Pharmaceutical Sales - Publications - Faculty & Research

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Winners & Runners-Up | New Venture Competition

water treatment industry with our patented, low cost, environmentally friendly process for water demineralization. Elective Medical Lending Boyd Bishop Simon Mattox Business Track Runner-Up Elective Medical Lending (EML) is a service based View Details

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

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Globalization - Faculty & Research

Transformation ; Globalization ; Information Technology ; Competitive Advantage ; Pharmaceutical Industry Citation Educators Related Herzlinger, Regina E., and Ben Creo. "Parexel: Scaling Up and Industry Dynamics." Harvard Business School... View Details

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

Keywords: by Sean Silverthorne; Pharmaceutical; Pharmaceutical

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

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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

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

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

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Industry Information - Alumni

and news on emerging designers, disruptive technologies and global brands in the fashion and luxury goods industries. United States Census Bureau: Retail Trade Provides the industry monthly sales and inventory data, annual survey data... View Details

31 Jan 2014
News

Body, Heal Thyself

BANCEL Throughout 2009 and 2010, Stéphane Bancel (MBA 2000) had received upward of 20 calls from biotech companies asking him to come aboard and lead the company. It made sense. He was a highly recruited CEO successfully running bioMérieux, a diagnostics company with... View Details

Keywords: Maureen Harmon; biotech; Health, Social Assistance; Scientific Research and Development Services

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2022 Reunion Presentations - Alumni

(DBA 2004) + More Info – Less Info In February 2022, the three leading pharmaceutical distributors (AmerisourceBergen, McKeeson, Cardinal Health) and Johnson & Johnson agreed to a $25 billion payment to settle thousands of lawsuits... View Details

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

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Harvard Business School

for the United States Supreme Court. After HBS, he worked as an investment banker with White Weld & Co., and served as assistant treasurer for Celanese Corporation. He went on to other manufacturing companies, including Valeant View Details

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2024 Reunion Presentations - Alumni

create a more fulfilling and productive employment experience for all. Business Development in a World That Never Stops Changing Senior Lecturer Frank Cespedes + More Info - Slides – Less Info - Slides Selling and sales management... View Details

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

Keywords: by Alfred D. Chandler Jr.; Pharmaceutical; Pharmaceutical; Pharmaceutical; Pharmaceutical

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

Keywords: by John Quelch; Pharmaceutical; Pharmaceutical

Charles A. Heimbold, Jr.

Heimbold focused on Bristol-Myers Squibb’s growth and created a scientific-based, world-leading pharmaceutical company with very strong consumer franchises. Sixty-two percent of its sales come from View Details

Keywords: Healthcare

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