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This chapter explores how direct-to-consumer advertisements (DTCA) for major depression and anxiety disorders use contemporary gender scripts to sell medications and disease definitions to consumers, and in the process reflect and reinforce those scripts for both men and women. Between 1997 and 2006, antidepressant DTCA in popular magazines overwhelmingly depicted depression as a (white) female disorder, as did anti-anxiety DTCA, although not to such an extreme extent. In addition, DTCA often alerted men to the benefits they might reap if the women in their lives sought treatment, while suggesting that women had a responsibility to seek such treatment for the sake of their loved ones. Moreover, DTCA disproportionately encouraged women to monitor their emotions while encouraging men to monitor their physical sensations. Finally, DTCA suggested that medication would yield benefits for women primarily in their close relationships and for men primarily in their work lives, thus reinforcing the binary sex divisions implicit in hegemonic masculinity and emphasized femininity. At a broader level, DTCA studied for this article suggest to both women and men that individuals should monitor themselves and others for a wide variety of common emotions, behaviors, and physical sensations, thus individualizing social problems and encouraging the expansion of medical authority over everyday life.

In order to improve the effectiveness of product‐claim direct‐to‐consumer advertising (DTCA), the current research examines the effect of a presentational element – the number of treatable symptoms for the advertised medical condition featured in the ad – on consumers' intentions to seek treatment.

Ninety‐five participants recruited at a mall in the northeastern US provided data on behavioral and attitudinal intentions regarding a product‐claim print DTCA for an antidepressant.

Featuring a high (vs low) number of symptoms improved the effectiveness of the product‐claim DTCA. Seeing more symptoms led to heightened perceptions of informativeness, lower persuasive intent, and higher intentions to discuss the advertised ailment and the advertised drug with the doctor. Perceptions of disease prevalence mediated this influence. The perceived impact of each symptom featured in the DTCA was controlled across experimental conditions.

This research contributes to the healthcare marketing literature by demonstrating how managing a presentational element in DTCA influences consumers' metacognitive processing of the health information and consequently their intentions to engage in health‐related behaviors.

Within the regulatory boundaries, pharmaceutical marketers may wish to increase the number of treatable symptoms to feature in their product‐claim DTCA in order to improve the effectiveness.

Within the regulatory boundaries, pharmaceutical marketers may wish to increase the number of treatable symptoms to feature in their product‐claim DTCA in order to improve the effectiveness.

This research builds on the extant literature of examining consumer perceptions of DTCA, and suggests a practical and metacognitive means to improve consumer perceptions to ultimately enhance DTCA effectiveness.

This study aims to examine how experience with mental illness influences perceptions of stigma and realism in a specific direct-to-consumer advertisement (DTCA) for bipolar depression.

An online survey had participants watch a 90 s advertisement for a prescription bipolar depression drug and then answer 24 questions about stigma, mental illness experience and the realism of the portrayals in the advertisement.

Findings show that people who identify as having experience with mental illness tend to see the ad as more stigmatizing and less realistic. Additionally, people who expressed more stigmatizing beliefs also tended to see more stigma present in the ad. Finally, the study reconfirms conclusions of previous research that people who have experience with mental health conditions possess fewer stigmatizing beliefs overall regarding mental illness.

The sample population, while diverse in age and somewhat diverse in location, were highly educated, suggesting that they were not representative of the general population. Future studies may want to use more representative samples. A more nuanced approach to understanding experience is needed. While the sample in this study was purposively derived from communities with a higher rate of mental illness, a comprehensive experience scale to measure degrees of experience with mental illness would enhance understanding of this construct. Researchers may also want to look more deeply into the emotional responses of consumers who view these ads. To develop a greater understanding of the trajectory of DTCA, studies of online advertising for psychiatric drugs are needed.

The results of the study suggest that respondents with experience with mental illness may find ads that sell psychiatric medications unrealistic. This study presents the topic of realism in DTCA as an important construct for determining how consumers may perceive portrayals of disorders.

The fact that people who have experience with mental illness found the Latuda ad to be generally unrealistic suggests that DTCA may be failing to represent mental illness in a way that demonstrates care for patients. Additionally, this research confirms that people who have had exposure to and experience with mental illness tend to hold less stigmatizing beliefs, (Link and Cullen, 1986; Corrigan et al., 2001; Angermeyer et al., 2004) a finding which supports the continuing project of increasing mental health literacy and awareness in the general population.

This study investigates the reactions of people who identify as having some experience with mental illness to see if they accept the portrayals of mental illness in DTCA or resist them by challenging their realism or identifying stigmatizing elements.

The purpose of this paper is to determine the extent to which exposure to a television commercial for an antidepressant drug (Cymbalta^®) compared to another commercial (Weight Watchers^®) influenced participants' knowledge of the drug (including side effects and indications) and self‐reported likelihood of seeking an antidepressant medication.

A randomized‐group design with two conditions was used with a sample of an ethnically diverse group of college students (n=498). Scores assessing drug knowledge and self‐reported likelihood of drug seeking and scores from the Beck Depression Inventory‐II (BDI‐II) were analyzed.

The Cymbalta^® group had higher drug‐knowledge scores than did the control group. Differences in drug‐seeking scores across conditions were not significant; however, drug‐knowledge scores and drug‐seeking scores were negatively related. Across groups, BDI‐II scores were positively related to drug seeking.

These results suggest that direct‐to‐consumer (DTC) advertising may educate consumers regarding medications, at least in the short term. Self‐reported intention to seek an antidepressant medication was significantly higher in participants who met the BDI‐II threshold for major depressive disorder, regardless of experimental condition.

A decreased desire to seek antidepressants, possibly due to increased familiarity with drug side‐effects, suggests that advertising may be educating viewers about important concerns about medication and that may impact their desire to seek those drugs.

Direct‐to‐consumer advertising (DTCA) of pharmaceuticals remains controversial, yet few experimental studies have examined the effects of DTCA on drug knowledge and drug‐seeking behavior of potential consumers.

This chapter will initially review some health care system issues with a focus on the US health care system. It will then review some of the sociological literature about race/ethnicity, immigration, socioeconomic status (SES) and gender and how these factors link to health and health care. In addition, the chapter will serve as an introduction to the volume and will briefly review the contents of the other sections and chapters in this volume.

This study has four objectives. First is to investigate and compare the immediate and carryover effects of four pharmaceutical marketing tools (prescriber detailing, medical events, journal ads and direct-to-consumer advertising [DTCA]) on sales. Based on the effect comparisons, the second objective is to determine whether advertising tools that are more compatible with prescriber’s behavior have superior impact on sales. Third is to examine empirical support for the argument that advertising directly to consumers, as a market follower versus leader, has a backfiring effect. Finally, this paper aims to assess the magnitude of variance in sales as a function of each advertising tool.

Data on unit sales and spending (on DTCA, journal ads, events and detailing) ranging 84 months are obtained for six prescription-only cholesterol-reducing brands. First, linearity is checked. Second, evolution versus stationarity is tested by applying the unit-root test. Third, potential endogeneity among variables is assessed with granger causality. Fourth, vector autoregressive model (VAR) that accounts for endogeneity and dynamic interactions is specified. Intercept, seasons and market share are added into the model specification as exogenous variables. Fifth, VAR with akaike selected lags and generalized impulse response are conducted. Finally, sales variance is decomposed with forecast error variance decomposition and Cholesky ordering.

A 10% increase on detailing or journal ads spending brought an immediate (one month) negative effect on sales in a market leader, whereas that same increase is insignificant in a market follower. A 10% increase on DTCA (vs detailing) spending led to a negative (vs positive) carryover effect for the market follower, giving empirical support to the backfiring effect of DTCA and partial evidentiary support suggested about prescriber friendly advertising. However, DTCA induces a larger short term and longer carryover effect in a market leader, with seven times more effect on sales than what detailing does. In addition, it explains 50% of the variation in sales.

The model applied captures extensive dynamics; hence, findings are robust. The analysis considered comparison in terms of prescriber friendly (vs not) advertising tools and brand market status and thus can make managers rethink strategy of advertising budget allocations. This study also introduced a new look onto DTCA and hence challenges the traditional thought held on consumer advertising response.

The purpose of the study was to examine the effects of prescription drug advertising health risk disclosure prominence and the mediating role of introspective message attention.

An experiment was conducted to test varying levels of health risk disclosure prominence in prescription drug advertising (high vs low).

The results showed that a more prominent health risk disclosure than a less prominent one enhanced introspective message attention, risk knowledge and risk perception of the drug’s side effects. In addition, the introspective attention mediated the health risk disclosure effects on risk knowledge and risk perception.

The artificial experimental setting should be considered. In addition, various therapeutic categories and health risk disclosure formats need to be examined.

To ensure fair balance in prescription drug advertising, message designers should present a sufficient level of health risk disclosure prominence.

To encourage consumers to make informed prescription drug decisions, health risk information provided through prescription drug advertising may be important. Health-marketing promotional messages should address fair balance by considering health risk disclosure prominence.

Although the FDA has issued its risk communication guidance draft for pharmaceutical manufacturers to ensure fair balance between benefit and risk information in pharmaceutical promotion, little empirical research has been conducted to test the health risk disclosure prominence effects on consumers’ health-related perception about the drug. This study fills the gap in the literature.

Pharmaceutical marketers and manufactures create hype of demand among patients towards a specific brand of drug or disease through drug advertisements. It induces the patients to seek additional information of the brand and ask for its prescription generation by the physician. The paper aims to determine the attitude of the physicians towards direct to consumer advertising (DTCA) and to examine the extent of patients’ request for a specific brand which leads to actual prescription generation.

Quantitative study, data was collected from field setting general practicing Doctors/Physicians in the leading hospitals. Quantitative data was collected from physicians working in leading hospitals. Doctors were selected on judgmental basis with high patient turnover. Sample size consists of 250 doctors, and questionnaire were adopted from two authors. Attitude of physicians towards DTCA and information inquired by the patient are two independent variables, whereas prescription generation by the physicians is dependent variable. SPSS was tool for data analysis.

Physicians have positive attitude towards DTCA and information provision to patient and consider it supplementary in overall health-care system. Advertising induces patients to visit physician and seek appropriate treatment and get induced to ask for further information.

Time and resources were limited.

First, it contributes towards knowledge, second, it shows the importance of DTCA and its impact on prescription generation and, third, it will help in devising drug advertising policy.

Highlights the issue are of not only misuse of drugs but also malpractice of drug prescription.

First, it explores the impact of the attitude of physicians along with the patients’ request on prescription generation behaviour. Second, it examines the impact of inquiring additional information about specific brand from the physician that might lead to the prescription generation. Finally, there is no study from the developing countries like Pakistan.

Celebrex became the first of a new class of drugs known as COX‐2 selective non‐steroidal anti‐inflammatory drugs. It improves treatment for arthritis sufferers without compromising the protective lining of the stomach. The purpose of this paper is to illustrate how direct‐to‐consumer advertising (DTCA) of prescription medicines can be used to rebuild faith in the cyclooxygenase‐2 (COX‐2) product category.

The case is developed using published sources and no input is required from company representatives. The presentation style follows the classic comprehensive case format used in postgraduate teaching programmes.

Business executives and strategic marketing students would benefit from a discussion on how external environmental factors can suddenly impose a review of marketing strategy. The reader learns how management addresses the business dilemma using DTCA.

A blockbuster rival drug Vioxx is withdrawn due to cardiovascular (CV) health safety concerns. A resulting dominant market situation soon becomes a business dilemma. The Federal Drug Administration calls for a “black box” warning label on Celebrex, the most serious type of warning.

The implications are that having a product in a class of its own is not enough. It highlights the need to communicate to different audiences, to both the medical profession and the end‐user. Getting doctors to recommend the medicine and pulling the product through the channel by stimulating patient demand after a health scare are paramount.

This is the first pharmaceutical business case where the withdrawal of a rival product leaves the dominant competitor in a monopoly situation. Contrary to expectation, market share plummets despite the absence of competition.