Scott D. Hayward, Robin T. Byerly
Journal of Critical Incidents
January 01, 2016
Adam Norris made his way in the “arms race” of pharmaceutical sales. He was the sales representative for a new drug that could help patients manage a serious health problem. The drug could also help him and his colleagues become sales team of the year if he could get it listed on the St. Thomas hospital formulary. To do so, Adam needed the names of the decision-makers, a guarded secret at St. Thomas. This critical incident discusses the dynamics of pharmaceutical sales in the early to mid-2000s. When Adam was presented with a chance to take the names without explicit permission, what should he do?