The impact of selling aids on new prospects

Zinkhan, George M.; Vachris, Lauren A.

doi:10.1016/0019-8501(84)90032-4

Cited by 8 publications

(1 citation statement)

References 3 publications

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“…Samples meet one need, and are thus a selling aid, best defined as a sales promotional resource, utilized by the sales representative, to assist in obtaining a new account (i.e. inclusion of the drug in the physician's armamentarium or evoked set) (18, 25–30).…”

Section: Discussionmentioning

confidence: 99%

Prescription drug samples - does this marketing strategy counteract policies for quality use of medicines?

Groves

Sketris

Tett

2003

Journal of Clinical Pharmacy and Therapeutics

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Prescription drug samples, as used by the pharmaceutical industry to market their products, are of current interest because of their influence on prescribing, and their potential impact on consumer safety. Very little research has been conducted into the use and misuse of prescription drug samples, and the influence of samples on health policies designed to improve the rational use of medicines. This is a topical issue in the prescription drug debate, with increasing costs and increasing concerns about optimizing use of medicines. This manuscript critically evaluates the research that has been conducted to date about prescription drug samples, discusses the issues raised in the context of traditional marketing theory, and suggests possible alternatives for the future.

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Section: Discussionmentioning

confidence: 99%