Journal of Pharmaceutical Marketing & Management (J Pharmaceut Market Manag)

Journal description

The Journal of Pharmaceutical Marketing & Management is a valuable multidisciplinary journal devoted to solving the problems inherent in the management and marketing of pharmaceutical products and services. The journal maintains a vigorous policy of publishing quality research reports of interest to individuals involved in the manufacturing, wholesale, institutional, retail, regulatory, organizational, and academic components of the pharmaceutical industry. In addition to valuable research and informative book reviews, each issue of the Journal of Pharmaceutical Marketing & Management regularly presents the "Poster Papers" section, providing succinct reports of pilot studies, early results, and provocative findings from investigations and similar applications. These brief reports provide early dissemination of new and valuable professional data, informing the reader of potentially important developments.

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Website Journal of Pharmaceutical Marketing & Management website
Other titles Journal of pharmaceutical marketing & management (Online), Journal of pharmaceutical marketing & management, Journal of pharmaceutical marketing and management
ISSN 1540-8574
OCLC 50177718
Material type Document, Periodical, Internet resource
Document type Internet Resource, Computer File, Journal / Magazine / Newspaper

Publications in this journal

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    ABSTRACT: There is little information in the published literature concerning the interaction between drug wholesalers and generic drug manufacturers and distributors. The purpose of this study is to identify and quantify the attributes and services which drug wholesalers look for in generic drug suppliers whose products they stock. A survey was sent to 136 wholesale drug firms, and 81 responses were received. The evaluable responses were analyzed to determine the average importance rating of 31 potential attributes of a generic drug supplier, in addition to background information. The incidence of drug product recalls, liability insurance, and the generic drug supplier's reputation were found to be as important as price to the drug wholesaler in his selection of generic product lines.
    Journal of Pharmaceutical Marketing & Management 12/2011; 1(3). DOI:10.3109/J058v01n03_08
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    ABSTRACT: Driven by the rising use of third-party reimbursement programs, changing customer purchasing patterns, and increasing competition, independent retail pharmacists are searching for new ways to remain competitive. This paper reports the results of a study designed to illustrate the importance of cultivating distinctive competencies, generally considered the primary building blocks of a competitive advantage. The study's results suggest that independent retail pharmacists who develop a cohesive group of distinctive competencies enjoy better performance than those pharmacy retailers who develop no distinctive area of competency. The most intriguing finding, however, may be that firms competing in the retail pharmacy marketplace that focus on cultivating a broad range of distinctive competencies across many areas significantly outperform those firms that develop only one or a few competencies.
    Journal of Pharmaceutical Marketing & Management 12/2011; 13(3). DOI:10.3109/J058v13n03_02
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    ABSTRACT: Mail questionnaires, developed to measure management aspirations and psychosocial factors, and follow-up reminder postcards were sent to 1,820 pharmacy students and recent graduates. A total of 783 questionnaires were returned (44.1%); however, only 604 (34%) were deemed usable for these analyses. More men (88.6%) than women (56.7%) aspired to upper-level management positions, the major difference being in pharmacy ownership. Less than 1% of the men desired minimal management responsibilities, whereas over ,!l% of the women chose this level of management involvement. Management aspiration" had a signiticant main effect for the creativity, management, and status work outcomes. "Sex" had a significant main effect for perceived discrimination and the creativity, employer policies, and patient care work outcomes.
    Journal of Pharmaceutical Marketing & Management 12/2011; 7(3). DOI:10.3109/J058v07n03_02
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    ABSTRACT: Self-care chart use should result in a higher proportion of necessary medical visits and a lower proportion of unnecessary medical visits. While several studies have used the number of visits to determine the effectiveness of self-care charts, no one has examined whether the subjects actually use these charts. This question was addressed by examining families' recording of self-care practices by diary for respiratory illnesses for a 28-day period. A medical chart audit was also performed. It was found that 75% of ilnesses were treated within the family setting and only 25% involved medical visits. Families were more likely to try the charts for "acute minor" illnesses (e.g., colds) than for "acute major" ilness (e.g., ear infections). The findings suggest that the expected separation of necessary and unnecessary visits did not occur. Currently, the family health manager's experience, knowledge, and intuition cannot be replaced by these charts.
    Journal of Pharmaceutical Marketing & Management 12/2011; 5(4). DOI:10.3109/J058v05n04_05
  • Journal of Pharmaceutical Marketing & Management 12/2011; 12(2-3). DOI:10.3109/J058v12n02_01
  • Journal of Pharmaceutical Marketing & Management 12/2011; 10(2-3). DOI:10.3109/J058v10n02_10
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    ABSTRACT: No abstract available for this article.
    Journal of Pharmaceutical Marketing & Management 12/2011; 7(1). DOI:10.3109/J058v07n01_03
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    ABSTRACT: This study explored the extent of using the elderly in over-the-counter (OTC) drug television advertisements. A content analysis of 50 OTC drug television ads found that the elderly were underrepresented in the ads relative to their share of OTC drug consumption. Their role and image, however, are portrayed positively in the ads. Implications for OTC drug advertisers are discussed.
    Journal of Pharmaceutical Marketing & Management 12/2011; 6(4). DOI:10.3109/J058v06n04_03
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    ABSTRACT: We examined the success of product line extensions (PLEs) in Canada by studying five selected drugs, three with generic competitors (ciprofloxacin, fenofibrate, paroxetine) and two without (clarithromycin, tolterodine). Third-party prescription claims from Canada were used to examine market behavior, which was analyzed using multiple regression and ARIMA. Consistent negative associations indicated high substitutability for all products and their generics. However, this was found only for PLEs with distinct advantages (e.g., increased bioavailability, fewer side effects). PLEs may recapture some market share lost to generics, but success is product-specific and likely depends on the extent of the PLE's therapeutic advantage over the originator.
    Journal of Pharmaceutical Marketing & Management 12/2011; 17(3-4). DOI:10.3109/J058v17n03_03
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    ABSTRACT: Corporate culture is increasingly seen as an important determinant of organizational effectiveness. If executives of pharmaceutical firms are to manage corporate culture, they must have a clear understanding of the concept. This article defines corporate culture and describes its basic characteristics. There is also discussion of the role culture plays in pharmaceutical companies. Corporate cultures that no longer contribute to the effectiveness of companies require change. To accomplish ,this task, executives must appreciate the kinds of situations that facilitate cultural change and use models of cultural change that are best suited to their type of organization.
    Journal of Pharmaceutical Marketing & Management 12/2011; 6(2). DOI:10.3109/J058v06n02_04
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    ABSTRACT: This paper examines variations in Medicaid use and spending for central nervous system drugs (anxiolytics, antidepressants, antipsychotics, and hypnotics) by eligibility group in 10 states in 1997. The aged and adults used antidepressants most frequently, while the disabled and children used antipsychotics most frequently. For both payment per prescription and payment per recipient, the aged, the disabled, and children had the highest amounts for antipsychotics, whereas adults had the highest amounts for antidepressants. Examining Medicaid drug use and spending in this way provides a basis for future studies that will address quality of care and patient outcome issues.
    Journal of Pharmaceutical Marketing & Management 12/2011; 16(2). DOI:10.3109/J058v16n02_05
  • Journal of Pharmaceutical Marketing & Management 12/2011; 12(2-3). DOI:10.3109/J058v12n02_13
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    ABSTRACT: Australian pharmacists have a monopoly on products that switch from prescription to nonprescription status. Such products are categorized as Schedule 3 and require pharmacist intervention for their sale. The objective of this study was to test a series of hypotheses that stated that pharmacists' attitudes toward the switch differed with their practice and demographic characteristics. A mail questionnaire to 1,100 community pharmacists nationwide resulted in a response rate of 71%. Factor analysis with varimax rotation produced a three-factor solution labeled Professionalism, Move to Open Sale, and Consumer Attitude. Multivariate regression models were used to detect differences in attitude. Although pharmacists generally had a neutral attitude toward the switch, they thought it gave them an opportunity to enhance their professional practice. Older pharmacists were more likely to think the switch could lead to further deregulation. Differences in attitude between older and younger pharmacists and between smaller and larger prescription businesses were noted; however, these were not the main contributors to the variation in answers. Future work should be directed outside of such characteristics to determine what influences pharmacists to hold certain views. This study indicated that pharmacists were not outwardly favorable to the switch and raises the question whether the pharmacy monopoly on Schedule 3 products is warranted.
    Journal of Pharmaceutical Marketing & Management 12/2011; 10(1). DOI:10.3109/J058v10n01_03
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    ABSTRACT: Marketing research is increasingly shifting its emphasis away from the "average" consumer toward targeted marketing. A key marketing research methodology to this end is psychological segmentation. Psychological sepentation applies exchange theory to gain an understanding of the 'filter" of attitudes and motivations that consumers bring to the urchase of a product or service. This P approach has been successfu ly used to segment the physician marketplace to more effectively communicate a product positioning message.
    Journal of Pharmaceutical Marketing & Management 12/2011; 3(3). DOI:10.3109/J058v03n03_04
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    ABSTRACT: In July 1987 a pilot consumer survey was administered in an effort to obtain consumer reactions to the concept of feefor- service pharmacist consulting. The objective of the survey was to determine if pharmacy customers were receptive to paying a pharmacist for private consultations concerning health problems. Six predetermined hypotheses were tested usin a forced choice ques- B tionnaire. Results of the survey were ana yzed using the SPSSx Computer Pro am and Z-test calculations. Over 50% of the respondents indicate 8 that consumers would pay for a private consukation, and the fair charges most often mentioned were five dollars and ten dollars.
    Journal of Pharmaceutical Marketing & Management 12/2011; 3(4). DOI:10.3109/J058v03n04_07
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    ABSTRACT: Most companies, including those in the pharmaceutical industry, recognize the importance of new product developments and introductions. To ensure a successful new product development and introduction, pharmaceutical marketers need to understand how their customers (i.e., doctors) make decisions. This study represents the attempt to identify and empirically test factors that affect doctors' decisions to adopt/prescribe a new pharmaceutical product. Specifically, it was hypothesized in this study that doctors' attitudes (attitude toward the new product, attitude toward the salesperson promoting the product, and attitude toward new innovations in pharmaceutical products) are, respectively, affected by three categories of factors: (1) product-related factors, (2) salesperson-related factors, and (3) personal factors. These attitudes, in turn, affect their intentions to adopt the new product. The data for the hypothesized model were collected and then analyzed by structural equation analysis using LISREL 8. Findings show that the hypothesized model adequately fit the data and explained 79%, 77%, 45%, and 40% of variation in attitude toward the new product, attitude toward the salesperson, attitude toward innovations in pharmaceutical products, and behavioral intention, respectively.
    Journal of Pharmaceutical Marketing & Management 12/2011; 11(2). DOI:10.3109/J058v11n02_05
  • Journal of Pharmaceutical Marketing & Management 12/2011; 10(2-3). DOI:10.3109/J058v10n02_05
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    ABSTRACT: In this study, a content analysis was used to evaluate advertisements of two drug products before patent expiration and after patent expiration. Advertisements were evaluated for information content, emotional appeals, and rational appeals. The results showed differences in the frequency of use of types of information content, rational appeals, and emotional appeals based on the status of patent protection for the 375 drug product advertisements reviewed.
    Journal of Pharmaceutical Marketing & Management 12/2011; 9(4). DOI:10.3109/J058v09n04_02
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    ABSTRACT: Drug product advertisements that appeared in 5 health care journals during 1980-1985 were analyzed for targeted patient population and dosing adjustment recommendations. Advertisements were classified as "elderly" when a pictured model appeared > 60 years old and/or a descriptive word in bold print referred to the population over the age of 60. Of the 3,773 advertisements analyzed, 16% were classified as portraying the elderly. Further analysis was performed on the 39 drug advertisements with elderly portrayal appearing in 1985. Eight (12%) of these advertisements included specific dosing recommendations for elderly patients, and 15 (38%) resented pharmacokinetic data applicable to a geriatric population. The implications of these results are discussed.
    Journal of Pharmaceutical Marketing & Management 12/2011; 7(2). DOI:10.3109/J058v07n02_03