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14 Mar 2022
Research & Ideas

Lessons from COVID-19: The Business Skills Doctors Need

In the early days of the COVID-19 pandemic, doctors faced unprecedented challenges. Vital supplies such as facemasks and cotton swabs were in short supply. New protocols had to be developed to isolate infected patients. Treating patients... View Details

Keywords: by Michael Blanding; Health

May 1999 (Revised September 1999)
Case

HydroCision, Inc.

By: Gary P. Pisano, Joshua D. Hamermesh, Richard Atsuhiko Kondo, Karen J. Nowiszewski and Erik James Wordelman

Examines the market-entry strategy of a medical device company. View Details

Keywords: Markets; Strategy; Medical Devices and Supplies Industry

August 2022
Article

Regulatory Considerations to Keep Pace with Innovation in Digital Health Products

By: John Torous, Ariel Dora Stern and Florence T. Bourgeois

Rapid innovation and proliferation of software as a medical device have accelerated the clinical use of digital technologies across a wide array of medical conditions. Current regulatory pathways were developed for traditional (hardware) medical devices and offer a... View Details

Keywords: Emerging Technologies; Governing Rules, Regulations, and Reforms; Innovation and Invention; Medical Devices and Supplies Industry

May 2017 (Revised June 2017)
Case

ATH Technologies (A): Making the Numbers

By: Robert Simons and Jennifer Packard

An exercise that takes students through five stages of growth in an entrepreneurial start-up in the medical devices industry: 1) founding, 2) growth, 3) push to profitability, 4) refocusing process, and 5) takeover by new management. At each stage, students must... View Details

Keywords: Strategy And Execution; Management Control Systems; Balancing Innovation And Control; Performance Management; Business Growth and Maturation; Business Startups; Profit; Geographic Location; Governance Controls; Innovation and Invention; Management Succession; Performance Evaluation; Medical Devices and Supplies Industry

2015
Article

Regulator Leniency and Mispricing in Beneficent Nonprofits

By: Jonas Heese, Ranjani Krishnan and Frank Moers

We posit that nonprofits that provide a greater supply of unprofitable services (beneficent nonprofits) face lenient regulatory enforcement for mispricing in price-regulated markets. Consequently, beneficent nonprofits exploit such regulatory leniency and exhibit... View Details

Keywords: Nonprofit Organizations; Business Earnings; Fairness; Governance Compliance

2008
Article

Entrepreneurial Ventures and Whole-body Donations: A Regional Perspective from the United States

By: Michel Anteby and Mikell Hyman

Human cadavers are crucial to medical science. While the debate on how to secure sufficient cadavers has focused primarily on donors' behaviors, procuring organizations' roles in increasing donations remain less explored. The United States offers a unique setting in... View Details

Keywords: Entrepreneurship; Behavior; Programs; Nonprofit Organizations; Business Ventures; Health Testing and Trials; Demand and Consumers; Supply Chain; For-Profit Firms; Organizations; Training; United States

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July 2010 (Revised June 2016)
Case

Erik Peterson at Biometra (A)

By: John J. Gabarro, Thomas DeLong and Jevan Soo

Describes the problems facing a recent MBA graduate in his job as general manager of a medical device company owned by a parent corporation. Raises issues of corporate divisional relationships and the difficulties facing an inexperienced manager who seems to be... View Details

Keywords: Business Subsidiaries; Leadership; Managerial Roles; Product Launch; Organizational Structure; Problems and Challenges; Medical Devices and Supplies Industry

January 1998
Case

Jerry Sanders

In 1997, Jay Sanders sold his 10-month-old medical device start-up company for more than $33 million. Looking to the future, he wondered if this was a success he could transform into a medical device brokerage business. As he reviewed his career history and the... View Details

Keywords: Personal Development and Career; Business Startups; Medical Devices and Supplies Industry; Medical Devices and Supplies Industry

November 2003 (Revised September 2008)
Case

Circle Gastroenterology Products (A)

By: Regina E. Herzlinger and James Weber

A new, minimally invasive medical device has achieved only one-third of its budget. Was the problem one of marketing strategy, sales, reimbursement, and/or clinical trials? View Details

Keywords: Health Testing and Trials; Marketing Strategy; Product Marketing; Sales; Medical Devices and Supplies Industry

August 2017
Article

Tort Reform and Innovation

By: Alberto Galasso and Hong Luo

Current academic and policy debates focus on the impact of tort reforms on physicians’ behavior and medical costs. This paper examines whether these reforms also affect incentives to develop new technologies. We develop a theoretical model that predicts that the impact... View Details

Keywords: Governing Rules, Regulations, and Reforms; Health Care and Treatment; Technological Innovation; Legal Liability; Medical Devices and Supplies Industry

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November 2010 (Revised December 2010)
Background Note

HR 3509

By: David F. Hawkins

HR 3509 ("2010 Health Reform Bill") imposition of a fee in pharmaceutical sales and an excise tax on medical device sales raises accounting issues. View Details

Keywords: Accounting; Governing Rules, Regulations, and Reforms; Government Legislation; Taxation; Medical Devices and Supplies Industry; Medical Devices and Supplies Industry; United States

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September 2022
Case

HPP: Tapping the Netherlands’ Potential

By: Brian Trelstad and Idelès Kaandorp

Stichting Het Potentieel Pakken (HPP) was launched to solve a systemic problem in the Dutch Labor Market: gender inequity that was leading to a large number of women to work part-time in fields that were in desperately short supply of labor, like health care, child... View Details

Keywords: COVID-19 Pandemic; Grants; Scaling And Growth; Nonprofit Organizations; Opportunities; Gender; Income; Employment; Health Care and Treatment; Human Capital; Mission and Purpose; Motivation and Incentives; Growth and Development Strategy; Employment Industry; Health Industry; Education Industry; Consulting Industry; Europe; Netherlands

2017
Working Paper

Tort Reform and Innovation

By: Alberto Galasso and Hong Luo

Current academic and policy debates focus on the impact of tort reforms on physicians’ behavior and medical costs. This paper examines whether these reforms also affect incentives to develop new technologies. We develop a theoretical model which predicts that the... View Details

Keywords: Lawsuits and Litigation; Laws and Statutes; Innovation and Invention; Medical Devices and Supplies Industry

August 2003 (Revised August 2006)
Case

I've Got Rhythm: Selling Cardiac Rhythm Management Devices

By: Regina E. Herzlinger, William Lagor, Christopher Perry and Scott St. Germain

The head of sales and marketing in a large medical devices firm must decide how to assign his sales force. He compares selling in the pharma, specialty pharma, and device industries and analyzes the reasons for the differences. View Details

Keywords: Health Care and Treatment; Marketing Strategy; Industry Structures; Sales; Salesforce Management; Medical Devices and Supplies Industry

October 1993 (Revised July 1994)
Case

A Brush with AIDS (A)

By: Joseph L. Badaracco Jr. and Jerry Useem

A product manager at a health products company is responsible for marketing sharps containers, which hospitals use to store used needles in order to protect medical workers from being pricked with AIDS-contaminated needles. After hospitals report repeated instances of... View Details

Keywords: Health; Cost vs Benefits; Motivation and Incentives; Safety; Values and Beliefs; Profit; Goals and Objectives; Compensation and Benefits; Medical Devices and Supplies Industry

April 2023 (Revised January 2024)
Background Note

Note on Healthcare in Ghana

By: Regina E. Herzlinger and Ben Creo

This note provides an overview of the healthcare system in Ghana. It discusses the public and private sector as well as traditional medical practice. It also discusses the country’s pharmaceutical industry. It is recommended as a companion to Professor Regina... View Details

Keywords: Africa; Pharmaceutical Companies; Pharmacy Benefit Manager; Health Care; Health Care Costs; Health Care Delivery; Health Care Entrepreneurship; Telehealth; Health Equity; Governing Rules, Regulations, and Reforms; Health Care and Treatment; Business and Government Relations; Health Industry; Pharmaceutical Industry; Ghana

September 2008 (Revised June 2011)
Case

Examining the Adoption of Drug-Eluting Stents

Marketers are often tasked with exploring the factors that impact the long-run adoption of a new product or technology. The new product under consideration here is the drug-eluting stent: a device which props open a clogged artery to the heart and then releases... View Details

Keywords: Forecasting and Prediction; Marketing Strategy; Product Positioning; Consumer Behavior; Adoption; Medical Devices and Supplies Industry

05 Nov 2009
Research & Ideas

A Market for Human Cadavers in All but Name?

for cadavers. Anteby's current research examines the morality of markets by focusing on the U.S. supply and demand of cadavers for medical research and education.) Anyone who has been trained as a... View Details

Keywords: by Michel Anteby; Health

January 2017
Case

Kada Orthopedics: A Bone of Contention

By: Kevin Schulman and Matt Strickland

Kada Orthopedics is a small implantable orthopedic device manufacturer founded by industry veterans trying to sell stable-technology products to an increasingly cost-conscious healthcare market. Although they have marginally successful product in early 2016, the... View Details

Keywords: Market Design; Growth And Development Strategy; Health Care; Business Startup; Growth and Development; Health Care and Treatment; Medical Specialties; Business Startups; Supply and Industry; Medical Devices and Supplies Industry; United States

June 1983 (Revised November 2001)
Case

EMI and the CT Scanner (A)

By: Christopher A. Bartlett

Describes the development of the first CT Scanner by EMI, a company new to the medical industry, and EMI's entry into the U.S. market. The company's early success is threatened by the entry of a dozen competitors (some very large and experienced), by government... View Details

Keywords: Governing Rules, Regulations, and Reforms; Technological Innovation; Market Entry and Exit; Industry Structures; Product Development; Medical Devices and Supplies Industry

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