A team, led by the University of California, Los Angeles' Ian Larkin and Carnegie Mellon University's George Loewenstein, examined restrictions 19 academic medical centers (AMCs) in five U.S. states placed on pharmaceutical representatives' visits to doctors' offices. Published in the May 2 issue of the Journal of the American Medical Association, the results reveal that the restrictions caused physicians to switch from prescribing drugs that were more expensive and patent-protected to generic, significantly cheaper drugs.
Pharmaceutical sales representative visits to doctors, known as "detailing," is the most prominent form of pharmaceutical company marketing. Detailing often involves small gifts for physicians and their staff, such as meals. Pharmaceutical companies incur far greater expenditures on detailing visits than they do on direct-to-consumer marketing, or even on research and development of new drugs. Despite the prevalence of detailing and the numerous programs to regulate detailing, little was known about how practice-level detailing restrictions affect physician prescribing, until now.