Physicians under the Influence: Social Psychology and Industry Marketing Strategies

Journal of Law, Medicine and Ethics - Tập 41 Số 3 - Trang 665-672 - 2013
Sunita Sah1, Adriane Fugh‐Berman
1Assistant Professor of Business Ethics at Georgetown University and a Research Fellow at the Ethics Center at Harvard University. Associate Professor in the Department of Pharmacology and Physiology and the Department of Family Medicine at Georgetown University Medical Center (GUMC).

Tóm tắt

It is easier to resist at the beginning than at the end.– Leonardo da VinciPhysicians often believe that a conscious commitment to ethical behavior and professionalism will protect them from industry influence. Despite increasing concern over the extent of physician-industry relationships, physicians usually fail to recognize the nature and impact of subconscious and unintentional biases on therapeutic decision-making. Pharmaceutical and medical device companies, however, routinely demonstrate their knowledge of social psychology processes on behavior and apply these principles to their marketing. To illustrate how pharmaceutical marketing strategies use psychological techniques to promote targeted therapies, we draw on the relevant social psychology literature on conflicts of interest and on the six principles of influence articulated by the eminent social psychologist Robert Cialdini. Hospitals, professional organizations, medical educators, and other stakeholders must also draw on social psychology to respond effectively to commercial activities that compromise good medical practice.

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Thông tin xuất bản

Journal of Law, Medicine and Ethics

Tập 41 Số 3

665-672

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