THE EFFECTS OF INFORMATION SOURCES ON CONSUMER REACTIONS TO DIRECT-TO-CONSUMER (DTC) PRESCRIPTION DRUG ADVERTISING

Abstract

This study examines the process by which, and the extent to which, consumers reliance on mass media and interpersonal channels for health information is associated with consumer responses to direct-to-consumer (DTC) advertising. By analyzing nationally representative survey data collected among a U.S. adult population, this study finds that those who rely more on mass media and interpersonal channels for health information form more positive attitudes toward DTC advertising. In addition, reliance on interpersonal channels for health information leads consumers to have more active discussions with their health professionals about the drug advertised. Implications for pharmaceutical marketing practitioners and DTC advertising researchers are discussed with reference to the heated debate surrounding DTC advertising in the wake of the recent Vioxx recall incident.