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- All HBS Web (196)
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- 15 Jan 2019
- First Look
New Research and Ideas, January 15, 2019
Saudi Arabia’s largest dairy producer, distributor, and marketer, with a large portfolio of branded dairy products, juices, bakery goods, and infant formula and a sales presence across the Gulf region, Jordan, and Egypt. Almarai employed... View Details
Keywords: Dina Gerdeman
- 13 Jun 2017
- First Look
First Look at New Research and Ideas, June 13
Efforts Pay Off? Dynamic Panel Data Methods Revisited By: Chung, Doug J., Byungyeon Kim, and Byoung Park Abstract—We estimate a sales response model to evaluate the short- and long-term value of View Details
Keywords: Sean Silverthorne
- 19 Apr 2010
- Research & Ideas
The History of Beauty
chypre, and was the first perfumer to sell his wares in elegantly designed glass bottles, rather than in the pharmaceutical bottles used previously. An ambitious believer in globalization, he even sent his energetic mother-in-law to open... View Details
- 10 Apr 2014
- Research & Ideas
John Kotter’s Plan to Accelerate Your Business
other more rational. In a typical organization—from the federal government to a pharmaceutical giant—a hierarchical operational structure meets daily demands through clear reporting relationships and responsibilities, Kotter writes. This... View Details
Keywords: by Kim Girard
- 01 Feb 2022
- Book
Innovation Isn’t Just for Startups: How Big Companies Can Succeed
traditional core. She hired computational chemists, genetic scientists, and pharmaceutical business experts. They dressed and spoke differently from the famously staid IBM executive. The best Corporate Explorers not only disrupt the... View Details
Keywords: by Lane Lambert
- 22 Nov 2004
- Research & Ideas
Side Effects: The Case of Propecia
physicians, using the company's army of field representatives. The problem of so-called "detailing" to physicians was that the sales reps have literally a few minutes or even seconds to pitch directly to the doctor, and are... View Details
- March 2017
- Case
Cantel Medical
By: John R. Wells and Gabriel Ellsworth
Cantel Medical Corporation provided infection prevention and control products and services for patients, caregivers, and other healthcare providers. In 2016, Cantel generated sales of $665 million and net profits of $60 million, double the levels of five years earlier.... View Details
Keywords: Cantel; Charles Diker; Furniture Industry; Matrix Organization; Acquisition; Mergers and Acquisitions; Business Conglomerates; Business Units; Business Growth and Maturation; Business Organization; For-Profit Firms; Chemicals; Profit; Revenue; Geographic Scope; Multinational Firms and Management; Health; Health Care and Treatment; Business History; Business or Company Management; Goals and Objectives; Growth and Development Strategy; Organizational Structure; Problems and Challenges; Research and Development; Opportunities; Strategy; Adaptation; Business Strategy; Competitive Strategy; Corporate Strategy; Diversification; Expansion; Information Technology; Pharmaceutical Industry; Pharmaceutical Industry; Pharmaceutical Industry; Pharmaceutical Industry; Pharmaceutical Industry; Pharmaceutical Industry; United States; New Jersey
Wells, John R., and Gabriel Ellsworth. "Cantel Medical." Harvard Business School Case 717-482, March 2017.
- 06 Mar 2012
- First Look
First Look: March 6
century. It focuses especially on Beiersdorf, a pharmaceutical and skin care company in Germany. During World War I, the expropriation of its brands and trademarks revealed its vulnerability to political risk. Following the advent of the... View Details
Keywords: Sean Silverthorne
- 20 Oct 2011
- Research & Ideas
Getting the Marketing Mix Right
model helps measure that." The Ideal Mix When planning marketing campaigns, brand managers have a wide portfolio of weapons to draw on, including in-store merchandising, advertising, coupons and sweepstakes, trade promotions, prices, and deployment of a direct... View Details
Keywords: by Dina Gerdeman
- 08 Feb 2000
- Research & Ideas
Building Effective R&D Capabilities Abroad
capabilities and product portfolio, the company needed a dedicated laboratory site in East Asia. The new site would support efforts to manufacture and market pharmaceuticals by adapting products to local needs. To that end, the management... View Details
Keywords: by Walter Kuemmerle
- 22 Aug 2005
- Research & Ideas
The Hard Work of Failure Analysis
the hospital quickly followed their example, finding the idea compelling and practical. In the pharmaceutical industry, about 90 percent of newly developed drugs fail in the experimental stage, and thus drug companies have plenty of... View Details
Keywords: by Amy Edmondson & Mark D. Cannon
- 25 Apr 2005
- Research & Ideas
New Learning at American Home Products
pharmaceutical companies in 1984, American Home Products ranked first in sales and twenty-eighth in R&D expenditures as a percentage of sales.23 As the historian Williams Haynes noted, by the end of the... View Details
- 10 Sep 2008
- Research & Ideas
Long-Tail Economics? Give Me Blockbusters!
Blockbusters break sales records and exceed expectations. Around 100 pharmaceutical brands exceed $1 billion in annual sales. Procter & Gamble has 23 such brands. Speed. It's not just the View Details
- July 28, 2004
- Article
Generic Dispensing and Substitution in Mail and Retail Pharmacies
By: Marta Wosinska and Robert S. Huckman
Wosinska, Marta, and Robert S. Huckman. "Generic Dispensing and Substitution in Mail and Retail Pharmacies." Health Affairs (July 28, 2004): W4–409 – W4–416.
- 06 May 2008
- First Look
First Look: May 6, 2008
company which had been put up for sale by pharmaceutical giant Pfizer. Examining the decision from a strategic perspective, the (A) case provides brief histories of the two companies; traces the global... View Details
Keywords: Martha Lagace
- September 1983 (Revised November 1984)
- Case
Syntex Laboratories (B)
The recommendations of the consultants require a number of assumptions and modifications to be implemented by Syntex Labs. Presents the initial implementation plan of the company. View Details
Keywords: Organizational Change and Adaptation; Strategic Planning; Salesforce Management; Pharmaceutical Industry
Clarke, Darral G. "Syntex Laboratories (B)." Harvard Business School Case 584-034, September 1983. (Revised November 1984.)
- 31 Oct 2004
- Research & Ideas
Bypass Marketing: Are Docs Influenced?
promotional spending (including that directed toward physicians) as a percentage of pharmaceutical sales remains relatively constant over time and thus the growth of DTCA represents a shift in the mix of... View Details
Keywords: by Manda Salls
- 06 Aug 2001
- Research & Ideas
Go Global—or No? Can You Make the Case?
your comments published in an upcoming issue of HBS Working Knowledge—it will cost you $6.00 to download the full story from HBR. See details below. For two years, U.S.-based DataClear has all but had a stranglehold on the data analysis market. View Details
Keywords: by Walter Kuemmerle
- December 2002
- Teaching Note
Abgenix and the XenoMouse (TN)
Teaching Note for (501-061). View Details
- 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... View Details
Keywords: Sean Silverthorne