The Truth About Women and OTCs - Pharmaceutical Executive

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The Truth About Women and OTCs


Pharmaceutical Executive


Patient, Heal Thyself
Medical advertising agency Cline, Davis & Mann learned that things are not what they seem when women make decisions about medicines. A study of 1,175 females aged 18 to 60 conducted by Harris Interactive for CDM's Acuity HealthGroup may help pharma marketers dispel widely held notions about consumer use of over-the-counter (OTC) and prescription (Rx) medications.

For example, the perception that most consumers first treat their conditions with an OTC product and then switch to Rx therapy if their symptoms persist, is inaccurate. In fact, only 36 percent of the survey respondents say they do that. Another 31 percent report using only OTCs, and 30 percent say they use both OTC and Rx medications to treat their symptoms.

"Until now, there's been an assumption that once people move from an OTC to an Rx, that's it," says Mark Merriman, senior vice-president and managing director of CDM's consumer group. "But what we see from our data is a fairly lively and dynamic situation in the marketplace, in which we might hypothesize, given that both OTCs and Rxs are both advertising aggressively to the consumer, that consumers are weighing both at the same moment on the menu of choices to handle their conditions."

The agency's researchers also found that disease areas have different dynamics with consumers. Patients with chronic painful conditions such as osteo-arthritis tend to use Rx and OTC medications simultaneously. Merriman notes that, in comparison, a majority of allergy sufferers take a classic approach to treatment, beginning with an OTC treatment, then turning to their doctors for prescriptions if the OTC doesn't control their symptoms. In all, patient responses regarding Rx and OTC use fall into five behavioral groupings. (See "Patient, Heal Thyself.")

CDM found that, across all conditions, product samples were viewed as the most important source for new information about medications. "Trying a product first hand is perhaps the most reliable source of information about how well it will work," says Merriman. "Generally, consumers' purchase motivators are similar, regardless of the condition-either fast- or long-acting relief of symptoms-no matter whether it's an OTC or Rx medicine.

"An understanding of the behavioral groupings of the target consumer population can be as important as understanding the demographic profiles. When you get into the specifics of a condition and you use those five behavioral groupings to understand the ways consumers pursue treatment, either with a combination or a progression of an OTC and Rx, it helps pharma marketers better focus their energies in marketing."

Because women will continue to play the role of family "healthcare gatekeepers," marketers would benefit from further exploration of women's decision making processes as they browse the aisles of their local pharmacies-with or without doctors' prescriptions.

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