Hardback
November 15, 2018
9781421426754
9781421426761
English
184
57175
8.50 Inches (US)
5.50 Inches (US)
0.68 Inches (US)
.75 Pounds (US)
$29.95 USD, £22.00 GBP
v2.1 Reference
Electronic book text
November 15, 2018
9781421426761
9781421426754
English
184
57175
8.50 Inches (US)
5.50 Inches (US)
$29.95 USD, £22.00 GBP
v2.1 Reference

Infiltrating Healthcare

How Marketing Works Underground to Influence Nurses

It was once common for pharmaceutical companies and medical device makers to treat doctors to lavish vacations or give them new cars; companies would do virtually anything to buy influence so that their medications or devices would be used in a doctor’s office or hospital. But with growing public scrutiny of kickbacks to doctors, the huge giveaways have disappeared. In Infiltrating Healthcare, Quinn Grundy shows that sales representatives are working instead behind the scenes. It is to nurses that these companies now market.

Nurses, Grundy argues, are the perfect target for sales reps: their work is largely invisible and frequently undervalued, yet they wield a great deal of influence over treatment and purchasing decisions. Furthermore, there are no legal restrictions on marketing to most nurses. Grundy describes how, under the guise of education or product support, and through gifts and free samples, sales representatives influence nurses in the course of day-to-day clinical practice.

Grundy argues that the very presence of sales reps in operating rooms, purchasing committee meetings, and patient care units blurs the boundaries between patient care and medical sales. Helpfully, she also describes ways that nurses can be aware of (and resistant to) their influence. Infiltrating Healthcare is a call to action to protect the clinical spaces where we are at our most vulnerable—and the decisions that take place there—from the pursuit of profit at any cost. This is a timely book that shines a light on a practice that often goes unseen, and which has tangible implications for healthcare policy and practice.

About the Author

Quinn Grundy is a registered nurse and postdoctoral fellow at the Charles Perkins Centre at the University of Sydney.

Endorsements

"A bold book that highlights a problem which nursing has been slow to address. Dr. Grundy's readable prose makes her points clearly and authoritatively. Beautifully written, well narrated, and timely, this important book will make an impact on nursing education and on the profession."

- Annemarie Jutel, Victoria University of Wellington, author of Putting a Name to It: Diagnosis in Contemporary Society

"Doctors used to be 'kings of the hill' when it came to the medical supply industry. But more and more companies are recognizing the central influence of nurses in decisions about how drugs and devices are used. Quinn Grundy's groundbreaking book exposes how industry wines, dines, flatters, and 'educates' nurses."

- Joel Lexchin, MD, University of Toronto, author of Doctors in Denial: Why Big Pharma and the Canadian Medical Profession Are Too Close for Comfort
Johns Hopkins University Press
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