Influence Of Promotional Tools Offered By Pharmaceutical Industry On Physicians Prescribing Behavior

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Influence of Promotional Tools Offered by Pharmaceutical Industry on Physicians Prescribing Behavior

Author : Girish Taneja
Publisher :
ISBN 13 :
Total Pages : 0 pages
Book Rating : 4.:/5 (137 download)

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Book Synopsis Influence of Promotional Tools Offered by Pharmaceutical Industry on Physicians Prescribing Behavior by : Girish Taneja

Download or read book Influence of Promotional Tools Offered by Pharmaceutical Industry on Physicians Prescribing Behavior written by Girish Taneja and published by . This book was released on 2012 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: This research study has been conducted to determine the set of promotional tools offered by pharmaceutical industry considered more influencing by Physicians while prescribing drugs. Well-structured schedule was developed for conducting the study. Schedule containing a list of 16 promotional tools used by most of the pharmaceutical companies was undertaken for the study. Judgmental sampling method was followed. Survey was conducted during all India RSSDI (Research Society for Study of Diabetes in India) conference and data was analyzed on the basis of responses provided by 600 respondents. Factor analysis was used that revealed that physicians perceive different types of promotional tools offered by pharmaceutical companies viz. Sponsorships, Scientific promotional tools, Personal Touch, Common promotional tools. Sponsorships, whether for personal or professional purpose, have been revealed to be most influencing category whereas scientific promotional tools which help in increasing awareness has been perceived to be the second most important category. Promotional tools having Personal Touch are perceived to be better as compared to common promotional tools. The theoretical and applied implications of the findings are discussed in this paper.

Impact of Pharmaceutical Industry Promotion Mix on Doctor's Prescribing Behavior

Author : Girish Taneja
Publisher :
ISBN 13 :
Total Pages : 0 pages
Book Rating : 4.:/5 (137 download)

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Book Synopsis Impact of Pharmaceutical Industry Promotion Mix on Doctor's Prescribing Behavior by : Girish Taneja

Download or read book Impact of Pharmaceutical Industry Promotion Mix on Doctor's Prescribing Behavior written by Girish Taneja and published by . This book was released on 2012 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: This study was conducted to develop a simple framework for finding out the impact of the different kinds of promotional tools offered by pharmaceutical industry on the prescribing behavior of doctors. Moreover the study also focused on whether the perception of physicians towards various promotional tools is different with respect to demographic variables. Well-structured schedule was developed for conducting the study. Judgmental sampling method was followed. Survey was conducted and data was analyzed on the basis of responses provided by 523 respondents. Researcher has applied factor analysis for data reduction and ANOVA & F-test for hypothesis testing. Findings of the study can help the marketing managers of pharmaceutical companies in designing their promotional strategies especially for doctors.

To Study the Major Factors that Influence the Prescription Pattern of Doctors

Author : Suprit Joshi
Publisher :
ISBN 13 :
Total Pages : 7 pages
Book Rating : 4.:/5 (13 download)

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Book Synopsis To Study the Major Factors that Influence the Prescription Pattern of Doctors by : Suprit Joshi

Download or read book To Study the Major Factors that Influence the Prescription Pattern of Doctors written by Suprit Joshi and published by . This book was released on 2014 with total page 7 pages. Available in PDF, EPUB and Kindle. Book excerpt: Pharmaceutical marketing is unique as the decision making of buying the medicine lies in the hand of intermediate customer (doctor) rather than final consumer (patient). Thus pharmaceutical companies try to influence the customer (doctor) rather than final consumer (Patient). Thus doctors are the most important players in pharmaceutical marketing system. Doctors write the prescriptions that determine which drugs (brands) will be used by the consumer (patient). Thus influencing the doctor is a key to the pharmaceutical sales. Pharmaceutical companies try to influence prescription pattern of doctors in favor of their brands by offering various kinds of promotional inputs. Doctor's relationship with pharmaceutical companies is receiving a good attention since last few years. The reason being that the pharmaceutical marketing of branded formulation start and ends at doctor's place. The ever increasing number of companies, molecules and brands will force the companies to have a good bonding with doctors. This bonding will come by fulfilling the customer's desire by giving exactly what he/ she wants in terms of knowledge, communication, and updates on recent innovations. In this study the researcher have made an effort to understand the same. If industry understands how to satisfy their customer it will helpful for developing a long lasting relationship with their customer. The purpose of the study is to develop a simple framework for finding out the impact of the different kind of promotional tools offered by pharmaceutical industry on the prescribing behavior of doctors.

The Impact of Pharmaceutical Promotion Strategies on Prescribing Behavior of Physicians a Developing Country Experience

Author : Mulugeta Negash
Publisher :
ISBN 13 :
Total Pages : 10 pages
Book Rating : 4.:/5 (13 download)

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Book Synopsis The Impact of Pharmaceutical Promotion Strategies on Prescribing Behavior of Physicians a Developing Country Experience by : Mulugeta Negash

Download or read book The Impact of Pharmaceutical Promotion Strategies on Prescribing Behavior of Physicians a Developing Country Experience written by Mulugeta Negash and published by . This book was released on 2019 with total page 10 pages. Available in PDF, EPUB and Kindle. Book excerpt: The population growth and economic development of Ethiopia contribute for huge demand to health care services in general and pharmaceutical products in particular. There are various local and global players in Ethiopian pharmaceutical industry where the competition is becoming stiff in the country. The major factors affecting selection of a specific brand of pharmaceutical product is affected by physicians' prescription behavior. Numbers of firms have yet to understand and revise the impact of this in their firms. This study was conducted to explore the impact of pharmaceutical promotion strategies on prescribing behavior of physicians and determine the convinced promotional tools that are most effective in influencing the prescribing behavior. A Cross-sectional survey strategy was used to collect data through self-administered questionnaire from physicians in Addis Ababa. Simple random sampling method was applied to select respondents and a complete 270 questionnaire was found from population of 934 physicians. The data quality was assured before data collection through pilot testing and expert evaluation; data representativeness through KMO, and reliability of the constructs through sample Cronbach alpha tests were measured. Factor analysis was used for data reduction, ANOVA, F-test, and Independent-Sample t-test has been applied to test the hypothesis of the research. The finding shows that sales promotion has been perceived to be the most influencing factor and personal selling has been revealed to be the second most important factor. The advertising, sales promotion and promotional strategies have also been perceived as the third, fourth and fifth important influencing factors respectively. Public relation is perceived as the least important factor. The pharmaceutical companies in Ethiopia need to apply aggressively Sales Promotion as their marketing communication strategy and invest less on public relation.

The Influence of Promotional Activities on Physician Prescribing Behavior

Author : Daniel Soroko
Publisher :
ISBN 13 :
Total Pages : 106 pages
Book Rating : 4.:/5 (551 download)

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Book Synopsis The Influence of Promotional Activities on Physician Prescribing Behavior by : Daniel Soroko

Download or read book The Influence of Promotional Activities on Physician Prescribing Behavior written by Daniel Soroko and published by . This book was released on 2004 with total page 106 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Factors Influencing Prescription Behavior of Physicians

Author : Saad Shamimulhaq
Publisher :
ISBN 13 :
Total Pages : 6 pages
Book Rating : 4.:/5 (13 download)

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Book Synopsis Factors Influencing Prescription Behavior of Physicians by : Saad Shamimulhaq

Download or read book Factors Influencing Prescription Behavior of Physicians written by Saad Shamimulhaq and published by . This book was released on 2014 with total page 6 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Competition is increasing day by day in Business arena and one who reacted timely against these frequent changes can survive in the competition, same in the field of pharmaceutical marketing, every day different companies bringing different brands with continuously increasing the size of market. In this competition medical practitioner and physicians are the key customers for this industry. Physicians are actually the ultimate decision holder of which brand should be prescribed to their patients. Therefore, all the marketing strategies are being focused towards them. Marketing strategies are revolving around product, price and promotions and Companies are making marketing tools to draw the attention of physicians for prescribing the brands. In this study, the researcher examines the factors, which are influencing the prescription behavior of physicians. In this regard, Regression analysis has been used to conclude the results of the undertaken study. The research is based on panel data. There are certain factors, which influence the prescription behavior of physicians such as New Drug in market, Brand Prescription, Sponsorship to Conferences, promotional tools and drug samples. Influence is heavily depends on how the sales person promote their brands. The main conclusion of this study is that there are two factors which impact a lot than any other factor i.e. one is New Drug in market and the promotional tools.

Ethical Criteria for Medicinal Drug Promotion

Author : World Health Organization
Publisher :
ISBN 13 :
Total Pages : 32 pages
Book Rating : 4.:/5 (31 download)

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Book Synopsis Ethical Criteria for Medicinal Drug Promotion by : World Health Organization

Download or read book Ethical Criteria for Medicinal Drug Promotion written by World Health Organization and published by . This book was released on 1988 with total page 32 pages. Available in PDF, EPUB and Kindle. Book excerpt: "Resolution WHA41.17 adopted by the Forty-first World Health Assembly, 13 May 1988" -- p.1.

Innovation and Marketing in the Pharmaceutical Industry

Author : Min Ding
Publisher : Springer Science & Business Media
ISBN 13 : 1461478014
Total Pages : 763 pages
Book Rating : 4.4/5 (614 download)

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Book Synopsis Innovation and Marketing in the Pharmaceutical Industry by : Min Ding

Download or read book Innovation and Marketing in the Pharmaceutical Industry written by Min Ding and published by Springer Science & Business Media. This book was released on 2013-10-31 with total page 763 pages. Available in PDF, EPUB and Kindle. Book excerpt: The pharmaceutical industry is one of today’s most dynamic and complex industries, involving commercialization of cutting-edge scientific research, a huge web of stakeholders (from investors to doctors), multi-stage supply chains, fierce competition in the race to market, and a challenging regulatory environment. The stakes are high, with each new product raising the prospect of spectacular success—or failure. Worldwide revenues are approaching $1 trillion; in the U.S. alone, marketing for pharmaceutical products is, itself, a multi-billion dollar industry. In this volume, the editors showcase contributions from experts around the world to capture the state of the art in research, analysis, and practice, and covering the full spectrum of topics relating to innovation and marketing, including R&D, promotion, pricing, branding, competitive strategy, and portfolio management. Chapters include such features as: · An extensive literature review, including coverage of research from fields other than marketing · an overview of how practitioners have addressed the topic · introduction of relevant analytical tools, such as statistics and ethnographic studies · suggestions for further research by scholars and students The result is a comprehensive, state-of-the-art resource that will be of interest to researchers, policymakers, and practitioners, alike.

Marketing to Pharmacists

Author : Benjamin F Banahan
Publisher : Routledge
ISBN 13 : 1000156699
Total Pages : 176 pages
Book Rating : 4.0/5 (1 download)

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Book Synopsis Marketing to Pharmacists by : Benjamin F Banahan

Download or read book Marketing to Pharmacists written by Benjamin F Banahan and published by Routledge. This book was released on 2020-07-24 with total page 176 pages. Available in PDF, EPUB and Kindle. Book excerpt: Marketing to Pharmacists: Understanding Their Role and Influence will help pharmaceutical marketers better understand pharmaceutical practice in order to develop better relationships with pharmacists and effectively market products. This book examines important trends in pharmaceutical health care, including patient education and compliance, quality of life assessment, disease management, and cost containment strategies that assist pharmacists in providing better care to patients which results in increased sales for your business. From Marketing to Pharmacists, you?ll learn how pharmacists influence product selection, monitor drug therapy, and serve as a primary source of patient education in order for you to create successful marketing strategies for your company. Recognizing that cost control is a key goal for all members of the health care system, Marketing to Pharmacists provides you with advice and strategies that emphasize working together with pharmacists. This will help you determine demand for a specific product so you can devise your own marketing strategies to meet the needs of both the pharmacist and patient. With Marketing to Pharmacists, you?ll improve your marketing skills by using innovative techniques and suggestions, including: understanding pharmacists’influence in prescription product selection to help develop effective marketing strategies asking for pharmacists’assistance in designing care management programs, participating in the development and negotiation of care management contracts, and offering knowledge as pharmacotherapeutic experts to emphasize patient advocacy and accessibility to patients understanding the dimensions of the quality of life and other aspects of pharmaceutical care to design effective sales tactics to pharmacists communicating with pharmacists to learn about the needs of certain patients in order to create effective marketing strategies that will lessen the occurrence of unclaimed prescriptions and decrease the loss of revenue to pharmaceutical companies developing a positive relationship between pharmacists and pharmaceutical companies by displaying genuine customer interest, providing pharmacists with useful and accurate information about products, and establishing ethical guidelines Containing charts, tables, and graphs to give you a comprehensive look at techniques and data, Marketing to Pharmacists will help you create marketing strategies that will successfully meet the needs of your customers and result in economic benefits for your company.

Prescription Drugs

Author : United States. General Accounting Office
Publisher :
ISBN 13 :
Total Pages : 24 pages
Book Rating : 4.:/5 (31 download)

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Book Synopsis Prescription Drugs by : United States. General Accounting Office

Download or read book Prescription Drugs written by United States. General Accounting Office and published by . This book was released on 1991 with total page 24 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Physicians Under the Influence

Author : Sunita Sah
Publisher :
ISBN 13 :
Total Pages : 0 pages
Book Rating : 4.:/5 (137 download)

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Book Synopsis Physicians Under the Influence by : Sunita Sah

Download or read book Physicians Under the Influence written by Sunita Sah and published by . This book was released on 2022 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Pharmaceutical and medical device companies apply social psychology to influence physicians' prescribing behavior and decision-making. Physicians fail to recognize their vulnerability to commercial influences; due to self-serving bias, rationalization, and cognitive dissonance. Professionalism offers little protection; even the most conscious and genuine commitment to ethical behavior cannot eliminate unintentional, subconscious bias. Six principles of influence -- reciprocation, commitment, social proof, liking, authority, and scarcity -- are key to the industry's routine marketing strategies, which rely on the illusion that the industry is a generous avuncular partner to physicians. In order to resist industry influence, physicians must accept that they are vulnerable to subconscious bias, and have both the motivation and means to resist industry influence. A culture in which accepting industry gifts engenders shame, rather than gratitude, will reduce conflicts of interest. If greater academic prestige accrues to distant, rather than close relationships with industry, a new social norm may emerge that promotes patient care and scientific integrity. In addition to educating faculty and students about the social psychology underlying sophisticated, but potentially manipulative marketing and about how to resist it, academic medical institutions should develop strong organizational policies to counteract the medical profession's improper dependence on industry.

Use of Gifts for Promotion of Pharmaceutical Products in Bangladesh

Author : Saki Sultana
Publisher : LAP Lambert Academic Publishing
ISBN 13 : 9783659181757
Total Pages : 156 pages
Book Rating : 4.1/5 (817 download)

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Book Synopsis Use of Gifts for Promotion of Pharmaceutical Products in Bangladesh by : Saki Sultana

Download or read book Use of Gifts for Promotion of Pharmaceutical Products in Bangladesh written by Saki Sultana and published by LAP Lambert Academic Publishing. This book was released on 2012-07 with total page 156 pages. Available in PDF, EPUB and Kindle. Book excerpt: The present study was undertaken to find out the promotional strategies followed by the pharmaceutical companies, attitudes and responses of physicians towards these promotional activities and influence of using gifts as promotional materials on the prescribing behavior of the physicians. In the study we found that most pharmaceutical companies believe that pharmaceuticals should be promoted by their quality and availability, not by any other promotional strategies. Most of the pharmaceutical companies believe that gifts provided by them motivate the physicians to prescribe their products whereas most physicians also admit that they consider the image of the company and quality of the product while prescribing. We also found that more than 50% physicians preferred information more rather than attractive gifts but only around 11% pharmaceutical companies agreed with this statement.

Pharmaceutical Marketing

Author : Ross Mullner
Publisher : Emerald Group Publishing
ISBN 13 : 1845448553
Total Pages : 92 pages
Book Rating : 4.8/5 (454 download)

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Book Synopsis Pharmaceutical Marketing by : Ross Mullner

Download or read book Pharmaceutical Marketing written by Ross Mullner and published by Emerald Group Publishing. This book was released on 2005 with total page 92 pages. Available in PDF, EPUB and Kindle. Book excerpt: The purpose of this title is to address some of the complex and controversial issues posed by pharmaceutical marketing. Specifically, articles in this work will address the impact of direct-to-consumer advertising of drugs, the marketing of drugs over the Internet, pharmaceutical companies' marketing policies, and the marketing of herbal products, which are not regulated by the United States Food and Drug Administration (FDA). Hopefully, it will provide many new insights into the benefits and pitfalls of pharmaceutical marketing. Originally published as Journal of Consumer Marketing (2005, Vol.22, No.7)

Effects of Physician-directed Pharmaceutical Promotion on Prescription Behaviors

Author : Anusua Datta
Publisher :
ISBN 13 :
Total Pages : 0 pages
Book Rating : 4.:/5 (879 download)

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Book Synopsis Effects of Physician-directed Pharmaceutical Promotion on Prescription Behaviors by : Anusua Datta

Download or read book Effects of Physician-directed Pharmaceutical Promotion on Prescription Behaviors written by Anusua Datta and published by . This book was released on 2013 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Spending on prescription drugs (Rx) represents one of the fastest growing components of U.S. healthcare spending, and has coincided with an expansion of pharmaceutical promotional spending. Most (83%) of Rx promotion is directed at physicians in the form of visits by pharmaceutical representatives (known as detailing) and drug samples provided to physicians' offices. Such promotion has come under increased public scrutiny, with critics contending that physician-directed promotion may play a role in raising healthcare costs and may unduly affect physicians' prescribing habits towards more expensive, and possibly less cost-effective, drugs. In this study, we bring longitudinal evidence to bear upon the question of how detailing impacts physicians' prescribing behaviors. Specifically, we examine prescriptions and promotion for a particular drug class based on a nationally-representative sample of 150,000 physicians spanning 24 months. The use of longitudinal physician-level data allows us to tackle some of the empirical concerns in the extant literature, virtually all of which has relied on aggregate national data. We estimate fixed-effects specifications that bypass stable unobserved physician-specific heterogeneity and address potential targeting bias. In addition, we also assess differential effects at both the extensive and intensive margins of prescribing behaviors, and differential effects across physician- and market-level characteristics, questions which have not been explored in prior work. The estimates suggest that detailing has a significant and positive effect on the number of new scripts written for the detailed drug, with an elasticity magnitude of 0.06. This effect is substantially smaller than those in the literature based on aggregate information, suggesting that most of the observed relationship between physician-directed promotion and drug sales is driven by selection bias. Qualitatively consistent with the literature, we find that detailing impacts selective brand-specific demand but does not have any substantial effects on class-level demand. Results also indicate that most of the detailing response may operate at the extensive margin; detailing affects the probability of prescribing the drug more than it affects the number of prescriptions conditional on any prescribing. We draw some implications from these estimates with respect to effects on healthcare costs and public health.

Advertising, Marketing, and Promotional Practices of the Pharmaceutical Industry

Author : United States. Congress. Senate. Committee on Labor and Human Resources
Publisher :
ISBN 13 :
Total Pages : 254 pages
Book Rating : 4.0/5 (5 download)

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Book Synopsis Advertising, Marketing, and Promotional Practices of the Pharmaceutical Industry by : United States. Congress. Senate. Committee on Labor and Human Resources

Download or read book Advertising, Marketing, and Promotional Practices of the Pharmaceutical Industry written by United States. Congress. Senate. Committee on Labor and Human Resources and published by . This book was released on 1991 with total page 254 pages. Available in PDF, EPUB and Kindle. Book excerpt:

The Influence of Pharmaceutical Marketing on the Prescribing Behavior of Physicians in the United States and in the Netherlands

Author : Sacha Van Aert
Publisher :
ISBN 13 :
Total Pages : pages
Book Rating : 4.:/5 (935 download)

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Book Synopsis The Influence of Pharmaceutical Marketing on the Prescribing Behavior of Physicians in the United States and in the Netherlands by : Sacha Van Aert

Download or read book The Influence of Pharmaceutical Marketing on the Prescribing Behavior of Physicians in the United States and in the Netherlands written by Sacha Van Aert and published by . This book was released on 2010 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt:

Essentials of Pharmacoeconomics

Author : Karen Rascati
Publisher : Lippincott Williams & Wilkins
ISBN 13 : 146984186X
Total Pages : 313 pages
Book Rating : 4.4/5 (698 download)

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Book Synopsis Essentials of Pharmacoeconomics by : Karen Rascati

Download or read book Essentials of Pharmacoeconomics written by Karen Rascati and published by Lippincott Williams & Wilkins. This book was released on 2013-11-14 with total page 313 pages. Available in PDF, EPUB and Kindle. Book excerpt: "This new text is designed for a student or practitioner who is unfamiliar with "pharmacoeconomics." It provides a straightforward explanation of the essential pharmacoeconomics topics outlined by The Accreditation Council for Pharmacy Education (ACPE). It defines terminology used in research and covers the application of economic-based evaluation methods for pharmaceutical products and services. Users will find examples of how pharmacoeconomic evaluations relate to decisions that affect patient care and health-related quality of life"--Provided by publisher.