M. Tech. Business Administration / The findings of the study indicate that monetary incentives motivate the salesforce to achieve sales targets. This was further affirmed by the finding of a significant negative relationship between monetary incentives and reduced performance, in that the presence of monetary incentives was not reducing the performance of the salesforce. In addition, it was found that task complexity plays a role, with difficult tasks rendering the influence non- existent, as they might be unachievable regardless, while no statistically significant relationship was found with easy tasks and monetary incentives. Quarterly incentives, yearly salary increases based on individual performance and commissions were the most common forms of monetary incentives offered to the salesforce by the pharmaceutical company in which the study was conducted.

Although extensive evidence suggests antidepressants are a non-effective treatment for the majority of depressive cases where they are prescribed and despite other developed countries taking steps to provide alternative treatments, Canada's prescription rates continue rising and no state action is being taken. The primary purpose of this study is to explore whether the media in English-speaking Canada, represented by its "newspaper of record," The Globe and Mail, has been performing its essential role in informing Canadians about the controversy surrounding antidepressants and the pharmaceutical system that that has made them central to treating depression. Data was collected in the form of newspaper articles from between 2000 and 2015 in order to analyze media coverage to ensure the essential facts were reported and to qualify to what degree a patient advocacy role challenging the norms of contemporary treatment has been adopted. / February 2017

“Outsourcing has been touted as the ideal way for organisations to reduce cost, focus on core business processes, improve services, enhance skills, reduce time-to-market and increase overall competitive advantage,” (Power, Bonifazi and Desouza, 2004). A pertinent question is therefore ‘Can South African companies in the pharmaceutical industry remain competitive by outsourcing, what is driving these companies to outsource and how effective has the initiative been?’ The purpose of the study is to identify the extent to which various key factors play an influential role in motivating pharmaceutical companies in SA to outsource. South African pharmaceutical companies as part of the global arena, have to continually assess the feasibility of manufacturing their products in-house or allowing contract manufacturers to manufacturer and or pack on their behalf. The research questions posed in this research were: why are companies outsourcing, what is outsourcing and what is happening amongst the South African pharmaceutical companies? The results of this qualitative rich study have shown that outsourcing in SA is not just about cost savings or reduction in product costs but that this process is able to afford the contract giver the ability to tap into additional capabilities (facilities, technology and skill) of their outsourcing partner. Outsourcing has enabled the contract manufacturers in SA to assist the contract givers in numerous areas such as cost reduction, cost saving, reduction in capital investment, increased flexibility and allowed the contract givers to focus on their core competencies. The implementation of off shoring may result in South African contract givers incurring additional ‘hidden costs’ which may be attributed to quality problems, reduced flexibility of transport, product write-offs (due to large volumes ordered), currency fluctuations and additional resources that may required (technology transfer, documentation review, and validation). The responses from the research questionnaires indicate that the key drivers of outsourcing in South African are aligned with those identified in global ii marketplace by Jiang and Qureshi; Copestake and Lau and Zhang (2006). The main drivers being profitability increase (cost reduction, cost saving and capital reduction), strategic considerations (focus on core competence, increased flexibility and to facilitate market penetration) and access to knowledge and skills. The key for the South African outsourcing service providers lies in ensuring that their clients are kept satisfied so that they can minimise the threat of offshore providers. The results of the study are line with Momme and Hvolby (2001) suggestions in which they advocate that organisations only outsource when suppliers have a comparative advantage and that an organisation proactively have a stronger focus on its internal core business areas. In SA governmental changes in regulations/ laws such as those addressing parallel importation, patents, foreign investors and trade would impact on the countries national competitive advantage. However although outsourcing is highly beneficial, organisations need to carefully manage the process, identify hidden costs, risks and initiate preventative measures to ensure success. This study was the first step towards conceptualising the impact of the key drivers, decision making and strategic issues on the South African pharmaceutical manufacturing industry. / Graduate School of Business Leadership / MBL

En prenant pour point de départ l'émergence de technologies nouvelles, ce travail s'interroge sur la capacité des acteurs d'une industrie à réorganiser leurs bases de connaissances. Dans ce but, nous nous intéressons aux processus d'intégration des connaissances que nous définissons comme la recherche de complémentarité technologique dans les bases de connaissances des acteurs engagées dans des processus d'innovation. Dans un environnement technologique donné, larecherches de complémentarité technologique définit la recherche des combinaisons technologiques les plus productives. Deux angles de recherche sont ainsi privilégiés : les processus d'intégration intra-organisationnelle des connaissances et les processus d'intégration inter-organisationnelle des connaissances. Appliqué à l'étude des biotechnologies et de l'industrie pharmaceutique, ce travail de nature économétrique mobilisant des bases de données innovations, brevets et alliancesnous permet d'avancer deux principaux résultats. Dans le cadre des processus d'intégration intra-organisationnelle des connaissances, nous montrons que la recherche de complémentarité technologique est déterminée par la détention de connaissances fondamentales qui favorise la capacité des firmes à combiner leurs savoirs et par conséquent leur capacité à innover. Dans le cadre des processus d'intégration inter-organisationnelle des connaissances, nous montrons que la recherche de complémentarité technologique détermine le choix pour les acteurs d'une industrie de former une alliance stratégique et que cette recherche de complémentarité technologique évolue tout au long du cycle de vie de la technologie / Based on the emergence of a new technology as a starting point, this thesis deals with the capacity of industrial actors to reorganise their knowledge bases. In that purpose, we study knowledge integration processes dened as the search for technological complementarity in the knowlegde bases of actors engaged in innovation activities. In a given technological environment, the search for technological complementarity signifies the search for the most productive technological combinations. Our analysis is based on two dimensions: the intra-organisational knowledge integration processes and the inter-organisational knowledge integration processes. Applied to the case of the biotechnology and pharmaceutical industry, the econometric research - based on innovations, patents and alliances databases - conducted in this thesis allows us to draw two main results. Regarding the intra-organisational knowledge integration processes, we emphasize that the search for technological complementarity is determined by the stock offundamental knowledge that promotes the firrm's capacity to combine knowledge and hence, its capacity to innovate. Regarding the inter-organisational knowledge integration processes, we show that the search for technological complementarity determines the choice given to actors of one industry to form a strategic alliance, and that this search for technological complementarity evolves throughout the technological life cycle.

1 Abstract: The diploma thesis applies sociological perspective on interrelationships of pharmaceutical industry, physicians and patients. Its main focus is on the role of pharmaceutical industry in context of relationships with the two other actors. The first part of the work summarizes available Czech and mainly foreign social science literature referring to the broad network of relations. The transformation of medical profession in current society and the development of international pharmaceutical industry in the Czech Republic are also discussed. The empirical part of the thesis reports the findings of a qualitative interview study undertaken with ambulatory physicians concerning their relationships with pharmaceutical companies. The goal of the research was to explore how and why Czech physicians interact with the pharmaceutical companies, gain insight into their ethical evaluation and assessment of consequences and detect the strategies and rationalizations they use to cope with these relationships. Keywords: pharmaceutical industry, physician, patient, conflict of interest, sociology of medicine

This thesis deal with problems of marketing communication in pharmaceutical industry.The thesis is separated on theoretical and practical part. Theoretical part concern importance of marketing communication, describe and compare of particular tools of communication mix. Practical part is concentrated on doctor's marketing survey and the evaluation of actual marketing propagation tools. The final chapter analyzes the position of pharmaceutical companies, it reveals the main problems and gives possible suggestions for solutions.

[pt] O foco deste estudo está na avaliação da indústria farmacêutica brasileira sob o ponto de vista de suas operações de logística e as relações entre as empresas que compõem sua cadeia de distribuição. Os objetivos principais desta dissertação são entender a dinâmica do setor farmacêutico nacional, desde a consolidação de suas operações em nível mundial e seus reflexos no Brasil, até as atuais tendências gerenciais no sentido de otimizar processos produtivos. A partir deste cenário competitivo estudar-se-ão técnicas modernas de gestão da cadeia de distribuição que visam um desempenho superior, possibilitando vantagens aos seus participantes. Em particular serão abordadas técnicas de reposição automática de estoques e o seu atual estágio de aplicação na indústria farmacêutica brasileira. Busca-se compreender, além disso, como as operações logísticas podem trazer benefícios a uma atividade sensível à saúde da população, bem como de que forma as empresas brasileiras estão se preparando para adotar novos sistemas de gestão de cadeias de suprimentos se é que elas estão. / [en] The focus of this study is to evaluate the Brazilian pharmaceutical industry under the perspective of its logistics operations, and the relations between the companies that work together in a distribution chain. The main goal of this dissertation is to understand the dynamics of the domestic pharmaceutical sector, since the consolidation of its global operations and their consequences in Brazil. To reach this objective there will be analyzed the most recent managerial tendencies towards the optimization of the manufacturing processes from raw materials to finished goods. In this competitive scenario there will be studied the new techniques of supply chain management that aim a superior performance. In particular, there will be reviewed systems of inventory automatic replenishment and its present stage of development in Brazilian pharmaceutical industry. Finally, we will try to understand how logistics operations can benefit such a sensitive activity to people s health, as well as how Brazilian companies are getting ready to adopt new systems of supply chain management - if they are.

A research report submitted to the Wits Business School, University of the Witwatersrand, in partial fulfillment of the requirements for the degree of Masters of Management in Innovation Studies November 2014

As práticas promocionais de medicamentos representam um dos principais recursos de marketing utilizados pela indústria farmacêutica tendo como alvo principal os profissionais da saúde habilitados a prescrever. A propaganda, ao divulgar os medicamentos muitas vezes com a abordagem de produto de consumo, tende, entre outras coisas, ao incentivo da autoprescrição, ou seja, a aquisição de medicamentos sob prescrição médica sem orientação de um profissional médico o que pode levar a quadros sérios de intoxicação medicamentosa, que ocupa lugar de destaque no ranking das causas de intoxicações nos centros de controle de toxicologia e farmacovigilância do Brasil. A Organização Mundial da Saúde (OMS) manifestou sua preocupação em relação à propaganda de medicamentos durante a assembléia mundial de saúde desde 1967, quando foi considerada inadequada a veiculação de propaganda medicamentosa. Desde então, o tema, vem exigindo uma atenção crescente das autoridades de saúde, das agências regulatórias e de inúmeros pesquisadores das áreas da Saúde Pública e da Comunicação, e se tornou objeto desta dissertação, cujo propósito foi analisar de que forma as autoridades sanitárias dos países que representam os maiores mercados farmacêuticos do mundo vem trabalhando no estabelecimento de regras para parametrização das práticas promocionais de medicamentos sob prescrição médica dirigidas aos profissionais de saúde. Portanto, espera-se, com este trabalho, poder compartilhar informações por meio de revisão de literatura e fazer um estudo comparado entre as diversas legislações de propaganda de medicamento dos mercados farmacêuticos mais representativos do mundo em valor monetário. / Drug promotion practices represent one of the major marketing resources employed by the pharmaceutical industry; their target public is formed by the prescribing healthcare professionals. Among other things, advertising, which several times publicizes a product as a consumer product, induces self-prescription, which means, the acquisition of drug product without the physician\'s prescription what ultimately can lead to serious cases of intoxication , which it is ranked as one of the most important cause of intoxications in Brazilian toxicology control and pharmacosurveillance centers. The World Health Organization (WHO) has been expressing its concern relative to drug advertising during the world health assembly since 1967, when the broadcast drug advertising was considered as inappropriate. Since then, this subject has been demanding a growing attention by the health authorities, regulatory agencies and several researchers in Public Health and Communication areas, and has become the subject of this dissertation, whose purpose was to analyze how local health authorities of countries that represent the major worldwide pharmaceutical markets have been acting in order to establish rules to configure prescription drug promotion practices focused in healthcare providers. Therefore, with this study, we hope to be able to share information through literature revision and make a comparative study between the several laws regulating drug advertising in the most representative pharmaceutical markets worldwide in terms of monetary value.

O mercado farmacêutico mundial de medicamentos de prescrição apresenta um amplo e uniforme conjunto de ferramentas para a tomada de decisão gerencial em marketing. Empresas de presença mundial fornecem inúmeros dados sobre hábitos prescritivos de médicos e de venda de produtos em farmácias para as indústrias com custos na ordem de milhões de dólares. As diversas combinações destes dados servem para que os gerentes de produtos possam estabelecer suas estratégias e planos de ação. Saber o que o médico prescreve, quanto prescreve, quais as regiões mais rentáveis e como agir para manter, desenvolver ou captar clientes é o cotidiano de atividades desses profissionais. Médicos constantemente participam de eventos, congressos e diversas outras atividades de cunho social e claramente formam, entre si, redes formais e informais de relacionamento. Conhecer os sociogramas em que estes médicos estão inseridos e analisar essas interações pode ser fator crítico de sucesso e de vantagem competitiva neste mercado cada vez mais seletivo. Verificar com qual frequência gerentes de produtos da indústria farmacêutica no Brasil tomam decisões com base na análise de redes sociais é o que esse projeto de pesquisa visou. Os resultados obtidos apontam que o processo de tomada de decisão tem como principal ferramenta as auditorias de dados secundários que chegam a ser \"sempre\" ou \"frequentemente\" utilizadas por 94% dos entrevistados. As redes sociais influenciam as decisões dos gerentes, seja pela percepção de alta influência do padrão prescritivo no receituário médico, seja pelo próprio processo de tomada de decisão que se utiliza neste ambiente. Desta maneira, há oportunidade de inclusão de mecanismos de captação, estruturação e análise de redes sociais no conjunto de ferramentas do processo decisório desses gestores para a tomada de decisão, principalmente se houver correlações com os atuais métodos. / The global pharmaceutical market of prescription presents a uniform and comprehensive toolset for managerial decision making in marketing. With costs in the order of millions of dollars companies of global presence provide several data about medical prescriptive habits and selling products in drugstores for pharmaceutical companies. The various combinations of these data serve for that product managers can establish their strategies and action plans. Know what the physicians prescribes, as is prescribed, which regions more profitable and how to act to maintain, develop or attract customers is the everyday activities of these professionals. Physicians constantly participate in events, conferences, and various other social activities and they constitute a formal and informal networks of relationship. Knowing that these physicians are embeddedness and analyze these interactions can be critical success factor and competitive advantage in this market increasingly selective. Check how often managers of pharmaceutical products in Brazil make decisions based on social network analysis is what this research project endorsed it. The results obtained suggest that the decision-making process has as main tool secondary data audits that come to be \"always\" or \"often\" used by 94% of the respondents. Social networks influence the decisions of managers or high perception of influence in prescriptive standard medical prescriptions, whether by the decision-making process itself that is used in this environment. This way, there is opportunity for inclusion of mechanisms for the collection, structuring and social network analysis in decision-making tools for managers, especially if there are correlations with current methods.