When doctors refuse to see sales representatives: How China's pharmaceutical market responds

Jun 2015

Tumultuous change in the past year has greatly impacted China’s pharmaceutical market, and in turn, the activity of both domestic and multinational companies in the country.

Anti-bribery investigations have proved the most high-profile and the most alarming area of concern for pharmaceutical manufacturers. This is because the behaviour of physicians has significantly shifted, complicating their willingness to work with corporate players.

Specifically, medical practitioners now show a growing reluctance to meet with MNC sales personnel. Similarly, they are also less willing to participate in meetings, seminars and conferences, accept lecture fees and give out any personal information.

In response, many of the largest MNC players are evaluating their physician interaction model in China.