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  1.  34
    Physicians Under the Influence: Social Psychology and Industry Marketing Strategies.Sunita Sah & Adriane Fugh-Berman - 2013 - Journal of Law, Medicine and Ethics 41 (3):665-672.
    Pharmaceutical and medical device companies apply social psychology to influence physicians' prescribing behavior and decision making. Physicians fail to recognize their vulnerability to commercial influences due to self-serving bias, rationalization, and cognitive dissonance. Professionalism offers little protection; even the most conscious and genuine commitment to ethical behavior cannot eliminate unintentional, subconscious bias. Six principles of influence — reciprocation, commitment, social proof, liking, authority, and scarcity — are key to the industry's routine marketing strategies, which rely on the illusion that the (...)
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  2.  25
    Physicians Under the Influence: Social Psychology and Industry Marketing Strategies.Sunita Sah & Adriane Fugh-Berman - 2013 - Journal of Law, Medicine and Ethics 41 (3):665-672.
    It is easier to resist at the beginning than at the end.– Leonardo da VinciPhysicians often believe that a conscious commitment to ethical behavior and professionalism will protect them from industry influence. Despite increasing concern over the extent of physician-industry relationships, physicians usually fail to recognize the nature and impact of subconscious and unintentional biases on therapeutic decision-making. Pharmaceutical and medical device companies, however, routinely demonstrate their knowledge of social psychology processes on behavior and apply these principles to their marketing. (...)
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  3.  16
    Conflicts of Interest and Your Physician: Psychological Processes That Cause Unexpected Changes in Behavior.Sunita Sah - 2012 - Journal of Law, Medicine and Ethics 40 (3):482-487.
    The medical profession is under a state of increasing scrutiny. Recent high profile scandals regarding substantial industry payments to physicians, surgeons, and medical researchers have raised serious concerns over conflicts of interest. Amidst this background, the public, physicians, and policymakers alike appear to make the same assumption regarding conflicts of interest; that doctors who succumb to influences from industry are making a deliberate choice of self-interest over professionalism and that these doctors are corrupt. In reality, a myriad of evidence from (...)
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  4.  1
    Mind the (Information) Gap: Strategic Nondisclosure by Marketers and Interventions to Increase Consumer Deliberation.Sunita Sah & Daniel Read - 2020 - Journal of Experimental Psychology: Applied 26 (3):432-452.
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