ABSTRACTDuring the course of the Kefauver hearings, some testimony was given that presaged some important changes in the relationships between the pharmaceutical industry and organized pharmacy and individual pharmacists. The special nature of the drug marketplace–with the pharmacist as retailer i the channel of distribution–is discussed, along with the American Pharmaceutical Association's part in the Congressional hearings. Again, significant portions of the testimony in the various hearings are reproduced, along discussion and analysis.
{"title":"A Footnote on “Place”","authors":"Mickey C. Smith","doi":"10.3109/J058V18N01_04","DOIUrl":"https://doi.org/10.3109/J058V18N01_04","url":null,"abstract":"ABSTRACTDuring the course of the Kefauver hearings, some testimony was given that presaged some important changes in the relationships between the pharmaceutical industry and organized pharmacy and individual pharmacists. The special nature of the drug marketplace–with the pharmacist as retailer i the channel of distribution–is discussed, along with the American Pharmaceutical Association's part in the Congressional hearings. Again, significant portions of the testimony in the various hearings are reproduced, along discussion and analysis.","PeriodicalId":16734,"journal":{"name":"Journal of Pharmaceutical Marketing & Management","volume":"66 1","pages":"91-105"},"PeriodicalIF":0.0,"publicationDate":"2006-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"77948814","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}
ABSTRACTIn Part I, the editor provides a brief look at early developments in the marketing of medicines, describes some of the most important elements in the marketing of medicines in the last half of the twentieth century, and offers some forecasts for pharmaceutical marketing in the twenty-first century.
{"title":"Part I: Some Historical Perspectives on the Marketing of Medicines in the Twentieth Century","authors":"Mickey C. Smith","doi":"10.3109/J058V18N01_02","DOIUrl":"https://doi.org/10.3109/J058V18N01_02","url":null,"abstract":"ABSTRACTIn Part I, the editor provides a brief look at early developments in the marketing of medicines, describes some of the most important elements in the marketing of medicines in the last half of the twentieth century, and offers some forecasts for pharmaceutical marketing in the twenty-first century.","PeriodicalId":16734,"journal":{"name":"Journal of Pharmaceutical Marketing & Management","volume":"114 1","pages":"3-16"},"PeriodicalIF":0.0,"publicationDate":"2006-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"72805422","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}
ABSTRACTA growing number of consumers are seeking information about medication therapies from drug-specific Web sites. Evidence suggests that visual cues on such sites may influence behavior; thus, it is important to identify the manner in which such cues are framed. The objectives of this study were to: (1) assess the use of models (persons) as visual cues in drug-specific Web sites, categorize them demographically, and determine any identity or relational reward they connote, (2) identify the frequency and types of inducements offered to consumers visiting the sites, (3) describe the framing of messages within tag lines comprising the Web sites' home pages, (4) determine the readability of “safety information” components of the drug Web sites' home pages. A total of 113 Web sites from among the top 200 drugs of 2004 were randomly assigned to 3 of 15 trained judges working independently in a content analysis procedure. Descriptive statistics were tabulated. Results showed that most Web sites make use of ...
{"title":"An Evaluation of Cues, Inducements, and Readability of Information on Drug-Specific Web Sites","authors":"Shalini Naik, S. Desselle","doi":"10.3109/J058V17N03_05","DOIUrl":"https://doi.org/10.3109/J058V17N03_05","url":null,"abstract":"ABSTRACTA growing number of consumers are seeking information about medication therapies from drug-specific Web sites. Evidence suggests that visual cues on such sites may influence behavior; thus, it is important to identify the manner in which such cues are framed. The objectives of this study were to: (1) assess the use of models (persons) as visual cues in drug-specific Web sites, categorize them demographically, and determine any identity or relational reward they connote, (2) identify the frequency and types of inducements offered to consumers visiting the sites, (3) describe the framing of messages within tag lines comprising the Web sites' home pages, (4) determine the readability of “safety information” components of the drug Web sites' home pages. A total of 113 Web sites from among the top 200 drugs of 2004 were randomly assigned to 3 of 15 trained judges working independently in a content analysis procedure. Descriptive statistics were tabulated. Results showed that most Web sites make use of ...","PeriodicalId":16734,"journal":{"name":"Journal of Pharmaceutical Marketing & Management","volume":"27 1","pages":"61-81"},"PeriodicalIF":0.0,"publicationDate":"2006-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"75742307","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 bibliography lists master's theses and doctoral dissertations pertinent to the discipline of pharmacy administration during the years 2001–2005. The list was compiled by contacting AACP-listed schools with graduate programs and requesting information. ProQuest Digital Dissertations was used to fill in any incomplete information regarding dissertations. Whenever possible, departments' Web sites were used to verify information or to gather information that was not otherwise provided by the schools.
{"title":"Bibliography of Pharmacy Administration Master's Theses and Doctoral Dissertations, 2001–2005","authors":"S. Bunniran, Erin R. Holmes, K. Null","doi":"10.3109/J058V17N03_08","DOIUrl":"https://doi.org/10.3109/J058V17N03_08","url":null,"abstract":"ABSTRACTThis bibliography lists master's theses and doctoral dissertations pertinent to the discipline of pharmacy administration during the years 2001–2005. The list was compiled by contacting AACP-listed schools with graduate programs and requesting information. ProQuest Digital Dissertations was used to fill in any incomplete information regarding dissertations. Whenever possible, departments' Web sites were used to verify information or to gather information that was not otherwise provided by the schools.","PeriodicalId":16734,"journal":{"name":"Journal of Pharmaceutical Marketing & Management","volume":"17 1","pages":"117-147"},"PeriodicalIF":0.0,"publicationDate":"2006-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"81317788","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}
ABSTRACTIn Part II, the editor looks at the Kefauver, Nelson, and Kennedy drug industry hearings and the legislation resulting from the hearigs. Portions of the hearings are prestented, along with analysis and discussion of the ultimate effects of the hearings on the pharmaceutical industry and pharmacy. The editor then offers a defense of pharmaceutical marketing and some possibilities for its future.
{"title":"Part II: The Legislative Environment of Pharmaceutical Marketing","authors":"Mickey C. Smith","doi":"10.3109/J058V18N01_03","DOIUrl":"https://doi.org/10.3109/J058V18N01_03","url":null,"abstract":"ABSTRACTIn Part II, the editor looks at the Kefauver, Nelson, and Kennedy drug industry hearings and the legislation resulting from the hearigs. Portions of the hearings are prestented, along with analysis and discussion of the ultimate effects of the hearings on the pharmaceutical industry and pharmacy. The editor then offers a defense of pharmaceutical marketing and some possibilities for its future.","PeriodicalId":16734,"journal":{"name":"Journal of Pharmaceutical Marketing & Management","volume":"63 1","pages":"17-89"},"PeriodicalIF":0.0,"publicationDate":"2006-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"89126634","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 case study of the proton pump inhibitor market examines prescription volume, promotional spending, and their interrelatedness between the years 2000 and 2004. Our results show that share of voice and share of market are strongly correlated (r2 values from 0.79 to 0.91) and that the temporal relationship is clear: share of market follows share of voice. Exogenous market factors such as generic entry and over-the-counter entry disrupt the relationship between share of market and share of voice and influence the decision to advertise. For example, generic entry increased pantoprazole (Protonix®) advertising (p < 0.05) while over-the-counter availability decreased rabeprazole (Aciphex®) and pantoprazole advertising (p < 0.01 and p < 0.05, respectively). In comparing the different promotional media, direct-to-consumer advertising did not statistically significantly increase prescription volume, but physician-directed advertising was related to an additional 43,662 prescriptions for every 1% increa...
{"title":"Promotion and Market Share in the Proton Pump Inhibitor Market: A Case Study","authors":"Y. J. Lu, J. Farley, R. Hansen","doi":"10.1300/J058V17N03_04","DOIUrl":"https://doi.org/10.1300/J058V17N03_04","url":null,"abstract":"ABSTRACTThis case study of the proton pump inhibitor market examines prescription volume, promotional spending, and their interrelatedness between the years 2000 and 2004. Our results show that share of voice and share of market are strongly correlated (r2 values from 0.79 to 0.91) and that the temporal relationship is clear: share of market follows share of voice. Exogenous market factors such as generic entry and over-the-counter entry disrupt the relationship between share of market and share of voice and influence the decision to advertise. For example, generic entry increased pantoprazole (Protonix®) advertising (p < 0.05) while over-the-counter availability decreased rabeprazole (Aciphex®) and pantoprazole advertising (p < 0.01 and p < 0.05, respectively). In comparing the different promotional media, direct-to-consumer advertising did not statistically significantly increase prescription volume, but physician-directed advertising was related to an additional 43,662 prescriptions for every 1% increa...","PeriodicalId":16734,"journal":{"name":"Journal of Pharmaceutical Marketing & Management","volume":"26 1","pages":"39-59"},"PeriodicalIF":0.0,"publicationDate":"2006-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"77059916","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}
ABSTRACTWe examined the success of product line extensions (PLEs) in Canada by studying five selected drugs, three with generic competitors (ciprofloxacin, fenofibrate, paroxetine) and two without (clarithromycin, tolterodine). Third-party prescription claims from Canada were used to examine market behavior, which was analyzed using multiple regression and ARIMA. Consistent negative associations indicated high substitutability for all products and their generics. However, this was found only for PLEs with distinct advantages (e.g., increased bioavailability, fewer side effects). PLEs may recapture some market share lost to generics, but success is product-specific and likely depends on the extent of the PLE's therapeutic advantage over the originator.
{"title":"Sales of Brand-Name Products and Generic Competitors Before and After Market Entry of Product Line Extensions in Canada","authors":"H. Xue, Ho-lun Wong, Patrick Wong, T. Einarson","doi":"10.3109/J058V17N03_03","DOIUrl":"https://doi.org/10.3109/J058V17N03_03","url":null,"abstract":"ABSTRACTWe examined the success of product line extensions (PLEs) in Canada by studying five selected drugs, three with generic competitors (ciprofloxacin, fenofibrate, paroxetine) and two without (clarithromycin, tolterodine). Third-party prescription claims from Canada were used to examine market behavior, which was analyzed using multiple regression and ARIMA. Consistent negative associations indicated high substitutability for all products and their generics. However, this was found only for PLEs with distinct advantages (e.g., increased bioavailability, fewer side effects). PLEs may recapture some market share lost to generics, but success is product-specific and likely depends on the extent of the PLE's therapeutic advantage over the originator.","PeriodicalId":16734,"journal":{"name":"Journal of Pharmaceutical Marketing & Management","volume":"18 1","pages":"19-37"},"PeriodicalIF":0.0,"publicationDate":"2006-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"88083095","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 paper describes an empirical study of market segmentation practice in the pharmaceutical industry. It finds that, by comparison with best practice observed both in other sectors and within the industry, most firms have been slow to adopt approaches that are known to be effective. Although practical explanations for this are cited, this research indicates that the real reasons that pharmaceutical firms are slow to develop such strategically important competencies lie in the industry mind-set and culture.
{"title":"Mind-Set and Market Segmentation in the Pharmaceutical Industry: An Assessment of Practice in the UK","authors":"B. Smith, B. Awopetu","doi":"10.3109/J058V17N03_07","DOIUrl":"https://doi.org/10.3109/J058V17N03_07","url":null,"abstract":"ABSTRACTThis paper describes an empirical study of market segmentation practice in the pharmaceutical industry. It finds that, by comparison with best practice observed both in other sectors and within the industry, most firms have been slow to adopt approaches that are known to be effective. Although practical explanations for this are cited, this research indicates that the real reasons that pharmaceutical firms are slow to develop such strategically important competencies lie in the industry mind-set and culture.","PeriodicalId":16734,"journal":{"name":"Journal of Pharmaceutical Marketing & Management","volume":"14 1","pages":"101-116"},"PeriodicalIF":0.0,"publicationDate":"2006-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"80475034","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}
ABSTRACTBiologic and injectable specialty pharmaceuticals have long been used to treat diseases such as hemophilia and Gaucher's. Although expensive, managed care costs were offset by low incidence rates. As technology progressed, such products became more widely used. Today, controversies have emerged regarding creation, distribution, administration, and payment. These challenges illustrate Ogburn's cultural lag theory that technology advances more rapidly than application guidelines. This paper reviews the current issues regarding specialty pharmaceutical products and applies cultural lag theory to develop recommendations regarding management and marketing challenges associated with specialty pharmaceuticals and future pharmaceutical advances.
{"title":"A Cultural Lag Approach to Challenges Facing Specialty Pharmaceuticals","authors":"M. Skiba, Kimball P. Marshall","doi":"10.3109/J058V17N03_06","DOIUrl":"https://doi.org/10.3109/J058V17N03_06","url":null,"abstract":"ABSTRACTBiologic and injectable specialty pharmaceuticals have long been used to treat diseases such as hemophilia and Gaucher's. Although expensive, managed care costs were offset by low incidence rates. As technology progressed, such products became more widely used. Today, controversies have emerged regarding creation, distribution, administration, and payment. These challenges illustrate Ogburn's cultural lag theory that technology advances more rapidly than application guidelines. This paper reviews the current issues regarding specialty pharmaceutical products and applies cultural lag theory to develop recommendations regarding management and marketing challenges associated with specialty pharmaceuticals and future pharmaceutical advances.","PeriodicalId":16734,"journal":{"name":"Journal of Pharmaceutical Marketing & Management","volume":"8 1","pages":"83-100"},"PeriodicalIF":0.0,"publicationDate":"2006-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"79501566","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}
ABSTRACTRestrictions on the release of physician prescribing information from pharmacy records in the Canadian Province of Saskatchewan were relaxed in 2000. Estimates of aggregated physician prescribing profiles in Saskatchewan have subsequently been available since January 2001. There is some concern that the use of these data to direct drug detailing and promotion efforts may increase prescription drug costs. The evidence on this is sparse, however. I therefore assessed whether the policy change increased overall and therapeutic category specific drug costs in Saskatchewan by comparing trends in drug costs in Saskatchewan with trends in other provinces. There was no evidence that the policy change increased drug costs. To the extent that the policy change increased the effectiveness and/or amount of physician detailing or other promotional activities in Saskatchewan, sales increases likely came at the expense of competitors' sales. The total size of the market appeared to be unaffected by the policy ch...
{"title":"Disclosure of Physician Prescribing Information and Prescription Drug Costs: Evidence from Saskatchewan","authors":"P. Grootendorst","doi":"10.3109/J058V17N02_06","DOIUrl":"https://doi.org/10.3109/J058V17N02_06","url":null,"abstract":"ABSTRACTRestrictions on the release of physician prescribing information from pharmacy records in the Canadian Province of Saskatchewan were relaxed in 2000. Estimates of aggregated physician prescribing profiles in Saskatchewan have subsequently been available since January 2001. There is some concern that the use of these data to direct drug detailing and promotion efforts may increase prescription drug costs. The evidence on this is sparse, however. I therefore assessed whether the policy change increased overall and therapeutic category specific drug costs in Saskatchewan by comparing trends in drug costs in Saskatchewan with trends in other provinces. There was no evidence that the policy change increased drug costs. To the extent that the policy change increased the effectiveness and/or amount of physician detailing or other promotional activities in Saskatchewan, sales increases likely came at the expense of competitors' sales. The total size of the market appeared to be unaffected by the policy ch...","PeriodicalId":16734,"journal":{"name":"Journal of Pharmaceutical Marketing & Management","volume":"1 1","pages":"61-87"},"PeriodicalIF":0.0,"publicationDate":"2005-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"89230455","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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