Healthy Skepticism Library item: 3127

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

McGhan W, Seery S, Hill B, Koda R.
Hospital pharmacists' attitudes towards medical services representatives: a comparison of directors, staff, and clinical pharmacists.
Hosp Formul 1982 Jul; 17:(7):957-61

Abstract:

Domestic pharmaceuticals sales totaled $9.9 billion in 1978. The share going to hospitals increased from 9% in 1954 to 23% in 1974. Pharmaceutical representatives focus considerable attention on hospitals. A questionnaire was developed to assess hospital pharmacists’ use of and attitudes towards pharmaceutical sales representatives. It was distributed by mail to randomly selected hospital pharmacists etc. to complete anonymously. From 5,181 letters mailed, 1,619 usable forms were returned (31.2%). The most frequently reported frequency of actual interaction with reps was monthly for directors and weekly for pharmacy staff and clinical pharmacists. The most frequently reported frequency of desired interaction was monthly for all three groups. The most important reported function of reps was ‘disseminating drug information’. ‘Taking drug orders’ ranked lowest. 67.3% of pharmacists described their relationships with reps as ‘friendly’, one-third ‘unfriendly’. 73.8% of directors felt they were sufficiently informed about new products, but only 55.4% of staff and 35.2% of pharmacists. All three groups ranked journal articles as the best source of information about new and established drugs. ‘Physician requests’ was the highest ranking determinant of choosing drugs. Some respondents thought reps should be more knowledgeable. They felt industry should be more honest in detailing, sell fewer ‘me-toos’, and release more comparative information. The results suggest that hospital pharmacists are very much affected by services provided by pharmaceutical manufacturers.

Keywords:
*cross-sectional study/United States/ Attitude of Health Personnel* Comparative Study Drug Industry* Drug Information Services Humans Pharmacists Pharmacy Service, Hospital* United States