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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?
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.
Pharmaceutical Executive October 1, 2005 Chaudhry & Love	Key Opinion Leaders Interactions with Pharma Big pharmaceutical companies are paying the same key opinion leaders for many different services. All at the same time. And firms don't notice it because key opinion leaders are hidden in silos.
Pharmaceutical Executive December 1, 2006 White & Macchio	Marketing to Professionals: Fax Me! Don't throw away that machine just yet. All docs haven't switched to e-mail.
Pharmaceutical Executive January 1, 2007 Kelly D. Myers	Marketing to Professionals: Tomorrow's Changes Today Quantitative research is helping pharmaceutical marketers conduct more targeted product launches.
Pharmaceutical Executive June 1, 2006 Cindy D'Aoust	Who's Coming to Meetings? Need to attract the "right" physicians to a promotional meeting? Have to do it on a budget while following new compliance rules? Check out this new survey to see how the rest of pharma lives with a shifting promotional landscape.
Pharmaceutical Executive October 1, 2005 Mike Iafolla & Steve Greco	Under the Influence The number of influences that affect physicians' prescribing has increased and rep saturation has reached the tipping point, resulting in "customer fatigue." Companies must now take into account a plethora of influences when planning their sales and marketing efforts.
Pharmaceutical Executive September 1, 2006 Richard B. Vanderveer	The Information Diet How, when, and why physicians consume information.
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 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 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 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 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 October 1, 2006 Scott Hull	Back to the Future? Some states want to block access to doctor-level prescribing data. And the AMA helps members keep prescription records away from sales reps. An "old timer" remembers how he sold before databases came along.
Pharmaceutical Executive August 1, 2012 Wendy Balter	New Approaches to Medical Education Planning Promotional medical education planning used to be able to focus on the science first, without much consideration for delivery channels. Now technology expertise and channel considerations demand an equal share in up-front planning.
CRM July 2013 Leonard Klie	Drug Makers Are in the Midst of a Digital Revolution Pharmaceutical firms are sharpening their focus on multichannel marketing and analytics.
Pharmaceutical Executive June 1, 2007 Michael Goodman	A Very Specialty Moment Big Pharma is on a shopping spree for biologics and other specialty products. It has the money to buy them. But does it have the mojo to develop and market them successfully - or will the mid-size biopharmas make their big move?
Pharmaceutical Executive May 1, 2006 Paul Greenberg	Medical Education: Real-Time CME News-based CME helps doctors stay on top of new medical information and changes in treatment -- before their patients do.
Managed Care July 2003 Ed Silverman	A Little Something For the Physicians Health plans know that getting along with physicians is important, and many are trying new initiatives. Here are some successes.
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 October 1, 2006 Zuffoletti & Freire	Marketing to Professionals: Key Opinion Control KOL relationship management should be an essential component of any pharma brand team.
Pharmaceutical Executive April 1, 2006 Geoffrey M. Levitt	Meetings: Doctor Consultation The government's got its eye on consultant meetings. Are your company's policies strict enough?
Pharmaceutical Executive August 1, 2005 Lena Chow	Docs of Shanghai They're short on status, pay, and respect, but China's young doctors hold keys to the world's fastest growing pharmaceutical market.
HBS Working Knowledge May 4, 2007 Jim Heskett	How Do Managers Think? Observations about doctors raise some interesting questions about how we manage.
CRM April 2012 Marshall Lager	Be the Influencer Influencers are a shortcut to reaching a broad audience. Listen to that audience once you've reached it, because that's where your business is.
The Motley Fool December 4, 2007 Brian Orelli	An Early Gift to Drugmakers Drugmakers could be allowed to market for drugs' off-label indications.
The Motley Fool September 25, 2008 Brian Lawler	Eli Lilly's Dose of Disclosure The pharmaceutical pledges public reports of its dealings with doctors.
Pharmaceutical Executive May 1, 2005 Ame Wadler	PR: In the Loop Pharma marketers can help doctors stay abreast of the news.
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.
InternetNews July 29, 2005 Colin C. Haley	Pharma Markets Online Curtailing direct-to-consumer drug ads sounds like a bitter pill for creative firms, but the fine print suggests an opening for Internet marketers.
AskMen.com April 15, 2001 Joshua Levine	Choosing The Right Doctor Choosing a doctor is one of the most important decisions you can make. It's probably best made when you are healthy and have some time to think about a number of possibilities. If you don't have a doctor or are thinking about changing doctors, now may be the best time to look...
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.
Managed Care October 2002 Michael S. Victoroff	When Patients Repay Docs By Putting Them in Their Wills The other day, a lawyer called to ask me whether it was ethical for a doctor to accept a large bequest from a patient's estate.
Financial Advisor June 2010 Andrew Gluck	Advising Doctors As medical economics change for the worse, both physicians and their financial advisors are getting organized.
CRM July 1, 2010 Filiberto Selvas	Fishing Where the Fish Are (with Your Influencers' Help) The peer influencer in the era of the social operating system and the distributed online community.
Managed Care November 1999 Mark D. Abruzzo, J.D.	Peer Review May Not Be Confidential When Fairness of Process Is at Issue ...In Pennsylvania, peer review protection took a hit on Oct. 1 when the state Supreme Court ruled that physician peer review at hospitals cannot always be kept confidential...
Managed Care March 2004 John Carroll	Narrow Networks' Broader Vision Throughout the late 1990s, the fashion in managed care networks was bigger and bigger. These days, though, health plans around the country have begun sizing up so-called narrow networks once again.
IndustryWeek November 1, 2007 Jill Jusko	IBM Takes 3-D Innovation to the Doctor's Office Researchers unveil prototype software that lets physicians better visualize medical data.
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."
AskMen.com Tara Weiss	Reasons Not To Become A Doctor There were once many rewards to being in the medical profession. For decades, doctors earned hefty paychecks, had autonomy and respect. Those benefits are fading, and as a result, so is the number of doctors.
Pharmaceutical Executive June 1, 2005 Zimmerman & Fay	Marketing to Professionals: Dr. Ambassador The pharma industry is under siege in the news media. Smart companies must create a role for physicians as ambassadors who can raise patient confidence in drugs and the pharma industry as a whole.
CRM July 18, 2013	Rio SEO Expands Social Remarketing Solution Online marketers can now engage brand influencers and their social 'look-alikes.'
Pharmaceutical Executive February 1, 2014 Anbil et al.	Managed Markets: Positioning Your Product For Success with Pull Through Strategies A patient-centric approach to drug development delivers the benefits that actually create value
AskMen.com Michael Bucci	Having Successful Meetings Any person who has achieved a modicum of success in their life necessarily has learned how to handle meetings, both formal and otherwise. Meetings are a reality of business and life. Most business people have meetings on a daily basis.
BusinessWeek September 9, 2010 Caroline Winter	A High-End Handler for Deep-Pocketed Patients A startup links the seriously ill with global experts on their malady
Pharmaceutical Executive February 1, 2007	Thoughtleader: John Bailye, Dendrite John Bailye talks about the growth of pharmaceutical sales force automation - and about the latest technology to find its way into the rep's arsenal: phone-based SFA.
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.
The Motley Fool November 20, 2008 Brian Orelli	Like Coupons, Only Better Companies that provide medical products and services and are lowering their costs should do well in this environment.
Pharmaceutical Executive December 1, 2005 Larry Star	Marketing to Professionals: Appealing to Doctor's Emotions Borrowing from the disciplines of cognitive psychology and cultural anthropology, marketers can identify the emotional triggers that will evoke feeling and empathy in medical specialists, helping to overcome a doctor's initial resistance to a new product or concept.
CIO February 1, 2003 Christopher Koch	Off the Charts An electronic medical records system at the University of Illinois Medical Center did more than transform communication, it converted the least likely users into technology believers.