« Je ne tromperai jamais leur confiance »: analyse de l’influence des laboratoires sur la relation médecin-patient en France

Etienne Farvaque, Hancito Garçon and Anne-Laure Samson

Revue d'économie politique, 2022, vol. 132, issue 2, 273-312

Abstract: This article assesses the influence of monetary benefits offered by pharmaceutical companies to physicians on their dispensing practices. Based on exhaustive data covering the period 2014-2018, we estimate the influence of pharmaceutical promotion spending on prescriptions made by physicians corresponding to sales in drugstores. We find a strong influence coming from the pharmaceutical companies: 1 additional euro invested in sales promotion to all self-employed doctors in a region could bring in a little more than 5.15 euros in sales. The effect is more marked for general practitioners (1 additional euro yielding 6.41 euros). In addition, the pharmaceutical companies which grant the highest payments (higher than the third quartile of payments in a region), significantly increase the amount of their sales: + 8 % of sales thanks to promotion to physicians enrolled in hospitals, + 22 % for promotion to self-employed specialists, compared to pharmaceutical companies which would carry out less promotion. The return on promotion therefore appears to be increasing. The discussion leads to interpret this relationship as revealing more ?abusive? than ?positive? commercial practices, i.e., not necessarily oriented towards the delivery of drugs allowing health gains.

Keywords: pharmaceutical companies; physicians; prescriptions; promotion; gifts and money; I11; I18; C23; D73 (search for similar items in EconPapers)
Date: 2022
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