Nurse prescribers’ interactions with and perceptions of pharmaceutical sales representatives

Abstract

Appropriate use of pharmaceutical sales representatives' services may enhance the ability of nurse prescribers to deliver optimal nursing care. Methods, such as counter-detailing may be necessary to maintain an evidence-based approach as the controlling factor.

Interactions between Non-Physician Clinicians and Industry: A Systematic Review

“…Thirty-six percent ( n =  33/92) of a convenience sample of US nurse prescribers in 2009 reported that sales representatives suggested some form of compensation (food or gifts) in exchange for preferential prescription of their product [35]. Among a random sample of family NPs ( n =  84) in 2009, those who were less critical of the practice of receiving gifts from industry accepted gifts more frequently ( r  = −0.48, p <0.0001) [34].…”

“…Although clinicians expressed a range of attitudes toward industry interactions, only a minority held negative views of industry; most clinicians across disciplines held favorable views of interactions with sales representatives and of industry interactions in general. The majority of a convenience sample of US nurse prescribers in 2009 described sales representatives as friendly and sociable (97%; n =  89/92), professional (89.1%; n =  82/92), and knowledgeable about their product (88%; n =  81/92) [35]. About half ( n =  869/1,640) of a nationally representative sample of US pharmacists in 2005 endorsed an overall positive perception of the pharmaceutical industry, and half ( n =  853/1,640) disagreed with the statement that representatives were of little value to pharmacists [40].…”

“…Among the specific benefits of interactions discussed, some prescribers emphasized the value of the social aspect of these interactions [26]. However, attitudes toward interactions with sales representatives appeared less favorable when they occurred more frequently; only 50% ( n =  46/92) of a convenience sample of US nurse prescribers in 2009 reported that sales representatives were considerate of their time [35]. Perceived resource gaps filled by industry included the provision of information suitable to the practice setting and to the scope of nurse prescribers [32] and drug affordability offset by samples [33].…”

“…In one study in 2009, non-physician prescribers were offended when representatives did not interact with them, perceiving themselves to be treated as inferior to physicians [26]. Nevertheless, only 15% ( n =  14/92) of a convenience sample of US nurse prescribers in 2009 wished to discontinue their visits with sales representatives [35].…”

“…In contrast, although most of a convenience sample of US nurse prescribers in 2009 believed that industry representatives were knowledgeable about the medication they promoted, nearly 30% ( n =  26/92) reported that these representatives could not answer questions about their product [35]. Other issues that nurse prescribers raised included representatives' difficulties in discussing the positive and negative aspects of medications equally well, and representatives' lack of understanding as to the dangers associated with mixing incompatible medications [35].…”