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Are Physicians ÜEasy MarksÝ? Quantifying the Effects of Detailing and Sampling on New Prescriptions

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Cited by:

  1. Matthew Chao & Ian Larkin, 2022. "Regulating Conflicts of Interest in Medicine Through Public Disclosure: Evidence from a Physician Payments Sunshine Law," Management Science, INFORMS, vol. 68(2), pages 1078-1094, February.
  2. Castanheira, Micael & Ornaghi, Carmine & Siotis, Georges, 2019. "The unexpected consequences of generic entry," Journal of Health Economics, Elsevier, vol. 68(C).
  3. Bradley T. Shapiro, 2016. "Estimating the cost of strategic entry delay in pharmaceuticals: The case of Ambien CR," Quantitative Marketing and Economics (QME), Springer, vol. 14(3), pages 201-231, September.
  4. Kissan Joseph & Murali Mantrala, 2009. "A model of the role of free drug samples in physicians’ prescription decisions," Marketing Letters, Springer, vol. 20(1), pages 15-29, March.
  5. Katharina E. Blankart & Frank R. Lichtenberg, 2020. "Are patients more adherent to newer drugs?," Health Care Management Science, Springer, vol. 23(4), pages 605-618, December.
  6. Ram Bala & Pradeep Bhardwaj & Yuxin Chen, 2013. "Offering Pharmaceutical Samples: The Role of Physician Learning and Patient Payment Ability," Marketing Science, INFORMS, vol. 32(3), pages 522-527, May.
  7. Carey, Colleen & Lieber, Ethan M.J. & Miller, Sarah, 2021. "Drug firms’ payments and physicians’ prescribing behavior in Medicare Part D," Journal of Public Economics, Elsevier, vol. 197(C).
  8. Guitart, Ivan A. & Hervet, Guillaume, 2017. "The impact of contextual television ads on online conversions: An application in the insurance industry," International Journal of Research in Marketing, Elsevier, vol. 34(2), pages 480-498.
  9. Suppliet, Moritz, 2020. "Umbrella branding in pharmaceutical markets," Journal of Health Economics, Elsevier, vol. 73(C).
  10. Hui Feng & Neil A. Morgan & Lopo L. Rego, 2017. "Firm capabilities and growth: the moderating role of market conditions," Journal of the Academy of Marketing Science, Springer, vol. 45(1), pages 76-92, January.
  11. Sood, Ashish & Kappe, Eelco & Stremersch, Stefan, 2014. "The commercial contribution of clinical studies for pharmaceutical drugs," International Journal of Research in Marketing, Elsevier, vol. 31(1), pages 65-77.
  12. Andrew J. Epstein & Jonathan D. Ketcham, 2014. "Information technology and agency in physicians' prescribing decisions," RAND Journal of Economics, RAND Corporation, vol. 45(2), pages 422-448, June.
  13. Ajay Bhaskarabhatla & Priyatam Anurag & Chirantan Chatterjee & Enrico Pennings, 2021. "How Does Regulation Impact Strategic Repositioning by Firms Across Submarkets? Evidence from the Indian Pharmaceutical Industry," Strategy Science, INFORMS, vol. 6(3), pages 209-227, September.
  14. Holtrop, Niels & Wieringa, Jakob & Gijsenberg, Maarten & Stern, P., 2016. "Competitive reactions to personal selling," Research Report 16004-MARK, University of Groningen, Research Institute SOM (Systems, Organisations and Management).
  15. Hui Zhang & Gregory Zaric, 2015. "Using price–volume agreements to manage pharmaceutical leakage and off-label promotion," The European Journal of Health Economics, Springer;Deutsche Gesellschaft für Gesundheitsökonomie (DGGÖ), vol. 16(7), pages 747-761, September.
  16. Qiang Liu & Sachin Gupta & Sriram Venkataraman & Hongju Liu, 2016. "An Empirical Model of Drug Detailing: Dynamic Competition and Policy Implications," Management Science, INFORMS, vol. 62(8), pages 2321-2340, August.
  17. W. David Bradford & Andrew N. Kleit, 2015. "Impact of FDA Actions, DTCA, and Public Information on the Market for Pain Medication," Health Economics, John Wiley & Sons, Ltd., vol. 24(7), pages 859-875, July.
  18. Claudio Deiana & Ludovica Giua & Roberto Nisticò, 2019. "The Economics Behind the Epidemic: Afghan Opium Price and Prescription Opioids in the US," CSEF Working Papers 525, Centre for Studies in Economics and Finance (CSEF), University of Naples, Italy, revised 13 May 2019.
  19. Anusua Datta & Dhaval Dave, 2017. "Effects of Physician‐directed Pharmaceutical Promotion on Prescription Behaviors: Longitudinal Evidence," Health Economics, John Wiley & Sons, Ltd., vol. 26(4), pages 450-468, April.
  20. Gonzalez, Jorge & Sismeiro, Catarina & Dutta, Shantanu & Stern, Philip, 2008. "Can branded drugs benefit from generic entry? The role of detailing and price in switching to non-bioequivalent molecules," International Journal of Research in Marketing, Elsevier, vol. 25(4), pages 247-260.
  21. Sung, Jin Kyung & Park, Jimi & Yoo, Shijin, 2019. "Exploring the impact of strategic emphasis on advertising versus R&D during stock market downturns and upturns," Journal of Business Research, Elsevier, vol. 94(C), pages 56-64.
  22. Puneet Manchanda & Dick Wittink & Andrew Ching & Paris Cleanthous & Min Ding & Xiaojing Dong & Peter Leeflang & Sanjog Misra & Natalie Mizik & Sridhar Narayanan & Thomas Steenburgh & Jaap Wieringa & M, 2005. "Understanding Firm, Physician and Consumer Choice Behavior in the Pharmaceutical Industry," Marketing Letters, Springer, vol. 16(3), pages 293-308, December.
  23. Deiana, C. & Giua, L. & Nisticò, R., 2020. "Opium Price Shocks and Prescription Opioids in the US," Health, Econometrics and Data Group (HEDG) Working Papers 20/23, HEDG, c/o Department of Economics, University of York.
  24. Sismeiro, Catarina & Mizik, Natalie & Bucklin, Randolph E., 2012. "Modeling coexisting business scenarios with time-series panel data: A dynamics-based segmentation approach," International Journal of Research in Marketing, Elsevier, vol. 29(2), pages 134-147.
  25. Albers, Sönke, 2012. "Optimizable and implementable aggregate response modeling for marketing decision support," International Journal of Research in Marketing, Elsevier, vol. 29(2), pages 111-122.
  26. Rajkumar Venkatesan & Alexander Bleier & Werner Reinartz & Nalini Ravishanker, 2019. "Improving customer profit predictions with customer mindset metrics through multiple overimputation," Journal of the Academy of Marketing Science, Springer, vol. 47(5), pages 771-794, September.
  27. Ramkumar Janakiraman & Shantanu Dutta & Catarina Sismeiro & Philip Stern, 2008. "Physicians' Persistence and Its Implications for Their Response to Promotion of Prescription Drugs," Management Science, INFORMS, vol. 54(6), pages 1080-1093, June.
  28. Marc Fischer & Hyun S. Shin & Dominique M. Hanssens, 2016. "Brand Performance Volatility from Marketing Spending," Management Science, INFORMS, vol. 62(1), pages 197-215, January.
  29. Kremer, Sara T.M. & Bijmolt, Tammo H.A. & Leeflang, Peter S.H. & Wieringa, Jaap E., 2008. "Generalizations on the effectiveness of pharmaceutical promotional expenditures," International Journal of Research in Marketing, Elsevier, vol. 25(4), pages 234-246.
  30. Zhu, Z.;, 2023. "The Value of Patients: Heterogenous Physician Learning and Generic Drug Diffusion," Health, Econometrics and Data Group (HEDG) Working Papers 23/12, HEDG, c/o Department of Economics, University of York.
  31. Svetlana Beilfuss & Sebastian Linde, 2021. "Pharmaceutical opioid marketing and physician prescribing behavior," Health Economics, John Wiley & Sons, Ltd., vol. 30(12), pages 3159-3185, December.
  32. Yuying Shi & Jeremy M. Lim & Barton A. Weitz & Stephen L. France, 2018. "The impact of retail format diversification on retailers’ financial performance," Journal of the Academy of Marketing Science, Springer, vol. 46(1), pages 147-167, January.
  33. Venkataraman, S. & Stremersch, S., 2007. "The Debate on Influencing Doctors’ Decisions: Are Drug Characteristics the Missing Link?," ERIM Report Series Research in Management ERS-2007-056-MKT, Erasmus Research Institute of Management (ERIM), ERIM is the joint research institute of the Rotterdam School of Management, Erasmus University and the Erasmus School of Economics (ESE) at Erasmus University Rotterdam.
  34. Greffion, Jérôme & Breda, Thomas, 2015. "Façonner la prescription, influencer les médecins," Revue de la Régulation - Capitalisme, institutions, pouvoirs, Association Recherche et Régulation, vol. 17.
  35. Füsun Gönül & Franklin Carter, 2010. "Impact of e-detailing on the number of new prescriptions," Health Care Management Science, Springer, vol. 13(2), pages 101-111, June.
  36. Stremersch, S. & Lemmens, A., 2008. "Sales Growth of New Pharmaceuticals Across the Globe: The Role of Regulatory Regimes," ERIM Report Series Research in Management ERS-2008-026-MKT, Erasmus Research Institute of Management (ERIM), ERIM is the joint research institute of the Rotterdam School of Management, Erasmus University and the Erasmus School of Economics (ESE) at Erasmus University Rotterdam.
  37. Christopher Ody & Matt Schmitt, 2019. "Who cares about a label? The effect of pediatric labeling changes on prescription drug utilization," International Journal of Health Economics and Management, Springer, vol. 19(3), pages 419-447, December.
  38. Freek Vermeulen, 2018. "A basic theory of inheritance: How bad practice prevails," Strategic Management Journal, Wiley Blackwell, vol. 39(6), pages 1603-1629, June.
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