{"id":22611,"date":"2010-10-29T16:00:52","date_gmt":"2010-10-29T16:00:52","guid":{"rendered":"http:\/\/127.0.0.1\/site\/2017\/2\/1985\/npr-how_to_win_doctors_and_influence_prescriptions\/"},"modified":"2010-10-29T16:00:52","modified_gmt":"2010-10-29T16:00:52","slug":"npr-how_to_win_doctors_and_influence_prescriptions","status":"publish","type":"post","link":"https:\/\/kendallharmon.net\/?p=22611","title":{"rendered":"NPR&#8211;How To Win Doctors And Influence Prescriptions"},"content":{"rendered":"<p>According to Webb and Maher, Clawson&#8217;s view that speaking is educational is not at all accidental. Drug companies train representatives to approach a narrow set of doctors in a very specific way, using language that deliberately fosters this idea that the doctors who speak are educators, and not just educators, but the smartest of the smart.<\/p>\n<p>For example, every drug representative interviewed for this story used the exact same phrase when approaching a doctor with a pitch to become a speaker: Each doctor approached to speak was told that he was being recruited to serve as a &#8220;thought leader.&#8221;<\/p>\n<p><b>This phrase, Webb says, seems to have incredible psychological power.<\/b><\/p>\n<p>&#8220;<b>When you do say &#8216;thought leader&#8217; I think it&#8217;s a huge ego boost for the physicians<\/b>,&#8221; Webb says. &#8220;It&#8217;s like a feather in their cap. They get a lot from it.&#8221;<\/p>\n<p><a href=\"http:\/\/www.npr.org\/templates\/story\/story.php?storyId=130730104\">What a brilliant selling scheme to use the phrase &#8220;thought leader.&#8221; Read or better listen to it all&#8211;KSH  (my emphasis)<\/a>.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>According to Webb and Maher, Clawson&#8217;s view that speaking is educational is not at all accidental. Drug companies train representatives to approach a narrow set of doctors in a very specific way, using language that deliberately fosters this idea that<span class=\"ellipsis\">&hellip;<\/span><\/p>\n<div class=\"read-more\"><a href=\"https:\/\/kendallharmon.net\/?p=22611\">Read more &#8250;<\/a><\/div>\n<p><!-- end of .read-more --><\/p>\n","protected":false},"author":794,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[39,40,582,589,99,149,168,104,34],"tags":[],"class_list":["post-22611","post","type-post","status-publish","format-standard","hentry","category-culture-watch","category-economics-politics","category-consumerconsumer-spending","category-corporationscorporate-life","category-drugsdrug-addiction","category-economy","category-ethics-moral-theology","category-health-medicine","category-theology"],"_links":{"self":[{"href":"https:\/\/kendallharmon.net\/index.php?rest_route=\/wp\/v2\/posts\/22611","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/kendallharmon.net\/index.php?rest_route=\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/kendallharmon.net\/index.php?rest_route=\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/kendallharmon.net\/index.php?rest_route=\/wp\/v2\/users\/794"}],"replies":[{"embeddable":true,"href":"https:\/\/kendallharmon.net\/index.php?rest_route=%2Fwp%2Fv2%2Fcomments&post=22611"}],"version-history":[{"count":0,"href":"https:\/\/kendallharmon.net\/index.php?rest_route=\/wp\/v2\/posts\/22611\/revisions"}],"wp:attachment":[{"href":"https:\/\/kendallharmon.net\/index.php?rest_route=%2Fwp%2Fv2%2Fmedia&parent=22611"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/kendallharmon.net\/index.php?rest_route=%2Fwp%2Fv2%2Fcategories&post=22611"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/kendallharmon.net\/index.php?rest_route=%2Fwp%2Fv2%2Ftags&post=22611"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}