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- Faculty Publications (17)
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- All HBS Web (154)
- Faculty Publications (17)
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- November 2022
- Case
The Battle Among Channels for Marketing Pharmaceuticals: UpScript, Pharmacy Benefit Managers, and Direct-to-Consumer Sales
By: Regina E. Herzlinger and Tiffany Farrell
Can an online, direct-to-consumer pharmacy both improve the quality and speed of care for patients who need branded drugs and stabilize profits for pharmaceutical manufacturers? UpScript, after years spent achieving legal and regulatory compliance and simultaneous...
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Keywords:
DTC;
Internet and the Web;
Marketing Channels;
Customer Value and Value Chain;
Governing Rules, Regulations, and Reforms;
Competitive Strategy;
Service Delivery;
Growth and Development Strategy;
Pharmaceutical Industry;
Health Industry;
Retail Industry
Herzlinger, Regina E., and Tiffany Farrell. "The Battle Among Channels for Marketing Pharmaceuticals: UpScript, Pharmacy Benefit Managers, and Direct-to-Consumer Sales." Harvard Business School Case 323-031, November 2022.
- August 2004 (Revised July 2006)
- Case
PROPECIA TM: Helping Make Hair Loss History
By: Marta Wosinska and Youngme E. Moon
In late 1997, Tom Casola, brand manager for Propecia, debates the best approach to market this breakthrough one-a-day pill for hair loss. This launch would be atypical for a prescription drug because of the key position of the consumer. As a result, the team's...
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Keywords:
Advertising;
Communication Strategy;
Customers;
Marketing Communications;
Marketing Strategy;
Product Launch;
Product;
Performance Effectiveness;
Problems and Challenges;
Quality;
Pharmaceutical Industry
Wosinska, Marta, and Youngme E. Moon. "PROPECIA TM: Helping Make Hair Loss History." Harvard Business School Case 505-035, August 2004. (Revised July 2006.)
- 14 Nov 2017
- First Look
New Research and Ideas: November 14, 2017
applications, such as Snapchat filters, but AR is being applied in far more consequential ways in business. Pioneering organizations are already implementing it in product development, manufacturing, logistics, marketing, service, and training—and are seeing major...
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Carmen Nobel
- 23 Sep 2008
- First Look
First Look: September 23, 2008
teamwork in decision-making, the challenges of group decision-making, and the strategies for engaging team learning skills and attitudes to improve both the quality of and commitment to group decisions. Purchase the exercise:...
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Keywords:
Martha Lagace
- 10 Oct 2007
- First Look
First Look: First Look: October 10
broad-based therapies. Instead, the focus should be on enrolling subpopulations, based on diagnostic testing, in trials of targeted drug treatments and on monitoring and assessing effectiveness after drugs...
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Martha Lagace
- 02 Mar 2007
- What Do You Think?
What Is the Government’s Role in US Health Care?
from government. Suggestions of causes of the current challenge of rapidly rising costs in relation to quality of outcomes, at least by the imperfect measure of life expectancy, included waste in the system (Julie Maire, Edward Hare, and...
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- 21 Feb 2018
- Research & Ideas
When a Competitor Abandons the Market, Should You Advance or Retreat?
SolStock In late 2016 drug maker Eli Lilly announced it would stop research on the Alzheimer's drug solanezumab after results proved disappointing over three trials. For competitors such as Biogen, Merck,...
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- 20 Nov 2007
- First Look
First Look: November 20, 2007
ownership patterns across different towns, allowing credible identification of the effects of bank ownership on financial development, lending rates, and the quality of intermediation, as well as employment and investment. Credit markets...
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Martha Lagace
- 25 Jul 2023
- Research & Ideas
Could a Business Model Help Big Pharma Save Lives and Profit?
With Hepatitis C running rampant in Egypt in 2012, Clifford Samuel, then of California-based Gilead Sciences, convened a series of urgent meetings with Egyptian government officials, doctors, and patients. His goal? To make Gilead’s lifesaving Hepatitis C View Details
- 15 Jul 2013
- Research & Ideas
Five Imperatives for Improving Health Care
innovation efforts traditionally have focused on new products such as drugs and devices, survey respondents ranked process improvements in care delivery as the most promising opportunity for improving the cost and View Details
- 27 Feb 2019
- Research & Ideas
The Hidden Cost of a Product Recall
Evidence from Medical Device Firms, released in January. Bigger recalls, bigger reactions Using 13 years of US Food and Drug Administration data and a novel set of competitor classification algorithms, the team created a detailed history...
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- Research Summary
Clinical Trials as a setting for Health Policy and Management Research
The clinical trial marketplace is in flux. A decade ago, pharmaceutical firms almost exclusively conducted the study of their novel drug compounds within major academic medical centers. But today, industry-sponsored clinical trials are increasingly using community...
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- 27 Mar 2012
- First Look
First Look: March 27
are determined not only by the quality of the product, but also by the incentives of the media outlet providing the review. For example, a media outlet may have the incentive to provide favorable coverage to certain authors or to slant...
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Keywords:
Carmen Nobel
- 15 Jan 2013
- First Look
First Look: January 15
paper: http://ssrn.com/abstract=2190963 Which Does More to Determine the Quality of Corporate Governance in Emerging Economies, Firms or Countries? Authors:Hugill, Andrea, and Jordan Siegel Abstract Scholars of corporate governance have...
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Keywords:
Sean Silverthorne
- 31 Mar 2023
- Research & Ideas
Can a ‘Basic Bundle’ of Health Insurance Cure Coverage Gaps and Spur Innovation?
would make payments to health care providers on a risk-adjusted per-enrolled basis instead of a fee-for-service basis—as a tool to mitigate risks involved with centralized pricing and rate-setting. Evidence suggests that capitation can drive payers to compete on View Details
- 01 Jun 2015
- Research & Ideas
The Surprising Benefits of Oversharing
whether they would admit that they used drugs on a job application; a different set of participants acting as prospective employers were asked whom they'd rather hire, someone who admitted using drugs, or someone who chose not to answer....
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by Michael Blanding
- 21 Oct 2015
- Research & Ideas
How to Predict if a New Business Idea is Any Good
industry like drug development, it’s not like you can just switch from one disease to another disease,” she says. While R&D-intensive ventures can shift the application of their underlying technology, Shu continues, the fact they are...
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- 07 Jan 2002
- Research & Ideas
How Marketing Can Reduce Worldwide Poverty
on-the-ground advocacy—to go get a free eye exam or a blood pressure check-up. Easy. Your basic principles of sales and promotion will carry the day. If your charge is minimizing smoking or drug use, well, your job becomes rather more...
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by Martha Lagace
- 14 Dec 2011
- Research & Ideas
The New Measures for Improving Nonprofit Performance
Development, the Millennium Challenge Corporation, and their counterparts in other OECD countries are all involved. Several years ago the various ministries of developed and developing countries got together to identify how to improve the performance and View Details
Keywords:
by Julia Hanna
- 30 May 2007
- Research & Ideas
Health Care Under a Research Microscope
players, poor customer service, and regional variations in quality of care. "By virtually any standard, it's an underperforming industry," says Richard Hamermesh, faculty chair of Harvard Business School's recently formed...
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