Healthy Skepticism Library item: 2927

Warning: This library includes all items relevant to health product marketing that we are aware of regardless of quality. Often we do not agree with all or part of the contents.

Publication type: Journal Article

Hemminki E, Pesonen T.
The function of drug company representatives.
Scand J Soc Med 1977; 5:(3):105-14

Abstract:

The drug industry has a major influence on drug prescribing habits through their medical representatives. We therefore set out to see whether their work was more concerned with providing information or with selling, more with demand or with supply, and how much it cost in Finland. We interviewed currently employed and former representatives and contact persons in health institutions, and analyzed advertisements for vacancies for medical representatives. It seems that companies regard detailing more as a sales activity than as public relations and that this trend towards selling has gained in importance in recent years. The number of representatives engaged in the pharmaceutical industry exceedds the demand for their services. The drug companies allotted in 1975 detailing at lest 5000 Fmk ($1300) per physician per year. Our conclusion is that drug detailing is neither necessary nor beneficial for the health services.

Keywords:
*analytic survey/Finland/sales representatives/attitude toward promotion Costs and Cost Analysis Drug Industry* Drug Information Services* Drug Utilization Finland Information Services* Prescriptions, Drug