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64-420: Alza Corporation was an American pharmaceutical and medical systems company. Founded in 1968 by Dr. Alejandro Zaffaroni ; the company's name is a portmanteau of his name. Alza was a major pioneer in the field of drug delivery systems, bringing over 20 prescription pharmaceutical products to market, and employing about 10,000 people during 20 years. In 2001, Alza was acquired by Johnson & Johnson via

128-482: 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. 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 Abilify and Geodon were given to

192-482: 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. Every major company selling the drugs— Bristol-Myers Squibb , Eli Lilly , Pfizer , AstraZeneca , and Johnson & Johnson —has either settled recent government cases, under

256-412: A burden on the time of physicians. "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." Marketers must decide on the appropriate size of a sales force needed to sell a particular portfolio of drugs to

320-435: A critical role, often then selling the rights to larger companies that have the resources to run the clinical trials. Drug discovery is different from Drug Development. Drug Discovery is often considered the process of identifying new medicine. At the same time, Drug development is delivering a new drug molecule into clinical practice. In its broad definition, this encompasses all steps from the basic research process of finding

384-506: 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." 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

448-477: A filled prescription at a pharmacy . Hours spent by physicians in industry-supported continuing medical education (CME) is greater than that from either medical schools or professional societies. Currently, there are approximately 81,000 pharmaceutical sales representatives in the United States pursuing some 830,000 pharmaceutical prescribers. A pharmaceutical representative will often try to see

512-639: 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. 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

576-575: A group of 2245 elderly Americans (average age of 71) surveyed over the period 2010 – 2011, those percentages were 88%, 38%, and 64%. One of the key classifications is between traditional small molecule drugs; usually derived from chemical synthesis and biological medical products ; which include recombinant proteins , vaccines , blood products used therapeutically (such as IVIG ), gene therapy , and cell therapy (for instance, stem cell therapies). Pharmaceuticals or drugs or medicines are classified into various other groups besides their origin on

640-505: A list of essential medicines . A sampling of classes of medicine includes: Pharmaceuticals may also be described as "specialty", independent of other classifications, which is an ill-defined class of drugs that might be difficult to administer, require special handling during administration, require patient monitoring during and immediately after administration, have particular regulatory requirements restricting their use, and are generally expensive relative to other drugs. Drugs affecting

704-718: A pharmacist dispenses only on the order of a physician, physician assistant , or qualified nurse ) from over-the-counter drugs (those that consumers can order for themselves). Another key distinction is between traditional small molecule drugs, usually derived from chemical synthesis , and biopharmaceuticals , which include recombinant proteins , vaccines , blood products used therapeutically (such as IVIG ), gene therapy , monoclonal antibodies and cell therapy (for instance, stem cell therapies). Other ways to classify medicines are by mode of action, route of administration , biological system affected, or therapeutic effects . An elaborate and widely used classification system

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768-452: A process known as reverse pharmacology . Hits from these screens are then tested in cells and then in animals for efficacy . Even more recently, scientists have been able to understand the shape of biological molecules at the atomic level and to use that knowledge to design (see drug design ) drug candidates. Modern drug discovery involves the identification of screening hits, medicinal chemistry , and optimization of those hits to increase

832-411: A process of identifying a new medicine. Development: Chemicals extracted from natural products are used to make pills, capsules, or syrups for oral use. Injections for direct infusion into the blood drops for eyes or ears. Preclinical research : Drugs go under laboratory or animal testing, to ensure that they can be used on Humans. Clinical testing: The drug is used on people to confirm that it

896-745: A routine basis with high prescribers in an effort to shift their obligations from patients to prescriptions and have proven effective. 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. Some pharmaceutical companies identify key opinion leaders through direct inquiry of physicians (primary research). Recently, pharmaceutical companies have begun to use social network analysis to uncover thought leaders; because it does not introduce respondent bias, which

960-518: A stock-for-stock transaction worth US$ 10.5 billion. The company owns the patents on the following delivery platforms: Alza built its first corporate headquarters in 1971, at 950 Page Mill Road in Palo Alto , California. In 1990, Alza moved its headquarters to Shoreline Business Park, where it remained until late 2007, a few years after Alza was acquired by Johnson & Johnson. The remaining employees were relocated to two buildings elsewhere in

1024-499: A suitable molecular target to supporting the drug's commercial launch. Drug development is the process of bringing a new drug to the market once a lead compound has been identified through the process of drug discovery . It includes pre-clinical research (microorganisms/animals) and clinical trials (on humans) and may include the step of obtaining regulatory approval to market the drug. Drug Development Process Discovery: The Drug Development process starts with Discovery,

1088-598: A vein , or by drops put into the ear or eye . A medication that does not contain an active ingredient and is used in research studies is called a placebo . In Europe, the term is "medicinal product", and it is defined by EU law as: In the US, a "drug" is: Drug use among elderly Americans has been studied; in a group of 2,377 people with an average age of 71 surveyed between 2005 and 2006, 84% took at least one prescription drug, 44% took at least one over-the-counter (OTC) drug, and 52% took at least one dietary supplement ; in

1152-431: A year was spent marketing drugs to physicians and in the United States $ 21 billion were spent in 2002. 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. 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. In

1216-406: Is a drug used to diagnose , cure , treat, or prevent disease. Drug therapy ( pharmacotherapy ) is an important part of the medical field and relies on the science of pharmacology for continual advancement and on pharmacy for appropriate management. Drugs are classified in many ways. One of the key divisions is by level of control , which distinguishes prescription drugs (those that

1280-504: Is a medicine or a chemical compound used to treat or cure illness. According to Encyclopædia Britannica , medication is "a substance used in treating a disease or relieving pain ". As defined by the National Cancer Institute , dosage forms of medication can include tablets , capsules , liquids, creams , and patches. Medications can be administered in different ways, such as by mouth , by infusion into

1344-482: 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

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1408-400: 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). 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

1472-402: 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: 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

1536-743: 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. 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. Doctor dinner meetings are an effective way for physicians to acquire educational information from respected peers and to influence

1600-571: 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. The United States has 81,000 pharmaceutical representatives or 1 for every 7.9 physicians. The number and persistence of pharmaceutical representatives has placed

1664-539: 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. 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. At

1728-403: Is required that ads for drugs include a list of possible side effects, so that users are informed of both facets of a medicine. Canada '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

1792-422: Is safe to use. FDA Review: drug is sent to FDA before launching the drug into the market. FDA post-Market Review: The drug is reviewed and monitored by FDA for the safety once it is available to the public. The regulation of drugs varies by jurisdiction. In some countries, such as the United States, they are regulated at the national level by a single agency. In other jurisdictions, they are regulated at

1856-523: Is still a lengthy, "expensive, difficult, and inefficient process" with a low rate of new therapeutic discovery. In 2010, the research and development cost of each new molecular entity (NME) was approximately US$ 1.8 billion. Drug discovery is done by pharmaceutical companies, sometimes with research assistance from universities. The "final product" of drug discovery is a patent on the potential drug. The drug requires very expensive Phase I, II, and III clinical trials, and most of them fail. Small companies have

1920-541: 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 tablets . The new age pharmaceutical representative is armed with key data at his fingertips and tools to maximize the time spent with physicians. Pharmaceutical and medical device companies have also paid physicians to use their drugs, which could affect how often

1984-798: Is the Anatomical Therapeutic Chemical Classification System . The World Health Organization keeps a list of essential medicines . Drug discovery and drug development are complex and expensive endeavors undertaken by pharmaceutical companies , academic scientists, and governments. As a result of this complex path from discovery to commercialization, partnering has become a standard practice for advancing drug candidates through development pipelines. Governments generally regulate what drugs can be marketed, how drugs are marketed , and in some jurisdictions, drug pricing . Controversies have arisen over drug pricing and disposal of used Medicine . Medication

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2048-404: 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. 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

2112-406: Is used for euthanasia and physician-assisted suicide . Euthanasia is not permitted by law in many countries, and consequently, medicines will not be licensed for this use in those countries. A single drug may contain single or multiple active ingredients . The administration is the process by which a patient takes medicine. There are three major categories of drug administration: enteral (via

2176-469: Is used per day (e.g., four times a day). It may include event-related information (e.g., 1 hour before meals, in the morning, at bedtime), or complimentary to an interval, although equivalent expressions may have different implications (e.g., every 8 hours versus 3 times a day). In the fields of medicine, biotechnology , and pharmacology , drug discovery is the process by which new drugs are discovered. Historically, drugs were discovered by identifying

2240-464: Is usually some degree of restriction on the availability of certain therapeutic goods depending on their risk to consumers. Pharmaceutical marketing Whilst rule of law regulating pharmaceutical industry marketing activities is widely variable across the world, pharmaceutical marketing is usually strongly regulated by international and national agencies, like the Food and Drug Administration and

2304-799: 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). The Pharmaceutical Research and Manufacturers of America (PhRMA) released updates to its voluntary Code on Interactions with Healthcare Professionals on 10 July 2008. The new guidelines took effect in January 2009. In addition to prohibiting small gifts and reminder items such as pens, notepads, staplers, clipboards, paperweights, pill boxes, etc.,

2368-737: The European Medicines Agency . Local regulations from government or local pharmaceutical industry associations like Pharmaceutical Research and Manufacturers of America or European Federation of Pharmaceutical Industries and Associations (EFPIA) can further limit or specify allowed commercial practices. Marketing to health-care providers takes three main forms: activity by pharmaceutical sales representatives, provision of drug samples, and sponsoring continuing medical education (CME). The use of gifts, including pens and coffee mugs embossed with pharmaceutical product names, has been prohibited by PHRMA ethics guidelines since 2008. Of

2432-506: The affinity , selectivity (to reduce the potential of side effects), efficacy/ potency , metabolic stability (to increase the half-life ), and oral bioavailability . Once a compound that fulfills all of these requirements has been identified, it will begin the process of drug development prior to clinical trials . One or more of these steps may, but not necessarily, involve computer-aided drug design . Despite advances in technology and understanding of biological systems, drug discovery

2496-3535: The central nervous system include psychedelics , hypnotics , anaesthetics , antipsychotics , eugeroics , antidepressants (including tricyclic antidepressants , monoamine oxidase inhibitors , lithium salts , and selective serotonin reuptake inhibitors (SSRIs)), antiemetics , anticonvulsants /antiepileptics, anxiolytics , barbiturates , movement disorder (e.g., Parkinson's disease ) drugs, nootropics , stimulants (including amphetamines ), benzodiazepines , cyclopyrrolones , dopamine antagonists , antihistamines , cholinergics , anticholinergics , emetics , cannabinoids , and 5-HT (serotonin) antagonists . The main classes of painkillers are NSAIDs , opioids , and local anesthetics . For consciousness (anesthetic drugs) Some anesthetics include benzodiazepines and barbiturates . The main categories of drugs for musculoskeletal disorders are: NSAIDs (including COX-2 selective inhibitors ), muscle relaxants , neuromuscular drugs , and anticholinesterases . Antibiotics , sympathomimetics , antihistamines , anticholinergics , NSAIDs , corticosteroids , antiseptics , local anesthetics , antifungals , and cerumenolytics. Bronchodilators , antitussives , mucolytics , decongestants , inhaled and systemic corticosteroids , beta2-adrenergic agonists , anticholinergics , mast cell stabilizers , leukotriene antagonists . Androgens , antiandrogens , estrogens , gonadotropin , corticosteroids , human growth hormone , insulin , antidiabetics ( sulfonylureas , biguanides / metformin , thiazolidinediones , insulin ), thyroid hormones , antithyroid drugs, calcitonin , diphosphonate , vasopressin analogues . Antifungal , alkalinizing agents , quinolones , antibiotics , cholinergics , anticholinergics , antispasmodics , 5-alpha reductase inhibitor , selective alpha-1 blockers , sildenafils , fertility medications . NSAIDs , anticholinergics , haemostatic drugs , antifibrinolytics , Hormone Replacement Therapy (HRT), bone regulators, beta-receptor agonists , follicle stimulating hormone , luteinising hormone , LHRH , gamolenic acid , gonadotropin release inhibitor , progestogen , dopamine agonists , oestrogen , prostaglandins , gonadorelin , clomiphene , tamoxifen , diethylstilbestrol . Emollients , anti-pruritics , antifungals , antiseptics , scabicides , pediculicides , tar products, vitamin A derivatives , vitamin D analogues , keratolytics , abrasives , systemic antibiotics , topical antibiotics , hormones , desloughing agents, exudate absorbents, fibrinolytics , proteolytics , sunscreens , antiperspirants , corticosteroids , immune modulators. Antibiotics , antifungals , antileprotics , antituberculous drugs , antimalarials , anthelmintics , amoebicides , antivirals , antiprotozoals , probiotics, prebiotics, antitoxins , and antivenoms. Vaccines , immunoglobulins , immunosuppressants , interferons , and monoclonal antibodies . Anti-allergics , antihistamines , NSAIDs , corticosteroids . Tonics, electrolytes and mineral preparations (including iron preparations and magnesium preparations ), parenteral nutrition , vitamins , anti-obesity drugs , anabolic drugs , haematopoietic drugs, food product drugs. Cytotoxic drugs , therapeutic antibodies , sex hormones , aromatase inhibitors , somatostatin inhibitors, recombinant interleukins , G-CSF , erythropoietin . Contrast media . A euthanaticum

2560-408: The copayments 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. But sometimes coupons for brand-name drugs could potentially distort

2624-410: The human gastrointestinal tract ), injection into the body, and by other routes ( dermal , nasal , ophthalmic , otologic , and urogenital ). Oral administration , the most common form of enteral administration, can be performed using various dosage forms including tablets or capsules and liquid such as syrup or suspension. Other ways to take the medication include buccally (placed inside

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2688-499: 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,

2752-851: The European Union, marketing of pharmaceuticals is regulated by EU (formerly EEC) Directive 92/28/EEC . Among other things, it requires member states to prohibit off-label marketing, and direct-to-consumer marketing of prescription-only medications. In the United States, marketing and distribution of pharmaceuticals is regulated by the Federal Food, Drug, and Cosmetic Act and the Prescription Drug Marketing Act , respectively. Food and Drug Administration (FDA) regulations require all prescription drug promotion to be truthful and not misleading, based on "substantial evidence or substantial clinical experience", to provide

2816-613: 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 Zyprexa , and the other involved Bextra . In the Bextra case, the government also charged Pfizer with illegally marketing another antipsychotic, Geodon ; Pfizer settled that part of

2880-759: The Shoreline Business Park. Alza operated a large-scale manufacturing facility in Vacaville, California , but it was announced that this facility would shut down by 2022. They also previously operated a large-scale facility in Cashel , Ireland . Google's Googleplex is located just east of Alza Plaza. In August–September 2008, Google moved into the Alza plaza buildings. Pharmaceutical A medication (also called medicament , medicine , pharmaceutical drug , medicinal drug or simply drug )

2944-490: The United States approximately $ 20 billion could be saved if generics were used instead of equivalent brand name products. 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. In

3008-452: The United States instituted a new public prescription drug plan through its Medicare program. Known as Medicare Part D , this program engages private insurers to negotiate with pharmaceutical companies for the placement of drugs on tiered formularies. Only two countries as of 2008 allow direct to consumer advertising (DTCA): the United States and New Zealand. Since the late 1970s, DTCA of prescription drugs has become important in

3072-553: 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. The rhetorical objective of direct-to-consumer advertising is to directly influence the patient-physician dialogue. Many patients will inquire about, or even demand a medication they have seen advertised on television. 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

3136-643: The active ingredient from traditional remedies or by serendipitous discovery. Later chemical libraries of synthetic small molecules , natural products , or extracts were screened in intact cells or whole organisms to identify substances that have a desirable therapeutic effect in a process known as classical pharmacology . Since sequencing of the human genome which allowed rapid cloning and synthesis of large quantities of purified proteins, it has become common practice to use high throughput screening of large compound libraries against isolated biological targets which are hypothesized to be disease-modifying in

3200-399: The basis of pharmacological properties like mode of action and their pharmacological action or activity, such as by chemical properties , mode or route of administration , biological system affected, or therapeutic effects . An elaborate and widely used classification system is the Anatomical Therapeutic Chemical Classification System (ATC system). The World Health Organization keeps

3264-400: The cheek), sublingually (placed underneath the tongue), eye and ear drops (dropped into the eye or ear), and transdermally (applied to the skin). They can be administered in one dose, as a bolus . Administration frequencies are often abbreviated from Latin, such as every 8 hours reading Q8H from Quaque VIII Hora . The drug frequencies are often expressed as the number of times a drug

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3328-492: The claim for $ 301 million, without admitting any wrongdoing. The following is a list of the four largest settlements reached with pharmaceutical companies 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 Medicare and Medicaid fraud , off-label promotion, and inadequate manufacturing practices. The emergence of new media and technologies in recent years

3392-486: 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. Pharmaceutical company spending on marketing exceeds that spent on research. In 2004 in Canada $ 1.7 billion

3456-471: The medical literature, and alleged suppression of unfavorable study results. Public and private insurers affect the writing of prescriptions by physicians through formularies 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,

3520-498: 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 digital marketing efforts like product websites, online display advertising , search engine marketing , social media campaigns, place-based media and mobile advertising to reach

3584-528: The revised Code: 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. Other studies found that free samples decreased the likelihood that physicians would follow the standard of care practices. Receiving pharmaceutical samples does not reduce prescription costs. Even after receiving samples, sample recipients remain disproportionately burdened by prescription costs. It

3648-482: 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 Epocrates . Direct-to-users marketers are also recognizing

3712-515: 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" technologies, measuring the number of total prescriptions (TRx) and new prescriptions (NRx) per week that each physician writes. This information

3776-517: 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 Government Accountability Office , 2006). The mass marketing to users of pharmaceuticals is banned in over 30 industrialized nations, but not in the US and New Zealand , which is considering a ban. Some feel it

3840-616: 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. These meetings are sponsored by some pharmaceutical companies. Legal cases and US congressional hearings have provided access to pharmaceutical industry documents revealing new marketing strategies for drugs. Activities once considered independent of promotional intent, including continuing medical education and medical research , are used, including paying to publish articles about promoted drugs for

3904-521: The state level, or at both state and national levels by various bodies, as is the case in Australia. The role of therapeutic goods regulation is designed mainly to protect the health and safety of the population. Regulation is aimed at ensuring the safety, quality, and efficacy of the therapeutic goods which are covered under the scope of the regulation. In most jurisdictions, therapeutic goods must be registered before they are allowed to be marketed. There

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3968-545: 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. E-detailing

4032-568: 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. Marketers attempt to identify

4096-426: The viewer to a website or telephone number operated by the pharmaceutical company. Reynold Spector has provided examples of how positive and negative hype can affect perceptions of pharmaceuticals using examples of certain cancer drugs, such as Avastin and Opdivo , in the former case and statins in the latter. In the United States, pharmaceutical companies often provide drug coupons to consumers to help offset

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