Healthy Skepticism Library item: 1457

Warning: This library includes all items relevant to health product marketing that we are aware of regardless of quality. Often we do not agree with all or part of the contents.

Publication type: Journal Article

Andaleeb SS, Tallman RF.
Physician attitudes toward pharmaceutical sales representatives.
Health Care Manage Rev 1995 Sum; 20:(3):68-76

Abstract:

Physicians in northwestern Pennsylvania were surveyed to identify the factors that influenced their attitudes toward pharmaceutical sales representatives (PSRs). The results suggest that physicians’ attitudes were influenced by the information and educational support they received from PSRs, selling techniques used by the PSRs to promote their products, and the volume of patients they saw.

Keywords:
*analytic survey United States doctors sales representatives attitude toward promotion influence techniques information from companies ATTITUDES REGARDING PROMOTION: HEALTH PROFESSIONALS EVALUATION OF PROMOTION: DETAILING EVALUATION OF PROMOTION: INFLUENCE TECHNIQUES INFLUENCE OF PROMOTION: PRESCRIBING, DRUG USE INFORMATION FROM INDUSTRY: DOCTORS