Publication Cover
International Journal of Advertising
The Review of Marketing Communications
Volume 23, 2004 - Issue 1
300
Views
39
CrossRef citations to date
0
Altmetric
Original Articles

A model assessing the effectiveness of direct-toconsumer advertising: integration of concepts and measures from marketing and healthcare

Pages 91-117 | Published online: 06 Jan 2015

References

  • Alperstein, N. & Peyrot, M. (1993) Consumer awareness of prescription drug advertising. Journal of Advertising Research, 33, July/August, pp. 50–56.
  • Bell, R., Wilkes, M. & Kravitz, R. (2000) The educational value of consumer-targeted prescription drug advertising. The Journal of Family Practice, 49(12), pp. 1092–1098.
  • Brichacek, A. & Sellers, L.J. (2001) Flexing their budgets. Pharmaceutical Executive, September, pp. 78–86.
  • Bush, A., Smith, R. & Martin, C. (1999) The influence of consumer socialization variables on attitudes towards advertising: a comparison of African-Americans and Caucasians. Journal of Advertising, 28(3), pp. 13–24.
  • Deshpande, A.D., Menon, A.M., Perri III, M. & Zinkhan, G.M. (2004) DTC advertising and its utility in health care decision-making: a consumer perspective. Journal of Health Communication, 9(5) (in press).
  • Doucette, W. & Schommer, J. (1998) Consumer preferences for drug information after direct to consumer advertising. Drug Information Journal, 32, pp. 1081–1088.
  • Ehrlich, R. (2003) Was Ralph Nader all wrong? DTC in Perspective, 66, 4 April 2003, http://www.dtcperspectives.com
  • Engel, J.P, Kollat, D.T. & Blackwell, R.D. (1973) Consumer Behavior (2nd edn). New York: Holt, Rinehart & Winston.
  • Fishbein, M. & Azjen, I. (1975) Belief, Attitudes, Intention and Behavior: An Introduction to Theory & Research. Reading, MA: Addison-Wesley.
  • Food and Drug Administration (FDA), US Department of Health and Human Services (1997) Draft Guidance for Industry: Consumer-Directed Broadcast Advertisements.
  • Food and Drug Administration (FDA), US Department of Health and Human Services (1999) Attitudes and behaviors associated with direct-to-consumer promotion of prescription drugs, accessed 18 March 2002 at: http://www.fda.gov/cder/ddmac/dtcindex.htm
  • Food and Drug Administration (FDA), US Department of Health and Human Services (2002) Direct-to-consumer advertising of prescription drugs, 1999–2002, accessed 18 March 2002 at: http://www.fda.gov/cder/ddmac/
  • Gonul, F., Carter, F. & Wind, J. (1999) What kind of patients and physicians value direct-to-consumer advertising of prescription drugs? Health Care Management Science, 3, pp. 215–226.
  • Guadagnoli, E. & Ward, P. (1998) Patient participation in decision-making. Social Science Medicine, 47(3), pp. 329–339.
  • IMS Health (2002) Total U.S. promotional spending by type, 2001, accessed 29 June 2002 at: http://www.imshealth.com/public/structure/dispcontent/1,2779,1203-1203-144077,00.html
  • Kahn, C. (2001) How the media influences women’s perceptions of health care. Marketing Health Services, (Spring), pp. 13–17.
  • Kasteler, J.R., Kane, L., Olsen D.M. & Thetford C. (1976) Issues underlying the prevalence of doctor shopping behavior. Journal of Heath & Social Behavior, 17 (December), pp. 328–339.
  • Krugman, H.E. (1965) The impact of television advertising: learning without involvement. Public Opinion Quarterly, 29 (Fall), pp. 349–356.
  • Lasswell, H.D. (1948) The structure and function of communication in society, in Bryson, L. (ed.), Communication of Ideas. New York: Harper.
  • Lavidge, R.J. & Steiner, G.A. (1961) A model of predictive measurements of advertising effectiveness. Journal of Marketing, 25(6), pp. 59–62.
  • Mackenzie, S.B. & Lutz, R.J. (1989) An empirical examination of the structural antecedents of attitudes toward the ad in an advertising pretesting context. Journal of Marketing, 53 (April), pp. 48–65.
  • McGuire, W.J. (1985) Attitudes and attitudes change, in Lindzey, G. & Aronson, E. (eds) Handbook of Social Psychology. New York: Random House,
  • Menon, A.M., Deshpande, A.D., Perri III, M. & Zinkhan, G.M. (2002) Trust in on-line prescription drug information among internet users: the impact on information search behavior after exposure to DTC advertising. Health Marketing Quarterly, 20(1), pp. 17–35.
  • Menon, A.M., Deshpande, A.D., Perri III, M. & Zinkhan, G.M. (2003) Consumers’ attention to the brief summary in print direct-to-consumer advertisements: perceived usefulness in patient–physician discussions. Journal of Public Policy and Marketing, 22(2) (in press).
  • Mitchell, A.A. & Olson, J.C. (1981) Are product attribute beliefs the only mediator of advertising effects on brand attitudes? Journal of Marketing Research, 18 (August), pp. 318–332.
  • Morris, L., Brinberg, D. & Plimpton, L. (1984) Prescription drug information for consumers: an experiment in source and format. Current Issues and Research in Advertising, 1(1), pp. 65–78.
  • Morris, L., Brinberg, D., Klimberg, R., Rivera, C. & Millstein, L.G. (1986) Consumer attitudes about advertisements for medicinal drugs. Social Science Medicine, 22(6), pp. 629–638.
  • Morris, L., Mazis, B. & Brinberg, D. (1989) Risk disclosures in televised prescription drug advertising to consumers. Journal of Public Policy and Marketing, 8, pp. 64–80.
  • Palumbo, F.B. & Mullins, C.D. (2002) The development of direct-to-consumer prescription drug advertising regulation. Food and Drug Law Journal, 57, pp. 423–443.
  • Perri III, M. & Dickson, M.W. (1988) Consumer reaction to a direct-to-consumer prescription drug advertising campaign. Journal of Health Care Marketing, 8(2), pp. 66–69.
  • Perri III, M. & Nelson, A.A. (1987) An exploratory analysis of consumer recognition of direct-to-consumer advertising of prescription drugs. Journal of Health Care Marketing, 7(1), pp. 10–17.
  • Perri III, M., Shinde, S. & Banavali, R. (1999) The past, present, and future of direct-to-consumer prescription drug advertising. Clinical Therapeutics, 21(10), pp. 1798–1811.
  • Perrien, J., Roy, J., Guiot, D. & Bastin, E. (1998) Exploring the persuasive effects of a commercial for a pharmaceutical product: the elderly vs. young adults. Advances in Consumer Research, 25, pp. 513–517.
  • Petty, R.E. & Cacioppo, J.T. (eds) (1981) Attitudes & Persuasion: Classic & Contemporary Approaches. Dubuque, IA: Wm. C. Brown Company Publishers.
  • Peyrot M., Alperstein, N.M., Van Doren, D. & Poli, L.G. (1998) Direct-toconsumer ads can influence behavior. Marketing Health Services, 18(2), pp. 26–32.
  • Pfizer Inc. (2001) Impact of DTC advertising relative to patient compliance, accessed 20 September 2003 at: http://www.pfizer.com/are/about_public/mn_about_dtcadsdoc.html
  • Pinto M.B. (2000) On the nature and properties of appeals used in direct-toconsumer advertising of prescription drugs. Psychological Reports, 86, pp. 567–607.
  • Prevention (1999) A national survey of consumer reactions to direct-to-consumer advertising. Emmaus: PA.
  • Prevention (2002) A national survey of consumer reactions to direct-to-consumer advertising. Emmaus: PA.
  • Reiss M. (2003) Media wide DTC spending summary. DTC Perspectives, September, pp. 10–11.
  • Roth, M.S. (2003) Media and message effects on DTC prescription drug print advertising awareness. Journal of Advertising Research, 43(2), pp. 180–194.
  • Schommer, J.C., Doucette, W.R. & Mehta, B.H. (1998) Rote learning after exposure to direct-to-consumer television advertisement for a prescription drug. Clinical Therapeutics, 20, pp. 617–632.
  • Shinde, S.B. (2003) Antecedents of drug requesting behavior. Unpublished doctoral dissertation, University of Georgia.
  • Sternthal, B., Phillips, L.W. & Dholakia, R. (1978) The persuasive effect of source credibility. Public Opinion Quarterly, 42, pp. 285–314.
  • Sullivan, D.L, Schommer, J.C & Birdwell, S.W. (1999) Consumer retention of risk information from direct-to consumer advertising. Drug Information Journal, 33, pp. 281–289.
  • Sutherland, M. & Friedman, L. (2000) Do you model ad awareness or advertising awareness? Journal of Advertising Research, 40(5), pp. 32–36.
  • Tripp, C. & Straub, L. (2001) Search for drug information: technology implications for rural consumers and pharmacies. Health Marketing Quarterly, 18(3/4), pp. 103–117.
  • Tucker, G.K. & Smith, M. (1987) Direct-to-consumer advertising: effects of different formats of warning information disclosure on cognitive reactions of adults. Journal of Pharmaceutical Marketing and Management, 2(1), pp. 27–41.
  • Vakratsas, D. & and Ambler, T. (1999) How advertising works: what do we really know. Journal of Marketing, 63 (January), pp. 26–43.
  • Vaughn, R. (1980) How advertising works: a planning model. Journal of Advertising Research, 20(5), pp. 27–33.
  • Williams, J.R. & Hensel, P.L. (1995) Direct-to-consumer advertising of prescription drugs. Journal of Health Care Marketing, 15(1), pp. 35–41.
  • Zaichkowsky, J.L. (1985) Measuring the involvement construct. Journal of Consumer Research, 12, pp. 341–352.

Reprints and Corporate Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

To request a reprint or corporate permissions for this article, please click on the relevant link below:

Academic Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

Obtain permissions instantly via Rightslink by clicking on the button below:

If you are unable to obtain permissions via Rightslink, please complete and submit this Permissions form. For more information, please visit our Permissions help page.