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Pharmaceutical Executive September 1, 2010	Where Prescribing Oncologists Go for Their Information, and Why Marketers need to understand how informal influencers are beginning to replace traditional channels as the favored way for doctors to receive product information from drug manufacturers, and, in turn, how best to leverage peer influence in designing effective meetings and events.
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, 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 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, 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, 2006 Gina Ashe	Alternative Media: Patient Bloggers on Your Brands Find out what patient bloggers are saying about your pharmaceutical brands.
Pharmaceutical Executive September 1, 2006 Richard B. Vanderveer	The Information Diet How, when, and why physicians consume information.
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.
Pharmaceutical Executive May 1, 2005 Ame Wadler	PR: In the Loop Pharma marketers can help doctors stay abreast of the news.
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 July 1, 2011 Cabacungan & Clark	New Ways to Gain New Brand Insights If you can learn to understand patient and physician behavior, you are well on your way to strengthening the position of your product.
Managed Care April 2000 Tim Olsen	Physician, Tarnish Not Thine Image Doctors who use the news media to criticize others, rather than initiate a constructive dialog about difficult issues such as antibiotic resistance, help erode the profession's influence.
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 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 October 1, 2005 Jeffrey Tangney	Alternative Media: Mobile Marketing Through PDAs, pharmaceutical marketers have found an efficient way to communicate with and educate physicians.
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 June 1, 2006 Philip A. George	Alternative Media: Online Med Sites Gain Patient Trust Pharma could benefit from a little less TV.
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.
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 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 January 1, 2006 Maggie Helmig	Direct to Consumer: Patient Education Reform Marketers can empower patients to start a dialogue with their doctors.
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.
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 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 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.
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.
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 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
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.
BusinessWeek April 23, 2009 Catherine Arnst	Doctors' Pride: A Hurdle to Digital Medicine A forerunner in New England found that some physicians would sooner cut ties than see their elite status threatened.
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.
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.
Pharmaceutical Executive May 1, 2006 Stephen Wray	Alternative Media: Interactive=Integration Interactive technology allows marketers to keep up with the demands of both physicians and consumers.
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 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 May 1, 2005 Sarah Houlton	Global Report: Iron Fist The United Kingdom is hardening its stance on pharma industry issues.
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.
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.
Managed Care July 2000 Collins, Hawks & Davis	From Theory to Practice: Identifying Authentic Opinion Leaders to Improve Care Diffusion of Innovations and Opinion Leader theories can be translated into practical applications to improve health care delivery and financial performance by applying them to influence referral patterns and decrease variations in care.
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."
InternetNews April 29, 2004 Susan Kuchinskas	Health Could Mean Wealth for Microsoft A partnership with WellPoint Health Networks aims to persuade doctors to go wireless on PocketPCs.
Managed Care October 2007 John Carroll	Early Tiered Networks Encounter Many Obstacles From dodgy data to uncooperative doctors, difficulties confront health plans that are trying to stratify providers by cost and quality.
Pharmaceutical Executive April 10, 2014	Obama Policies Reshape Pharma Marketing Health reform initiatives promote transparency, challenge reimbursement, writes Jill Wechsler.
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.
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.
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?
Search Engine Watch December 31, 2010 Dean Stephens	Health Gets Social in 2010 The role of social media in search results is influencing how health organizations attract and treat patients.
Managed Care October 2002 Joyce Ochs	Decision Support Made Practical Making all the necessary information easily accessible is the motivation behind today's decision-support products. Most of them are called clinical information systems or primary care information systems and are designed for practicing physicians.
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 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.