Tales from the Script

Insider/Outsider Perspectives on Pharmaceutical Industry Sales Practices

This public lecture offered a unique perspective on the 'pharmaceutical culture'. Prior to his current research on the pharmaceutical industry's impact on psychiatry and society, Dr. Michael J. Oldani worked for Pfizer Inc., the largest drug company in the world.

Michael J. Oldani
is Assistant Professor of Medical Anthropology at University of Wisconsin-Whitewater
Visit Dr. Oldani's home page

This presentation outlined the various pharmaceutical tactics used at both a clinical (i.e., local) and macro level to establish the parameters for new pharmaceutical markets and to generate prescriptions. Part I will assess "the (sales) code" of "PhRMA" (Pharmaceutical Research and Manufacturers of America), recently reformulated in 2009 in order to address gift exchanges between industry and medicine. Part II will identify key terms and practices within the framework of pharmaceutical sales and marketing that still persist 'post-code'. Part III will highlight two recent cases of pharmaceutical and medical market expansion (e.g., Androgel/Andropause and Lexapro/Mental illness) that were driven through the practices outlined in Part I.

Clink the ►below to view the podcast of the presenation held Wednesday January 13, 2010 ath the Weldon Law Building, Dalhousie University.