ABSTRACTThis paper draws upon published literature, focus groups, workshops, and individual patient views to identify general use of Internet for health information and, specifically, use of cross-border Internet pharmacy Web sites to locate and purchase prescription drugs. The paper applies the theoretical frameworks of risk perception theory and social cognition theory to attempt to explain why American patients continue to shop for prescription medications through cross-border Internet pharmacies (CBIP) despite its questionable legal status and potential for serious harm.
{"title":"Influencing Consumer Cross-Border Internet Pharmacy Shopping Behavior","authors":"D. Wong-Rieger","doi":"10.3109/J058V16N03_07","DOIUrl":"https://doi.org/10.3109/J058V16N03_07","url":null,"abstract":"ABSTRACTThis paper draws upon published literature, focus groups, workshops, and individual patient views to identify general use of Internet for health information and, specifically, use of cross-border Internet pharmacy Web sites to locate and purchase prescription drugs. The paper applies the theoretical frameworks of risk perception theory and social cognition theory to attempt to explain why American patients continue to shop for prescription medications through cross-border Internet pharmacies (CBIP) despite its questionable legal status and potential for serious harm.","PeriodicalId":16734,"journal":{"name":"Journal of Pharmaceutical Marketing & Management","volume":"50 1","pages":"53-62"},"PeriodicalIF":0.0,"publicationDate":"2004-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"82250159","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}
ABSTRACTMuch research in the past decade was dedicated to examining pharmacist satisfaction with wholesaler services and cooperation with wholesalers. A review of the marketing and pharmacy literature shows a lack of research on the development of trust and commitment among pharmacists toward wholesalers. Based on Morgan and Hunt's Commitment-Trust Theory of Relationship Marketing, the authors examine the antecedents and consequences of pharmacist-wholesaler relationship marketing. The Morgan and Hunt model included relationship benefits as an antecedent of commitment and trust. In the pharmacist-wholesaler relationship, these benefits are examined in detail, including corporate-level and boundary-spanning activities. Salesperson characteristics show positive effects on the development of trust and commitment.
{"title":"The Role of the Salesperson in Establishing and Preserving the Pharmacist-Wholesaler Relationship","authors":"Amit S. Patel, William B. Lobb","doi":"10.3109/J058V16N02_06","DOIUrl":"https://doi.org/10.3109/J058V16N02_06","url":null,"abstract":"ABSTRACTMuch research in the past decade was dedicated to examining pharmacist satisfaction with wholesaler services and cooperation with wholesalers. A review of the marketing and pharmacy literature shows a lack of research on the development of trust and commitment among pharmacists toward wholesalers. Based on Morgan and Hunt's Commitment-Trust Theory of Relationship Marketing, the authors examine the antecedents and consequences of pharmacist-wholesaler relationship marketing. The Morgan and Hunt model included relationship benefits as an antecedent of commitment and trust. In the pharmacist-wholesaler relationship, these benefits are examined in detail, including corporate-level and boundary-spanning activities. Salesperson characteristics show positive effects on the development of trust and commitment.","PeriodicalId":16734,"journal":{"name":"Journal of Pharmaceutical Marketing & Management","volume":"33 1","pages":"83-106"},"PeriodicalIF":0.0,"publicationDate":"2004-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"78755945","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}
ABSTRACTInternet pharmacies are a multimillion-dollar business between Canada and the United States. The real issue today is the impact this has had across the border. Not only have patients been directly involved and affected, but also health professionals and their associations, the drug industry, governments–and specifically drug regulators, and other major stakeholders. This paper examines the consequences of drugs being imported back into the United States from Canada through the Internet pharmacies. The paper reviews concerns about drug safety, ethical practices, existing legislation, liability, drug shortages, and others. Questions and recommendations are directed to stakeholders and decision makers.
{"title":"Cross-Border Internet Pharmacies: What Are the Issues? What Is Less Obvious?","authors":"K. Burns, D. Morrice","doi":"10.3109/J058V16N03_06","DOIUrl":"https://doi.org/10.3109/J058V16N03_06","url":null,"abstract":"ABSTRACTInternet pharmacies are a multimillion-dollar business between Canada and the United States. The real issue today is the impact this has had across the border. Not only have patients been directly involved and affected, but also health professionals and their associations, the drug industry, governments–and specifically drug regulators, and other major stakeholders. This paper examines the consequences of drugs being imported back into the United States from Canada through the Internet pharmacies. The paper reviews concerns about drug safety, ethical practices, existing legislation, liability, drug shortages, and others. Questions and recommendations are directed to stakeholders and decision makers.","PeriodicalId":16734,"journal":{"name":"Journal of Pharmaceutical Marketing & Management","volume":"81 1","pages":"29-52"},"PeriodicalIF":0.0,"publicationDate":"2004-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"82075513","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}
ABSTRACTDimensions of pharmacist services were identified based on consumer importance ratings of service activities. The service activities and dimensions were then categorized according to Levitt's total product concept. Via a mailed survey, consumers rated the importance of 30 pharmacist services and noted for each service whether they had ever experienced the service. Service dimensions were identified by factor analysis, and the individual services and dimensions were assigned to core, expected, augmented, or potential product types by the percentage of consumers having experience with the service(s). Four pharmacist service dimensions resulted and were labeled as Nonprescription Drug Activities, Prescription Drug Activities, Medication Administration Activities, and Education and Informatics Activities. Low rates of experience with activities in the Education and Informatics Activities dimension suggested that it fit the potential product category. Experience with other activities led to categorizin...
{"title":"Application of Levitt's Total Product Concept to Pharmacist Services Development","authors":"B. T. Sriwong, D. Kreling","doi":"10.3109/J058V16N04_03","DOIUrl":"https://doi.org/10.3109/J058V16N04_03","url":null,"abstract":"ABSTRACTDimensions of pharmacist services were identified based on consumer importance ratings of service activities. The service activities and dimensions were then categorized according to Levitt's total product concept. Via a mailed survey, consumers rated the importance of 30 pharmacist services and noted for each service whether they had ever experienced the service. Service dimensions were identified by factor analysis, and the individual services and dimensions were assigned to core, expected, augmented, or potential product types by the percentage of consumers having experience with the service(s). Four pharmacist service dimensions resulted and were labeled as Nonprescription Drug Activities, Prescription Drug Activities, Medication Administration Activities, and Education and Informatics Activities. Low rates of experience with activities in the Education and Informatics Activities dimension suggested that it fit the potential product category. Experience with other activities led to categorizin...","PeriodicalId":16734,"journal":{"name":"Journal of Pharmaceutical Marketing & Management","volume":"14 1","pages":"47-64"},"PeriodicalIF":0.0,"publicationDate":"2004-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"75217362","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 considers the theoretical predictions of the effects of cross-border pharmaceutical trade on the pricing decisions of multinational pharmaceutical manufacturers and the effects of these pricing decisions on the profits of the multinational pharmaceutical manufacturers, research and development activities, and social welfare.
{"title":"The Economics of Cross-Border Trade in Pharmaceuticals: Theory and Evidence","authors":"P. Grootendorst","doi":"10.3109/J058V16N03_11","DOIUrl":"https://doi.org/10.3109/J058V16N03_11","url":null,"abstract":"ABSTRACTThis paper considers the theoretical predictions of the effects of cross-border pharmaceutical trade on the pricing decisions of multinational pharmaceutical manufacturers and the effects of these pricing decisions on the profits of the multinational pharmaceutical manufacturers, research and development activities, and social welfare.","PeriodicalId":16734,"journal":{"name":"Journal of Pharmaceutical Marketing & Management","volume":"161 1","pages":"99-109"},"PeriodicalIF":0.0,"publicationDate":"2004-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"76490231","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}
ABSTRACTThe pharmaceutical industry is a critical portion of the domestic economy. In addition to its economic impact, the activities in the pharmaceutical industry have many societal implications. Perhaps the most widely scrutinized activity in the pharmaceutical industry is the industry's promotional strategies. This research is designed to evaluate issues that relate to the promotional strategies of the pharmaceutical industry. Specifically, this study evaluates the sales representative's perceptions of three critical aspects of pharmaceutical drug promotions: direct-to-consumer advertising, the ethics of salesperson promotional activities, and the influence that these promotional activities have on the physician's prescriptive behaviors. The results indicate that the sales representatives have rather pronounced perceptions of the legitimacy, effectiveness, and efficiency of the alternative promotional strategies found in the pharmaceutical industry.
{"title":"Pharmaceuticals: The Effectiveness and Efficiency of Alternative Promotional Strategies","authors":"R. Parker, Charles E. Pettijohn","doi":"10.3109/J058V16N02_03","DOIUrl":"https://doi.org/10.3109/J058V16N02_03","url":null,"abstract":"ABSTRACTThe pharmaceutical industry is a critical portion of the domestic economy. In addition to its economic impact, the activities in the pharmaceutical industry have many societal implications. Perhaps the most widely scrutinized activity in the pharmaceutical industry is the industry's promotional strategies. This research is designed to evaluate issues that relate to the promotional strategies of the pharmaceutical industry. Specifically, this study evaluates the sales representative's perceptions of three critical aspects of pharmaceutical drug promotions: direct-to-consumer advertising, the ethics of salesperson promotional activities, and the influence that these promotional activities have on the physician's prescriptive behaviors. The results indicate that the sales representatives have rather pronounced perceptions of the legitimacy, effectiveness, and efficiency of the alternative promotional strategies found in the pharmaceutical industry.","PeriodicalId":16734,"journal":{"name":"Journal of Pharmaceutical Marketing & Management","volume":"36 1","pages":"27-46"},"PeriodicalIF":0.0,"publicationDate":"2004-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"75695050","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}
ABSTRACTWhile pharmaceutical prices have always differed across countries, rising drug costs in the United States have increased interest in the potential for arbitrage and moved the issue to center stage. At first blush, parallel trade in pharmaceuticals appears to be the solution to rising drug prices. However, a more nuanced consideration of the issue reveals it to be more complicated and less straightforward. This paper examines the economic incentives involved in pharmaceutical reimportation with a particular focus on the risks of counterfeit pharmaceuticals and the role of patent protection in continued research and development. The public policy ramifications and quality implications are also considered. Reimportation is a complicated issue that has the potential to shape both health care policy and the look of the pharmaceutical industry.
{"title":"Parallel Imports or Imposters: The Economics of Reimportation and Counterfeit Pharmaceuticals","authors":"K. Lybecker","doi":"10.3109/J058V16N03_10","DOIUrl":"https://doi.org/10.3109/J058V16N03_10","url":null,"abstract":"ABSTRACTWhile pharmaceutical prices have always differed across countries, rising drug costs in the United States have increased interest in the potential for arbitrage and moved the issue to center stage. At first blush, parallel trade in pharmaceuticals appears to be the solution to rising drug prices. However, a more nuanced consideration of the issue reveals it to be more complicated and less straightforward. This paper examines the economic incentives involved in pharmaceutical reimportation with a particular focus on the risks of counterfeit pharmaceuticals and the role of patent protection in continued research and development. The public policy ramifications and quality implications are also considered. Reimportation is a complicated issue that has the potential to shape both health care policy and the look of the pharmaceutical industry.","PeriodicalId":16734,"journal":{"name":"Journal of Pharmaceutical Marketing & Management","volume":"32 1","pages":"79-98"},"PeriodicalIF":0.0,"publicationDate":"2004-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"73083504","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}
ABSTRACTCsross-border trade (aka parallel trade, reimportation, or importation1) via Internet-based, mail-order pharmacies and, potentially by US community pharmacies and wholesalers may have a long-term negative impact on the industry's financial ability to conduct research and development. The net financial effect on a global pharmaceutical manufacturer is unclear, but unfettered parallel trade/importation may result in a reduction in R&D expenditures and future drug innovation because current and future R&D requires significant positive free cash flows and operating margins. Public policy to increase consumers' access to affordable prescription drugs should be designed to consider the long-term social value of pharmaceutical innovation rather than a short-term political fix involving importation and price or reimbursement controls.
{"title":"Cross-Border Trade: Policy Implications for the Pharmaceutical Industry","authors":"R. Freeman","doi":"10.1300/J058V16N03_09","DOIUrl":"https://doi.org/10.1300/J058V16N03_09","url":null,"abstract":"ABSTRACTCsross-border trade (aka parallel trade, reimportation, or importation1) via Internet-based, mail-order pharmacies and, potentially by US community pharmacies and wholesalers may have a long-term negative impact on the industry's financial ability to conduct research and development. The net financial effect on a global pharmaceutical manufacturer is unclear, but unfettered parallel trade/importation may result in a reduction in R&D expenditures and future drug innovation because current and future R&D requires significant positive free cash flows and operating margins. Public policy to increase consumers' access to affordable prescription drugs should be designed to consider the long-term social value of pharmaceutical innovation rather than a short-term political fix involving importation and price or reimbursement controls.","PeriodicalId":16734,"journal":{"name":"Journal of Pharmaceutical Marketing & Management","volume":"8 1","pages":"71-78"},"PeriodicalIF":0.0,"publicationDate":"2004-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"73471609","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}
ABSTRACTCross-border pharmaceutical purchasing represents a challenge to accepted practices of pharmacy and the integrity of pharmacy rules and regulations within jurisdictions. This debate affects both the Canadian and American public, as well as their national governments, public and professional advocacy groups, and the pharmaceutical industry itself. It is still unclear as to who really benefits from cross-border Internet pharmacies, but it is clear that this debate has forced regulatory bodies to reengage in policy making and to discuss important issues such as access to medicine and the pharmaceutical system as a whole.
{"title":"The Menace or Blessing of Internet Pharmacy: Some Public Policy Considerations","authors":"J. C. Cohen","doi":"10.3109/J058V16N03_03","DOIUrl":"https://doi.org/10.3109/J058V16N03_03","url":null,"abstract":"ABSTRACTCross-border pharmaceutical purchasing represents a challenge to accepted practices of pharmacy and the integrity of pharmacy rules and regulations within jurisdictions. This debate affects both the Canadian and American public, as well as their national governments, public and professional advocacy groups, and the pharmaceutical industry itself. It is still unclear as to who really benefits from cross-border Internet pharmacies, but it is clear that this debate has forced regulatory bodies to reengage in policy making and to discuss important issues such as access to medicine and the pharmaceutical system as a whole.","PeriodicalId":16734,"journal":{"name":"Journal of Pharmaceutical Marketing & Management","volume":"99 1","pages":"5-11"},"PeriodicalIF":0.0,"publicationDate":"2004-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"79177380","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}
ABSTRACTThe effect promotional spending has on the prescribing activities of physicians has been a subject of ongoing discussion in the pharmaceutical industry. Although heavy promotion may establish access to physicians, thereby increasing market share, these expenditures must be judged in the context of the entire earnings of a company to ensure a healthy return on investment (ROI). Nevertheless, little detailed material is published about the methodological aspects of measuring and predicting the effects of promotion in the pharmaceutical industry. We address this oversight by investigating the quantification and prediction utility of a neural network in establishing the cause-and-effect relationship between promotional spending and variation in (the volume of) prescriptions. Our work presents some evidence of the nonlinear relationship between promotional spending and prescription responsiveness. The validity of our approach was further evaluated using unknown sample point, and the predictive power is...
{"title":"Prediction of Promotional Effect Using Neural Network Modeling","authors":"C. W. Lim, Toru Kirikoshi","doi":"10.3109/J058V16N02_02","DOIUrl":"https://doi.org/10.3109/J058V16N02_02","url":null,"abstract":"ABSTRACTThe effect promotional spending has on the prescribing activities of physicians has been a subject of ongoing discussion in the pharmaceutical industry. Although heavy promotion may establish access to physicians, thereby increasing market share, these expenditures must be judged in the context of the entire earnings of a company to ensure a healthy return on investment (ROI). Nevertheless, little detailed material is published about the methodological aspects of measuring and predicting the effects of promotion in the pharmaceutical industry. We address this oversight by investigating the quantification and prediction utility of a neural network in establishing the cause-and-effect relationship between promotional spending and variation in (the volume of) prescriptions. Our work presents some evidence of the nonlinear relationship between promotional spending and prescription responsiveness. The validity of our approach was further evaluated using unknown sample point, and the predictive power is...","PeriodicalId":16734,"journal":{"name":"Journal of Pharmaceutical Marketing & Management","volume":"75 1","pages":"3-26"},"PeriodicalIF":0.0,"publicationDate":"2004-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"89847157","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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