“…However, again, demographic factors were neglected in these studies, with the focus exclusively on promotional strategies. Further, Datta and Dave [4], reviewed prescriptions based on a free sample and found that physicians tend to use the same drug in subsequent prescriptions [30] meanwhile, reviewed the behavior among care beneficiaries that have financiallycapped drug prescriptions. The authors found that availability of free drug samples from pharmaceutical companies influences the behavior of medical beneficiaries and decisions for specific medications.…”

Section: Effectiveness Of Pharmaceutical Companies' Promotional Tools In Influencing Physicians' Prescription Behaviormentioning

confidence: 99%

Promotion of Prescription Drugs and Its Impact on Physician's Choice Behavior

Alowi¹,

Kani²

2019

J Pharma Care Health Sys

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Aims to determine the most effective promotional tools putatively influencing physicians' prescription behavior by examining five commonly-used promotional tools: sales promotions; advertising; public relations; direct marketing; and personal selling. Specifically aims to evaluate which medical practitioners' demographic factors influence the relationship between the various promotional tools and physicians' prescription behavior.Design/methodology/approach: A cross-sectional research design is proposed, based on the stimulusorganism-response (S-O-R) paradigm, in which the data is to be collected through questionnaires completed by physicians in Sudan, using a five-point Likert scale. Structural equation modeling, using AMOS statistical software, is proposed to analyze the data.Findings: A detailed literature review reveals that most previous research has largely ignored demographic factors when studying the effectiveness of the promotional tools used by pharmaceutical companies. Therefore, a novel methodology is proposed to incorporate these factors into future research. Practical implications:The anticipated results will help pharmaceutical companies formulate better strategies regarding the use of promotional tools to maximize their investment.Originality/value: Inadequate knowledge of factors and tools that are likely to influence the sale of drugs negatively affects the success of the company and its market share. Undertaking the current study, and using the same methodology in other regions, especially developing countries, will add to the current literature on pharmaceutical marketing. Unlike most previous research, the methodology proposed in this paper includes demographic factors that influence the effectiveness of these promotional tools.

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Which Pharmaceutical Sales Representatives' Features do Slovenian Family Physicians Value?

Cited by 7 publications

References 16 publications

Pharmaceutical promotions and trustworthiness on new drug prescribing among physicians in public general hospitals

Pharmaceutical promotions and trustworthiness on new drug prescribing among physicians in public general hospitals

Influences on interactions between physicians in the public and private sectors and medical representatives in Yemen

Promotion of Prescription Drugs and Its Impact on Physician's Choice Behavior

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