The Value of Pharmaceutical Representative Visits and Medication Samples in Community-Based Family Practices

We found, however, that many offices do not have formal policies regarding pharmaceutical representatives and use questionable sample handling and storage practices. Interactions with pharmaceutical representatives can also be time consuming, potentially affecting the patient care schedule. Dispensing medications in the office setting may lead to increased responsibility and liability. We found that few clinicians provided extensive patient education about the samples they dispensed. Physicians need to be cognizant of the fact that they are bypassing the pharmacist. Directions to the patient need to be clear and comprehensive, addressing issues such as polypharmacy and drug-drug interactions. In addition, physicians should remain mindful of their own vulnerability with respect to the pharmaceutical industry’s influence over their prescribing habits. Drug detailing, even when insightful, may be biased.

Conclusions

The management of office visits with pharmaceutical representatives and the distribution of medication samples need to be addressed. Clinics with specific policies for interactions with drug companies appear to derive more satisfaction from their encounters. Practices should also maintain specific strategies when it comes to dispensing samples and should develop patterns of accountability for the handling of samples in the office.

Future research should include issues such as the impact of the pharmaceutical representative’s visit on patient finances, attitudes, disease management, and the physician-patient relationship. Further work is needed in the area of prescribing habits and the factors influencing physician decision making. More information on these topics may ultimately define and establish a relationship between the physician and the pharmaceutical industry that protects and promotes the interests of patients.

Acknowledgments

Our work was supported by a grant from the Agency for Health Care Policy and Research (1RO1 HS08776) to Benjamin Crabtree, PhD.