Abstract
Purpose. The effects of attitude and subjective norm were investigated on physicians' intention to use seven drug information sources: the PDR, medical textbooks, medical journals/newsletters, pharmaceutical manufacturers' literature, pharmaceutical manufacturers' representatives, other physicians, and pharmacists. The effects of past behavior and practice characteristics were also examined.
Methods. An eight-page mail questionnaire queried health maintenance organization physicians on their intention to use, attitude (emotional response) and subjective norm (colleagues' approval/ disapproval) toward use of each source when searching for drug information on a fictitious, new H2 antagonist agent.
Results. Responses were received from 54% (108) of the 200 physicians surveyed. Positive attitudes toward use had the greatest influence upon intention to use each of the sources (b ≥ .40) (except for pharmacists, for which subjective norm was the most important predictor (b = .31)). Past behavior directly affected intention to use the PDR (b = .27), and pharmaceutical manufacturers' literature (b = .26). The effects of attitude and/or subjective norm on intention to use non-commercial sources of drug information were moderated by the practice characteristics.
Conclusions. These findings suggest that physicians' use of drug information sources is strongly influenced by their attitudes toward use. In addition, the importance of situational contingencies should not be overlooked when investigating the use of drug information sources.
Similar content being viewed by others
REFERENCES
M. H. Becker, P. D. Stolley, L. Lasagna, et al. Correlates of physicians' prescribing behavior. Inquiry. 9:30–42 (1972).
P. D. Stolley, M. H. Becker, L. Lasagna, et al. The relationship between physician characteristics and prescribing appropriateness. Med Care. 10:17–28 (1972).
S. A. Osiobe. Use of information resources by health professionals: A review of the literature. Soc Sci Med. 21:965–973 (1985).
M. A. Abate, A. I. Jacknowitz, and J. M. Shumway. Information sources utilized by private practice and university physicians. Drug Inform J. 23:309–319 (1989).
J. R. Williams and P. J. Hensel. Physicians' sources of pharmaceutical information: changes and implications. J Pharmaceutical Marketing Management. 5:21–36 (1991).
J. R. Williams and P. J. Hensel. Changes in physicians' sources of pharmaceutical information: a review and analysis. J Health Care Marketing. 11:46–60 (1991).
J. Lilja. How physicians choose their drugs. Soc Sci Med. 10:363–365 (1976).
M. Y. Peay and E. R. Peay. Differences among practitioners in patterns of preference for information sources in the adoption of new drugs. Soc Sci Med. 18:1019–1025 (1984).
M. Y. Peay and E. R. Peay. Patterns of preference for information sources in the adoption of new drugs by specialists. Soc Sci Med. 31:467–476 (1990)..
M. Y. Peay and E. R. Peay. Patterns of preference for information sources in the adoption of new drugs by specialists. Soc Sci Med. 31:467–476 (1990).
J. K. Stross. Information sources and clinical decisions. J Gen Intern Med. 2:155–159 (1987).
L. S. Linn and M. S. Davis. Physicians' orientation toward the legitimacy of drug use and their preferred source of new drug information. Soc Sci Med. 6:199–203 (1972).
E. Hemminki. Review of the literature on the factors affecting drug prescribing. Soc Sci Med. 9:111–116 (1975).
R. Segal and C. D. Hepler. Drug choice as a problem-solving process. Med Care. 23:967–976 (1985).
R. Segal and C. D. Hepler. Prescribers' beliefs and values as predictors of drug choices. Am J Hosp Pharm. 39:1891–1897 (1982).
V. Chinburapa, L. N. Larson, J. L. Bootman, et al. Prescribing intention and the relative importance of drug attributes: A comparative study of HMO and fee-for-service physicians. J Pharmaceutical Marketing Management. 2:89–105 (1987).
I. Ajzen and M. Fishbein. Understanding attitudes and predicting social behavior. Prentice Hall, Englewood Cliffs, New Jersey, 1980.
R. P. Bagozzi. A field investigation of causal relations among cognitions, affect, intentions, and behavior. J Marketing Research. 19:562–583 (1982).
P. M. Bentler and G. Speckart. Models of attitude-behavior relations. Psychology Review. 86:452–464 (1979).
D. Landis, H. C. Triandis, and J. Adamopoulos. Habit and behavioral intentions as predictors of social behavior. J Social Psychology. 106:227–237 (1978).
J. Johnston. Econometric methods, 3rd ed. McGraw-Hill, Inc, New York, 1984.
M. A. Hardy. Regression with dummy variables. Sage Publications, Newberry Park, California, 1993.
H. Shosteck and W. R. Fairweather. Physician response rate to mail and personal interview surveys. Public Opinion Quarterly. 43:206–217 (1979).
G. A. Churchill. Marketing research: methodological foundation. Dryden Press, Hinsdale, Illinois, 1976.
C. A. Gaither, R. P. Bagozzi, D. M. Kirking, and F. J. Ascione. Factors related to physicians' attitudes and beliefs toward drug information sources. Drug Inform J. 28:817–827 (1994).
Author information
Authors and Affiliations
Rights and permissions
About this article
Cite this article
Gaither, C.A., Bagozzi, R.P., Ascione, F.J. et al. A Reasoned Action Approach to Physicians' Utilization of Drug Information Sources. Pharm Res 13, 1291–1298 (1996). https://doi.org/10.1023/A:1016049311673
Issue Date:
DOI: https://doi.org/10.1023/A:1016049311673