Doctors’ Interactions with Pharmaceutical Sales Representatives: Modelling Doctors Prescription Behaviour

  • Aini Faisal
  • Muhammad Shakil AhmadEmail author
  • Ramayah Thurasamy
  • Riaz Ahmed
Original Paper


Using theory of planned behaviour, this study seeks to examine the effect of health practitioner’s interaction with pharmaceutical sales representatives on their prescription behaviour. Data was collected from 248 health practitioners working in the city of Attock and from five Tehsils of Attock District through questionnaires with a net response rate of 82%. The hypothesis was tested by PLS Path Modelling. The major findings of the study were that physicians’ interactions with pharmaceutical sales representatives in terms of market knowledge, product knowledge, corporate reputation and tangible rewards affect the prescription behaviour of physicians directly as well as through the mediating effect of the attitudinal component. The findings of the study would be helpful for the pharmaceutical industry as well as for drug regulatory authorities and health policy makers towards unethical practices in the medical field. Study provided practical implications for policy makers and health practitioners. Moreover, future directions for research were also provided.


Prescription behaviour Pharmaceutical marketing Physicians Pharmaceutical sales representatives (PSRs) Attitude Ethics 



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Copyright information

© Springer Science+Business Media, LLC, part of Springer Nature 2019

Authors and Affiliations

  1. 1.Department of Management SciencesCOMSATS University IslamabadAttockPakistan
  2. 2.College of Hotel & Tourism ManagementKyung Hee UniversitySeoulRepublic of Korea
  3. 3.School of ManagementUniversiti Sains MalaysiaMindenMalaysia
  4. 4.Internet Innovation Research CenterA212, Newhuadu Business School, Minjiang UniversityMinhou County, FuzhouChina
  5. 5.Department of Management SciencesBahria UniversityIslamabadPakistan

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