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Marketing to physicians is still the dominant paradigm for most pharmaceutical companies, direct-to-consumer (DTC) marketing has increased dramatically in recent years -- but with mixed

Marketing to physicians is still the dominant paradigm for most pharmaceutical companies, "direct-to-consumer" (DTC) marketing has increased dramatically in recent years -- but with mixed success. Based on your understanding of consumer behavior, what steps do you believe pharmaceutical companies should take to improve their DTC investment returns? What objectives should they have in mind for DTC marketing programs? Should pharmaceutical companies intensify their efforts to understand consumer behavior? If so why? If not, why not?

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