TITLE

Friendly or unfriendly?

AUTHOR(S)
Berliner, Neil
PUB. DATE
August 2006
SOURCE
Pharmaceutical Representative;Aug2006, Vol. 36 Issue 8, p39
SOURCE TYPE
Periodical
DOC. TYPE
Article
ABSTRACT
The article discusses the concept of implied hierarchy, an issue that puts a barrier between pharmaceutical sales representatives and doctors by denying access for customer relation. It is a belief of a doctor that he is more educated, more knowledgeable and is better than anyone who is not a doctor. This has an implication for doctor's resistance to suggestions. As a result, customer interaction becomes difficult for representatives as they try to level the implied hierarchy.
ACCESSION #
21816746

 

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