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- All HBS Web (198)
- Faculty Publications (74)
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- 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
Stern, Ariel Dora, Jacqueline L. Chen, Melissa Ouellet, Mark R. Trusheim, Zeid El-Kilani, Amber Jessup, and Ernst R. Berndt. "Biosimilars and Follow-On Products in the United States: Adoption, Prices, and Users." Health Affairs 40, no. 6 (June 2021): 989–999.
- May 2016
- Case
AbbVie
By: Kevin Schulman, Laura Little, Samyukta Mullangi and Stephen Schleicher
This case focuses on the impact of a novel regulatory pathway, the biosimilars pathway, on the strategy of a major pharmaceutical firm that finds its largest product (60% of revenue) at risk. The case reviews the rationale for the pathway, the emerging biosimilars... View Details
- 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; Pharmaceutical Industry; Pharmaceutical Industry; United States
Hawkins, David F. "HR 3509." Harvard Business School Background Note 111-056, November 2010. (Revised December 2010.)
- May 2011
- Case
The Morrison Company
By: Steven C. Wheelwright and Paul Meyers
The Morrison Company develops and manufactures radio frequency identification tags (RFID) known as smart labels for the retail and pharmaceutical industries. RFID technology is a fast-growing and increasingly competitive industry. Sales have risen dramatically over the... View Details
Keywords: Quantitative Analysis; Technology; Operations Management; Product Lines; Manufacturing; Capacity Planning; Production Planning; Information Technology; Strategy; Production; Organizational Structure; Infrastructure; Product Development; Information Infrastructure; Pharmaceutical Industry; Pharmaceutical Industry; Pharmaceutical Industry; Pharmaceutical Industry
Wheelwright, Steven C., and Paul Meyers. "The Morrison Company." Harvard Business School Brief Case 114-564, May 2011.
- August 2009 (Revised August 2012)
- Case
Cabot Pharmaceuticals, Inc.
By: Frank V. Cespedes and John T. Gourville
Traces the 12-year career of a pharmaceutical salesperson, Bob Marsh, from recruitment to termination. Marsh has had an uneven career with Cabot Pharmaceuticals and eventually is asked to resign. Following his termination, a number of Marsh's former customers complain... View Details
Keywords: Customer Relationship Management; Employees; Resignation and Termination; Performance Evaluation; Salesforce Management; Alignment; Pharmaceutical Industry
Cespedes, Frank V., and John T. Gourville. "Cabot Pharmaceuticals, Inc." Harvard Business School Case 510-030, August 2009. (Revised August 2012.)
- October 1993 (Revised February 1995)
- Case
Dendrite International
By: Frank V. Cespedes and Marie Bell
Dendrite International is a $23 million (1992 revenues) supplier of sales automation software to pharmaceuticals companies in Europe, Japan, and the United States. The firm's strategy has depended on being a full-service supplier to multinational firms. Impending... View Details
Keywords: Accounting Audits; Cost vs Benefits; Forecasting and Prediction; Marketing Strategy; Risk and Uncertainty; Sales; Competitive Advantage; Information Technology Industry; Japan; Europe; United States
Cespedes, Frank V., and Marie Bell. "Dendrite International." Harvard Business School Case 594-048, October 1993. (Revised February 1995.)
- January 2007 (Revised April 2011)
- Case
Farmacias Similares: Private and Public Health Care for the Base of the Pyramid in Mexico
By: Michael Chu and Regina Garcia-Cuellar
Farmacias Similares, serving Mexico's low-income sector, grew to $600 million sales and 3,400 drugstores while deep reforms to help the poor swept the public health system. Adjacent to each store, for $2 per visit, medical clinics provided access to doctors for 2.3... View Details
Keywords: Private Sector; Public Sector; Health Care and Treatment; Growth and Development Strategy; Poverty; Pharmaceutical Industry; Pharmaceutical Industry; Mexico
Chu, Michael, and Regina Garcia-Cuellar. "Farmacias Similares: Private and Public Health Care for the Base of the Pyramid in Mexico." Harvard Business School Case 307-092, January 2007. (Revised April 2011.)
- September 2014 (Revised February 2015)
- Case
Pfizer and AstraZeneca: Marketing an Acquisition (A)
By: John A. Quelch and James Weber
In 2014, Pfizer proposed a friendly acquisition of AstraZeneca, but the AstraZeneca board resisted over price and strategy concerns. Was this good for pharmaceutical consumers? Pfizer, like pharmaceutical companies in general, faced difficulties in growing sales due to... View Details
Keywords: Health Care Policy; Mergers And Acquisitions; Marketing; Government Relations; Crisis Management; Decision Making; Growth and Development; Management; Markets; Strategy; Pharmaceutical Industry; United Kingdom; United States
Quelch, John A., and James Weber. "Pfizer and AstraZeneca: Marketing an Acquisition (A)." Harvard Business School Case 515-007, September 2014. (Revised February 2015.)
- December 2017
- Case
Charity or Bribery?
By: Eugene Soltes and Brian Tilley
Filip Kowalski, a senior manager at the pharmaceutical company Healthgen, leads sales for the firm’s Polish division. While pitching Healthgen’s products, he develops a relationship with a director of a regional health fund who also runs a private foundation. After a... View Details
Keywords: Bribery; Crime and Corruption; Law; Ethics; Philanthropy and Charitable Giving; United States; Europe
Soltes, Eugene, and Brian Tilley. "Charity or Bribery?" Harvard Business School Case 118-052, December 2017.
- May 2017
- Article
When Discounts Raise Costs: The Effect of Copay Coupons on Generic Utilization
By: Leemore S. Dafny, Christopher Ody and Matt Schmitt
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
Dafny, Leemore S., Christopher Ody, and Matt Schmitt. "When Discounts Raise Costs: The Effect of Copay Coupons on Generic Utilization." American Economic Journal: Economic Policy 9, no. 2 (May 2017): 91–123.
- 12 Jun 2018
- Research & Ideas
In a Landscape of 'Me Too' Drug Development, What Spurs Radical Innovation?
ubingruo New research finds that large pharmaceutical companies, typically conservative in their pursuit of novel drug development, are more willing to undertake radical innovation after receiving an unexpected cash windfall. The View Details
- August 2008 (Revised September 2008)
- Supplement
The Flaxil Label (C): Debrief and Endnotes
This case focuses on the 2001 negotiation between Mytex Pharmaceuticals and the U.S. Food and Drug Administration (FDA). The outcome of the negotiation would determine the new label for Mytex's blockbuster drug for arthritis, Flaxil. The negotiation is quite... View Details
Keywords: Safety; Value Creation; Negotiation; Health Care and Treatment; Sales; Pharmaceutical Industry
Barron, Greg M. "The Flaxil Label (C): Debrief and Endnotes." Harvard Business School Supplement 909-003, August 2008. (Revised September 2008.)
- April 2010
- Case
Metabical: Pricing, Packaging, and Demand Forecasting Recommendations for a New Weight Loss Drug
By: John A. Quelch and Heather Beckham
Metabical is a new weight loss drug from Cambridge Sciences Pharmaceuticals intended for moderately overweight individuals. In anticipation of final FDA approval, the senior director of marketing, Barbara Printup, prepares for the product launch and must make several... View Details
Keywords: Return On Investment; Forecasting; Pricing Policies; Demand Planning; Marketing Strategy; Price; Consumer Behavior; Investment Return; Forecasting and Prediction; Product Launch; Planning; Brands and Branding; Pharmaceutical Industry
Quelch, John A., and Heather Beckham. "Metabical: Pricing, Packaging, and Demand Forecasting Recommendations for a New Weight Loss Drug." Harvard Business School Brief Case 104-183, April 2010.
- April 2017
- Supplement
Imprimis (C)
By: Ramon Casadesus-Masanell, Karen Elterman and Marc Appel
This case is a supplement to Imprimis (A & B). Set in 2015, it first describes Imprimis’s decision to introduce its own line of compounded eye drop medication called LessDrops. The case then examines the moral dilemma faced by CEO Mark Baum, who was struck by the... View Details
Keywords: Health Care and Treatment; Cost; Moral Sensibility; Competitive Strategy; Decision Choices and Conditions; Pharmaceutical Industry; United States
Casadesus-Masanell, Ramon, Karen Elterman, and Marc Appel. "Imprimis (C)." Harvard Business School Supplement 717-497, April 2017.
- August 2008 (Revised September 2008)
- Case
The Flaxil Label (B)
This case focuses on the 2001 negotiation between Mytex Pharmaceuticals and the U.S. Food and Drug Administration (FDA). The outcome of the negotiation would determine the new label for Mytex's blockbuster drug for arthritis, Flaxil. The negotiation is quite... View Details
Keywords: Governance; Risk and Uncertainty; Value Creation; Negotiation; Attitudes; Health Care and Treatment; Government Administration; Pharmaceutical Industry; United States
Barron, Greg M. "The Flaxil Label (B)." Harvard Business School Case 909-002, August 2008. (Revised September 2008.)
- August 2008 (Revised September 2008)
- Case
The Flaxil Label (A)
This case focuses on the 2001 negotiation between Mytex Pharmaceuticals and the U.S. Food and Drug Administration (FDA). The outcome of the negotiation would determine the new label for Mytex's blockbuster drug for arthritis, Flaxil. The negotiation is quite... View Details
Keywords: Governing Rules, Regulations, and Reforms; Health Disorders; Product Launch; Negotiation Process; Business and Government Relations; Safety; Pharmaceutical Industry
Barron, Greg M. "The Flaxil Label (A)." Harvard Business School Case 909-001, August 2008. (Revised September 2008.)
- May 1990 (Revised October 1993)
- Case
Cooper Pharmaceuticals, Inc.
By: Frank V. Cespedes
Traces the 12-year career of a pharmaceutical salesperson, Bob Marsh, from recruitment to termination. Mr. Marsh has had an uneven career with Cooper Pharmaceuticals, Inc. (CPI) and, after a probationary period, is asked to resign. Following his termination, a number... View Details
Keywords: Decision Making; Resignation and Termination; Personal Development and Career; Problems and Challenges; Core Relationships
Cespedes, Frank V. "Cooper Pharmaceuticals, Inc." Harvard Business School Case 590-111, May 1990. (Revised October 1993.)
- March 2008 (Revised March 2022)
- Case
Cadbury Schweppes: Capturing Confectionery (A)
By: David Collis, Toby Stuart and Troy Smith
In late 2002, global confectionery and beverage maker Cadbury Schweppes needed to decide whether or not to make an acquisition bid for Adams, an underperforming gum company which had been put up for sale by pharmaceutical giant Pfizer. Examining the decision from a... View Details
Keywords: Business History; Strategy; Decision Choices and Conditions; Mergers and Acquisitions; Food and Beverage Industry
Collis, David, Toby Stuart, and Troy Smith. "Cadbury Schweppes: Capturing Confectionery (A)." Harvard Business School Case 708-453, March 2008. (Revised March 2022.)
- Article
Prosocial Bonuses Increase Employee Satisfaction and Team Performance
By: Lalin Anik, Lara B. Aknin, Elizabeth W. Dunn, Michael I. Norton and Jordi Quoidbach
In three field studies, we explore the impact of providing employees and teammates with prosocial bonuses, a novel type of bonus spent on others rather than on oneself. In Experiment 1, we show that prosocial bonuses in the form of donations to charity lead to happier... View Details
Keywords: Satisfaction; Groups and Teams; Performance; Compensation and Benefits; Philanthropy and Charitable Giving; Pharmaceutical Industry; Pharmaceutical Industry; Pharmaceutical Industry; Canada; Belgium; Australia
Anik, Lalin, Lara B. Aknin, Elizabeth W. Dunn, Michael I. Norton, and Jordi Quoidbach. "Prosocial Bonuses Increase Employee Satisfaction and Team Performance." PLoS ONE 8, no. 9 (September 2013): 1–8.
- 2013
- Working Paper
Prosocial Bonuses Increase Employee Satisfaction and Team Performance
By: Lalin Anik, Lara B. Aknin, Michael I. Norton, Elizabeth W. Dunn and Jordi Quoidbach
In two field studies, we explore the impact of providing employees and teammates with prosocial bonuses, a novel type of bonus spent on others rather than on oneself. In Experiment 1, we show that prosocial bonuses in the form of donations to charity lead to happier... View Details
Keywords: Satisfaction; Groups and Teams; Performance; Compensation and Benefits; Philanthropy and Charitable Giving; Pharmaceutical Industry; Pharmaceutical Industry; Pharmaceutical Industry; Canada; Belgium; Australia
Anik, Lalin, Lara B. Aknin, Michael I. Norton, Elizabeth W. Dunn, and Jordi Quoidbach. "Prosocial Bonuses Increase Employee Satisfaction and Team Performance." Harvard Business School Working Paper, No. 13-095, May 2013.