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Pharmaceutical Executive May 1, 2005 Ame Wadler	PR: In the Loop Pharma marketers can help doctors stay abreast of the news.
Pharmaceutical Executive October 1, 2011	Arming up for the Digital Revolution As a longtime advocate of new approaches to meeting customer needs in pharma, Martin Wygod sees the biggest change as the coming growth of digital platforms as the principal source of information and communication in healthcare.
Pharmaceutical Executive January 1, 2013 Al Topin	The Doctor-Patient Disconnect Doctor-patient conversations aren't always what we think; this basic interaction represents both a problem and an opportunity for today's drug marketers, says the author.
The Motley Fool September 15, 2011 Frank Vinluan	GSK's New Drug Marketing Model: Pharma Reps As Educators, Not Sellers The conversation between sales reps and doctors today is vastly different compared to one year ago.
Pharmaceutical Executive April 1, 2006 David Duplay	Marketing to Professionals: A Sample Plan Sure, pharmaceutical e-sampling can save money. But there are plenty of other reasons to use it.
Pharmaceutical Executive January 1, 2007 Jeffrey Zornitsky	Sales Management: Get Committed By better managing relationships with physicians, pharma companies can develop a base of dedicated prescribers.
Pharmaceutical Executive January 1, 2006 Sarah Houlton	Global Report: The UK's New Code of Conduct Pharma companies' relationships with doctors are being tightened in the United Kingdom, after a major overhaul of the Association of the British Pharmaceutical Industry's Code of Practice.
Pharmaceutical Executive March 1, 2007 Jeffrey Zornitsky	Sales Management: Get Committed By better managing relationships with physicians, pharma companies can develop a base of dedicated prescribers.
Pharmaceutical Executive October 1, 2005 Philip A. George	Backpage: Under Surveillance Doctors and consumers don't doubt that pharma benefits society. But in the eyes of the public, industry efforts to monitor postmarket safety come up short.
Pharmaceutical Executive October 1, 2005 Christopher Lisanti	Physician Frustration Doctors have had enough. But reps can still redeem themselves. As the industry thinks about new sales force models, it should look beyond ROI numbers, toward a new paradigm that not only works for pharma, but also for its customers.
Pharmaceutical Executive May 1, 2005 Jason Hogg	Marketing to Professionals: Diagnosing MD Behavior A centralized database allows pharma marketers to truly know doctors.
Pharmaceutical Executive May 1, 2005 Sibyl Shalo	Out to Lunch? For the average pharma rep, a 13-minute sales oriented meal trumps a 60-second office visit, any day of the week.
Pharmaceutical Executive March 1, 2013 Al Topin	Less Selling, More Time What can happen when pharmaceutical reps focus on the physician-patient conversation?
Pharmaceutical Executive May 1, 2009	Why All the Bad Buzz? European docs have always been down on pharma - but now the US is catching on. Perhaps pharma has oversold the "service model."
Pharmaceutical Executive January 1, 2006 Gene Guselli	Marketing to Professionals: The Power of Positive Feedback Boost doctors' confidence in your brand by validating their prescription decisions.
Pharmaceutical Executive April 1, 2011	Off-Label But On Point? Use of off-label drugs is a balancing act for physicians, and poses even more problems for pharma. The FDA is moving slowly to help.
Pharmaceutical Executive May 1, 2012	The Personal Touch in Digital Promotion The shift from sales rep meetings to digital selling methods must include innovation and a physician-centered mindset in order to be successful.
Pharmaceutical Executive March 1, 2006 Dorfman & Maynor	Marketing to Professionals: Under the Influence Pharmaceutical marketers should target the doctors who affect change in the medical community.
Managed Care January 2005	Private Practice Physicians Find Dual Role Challenging When it comes to balancing the role of business owner and practicing physician, many private practice doctors are having a tough time of it.
Pharmaceutical Executive September 1, 2006 John Ryder	Sales Management: Palm-sized Payoff Reps are gaining access to detail-adverse physicians by offering large software content in small packages.
Pharmaceutical Executive July 3, 2007 LeVine & Zucker	Marketing to Professionals: Professional Promotion Through Patient Understanding Patient-feedback programs can go a long way in helping physicians understand which drugs work.
Pharmaceutical Executive September 1, 2008 Jeffrey S. Aronin	The Orphan Opportunity The Orphan Drug Act was passed 25 years ago. But the challenge of actually getting rare disease drugs and therapies to patients still remains
Pharmaceutical Executive March 1, 2011 Jerry Coamey	Engage the Physician! New research shows that gauging the mind of the clinician is crucial to timely uptake of the new diagnostic tools offered by the genomic revolution
Pharmaceutical Executive February 1, 2006 Nappi & Rodgers	Marketing to Professionals: Streamlined Scheduling Better scheduling of sales visits can increase doctors' receptivity to pharmaceutical reps.
Pharmaceutical Executive September 1, 2012 Al Topin	Doctors' Words No Longer Gospel In the digital age, physicians don't call the shots when it comes to healthcare guidance. Marketers must appeal to multiple sources in seeking ways to garner patient adherence and loyalty.
Pharmaceutical Executive March 1, 2009 Brittany Agro	The New Sales Force The arms race is over, and it's time to reinvent pharma sales. Here's what forward-looking companies are experimenting with, and how it's working.
Pharmaceutical Executive September 1, 2006 Richard B. Vanderveer	The Information Diet How, when, and why physicians consume information.
CIO September 27, 2013	How IT Can Produce Better Patient Care For Dr. Bob Laskowski, president and CEO of Christiana Care Health System, technology means empowering physicians and patients.
Pharmaceutical Executive January 1, 2012 Elys Roberts & Sarah Phillips	The Emergence of the Pro-Patient How can pharma embrace and interact with increasingly informed and demanding patients to bring positive outcomes for all?
Pharmaceutical Executive May 1, 2011 Robert Neumann	iDeal Tool of Sales Trade The sleek, portable iPad, coupled with customized apps, gives sales reps a leg up.
Pharmaceutical Executive June 1, 2005 Boschwitz et al.	Track Patients, Not Prescriptions Why pharma companies reject anonymous patient-level data, and why they can't do without it for long.
HBS Working Knowledge November 1, 2004 Manda Salls	Bypass Marketing: Are Docs Influenced? Does direct-to-consumer advertising inform or persuade consumers about prescription drugs? Do physicians prescribe brands based on their patients' requests? Two Harvard professors discuss their study, which recently investigated these questions.
Pharmaceutical Executive September 1, 2006 Patrick Clinton	From the Editor: Undecided People are buying drugs, because companies are selling drugs. Interfere with the selling process, and people won't buy as many drugs.
Pharmaceutical Executive September 1, 2005 Nickum & Kelly	Missing the Mark(et) Pharmaceutical companies spend billions on data. Sales reps crowd the waiting rooms. So why is the doctor out?
Managed Care March 2005 Martin Sipkoff	Direct-to-Consumer Ads Garner Mixed Outcomes DTC advertising's reputation as a bully may be largely overstated. There's little evidence that sales of specific drugs increase, and there may be some benefit.
Pharmaceutical Executive September 1, 2010 Marylyn Donahue	With a Little Help from their Peers Physician meetings drive prescribing behavior, but what are the marketing meetings doctors prefer, and who are they listening to?
Managed Care July 2000 John Carroll	Physicians Reconsider Taking On Pharmacy Risk They've been burned here in the past, but physicians - and the HMOs that they contract with - may have learned some lessons.
Pharmaceutical Executive March 1, 2012 Ringler & Comer	The (Life) Science of Digital Connections Making real connections that resonate with audiences in a digital world is a fine art, especially in the heavily regulated world of Big Pharma
Pharmaceutical Executive May 1, 2006 Musacchio & Hunkler	More Than a Game of Keep Away The Prescribing Data Restriction Program takes effect in July. The AMA explains how individual doctors can keep their prescribing habits safe from reps, and how pharma can keep using the anonymous data -- if the industry polices itself.
Pharmaceutical Executive June 1, 2012 Amy Smith	Marketing: Medical Devices vs. Pharma Understanding the differences between drug and device marketing can make or break the brand's promotional activities.
HBS Working Knowledge November 22, 2004 Sean Silverthorne	Side Effects: The Case of Propecia Selling Propecia was a difficult marketing task for Merck & Co., and was recently the subject of a case study debated by Harvard Business School alumni.
BusinessWeek October 23, 2006 Arlene Weintraub	Cracking Down on Pharma Swag Several medical centers are barring their doctors from accepting freebies like pens and lunches from any vendor. Here's why.
Pharmaceutical Executive August 1, 2006 Patrick Clinton	From the Editor: Take Your Seat There's a lot to accomplish in the pharmaceutical industry. But considering what the industry has done in 25 years, it's not impossible.
Pharmaceutical Executive November 1, 2008 Brittany Agro	Docs Rock the Vote Medical journal advertising takes center stage at the sixth-annual Doctor's Choice Awards.
Managed Care July 2002	Money isn't everything Physicians are fairly happy with their incomes, but unhappy with the number of hours they have to work, as well as with the ancillary duties involved in practicing medicine, according to a survey.
Managed Care October 2004	AMA to Congress: Make Plans Respond Within 5 Minutes AMA delegates at the organization's annual meeting this year complained that doctors often have to wait more than 20 minutes to get an approval, often with the patient in the examining room.
Search Engine Watch February 20, 2011 Dean Stephens	Social Networks and Health: Bad Medicine? Social networks can be invaluable for helping consumers with health care decisions, as well as brand awareness for health practitioners, organizations, and treatments -- as long as it's done right.
Pharmaceutical Executive December 1, 2006 Marcee Nelson	Direct to Consumer: Don't Wait By stocking waiting rooms with educational drug information, pharma can help get doctor-patient communication off on the right foot.
Pharmaceutical Executive April 10, 2014	Obama Policies Reshape Pharma Marketing Health reform initiatives promote transparency, challenge reimbursement, writes Jill Wechsler.
Pharmaceutical Executive June 1, 2009 Michael Maher	Learning to Relate A multi-phase implementation strategy can debunk the myth that social media won't work for pharma.