Physician’s prescribing behavior and their classifications.

Successful physicians possess essential specific skills that get sharpened over time. A majority of these skills are used to find out “what is wrong with the patient”. Some of these skills are:

  • Probing to get more of their patients.
  • Listening, their ability to go beyond words and understand through the body language of patients who are unable to verbalize their complaints.
  • Analytical skills.
  • Different diagnostic abilities.
  • Regular follow-up.
  • Interpersonal skills
  • Presentation skills
  • Assertiveness
  • Commercial acumen

Physicians by their day-to-day practice sharpen these skills. And over a period of time, they develop good “reflexes” to carry out their routine efficiently. The degree of sharpness of these skills is dependent on the size and complexity of the practice, and of course, the individual ability, sensitivity, and competence of the physician. But the ultimate prescription becomes a motor reflex of the physician’s mind. once a brand acquires a place in the physician’s mind, his reflex to prescribe the brand can be developed slowly. It is the brand effectiveness and the physician’s experience with the brand that can provide an impetus to or hinder prescriptions.

One has to do a lot in the area of personal communication if you want to develop such reflexes speedily. The physician needs to be convinced and helped to associate the brand with stimuli he receives while prescribing the same brand for his patients. Once the reflex is transferred onto paper, it takes a shape of a prescription. Usually, it is observed that physicians do not think while prescribing. It is almost entirely a reflex.

While cultivating the reflex is vital, it is equally important to follow-up with the retailers to see that the brand is well stocked, because it is up to the retailer to honour the doctor’s prescription. If a retailer has adequate stocks of the product, he will honour the prescription. However if the retailer has stocked other competition brands, or is likely to earn more profit by selling other brands, he may substitute the product or try to convince the patient that the competitive brand is equally good if not better. Very often such substitution or advice takes place when the prescribed brand is not adequately stocked or made available. Hence sufficient shelf stocks of the brand is very important for better market dynamics.

Physicians can be categorized into six different classes depending on their prescribing behavior. Two distinctive patterns emerge loyalty patterns and adoption patterns.

  • Loyalty patterns

    • Corporate loyals.

Those who prescribe more than three brands from a company consistently may be called corporate loyal. They prescribe because of the company’s influence and its special characteristics, which they value. These doctors can be general practitioners, specialists, or hospital attached.

  • Brand loyals

Hardcore are those doctors who prescribe one particular brand all the time. Softcore loyals prescribers more than two brands but loyalty is divided between only these two.

  • Brand shifters

Some doctors shift their loyalties from one brand to another since they do not find any difference between a few brands. As the competition is steep, and communication is aggressive, many brands of a molecule look alike. When such belief sets in, doctors behave in this fashion and shift their loyalties. A majority of doctors today behave in this manner.

  • Adoption patterns

    • Early adopters

Are those who adopt a new product/ idea very early. These traits are found in some doctors since they like to “try” out new things ahead of others. They are curious to try out new therapies, new technologies. They are experimentative in nature. This class is useful for any new product for a short while at the initial phase of the launch

  • Late adopters

This category of doctors waits for reinforcement. Many General Practitioners act in this way. Once they observe their reference doctor consultants, they gain the confidence to use and prescribe those products/brands. These doctors do not wish to take risks with patients and themselves.

  • Laggards

These doctors are bound by tradition and very conservative. They are very skeptical of change and are the hardest group to bring on board.

We have seen above the loyalty and adoption pattern of doctors representing six types. If you divide the territories of your medical representatives into these six groups, you can direct them to adopt certain specific practices to deal with them at the individual level.

Zulfiqar Ali Qureshi

Business Consultant, Trainer,  Blogger, Author and a speaker!

This Post Has 86 Comments

  1. Mumtaz Awan

    Great work Sir

    1. Anonymous

      Thank you

  2. Said bashar

    Great sir

  3. Noman Qureshi

    Wonderful sir

  4. CBD for sale

    This is the right webpage for anybody who wants to find out about
    this topic. You understand a whole lot its almost hard to
    argue with you (not that I actually would want to…HaHa).
    You certainly put a new spin on a topic that has been written about for many years.
    Great stuff, just excellent!

  5. CBD gummies for pain

    Thankfulness to my father who informed me on the topic of
    this blog, this weblog is genuinely amazing.

  6. CBD oil for sale

    This paragraph gives clear idea for the new visitors of blogging, that really how to do blogging and site-building.

  7. buy CBD

    hello!,I love your writing very a lot! percentage we be in contact extra approximately your post on AOL?
    I need an expert on this house to unravel my problem.
    May be that’s you! Looking forward to see you.

  8. CBD shop near me

    Have you ever considered about including a little bit more than just your articles?
    I mean, what you say is valuable and everything.

    Nevertheless just imagine if you added some great graphics or video clips to give your posts more,
    “pop”! Your content is excellent but with pics and clips, this website could certainly be one
    of the best in its field. Very good blog!

  9. cbd oil for dogs

    Whats up are using WordPress for your blog platform?
    I’m new to the blog world but I’m trying to get started
    and set up my own. Do you need any html coding expertise to
    make your own blog? Any help would be greatly appreciated!

  10. cbd

    These are in fact great ideas in about blogging. You have touched some pleasant points here.
    Any way keep up wrinting.

  11. cannabidiol gummies

    This information is worth everyone’s attention. When can I
    find out more?

  12. cbd oil for dogs

    It’s an remarkable paragraph for all the internet people; they will take advantage
    from it I am sure.

  13. best cbd gummies

    We stumbled over here coming from a different website and thought I
    might as well check things out. I like what I see so now i am following you.
    Look forward to finding out about your web page yet again.

  14. CBD gummies for sleep

    Hi there would you mind letting me know which web host you’re utilizing?
    I’ve loaded your blog in 3 completely different web browsers and
    I must say this blog loads a lot quicker then most.
    Can you recommend a good hosting provider at a honest price?

    Many thanks, I appreciate it!

  15. I have read so many posts on the topic of the blogger lovers however this
    paragraph is actually a fastidious post, keep it up.

  16. best cbd gummies for pain

    Hey there! I’ve been following your weblog for a long
    time now and finally got the bravery to go ahead and give you a shout out from
    New Caney Tx! Just wanted to tell you keep up the excellent work!

  17. Sheri

    Fine way of describing, and nice article to get information about my
    presentation topic, which i am going to convey in school.

  18. Donny

    I believe that is among the such a lot important info for me.

    And i’m satisfied studying your article. But should statement on some general things, The web site taste is ideal, the articles is in reality excellent : D.
    Just right process, cheers

  19. 888

    I blog often and I truly appreciate your content. This great article has truly
    peaked my interest. I’m going to take a note of your site and keep
    checking for new details about once per week.
    I subscribed to your RSS feed

  20. mega888

    Hi! This is my first visit to your blog! We are a group of volunteers and
    starting a new initiative in a community in the same
    niche. Your blog provided us valuable information to work on.
    You have done a outstanding job!

    Have a look at my web page; mega888

  21. gema mega888

    Thank you, I have just been searching for information approximately this topic
    for ages and yours is the best I’ve found out so far. However, what about the conclusion? Are you positive concerning the supply?

    Here is my page; gema mega888

  22. 918kiss original

    These are truly impressive ideas in about blogging.
    You have touched some nice factors here. Any way keep
    up wrinting.

    Also visit my blog post … 918kiss original

  23. useful content

    I think this is among the most significant info for me.
    And i’m glad reading your article. But should remark on few general
    things, The web site style is ideal, the
    articles is really excellent : D. Good job, cheers


    wonderful issues altogether, you simply gained a new reader.
    What would you suggest about your submit that you made a few days in the past?
    Any certain?

    Feel free to visit my web blog mega888 (


    Thank you a bunch for sharing this with all folks you really
    recognise what you’re speaking approximately! Bookmarked.

    Kindly additionally seek advice from my website =). We will have a link change
    agreement between us

  26. Sheree

    Hey there this is somewhat of off topic but I was wondering if blogs use WYSIWYG editors or
    if you have to manually code with HTML. I’m starting a blog soon but have no coding knowledge so I wanted to get advice from someone with experience.
    Any help would be greatly appreciated!

    Also visit my page; mega888 ios; Sheree,

  27. This is the perfect web site for everyone who wishes to understand this topic.
    You understand so much its almost tough to argue with you (not that I actually will need to?HaHa).
    You certainly put a brand new spin on a subject which has been discussed
    for decades. Excellent stuff, just excellent!

    My website:

  28. Hi to every , as I am actually keen of reading this webpage’s post to be updated regularly.
    It includes nice material.

  29. nmd pk white

    Pretty! This has been an incredibly wonderful article.

    Thanks for providing these details.

  30. An impressive share! I have just forwarded this onto a coworker who has been conducting a little research on this.
    And he actually ordered me lunch simply because I stumbled
    upon it for him… lol. So let me reword this…. Thank YOU for the meal!!
    But yeah, thanx for spending time to talk about this topic here on your blog.

  31. Dawna

    Please let me know if you’re looking for a article author for your
    blog. You have some really great articles and I believe I would be a good asset.
    If you ever want to take some of the load off, I’d love to write some material for your blog in exchange for a link back to mine.

    Please shoot me an e-mail if interested. Cheers!

  32. useful source

    Thanks for sharing such a good idea, article is nice, thats why i
    have read it entirely

  33. flaxseed oil

    Excellent post. I was checking continuously this weblog and I’m inspired!
    Very helpful information particularly the ultimate phase :
    ) I maintain such info much. I was seeking this particular information for a long time.
    Thank you and good luck.

    My webpage … flaxseed oil

  34. freshly hatched seeds

    Aw, this was an incredibly nice post. Finding the time and actual effort to create a very good article…
    but what can I say… I procrastinate a whole lot and never seem
    to get nearly anything done.

    My web blog – freshly hatched seeds


    Currently it sounds like WordPress is the preferred blogging platform
    out there right now. (from what I’ve read) Is that what you are using
    on your blog?

    My webpage –

  36. I do trust all of the ideas you have offered in your post. They’re really convincing and can certainly work.
    Still, the posts are very quick for beginners.
    May just you please lengthen them a little from subsequent time?
    Thanks for the post.


    Wow that was odd. I just wrote an really long comment but after I
    clicked submit my comment didn’t show up. Grrrr… well
    I’m not writing all that over again. Anyways, just wanted to say fantastic blog!


    I’ve learn several just right stuff here. Definitely value bookmarking for revisiting.

    I surprise how a lot effort you place to make the sort of magnificent informative site.

    Here is my web site –


    This website was… how do I say it? Relevant!! Finally
    I have found something which helped me. Thanks a lot!

  40. investigate this site

    It’s really a cool and useful piece of information. I’m satisfied that you shared this helpful information with us.
    Please stay us up to date like this. Thank you for sharing.


    Great blog here! Also your web site loads up fast! What host are you using?
    Can I get your affiliate link to your host? I wish my site loaded up as fast as yours lol

  42. Howdy! This article couldn’t be written much better! Reading
    through this article reminds me of my previous roommate!
    He constantly kept talking about this. I’ll send this post
    to him. Fairly certain he will have a very good read.
    Many thanks for sharing!

  43. mega888 online

    Hi! Quick question that’s totally off topic. Do you know how to make your site
    mobile friendly? My weblog looks weird when browsing from
    my iphone 4. I’m trying to find a theme or plugin that might be able to fix this
    problem. If you have any recommendations, please share.
    With thanks!

    Also visit my web page – mega888 online

  44. 918kaya apk

    Valuable info. Fortunate me I found your website by chance, and I’m surprised why this
    accident did not happened in advance! I bookmarked it.

    Feel free to surf to my web page; 918kaya apk

  45. I’m not sure where you’re getting your info, but great topic.
    I needs to spend some time learning much more or understanding more.
    Thanks for great info I was looking for this
    info for my mission.


    Great article. I’m dealing with a few of these issues as well..

  47. I’m not sure where you are getting your information, but good topic.

    I needs to spend some time learning more or understanding more.
    Thanks for fantastic information I was looking for this info for my mission.

  48. I do not even know how I ended up here, but I thought this post was good.
    I don’t know who you are but definitely you are going to a famous blogger if you aren’t already 😉 Cheers!

  49. Significantly more

    hi!,I love your writing so so much! proportion we keep in touch extra approximately
    your article on AOL? I need an expert on this house to unravel my problem.
    May be that’s you! Looking ahead to see you.

  50. useful content

    Today, I went to the beachfront with my kids. I found a sea
    shell and gave it to my 4 year old daughter and said
    “You can hear the ocean if you put this to your ear.” She put the shell to her ear and screamed.

    There was a hermit crab inside and it pinched her ear.
    She never wants to go back! LoL I know this is entirely off topic but I had
    to tell someone!

  51. Wonderful work! That is the kind of information that are meant to be shared across the web.
    Shame on Google for not positioning this put up higher!
    Come on over and talk over with my website . Thank you =)

  52. Lucretia

    We’re a gaggle of volunteers and opening a brand new scheme in our community.
    Your website provided us with useful info to work on. You’ve performed a formidable process and our whole community shall be grateful to you.


    We’re a gaggle of volunteers and starting a new scheme in our
    community. Your website provided us with useful info to work on. You have performed a
    formidable activity and our whole group will probably be thankful to you.

  54. Heidi

    This design is incredible! You most certainly know
    how to keep a reader entertained. Between your wit
    and your videos, I was almost moved to start my own blog (well,
    almost…HaHa!) Fantastic job. I really enjoyed what you had to say, and more than that, how you presented it.

    Too cool!

  55. Jerilyn

    Wonderful blog! Do you have any helpful hints for aspiring writers?

    I’m planning to start my own website soon but I’m
    a little lost on everything. Would you suggest starting with a free platform like
    Wordpress or go for a paid option? There are so many choices out there that I’m completely overwhelmed ..

    Any tips? Cheers!

  56. Josef

    Keep this going please, great job!

  57. Dapoxetine 30mg

    It’s very trouble-free to find out any matter on net as compared to textbooks,
    as I found this paragraph at this web page.

  58. Generally I don’t read article on blogs, however I would like to say that this write-up very forced
    me to try and do it! Your writing style has been surprised me.

    Thanks, very great post.

  59. Carissa

    I rarely comment, but I looked at a bunch of remkarks here Physician’s
    prescribing behavior and their classifications. – Zulfiqar Ali Qureshi.
    I aactually do have a couple of questions forr you iif it’s okay.
    Is iit simply me or do some of these remarks come across like
    they are coming rom brain dead folks? 😛 And, if you are writing on other sites, I would like to
    keep up with you. Would you post a lisdt of all of your
    social community pages like your Facbook page, twitter feed,or linkedin profile?

  60. Chante

    Keep this going please, great job!

  61. spesharie

    Fifty per cent of patients had predicted risk of relapse 10, with 25 of patients with predicted risk of relapse over 20 generic cialis 20mg

Leave a Reply