Physician-Industry Interactions: Persuasion and Welfare

Grennan, Matthew; Myers, Kyle; Swanson, Ashley; Chatterji, Aaron

doi:10.2139/ssrn.3216172

Cited by 9 publications

(14 citation statements)

References 98 publications

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“…Our estimated impact is somewhat smaller than some recent related findings. Grennan et al (2018) study how payments in the form of meals affect cardiologists' prescribing of statins and find that payments increase prescribing by 73 percent. Shapiro (2018a) finds that a detailing visit (which may or may not involve a payment) increases prescribing of the antipsychotic Seroquel over the years 2001 to 2006; his estimates imply an increase of about 14 percent in the following twelve months.…”

Section: Effect Of Payments On Prescribingmentioning

confidence: 99%

“…Some recent analyses in economics and marketing have used longitudinal data to explore the effect of payments on prescribing, but are limited to a small number of drugs (e.g. Mizik and Jacobson, 2004;Datta and Dave, 2017;Grennan et al, 2018;Agha and Zeltzer, 2019). Grennan et al (2018) use variation in hospitals' policies that ban pharmaceutical sales representatives from the premises and find that a meal increases cardiologists' prescribing of the promoted statin by roughly 70 percent.…”

Section: Introductionmentioning

confidence: 99%

“…Mizik and Jacobson, 2004;Datta and Dave, 2017;Grennan et al, 2018;Agha and Zeltzer, 2019). Grennan et al (2018) use variation in hospitals' policies that ban pharmaceutical sales representatives from the premises and find that a meal increases cardiologists' prescribing of the promoted statin by roughly 70 percent. Agha and Zeltzer (2019) use a fixed-effect approach similar to ours and find that small payments increase prescribing of blood thinners by approximately 10 percent.…”

Section: Introductionmentioning

confidence: 99%

See 2 more Smart Citations

Drug Firms' Payments and Physicians' Prescribing Behavior in Medicare Part D

Carey¹,

Lieber²,

Miller³

2020

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Meeting. Anup Das provided excellent research assistance. Colleen Carey acknowledges the financial support of the Robert Wood Johnson Foundation. The views expressed herein are those of the authors and do not necessarily reflect the views of the National Bureau of Economic Research.NBER working papers are circulated for discussion and comment purposes. They have not been peer-reviewed or been subject to the review by the NBER Board of Directors that accompanies official NBER publications.

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Section: Effect Of Payments On Prescribingmentioning

confidence: 99%

Section: Introductionmentioning

confidence: 99%

Section: Introductionmentioning

confidence: 99%

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Drug Firms' Payments and Physicians' Prescribing Behavior in Medicare Part D

Carey¹,

Lieber²,

Miller³

2020

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“…The results produced by Grennan et al. (2018) suggest that while receiving a meal leads to an increase in claims for the promoted drugs, there are no marginal returns to higher‐value meals. However, our results suggest that, after controlling for promotional visits, higher‐value meals do increase patented claims more than lower‐value detailing.…”

Section: Resultsmentioning

confidence: 99%

Pharmaceutical opioid marketing and physician prescribing behavior

Beilfuss

Linde

2021

Health Economics

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Physicians' relationships with the pharmaceutical industry have recently come under public scrutiny, particularly in the context of opioid drug prescribing. This study examines the effect of doctor‐industry marketing interactions on subsequent prescribing patterns of opioids using linked Medicare Part D and Open Payments data for the years 2014–2017. Results indicate that both the number and the dollar‐value of marketing visits increase physicians' patented opioid claims. Furthermore, direct‐to‐physician marketing of safer abuse‐deterrent formulations of opioids is the primary driver of positive and persistent spillovers on the prescribing of less safe generic opioids ‐ a result that we show appears to be driven by insurance coverage policies. These findings suggest that pharmaceutical marketing efforts may have unintended public health implications.

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“…Our paper contributes to a growing body of literature investigating the effect of pharmaceutical marketing on prescribing decisions (David et al 2010;DeJong et al 2016;Larkin et al 2017;Shapiro 2018a;Sinkinson and Starc 2018;Grennan et al 2018). Our empirical approach, which accounts for physician-drug fixed effects, is most similar to Carey et al (2015).…”

Section: Introductionmentioning

confidence: 99%

Drug Diffusion Through Peer Networks: The Influence of Industry Payments

Agha¹,

Zeltzer²

2019

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Pharmaceutical companies' marketing efforts primarily target physicians, often through individual detailing that entails monetary or in-kind transfers. We study how peer influence broadens these payments' reach beyond the directly paid physicians. Combining Medicare prescriptions and Open Payments data for anticoagulant drugs, we document that pharmaceutical payments target highly connected physicians. We exploit within-physician variation in payment exposure over time to estimate the payments' influence. Unlike the paid doctor, peer physicians are not directly selected by the pharmaceutical company on the basis of their expertise or enthusiasm for the target drug. Yet, following a large payment, prescriptions for the target drug increase both by the paid physician and the paid physician's peers. These peer effects influence doctors who share patients with the paid physician, even when the two doctors are not affiliated with the same group practice. We find no evidence that payments reduce prescriptions among high-risk patients. Over the period 2014--2016, physician payments associated with anticoagulant marketing increased the drugs' prescription volume by 23 percent, with peer spillovers contributing a quarter of the increase.

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Physician-Industry Interactions: Persuasion and Welfare

Cited by 9 publications

References 98 publications

Drug Firms' Payments and Physicians' Prescribing Behavior in Medicare Part D

Drug Firms' Payments and Physicians' Prescribing Behavior in Medicare Part D

Pharmaceutical opioid marketing and physician prescribing behavior

Drug Diffusion Through Peer Networks: The Influence of Industry Payments

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