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- Working Paper
Rebates in the Pharmaceutical Industry: Evidence from Medicines Sold in Retail Pharmacies in the U.S.
By: Pragya Kakani, Michael Chernew and Amitabh Chandra
Rising list prices are often used to illustrate the burden of prescription drug spending, but payers routinely negotiate rebates from manufacturers that generate differences between list and net prices. List prices are easily available and affect patient cost-sharing,...
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Keywords:
Pharmaceuticals;
Rebates;
Health Care and Treatment;
Markets;
Price;
Analysis;
Pharmaceutical Industry
Kakani, Pragya, Michael Chernew, and Amitabh Chandra. "Rebates in the Pharmaceutical Industry: Evidence from Medicines Sold in Retail Pharmacies in the U.S." NBER Working Paper Series, No. 26846, March 2020.
- 2011
- Article
The Consumer Psychology of Mail-in Rebates
By: John T. Gourville and Dilip Soman
Consumers who buy a product intending to use an accompanying mail-in rebate often do not redeem the rebate. To explain this behavior, we argue that consumers use an anchoring and adjustment approach to predicting the likelihood of redeeming a rebate. In keeping with...
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Gourville, John T., and Dilip Soman. "The Consumer Psychology of Mail-in Rebates." Journal of Product & Brand Management 20, no. 2 (2011).
- 01 Jun 2020
- Working Paper Summaries
Rebates in the Pharmaceutical Industry: Evidence from Medicines Sold in Retail Pharmacies in the U.S.
- June 9, 2023
- Article
A Radical Treatment for Insulin Pricing
By: Leemore S. Dafny
In 2021, the Food and Drug Administration (FDA) approved the first interchangeable biosimilar for long-acting insulin, which many hoped would be substantially cheaper than the reference branded product. I explain why prices have barely changed, and argue that a...
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Keywords:
Biosimilars;
Rebates;
Pharmaceuticals;
Health Care and Treatment;
Price;
Governing Rules, Regulations, and Reforms;
Pharmaceutical Industry;
United States
Dafny, Leemore S. "A Radical Treatment for Insulin Pricing." New England Journal of Medicine 386, no. 23 (June 9, 2023): 2157–2159.
- April 1995
- Case
Toy Game, The
Companies sometimes issue rebate coupons entitling the holder to a certain amount off the price of their products. This case explores the effects of rebate coupons on the game between two companies that operate in a market where there is very little underlying customer...
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Keywords:
Competitive Strategy
Brandenburger, Adam M. "Toy Game, The." Harvard Business School Case 795-121, April 1995.
- 17 Feb 2010
- First Look
First Look: Feb. 17
critiques of prior work on ads as signals; namely, that ad content is irrelevant, ad exposure is unnecessary, and the choice of ads as signals is inherently arbitrary. The Consumer Psychology of Mail-in Rebates Authors:John T. Gourville...
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Keywords:
Martha Lagace
- November 2020
- Article
Accelerator or Brake? Cash for Clunkers, Household Liquidity, and Aggregate Demand
By: Daniel Green, Brian Melzer, Jonathan Parker and Arcenis Rojas
This paper evaluates the Car Allowance Rebate System (CARS) by comparing the vehicle purchases and disposals of households with eligible "clunkers" to those of households with similar, but ineligible, vehicles. CARS caused roughly 500,000 purchases during the program...
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Keywords:
Automobiles;
Purchasing;
Government Incentives;
Household;
Financial Liquidity;
Income;
Behavior
Green, Daniel, Brian Melzer, Jonathan Parker, and Arcenis Rojas. "Accelerator or Brake? Cash for Clunkers, Household Liquidity, and Aggregate Demand." American Economic Journal: Economic Policy 12, no. 4 (November 2020): 178–211.
- December 2022
- Article
The Contribution of Price Growth to Pharmaceutical Revenue Growth in the United States: Evidence from Medicines Sold in Retail Pharmacies
By: Pragya Kakani, Michael Chernew and Amitabh Chandra
Context: To what extent does pharmaceutical revenue growth depend on new medicines versus increasing prices for existing medicines? Moreover, does using list prices, as is commonly done, instead of prices net of confidential rebates offered by manufacturers, which are...
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Kakani, Pragya, Michael Chernew, and Amitabh Chandra. "The Contribution of Price Growth to Pharmaceutical Revenue Growth in the United States: Evidence from Medicines Sold in Retail Pharmacies." Journal of Health Politics, Policy and Law 47, no. 6 (December 2022): 629–648.
- November 1976
- Article
Partial Equilibrium Approach to the Free-Rider Problem
By: Jerry R. Green, Elon Kohlberg and Jean-Jacques Laffont
Groves and others have shown that truthful answers concerning preferences for public goods can be elicited as dominant strategies if appropriate tax-subsidies rules are applied. This paper studies the statistical properties of the total revenues generated by one of the...
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Keywords:
Problems and Challenges
Green, Jerry R., Elon Kohlberg, and Jean-Jacques Laffont. "Partial Equilibrium Approach to the Free-Rider Problem." Journal of Public Economics 6, no. 4 (November 1976): 375–394.
- January 1978 (Revised February 1983)
- Case
Polaroid-Kodak (B1)
Describes additional events in battle between Polaroid and Kodak outlined in Polaroid-Kodak. Includes the competitive actions taken by the companies such as the introduction of customer rebates and bonus plans with dealers. Details the new products of each company and...
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Keywords:
Customer Focus and Relationships;
Marketing Strategy;
Market Entry and Exit;
Product;
Competitive Strategy;
Electronics Industry
Porter, Michael E. "Polaroid-Kodak (B1)." Harvard Business School Case 378-173, January 1978. (Revised February 1983.)
- October 1987 (Revised October 1992)
- Case
Black & Decker Corp.: Household Products Group, Brand Transition
This rewritten version differs from Black & Decker Corp.: Household Products Group (A1) in two ways: 1) It has an explicit decision focus. Homa must decide on a program to transfer the Black & Decker name to GE small appliances; and 2) The detailed information...
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Drumwright, Minette E., and John A. Quelch. "Black & Decker Corp.: Household Products Group, Brand Transition." Harvard Business School Case 588-015, October 1987. (Revised October 1992.)
- February 1989 (Revised October 1994)
- Case
Asahi Breweries Ltd.
Focuses on competitive repositioning, organizational renewal, and personal leadership. Describes how Asahi Breweries was faced with a major capacity expansion decision after succeeding in increasing market share dramatically in the traditionally stable Japanese beer...
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Keywords:
Competitive Strategy;
Expansion;
Leadership;
Organizational Structure;
Product Launch;
Management Teams;
Business or Company Management;
Marketing Strategy;
Supply Chain Management;
Mission and Purpose;
Food and Beverage Industry;
Japan
Salter, Malcolm S. "Asahi Breweries Ltd." Harvard Business School Case 389-114, February 1989. (Revised October 1994.)
- August 2015
- Article
Price Coherence and Excessive Intermediation
By: Benjamin Edelman and Julian Wright
Suppose an intermediary provides a benefit to buyers when they purchase from sellers using the intermediary's technology. We develop a model to show that the intermediary would want to restrict sellers from charging buyers more for transactions it intermediates. With...
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Edelman, Benjamin, and Julian Wright. "Price Coherence and Excessive Intermediation." Quarterly Journal of Economics 130, no. 3 (August 2015): 1283–1328. (First circulated as Price Coherence and Adverse Intermediation in December 2013.)
- 2014
- Working Paper
Price Coherence and Adverse Intermediation
By: Benjamin Edelman and Julian Wright
Suppose an intermediary provides a benefit to buyers when they purchase from sellers using the intermediary's technology. We develop a model to show that the intermediary will want to restrict sellers from charging buyers more for transactions it intermediates. We show...
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Keywords:
Intermediaries;
Platforms;
Two-Sided Markets;
Price Coherence;
Price;
Two-Sided Platforms;
Distribution Channels
Edelman, Benjamin, and Julian Wright. "Price Coherence and Adverse Intermediation." Harvard Business School Working Paper, No. 14-052, December 2013. (Revised March 2014. Supplemental appendix.)
- June 2015 (Revised January 2017)
- Case
Greece's Debt: Sustainable?
By: George Serafeim
The case "Greece's Debt: Sustainable?" describes the Greek economic crisis, bailout from the European Union and the International Monetary Fund (IMF), and the debt restructuring that followed. Because of a lack of trust in Greece's ability to repay its debt, two...
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Keywords:
Debt Crisis;
Accounting;
Debt Sustainability;
Austerity;
Solvency Opinions;
Borrowing and Debt;
Restructuring;
Valuation;
Accrual Accounting;
Fair Value Accounting;
Economy;
Greece
Serafeim, George. "Greece's Debt: Sustainable?" Harvard Business School Case 115-063, June 2015. (Revised January 2017.)
- 17 Jan 2014
- Working Paper Summaries
Price Coherence and Adverse Intermediation
- 28 Jun 2004
- Research & Ideas
How to Avoid a Price Increase
sometimes drive consumers away (e.g., to their competitors) by offering too many alternatives. In other research, I am trying to understand how and why mail-in rebates work. The curious thing about mail-in View Details
Keywords:
by Manda Salls
- 06 Nov 2008
- Op-Ed
Selling Out The American Dream
to spend at the same level. Christmas retail sales will be an early indicator. But, not to worry, the Federal government promises to come to the rescue, with both parties supporting a fiscal stimulus in the form of tax rebates and...
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Keywords:
by John Quelch
- 28 Apr 2003
- Research & Ideas
Supply Chain Risk: Deal With It
management." The principal tool for managing this relationship is the contract, which can be written to include "transaction compliance measurement, milestone and obligation monitoring, rebate and charge-back management, and...
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Keywords:
by David Stauffer
- 25 Mar 2001
- Research & Ideas
Who Wants to Be an Entrepreneur? [Part II]
1999 by chairman and CEO Michael Bronner, had all the scale anyone could ask for: to create a national customer-loyalty program (like airlines' frequent-traveler mileage points) which would pay consumers rebates on their shopping—not in...
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Keywords:
by John S. Rosenberg