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subsection</span> </button> <ul id="toc-To_health_care_providers-sublist" class="vector-toc-list"> <li id="toc-PhRMA_Code" class="vector-toc-list-item vector-toc-level-2"> <a class="vector-toc-link" href="#PhRMA_Code"> <div class="vector-toc-text"> <span class="vector-toc-numb">1.1</span> <span>PhRMA Code</span> </div> </a> <ul id="toc-PhRMA_Code-sublist" class="vector-toc-list"> </ul> </li> <li id="toc-Free_samples" class="vector-toc-list-item vector-toc-level-2"> <a class="vector-toc-link" href="#Free_samples"> <div class="vector-toc-text"> <span class="vector-toc-numb">1.2</span> <span>Free samples</span> </div> </a> <ul id="toc-Free_samples-sublist" class="vector-toc-list"> </ul> </li> <li id="toc-Continuing_medical_education" class="vector-toc-list-item vector-toc-level-2"> <a class="vector-toc-link" href="#Continuing_medical_education"> <div class="vector-toc-text"> <span class="vector-toc-numb">1.3</span> <span>Continuing medical education</span> </div> </a> <ul id="toc-Continuing_medical_education-sublist" class="vector-toc-list"> </ul> </li> <li id="toc-Pharmaceutical_representatives" class="vector-toc-list-item vector-toc-level-2"> <a class="vector-toc-link" href="#Pharmaceutical_representatives"> <div class="vector-toc-text"> <span class="vector-toc-numb">1.4</span> <span>Pharmaceutical representatives</span> </div> </a> <ul id="toc-Pharmaceutical_representatives-sublist" class="vector-toc-list"> </ul> </li> <li id="toc-Pharmaceutical_Company_Payments" class="vector-toc-list-item vector-toc-level-2"> <a class="vector-toc-link" href="#Pharmaceutical_Company_Payments"> <div class="vector-toc-text"> <span class="vector-toc-numb">1.5</span> <span>Pharmaceutical Company Payments</span> </div> </a> <ul id="toc-Pharmaceutical_Company_Payments-sublist" class="vector-toc-list"> </ul> </li> <li id="toc-Peer_influence" class="vector-toc-list-item vector-toc-level-2"> <a class="vector-toc-link" href="#Peer_influence"> <div class="vector-toc-text"> <span class="vector-toc-numb">1.6</span> <span>Peer influence</span> </div> </a> <ul id="toc-Peer_influence-sublist" class="vector-toc-list"> </ul> </li> <li id="toc-Journal_articles_and_technical_documentation" class="vector-toc-list-item vector-toc-level-2"> <a class="vector-toc-link" href="#Journal_articles_and_technical_documentation"> <div class="vector-toc-text"> <span class="vector-toc-numb">1.7</span> <span>Journal articles and technical documentation</span> </div> </a> <ul id="toc-Journal_articles_and_technical_documentation-sublist" class="vector-toc-list"> </ul> </li> <li id="toc-Private_and_public_insurers" class="vector-toc-list-item vector-toc-level-2"> <a class="vector-toc-link" href="#Private_and_public_insurers"> <div class="vector-toc-text"> <span class="vector-toc-numb">1.8</span> <span>Private and public insurers</span> </div> </a> <ul id="toc-Private_and_public_insurers-sublist" class="vector-toc-list"> </ul> </li> </ul> </li> <li id="toc-To_consumers" 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<div id="mw-content-text" class="mw-body-content"><div class="mw-content-ltr mw-parser-output" lang="en" dir="ltr"><div class="shortdescription nomobile noexcerpt noprint searchaux" style="display:none">Advertising by pharmaceutical companies</div> <p> <b>Pharmaceutical marketing</b> is a branch of <a href="/wiki/Marketing" title="Marketing">marketing</a> science and practice focused on the <a href="/wiki/Communication" title="Communication">communication</a>, differential <a href="/wiki/Positioning_(marketing)" title="Positioning (marketing)">positioning</a> and commercialization of <a href="/wiki/Pharmaceutical_products" class="mw-redirect" title="Pharmaceutical products">pharmaceutical products</a>, like specialist drugs, <a href="/wiki/Biotechnology_in_pharmaceutical_manufacturing" title="Biotechnology in pharmaceutical manufacturing">biotech drugs</a> and <a href="/wiki/Over-the-counter_drug" title="Over-the-counter drug">over-the-counter drugs</a>. By extension, this definition is sometimes also used for marketing practices applied to <a href="/wiki/Nutraceutical" title="Nutraceutical">nutraceuticals</a> and <a href="/wiki/Medical_device" title="Medical device">medical devices</a>. </p><p>Whilst rule of law regulating <a href="/wiki/Pharmaceutical_industry" title="Pharmaceutical industry">pharmaceutical industry</a> marketing activities is widely variable across the world, pharmaceutical marketing is usually strongly regulated by international and national agencies, like the <a href="/wiki/Food_and_Drug_Administration" title="Food and Drug Administration">Food and Drug Administration</a> and the <a href="/wiki/European_Medicines_Agency" title="European Medicines Agency">European Medicines Agency</a>. Local regulations from government or local pharmaceutical industry associations like <a href="/wiki/Pharmaceutical_Research_and_Manufacturers_of_America" title="Pharmaceutical Research and Manufacturers of America">Pharmaceutical Research and Manufacturers of America</a> or <a href="/wiki/European_Federation_of_Pharmaceutical_Industries_and_Associations" title="European Federation of Pharmaceutical Industries and Associations">European Federation of Pharmaceutical Industries and Associations (EFPIA)</a> can further limit or specify allowed commercial practices. </p> <meta property="mw:PageProp/toc" /> <div class="mw-heading mw-heading2"><h2 id="To_health_care_providers">To health care providers</h2><span class="mw-editsection"><span class="mw-editsection-bracket">[</span><a href="/w/index.php?title=Pharmaceutical_marketing&action=edit&section=1" title="Edit section: To health care providers"><span>edit</span></a><span class="mw-editsection-bracket">]</span></span></div> <p>Marketing to health-care providers takes three main forms: activity by pharmaceutical sales representatives, provision of drug samples, and sponsoring <a href="/wiki/Continuing_medical_education" title="Continuing medical education">continuing medical education</a> (CME).<sup id="cite_ref-Following_the_script:_how_drug_reps_1-0" class="reference"><a href="#cite_note-Following_the_script:_how_drug_reps-1"><span class="cite-bracket">[</span>1<span class="cite-bracket">]</span></a></sup> The use of gifts, including pens and coffee mugs embossed with pharmaceutical product names, has been prohibited by PHRMA ethics guidelines since 2008.<sup id="cite_ref-Women08_2-0" class="reference"><a href="#cite_note-Women08-2"><span class="cite-bracket">[</span>2<span class="cite-bracket">]</span></a></sup><sup id="cite_ref-3" class="reference"><a href="#cite_note-3"><span class="cite-bracket">[</span>3<span class="cite-bracket">]</span></a></sup> Of the 237,000 medical sites representing 680,000 physicians surveyed in SK&A's 2010 Physician Access survey, half said they prefer or require an appointment to see a rep (up from 38.5% preferring or requiring an appointment in 2008), while 23% won't see reps at all, according to the survey data. Practices owned by hospitals or health systems are tougher to get into than private practices, since appointments have to go through headquarters, the survey found. 13.3% of offices with just one or two doctors won't see representatives, compared with a no-see rate of 42% at offices with 10 or more doctors. The most accessible physicians for promotional purposes are allergists/immunologists – only 4.2% won't see reps at all – followed by orthopedic specialists (5.1%) and diabetes specialists (7.6%). Diagnostic radiologists are the most rigid about allowing details – 92.1% won't see reps – followed by pathologists and neuroradiologists, at 92.1% and 91.8%, respectively.<sup id="cite_ref-4" class="reference"><a href="#cite_note-4"><span class="cite-bracket">[</span>4<span class="cite-bracket">]</span></a></sup> </p><p>E-detailing is widely used to reach "no see physicians"; approximately 23% of primary care physicians and 28% of specialists prefer computer-based e-detailing, according to survey findings reported in the 25 April 2011 edition of American Medical News (AMNews), published by the American Medical Association (AMA).<sup id="cite_ref-5" class="reference"><a href="#cite_note-5"><span class="cite-bracket">[</span>5<span class="cite-bracket">]</span></a></sup> </p> <div class="mw-heading mw-heading3"><h3 id="PhRMA_Code">PhRMA Code</h3><span class="mw-editsection"><span class="mw-editsection-bracket">[</span><a href="/w/index.php?title=Pharmaceutical_marketing&action=edit&section=2" title="Edit section: PhRMA Code"><span>edit</span></a><span class="mw-editsection-bracket">]</span></span></div> <p>The <a href="/wiki/Pharmaceutical_Research_and_Manufacturers_of_America" title="Pharmaceutical Research and Manufacturers of America">Pharmaceutical Research and Manufacturers of America</a> (PhRMA) released updates to its voluntary Code on Interactions with Healthcare Professionals on 10 July 2008. The new guidelines took effect in January 2009.<sup id="cite_ref-Phrmacode_6-0" class="reference"><a href="#cite_note-Phrmacode-6"><span class="cite-bracket">[</span>6<span class="cite-bracket">]</span></a></sup> </p><p>In addition to prohibiting small gifts and reminder items such as pens, notepads, staplers, clipboards, paperweights, pill boxes, etc.,<sup id="cite_ref-Phrmacode_6-1" class="reference"><a href="#cite_note-Phrmacode-6"><span class="cite-bracket">[</span>6<span class="cite-bracket">]</span></a></sup> the revised Code: </p> <ol><li>Prohibits company sales representatives providing restaurant meals to healthcare professionals, but allows them to provide occasional modest meals in healthcare professionals' offices in conjunction with informational presentations"<sup id="cite_ref-Phrmacode_6-2" class="reference"><a href="#cite_note-Phrmacode-6"><span class="cite-bracket">[</span>6<span class="cite-bracket">]</span></a></sup></li> <li>Includes new provisions requiring companies to ensure their representatives are sufficiently trained about applicable laws, regulations, and industry codes of practice and ethics.<sup id="cite_ref-Phrmacode_6-3" class="reference"><a href="#cite_note-Phrmacode-6"><span class="cite-bracket">[</span>6<span class="cite-bracket">]</span></a></sup></li> <li>Provides that each company will state its intentions to abide by the Code and that company CEOs and compliance officers will certify each year that they have processes in place to comply.<sup id="cite_ref-Phrmacode_6-4" class="reference"><a href="#cite_note-Phrmacode-6"><span class="cite-bracket">[</span>6<span class="cite-bracket">]</span></a></sup></li> <li>Includes more detailed standards regarding the independence of continuing medical education.<sup id="cite_ref-Phrmacode_6-5" class="reference"><a href="#cite_note-Phrmacode-6"><span class="cite-bracket">[</span>6<span class="cite-bracket">]</span></a></sup></li> <li>Provides additional guidance and restrictions for speaking and consulting arrangements with healthcare professionals.<sup id="cite_ref-Phrmacode_6-6" class="reference"><a href="#cite_note-Phrmacode-6"><span class="cite-bracket">[</span>6<span class="cite-bracket">]</span></a></sup></li></ol> <div class="mw-heading mw-heading3"><h3 id="Free_samples">Free samples</h3><span class="mw-editsection"><span class="mw-editsection-bracket">[</span><a href="/w/index.php?title=Pharmaceutical_marketing&action=edit&section=3" title="Edit section: Free samples"><span>edit</span></a><span class="mw-editsection-bracket">]</span></span></div> <p>Free samples have been shown to affect physician prescribing behavior. Physicians with access to free samples are more likely to prescribe brand name medication over equivalent generic medications.<sup id="cite_ref-Women08_2-1" class="reference"><a href="#cite_note-Women08-2"><span class="cite-bracket">[</span>2<span class="cite-bracket">]</span></a></sup> Other studies found that free samples decreased the likelihood that physicians would follow the standard of care practices.<sup id="cite_ref-Women08_2-2" class="reference"><a href="#cite_note-Women08-2"><span class="cite-bracket">[</span>2<span class="cite-bracket">]</span></a></sup> </p><p>Receiving pharmaceutical samples does not reduce prescription costs. Even after receiving samples, sample recipients remain disproportionately burdened by prescription costs.<sup id="cite_ref-ncbi.nlm.nih.gov_7-0" class="reference"><a href="#cite_note-ncbi.nlm.nih.gov-7"><span class="cite-bracket">[</span>7<span class="cite-bracket">]</span></a></sup> </p><p>It is argued that a benefit to free samples is the "try it before you buy it" approach. Free samples give immediate access to the medication and the patient can begin treatment right away. It also saves time from going to a pharmacy to get it filled before treatment begins. Since not all medications work for everyone, and many do not work the same way for each person, free samples allow patients to find which dose and brand of medication works best before having to spend money on a filled prescription at a <a href="/wiki/Pharmacy" title="Pharmacy">pharmacy</a>.<sup id="cite_ref-ncbi.nlm.nih.gov_7-1" class="reference"><a href="#cite_note-ncbi.nlm.nih.gov-7"><span class="cite-bracket">[</span>7<span class="cite-bracket">]</span></a></sup> </p> <div class="mw-heading mw-heading3"><h3 id="Continuing_medical_education">Continuing medical education</h3><span class="mw-editsection"><span class="mw-editsection-bracket">[</span><a href="/w/index.php?title=Pharmaceutical_marketing&action=edit&section=4" title="Edit section: Continuing medical education"><span>edit</span></a><span class="mw-editsection-bracket">]</span></span></div> <p>Hours spent by physicians in industry-supported <a href="/wiki/Continuing_medical_education" title="Continuing medical education">continuing medical education</a> (CME) is greater than that from either <a href="/wiki/Medical_school" title="Medical school">medical schools</a> or professional societies.<sup id="cite_ref-Women08_2-3" class="reference"><a href="#cite_note-Women08-2"><span class="cite-bracket">[</span>2<span class="cite-bracket">]</span></a></sup> </p> <div class="mw-heading mw-heading3"><h3 id="Pharmaceutical_representatives">Pharmaceutical representatives</h3><span class="mw-editsection"><span class="mw-editsection-bracket">[</span><a href="/w/index.php?title=Pharmaceutical_marketing&action=edit&section=5" title="Edit section: Pharmaceutical representatives"><span>edit</span></a><span class="mw-editsection-bracket">]</span></span></div> <p>Currently, there are approximately 81,000 <a href="/wiki/Pharmaceutical_sales_representative" title="Pharmaceutical sales representative">pharmaceutical sales representatives</a> in the United States<sup id="cite_ref-8" class="reference"><a href="#cite_note-8"><span class="cite-bracket">[</span>8<span class="cite-bracket">]</span></a></sup> pursuing some 830,000 pharmaceutical prescribers. A pharmaceutical representative will often try to see a given physician every few weeks. Representatives often have a call list of about 200–300 physicians with 120–180 targets that should be visited in 1–2 or 3 week cycle. </p><p>Because of the large size of the pharmaceutical sales force, the organization, management, and measurement of effectiveness of the sales force are significant business challenges. Management tasks are usually broken down into the areas of physician targeting, sales force size and structure, sales force optimization, call planning, and sales forces effectiveness. A few pharmaceutical companies have realized that training sales representatives on high science alone is not enough, especially when most products are similar in quality. Thus, training sales representatives on relationship selling techniques in addition to medical science and product knowledge, can make a difference in sales force effectiveness. Specialist physicians are relying more and more on specialty sales reps for product information, because they are more knowledgeable than primary care reps. </p><p>The United States has 81,000 pharmaceutical representatives or 1 for every 7.9 physicians.<sup id="cite_ref-Women08_2-4" class="reference"><a href="#cite_note-Women08-2"><span class="cite-bracket">[</span>2<span class="cite-bracket">]</span></a></sup> The number and persistence of pharmaceutical representatives has placed a burden on the time of physicians.<sup id="cite_ref-9" class="reference"><a href="#cite_note-9"><span class="cite-bracket">[</span>9<span class="cite-bracket">]</span></a></sup> "As the number of reps went up, the amount of time an average rep spent with doctors went down—so far down, that tactical scaling has spawned a strategic crisis. Physicians no longer spend much time with sales reps, nor do they see this as a serious problem." </p><p>Marketers must decide on the appropriate size of a sales force needed to sell a particular portfolio of drugs to the target market. Factors influencing this decision are the optimal reach (how many physicians to see) and frequency (how often to see them) for each individual physician, how many patients with that disease state, how many sales representatives to devote to office and group practice and how many to devote to hospital accounts if needed. To aid this decision, customers are broken down into different classes according to their prescription behavior, patient population, their business potential, and event their personality traits.<sup id="cite_ref-Following_the_script:_how_drug_reps_1-1" class="reference"><a href="#cite_note-Following_the_script:_how_drug_reps-1"><span class="cite-bracket">[</span>1<span class="cite-bracket">]</span></a></sup> </p><p>Marketers attempt to identify the set of physicians most likely to prescribe a given drug. Historically, this was done by drug reps 'on the ground' using zip code sales and engaging in recon to figure out who the high prescribers were in a particular sales territory. However, in the mid-1990s the industry, through third-party prescribing data (e.g., Quintiles/IMS) switched to "script-tracking" <sup id="cite_ref-10" class="reference"><a href="#cite_note-10"><span class="cite-bracket">[</span>10<span class="cite-bracket">]</span></a></sup> technologies, measuring the number of total prescriptions (TRx) and new prescriptions (NRx) per week that each physician writes. This information is collected by commercial vendors. The physicians are then "deciled" into ten groups based on their writing patterns. Higher deciles are more aggressively targeted. Some pharmaceutical companies use additional information such as: </p> <ul><li>Profitability of a prescription (script)</li> <li>Accessibility of the physician</li> <li>Tendency of the physician to use the pharmaceutical company's drugs</li> <li>Effect of managed care formularies on the ability of the physician to prescribe a drug</li> <li>The <a href="/w/index.php?title=Adoption_sequence&action=edit&redlink=1" class="new" title="Adoption sequence (page does not exist)">adoption sequence</a> of the physician (that is, how readily the physician adopts new drugs in place of older treatments)</li> <li>The tendency of the physician to use a wide palette of drugs</li> <li>Influence that physicians have on their colleagues.<sup id="cite_ref-11" class="reference"><a href="#cite_note-11"><span class="cite-bracket">[</span>11<span class="cite-bracket">]</span></a></sup></li></ul> <p>Physicians are perhaps the most important component in sales. They write the prescriptions that determine which drugs will be used by people. Influencing the physician is the key to pharmaceutical sales. Historically, by a large pharmaceutical sales force. A medium-sized pharmaceutical company might have a sales force of 1000 representatives.<sup class="noprint Inline-Template Template-Fact" style="white-space:nowrap;">[<i><a href="/wiki/Wikipedia:Citation_needed" title="Wikipedia:Citation needed"><span title="This claim needs references to reliable sources. (November 2007)">citation needed</span></a></i>]</sup> The largest companies have tens of thousands of representatives around the world. Sales representatives called upon physicians regularly, providing clinical information, approved journal articles, and free drug samples. This is still the approach today; however, economic pressures on the industry are causing pharmaceutical companies to rethink the traditional sales process to physicians. The industry has seen a large scale adoption of Pharma CRM systems that works on laptops and more recently <a href="/wiki/Tablet_computer" title="Tablet computer">tablets</a>. The new age pharmaceutical representative is armed with key data at his fingertips and tools to maximize the time spent with physicians. </p> <div class="mw-heading mw-heading3"><h3 id="Pharmaceutical_Company_Payments">Pharmaceutical Company Payments</h3><span class="mw-editsection"><span class="mw-editsection-bracket">[</span><a href="/w/index.php?title=Pharmaceutical_marketing&action=edit&section=6" title="Edit section: Pharmaceutical Company Payments"><span>edit</span></a><span class="mw-editsection-bracket">]</span></span></div> <p>Pharmaceutical and medical device companies have also paid physicians to use their drugs, which could affect how often a drug is prescribed. For example, one study that looked at physician payments and pimavanserin found that "extensive physician payments have been associated with increased pimavanserin prescription volume and Medicare expenditures."<sup id="cite_ref-12" class="reference"><a href="#cite_note-12"><span class="cite-bracket">[</span>12<span class="cite-bracket">]</span></a></sup> </p><p>More specifically, drug reps help to create a culture of gifting, or the "pharmaceutical gift exchange," where actual monetary transactions are rare. In reality, gifts, both large and small, ranging from cups of coffee to travel to medical conferences are exchanged on a routine basis with high prescribers in an effort to shift their obligations from patients to prescriptions and have proven effective.<sup id="cite_ref-13" class="reference"><a href="#cite_note-13"><span class="cite-bracket">[</span>13<span class="cite-bracket">]</span></a></sup><sup id="cite_ref-14" class="reference"><a href="#cite_note-14"><span class="cite-bracket">[</span>14<span class="cite-bracket">]</span></a></sup> </p> <div class="mw-heading mw-heading3"><h3 id="Peer_influence">Peer influence</h3><span class="mw-editsection"><span class="mw-editsection-bracket">[</span><a href="/w/index.php?title=Pharmaceutical_marketing&action=edit&section=7" title="Edit section: Peer influence"><span>edit</span></a><span class="mw-editsection-bracket">]</span></span></div> <dl><dt>Key opinion leaders</dt></dl> <p>Key opinion leaders (KOL), or "thought leaders", are respected individuals, such as prominent medical school faculty, who influence physicians through their professional status. Pharmaceutical companies generally engage key opinion leaders early in the drug development process to provide advocacy and key marketing feedback.<sup id="cite_ref-15" class="reference"><a href="#cite_note-15"><span class="cite-bracket">[</span>15<span class="cite-bracket">]</span></a></sup> </p><p>Some pharmaceutical companies identify key opinion leaders through direct inquiry of physicians (primary research). Recently, pharmaceutical companies have begun to use <a href="/wiki/Social_network_analysis" title="Social network analysis">social network analysis</a> to uncover thought leaders; because it does not introduce respondent bias, which is commonly found in primary research; it can identify and map out the entire scientific community for a disease state; and it has greater compliance with state and federal regulations; because physician prescribing patterns are not used to create the social network.<sup id="cite_ref-16" class="reference"><a href="#cite_note-16"><span class="cite-bracket">[</span>16<span class="cite-bracket">]</span></a></sup> </p> <dl><dt>Colleagues</dt></dl> <p>Physicians acquire information through informal contacts with their colleagues, including social events, professional affiliations, common hospital affiliations, and common medical school affiliations. Some pharmaceutical companies identify influential colleagues through commercially available prescription writing and patient level data.<sup id="cite_ref-17" class="reference"><a href="#cite_note-17"><span class="cite-bracket">[</span>17<span class="cite-bracket">]</span></a></sup> Doctor dinner meetings are an effective way for physicians to acquire educational information from respected peers and to influence the so-called "no-see" physicians - those that are reluctant to engage directly with pharmaceutical reps through detailing but may come to a dinner program where a local or national expert is talking.<sup id="cite_ref-18" class="reference"><a href="#cite_note-18"><span class="cite-bracket">[</span>18<span class="cite-bracket">]</span></a></sup> These meetings are sponsored by some pharmaceutical companies. </p> <div class="mw-heading mw-heading3"><h3 id="Journal_articles_and_technical_documentation">Journal articles and technical documentation</h3><span class="mw-editsection"><span class="mw-editsection-bracket">[</span><a href="/w/index.php?title=Pharmaceutical_marketing&action=edit&section=8" title="Edit section: Journal articles and technical documentation"><span>edit</span></a><span class="mw-editsection-bracket">]</span></span></div> <p>Legal cases and US congressional hearings have provided access to <a href="/wiki/Drug_Industry_Document_Archive" class="mw-redirect" title="Drug Industry Document Archive">pharmaceutical industry documents</a> revealing new marketing strategies for drugs.<sup id="cite_ref-pmid16908919_19-0" class="reference"><a href="#cite_note-pmid16908919-19"><span class="cite-bracket">[</span>19<span class="cite-bracket">]</span></a></sup> Activities once considered independent of promotional intent, including <a href="/wiki/Continuing_medical_education" title="Continuing medical education">continuing medical education</a> and <a href="/wiki/Medical_research" title="Medical research">medical research</a>, are used, including paying to publish articles about promoted drugs for the medical literature, and alleged suppression of unfavorable study results.<sup id="cite_ref-pmid16908923_20-0" class="reference"><a href="#cite_note-pmid16908923-20"><span class="cite-bracket">[</span>20<span class="cite-bracket">]</span></a></sup> </p> <div class="mw-heading mw-heading3"><h3 id="Private_and_public_insurers">Private and public insurers</h3><span class="mw-editsection"><span class="mw-editsection-bracket">[</span><a href="/w/index.php?title=Pharmaceutical_marketing&action=edit&section=9" title="Edit section: Private and public insurers"><span>edit</span></a><span class="mw-editsection-bracket">]</span></span></div> <p>Public and private insurers affect the writing of prescriptions by physicians through <a href="/wiki/Formulary_(pharmacy)" title="Formulary (pharmacy)">formularies</a> that restrict the number and types of drugs that the insurer will cover. Not only can the insurer affect drug sales by including or excluding a particular drug from a formulary, they can affect sales by tiering, or placing bureaucratic hurdles to prescribing certain drugs. In January 2006, the United States instituted a new public prescription drug plan through its <a href="/wiki/Medicare_(United_States)" title="Medicare (United States)">Medicare</a> program. Known as <a href="/wiki/Medicare_Part_D" title="Medicare Part D">Medicare Part D</a>, this program engages private insurers to negotiate with <a href="/wiki/Pharmaceutical_company" class="mw-redirect" title="Pharmaceutical company">pharmaceutical companies</a> for the placement of drugs on tiered formularies. </p> <div class="mw-heading mw-heading2"><h2 id="To_consumers">To consumers</h2><span class="mw-editsection"><span class="mw-editsection-bracket">[</span><a href="/w/index.php?title=Pharmaceutical_marketing&action=edit&section=10" title="Edit section: To consumers"><span>edit</span></a><span class="mw-editsection-bracket">]</span></span></div> <p>Only two countries as of 2008 allow <a href="/wiki/Direct_to_consumer_advertising" class="mw-redirect" title="Direct to consumer advertising">direct to consumer advertising</a> (DTCA): the United States and New Zealand.<sup id="cite_ref-NYT-20151127_21-0" class="reference"><a href="#cite_note-NYT-20151127-21"><span class="cite-bracket">[</span>21<span class="cite-bracket">]</span></a></sup><sup id="cite_ref-:0_22-0" class="reference"><a href="#cite_note-:0-22"><span class="cite-bracket">[</span>22<span class="cite-bracket">]</span></a></sup><sup id="cite_ref-Women08_2-5" class="reference"><a href="#cite_note-Women08-2"><span class="cite-bracket">[</span>2<span class="cite-bracket">]</span></a></sup> Since the late 1970s, DTCA of prescription drugs has become important in the United States. It takes two main forms: the promotion or creation of a disease out of a non-pathologic physical condition or the promotion of a medication.<sup id="cite_ref-Women08_2-6" class="reference"><a href="#cite_note-Women08-2"><span class="cite-bracket">[</span>2<span class="cite-bracket">]</span></a></sup> The rhetorical objective of direct-to-consumer advertising is to directly influence the patient-physician dialogue.<sup id="cite_ref-23" class="reference"><a href="#cite_note-23"><span class="cite-bracket">[</span>23<span class="cite-bracket">]</span></a></sup> Many patients will inquire about, or even demand a medication they have seen advertised on television.<sup id="cite_ref-NYT-20151127_21-1" class="reference"><a href="#cite_note-NYT-20151127-21"><span class="cite-bracket">[</span>21<span class="cite-bracket">]</span></a></sup> In the United States, recent years have seen an increase in mass media advertisements for pharmaceuticals. Expenditures on direct-to-users advertising almost quadrupled in the seven years between 1997 and 2005 since the FDA changed the guidelines, from $1.1 billion in 1997 to more than $4.2 billion in 2005, a 19.6% annual increase, according to the United States <a href="/wiki/Government_Accountability_Office" title="Government Accountability Office">Government Accountability Office</a>, 2006).<sup id="cite_ref-Women08_2-7" class="reference"><a href="#cite_note-Women08-2"><span class="cite-bracket">[</span>2<span class="cite-bracket">]</span></a></sup> </p><p>The mass marketing to users of pharmaceuticals is banned in over 30 industrialized nations, but not in the US and <a href="/wiki/New_Zealand" title="New Zealand">New Zealand</a>,<sup id="cite_ref-NYT-20151127_21-2" class="reference"><a href="#cite_note-NYT-20151127-21"><span class="cite-bracket">[</span>21<span class="cite-bracket">]</span></a></sup> which is considering a ban.<sup id="cite_ref-www.chmeds.ac.nz_24-0" class="reference"><a href="#cite_note-www.chmeds.ac.nz-24"><span class="cite-bracket">[</span>24<span class="cite-bracket">]</span></a></sup> Some feel it is better to leave the decision wholly in the hands of medical professionals; others feel that users education and participation in health is useful, but users need independent, comparative information about drugs (not promotional information).<sup id="cite_ref-NYT-20151127_21-3" class="reference"><a href="#cite_note-NYT-20151127-21"><span class="cite-bracket">[</span>21<span class="cite-bracket">]</span></a></sup><sup id="cite_ref-www.chmeds.ac.nz_24-1" class="reference"><a href="#cite_note-www.chmeds.ac.nz-24"><span class="cite-bracket">[</span>24<span class="cite-bracket">]</span></a></sup> For these reasons, most countries impose limits on pharmaceutical mass marketing that are not placed on the marketing of other products. In some areas it is required that ads for drugs include a list of possible side effects, so that users are informed of both facets of a medicine. <a href="/wiki/Canada" title="Canada">Canada</a>'s limitations on pharmaceutical advertising ensure that commercials that mention the name of a product cannot in any way describe what it does. Commercials that mention a medical problem cannot also mention the name of the product for sale; at most, they can direct the viewer to a website or telephone number operated by the pharmaceutical company. </p><p>Reynold Spector has provided examples of how positive and negative hype can affect perceptions of pharmaceuticals using examples of certain cancer drugs, such as <a href="/wiki/Avastin" class="mw-redirect" title="Avastin">Avastin</a> and <a href="/wiki/Opdivo" class="mw-redirect" title="Opdivo">Opdivo</a>, in the former case and <a href="/wiki/Statin" title="Statin">statins</a> in the latter.<sup id="cite_ref-25" class="reference"><a href="#cite_note-25"><span class="cite-bracket">[</span>25<span class="cite-bracket">]</span></a></sup> </p> <div class="mw-heading mw-heading3"><h3 id="Drug_coupons">Drug coupons</h3><span class="mw-editsection"><span class="mw-editsection-bracket">[</span><a href="/w/index.php?title=Pharmaceutical_marketing&action=edit&section=11" title="Edit section: Drug coupons"><span>edit</span></a><span class="mw-editsection-bracket">]</span></span></div> <p>In the United States, pharmaceutical companies often provide <a href="/wiki/Drug_coupon" title="Drug coupon">drug coupons</a> to consumers to help offset the <a href="/wiki/Copayment" title="Copayment">copayments</a> charged by health insurers for prescription medication. These coupons are generally used to promote medications that compete with non-preferred products and cheaper, generic alternatives by reducing or eliminating the extra out-of-pocket costs that an insurers typically charge a patient for a non-preferred drug product.<sup id="cite_ref-26" class="reference"><a href="#cite_note-26"><span class="cite-bracket">[</span>26<span class="cite-bracket">]</span></a></sup> But sometimes coupons for brand-name drugs could potentially distort the market and leading to higher overall healthcare costs since they encourage the overuse of more expensive drugs over generic alternatives. Consumers often realize too late that the continued use of these drugs without coupons necessitates either switching to a cheaper generic or facing steep out-of-pocket expenses.<sup id="cite_ref-27" class="reference"><a href="#cite_note-27"><span class="cite-bracket">[</span>27<span class="cite-bracket">]</span></a></sup> </p> <div class="mw-heading mw-heading2"><h2 id="Economics">Economics</h2><span class="mw-editsection"><span class="mw-editsection-bracket">[</span><a href="/w/index.php?title=Pharmaceutical_marketing&action=edit&section=12" title="Edit section: Economics"><span>edit</span></a><span class="mw-editsection-bracket">]</span></span></div> <p>Pharmaceutical company spending on marketing exceeds that spent on research.<sup id="cite_ref-Brezis2008_28-0" class="reference"><a href="#cite_note-Brezis2008-28"><span class="cite-bracket">[</span>28<span class="cite-bracket">]</span></a></sup><sup id="cite_ref-Women08_2-8" class="reference"><a href="#cite_note-Women08-2"><span class="cite-bracket">[</span>2<span class="cite-bracket">]</span></a></sup> In 2004 in Canada $1.7 billion a year was spent marketing drugs to physicians and in the United States $21 billion were spent in 2002.<sup id="cite_ref-McGill04_29-0" class="reference"><a href="#cite_note-McGill04-29"><span class="cite-bracket">[</span>29<span class="cite-bracket">]</span></a></sup> In 2005 money spent on pharmaceutical marketing in the United States was estimated at $29.9 billion with one estimate as high as $57 billion.<sup id="cite_ref-Women08_2-9" class="reference"><a href="#cite_note-Women08-2"><span class="cite-bracket">[</span>2<span class="cite-bracket">]</span></a></sup> When the US number are broken down 56% was free samples, 25% was detailing of physicians, 12.5% was direct to users advertising, 4% on hospital detailing, and 2% on journal ads.<sup id="cite_ref-McGill04_29-1" class="reference"><a href="#cite_note-McGill04-29"><span class="cite-bracket">[</span>29<span class="cite-bracket">]</span></a></sup> In the United States approximately $20 billion could be saved if generics were used instead of equivalent brand name products.<sup id="cite_ref-Women08_2-10" class="reference"><a href="#cite_note-Women08-2"><span class="cite-bracket">[</span>2<span class="cite-bracket">]</span></a></sup> </p><p>Although pharmaceutical companies have made large investments in marketing their products, overall promotional spending has been decreasing over the last few years, and declined by 10 percent from 2009 to 2010. Pharmaceutical companies are cutting back mostly in detailing and sampling, while spending in mailings and print advertising grew since last year.<sup id="cite_ref-30" class="reference"><a href="#cite_note-30"><span class="cite-bracket">[</span>30<span class="cite-bracket">]</span></a></sup> </p> <div class="mw-heading mw-heading2"><h2 id="Regulation_and_fraud">Regulation and fraud</h2><span class="mw-editsection"><span class="mw-editsection-bracket">[</span><a href="/w/index.php?title=Pharmaceutical_marketing&action=edit&section=13" title="Edit section: Regulation and fraud"><span>edit</span></a><span class="mw-editsection-bracket">]</span></span></div> <div class="mw-heading mw-heading3"><h3 id="European_Union">European Union</h3><span class="mw-editsection"><span class="mw-editsection-bracket">[</span><a href="/w/index.php?title=Pharmaceutical_marketing&action=edit&section=14" title="Edit section: European Union"><span>edit</span></a><span class="mw-editsection-bracket">]</span></span></div> <style data-mw-deduplicate="TemplateStyles:r1251242444">.mw-parser-output .ambox{border:1px solid #a2a9b1;border-left:10px solid #36c;background-color:#fbfbfb;box-sizing:border-box}.mw-parser-output .ambox+link+.ambox,.mw-parser-output .ambox+link+style+.ambox,.mw-parser-output .ambox+link+link+.ambox,.mw-parser-output .ambox+.mw-empty-elt+link+.ambox,.mw-parser-output .ambox+.mw-empty-elt+link+style+.ambox,.mw-parser-output .ambox+.mw-empty-elt+link+link+.ambox{margin-top:-1px}html body.mediawiki .mw-parser-output .ambox.mbox-small-left{margin:4px 1em 4px 0;overflow:hidden;width:238px;border-collapse:collapse;font-size:88%;line-height:1.25em}.mw-parser-output .ambox-speedy{border-left:10px solid #b32424;background-color:#fee7e6}.mw-parser-output .ambox-delete{border-left:10px solid #b32424}.mw-parser-output .ambox-content{border-left:10px solid #f28500}.mw-parser-output .ambox-style{border-left:10px solid #fc3}.mw-parser-output .ambox-move{border-left:10px solid #9932cc}.mw-parser-output .ambox-protection{border-left:10px solid #a2a9b1}.mw-parser-output .ambox .mbox-text{border:none;padding:0.25em 0.5em;width:100%}.mw-parser-output .ambox .mbox-image{border:none;padding:2px 0 2px 0.5em;text-align:center}.mw-parser-output .ambox .mbox-imageright{border:none;padding:2px 0.5em 2px 0;text-align:center}.mw-parser-output .ambox .mbox-empty-cell{border:none;padding:0;width:1px}.mw-parser-output .ambox .mbox-image-div{width:52px}@media(min-width:720px){.mw-parser-output .ambox{margin:0 10%}}@media print{body.ns-0 .mw-parser-output .ambox{display:none!important}}</style><table class="box-Expand_section plainlinks metadata ambox mbox-small-left ambox-content" role="presentation"><tbody><tr><td class="mbox-image"><span typeof="mw:File"><a href="/wiki/File:Wiki_letter_w_cropped.svg" class="mw-file-description"><img alt="[icon]" src="//upload.wikimedia.org/wikipedia/commons/thumb/1/1c/Wiki_letter_w_cropped.svg/20px-Wiki_letter_w_cropped.svg.png" decoding="async" width="20" height="14" class="mw-file-element" srcset="//upload.wikimedia.org/wikipedia/commons/thumb/1/1c/Wiki_letter_w_cropped.svg/30px-Wiki_letter_w_cropped.svg.png 1.5x, //upload.wikimedia.org/wikipedia/commons/thumb/1/1c/Wiki_letter_w_cropped.svg/40px-Wiki_letter_w_cropped.svg.png 2x" data-file-width="44" data-file-height="31" /></a></span></td><td class="mbox-text"><div class="mbox-text-span">This section <b>needs expansion</b>. You can help by <a class="external text" href="https://en.wikipedia.org/w/index.php?title=Pharmaceutical_marketing&action=edit&section=">adding to it</a>. <span class="date-container"><i>(<span class="date">February 2016</span>)</i></span></div></td></tr></tbody></table> <p>In the European Union, marketing of pharmaceuticals is regulated by EU (formerly EEC) <a href="/w/index.php?title=Directive_92/28/EEC&action=edit&redlink=1" class="new" title="Directive 92/28/EEC (page does not exist)">Directive 92/28/EEC</a>.<sup id="cite_ref-31" class="reference"><a href="#cite_note-31"><span class="cite-bracket">[</span>31<span class="cite-bracket">]</span></a></sup> Among other things, it requires member states to prohibit off-label marketing, and direct-to-consumer marketing of prescription-only medications. </p> <div class="mw-heading mw-heading3"><h3 id="United_States">United States</h3><span class="mw-editsection"><span class="mw-editsection-bracket">[</span><a href="/w/index.php?title=Pharmaceutical_marketing&action=edit&section=15" title="Edit section: United States"><span>edit</span></a><span class="mw-editsection-bracket">]</span></span></div> <style data-mw-deduplicate="TemplateStyles:r1236090951">.mw-parser-output .hatnote{font-style:italic}.mw-parser-output div.hatnote{padding-left:1.6em;margin-bottom:0.5em}.mw-parser-output .hatnote i{font-style:normal}.mw-parser-output .hatnote+link+.hatnote{margin-top:-0.5em}@media print{body.ns-0 .mw-parser-output .hatnote{display:none!important}}</style><div role="note" class="hatnote navigation-not-searchable">See also: <a href="/wiki/List_of_largest_pharmaceutical_settlements" title="List of largest pharmaceutical settlements">List of largest pharmaceutical settlements</a> and <a href="/wiki/List_of_off-label_promotion_pharmaceutical_settlements" title="List of off-label promotion pharmaceutical settlements">List of off-label promotion pharmaceutical settlements</a></div> <p>In the United States, marketing and distribution of pharmaceuticals is regulated by the <a href="/wiki/Federal_Food,_Drug,_and_Cosmetic_Act" class="mw-redirect" title="Federal Food, Drug, and Cosmetic Act">Federal Food, Drug, and Cosmetic Act</a> and the <a href="/wiki/Prescription_Drug_Marketing_Act" title="Prescription Drug Marketing Act">Prescription Drug Marketing Act</a>, respectively. <a href="/wiki/Food_and_Drug_Administration" title="Food and Drug Administration">Food and Drug Administration</a> (FDA) regulations require all prescription drug promotion to be truthful and not misleading, based on "substantial evidence or substantial clinical experience", to provide a "fair balance" between the risks and benefits of the promoted drug, and to maintain consistency with labeling approved by the FDA. The FDA Office of Prescription Drug Promotion enforces these requirements. </p><p>In the 1990s, antipsychotics were "still seen as treatments for the most serious mental illnesses, like hallucinatory schizophrenia, and recast them for much broader uses". Drugs such as <a href="/wiki/Abilify" class="mw-redirect" title="Abilify">Abilify</a> and <a href="/wiki/Geodon" class="mw-redirect" title="Geodon">Geodon</a> were given to a broad range of patients, from preschoolers to octogenarians. In 2010, more than a half-million youths took antipsychotic drugs, and one-quarter of nursing-home residents have used them. Yet the government warns that the drugs may be fatal to some older patients and have unknown effects on children.<sup id="cite_ref-bied2010_32-0" class="reference"><a href="#cite_note-bied2010-32"><span class="cite-bracket">[</span>32<span class="cite-bracket">]</span></a></sup> </p><p>Every major company selling the drugs—<a href="/wiki/Bristol-Myers_Squibb" class="mw-redirect" title="Bristol-Myers Squibb">Bristol-Myers Squibb</a>, <a href="/wiki/Eli_Lilly" title="Eli Lilly">Eli Lilly</a>, <a href="/wiki/Pfizer" title="Pfizer">Pfizer</a>, <a href="/wiki/AstraZeneca" title="AstraZeneca">AstraZeneca</a>, and <a href="/wiki/Johnson_%26_Johnson" title="Johnson & Johnson">Johnson & Johnson</a>—has either settled recent government cases, under the False Claims Act, for hundreds of millions of dollars or is currently under investigation for possible health care fraud. Following charges of illegal marketing, two of the settlements in 2009 set records for the largest criminal fines ever imposed on corporations. One involved Eli Lilly's antipsychotic <a href="/wiki/Zyprexa" class="mw-redirect" title="Zyprexa">Zyprexa</a>, and the other involved <a href="/wiki/Bextra" class="mw-redirect" title="Bextra">Bextra</a>. In the Bextra case, the government also charged Pfizer with illegally marketing another antipsychotic, <a href="/wiki/Geodon" class="mw-redirect" title="Geodon">Geodon</a>; Pfizer settled that part of the claim for $301 million, without admitting any wrongdoing.<sup id="cite_ref-bied2010_32-1" class="reference"><a href="#cite_note-bied2010-32"><span class="cite-bracket">[</span>32<span class="cite-bracket">]</span></a></sup> </p><p>The following is a list of the four largest settlements reached with <a href="/wiki/Pharmaceutical_industry" title="Pharmaceutical industry">pharmaceutical companies</a> from 1991 to 2012, rank ordered by the size of the total settlement. Legal claims against the pharmaceutical industry have varied widely over the past two decades, including <a href="/wiki/Medicare_fraud" title="Medicare fraud">Medicare and Medicaid fraud</a>, <a href="/wiki/Off-label_use" title="Off-label use">off-label</a> promotion, and inadequate manufacturing practices.<sup id="cite_ref-33" class="reference"><a href="#cite_note-33"><span class="cite-bracket">[</span>33<span class="cite-bracket">]</span></a></sup><sup id="cite_ref-34" class="reference"><a href="#cite_note-34"><span class="cite-bracket">[</span>34<span class="cite-bracket">]</span></a></sup> </p> <table class="wikitable"> <tbody><tr> <th>Company</th> <th>Settlement</th> <th>Violation(s)</th> <th>Year</th> <th>Product(s)</th> <th>Laws allegedly violated (if applicable) </th></tr> <tr> <td><a href="/wiki/GlaxoSmithKline" class="mw-redirect" title="GlaxoSmithKline">GlaxoSmithKline</a><sup id="cite_ref-35" class="reference"><a href="#cite_note-35"><span class="cite-bracket">[</span>35<span class="cite-bracket">]</span></a></sup></td> <td>$3 billion</td> <td>Off-label promotion/failure to disclose safety data</td> <td>2012</td> <td><a href="/wiki/Rosiglitazone" title="Rosiglitazone">Avandia</a>/<a href="/wiki/Bupropion" title="Bupropion">Wellbutrin</a>/<a href="/wiki/Paroxetine" title="Paroxetine">Paxil</a></td> <td><a href="/wiki/False_Claims_Act" class="mw-redirect" title="False Claims Act">False Claims Act</a>/<a href="/wiki/Federal_Food,_Drug,_and_Cosmetic_Act" class="mw-redirect" title="Federal Food, Drug, and Cosmetic Act">FDCA</a> </td></tr> <tr> <td><a href="/wiki/Pfizer" title="Pfizer">Pfizer</a><sup id="cite_ref-36" class="reference"><a href="#cite_note-36"><span class="cite-bracket">[</span>36<span class="cite-bracket">]</span></a></sup></td> <td>$2.3 billion</td> <td>Off-label promotion/<a href="/wiki/Political_corruption#Kickbacks" title="Political corruption">kickbacks</a></td> <td>2009</td> <td><a href="/wiki/Valdecoxib" title="Valdecoxib">Bextra</a>/<a href="/wiki/Ziprasidone" title="Ziprasidone">Geodon</a>/<a href="/wiki/Linezolid" title="Linezolid">Zyvox</a>/<a href="/wiki/Pregabalin" title="Pregabalin">Lyrica</a></td> <td>False Claims Act/FDCA </td></tr> <tr> <td><a href="/wiki/Abbott_Laboratories" title="Abbott Laboratories">Abbott Laboratories</a><sup id="cite_ref-37" class="reference"><a href="#cite_note-37"><span class="cite-bracket">[</span>37<span class="cite-bracket">]</span></a></sup></td> <td>$1.5 billion</td> <td>Off-label promotion</td> <td>2012</td> <td><a href="/wiki/Valproic_acid" class="mw-redirect" title="Valproic acid">Depakote</a></td> <td>False Claims Act/FDCA </td></tr> <tr> <td><a href="/wiki/Eli_Lilly_and_Company" title="Eli Lilly and Company">Eli Lilly</a><sup id="cite_ref-38" class="reference"><a href="#cite_note-38"><span class="cite-bracket">[</span>38<span class="cite-bracket">]</span></a></sup></td> <td>$1.4 billion</td> <td>Off-label promotion</td> <td>2009</td> <td><a href="/wiki/Olanzapine" title="Olanzapine">Zyprexa</a></td> <td>False Claims Act/FDCA </td></tr></tbody></table> <div class="mw-heading mw-heading2"><h2 id="Evolution_of_marketing">Evolution of marketing</h2><span class="mw-editsection"><span class="mw-editsection-bracket">[</span><a href="/w/index.php?title=Pharmaceutical_marketing&action=edit&section=16" title="Edit section: Evolution of marketing"><span>edit</span></a><span class="mw-editsection-bracket">]</span></span></div> <p>The emergence of new media and technologies in recent years is quickly changing the pharmaceutical marketing landscape in the United States. Both physicians and users are increasing their reliance on the Internet as a source of health and medical information, prompting pharmaceutical marketers to look at digital channels for opportunities to reach their target audiences.<sup id="cite_ref-39" class="reference"><a href="#cite_note-39"><span class="cite-bracket">[</span>39<span class="cite-bracket">]</span></a></sup> </p><p>In 2008, 84% of U.S. physicians used the Internet and other technologies to access pharmaceutical, biotech or medical device information—a 20% increase from 2004.<sup class="noprint Inline-Template Template-Fact" style="white-space:nowrap;">[<i><a href="/wiki/Wikipedia:Citation_needed" title="Wikipedia:Citation needed"><span title="This claim needs references to reliable sources. (October 2020)">citation needed</span></a></i>]</sup> At the same time, sales reps are finding it more difficult to get time with doctors for in-person details. Pharmaceutical companies are exploring online marketing as an alternative way to reach physicians. Emerging e-promotional activities include live video detailing, online events, electronic sampling, and physician customer service portals such as PV Updates, MDLinx, Aptus Health (former Physicians Interactive), and <a href="/wiki/Epocrates" title="Epocrates">Epocrates</a>. </p><p>Direct-to-users marketers are also recognizing the need to shift to digital channels as audiences become more fragmented and the number of access points for news, entertainment and information multiplies. Standard television, radio and print direct-to-users (DTC) advertisements are less relevant than in the past, and companies are beginning to focus more on <a href="/wiki/Digital_marketing" title="Digital marketing">digital marketing</a> efforts like product websites, <a href="/wiki/Display_advertising" class="mw-redirect" title="Display advertising">online display advertising</a>, <a href="/wiki/Search_engine_marketing" title="Search engine marketing">search engine marketing</a>, <a href="/wiki/Social_media" title="Social media">social media</a> campaigns, place-based media and <a href="/wiki/Mobile_advertising" title="Mobile advertising">mobile advertising</a> to reach the over 145 million U.S. adults online for health information. </p><p>In 2010, the <a href="/wiki/Food_and_Drug_Administration" title="Food and Drug Administration">FDA</a>'s Division of Drug Marketing, Advertising and Communications issued a warning letter concerning two unbranded consumer targeted Web sites sponsored by <a href="/wiki/Novartis" title="Novartis">Novartis</a> Pharmaceuticals Corporation as the websites promoted a drug for an unapproved use, the websites failed to disclose the risks associated with the use of the drug and made unsubstantiated dosing claims.<sup id="cite_ref-40" class="reference"><a href="#cite_note-40"><span class="cite-bracket">[</span>40<span class="cite-bracket">]</span></a></sup> </p> <div class="mw-heading mw-heading2"><h2 id="See_also">See also</h2><span class="mw-editsection"><span class="mw-editsection-bracket">[</span><a href="/w/index.php?title=Pharmaceutical_marketing&action=edit&section=17" title="Edit section: See also"><span>edit</span></a><span class="mw-editsection-bracket">]</span></span></div> <style data-mw-deduplicate="TemplateStyles:r1184024115">.mw-parser-output .div-col{margin-top:0.3em;column-width:30em}.mw-parser-output .div-col-small{font-size:90%}.mw-parser-output .div-col-rules{column-rule:1px solid #aaa}.mw-parser-output .div-col dl,.mw-parser-output .div-col ol,.mw-parser-output .div-col ul{margin-top:0}.mw-parser-output .div-col li,.mw-parser-output .div-col dd{page-break-inside:avoid;break-inside:avoid-column}</style><div class="div-col" style="column-width: 27em;"> <ul><li><a href="/wiki/Big_Pharma_conspiracy_theory" class="mw-redirect" title="Big Pharma conspiracy theory">Big Pharma conspiracy theory</a></li> <li><i><a href="/wiki/Big_Pharma_(book)" title="Big Pharma (book)">Big Pharma: How the World's Biggest Drug Companies Control Illness</a></i> (2006) by Jacky Law</li> <li><i><a href="/wiki/Side_Effects_(Bass_book)" title="Side Effects (Bass book)">Side Effects</a></i> (2008) by <a href="/wiki/Alison_Bass" title="Alison Bass">Alison Bass</a></li> <li><i><a href="/wiki/Bad_Pharma" title="Bad Pharma">Bad Pharma</a></i> (2012) by <a href="/wiki/Ben_Goldacre" title="Ben Goldacre">Ben Goldacre</a></li> <li><a href="/wiki/Disease_mongering" title="Disease mongering">Disease mongering</a></li> <li><a href="/wiki/Ethics_in_pharmaceutical_sales" title="Ethics in pharmaceutical sales">Ethics in pharmaceutical sales</a></li> <li><a href="/wiki/Inverse_benefit_law" title="Inverse benefit law">Inverse benefit law</a></li> <li><a href="/wiki/National_pharmaceuticals_policy" class="mw-redirect" title="National pharmaceuticals policy">National pharmaceuticals policy</a></li> <li><a href="/wiki/Pharmaceutical_lobby" title="Pharmaceutical lobby">Pharmaceutical lobby</a></li> <li><a href="/wiki/Prescription_Drug_Marketing_Act" title="Prescription Drug Marketing Act">Prescription Drug Marketing Act</a></li> <li><a href="/wiki/Prescription_drug_prices_in_the_United_States" title="Prescription drug prices in the United States">Prescription drug prices in the United States</a></li></ul> </div> <div class="mw-heading mw-heading2"><h2 id="References">References</h2><span class="mw-editsection"><span class="mw-editsection-bracket">[</span><a href="/w/index.php?title=Pharmaceutical_marketing&action=edit&section=18" title="Edit section: References"><span>edit</span></a><span class="mw-editsection-bracket">]</span></span></div> <style data-mw-deduplicate="TemplateStyles:r1239543626">.mw-parser-output .reflist{margin-bottom:0.5em;list-style-type:decimal}@media screen{.mw-parser-output .reflist{font-size:90%}}.mw-parser-output .reflist .references{font-size:100%;margin-bottom:0;list-style-type:inherit}.mw-parser-output .reflist-columns-2{column-width:30em}.mw-parser-output .reflist-columns-3{column-width:25em}.mw-parser-output .reflist-columns{margin-top:0.3em}.mw-parser-output .reflist-columns ol{margin-top:0}.mw-parser-output .reflist-columns li{page-break-inside:avoid;break-inside:avoid-column}.mw-parser-output .reflist-upper-alpha{list-style-type:upper-alpha}.mw-parser-output .reflist-upper-roman{list-style-type:upper-roman}.mw-parser-output .reflist-lower-alpha{list-style-type:lower-alpha}.mw-parser-output .reflist-lower-greek{list-style-type:lower-greek}.mw-parser-output .reflist-lower-roman{list-style-type:lower-roman}</style><div class="reflist reflist-columns references-column-width" style="column-width: 30em;"> <ol class="references"> <li id="cite_note-Following_the_script:_how_drug_reps-1"><span class="mw-cite-backlink">^ <a href="#cite_ref-Following_the_script:_how_drug_reps_1-0"><sup><i><b>a</b></i></sup></a> <a href="#cite_ref-Following_the_script:_how_drug_reps_1-1"><sup><i><b>b</b></i></sup></a></span> <span class="reference-text"><style data-mw-deduplicate="TemplateStyles:r1238218222">.mw-parser-output cite.citation{font-style:inherit;word-wrap:break-word}.mw-parser-output .citation q{quotes:"\"""\"""'""'"}.mw-parser-output .citation:target{background-color:rgba(0,127,255,0.133)}.mw-parser-output .id-lock-free.id-lock-free a{background:url("//upload.wikimedia.org/wikipedia/commons/6/65/Lock-green.svg")right 0.1em center/9px no-repeat}.mw-parser-output .id-lock-limited.id-lock-limited a,.mw-parser-output .id-lock-registration.id-lock-registration a{background:url("//upload.wikimedia.org/wikipedia/commons/d/d6/Lock-gray-alt-2.svg")right 0.1em center/9px no-repeat}.mw-parser-output .id-lock-subscription.id-lock-subscription a{background:url("//upload.wikimedia.org/wikipedia/commons/a/aa/Lock-red-alt-2.svg")right 0.1em center/9px no-repeat}.mw-parser-output .cs1-ws-icon a{background:url("//upload.wikimedia.org/wikipedia/commons/4/4c/Wikisource-logo.svg")right 0.1em center/12px no-repeat}body:not(.skin-timeless):not(.skin-minerva) .mw-parser-output .id-lock-free a,body:not(.skin-timeless):not(.skin-minerva) .mw-parser-output .id-lock-limited a,body:not(.skin-timeless):not(.skin-minerva) .mw-parser-output .id-lock-registration a,body:not(.skin-timeless):not(.skin-minerva) .mw-parser-output .id-lock-subscription a,body:not(.skin-timeless):not(.skin-minerva) .mw-parser-output .cs1-ws-icon a{background-size:contain;padding:0 1em 0 0}.mw-parser-output .cs1-code{color:inherit;background:inherit;border:none;padding:inherit}.mw-parser-output .cs1-hidden-error{display:none;color:var(--color-error,#d33)}.mw-parser-output .cs1-visible-error{color:var(--color-error,#d33)}.mw-parser-output .cs1-maint{display:none;color:#085;margin-left:0.3em}.mw-parser-output .cs1-kern-left{padding-left:0.2em}.mw-parser-output .cs1-kern-right{padding-right:0.2em}.mw-parser-output .citation .mw-selflink{font-weight:inherit}@media screen{.mw-parser-output .cs1-format{font-size:95%}html.skin-theme-clientpref-night .mw-parser-output .cs1-maint{color:#18911f}}@media screen and (prefers-color-scheme:dark){html.skin-theme-clientpref-os .mw-parser-output .cs1-maint{color:#18911f}}</style><cite id="CITEREFFugh-BermanAhari2007" class="citation journal cs1">Fugh-Berman A, Ahari S (April 2007). <a rel="nofollow" class="external text" href="https://www.ncbi.nlm.nih.gov/pmc/articles/PMC1876413">"Following the script: how drug reps make friends and influence doctors"</a>. <i>PLOS Medicine</i>. <b>4</b> (4): e150. <a href="/wiki/Doi_(identifier)" class="mw-redirect" title="Doi (identifier)">doi</a>:<span class="id-lock-free" title="Freely accessible"><a rel="nofollow" class="external text" href="https://doi.org/10.1371%2Fjournal.pmed.0040150">10.1371/journal.pmed.0040150</a></span>. <a href="/wiki/PMC_(identifier)" class="mw-redirect" title="PMC (identifier)">PMC</a> <span class="id-lock-free" title="Freely accessible"><a rel="nofollow" class="external text" href="https://www.ncbi.nlm.nih.gov/pmc/articles/PMC1876413">1876413</a></span>. <a href="/wiki/PMID_(identifier)" class="mw-redirect" title="PMID (identifier)">PMID</a> <a rel="nofollow" class="external text" href="https://pubmed.ncbi.nlm.nih.gov/17455991">17455991</a>.</cite><span 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Advertising"</a>. <i>Ethoseo Digital</i>.</cite><span title="ctx_ver=Z39.88-2004&rft_val_fmt=info%3Aofi%2Ffmt%3Akev%3Amtx%3Ajournal&rft.genre=unknown&rft.jtitle=Ethoseo+Digital&rft.atitle=Why+Digital+Is+The+Future+For+Pharma+Advertising&rft.date=2019-10-15&rft.aulast=Silk&rft.aufirst=B&rft_id=https%3A%2F%2Fethoseo.com%2Fblog%2Fpharmaceutical-advertising-spending&rfr_id=info%3Asid%2Fen.wikipedia.org%3APharmaceutical+marketing" class="Z3988"></span></span> </li> <li id="cite_note-40"><span class="mw-cite-backlink"><b><a href="#cite_ref-40">^</a></b></span> <span class="reference-text"><link rel="mw-deduplicated-inline-style" href="mw-data:TemplateStyles:r1238218222"><cite id="CITEREFDunne2010" class="citation cs2">Dunne D (4 October 2010), <a rel="nofollow" class="external text" href="https://www.natlawreview.com/article/unbranded-web-sites-fda-finds-violative-promotional-practices"><i>Unbranded Web Sites: FDA Finds Violative Promotional Practices</i></a>, Stradley Ronon<span class="reference-accessdate">, retrieved <span class="nowrap">22 May</span> 2017</span></cite><span title="ctx_ver=Z39.88-2004&rft_val_fmt=info%3Aofi%2Ffmt%3Akev%3Amtx%3Abook&rft.genre=book&rft.btitle=Unbranded+Web+Sites%3A+FDA+Finds+Violative+Promotional+Practices&rft.pub=Stradley+Ronon&rft.date=2010-10-04&rft.aulast=Dunne&rft.aufirst=D&rft_id=https%3A%2F%2Fwww.natlawreview.com%2Farticle%2Funbranded-web-sites-fda-finds-violative-promotional-practices&rfr_id=info%3Asid%2Fen.wikipedia.org%3APharmaceutical+marketing" class="Z3988"></span></span> </li> </ol></div> <div class="mw-heading mw-heading2"><h2 id="Further_reading">Further reading</h2><span class="mw-editsection"><span class="mw-editsection-bracket">[</span><a href="/w/index.php?title=Pharmaceutical_marketing&action=edit&section=19" title="Edit section: Further reading"><span>edit</span></a><span class="mw-editsection-bracket">]</span></span></div> <style data-mw-deduplicate="TemplateStyles:r1239549316">.mw-parser-output .refbegin{margin-bottom:0.5em}.mw-parser-output .refbegin-hanging-indents>ul{margin-left:0}.mw-parser-output .refbegin-hanging-indents>ul>li{margin-left:0;padding-left:3.2em;text-indent:-3.2em}.mw-parser-output .refbegin-hanging-indents ul,.mw-parser-output .refbegin-hanging-indents ul li{list-style:none}@media(max-width:720px){.mw-parser-output .refbegin-hanging-indents>ul>li{padding-left:1.6em;text-indent:-1.6em}}.mw-parser-output .refbegin-columns{margin-top:0.3em}.mw-parser-output .refbegin-columns ul{margin-top:0}.mw-parser-output .refbegin-columns li{page-break-inside:avoid;break-inside:avoid-column}@media screen{.mw-parser-output .refbegin{font-size:90%}}</style><div class="refbegin refbegin-columns references-column-width" style="column-width: 30em"> <ul><li><link rel="mw-deduplicated-inline-style" href="mw-data:TemplateStyles:r1238218222"><cite id="CITEREFAlexanderZhangBasu2008" class="citation journal cs1">Alexander GC, Zhang J, Basu A (April 2008). "Characteristics of patients receiving pharmaceutical samples and association between sample receipt and out-of-pocket prescription costs". <i>Medical Care</i>. <b>46</b> (4): 394–402. <a href="/wiki/Doi_(identifier)" class="mw-redirect" title="Doi (identifier)">doi</a>:<a rel="nofollow" class="external text" href="https://doi.org/10.1097%2FMLR.0b013e3181618ee0">10.1097/MLR.0b013e3181618ee0</a>. <a href="/wiki/PMID_(identifier)" class="mw-redirect" title="PMID (identifier)">PMID</a> <a rel="nofollow" class="external text" href="https://pubmed.ncbi.nlm.nih.gov/18362819">18362819</a>. <a href="/wiki/S2CID_(identifier)" class="mw-redirect" title="S2CID (identifier)">S2CID</a> <a rel="nofollow" class="external text" href="https://api.semanticscholar.org/CorpusID:10207092">10207092</a>.</cite><span title="ctx_ver=Z39.88-2004&rft_val_fmt=info%3Aofi%2Ffmt%3Akev%3Amtx%3Ajournal&rft.genre=article&rft.jtitle=Medical+Care&rft.atitle=Characteristics+of+patients+receiving+pharmaceutical+samples+and+association+between+sample+receipt+and+out-of-pocket+prescription+costs&rft.volume=46&rft.issue=4&rft.pages=394-402&rft.date=2008-04&rft_id=https%3A%2F%2Fapi.semanticscholar.org%2FCorpusID%3A10207092%23id-name%3DS2CID&rft_id=info%3Apmid%2F18362819&rft_id=info%3Adoi%2F10.1097%2FMLR.0b013e3181618ee0&rft.aulast=Alexander&rft.aufirst=GC&rft.au=Zhang%2C+J&rft.au=Basu%2C+A&rfr_id=info%3Asid%2Fen.wikipedia.org%3APharmaceutical+marketing" class="Z3988"></span></li> <li><link rel="mw-deduplicated-inline-style" href="mw-data:TemplateStyles:r1238218222"><cite id="CITEREFAlexander2002" class="citation book cs1">Alexander L (2002). <i>PharmRepSelect : pharmaceutical sales representative selection : your complete guide to getting a pharmaceutical sales job</i> (2nd ed.). [Alpharetta, GA]: PRS Pub. <a href="/wiki/ISBN_(identifier)" class="mw-redirect" title="ISBN (identifier)">ISBN</a> <a href="/wiki/Special:BookSources/0-9724675-1-3" title="Special:BookSources/0-9724675-1-3"><bdi>0-9724675-1-3</bdi></a>.</cite><span title="ctx_ver=Z39.88-2004&rft_val_fmt=info%3Aofi%2Ffmt%3Akev%3Amtx%3Abook&rft.genre=book&rft.btitle=PharmRepSelect+%3A+pharmaceutical+sales+representative+selection+%3A+your+complete+guide+to+getting+a+pharmaceutical+sales+job&rft.place=%5BAlpharetta%2C+GA%5D&rft.edition=2nd&rft.pub=PRS+Pub&rft.date=2002&rft.isbn=0-9724675-1-3&rft.aulast=Alexander&rft.aufirst=L&rfr_id=info%3Asid%2Fen.wikipedia.org%3APharmaceutical+marketing" class="Z3988"></span></li> <li><link rel="mw-deduplicated-inline-style" href="mw-data:TemplateStyles:r1238218222"><cite id="CITEREFChoudary1997" class="citation book cs1">Choudary P (1997). <i>The Rx factor : strategic creativity in pharmaceutical marketing</i>. New Delhi: Response Books. <a href="/wiki/ISBN_(identifier)" class="mw-redirect" title="ISBN (identifier)">ISBN</a> <a href="/wiki/Special:BookSources/0-8039-9378-1" title="Special:BookSources/0-8039-9378-1"><bdi>0-8039-9378-1</bdi></a>.</cite><span title="ctx_ver=Z39.88-2004&rft_val_fmt=info%3Aofi%2Ffmt%3Akev%3Amtx%3Abook&rft.genre=book&rft.btitle=The+Rx+factor+%3A+strategic+creativity+in+pharmaceutical+marketing&rft.place=New+Delhi&rft.pub=Response+Books&rft.date=1997&rft.isbn=0-8039-9378-1&rft.aulast=Choudary&rft.aufirst=P&rfr_id=info%3Asid%2Fen.wikipedia.org%3APharmaceutical+marketing" class="Z3988"></span></li> <li><link rel="mw-deduplicated-inline-style" href="mw-data:TemplateStyles:r1238218222"><cite id="CITEREFConroy2009" class="citation book cs1">Conroy MS (2009). <i>The cosmetics baron you've never heard of: E. Virgil Neal and Tokalon</i>. Englewood, CO: Altus History LLC. <a href="/wiki/ISBN_(identifier)" class="mw-redirect" title="ISBN (identifier)">ISBN</a> <a href="/wiki/Special:BookSources/978-0-615-27278-8" title="Special:BookSources/978-0-615-27278-8"><bdi>978-0-615-27278-8</bdi></a>.</cite><span title="ctx_ver=Z39.88-2004&rft_val_fmt=info%3Aofi%2Ffmt%3Akev%3Amtx%3Abook&rft.genre=book&rft.btitle=The+cosmetics+baron+you%27ve+never+heard+of%3A+E.+Virgil+Neal+and+Tokalon&rft.place=Englewood%2C+CO&rft.pub=Altus+History+LLC&rft.date=2009&rft.isbn=978-0-615-27278-8&rft.aulast=Conroy&rft.aufirst=MS&rfr_id=info%3Asid%2Fen.wikipedia.org%3APharmaceutical+marketing" class="Z3988"></span></li> <li><link rel="mw-deduplicated-inline-style" href="mw-data:TemplateStyles:r1238218222"><cite id="CITEREFConroy2006" class="citation book cs1">Conroy MS (2006). <i>The Soviet Pharmaceutical Business During the First Two Decades (1917–1937)</i>. New York: Peter Lang. <a href="/wiki/ISBN_(identifier)" class="mw-redirect" title="ISBN (identifier)">ISBN</a> <a href="/wiki/Special:BookSources/0-8204-7899-7" title="Special:BookSources/0-8204-7899-7"><bdi>0-8204-7899-7</bdi></a>.</cite><span title="ctx_ver=Z39.88-2004&rft_val_fmt=info%3Aofi%2Ffmt%3Akev%3Amtx%3Abook&rft.genre=book&rft.btitle=The+Soviet+Pharmaceutical+Business+During+the+First+Two+Decades+%281917%E2%80%931937%29&rft.place=New+York&rft.pub=Peter+Lang&rft.date=2006&rft.isbn=0-8204-7899-7&rft.aulast=Conroy&rft.aufirst=MS&rfr_id=info%3Asid%2Fen.wikipedia.org%3APharmaceutical+marketing" class="Z3988"></span></li> <li><link rel="mw-deduplicated-inline-style" href="mw-data:TemplateStyles:r1238218222"><cite id="CITEREFCurrier2001" class="citation book cs1">Currier D (2001). <i>Be brief, be bright, be gone: career essentials for pharmaceutical representatives</i>. San Jose [Calif.]: Writers Club Press. <a href="/wiki/ISBN_(identifier)" class="mw-redirect" title="ISBN (identifier)">ISBN</a> <a href="/wiki/Special:BookSources/0-595-17418-3" title="Special:BookSources/0-595-17418-3"><bdi>0-595-17418-3</bdi></a>.</cite><span title="ctx_ver=Z39.88-2004&rft_val_fmt=info%3Aofi%2Ffmt%3Akev%3Amtx%3Abook&rft.genre=book&rft.btitle=Be+brief%2C+be+bright%2C+be+gone%3A+career+essentials+for+pharmaceutical+representatives&rft.place=San+Jose+%5BCalif.%5D&rft.pub=Writers+Club+Press&rft.date=2001&rft.isbn=0-595-17418-3&rft.aulast=Currier&rft.aufirst=D&rfr_id=info%3Asid%2Fen.wikipedia.org%3APharmaceutical+marketing" class="Z3988"></span></li> <li><link rel="mw-deduplicated-inline-style" href="mw-data:TemplateStyles:r1238218222"><cite id="CITEREFGoozner2004" class="citation book cs1">Goozner M (2004). <i>The $800 million pill : the truth behind the cost of new drugs</i>. Berkeley: University of California Press. <a href="/wiki/ISBN_(identifier)" class="mw-redirect" title="ISBN (identifier)">ISBN</a> <a href="/wiki/Special:BookSources/0-520-23945-8" title="Special:BookSources/0-520-23945-8"><bdi>0-520-23945-8</bdi></a>.</cite><span title="ctx_ver=Z39.88-2004&rft_val_fmt=info%3Aofi%2Ffmt%3Akev%3Amtx%3Abook&rft.genre=book&rft.btitle=The+%24800+million+pill+%3A+the+truth+behind+the+cost+of+new+drugs&rft.place=Berkeley&rft.pub=University+of+California+Press&rft.date=2004&rft.isbn=0-520-23945-8&rft.aulast=Goozner&rft.aufirst=M&rfr_id=info%3Asid%2Fen.wikipedia.org%3APharmaceutical+marketing" class="Z3988"></span></li> <li><link rel="mw-deduplicated-inline-style" href="mw-data:TemplateStyles:r1238218222"><cite id="CITEREFKolassaPerkinsSiecker2002" class="citation book cs1">Kolassa EM, Perkins JG, Siecker BR (2002). <i>Pharmaceutical Marketing: Principles, Environment, and Practice</i>. New York: Pharmaceutical Products Press. <a href="/wiki/ISBN_(identifier)" class="mw-redirect" title="ISBN (identifier)">ISBN</a> <a href="/wiki/Special:BookSources/0-7890-1582-X" title="Special:BookSources/0-7890-1582-X"><bdi>0-7890-1582-X</bdi></a>.</cite><span title="ctx_ver=Z39.88-2004&rft_val_fmt=info%3Aofi%2Ffmt%3Akev%3Amtx%3Abook&rft.genre=book&rft.btitle=Pharmaceutical+Marketing%3A+Principles%2C+Environment%2C+and+Practice&rft.place=New+York&rft.pub=Pharmaceutical+Products+Press&rft.date=2002&rft.isbn=0-7890-1582-X&rft.aulast=Kolassa&rft.aufirst=EM&rft.au=Perkins%2C+JG&rft.au=Siecker%2C+BR&rfr_id=info%3Asid%2Fen.wikipedia.org%3APharmaceutical+marketing" class="Z3988"></span></li> <li><link rel="mw-deduplicated-inline-style" href="mw-data:TemplateStyles:r1238218222"><cite id="CITEREFMagnani1998" class="citation book cs1">Magnani JL (1998). <i>How to conduct doctor dinner meetings</i>. Dowingtown, PA: Black Dog Pub. Co. <a href="/wiki/ISBN_(identifier)" class="mw-redirect" title="ISBN (identifier)">ISBN</a> <a href="/wiki/Special:BookSources/0-9656231-1-4" title="Special:BookSources/0-9656231-1-4"><bdi>0-9656231-1-4</bdi></a>.</cite><span title="ctx_ver=Z39.88-2004&rft_val_fmt=info%3Aofi%2Ffmt%3Akev%3Amtx%3Abook&rft.genre=book&rft.btitle=How+to+conduct+doctor+dinner+meetings&rft.place=Dowingtown%2C+PA&rft.pub=Black+Dog+Pub.+Co&rft.date=1998&rft.isbn=0-9656231-1-4&rft.aulast=Magnani&rft.aufirst=JL&rfr_id=info%3Asid%2Fen.wikipedia.org%3APharmaceutical+marketing" class="Z3988"></span></li> <li><link rel="mw-deduplicated-inline-style" href="mw-data:TemplateStyles:r1238218222"><cite id="CITEREFMoynihanCassels2005" class="citation book cs1">Moynihan R, Cassels A (2005). <i>Selling sickness : how the world's biggest pharmaceutical companies are turning us into patients</i>. Vancouver: Greystone Books. <a href="/wiki/ISBN_(identifier)" class="mw-redirect" title="ISBN (identifier)">ISBN</a> <a href="/wiki/Special:BookSources/978-1-55365-131-4" title="Special:BookSources/978-1-55365-131-4"><bdi>978-1-55365-131-4</bdi></a>.</cite><span title="ctx_ver=Z39.88-2004&rft_val_fmt=info%3Aofi%2Ffmt%3Akev%3Amtx%3Abook&rft.genre=book&rft.btitle=Selling+sickness+%3A+how+the+world%27s+biggest+pharmaceutical+companies+are+turning+us+into+patients&rft.place=Vancouver&rft.pub=Greystone+Books&rft.date=2005&rft.isbn=978-1-55365-131-4&rft.aulast=Moynihan&rft.aufirst=R&rft.au=Cassels%2C+A&rfr_id=info%3Asid%2Fen.wikipedia.org%3APharmaceutical+marketing" class="Z3988"></span></li> <li><link rel="mw-deduplicated-inline-style" href="mw-data:TemplateStyles:r1238218222"><cite id="CITEREFPayer1992" class="citation book cs1">Payer L (1992). <i>Disease-mongers : how doctors, drug companies, and insurers are making you feel sick</i>. New York: John Wiley. <a href="/wiki/ISBN_(identifier)" class="mw-redirect" title="ISBN (identifier)">ISBN</a> <a href="/wiki/Special:BookSources/978-0-471-00737-1" title="Special:BookSources/978-0-471-00737-1"><bdi>978-0-471-00737-1</bdi></a>.</cite><span title="ctx_ver=Z39.88-2004&rft_val_fmt=info%3Aofi%2Ffmt%3Akev%3Amtx%3Abook&rft.genre=book&rft.btitle=Disease-mongers+%3A+how+doctors%2C+drug+companies%2C+and+insurers+are+making+you+feel+sick&rft.place=New+York&rft.pub=John+Wiley&rft.date=1992&rft.isbn=978-0-471-00737-1&rft.aulast=Payer&rft.aufirst=L&rfr_id=info%3Asid%2Fen.wikipedia.org%3APharmaceutical+marketing" class="Z3988"></span></li> <li><link rel="mw-deduplicated-inline-style" href="mw-data:TemplateStyles:r1238218222"><cite id="CITEREFPeters2004" class="citation book cs1">Peters SM (2004). <i>Selling To Specialist Physicians</i>. Downingtown, Penn.: Black Dog. <a href="/wiki/ISBN_(identifier)" class="mw-redirect" title="ISBN (identifier)">ISBN</a> <a href="/wiki/Special:BookSources/0-9656231-5-7" title="Special:BookSources/0-9656231-5-7"><bdi>0-9656231-5-7</bdi></a>.</cite><span title="ctx_ver=Z39.88-2004&rft_val_fmt=info%3Aofi%2Ffmt%3Akev%3Amtx%3Abook&rft.genre=book&rft.btitle=Selling+To+Specialist+Physicians&rft.place=Downingtown%2C+Penn.&rft.pub=Black+Dog&rft.date=2004&rft.isbn=0-9656231-5-7&rft.aulast=Peters&rft.aufirst=SM&rfr_id=info%3Asid%2Fen.wikipedia.org%3APharmaceutical+marketing" class="Z3988"></span></li> <li><link rel="mw-deduplicated-inline-style" href="mw-data:TemplateStyles:r1238218222"><cite id="CITEREFPeters2000" class="citation book cs1">Peters VF (2000). <i>360 Degree Selling: How To Sell Biotechnology Products</i>. Dowiningtown, Pa.: Black Dog Pub. <a href="/wiki/ISBN_(identifier)" class="mw-redirect" title="ISBN (identifier)">ISBN</a> <a href="/wiki/Special:BookSources/0-9656231-3-0" title="Special:BookSources/0-9656231-3-0"><bdi>0-9656231-3-0</bdi></a>.</cite><span title="ctx_ver=Z39.88-2004&rft_val_fmt=info%3Aofi%2Ffmt%3Akev%3Amtx%3Abook&rft.genre=book&rft.btitle=360+Degree+Selling%3A+How+To+Sell+Biotechnology+Products&rft.place=Dowiningtown%2C+Pa.&rft.pub=Black+Dog+Pub&rft.date=2000&rft.isbn=0-9656231-3-0&rft.aulast=Peters&rft.aufirst=VF&rfr_id=info%3Asid%2Fen.wikipedia.org%3APharmaceutical+marketing" class="Z3988"></span></li> <li><link rel="mw-deduplicated-inline-style" href="mw-data:TemplateStyles:r1238218222"><cite id="CITEREFWilliams2004" class="citation book cs1">Williams J (2004). <i>Insider's guide to the world of pharmaceutical sales</i> (7th ed.). Arlington, TX: Principle Publications. <a href="/wiki/ISBN_(identifier)" class="mw-redirect" title="ISBN (identifier)">ISBN</a> <a href="/wiki/Special:BookSources/0-9704153-6-2" title="Special:BookSources/0-9704153-6-2"><bdi>0-9704153-6-2</bdi></a>.</cite><span title="ctx_ver=Z39.88-2004&rft_val_fmt=info%3Aofi%2Ffmt%3Akev%3Amtx%3Abook&rft.genre=book&rft.btitle=Insider%27s+guide+to+the+world+of+pharmaceutical+sales&rft.place=Arlington%2C+TX&rft.edition=7th&rft.pub=Principle+Publications&rft.date=2004&rft.isbn=0-9704153-6-2&rft.aulast=Williams&rft.aufirst=J&rfr_id=info%3Asid%2Fen.wikipedia.org%3APharmaceutical+marketing" class="Z3988"></span></li> <li><link rel="mw-deduplicated-inline-style" href="mw-data:TemplateStyles:r1238218222"><cite class="citation book cs1"><i>Drugs, doctors and dinners : how drug companies influence health in the developing world</i>. London: Consumers International. 2007. <a href="/wiki/ISBN_(identifier)" class="mw-redirect" title="ISBN (identifier)">ISBN</a> <a href="/wiki/Special:BookSources/978-1-902391-59-5" title="Special:BookSources/978-1-902391-59-5"><bdi>978-1-902391-59-5</bdi></a>.</cite><span title="ctx_ver=Z39.88-2004&rft_val_fmt=info%3Aofi%2Ffmt%3Akev%3Amtx%3Abook&rft.genre=book&rft.btitle=Drugs%2C+doctors+and+dinners+%3A+how+drug+companies+influence+health+in+the+developing+world.&rft.place=London&rft.pub=Consumers+International&rft.date=2007&rft.isbn=978-1-902391-59-5&rfr_id=info%3Asid%2Fen.wikipedia.org%3APharmaceutical+marketing" class="Z3988"></span></li></ul> </div>    </div><noscript><img src="https://login.wikimedia.org/wiki/Special:CentralAutoLogin/start?type=1x1" alt="" width="1" height="1" style="border: none; position: absolute;"></noscript> <div class="printfooter" data-nosnippet="">Retrieved from "<a dir="ltr" href="https://en.wikipedia.org/w/index.php?title=Pharmaceutical_marketing&oldid=1250813822">https://en.wikipedia.org/w/index.php?title=Pharmaceutical_marketing&oldid=1250813822</a>"</div></div> <div id="catlinks" class="catlinks" data-mw="interface"><div id="mw-normal-catlinks" class="mw-normal-catlinks"><a href="/wiki/Help:Category" title="Help:Category">Categories</a>: <ul><li><a href="/wiki/Category:Drug_marketing_and_sales" title="Category:Drug marketing and sales">Drug marketing and sales</a></li><li><a href="/wiki/Category:Pharmaceuticals_policy" title="Category:Pharmaceuticals policy">Pharmaceuticals policy</a></li><li><a href="/wiki/Category:Pharmacy" title="Category:Pharmacy">Pharmacy</a></li><li><a href="/wiki/Category:Drug_advertising" title="Category:Drug advertising">Drug advertising</a></li></ul></div><div id="mw-hidden-catlinks" class="mw-hidden-catlinks mw-hidden-cats-hidden">Hidden categories: <ul><li><a href="/wiki/Category:Articles_with_short_description" title="Category:Articles with short description">Articles with short description</a></li><li><a href="/wiki/Category:Short_description_matches_Wikidata" title="Category:Short description matches Wikidata">Short description matches Wikidata</a></li><li><a href="/wiki/Category:Use_dmy_dates_from_December_2015" title="Category:Use dmy dates from December 2015">Use dmy dates from December 2015</a></li><li><a href="/wiki/Category:All_articles_with_unsourced_statements" title="Category:All articles with unsourced statements">All articles with unsourced statements</a></li><li><a href="/wiki/Category:Articles_with_unsourced_statements_from_November_2007" title="Category:Articles with unsourced statements from November 2007">Articles with unsourced statements from November 2007</a></li><li><a href="/wiki/Category:Articles_to_be_expanded_from_February_2016" title="Category:Articles to be expanded from February 2016">Articles to be expanded from February 2016</a></li><li><a href="/wiki/Category:All_articles_to_be_expanded" title="Category:All articles to be expanded">All articles to be expanded</a></li><li><a href="/wiki/Category:Articles_with_unsourced_statements_from_October_2020" title="Category:Articles with unsourced statements from October 2020">Articles with unsourced statements from October 2020</a></li></ul></div></div> </div> </main> </div> <div class="mw-footer-container"> <footer id="footer" class="mw-footer" > <ul id="footer-info"> <li id="footer-info-lastmod"> This page was last edited on 12 October 2024, at 17:28<span class="anonymous-show"> (UTC)</span>.</li> <li id="footer-info-copyright">Text is available under the <a href="/wiki/Wikipedia:Text_of_the_Creative_Commons_Attribution-ShareAlike_4.0_International_License" title="Wikipedia:Text of the Creative Commons Attribution-ShareAlike 4.0 International License">Creative Commons Attribution-ShareAlike 4.0 License</a>; additional terms may apply. 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