Healthy Skepticism Library item: 35

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

Stout E.
Doctoring sales
Sales & Marketing Management 2001 May; 52-60

Keywords:
*feature story United States sales representatives promotion costs and volume gift giving drug company sponsored meals and travel influence techniques industry perspective value of promotion marketing strategies selling prescribing information attitude toward promotion doctors DTCA direct-to-consumer advertising ATTITUDES REGARDING PROMOTION: CONSUMERS PATIENTS ATTITUDES REGARDING PROMOTION: HEALTH PROFESSIONALS ATTITUDES REGARDING PROMOTION: INDUSTRY ETHICAL ISSUES IN PROMOTION: GIFT GIVING ETHICAL ISSUES IN PROMOTION: SELLING PRESCRIBING INFORMATION PROMOTIONAL STRATEGIES: INDUSTRY PROMOTIONAL TECHNIQUES: DETAILING PROMOTIONAL TECHNIQUES: DIRECT-TO-CONSUMER ADVERTISING PROMOTIONAL TECHNIQUES: PROMOTIONAL DINNERS PROMOTIONAL TECHNIQUES: SAMPLES VOLUME OF AND EXPENDITURE ON PROMOTION

Notes:

This article explores the various promotional methods that drug companies use: gifts, sales representatives, company sponsored events, samples and profiling doctors. Estimates are given of the amount that various companies spend on promotion.