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Physician attitudes toward pharmaceutical sales representatives

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Date

1995

Publisher

© 1995 Aspen Publishers, Inc.

Authors

Full item page

URI

http://hdl.handle.net/10361/7114

Citation

Andaleeb, S. S., & Tallman, R. R. (1995). Physician attitudes toward pharmaceutical sales representatives. Health Care Management Review, 20(3), 68-76. Retrieved from www.scopus.com

Abstract

Physicians in northwestern Pennsylvania were surveyed to identify the factors that influenced their attitudes toward pharmaceutical sales representatives (PSRs). The results suggest that physicians' attitudes were influenced by the information and educational support they received from PSRs, selling techniques used by the PSRs to promote their products, and the volume of patients they saw.

Keywords

Pharmaceutical sales representatives, Physician attitudes

Description

This article was published in the Health Care Management Review [© 1995 Aspen Publishers, Inc. ] and The Journal's website is at: http://journals.lww.com/hcmrjournal/Abstract/1995/02030/Physician_attitudes_toward_pharmaceutical_sales.11.aspx

Publisher Link

http://journals.lww.com/hcmrjournal/Abstract/1995/02030/Physician_attitudes_toward_pharmaceutical_sales.11.aspx

Department

Type

Article

Collections

Journal Article