Relationship between direct-to-consumer advertising and consumers’ decision-making

Sharabati, Abdel‐Aziz Ahmad; Khraim, Hamza Salim; Khateeb, Rami Atta

doi:10.1108/ijphm-12-2012-0019

Cited by 6 publications

(4 citation statements)

References 32 publications

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“…Moreover, a little knowledge sharing by managers of pharmaceutics companies have reported empirically (Qureshi and Evans, 2015). Consequently, it was observed that pharmaceutical companies impact consumer decision-making, this shows noncompliance with the code of conduct (Sharabati et al, 2014). Francer et al (2014) contend that developing countries share a very little global internal standard of self-regulatory.…”

Section: Pharmaceutical Companiesmentioning

confidence: 99%

Understanding ethical/unethical behavior in pharmaceutical companies: a literature review

Marmat

Jain

Mishra

2020

IJPHM

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Purpose The purpose of this paper is to examine and review the available literature on ethical/unethical behaviour of pharmaceutical companies and to determine the ethical issues, unethical behaviour by analysing, summarising and categorising the factors related to these issues and unethical behaviour as were studied during the period 2008-2017. Essentially, this paper presents a critical analysis of the available literature on the subject and avenues for future research. Design/methodology/approach This paper adopted the systematic review approach to achieve the purpose of this study and examines the most relevant literature from online existing database sources, available between 2008-2017 by using the keyword search method. Then studies are categorised and summarised, using previously developed theories and frameworks, which have provided evidence to the universal consensus that ethical behavioural outcomes are dependent on the interplay of individual, organisational and environmental factors and have reordered to fulfil the purpose. Findings The findings identify that ethical issues related to pharmaceutical companies as were studied during the period 2008-2017 are drug pricing, drug safety and gift-giving. The organisational variables appeared to be the dominant cause of these ethical issues and unethical practices along with other determinants such as environmental and stakeholders. A large number of studies were in the western country context. Theoretical research has studied more comparatively empirical studies. Research limitations/implications This review provides insights for understanding the ethical issues, unethical behaviour and determinants related to these issues of pharmaceutical companies and provides insights where the literature is standing. This review only includes studies between 2008-2017, which are related to the ethical issue of pharmaceutical companies, therefore, the view is only of the past 10 years papers. This review provides gaps and insight into the source of ideas for future research and will help the researchers in guiding ethics-related information in the context of pharmaceutical companies. Practical implications This study will help the practitioners and policymakers in informing about the issues that required the urgent need to solve and will shed some light to focus and formulate strategies for successful competitive advantage. This study will help researchers who are seeking information related to ethics and ethical behaviour in pharmaceutical companies. Originality/value To the best of my knowledge, this review of understanding ethical/unethical behaviour in pharmaceutical companies of the past 10 years between 2008-2017 has not been done to date. This study is filling the gap by bringing all the information about ethics in pharmaceutical companies at one place, which works as an index of ethics-related study in this specific pharmaceutical company context.

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Section: Pharmaceutical Companiesmentioning

confidence: 99%

Understanding ethical/unethical behavior in pharmaceutical companies: a literature review

Marmat

Jain

Mishra

2020

IJPHM

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“…Specific advertising differences should also be looked at with regards to exposure type. The impact of tactics like using visuals, numerical data, celebrity endorsements and positive lifestyle changes (Boudewyns and Williams, 2016;Sharabati et al, 2014) may be moderated by exposure type. These types of variables will aid in the research surrounding involvement and theories like the elaboration likelihood model or the heuristic systematic processing model.…”

Section: Future Researchmentioning

confidence: 99%

How the operationalization of exposure impacts studies on direct-to-consumer advertising of prescription drugs

Savelli

2020

IJPHM

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Purpose Without having a shared operationalization of what constitutes a direct-to-consumer advertising (DTCA) exposure, it is impossible to accurately generalize findings about their effects. First, it needs to be established how the variables involved in exposures impact outcomes. This will allow for more accurate operationalizations. Design/methodology/approach A sample of 216 participants were recruited from Amazon’s Mechanical Turk and randomly assigned into one of four conditions to take an online survey. A 2 × 2 experiment (active/passive attention × low/high exposure) was conducted to determine if the level of attention, otherwise known as attentiveness, and the number of exposures impacted preferences for a fictitious prescription sleep aid. Findings Results indicated a significant difference among active and passive conditions such that active exposures resulted in stronger positive preferences. Research limitations/implications Studies using different operationalizations should not be aggregated for generalizations about the effects of DTCA of prescription drugs. Originality/value This paper urges researchers to clearly operationalize their definitions for “exposure” and to be hesitant about generalizing findings studies using different definitions.

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“…46 Research also shows that consumers place unwarranted trust in DTC ads, many often thinking the government approved the ads. 47 The DTC ads overemphasize potential benefits 48 which could lead patients to believe the exaggerated claims and have false hope. This research will investigate the impact of emotional strategies in DTC ads among consumers with chronic disease.…”

Section: Literature Reviewmentioning

confidence: 99%

Direct-to-consumer advertising and the role of hope

Delbaere

Willis

2015

Journal of Medical Marketing

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Advertising branded pharmaceuticals to consumers with chronic illness is big business; half of all directto-consumer advertising money is for drugs to treat chronic diseases. This research investigates the impact of emotional appeals in ads targeted to consumers with chronic disease. In an online experiment with over 240 average consumers either living with a diagnosis of arthritis or diabetes or not, our results suggest that positive emotional appeals are more effective at eliciting feelings of hope and generally result in more favorable attitudes, although level of consumer involvement impacts the perceived credibility of the ad and behavioral intentions.

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Relationship between direct-to-consumer advertising and consumers’ decision-making

Cited by 6 publications

References 32 publications

Understanding ethical/unethical behavior in pharmaceutical companies: a literature review

Understanding ethical/unethical behavior in pharmaceutical companies: a literature review

How the operationalization of exposure impacts studies on direct-to-consumer advertising of prescription drugs

Direct-to-consumer advertising and the role of hope

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