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Tropical Journal of Pharmaceutical Research
Pharmacotherapy Group, Faculty of Pharmacy, University of Benin, Benin City, Nigeria
ISSN: 1596-5996
EISSN: 1596-5996
Vol. 15, No. 7, 2016, pp. 1559-1568
Bioline Code: pr16206
Full paper language: English
Document type: Short Communication
Document available free of charge

Tropical Journal of Pharmaceutical Research, Vol. 15, No. 7, 2016, pp. 1559-1568

 en Moderating effects of contextual factors on relationship between pharmaceutical marketing strategies and physician prescription decision: A review
Murshid, Mohsen Ali; Mohaidin, Zurina & Nee, Goh Yen


Decision–making by physicians on patients’ treatment has received increased research attention. Research on the effect of marketing strategies on prescription behaviour has tended to generate controversial results. While some researchers reported a strong influence, some found only moderate effects, while others find no influence at all. The main objective of this paper is to review the influence of the marketing strategies by pharmaceutical firms and contextual factors on physician attitude to drug prescription. The paper presents comprehensive information on pharmaceutical marketing efforts through exhaustive review of relevant literature, and identifies the moderating effects of contextual factors on physician prescribing decisions. It also presents a crucial conceptual model for explaining the theoretical linkages between marketing strategies of pharmaceutical firms, contextual factors and the decision of the physician regarding drug prescription.

Drugs; marketing strategy; Physician prescription; Drug characteristics; Physician persistence; Cost/benefit

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