IDEAS home Printed from https://ideas.repec.org/a/ibn/masjnl/v12y2018i11p210.html

Pharmaceutical Promotion Tools Effect on Physician's Adoption of Medicine Prescribing: Evidence from Jordan

Author

Listed:
  • Muhammad Alshurideh
  • Barween Al Kurdi
  • Ala Abdullah Abumari
  • Said A. Salloum

Abstract

The study aims to investigate the effect of pharmaceutical promotion tools on physician's adoption of medicine prescribing in Jordan. Medical representative detailing visit, promotional medicine price, external medical conference sponsorship, and free sampling were the main promotional tools investigated in this study. Researcher collected primary data using a questionnaire from a judgment sample of 150 practicing physicians in the private sector (non-probability sampling), who responded to the study questionnaire. Multiple regression analysis was used to analyze the data. The results indicated that there were a high level of acceptance and effect for the previously mentioned promotional tools on physicians’ adoption; the most influential independent variable was promotional medicine price followed by free sampling, while external medical conference sponsors and medical representative detailing visit were the lowest influential medical promotional tools. Managers and decision makers who are working in pharmaceutical companies in Jordan were recommended to focus on scientific detailing and free sampling and to decrease budget allocated for External medical conferences sponsorship.

Suggested Citation

  • Muhammad Alshurideh & Barween Al Kurdi & Ala Abdullah Abumari & Said A. Salloum, 2018. "Pharmaceutical Promotion Tools Effect on Physician's Adoption of Medicine Prescribing: Evidence from Jordan," Modern Applied Science, Canadian Center of Science and Education, vol. 12(11), pages 210-210, November.
    • Handle: RePEc:ibn:masjnl:v:12:y:2018:i:11:p:210
    as

    Download full text from publisher

    File URL: https://ccsenet.org/journal/index.php/mas/article/download/0/0/37269/37613
    Download Restriction: no
    File URL: https://ccsenet.org/journal/index.php/mas/article/view/0/37269
    Download Restriction: no
    ---><---

    References listed on IDEAS

    as
    1. Frank Windmeijer & Eric de Laat & Rudy Douven & Esther Mot, 2006. "Pharmaceutical promotion and GP prescription behaviour," Health Economics, John Wiley & Sons, Ltd., vol. 15(1), pages 5-18, January.
    2. 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.
    3. Muzhe Yang & Hsien-Ming Lien & Shin-Yi Chou, 2014. "Is There A Physician Peer Effect? Evidence From New Drug Prescriptions," Economic Inquiry, Western Economic Association International, vol. 52(1), pages 116-137, January.
    4. Chen Miao-Sheng & Shih Yu-Ti, 2008. "Pricing of prescription drugs and its impact on physicians’ choice behavior," Health Care Management Science, Springer, vol. 11(3), pages 288-295, September.
    5. Muhammad Alshurideh, 2017. "A Theoretical Perspective of Contract and Contractual Customer-Supplier Relationship in the Mobile Phone Service Sector," International Journal of Business and Management, Canadian Center of Science and Education, vol. 12(7), pages 201-201, June.
    6. Muhammad Alshurideh & B. H. Al Kurdi & Anu Vij, Zaid Obiedat & Abdallah Naser, 2016. "Marketing Ethics and Relationship Marketing - An Empirical Study that Measure the Effect of Ethics Practices Application on Maintaining Relationships with Customers," International Business Research, Canadian Center of Science and Education, vol. 9(9), pages 78-90, September.
    7. Füsun Gönül & Franklin Carter & Jerry Wind, 2000. "What kind of patients and physicians value direct-to-consumer advertising of prescription drugs," Health Care Management Science, Springer, vol. 3(3), pages 215-226, June.
    8. Barween Al Kurdi, 2017. "Investigating the Factors Influencing Parent Toy Purchase Decisions: Reasoning and Consequences," International Business Research, Canadian Center of Science and Education, vol. 10(4), pages 104-116, April.
    9. DiMasi, Joseph A. & Hansen, Ronald W. & Grabowski, Henry G., 2003. "The price of innovation: new estimates of drug development costs," Journal of Health Economics, Elsevier, vol. 22(2), pages 151-185, March.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Stacciarini, João Henrique Santana, 2025. "Relaciones e Influencias de la Industria Farmacéutica sobre la Práctica Médica," SocArXiv pk7vx_v1, Center for Open Science.
    2. Stacciarini, João Henrique Santana, 2026. "Influence, Deviations, and Excesses in the Pharmaceutical Sector," SocArXiv rbysc_v1, Center for Open Science.
    3. Muhammad Turki Alshurideh & Barween Al Kurdi & Hamzeh Almomani & Zaid Mohammad Obeidat & Ra’ed Masa’deh, 2023. "Antecedents and consequences of relationship quality in pharmaceutical industries: A structural equation modelling approach," PLOS ONE, Public Library of Science, vol. 18(1), pages 1-19, January.

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Peter Leeflang & Jaap Wieringa, 2010. "Modeling the effects of pharmaceutical marketing," Marketing Letters, Springer, vol. 21(2), pages 121-133, June.
    2. Liu, Qiang & Gupta, Sachin, 2011. "The impact of direct-to-consumer advertising of prescription drugs on physician visits and drug requests: Empirical findings and public policy implications," International Journal of Research in Marketing, Elsevier, vol. 28(3), pages 205-217.
    3. Michele Samorani & Manuel Laguna & Robert Kirk DeLisle & Daniel C. Weaver, 2011. "A Randomized Exhaustive Propositionalization Approach for Molecule Classification," INFORMS Journal on Computing, INFORMS, vol. 23(3), pages 331-345, August.
    4. 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.
    5. Maarten Ijzerman & Lotte Steuten, 2011. "Early assessment of medical technologies to inform product development and market access," Applied Health Economics and Health Policy, Springer, vol. 9(5), pages 331-347, September.
    6. Sridhar, Shrihari & Naik, Prasad A. & Kelkar, Ajay, 2017. "Metrics unreliability and marketing overspending," International Journal of Research in Marketing, Elsevier, vol. 34(4), pages 761-779.
    7. Holger Patzelt & Dean A. Shepherd, 2009. "Strategic Entrepreneurship at Universities: Academic Entrepreneurs’ Assessment of Policy Programs," Entrepreneurship Theory and Practice, , vol. 33(1), pages 319-340, January.
    8. Patzelt, Holger & zu Knyphausen-Aufseß, Dodo & Fischer, Heiko T., 2009. "Upper echelons and portfolio strategies of venture capital firms," Journal of Business Venturing, Elsevier, vol. 24(6), pages 558-572, November.
    9. Bardey, D. & Bommier, A. & Jullien, B., 2010. "Retail price regulation and innovation: Reference pricing in the pharmaceutical industry," Journal of Health Economics, Elsevier, vol. 29(2), pages 303-316, March.
    10. Hong, Suckwon & Kim, Juram & Woo, Han-Gyun & Kim, Young-Choon & Lee, Changyong, 2022. "Screening ideas in the early stages of technology development: A word2vec and convolutional neural network approach," Technovation, Elsevier, vol. 112(C).
    11. Marcela Miozzo & Lori DiVito & Panos Desyllas, 2011. "Cross-border acquisitions of science-based firms: Their effect on innovation in the acquired firm and the local science," DRUID Working Papers 11-17, DRUID, Copenhagen Business School, Department of Industrial Economics and Strategy/Aalborg University, Department of Business Studies.
    12. Darius Lakdawalla & Neeraj Sood, 2007. "The Welfare Effects of Public Drug Insurance," NBER Working Papers 13501, National Bureau of Economic Research, Inc.
    13. Dosis, Anastasios & Muthoo, Abhinay, 2019. "Experimentation in Dynamic R&D Competition," CRETA Online Discussion Paper Series 52, Centre for Research in Economic Theory and its Applications CRETA.
    14. Lorenz, Steffi, 2015. "Diversität und Verbundenheit der unternehmerischen Wissensbasis: Ein neuartiger Messansatz mit Indikatoren aus Innovationsprojekten," Discussion Papers on Strategy and Innovation 15-01, Philipps-University Marburg, Department of Technology and Innovation Management (TIM).
    15. Scherer, F.M., 2010. "Pharmaceutical Innovation," Handbook of the Economics of Innovation, in: Bronwyn H. Hall & Nathan Rosenberg (ed.), Handbook of the Economics of Innovation, edition 1, volume 1, chapter 0, pages 539-574, Elsevier.
    16. Andrew F Christie & Chris Dent & Peter McIntyre & Lachlan Wilson & David M Studdert, 2013. "Patents Associated with High-Cost Drugs in Australia," PLOS ONE, Public Library of Science, vol. 8(4), pages 1-7, April.
    17. Pierre Dubois & Olivier de Mouzon & Fiona Scott-Morton & Paul Seabright, 2015. "Market size and pharmaceutical innovation," RAND Journal of Economics, RAND Corporation, vol. 46(4), pages 844-871, October.
    18. Tannistra Banerjee & Stephen Martin, 2015. "Pharmaceutical Regulation and Innovative Performance: A Decision‐theoretic Model," Managerial and Decision Economics, John Wiley & Sons, Ltd., vol. 36(3), pages 177-190, April.
    19. Pascale Crama & Bert De Reyck & Zeger Degraeve & Wang Chong, 2007. "Research and Development Project Valuation and Licensing Negotiations at Phytopharm plc," Interfaces, INFORMS, vol. 37(5), pages 472-487, October.
    20. Tomas J. Philipson & Eric Sun, 2008. "Is the Food And Drug Administration Safe And Effective?," Journal of Economic Perspectives, American Economic Association, vol. 22(1), pages 85-102, Winter.

    More about this item

    JEL classification:

    • R00 - Urban, Rural, Regional, Real Estate, and Transportation Economics - - General - - - General
    • Z0 - Other Special Topics - - General

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:ibn:masjnl:v:12:y:2018:i:11:p:210. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Canadian Center of Science and Education (email available below). General contact details of provider: https://edirc.repec.org/data/cepflch.html .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.