scholarly journals Network interactions for pharmaceutical market access: findings from an explorative research

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Andrea Runfola ◽  
Simone Guercini ◽  
Matilde Milanesi
Keyword(s):  
Pharmaceutical Industry ◽  
Market Access ◽  
Pharmaceutical Market ◽  
Primary Data ◽  
Pharmaceutical Companies ◽  
Business Network ◽  
Specific Content ◽  
Content Type ◽  
Industrial Marketing ◽  
A Company

Purpose The purpose of this paper is to investigate pharmaceutical market access (MA) and the interaction between the pharmaceutical company and other business and non-business actors (NBAs) involved in the MA of ethical drugs, to identify the main categories of actors, their role for MA and the content of the interaction, adopting an industrial marketing approach. Design/methodology/approach A qualitative interpretivist approach is adopted, with interviews as the primary data collection method: 36 interviews have been conducted with 16 key informants from the pharmaceutical industry. Findings The findings of this study reveal that (i) MA can be seen as a relational-driven activity with specific features owing to the highly regulated nature of the pharmaceutical industry, (ii) there is a multiplicity of business, and NBAs involved in the MA activities with whom pharmaceutical companies interact to acquire knowledge, legitimacy and make MA timely and effective, and (iii) the interaction with each category of actors has specific content. Originality/value This paper advances the debate on the marketing and management of pharmaceutical companies by emphasizing the importance of MA and the need to conceptualize it according to an industrial marketing perspective, revealing the interdependencies among actors for MA and the content of the interaction. It also contributes to the industrial marketing literature that has recently stressed the importance of NBAs as part of the extended business network of a company by identifying different categories of actors, their role in terms of knowledge and legitimization and the features and the trade-off of the extended business network in highly regulated markets.

Industry-university interaction strategies of large Brazilian pharmaceutical companies

2019 ◽  
Vol 17 (4) ◽  
pp. 494-509
Author(s):  
Julia Paranhos ◽  
Fernanda Steiner Perin ◽  
Eduardo Mercadante ◽  
Caroline Soares
Keyword(s):  
Pharmaceutical Industry ◽  
Manufacturing Industry ◽  
Field Research ◽  
Secondary Data ◽  
Primary Data ◽  
Pharmaceutical Companies ◽  
Case Study Method ◽  
Structured Interviews ◽  
Content Type

Purpose The purpose of this paper is to analyze the strategies and organizational forms used by large Brazilian pharmaceutical companies (LBPCs) in interaction with universities for the development of innovation. Design/methodology/approach In the pharmaceutical industry, a science-based sector, the source of new knowledge is often outside the company environment. Thus, the search for innovation depends on the company’s strategic decisions of cooperation. This research uses the case study method, with secondary data from the 2008, 2011 and 2014 Innovation Survey (Pintec) about the innovative efforts of LBPCs, as well as primary data from semi-structured interviews with six of them. Findings The most recent data on innovation in Brazil show changes in the innovative efforts of LBPCs, involving the raise in the interaction with universities. The results of the field research also show that the LBPCs have differentiated innovative structures and are effectively using strategies for partnerships with universities, through the creation of radical innovation departments, the establishment of internal scientific committees and the internationalization of research and development. Originality/value These findings contribute to the literature on the industry-university interactions in Brazil and in developing countries. However, this analysis cannot be generalized for the Brazilian pharmaceutical industry as it uses the case study method. Moreover, it is too early to determine if the identified strategies were successful. Nonetheless, it is worth mentioning that the strategies of the six interviewed companies differ greatly from the patterns of the Brazilian pharmaceutical industry and the manufacturing industry.

Determining the structure of pharmaceutical industry in Iran

2019 ◽  
Vol 13 (1) ◽  
pp. 101-115
Author(s):  
Sara Emamgholipour ◽  
Lotfali Agheli
Keyword(s):  
Pharmaceutical Industry ◽  
Economies Of Scale ◽  
Monopolistic Competition ◽  
Pharmaceutical Market ◽  
Data Availability ◽  
Market Demand ◽  
Firm Level ◽  
Content Type ◽  
Measure Concentration ◽  
Pharmaceutical Industries

Purpose As the pharmaceutical industry is one of the key sectors of the health-care system, the identification of its structure is of particular importance. This paper aims to determine the structure of the pharmaceutical industry in Iran to provide appropriate solutions for pricing and regulation by policymakers. Iran is a growing pharmaceutical market with over $4bn in sales, so the supply side needs to be examined to meet the domestic consumption. Design/methodology/approach This research is a descriptive and retrospective analytical study which examines the Iranian pharmaceutical industry through library studies and using pharmaceutical data of the country’s Food and Drug Administration during 1992-2016. Due to data availability in firm level, the concentration ratio of N leading firms and the Herfindahl–Hirschman index are used to measure the concentration of the pharmaceutical market in 2014 and 2016. Findings The results show that pharmaceutical manufacturing, importing companies and distributing companies play roles in monopolistic competition market, loose oligopoly market and oligopoly market, respectively. For all companies, the magnitudes of Herfindahl–Hirschman indices indicate non-competitive settings. As a result, these companies set their own prices, and market demand affects their sales. In addition, demand for medicines is shaped in the form of supply-induced demand. Research limitations/implications This research was accomplished with no computational limitation. However, it was confined to only one country, one industry and the mentioned period of study. Practical implications The pharmaceutical manufacturers have no influence on medicine prices, and government pricing regulations lessen the market power of such market agents. However, the easy entry to and exit from market stimulate producers to participate in manufacturing activities. The pharmaceutical importers may expand their imports in response to entry new actors; however, the new entrants weaken the coordination on pricing decisions. Social implications As pharmaceutical distributers act in an oligopoly market, they can collude, reduce competition and lower the welfare of pharmaceutical consumers. In such conditions, high investment requirements and economies of scale may discourage the entry of new firms. Originality/value Although there are various studies on market structure in non-pharmaceutical industries, this study is a new effort to measure concentration in the Iranian pharmaceutical market and to determine its structure.

scholarly journals Strategic account management as a value co-creation selling model in the pharmaceutical industry

2017 ◽  
Vol 32 (2) ◽  
pp. 310-325 ◽  
Author(s):  
Francois Pilon ◽  
Elias Hadjielias
Keyword(s):  
Pharmaceutical Industry ◽  
Pharmaceutical Company ◽  
Value Added ◽  
Pharmaceutical Companies ◽  
Design Data ◽  
Content Type ◽  
Qualitative Research Design ◽  
Account Management ◽  
A Value ◽  
Key Accounts

Purpose This study aims to explore the dynamics enabling strategic account management (SAM) to function as a value co-creation selling model in the pharmaceutical industry. Design/methodology/approach Using an inductive qualitative research design, data are collected within 11 industry customers in Canada. This work focuses on hospitals as strategic accounts of pharmaceutical companies, exploring SAM value co-creation in the “hospital-pharmaceutical company” relationship. Findings The findings suggest the presence of two key dimensions that can enable a value co-creation SAM model in the hospital-pharmaceutical relationship: “customer-tailored value-added initiatives” and “relationship enhancers”. Customer-tailored value-added initiatives explain the activities that are central to the hospital-pharmaceutical company relationship and can lead to the provision of value added that is unique to the hospital. Relationship enhancers explain the activities that can help strengthen hospital-pharmaceutical company relations in the pursuit of enhanced value-added interactions between the two parties. The research demonstrates a cyclical relationship between “customer-tailored value-added initiatives” and “relationship enhancers”, leading to value co-creation through a SAM model. Practical implications The study informs pharmaceutical industry practitioners on how to improve their value proposition through new, more sustainable selling practices. It offers information on implementing a value co-creation SAM model, which can enable pharmaceutical companies to sustain long-lasting value-added relationships with key accounts such as hospitals. Originality/value The study contributes to the field of SAM by conceptualizing SAM as a value co-creation system. It introduces new knowledge in pharmaceutical marketing by offering empirical insight on the applicability and use of SAM in the hospital-pharmaceutical company dyad.

scholarly journals TRANSFORMATIONAL TRENDS AND INNOVATIVE FACTORS IN THE DEVELOPMENT OF THE WHOLESALE AND RETAIL SECTORS OF THE PHARMACEUTICAL MARKET

2021 ◽  
pp. 27-35
Author(s):  
E. A. Bykova
Keyword(s):  
Pharmaceutical Industry ◽  
Structural Changes ◽  
State Regulation ◽  
Pharmaceutical Market ◽  
Essential Medicines ◽  
Pharmaceutical Companies ◽  
Innovative Development ◽  
Market Participants ◽  
The Impact

The article discusses important features of trends in the transformation of the wholesale and retail level of the Russian medicinal market in the context of innovative factors in the development of the pharmaceutical industry in Russia. The paper gives a general assessment of the impact of state regulation of the maximum selling prices for medicines from the list of vital and essential medicines on the profitability of the market. The author presents a simplified institutional scheme of interaction between distributors and other market participants. The study discusses important aspects and tactical steps of the distribution and pharmacy level of the Russian pharmaceutical market. The article gives the ratings of the leading distribution pharmaceutical companies in Russia and analyses the peculiarities of their structural changes under the influence of innovative development factors. The paper gives ratings of leading pharmacy chains and analyses the features of new structural formations – associations. The author proposes the term of “polarization” for wholesale and retail companies.

The cooperation-competition interplay in the ICT industry

2018 ◽  
Vol 33 (4) ◽  
pp. 495-505 ◽  
Author(s):  
Emilene Leite ◽  
Cecilia Pahlberg ◽  
Susanne Åberg
Keyword(s):  
Single Case ◽  
High Tech ◽  
Project Leader ◽  
Business Relationships ◽  
Business Network ◽  
Content Type ◽  
Industrial Marketing ◽  
Technology Industry ◽  
Information And Communication ◽  
Ict Industry

Purpose Building on a business network perspective, the paper addresses the following question: Why do firms move between cooperation and competition in the context of high-tech industry? Hence, the purpose of this study is to contribute to the understanding of the complex cooperation–competition interplay between actors in a business network. Design/methodology/approach A single case study within the information and communication technology industry is undertaken and illustrates the cooperation–competition interplay in projects of technology. Findings The authors discuss the implications of interdependence on relationship dynamics. The main argument is that business relationships survive despite periods of competition if interdependence is high. Thus, firms move between a state of cooperation and a state of competition within business relationships, rather than ending the relationships when starting to compete. Practical implications This study suggests that managers need to pay attention to how different degrees of interdependence lead firms to be embedded in cooperative or competitive forms of relationships. Originality/value The paper contributes to the ongoing debate about cooperation, competition and coopetition within international business and industrial marketing literature. An interesting aspect in the paper is the cooperation–competition interplay, which is associated with positioning. A centrally positioned actor will choose who to bring into the partnership, with positioning concomitantly changing from project to project. The willingness of being a central actor, i.e. a project leader, places traditional buyer–supplier partners in competition. Thus, cooperation and/or competition becomes contextual.

Co-creation of a food marketing offer by final purchasers in the context of their lifestyles

2020 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Agnieszka Izabela Baruk
Keyword(s):  
Statistical Analysis ◽  
World Literature ◽  
Empirical Studies ◽  
Food Marketing ◽  
Primary Data ◽  
Chi Square ◽  
Content Type ◽  
Product Service ◽  
And Cluster Analysis ◽  
A Company

PurposeThis article is theoretical and empirical in nature. Its purpose is to determine whether a lifestyle resulting from a particular personality type is significant for elements of a food marketing offer, which final purchasers would like to co-create with offerors.Design/methodology/approachA cognitive-critical analysis of the world literature on the subject was used to prepare the theoretical section. The results of the analysis indicate a cognitive and research gap in analyzing the above aspects. In order to reduce the gap, empirical studies were conducted in which a questionnaire was used to gather primary data. The data were subjected to quantitative analysis using statistical analysis including exploratory factor analysis, Pearson chi-square independence test, V-Cramer coefficient analysis, Kruskal–Wallis test and cluster analysis.FindingsThe results of the statistical analysis allowed three research hypotheses to be verified. It was found that there is dependence between respondents' lifestyles and elements of a marketing offer which they would like to co-create with offerors. It was also found that a lifestyle is a feature differentiating both material and non-material elements of a marketing offer which respondents would like to co-create with offerors. Such dependence was identified for, respectively, a material product, service and brand, regardless of whether these considered a company or a product. Thus, research hypotheses were proved to be valid for respondents.Research limitations/implicationsThe results obtained from the research have a cognitive and applicability value. They contribute to the theory, including marketing and customer behavior. They can also facilitate the shaping of good mutual relationships between offerors and final purchasers as important partners cooperating in the process of creating marketing values.Originality/valueThe originality of the approach presented is confirmed by the fact that until now elements of a marketing offer which purchasers would like to co-create with offerors have not been analyzed in the context of a lifestyle either in theory or in practice.

Segmental differences in pharmaceutical industry and its impact on supply chain performance

2019 ◽  
Vol 13 (4) ◽  
pp. 516-540 ◽  
Author(s):  
Saswati Tripathi ◽  
Krishnamachari Rangarajan ◽  
Bijoy Talukder
Keyword(s):  
Supply Chain ◽  
Pharmaceutical Industry ◽  
Business Processes ◽  
Primary Data ◽  
Supply Chain Performance ◽  
Pharmaceutical Supply Chain ◽  
Content Type ◽  
Pharmaceutical Firms ◽  
Capital Productivity ◽  
Financial Metrics

Purpose Pharmaceutical industry involves highly specialized business processes where strong research and development focus along with market differentiation and localization are the deciders of success. This has led to evolution of segments and complexities in supply chain. This paper aims to focus on segmental differences in supply chain performance of Indian Pharmaceutical firms. Design/methodology/approach This paper measures supply chain performance of select segmental players of the pharmaceutical industry using financial metrics and supply chain operations reference (SCOR) key performance indicators through a five-year timeline. The best performance results are compared across the segments to identify unique performance features, if any. The sample results are validated through hypothesis testing methodology. Findings This paper has evidenced that the innovators segment is performing better in cash-to-cash cycle time and supply chain working capital productivity, whereas generics segment is doing better in distribution cost efficiency and total cost to serve aspects. Research limitations/implications The paper is based on historical financial data of firms and measures the firm focused supply chain performance. The results may not be generalized in a global context but serve as a motivator for other researchers to take similar studies. The paper may further be analyzed with primary data of the firms to understand the segmental difference in customer focus supply chain performance measures. Practical implications This paper has brought out important segmental supply chain performance features of the Indian pharmaceutical firms and identified segment-specific problems by integrating SCOR KPIs and financial metrics. Originality/value This paper has integrated both SCOR KPIs and financial metrics to provide unique insights on segmental differences in the performance behavior of pharmaceutical supply chain.

scholarly journals Exploring and extending the synergy concept – a study of three acquisitions

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Johan Holtström ◽  
Helén Anderson
Keyword(s):  
Design Methodology ◽  
Business Networks ◽  
Structured Interviews ◽  
Business Network ◽  
Content Type ◽  
Dynamic Perspective ◽  
Acquisition Processes ◽  
A Company ◽  
Practical Implications ◽  
Managerial Perspective

Purpose This study aims to contribute with an extended framework on synergy realisation in acquisitions. The study conceptualises synergy realisation after acquisitions, in interaction with other companies in a business network and that synergy can be the result of both intended and not intended actions. Design/methodology/approach The study is based on a company involved in acquisitions, being both the acquirer and the acquired. The data for analysis were collected through semi-structured interviews with managers involved in the described acquisition processes. The semi-structured interviews were guided by overarching themes to cover relevant areas of the described acquisitions. Findings This study develops a framework in which synergy is used as a concept in business networks. The framework offers a more dynamic perspective on acquisition processes and extends the view of acquisition performance beyond more financial and company internal aspects of acquisition processes. Further, the findings show that related companies such as customers and suppliers, play important roles in synergy realisation. Practical implications From a managerial perspective, the study shows the importance of understanding the underlying forces of integration processes. Originality/value The concept of synergy used in this study not only includes the companies integrated in an acquisition but also their business networks. Including the integrated companies and their business networks provides a more dynamic perspective from which to plan and realise synergy.

Consistencies and discrepancies in corporate social responsibility reporting in the pharmaceutical industry

2019 ◽  
Vol 10 (2) ◽  
pp. 333-364 ◽  
Author(s):  
Mert Demir ◽  
Maung Min
Keyword(s):  
Corporate Social Responsibility ◽  
Pharmaceutical Industry ◽  
Social Responsibility ◽  
Accurate Information ◽  
Pharmaceutical Companies ◽  
Negative Consequences ◽  
Content Type ◽  
Reporting Practices ◽  
Csr Reporting ◽  
Corporate Social

Purpose This paper aims to examine the consistencies and discrepancies in corporate social responsibility (CSR) reporting by analyzing the CSR reports of pharmaceutical companies. Despite the major role pharmaceutical companies play in the CSR field, our knowledge of the extent to which their disclosures provide comprehensive, material, credible and accurate information on their actual performances is limited because of a lack of sufficient literature on the CSR reporting practices of pharmaceutical companies. Design/methodology/approach The authors present a literature review that serves as the basis to develop the two key research questions: Do pharmaceutical companies publish comprehensive CSR reports? Are company reports that cover more material issues more comprehensive? Using the information on material CSR topics provided by the Sustainability Accounting Standards Board (SASB) and CSR reporting quality scores by the CSR-Sustainability Monitor®, the authors analyzed the CSR reports of the world’s 15 leading pharmaceutical companies. A total of 11 material topics from SASB were mapped onto the corresponding contextual elements in the CSR-Sustainability Monitor. The Monitor evaluates CSR reports published by the world’s largest companies in terms of the degree of transparency and external verification of reporting. Findings The analyses revealed that while the pharmaceutical industry outperforms other industries in terms of the overall comprehensiveness of reporting, certain discrepancies exist among these companies in the content of their disclosures. Specifically, pharmaceutical companies beat the averages on multiple key CSR topics. However, while disclosures on mature areas such as environment and labor relations show some level of standardization, those focusing particularly on sensitive areas such as human rights and supply chain are far from being standardized. The authors also find that CSR reports that do not include all of SASB’s material topics are just as comprehensive as those that do. A detailed analysis of US and non-US companies separately further revealed that this result is valid for both groups of companies. Research limitations/implications Considering the voluntary nature of CSR reporting, pharmaceutical companies still resort to selective disclosure techniques to highlight their achievements in areas where they feel more confident while leaving out others that can have potential negative consequences on the company. These results underscore the evolving nature of CSR reporting in the pharmaceutical industry and call for more attention and further investigation from managers and researchers alike. Originality/value The originality and value of the research show that despite its rapid growth and wide recognition by different segments of society and business as an effective and promising concept, CSR reporting has not yet reached a point where its expected benefits are realized. Focusing on the disclosure side of the story, this paper tries to identify the extent to which the pharmaceutical industry appropriately addresses increasing societal demand for enhanced transparency on its sustainable business policies and practices.

Managerial implications in solution business studies: analysis of type of relevance addressed

2014 ◽  
Vol 29 (7/8) ◽  
pp. 562-573 ◽  
Author(s):  
Risto Tapio Salminen ◽  
Minna Oinonen ◽  
Juha Haimala
Keyword(s):  
Journal Articles ◽  
Content Type ◽  
B2b Marketing ◽  
Industrial Marketing ◽  
Business Studies ◽  
Managerial Implications ◽  
Managerial Knowledge ◽  
Business To Business ◽  
A Company ◽  
Selection Of

Purpose – The purpose of this paper is to gain knowledge on the character of managerial implications within business-to-business (B2B) marketing, in terms of type of relevance addressed in research articles on solution business and integrated solutions. Design/methodology/approach – Use of Jaworski’s framework on role-relevance to classify the type of relevance addressed in 29 journal articles. A systematic literature review on solution business preceded the selection of articles and a concern to include different journal categories. Findings – Managerial implications in the studied articles within solution business do not seem to emphasize role-relevance particularly; they rather address applicability of findings on a company level and for B2B marketing in a more general sense. The majority of implications for practice are framed to have an impact on “present actions”. Managerial knowledge needs are dominantly addressed by “empirical findings” or “frameworks”. The dominating managerial core tasks addressed are “transformer of marketing” and “marketing strategy”. Research limitations/implications – There do not seem to be studies with managerial implications addressing future actions and thinking; providing instruments, methods or models that are role- relevant; focusing on the challenges of a “coordinator”, “strategist” or “performance controller”. The focus on solution business limits the generalizability of findings. Practical implications – Results suggest that implications for practice potentially would benefit from being written in the form of explicit recommendations; targeted to a particular managerial role; and increasingly developed when it comes to proposed frameworks for them to be useful for managers in industrial marketing. Originality/value – This is one of the first studies to systematically examine the character of managerial implications by categorizing results in accordance with a framework specifically addressing role-relevance.

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