In the early years of the new millennium, as China’s healthcare market was beginning to take off and western drug companies sought to cash in, a Pfizer marketing manager sent a message to a colleague.
He said he would authorise payment for two Chinese doctors to attend a scientific conference in Australia, but only on condition that they promised to “use no less than 4,200 injections a year” and to prescribe a Pfizer product to “more than 80 per cent” of their patients.
The tactics employed by local staff of the US pharmaceuticals group were not the exception.
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