Lagace R R, Twible J L
University of South Florida, Tampa, FL.
J Ambul Care Mark. 1991;4(2):53-63. doi: 10.1300/J273v04n02_04.
Pharmaceutical salespeople are important sources of information for physicians about new and existing drugs. This study examines the relative impact of various source characteristics (i.e., expertise, trustworthiness and attractiveness) on physicians' satisfaction with the salesperson as an information source. The results suggest that although perceived expertise and trustworthiness are significant predictors of satisfaction, attractiveness is not. Implications are offered.
医药销售人员是医生获取新药和现有药物信息的重要来源。本研究考察了各种信息源特征（即专业性、可信度和吸引力）对医生作为信息源的销售人员满意度的相对影响。结果表明，虽然感知到的专业性和可信度是满意度的重要预测因素，但吸引力并非如此。文中给出了相关启示。
