Pharmaceutical Sales Representatives in the United States and China: The Need for Professional Public Space

Incentivisation practices and their influence on physicians’ prescriptions: A qualitative analysis of practice and policy in Pakistan

“…Consistent with our findings, studies in other contexts have reported marketing strategies whereby pharmaceutical companies profile physicians to evaluate and better cater to their needs [ 34 , 35 ]. For instance, in Bangladesh, a well-known multinational company categorized doctors into ‘types’ based on what the doctor values, such as the ‘Affiliating type’ who welcome MSRs and are easier to work with compared to the ‘Directing type’, for example, who show no interest in incentives [ 36 ].…”

“…For instance, in Bangladesh, a well-known multinational company categorized doctors into ‘types’ based on what the doctor values, such as the ‘Affiliating type’ who welcome MSRs and are easier to work with compared to the ‘Directing type’, for example, who show no interest in incentives [ 36 ]. The symbiotic relationship between physicians and the pharmaceutical industry that our findings highlighted has also been found in recent studies in the United States and France [ 35 , 37 , 38 ].…”

“…Additionally, our findings show that some physicians play an active role in asking MSRs for specific types of incentives, indicating that there is a two-way dynamic to this relationship and an underlying symbiosis driving incentivisation. Consistent with our findings, studies in other contexts have reported marketing strategies whereby pharmaceutical companies profile physicians to evaluate and better cater to their needs [34,35]. For instance, in Bangladesh, a well-known multinational company categorized doctors into 'types' based on what the doctor values, such as the 'Affiliating type' who welcome MSRs and are easier to work with compared to the 'Directing type', for example, who show no interest in incentives [36].…”

Marketing estratégico en compañías de base tecnológica

“…Las intervenciones cara a cara son los métodos de promoción más utilizados en la industria farmacéutica en las que el representante de ventas proporciona credibilidad e información [6] sobre costo /efectividad del producto en la prevención y/o tratamiento de la enfermedad y utiliza varias estrategias de marketing para influir en el comportamiento de prescripción y el posicionamiento de nuevos productos. [7] Las promoción de nuevos productos en la industria farmacéutica contribuye a incrementar los volúmenes en venta, la cuota de mercado y la rentabilidad; sin embargo enfrenta dilemas éticos en información suministrada sobre nuevos tratamientos, por lo que es necesaria la implementación de políticas regulatorias [8] sobre la promoción por parte de los estados, las cuáles impactan de manera positiva o negativa en el uso, cobertura y acceso a medicamentos costo/efectivos de calidad, seguros y eficaces en la atención sanitaria integral en salud.…”