Comments on: There’s A Shock http://susiemadrak.com/2007/04/23/21/56/theres-a-shock/ Keeping a jaundiced eye on the corporate media. Mon, 01 Dec 2008 18:46:54 +0000 http://wordpress.org/?v=2.6 By: Izquierdo http://susiemadrak.com/2007/04/23/21/56/theres-a-shock/#comment-126373 Izquierdo Tue, 24 Apr 2007 04:02:47 +0000 http://susiemadrak.com/2007/04/23/21/56/theres-a-shock/#comment-126373 <i>Steinman speculates that the real effectiveness of pharmaceutical sales visits lies primarily in the "relationship-building" that occurs during those visits. "Aside from free drug samples, the representative will often bring a gift ---- lunch for the doctor and his or her staff, new pens and coffee mugs, offers to attend an educational conference. As a result, the doctor feels subtly, even subconsciously, indebted to the representative. This can lead to higher prescribing." He adds, "This feeling of obligation to reciprocate a favor is not unique to doctors. It's human nature." </i> Offers to attend an educational conference? Perhaps with all expenses paid? And some golfing thrown in? Steinman speculates that the real effectiveness of pharmaceutical sales visits lies primarily in the “relationship-building” that occurs during those visits. “Aside from free drug samples, the representative will often bring a gift —- lunch for the doctor and his or her staff, new pens and coffee mugs, offers to attend an educational conference. As a result, the doctor feels subtly, even subconsciously, indebted to the representative. This can lead to higher prescribing.”

He adds, “This feeling of obligation to reciprocate a favor is not unique to doctors. It’s human nature.”

Offers to attend an educational conference?
Perhaps with all expenses paid?
And some golfing thrown in?

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