The impact of source credibility characteristics on physicians' satisfaction with pharmaceutical salespeople.
Pharmaceutical salespeople are important sources of information for physicians about new and existing drugs. This study examines the relative impact of various source characteristics (i.e., expertise, trustworthiness and attractiveness) on physicians' satisfaction with the salesperson as an information source. The results suggest that although perceived expertise and trustworthiness are significant predictors of satisfaction, attractiveness is not. Implications are offered.
Lagace
R R
RR
University of South Florida, Tampa, FL.
Twible
J L
JL
D000328:Adult; D000368:Aged; D001291:Attitude of Health Personnel; D003258:Consumer Behavior / Q000706:statistics & numerical data*; D004345:Drug Industry / Q000592:standards*; D005260:Female; D006801:Humans; D007400:Interprofessional Relations; D008297:Male; D008875:Middle Aged; D010820:Physicians / Q000706:statistics & numerical data*; D011795:Surveys and Questionnaires; D014481:United States