Publications

February 2000 (Revised June 2003)
Case

Pepcid AC: Racing to the OTC Market

By: Charles King III, Alvin J. Silk, Ernst R. Berndt and Lisa R. Klein

Pepcid management must decide whether to risk all in a race to be first in the over-the-counter market with a new heartburn remedy. View Details

Keywords: Competitive Advantage; Product Positioning; Markets; Research; Marketing Strategy; Product Development; Decision Choices and Conditions; Pharmaceutical Industry

June 1999 (Revised October 1999)
Case

Eli Lilly, 1998 (B): Emerging Global Organization

By: Michael Y. Yoshino and Thomas W. Malnight

Examines major issues faced by Eli Lilly as it evaluates the appropriateness of a focused matrix organization with extensive use of cross-functional teams. View Details

Keywords: Business Model; Geography; Globalized Firms and Management; Growth and Development; Knowledge; Management Teams; Product; Organizations; Pharmaceutical Industry

October 1987 (Revised November 1994)
Case

Boston Fights Drugs (A): Designing Communications Research

By: V. Kasturi Rangan

Describes in detail the research mounted by five individuals with a $20,000 budget to combat drug abuse among Boston's school-going population. Using the focus group methodology they discover that most of the current anti-drug advertising is useless. They create their... View Details

Keywords: Budgets and Budgeting; Misleading and Fraudulent Advertising; Communication Intention and Meaning; Brands and Branding; Performance Evaluation; Research and Development; Segmentation; Pharmaceutical Industry; Boston

September 1983 (Revised October 1984)
Case

Syntex Laboratories (A)

A consulting project involving a mathematical model of the sales force indicates that Syntex Labs should nearly double the size of their sales force and drastically alter their allocation of sales effort to the product line and physician specialties. The questions are... View Details

Keywords: Organizational Change and Adaptation; Strategic Planning; Salesforce Management; Pharmaceutical Industry

March 1980 (Revised February 1984)
Case

Kramer Pharmaceuticals, Inc.

The 12-year career of Mr. Bob Marsh is traced, from recruitment to termination. Data on Kramer's sales management, performance evaluation, compensation, and sales training systems are given. View Details

Keywords: Personal Development and Career; Pharmaceutical Industry

30 Apr 2001
Research & Ideas

Entering the Age of Alliances

competencies of each partner and create two-way value is evidenced by, among others, the collaboration between The College Fund (UNCF) and Merck. UNCF, the largest and oldest minority educational assistance organization in the United States, and Merck, a leading global... View Details

Keywords: by James Austin

01 Oct 2013
First Look

First Look: October 1

these issues, increase performance, and set a direction for the company, all while remaining true to the values of his family's business. Purchase this case: http://hbr.org/search/413086-PDF-ENG Harvard Business School Case 313-016 Shanghai View Details

Keywords: Sean Silverthorne

17 Mar 2009
First Look

First Look: March 17, 2009

Agreements in Bio-Pharmaceuticals Authors:Juan Alcácer, John Cantwell, and Michelle Gittelman Publication:In Location of Biopharmaceutical Activity, edited by Iain M. Cockburn and Matthew J. Slaughter. NBER, forthcoming. Abstract As the value chain of the View Details

Keywords: Martha Lagace

22 Oct 2013
First Look

First Look: October 22

expenditures on teammates lead to better performance in both sports teams in Canada and pharmaceutical sales teams in Belgium. These results suggest that a minor adjustment to employee bonuses-shifting the focus from the self to... View Details

Keywords: Sean Silverthorne

Web

Souvenirs & Novelties - The Art of American Advertising

distribute them and local retailers to print their names on them at no cost. James C. Ayer, involved in the pharmaceutical industry, reaped enormous publicity benefits from the distribution of yearly almanacs. Ayer eventually established... View Details

14 May 2014
News

(Re)moving the Needle

that of his father, who was trained as an engineer and ended up in the pharmaceutical industry. He holds MSc and PhD degrees in mechanical engineering from ETH Zurich and MIT, respectively, and he spent a year pursuing advanced studies in... View Details

Keywords: Robert S. Benchley; medical technology; Scientific Research and Development Services

19 Aug 2002
Research & Ideas

Here Comes Internet2—Time to Shed Dot Vertigo

The same DVD would take approximately twenty-five hours to download via a standard DSL/cable line (and 170 hours—or more than seven days—via a 56K modem). Genomics and pharmaceuticals are other research arenas that should benefit from the... View Details

Keywords: by Martha Lagace

15 Jan 2013
First Look

First Look: January 15

and Use of a New Accounting System Authors:Narayanan, V.G., Ranjani Krishnan, and Jamshed J. Mistry Publication:Journal of Management Accounting Research Abstract This study examines the attitudes, use, and acceptance of a new accounting system in a View Details

Keywords: Sean Silverthorne

November 2006
Case

Competitive Headaches (A): The Analgesic Wars

By: Dennis A. Yao

Addresses the problem of competing with a me-too consumer product. Focuses on Bristol-Meyers' 1975 strategy for introducing a competitor to Tylenol in the analgesic market. View Details

Keywords: Market Entry and Exit; Competition; Competitive Advantage; Pharmaceutical Industry; Pharmaceutical Industry

November 1999
Teaching Note

drugstore.com TN

By: Richard L. Nolan

Teaching Note for (9-300-036). View Details

Keywords: Pharmaceutical Industry; Pharmaceutical Industry