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FEATURE Annual Meeting Abstracts 2004<br />

acquisition cost and the published generic AWP.<br />

Results presented, and their statistical significance<br />

in this small sample, have severe limitations clearly<br />

associated with the extremely limited number <strong>of</strong><br />

prescription transactions and PBMs studied.<br />

267—THE ECONOMIC BURDEN OF<br />

HYPERPHOSPHATEMIA-RELATED END-<br />

STAGE RENAL DISEASE IN FLORIDA MED-<br />

ICAID PATIENTS. White A, University <strong>of</strong><br />

Florida, Odedina F, Florida A&M University. E-<br />

mail: whiteann@ufl.edu<br />

Objective: The purpose <strong>of</strong> this study was to<br />

determine whether end-stage renal disease (ESRD)<br />

associated with hyperphosphatemia had a significant<br />

impact on health care costs from a third party<br />

payers’ perspective. Study objectives were to: (1)<br />

describe the characteristics <strong>of</strong> these patients in terms<br />

<strong>of</strong> demographics, comorbidities, and utilization, (2)<br />

evaluate the primary cost drivers in the treatment <strong>of</strong><br />

these patients, and (3) assess the economic burden<br />

associated with treating hyperphosphatemia-related<br />

ESRD patients.<br />

Methods: Retrospective study using secondary<br />

data from the Florida Medicaid database provided<br />

by the Agency for Health Care Administration.<br />

Patient inclusion criteria consisted <strong>of</strong> recipients taking<br />

either Renagel or Phoslo, verification <strong>of</strong> continuous<br />

eligibility, time period <strong>of</strong> July 1, 1999 to<br />

December 31, 2002 (July 1 through December 31,<br />

1999, was a washout period). Patient exclusion criteria<br />

consisted <strong>of</strong> diagonosis <strong>of</strong> with HIV or<br />

hemophilia. Data frequencies were examined using<br />

regression and quarterly trend analyses.<br />

Results: Results <strong>of</strong> the cost analysis showed that<br />

patients with hyperphosphatemia-related ESRD<br />

impose an economic burden <strong>of</strong> $228 million.<br />

Facility claims expenditures represented the largest<br />

proportion <strong>of</strong> increase in total direct costs, increasing<br />

from $56 million in 2000 to $78 million in 2002.<br />

Results showed that the major cost driver for<br />

2000–2002 in the treatment <strong>of</strong> hyperphosphatemiarelated<br />

ESRD among Medicaid patients was dialysis<br />

center visits with a total cost <strong>of</strong> $95 million, followed<br />

by general hospital visits with a total cost <strong>of</strong><br />

$92 million, and prescription medication with a total<br />

cost <strong>of</strong> $11 million. Health care for the study population<br />

was most <strong>of</strong>ten used through facility visits<br />

(78.1%), followed by pharmacy-related services<br />

(17.2%), and then medical services (4.7%). Based<br />

on medical claims utilization patterns, ambulance<br />

service contributed the most to health care utilization<br />

by patients with hyperphosphatemia-related<br />

ESRD (8.7%), followed by recipient home visits<br />

(3.3%) and inpatient visits (2.1%). Facility claim<br />

utilization was dominated by dialysis center visits<br />

(48.5%), followed by general hospital visits (43.3%)<br />

and lastly nursing home visits (7.4%).<br />

Conclusions: This study has shown that health<br />

care costs for this population <strong>of</strong> patients had a substantial<br />

impact on the Florida Medicaid budget.<br />

Additional efforts should be undertaken to further<br />

enhance the diagnosis, treatment, and recovery <strong>of</strong><br />

these patients.<br />

268—THE EFFECT OF DIRECT-TO-CON-<br />

SUMER ADVERTISING ON PRESCRIPTION<br />

DRUG USE AMONG THE INSURED. Hansen<br />

R, University <strong>of</strong> North Carolina at Chapel Hill,<br />

Schommer J, Cline R, University <strong>of</strong> Minnesota. E-<br />

mail: rahansen@unc.edu<br />

Objective: Direct-to-consumer advertising<br />

(DTCA) has become a common promotional technique<br />

among the pharmaceutical industry. The relative<br />

effect <strong>of</strong> DTCA on prescription drug utilization<br />

and spending is unknown, in part because <strong>of</strong> the<br />

effect <strong>of</strong> insurance on consumers’ marginal cost.<br />

The objective <strong>of</strong> this study was to determine if the<br />

effect <strong>of</strong> DTCA is moderated by cost-sharing incentives<br />

among insured individuals.<br />

Methods: Design: retrospective cohort study.<br />

Study population: 396,500 employees and dependents<br />

with employer-sponsored health insurance<br />

continuously enrolled in a contributing plan during<br />

July 1997 through December 1998. Data: Personlevel<br />

enrollment and claims data were provided by<br />

MEDSTAT MarketScan. DTCA data were provided<br />

by Competitive Media Reporting (CMR) and linked<br />

to the MEDSTAT enrollment files by metropolitan<br />

statistical area. Analysis plan: Localized DTCA levels<br />

for one class <strong>of</strong> medication were evaluated and<br />

matched with prescription claims for MEDSTAT<br />

contributors residing in one <strong>of</strong> 47 defined advertising<br />

markets. Product use within the advertised medication<br />

class was evaluated by the intensity <strong>of</strong> the<br />

advertising campaign for various types and levels <strong>of</strong><br />

cost-sharing incentives, controlling for health status<br />

and other covariates.<br />

Results: The effectiveness <strong>of</strong> DTCA was modified<br />

by the type and amount <strong>of</strong> beneficiary out-<strong>of</strong>pocket<br />

payments for provider visits and prescription<br />

drugs. Significant relationships were observed for<br />

use <strong>of</strong> the advertised product as well as its competitor.<br />

When high levels <strong>of</strong> DTCA were present,<br />

increased product use <strong>of</strong> the advertised product was<br />

observed for those with high provider out-<strong>of</strong>-pocket<br />

costs, and decreased use was observed among those<br />

with high prescription costs.<br />

Conclusions: Insured individuals may respond<br />

differently to DTCA, depending on the type and<br />

level <strong>of</strong> cost-sharing incentives employed by their<br />

insurance plan. More research is needed in this area<br />

to verify the findings <strong>of</strong> this study and explore the<br />

interactive effects <strong>of</strong> insurance coverage and pharmaceutical<br />

promotion.<br />

269—THE EFFECT OF DIRECT-TO-CON-<br />

SUMER AD CONTENT ON BELIEF TENACI-<br />

TY: A STUDY OF APPEALS, ARGUMENT<br />

TYPES, AND JUDGMENTS. Jalnawala N,<br />

University <strong>of</strong> Mississippi, Wilkin N, University <strong>of</strong><br />

Mississippi Medical Center. E-mail: nekshanj@<br />

olemiss.edu<br />

Objective: This study was conducted to evaluate<br />

the usefulness <strong>of</strong> inoculation theory (sidedness <strong>of</strong><br />

appeals) and theory <strong>of</strong> belief formation (argument<br />

types and judgments) in understanding belief tenacity.<br />

Direct-to-consumer advertisements (DTCAs)<br />

and negative experiences were used to study these<br />

theories.<br />

Methods: A 2 (one-sided versus two-sided) × 2<br />

(causal versus authoritative) factorial study design<br />

was employed. A total <strong>of</strong> 263 undergraduate students<br />

were nonsystematically assigned to view one <strong>of</strong> the<br />

four mock influenza medication advertisements and<br />

complete a questionnaire. Subjects were then presented<br />

with a negative scenario and were asked to fill<br />

out a questionnaire based on the information in the ad<br />

and in the negative scenario. The dependent measures<br />

included belief change, change in purchase intent and<br />

standardized price change. Data were analyzed using<br />

two-way analysis <strong>of</strong> variance.<br />

Results: Subjects exposed to two-sided appeals<br />

showed lower belief change, standardized price<br />

change, and change in purchase intent following a<br />

negative experience than subjects exposed to onesided<br />

appeals (P < .05). No significant difference<br />

was found between subjects who received causal<br />

and authoritative arguments. A significant interaction<br />

effect was observed between sidedness <strong>of</strong><br />

appeal and argument type on initial belief and initial<br />

purchase intent. Belief change was correlated with<br />

the change in information reliability (r = .525, P =<br />

.01) and the change in information relevance (r =<br />

.583, P = .01). Changes in relevance and reliability<br />

also were significantly greater in those subject<br />

exposed to one-sided appeals (P < .05).<br />

Conclusions: Some support for aspects <strong>of</strong> inoculation<br />

theory and theory <strong>of</strong> belief formation was<br />

found. The findings suggest that complying with the<br />

“fair-balance” requirement may be beneficial to<br />

pharmaceutical marketers as two-sided appeals<br />

increase the tenacity <strong>of</strong> consumers’ beliefs. Higher<br />

initial belief and purchase intent when causal arguments<br />

are used in two-sided promotional messages<br />

suggest that evidence-based advertising may result<br />

in enhanced beliefs about the merits <strong>of</strong> advertised<br />

products (P < .05).<br />

270—THE EFFECTS OF PHARMACISTS’<br />

POSITIONS ON EMPOWERMENT AND<br />

ORGANIZATIONAL BEHAVIORS. Kahaleh A,<br />

Ohio Northern University, Gaither C, University <strong>of</strong><br />

Michigan. E-mail: a-kahaleh@onu.edu<br />

Objective: To assess the impact <strong>of</strong> pharmacists’<br />

position on antecedents and consequences <strong>of</strong> psychological<br />

and structural empowerment.<br />

Methods: The study has a cross-sectional design.<br />

Self-administered questionnaires were mailed to a<br />

national random sample <strong>of</strong> 1,200 licensed pharmacists.<br />

Descriptive statistics, reliability and validity<br />

tests, analyses <strong>of</strong> variance, and path analyses using<br />

structural equation techniques (SEM) were used to<br />

analyze the data. The theoretical model examines<br />

the effects <strong>of</strong> need for achievement and power factors<br />

on psychological and structural empowerment<br />

that in turn affect loyalty, organizational commitment,<br />

identification, and job turnover intention.<br />

Power factors are structural elements that enhance<br />

empowerment. Psychological empowerment is<br />

defined as the affective state that individuals must<br />

experience for managerial interventions to be successful.<br />

It has four dimensions: meaning, competence,<br />

self-determination, and impact. Structural<br />

empowerment is defined as having access to knowl-<br />

294 <strong>Journal</strong> <strong>of</strong> the <strong>American</strong> <strong>Pharmacists</strong> <strong>Association</strong> www.japha.org March/April 2004 Vol. 44, No. 2<br />

<strong>Downloaded</strong> From: http://japha.org/ on 01/25/2014

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