Publications

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January 2018 (Revised January 2019)
Case

ZappRx

By: Jeffrey J. Bussgang and Olivia Hull

In October 2015, ZappRx founder Zoe Barry is deciding between two business models for her health technology start-up. Her product, a software application that aims to expedite the prescription fulfillment process for patients with rare diseases, has attracted interest... View Details

Keywords: Speciality Drugs; Hub Services; Pivot; Speciality Prescriptions; Health Care and Treatment; Customization and Personalization; Internet and the Web; Business Model; Decision Choices and Conditions; Pharmaceutical Industry; Massachusetts

Research Summary

Current Research

Ian studies extrinsic rewards -- monetary incentives from formal compensation systems, as well as other formal and informal external rewards-- in order to help businesses understand the tensions and tradeoffs inherent in motivating employees. His research takes a... View Details

September 2005 (Revised June 2006)
Case

WuXi PharmaTech

By: Richard G. Hamermesh and Simin Zhou

WuXi Pharmatech has gone from zero to $21 million in sales in three years. The company must decide its growth strategy and how best to finance and organize for rapid growth. View Details

Keywords: Growth Management; Capital Markets; Problems and Challenges; Pharmaceutical Industry; China

19 Sep 2017
First Look

First Look at New Research and Ideas, September 19

in the pharmaceutical industry and lessen the strain both on patients and the healthcare system as a whole. However, doing so would require the company to raise capital, strengthen its sales force, and... View Details

Keywords: Sean Silverthorne

October 2009 (Revised July 2013)
Case

Gilead Sciences, Inc.: Access Program

By: V. Kasturi Rangan and Katharine Lee

Gilead Sciences, the U.S. leader in HIV/AIDS medicines, with global sales of $5.4 billion in 2009, had undertaken several innovative actions to make its anti-viral products available to over 100 low- and middle-income countries. Having reached nearly 680,000 patients... View Details

Keywords: Health Care and Treatment; Emerging Markets; Product; Sales; Competitive Strategy; Pharmaceutical Industry; Pharmaceutical Industry

January 2009
Case

When Supply is of Public Interest: Roche & Tamiflu

The case focuses on the challenges of Roche maintaining a supply network for a global influenza pandemic response initiative based on its antiviral drug Tamiflu. The Roche group is a 40 billion CHF company consisting of a pharmaceutical division and a diagnostic... View Details

Keywords: Global Strategy; Health Pandemics; Distribution; Logistics; Production; Supply Chain Management; Performance Capacity; Pharmaceutical Industry

28 Jul 2008
Research & Ideas

Making the Decision to Franchise (or not)

appears to be true when you get a new type of consumer for the same product." In the pharmaceutical industry, for example, selling medicine to both an independent general practitioner and a hospital will require a different organizational... View Details

Keywords: by Julia Hanna; Retail

May 1998 (Revised May 1999)
Case

Biopure Corp.

By: John T. Gourville

It is early 1998 and Biopure Corp., a small biopharmaceutical firm with no sales revenues in its ten-year history, has just received government approval to release Oxyglobin, a revolutionary new "blood substitute" designed to replace the need for donated animal blood... View Details

Keywords: Segmentation; Marketing Strategy; Engineering; Budgets and Budgeting; Sales; Transformation; Markets; Debates; Product Launch; Pharmaceutical Industry

03 Apr 2007
First Look

First Look: April 3, 2007

Middle East: Measuring Sales Force Effectiveness Harvard Business School Case 106-063 Nutricia's Middle East and African region is transitioning from a trading to a customer focus. CEO Ernest Vandenbussche must decide how to market infant... View Details

Keywords: Martha Lagace

12 Feb 2008
First Look

First Look: February 12, 2007

how personal taxes affect CEOs' decision to sell their vested equity and compare it against diversification, managerial overconfidence and other determinants of CEOs' sale of equity. While CEOs frequently sell large amounts of their... View Details

Keywords: Martha Lagace

04 Jun 2013
Working Paper Summaries

Prosocial Bonuses Increase Employee Satisfaction and Team Performance

Keywords: by Lalin Anik, Lara B. Aknin, Michael I. Norton, Elizabeth W. Dunn & Jordi Quoidbach

January 2017
Supplement

Medtronic: Making the Big Leap Forward (B)

By: William W. George and Monica Baraldi

On December 1, 2014, Medtronic announced that it had completed a $17 billion bond sale to finance the Covidien acquisition, officially completed on January 26, 2015. Medtronic’s legal headquarters moved to Ireland, while its operational headquarters remained in... View Details

Keywords: Acquisition; Medtronic; Covidien; Mission; Tax Inversion; Business Strategy; Leadership; Mergers and Acquisitions; Integration; Pharmaceutical Industry; Republic of Ireland; Europe; Minnesota; United States

Web

Faculty & Advisors | MBA

Crinetics Pharmaceuticals (NASDAQ: CRNX), among others. Earlier in her career Dr. Chang was a Project Leader at The Boston Consulting and a member of the Healthcare Practice. Dr. Chang trained clinically in internal medicine and... View Details

16 Jan 2018
First Look

First Look at New Research and Ideas, January 16, 2018

companies offer a direct stake in the company's performance through stock, a share in profits, or both. Companies with employee stock ownership plans report significantly higher sales growth and higher revenue per employee than do... View Details

Keywords: Sean Silverthorne

December 2017 (Revised January 2018)
Case

Alltech

By: David E. Bell and Natalie Kindred

Alltech was a Lexington, Kentucky–based producer of supplements for animal feed, with revenues of over $2 billion (projected to reach $3 billion in 2018), sales in 120 countries, 5,000 employees, and 100 manufacturing plants worldwide. For nearly four decades, Alltech... View Details