Conflicts of Interest and Your Physician: Psychological Processes That Cause Unexpected Changes in Behavior

Journal of Law, Medicine and Ethics

Volumn 40, Issue 3, 2012, Pages 482-487

  Sah, Sunita ^a  

^a HARVARD UNIVERSITY   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

ARTICLE; CLINICAL PRACTICE; CONFLICT OF INTEREST; ECONOMICS; ETHICS; GIFT GIVING; HEALTH PERSONNEL ATTITUDE; HUMAN; INTERPERSONAL COMMUNICATION; LEGAL ASPECT; MANAGEMENT; MOTIVATION; PATIENT REFERRAL; POLICY; SELF CONCEPT; UNITED STATES;

ATTITUDE OF HEALTH PERSONNEL; CONFLICT OF INTEREST; DISCLOSURE; GIFT GIVING; HUMANS; MOTIVATION; PHYSICIAN'S PRACTICE PATTERNS; POLICY MAKING; PUBLIC POLICY; REFERRAL AND CONSULTATION; SELF CONCEPT; UNITED STATES;

EID: 84867597468     PISSN: 10731105     EISSN: 1748720X     Source Type: Journal    
DOI: 10.1111/j.1748-720X.2012.00680.x     Document Type: Article

References (25)

1. M. Angell, "Is Academic Medicine for Sale?" New England Journal of Medicine 343, no. 7 (2000): 1516-1518
2. J. P. Kassirer, "Commercialism and Medicine: An Overview, " Cambridge Quarterly of Healthcare Ethics 16, no. 4 (2007): 377-386
3. J. Dana and G. Loewenstein, "A Social Science Perspective on Gifts to Physicians from Industry, " JAMA 290, no. 2 (2003): 252-255.
4. G. Loewenstein, S. Issacharoff, C. Camerer, and L. Babcock, "Self-Serving Assessments of Fairness and Pretrial Bargaining, " Journal of Legal Studies 22, no. 1 (1993): 135-159
5. M. H. Bazerman, K. P. Morgan, and G. Loewenstein, "The Impossibility of Auditor Independence, " Sloan Management Review 38, no. 4 (1997): 89-94.
6. E. G. Campbell, J. S. Weissman, and S. Ehringhaus et al., "Institutional Academic - Industry Relationships, " JAMA 298, no. 15 (2007): 1779-1786.
7. S. C. Chimonas, T. A. Brennan, and D. J. Rothman, "Physicians and Drug Representatives: Exploring the Dynamics of the Relationship, " Journal of General Internal Medicine 22, no. 2 (2007): 184-190.
8. S. Sah and G. Loewenstein, "Effect of Reminders of Personal Sacrifice and Suggested Rationalizations on Residents' Self-Reported Willingness to Accept Gifts: A Randomized Trial, " JAMA 204, no. 11 (2010): 1204-1211.
9. F. S. Sierles, A. C. Brodkey, and L. M. Cleary et al., "Medical Students' Exposure to and Attitudes about Drug Company Interactions: A National Survey, " JAMA 294, no. 9 (2005): 1034-1042.
10. B. Palmer, Meeting 3 of the Committee on Conflict of Interest in Medical Research, Education, and Practice, 2008.
11. M.A. Steinman, G. M. Harper, M. Chren, C. S. Landefeld and L.A. Bero, "Characteristics and Impact of Drug Detailing for Gabapentin, " PLoS Medicine 4, no. 4 (2007): 743-751
12. H. H. Friedman and A. Rahman, "Gifts-Upon-Entry and Appreciatory Comments: Reciprocity Effects in Retailing, " International Journal of Marketing Studies 3, no. 3 (2011): 161-164.
13. L. Babcock, X. Wang, and G. Loewenstein, "Choosing the Wrong Pond: Social Comparisons in Negotiations That Reflect a Self-Serving Bias, " Quarterly Journal of Economics 111, no. 1 (1996): 1-20
14. L. Thompson and G. Loewenstein, "Egocentric Interpretations of Fairness and Interpersonal Conflict, " Organizational Behavior and Human Decision Processes 51, no. 2 (1992): 176-197
15. Z. Kunda, "The Case for Motivated Reasoning, " Psychological Bulletin 108, no. 3 (1990): 480-498;
16. E. Pronin, D. Y. Lin, and L. Ross, "The Bias Blind Spot: Perceptions of Bias in Self Versus Others, " Personality and Social Psychology Bulletin 28, no. 3 (2002): 369-381.
17. W. P. McKinney, D. L. Schiedermayer, and N. Lurie et al., "Attitudes of Internal Medicine Faculty and Residents toward Professional Interaction with Pharmaceutical Sales Representatives, " JAMA 264, no. 13 (1990): 1693-1697.
18. J. P. Kassirer, "Why Should We Swallow What These Studies Say?" Advanced Studies in Medicine 4, no. 8 (2004): 397-400.
19. S. Sah and G. Loewenstein, "More Affected = More Neglected: Amplification of Bias in Advice to the Unidentified and Many, " Social Psychological and Personality Science 3, no. 3 (2012): 365-372.
20. D. M. Cain, G. Loewenstein, and D. A. Moore, "The Dirt on Coming Clean: Perverse Effects of Disclosing Conflicts of Interest, " Journal of Legal Studies 34, no. 1 (2005): 1-25
21. D. M. Cain, G. Loewenstein, and D. A. Moore, "When Sunlight Fails to Disinfect: Understanding the Perverse Effects of Disclosing Conflicts of Interest, " Journal of Consumer Research 37, no. 5 (2011): 836-857
22. G. Loewenstein, D. M. Cain, and S. Sah, "The Limits of Transparency: Pitfalls and Potential of Disclosing Conflicts of Interest, " American Economic Review: Paper and Proceedings 101, no. 3 (2011): 423-428.
23. S. Sah, G. Loewenstein, and D. M. Cain, "The Burden of Disclosure: Increased Compliance with Distrusted Advice, " Journal of Personality and Social Psychology (forthcoming);
24. S. Sah, G. Loewenstein, and D. M. Cain, "Insinuation Anxiety: Increased Pressure to Follow Less Trusted Advice after Disclosure of a Conflict of Interest, " manuscript under review (2012), available at (last visited July 9, 2012).
25. S. Sah and G. Loewenstein, "Second Thoughts on Second Opinions: Conflicted Advisors Exaggerate More When They Know They Will Be Second-Guessed, " manuscript under review (2012).