Physician attitudes toward pharmaceutical sales representatives.
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.
Andaleeb
S S
SS
School of Business, Pennsylvania State University, Erie, USA.
Tallman
R F
RF
D001291:Attitude of Health Personnel; D004345:Drug Industry; D004346:Drug Information Services; D005163:Factor Analysis, Statistical; D006801:Humans; D007400:Interprofessional Relations; D010414:Pennsylvania; D010820:Physicians / Q000523:psychology / Q000706:statistics & numerical data*; D012044:Regression Analysis; D016526:Workload