Publications

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Branded pharmaceutical manufacturers frequently offer “copay coupons” that insulate consumers from cost-sharing, thereby undermining insurers’ ability to influence drug utilization. We study the impact of copay coupons on branded drugs first facing generic entry... View Details

June 1998
Supplement

MBA Integrative Exercise: General Management, April 1998

By: Carin-Isabel Knoop

Drummond Paris, Regional Pharma Head, Asia/Pacific Novartis AG, discusses the company situation in Indonesia: joint ventures, budget, keeping track, and the prognosis for the future. View Details

Keywords: Business or Company Management; Joint Ventures; Forecasting and Prediction; Pharmaceutical Industry; Indonesia

February 1997 (Revised June 1999)
Teaching Note

Massachusetts General Hospital: CABG Surgery (A) TN

By: Steven C. Wheelwright

Teaching Note for (9-696-015). View Details

Keywords: Pharmaceutical Industry; Pharmaceutical Industry; Massachusetts

01 Mar 2007
News

Daniel Vasella

sales of $37 billion. The company’s aggressive investment in research has made it an industry leader in new drug approvals. And when opportunity knocks, Vasella doesn’t hesitate to broaden Novartis’s business mix through acquisitions. He recently added View Details

Keywords: Roger Thompson; multinational pharmaceutical company; prescription drugs; vaccines; Medicare; generics business; Health, Social Assistance

Article

Biosimilars and Follow-On Products in the United States: Adoption, Prices, and Users

By: Ariel Dora Stern, Jacqueline L. Chen, Melissa Ouellet, Mark R. Trusheim, Zeid El-Kilani, Amber Jessup and Ernst R. Berndt

Biologic drugs account for a disproportionate share of the increase in pharmaceutical spending in the U.S. and worldwide. Against this backdrop, many look to the expanding market for biosimilars—follow-on products to biologic drugs—as a vehicle for controlling... View Details

Keywords: Pharmaceuticals; Drug Spending; Drug Pricing; Health Care and Treatment; Spending; Price; Markets; Cost Management; United States

Web

General Management Awards & Honors - Faculty & Research

General Management Overview Faculty Curriculum Awards & Honors Doctoral Students 2024 Arthur C. Brooks : Elected as a Member of the American Academy of Sciences & Letters in 2024. Leemore S. Dafny : Elected to the National Academy of... View Details

July 28, 2004
Article

Generic Dispensing and Substitution in Mail and Retail Pharmacies

By: Marta Wosinska and Robert S. Huckman

Keywords: Health; Sales; Pharmaceutical Industry

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18 Jul 2018
Research & Ideas

No More General Tso's? A Threat to 'Knowledge Recombination'

further recombined by locals,” he says. “If H1-B was scrapped, or Europe stopped admitting skilled migrants, the knowledge production of the global economy would suffer.” One vivid example of this innovation transfer is General Tso’s... View Details

Keywords: by Michael Blanding; Health; Food & Beverage; Accounting

February 2019 (Revised July 2019)
Case

Sales Force Management at Nobel Ilac

By: Doug J. Chung and Gamze Yucaoglu

Nobel Ilac was a Turkish generic pharmaceutical company marketing more than 100 drugs in 20 countries and, as of 2017, had over 2,500 employees worldwide. Nobel had implemented a transformation strategy—more specifically, a customer segmentation plan—whereby the sales... View Details

Keywords: Sales Strategy; Compensation; Employee Retention; Recruiting; Pharmaceuticals; Salesforce Management; Strategy; Organizational Design; Human Resources; Compensation and Benefits; Employees; Retention; Recruitment; Pharmaceutical Industry; Turkey

2007
Chapter

Fighting AIDS, Fighting Poverty: Customer Centric Marketing in the Generic Antiretroviral Business

By: Rohit Deshpandé and Zoe Chance

Keywords: Health Disorders; Poverty; Product Marketing; Customers; Pharmaceutical Industry; Pharmaceutical Industry

October 2014 (Revised April 2023)
Case

Gilead: Hepatitis C Access Strategy (A)

By: V. Kasturi Rangan, Vikram Rangan and David E. Bloom

Gilead had come up with an innovative drug for Hepatitis C, which affected 180 million people worldwide. The drug was priced at $1,000 a pill for the US market. Gilead had to decide how to price and market the pill in developing countries that bore the brunt of the... View Details

Keywords: Healthcare; Pharmaceuticals; Pricing; Access To Care; Emerging Markets; Health Care and Treatment; Price; Strategy; Ethics; Pharmaceutical Industry; Pharmaceutical Industry

August 2018
Article

The Impact of the Entry of Biosimilars: Evidence from Europe

By: Fiona M. Scott Morton, Ariel Dora Stern and Scott Stern

Biologics represent a substantial and growing share of the U.S. drug market. Traditional “small molecule” generics quickly erode the price and share of the branded product upon entry; however, only a few biosimilars have been approved in the U.S. since 2015, thereby... View Details

Keywords: Health Care; Biosimilars; Biologics; Pharmaceutical Competition; Healthcare Spending; Innovation; Health Care and Treatment; Spending; Market Entry and Exit; Competition; Innovation and Invention; Pharmaceutical Industry; United States; Europe

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January 2020
Case

Celata Bioinnovations

By: John R. Wells and Benjamin Weinstock

In December 2019, Jon Hu (HBS ‘19) and Dr. Samantha Dale Strasser, co-founders of Celata Bioinnovations, were raising $1 million to launch their company. They had founded Celata less than six months earlier with the aim of redefining the drug discovery process.... View Details

October 2019
Supplement

Impax Laboratories: Executing Accretive Acquisitions (B)

By: Benjamin C. Esty and Daniel Fisher

Explores events after Impax announced the acquisition of a portfolio of generic pharmaceutical products from Teva in June 2016. View Details

Keywords: Financial Reporting; Financial Statements; Mergers and Acquisitions; Capital Structure; Financial Strategy; Competition; Competitive Advantage; Corporate Strategy; Pharmaceutical Industry; United States

November 2022
Case

The Battle Among Channels for Marketing Pharmaceuticals: UpScript, Pharmacy Benefit Managers, and Direct-to-Consumer Sales

By: Regina E. Herzlinger and Tiffany Farrell

Can an online, direct-to-consumer pharmacy both improve the quality and speed of care for patients who need branded drugs and stabilize profits for pharmaceutical manufacturers? UpScript, after years spent achieving legal and regulatory compliance and simultaneous... View Details

Keywords: DTC; Internet and the Web; Marketing Channels; Customer Value and Value Chain; Governing Rules, Regulations, and Reforms; Competitive Strategy; Service Delivery; Growth and Development Strategy; Pharmaceutical Industry; Pharmaceutical Industry; Pharmaceutical Industry

Research Summary

Drivers of market entry

In this paper, I look at the selection of markets for entry. Specifically, regulation in the US pharmaceutical industry allows generic firms to try and enter the market prior to the expiration of patents. This work aims to understand what drives market entry,... View Details

Research Summary

Entry deterrence via strategic litigation

This paper analyzes the use of litigation by incumbents to deter entry by new firms. Specifically, I look at a context where incumbent firms own patents that confer a limited monopoly period in the market. In the US pharmaceutical industry, regulation provides for... View Details

January 2001
Case

Abgenix and the XenoMouse

By: Robert J. Dolan

Abgenix has a unique method for generating antibodies useful in treating a number of diseases, including cancer. In early 2000, the company's cancer has performed very well in animal testing and is moving to early stage human testing. Abgenix must decide whether to... View Details

Keywords: Product Development; Marketing Strategy; Health Testing and Trials; Risk and Uncertainty; Technological Innovation; Innovation Strategy; Science-Based Business; Biotechnology Industry