SUMMARYThe independent nature of hospital pharmacy practice makes the pharmacist a potent industry adversary in drug use. The rift between hospital pharmacists and the pharmaceutical industry may be smaller than in other areas of pharmacy due to the data-driven, guideline-based nature of care, which limits the influence of marketing activities. The tension between the pharmaceutical industry and hospital pharmacy resulting from this independence is a key component of the hospital pharmacist's professional ethic. To seek a full reconciliation between industry and hospital pharmacists might be productive for industry, but it would certainly have long-term negative consequences for pharmacy and pharmacists.
{"title":"Pharmacy and the Pharmaceutical Industry: Healing the Rift–A Hospital Pharmacy Perspective","authors":"Andrew L. Wilson","doi":"10.3109/J058V18N02_06","DOIUrl":"https://doi.org/10.3109/J058V18N02_06","url":null,"abstract":"SUMMARYThe independent nature of hospital pharmacy practice makes the pharmacist a potent industry adversary in drug use. The rift between hospital pharmacists and the pharmaceutical industry may be smaller than in other areas of pharmacy due to the data-driven, guideline-based nature of care, which limits the influence of marketing activities. The tension between the pharmaceutical industry and hospital pharmacy resulting from this independence is a key component of the hospital pharmacist's professional ethic. To seek a full reconciliation between industry and hospital pharmacists might be productive for industry, but it would certainly have long-term negative consequences for pharmacy and pharmacists.","PeriodicalId":16734,"journal":{"name":"Journal of Pharmaceutical Marketing & Management","volume":"35 1","pages":"55-61"},"PeriodicalIF":0.0,"publicationDate":"2007-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"77547690","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
SUMMARYThis paper describes the mutual origins and shared history of pharmacy and the pharmaceutical industry. Pharmacists had major roles in the origin of today's pharmaceutical companies, and many industry professionals have held leadership roles in pharmacy associations and helped build the profession. As the relationship evolved, published accounts describe conflict between the two parties, often over their respective responsibilities to stakeholders. It can be argued, however, that the conflict often revolves around competing payment incentives and artifacts of a system of health care delivery and financing recognized as inefficient. Instead, pharmacy and industry should be fighting the real enemy, disease. Efforts should focus on innovating care and aligning payment and recognition incentives with new prescription medicines and pharmacist services.
{"title":"Disease Is the Enemy; The Patient Is Waiting","authors":"J. O'brien","doi":"10.3109/J058V18N02_08","DOIUrl":"https://doi.org/10.3109/J058V18N02_08","url":null,"abstract":"SUMMARYThis paper describes the mutual origins and shared history of pharmacy and the pharmaceutical industry. Pharmacists had major roles in the origin of today's pharmaceutical companies, and many industry professionals have held leadership roles in pharmacy associations and helped build the profession. As the relationship evolved, published accounts describe conflict between the two parties, often over their respective responsibilities to stakeholders. It can be argued, however, that the conflict often revolves around competing payment incentives and artifacts of a system of health care delivery and financing recognized as inefficient. Instead, pharmacy and industry should be fighting the real enemy, disease. Efforts should focus on innovating care and aligning payment and recognition incentives with new prescription medicines and pharmacist services.","PeriodicalId":16734,"journal":{"name":"Journal of Pharmaceutical Marketing & Management","volume":"4 1","pages":"75-89"},"PeriodicalIF":0.0,"publicationDate":"2007-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"90116785","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
SUMMARYThis article looks at the behaviors of pharmacy and the pharmaceutical industry that are not appreciated by the other party. These are natural, to-be-expected events that are part of each organization's striving to be successful regarding sales growth and profitability. Several examples are cited from both perspectives, and the article concludes that perhaps knowledge about the impact of our decisions and actions upon others might, at least in some small way, contribute to developing more distribution-channel-friendly practices. Both entities can be expected to be around for the foreseeable future, doing what is needed to create shareholder value, but knowledge of the halo effect of their actions might smooth a needed and necessary relationship.
{"title":"The Conflict Between the Pharmaceutical Industry and Pharmacists","authors":"A. Wertheimer","doi":"10.1300/J058V18N02_02","DOIUrl":"https://doi.org/10.1300/J058V18N02_02","url":null,"abstract":"SUMMARYThis article looks at the behaviors of pharmacy and the pharmaceutical industry that are not appreciated by the other party. These are natural, to-be-expected events that are part of each organization's striving to be successful regarding sales growth and profitability. Several examples are cited from both perspectives, and the article concludes that perhaps knowledge about the impact of our decisions and actions upon others might, at least in some small way, contribute to developing more distribution-channel-friendly practices. Both entities can be expected to be around for the foreseeable future, doing what is needed to create shareholder value, but knowledge of the halo effect of their actions might smooth a needed and necessary relationship.","PeriodicalId":16734,"journal":{"name":"Journal of Pharmaceutical Marketing & Management","volume":"15 1","pages":"11-19"},"PeriodicalIF":0.0,"publicationDate":"2007-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"89412970","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
SUMMARYThis paper discusses how the rift between industry and the profession has hurt both, leading to the commoditization of some drugs and services. In an effort to close the rift, a working document was developed by state pharmacy associations and PhRMA titled “Guiding Principles for a Pharmacy Benefit: A Call for Pharmacy Provider Services and Access to Pharmaceuticals.” The principles provide mutual recognition of the roles of both industry and the profession and an agreement around which alliances can be developed in response to state legislation that does not recognize the role pharmacists or innovative pharmaceuticals play in improving patient outcomes.
{"title":"Healing the Rift Between the Pharmaceutical Industry and Pharmacy Profession with Joint Guidelines","authors":"B. Snead","doi":"10.3109/J058V18N02_05","DOIUrl":"https://doi.org/10.3109/J058V18N02_05","url":null,"abstract":"SUMMARYThis paper discusses how the rift between industry and the profession has hurt both, leading to the commoditization of some drugs and services. In an effort to close the rift, a working document was developed by state pharmacy associations and PhRMA titled “Guiding Principles for a Pharmacy Benefit: A Call for Pharmacy Provider Services and Access to Pharmaceuticals.” The principles provide mutual recognition of the roles of both industry and the profession and an agreement around which alliances can be developed in response to state legislation that does not recognize the role pharmacists or innovative pharmaceuticals play in improving patient outcomes.","PeriodicalId":16734,"journal":{"name":"Journal of Pharmaceutical Marketing & Management","volume":"36 1","pages":"47-53"},"PeriodicalIF":0.0,"publicationDate":"2007-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"89541956","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
SUMMARYMarketing theory indicates that there is always conflict in channels of distribution. The pharmaceutical industry and the profession of pharmacy have a long history of conflict. It is manifested primarily as a battle over control of prescribing and dispensing decisions. Over time, the profession and industry have opposed each other on the issues of generic interchange, therapeutic substitution, and collaborative drug therapy management. While conflict between channel members will always be present, it can be minimized by a focus on shared goals. A greater commitment by each group to focus on patients–by promoting adherence and the use of cost-effective products, for example–could go far toward minimizing the level of conflict.
{"title":"Examining the Rift Between the Pharmaceutical Industry and the Pharmacy Profession: A Channels of Distribution Approach","authors":"N. Carroll","doi":"10.3109/J058V18N02_03","DOIUrl":"https://doi.org/10.3109/J058V18N02_03","url":null,"abstract":"SUMMARYMarketing theory indicates that there is always conflict in channels of distribution. The pharmaceutical industry and the profession of pharmacy have a long history of conflict. It is manifested primarily as a battle over control of prescribing and dispensing decisions. Over time, the profession and industry have opposed each other on the issues of generic interchange, therapeutic substitution, and collaborative drug therapy management. While conflict between channel members will always be present, it can be minimized by a focus on shared goals. A greater commitment by each group to focus on patients–by promoting adherence and the use of cost-effective products, for example–could go far toward minimizing the level of conflict.","PeriodicalId":16734,"journal":{"name":"Journal of Pharmaceutical Marketing & Management","volume":"56 1","pages":"21-33"},"PeriodicalIF":0.0,"publicationDate":"2007-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"84572487","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
SUMMARYThis article discusses some of the social and organizational forces acting on pharmacy educators. It argues that these forces make the presentation of a balanced, in-depth discussion of the pharmaceutical industry extremely difficult. Evidence that the popular culture has demonized pharmaceutical executives to the point of caricature is presented, and the point is offered that this sort of distortion has found its way into the academy. Sources of potential bias against the industry are discussed, as well as the various sins of omission and commission to which pharmacy faculty may be prone which contribute to the negative image of a life-saving industry, as well as suggestions for positive action.
{"title":"Ivory Towers, Dark Towers","authors":"M. Murawski","doi":"10.1300/J058V18N02_04","DOIUrl":"https://doi.org/10.1300/J058V18N02_04","url":null,"abstract":"SUMMARYThis article discusses some of the social and organizational forces acting on pharmacy educators. It argues that these forces make the presentation of a balanced, in-depth discussion of the pharmaceutical industry extremely difficult. Evidence that the popular culture has demonized pharmaceutical executives to the point of caricature is presented, and the point is offered that this sort of distortion has found its way into the academy. Sources of potential bias against the industry are discussed, as well as the various sins of omission and commission to which pharmacy faculty may be prone which contribute to the negative image of a life-saving industry, as well as suggestions for positive action.","PeriodicalId":16734,"journal":{"name":"Journal of Pharmaceutical Marketing & Management","volume":"29 1","pages":"35-46"},"PeriodicalIF":0.0,"publicationDate":"2007-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"75946129","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
SUMMARYNational pharmacy associations have worked with pharmaceutical manufacturers on a variety of programs and projects across the decades. Resources provided by the industry serve to support education, public relations programs, and special projects aimed at pharmacists and the general public. A variety of forces, including economic and political factors, have influenced how these collaborations are designed and the types of projects undertaken. Over time, the relationships and projects have changed from an “industry relations” strategy to more of a “return on investment” strategy. The industry and pharmacy organizations have much to gain by working together to help those who don't understand the value of well-designed and competently managed drug treatment plans to realize that medications are more than just a commodity to be acquired at the lowest possible price.
{"title":"Pharmacy and the Industry: A National Organization Perspective","authors":"L. Maine","doi":"10.3109/J058V18N02_07","DOIUrl":"https://doi.org/10.3109/J058V18N02_07","url":null,"abstract":"SUMMARYNational pharmacy associations have worked with pharmaceutical manufacturers on a variety of programs and projects across the decades. Resources provided by the industry serve to support education, public relations programs, and special projects aimed at pharmacists and the general public. A variety of forces, including economic and political factors, have influenced how these collaborations are designed and the types of projects undertaken. Over time, the relationships and projects have changed from an “industry relations” strategy to more of a “return on investment” strategy. The industry and pharmacy organizations have much to gain by working together to help those who don't understand the value of well-designed and competently managed drug treatment plans to realize that medications are more than just a commodity to be acquired at the lowest possible price.","PeriodicalId":16734,"journal":{"name":"Journal of Pharmaceutical Marketing & Management","volume":"62 1","pages":"63-73"},"PeriodicalIF":0.0,"publicationDate":"2007-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"84051016","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
SUMMARYThe rift between pharmacy and industry can block their co-evolution from suppliers of drugs to health care providers. This article identifies key steps that the profession of pharmacy and its industry partners can take to heal the rift and advance mutual interests. One step is to develop a shared agenda for building a personalized risk infrastructure with defined roles for both professionals and companies. A second is for pharmacy leaders to identify how they can collaborate with industry in the Pharma 2029 agenda that shifts all of health care toward preemption and prevention. Patient health can benefit when pharmacy and industry scientifically collaborate in a trusting relationship.
{"title":"Beyond the Rift: The Future of Pharmacy and the Pharmaceutical Industry","authors":"Jonathan C. Peck","doi":"10.3109/J058V18N02_09","DOIUrl":"https://doi.org/10.3109/J058V18N02_09","url":null,"abstract":"SUMMARYThe rift between pharmacy and industry can block their co-evolution from suppliers of drugs to health care providers. This article identifies key steps that the profession of pharmacy and its industry partners can take to heal the rift and advance mutual interests. One step is to develop a shared agenda for building a personalized risk infrastructure with defined roles for both professionals and companies. A second is for pharmacy leaders to identify how they can collaborate with industry in the Pharma 2029 agenda that shifts all of health care toward preemption and prevention. Patient health can benefit when pharmacy and industry scientifically collaborate in a trusting relationship.","PeriodicalId":16734,"journal":{"name":"Journal of Pharmaceutical Marketing & Management","volume":"1 1","pages":"91-103"},"PeriodicalIF":0.0,"publicationDate":"2007-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"83053668","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
ABSTRACTThis study examines the demographic and prescribing characteristics of Phase IV clinical investigators who subsequently increase their prescribing level of the study drug. The study also examines whether the amount of the grant payment the investigator receives from the pharmaceutical company to participate in a Phase IV study influences that investigator's subsequent prescribing levels of the study drug. The study found that certain characteristics of the physicians and their practices are associated with increased prescribing levels of the study drug, these characteristics being: younger physicians; physicians who already write a higher percentage of their drugs from the company sponsoring the clinical trial; physicians who are participating in clinical trials of larger pharmaceutical companies; and doctors who write a higher volume of drugs in the drug class of the study drug but who actually write relatively fewer pre-study prescriptions of the study drug itself. However, the relative grant am...
{"title":"Profiles of Phase IV Investigators and Subsequent Prescribing of the Study Drug","authors":"H. Glass, D. W. Dalton","doi":"10.3109/J058V17N03_02","DOIUrl":"https://doi.org/10.3109/J058V17N03_02","url":null,"abstract":"ABSTRACTThis study examines the demographic and prescribing characteristics of Phase IV clinical investigators who subsequently increase their prescribing level of the study drug. The study also examines whether the amount of the grant payment the investigator receives from the pharmaceutical company to participate in a Phase IV study influences that investigator's subsequent prescribing levels of the study drug. The study found that certain characteristics of the physicians and their practices are associated with increased prescribing levels of the study drug, these characteristics being: younger physicians; physicians who already write a higher percentage of their drugs from the company sponsoring the clinical trial; physicians who are participating in clinical trials of larger pharmaceutical companies; and doctors who write a higher volume of drugs in the drug class of the study drug but who actually write relatively fewer pre-study prescriptions of the study drug itself. However, the relative grant am...","PeriodicalId":16734,"journal":{"name":"Journal of Pharmaceutical Marketing & Management","volume":"28 1","pages":"3-17"},"PeriodicalIF":0.0,"publicationDate":"2006-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"74412702","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
{"title":"NOTES FROM THE GUEST EDITOR","authors":"Mickey C. Smith","doi":"10.3109/J058V18N01_01","DOIUrl":"https://doi.org/10.3109/J058V18N01_01","url":null,"abstract":"","PeriodicalId":16734,"journal":{"name":"Journal of Pharmaceutical Marketing & Management","volume":"22 1","pages":"1-1"},"PeriodicalIF":0.0,"publicationDate":"2006-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"77957478","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
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