Direct-to-Consumer Advertising of Prescription Drugs: A Strategic Analysis

Authors:
Wilfred Amaldoss;Chuan He
Affiliations:
Fuqua School of Business, Duke University, Durham, North Carolina 27708;Leeds School of Business, University of Colorado, Boulder, Colorado 80309
Venue:
Marketing Science
Year:
2009

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Abstract

Consumers cannot purchase a prescription drug without a prescription from a physician, yet many prescription drugs are promoted to consumers with the help of direct-to-consumer (DTC) advertising. In this paper, we propose and test a competitive model of DTC advertising. We find that the brand specificity of DTC advertising can have an inverted U-shaped relationship with detailing, DTC advertising, and profits. Furthermore, an increase in the cross-price sensitivity between competing prescription drugs is not always detrimental to firm profits. A laboratory test lends qualitative support to some of our model predictions. We also discuss potential implications of DTC advertising for generic drugs and over-the-counter drugs.