The diploma thesis deals with a comparison of B2B marketing tools of the biggest pharmaceutical distributors on the Czech market. Alliance Healthcare is one of the leading distributors in this area and would like to increase its turnover and gain new clients. The aim of the thesis is to define marketing tools of all pharmaceutical distributors, make a questionnaire based on this topic that will be sent to customers of the biggest companies and find out how the particular tools are evaluated by the pharmacies and what the position of Alliance Healthcare in comparison to its competitors is. After the evaluation of the questionnaire recommendations that could help Alliance Healthcare to reach its goal follow.

The aim of my thesis is to propose a financing structure for the selected company and then process the credit application. The first part is focused on the strategy of the bank, lending products and the risks that the bank undertakes. Also contains a description of the credit process - the calculation of a credit rating, financing structuring, collateral, covenants determination and processing of credit application. The thesis analyses the specifics of the pharmaceutical industry. Theoretical knowledge is applied to the example of financing of pharmaceutical company and the preparation of a credit application.

The principle behind outsourcing is that an organization outsources tasks it strategically elects not to do within the organization. It is estimated that outsourcing has become a $4 trillion a year business (Corbett, 2005). In today's competitive healthcare marketplace, many sponsors outsource functions that were once considered core to the organization. U.S. Census data show that 10% of all business-to-business sales originated from outsourced sales (Rogers, 2008). The objective of engaging in outsourcing of sales is to improve sales efficiency and gain an edge in today's challenging market. Competition within the pharmaceutical industry coupled with increased regulatory uncertainties and cost concerns have necessitated outsourcing of sales to maintain competitiveness and to apply internal resources more effectively. This research will contribute to the current available works specific to the outsourcing of pharmaceutical sales.

Cílem této práce je vypracovat strategii vstupu produktu "A" farmaceutické společnosti "F" na český a slovenský trh. V této práci je tato strategie analyzována a hodnocena pomocí metody NPV (Net Present Value) a dalších metod. Na základě tohoto hodnocení je strategie vybrána. První kapitola zahrnuje teoretická východiska jednotlivých metod použitých pro účely této práce. Je zde zejména osvětlena metoda NPV a metody vhodné pro analýzu relevantních trhů, společnosti "F" produktu "A". Ve druhé kapitole je provedena analýza trhu České a Slovenské republiky a také analýza společnosti "F" a produktu "A". Tyto analýzy zahrnují jak vnitřní tak vnější potenciál společnosti i produktu. V závěrečné kapitole je vypracována navrhovaná strategie vstupu pro produkt 'A', jež je poté ekonomicky hodnoceny pomocí modelu NPV a dalších modelů.

Aktuell gibt es unterschiedliche Trends in der pharmazeutischen Industrie. Die Herstellung von API´s wird zunehmend bei den Herstellern der finalen Produkte vorgenommen. BIG Pharma integriert die API Herstellung in House. Die Batchproduktion geht tendenziell zu immer kleinen Volumen mit speziellen Anwendungsbereichen. Produkte mit größerem Volumen werden vom Batchvolumen in eine kontinuierliche Produktion überführt und speziell auch auf diese neue Herstellungstechnologie entwickelt. Die Anforderungen für diese unterschiedlichen Applikationen sind völlig unterschiedlich.

This diploma thesis describes and analyzes an area of competitive intelligence in the pharmaceutical industry. The work is divided into five parts. The first part deals with competitive intelligence and related aspects, the second part is dedicated to the pharmaceutical industry, with all specifics. The third part deals with competitive intelligence in the intersection with the pharmaceutical industry, the fourth part contains the classification and description of information resources appropriate for the activities of CI and a fifth part presents research, which consists of a questionnaire survey among pharmaceutical companies on the state of competitive intelligence and semi-structured interview with an expert in the area of CI in pharmaceutical company. The survey results represent a certain sub-probe, which demonstrates the strong position of CI as a common standard of pharmaceutical companies. Keywords competitive intelligence, pharmaceutical industry, information needs, drugs, pharmacovigilance, patents, information resources

The purpose of this study is to conceptualize the ideational influence of Ordoliberalism on EU Competition Law while addressing a problematic social issue that has been witnessing a surge in the number of cases, which is excessive price abuse under Article 102(a) of the Treaty on the Functioning of the European Union (TFEU) within the spectrum of pharmaceutical sector. By utilizing Nedergaard (2020)’s analytic framework for Ordoliberalism’s operationalization, the study successfully proves the impacts of five characteristics of Ordoliberalism, including Politics by rules, Economic Constitution, Market Construction, Role of Consumers and Role of the states towards consumers, on the practices of EU Competition Law, using the empirical data collected from two excessive pricing examples: Aspen in Italy and Pfizer/Flynn in the United Kingdom. The study also highlights the unique features of the pharmaceutical market due to its significant impacts on public healthcare and medicine assessment. At the end of the study, some recommendations are provided for further investigations.

Magister Commercii (Industrial Psychology) - MCom(IPS) / In the 21st century the nature of work and life has become characterized by unavoidable changes. These changes are brought about by various environmental, social and technological developments or unforeseen occurrences. It has become more challenging for economies, countries and organizations to bounce back from these volatile fluctuations in all markets and industries (Martine & Alves, 2015). Examples of the above-mentioned changes is emphasized by Wales (2013) who identified that trends such as climate change, globalization and social inequality have created a significant challenge to the traditional business model. The “credit crunch”, corporate scandals and possible corruption have led to a loss of trust in business, and companies are facing pressures from governments, consumers, employees and investors to demonstrate that they are adopting ethical and sustainable business practices (Pfeffer, 2015). Similarly, Martine and Alves (2015) question whether the economy, society and environment in the 21st century are indeed the three pillars of sustainability. These factors highlight the importance of critically discussing factors surrounding economic growth and the sustainability thereof.

Potenziell disruptive Technologien sind schwer zu vermarkten, weil sie mit Werten verbunden sind, die für etablierte Unternehmen neu sind. Ohne geeignete Geschäftsmodellinnovation gelingt es den etablierten Unternehmen nicht, neue, potenziell disruptive Technologien auf den Markt zu bringen. Die aufkeimende Literatur über disruptive Innovationen bietet nur begrenzte Empfehlungen zu spezifischen Geschäftsmodellelementen, die dazu dienen können, potenziell disruptive Technologien zu integrieren. Um diese Forschungslücke zu schließen, wird in dieser Arbeit untersucht, wie große Pharmaunternehmen Biotechnologien in die Gestaltung ihrer Geschäftsmodellinnovation einbezogen haben, um erfolgreiche Elemente der Geschäftsmodellgestaltung zu ermitteln. Es wird ein qualitativer Forschungsansatz gewählt, der aus drei Studien besteht. Zunächst werden nach einer systematischen Literaturrecherche zur Geschäftsmodellforschung in der pharmazeutischen Industrie 45 Arbeiten ausgewählt und qualitativ ausgewertet. Zweitens werden qualitative halbstrukturierte Interviews mit 16 Experten in großen Pharmaunternehmen geführt. Die Transkripte werden mit der Methode der Qualitativen Inhaltsanalyse ausgewertet. Schließlich wird eine Clusteranalyse durchgeführt, um den von allen digitalen Angeboten großer Pharmaunternehmen vorgeschlagenen und gelieferten Wert zu ermitteln. In dieser Arbeit werden erstmals zwei Geschäftsmodelle großer Pharmaunternehmen aus der Zeit vor und nach der Einführung der Biotechnologien beschrieben. In dieser Arbeit wird argumentiert, dass für die Anpassung an potenziell disruptive Technologien folgende Geschäftsmodellelemente empfohlen werden: Kollaborationsportfolios und digitale Servitisierung. Erstens sollten etablierte Unternehmen ein Portfolio von Kooperationsformaten entwickeln, indem sie die Breite der Partner (einschließlich der Wettbewerber) diversifizieren und alle Aktivitäten in ihrer Wertschöpfungskette abdecken. Zweitens sollten die etablierten Unternehmen den Wert, den sie anbieten, und die Art und Weise, wie sie diesen Wert für etablierte und neue Kundensegmente bereitstellen, innovativ gestalten, indem sie ihre Produkte mit ergänzenden Dienstleistungen bündeln, insbesondere mit solchen, die digital ermöglicht werden. Digitale Dienstleistungen dienen dazu, die Bedürfnisse der Kunden mit denen des Herstellers zu verknüpfen. Neben der Weiterentwicklung der Theorie über disruptive Innovationen können die empfohlenen Elemente des Geschäftsmodells von führenden mittelständischen Pharmaunternehmen (z. B. Fresenius oder Servier) und Unternehmen aus anderen Branchen direkt genutzt werden, um andere potenziell disruptive Technologien zu vermarkten. Diese Forschung unterstützt politische Entscheidungsträger bei der Entwicklung von Strategien zur Förderung der Kommerzialisierung potenziell disruptiver Innovationen in ihrem spezifischen Kontext. / Potentially disruptive technologies are challenging to commercialize because they are associated with values new to established firms. Without fitting business model innovation, incumbent firms fail to bring new potentially disruptive technologies to the market. The burgeoning literature on disruptive innovation provides only limited recommendations on specific business model elements that can serve to accommodate potentially disruptive technologies. To close this research gap, this thesis explores how big pharmaceutical firms accommodated biotechnologies in the design of their business model innovation to discover successful business model design elements. A qualitative research approach consisting in three studies is adopted. First, following a systematic literature review on business model research in the pharmaceutical industry, 45 papers are selected and qualitatively analyzed. Second, qualitative semi-structured interviews are conducted with 16 experts in big pharmaceutical firms. The transcripts are analyzed using the qualitative content analysis method. Finally, a cluster analysis is conducted to identify value proposed and delivered by all digital offers of big pharmaceutical firms. This thesis is the first to describe two business model designs of big pharmaceutical firms from before and since the accommodation of biotechnologies. This research argues that business model designs recommended for the accommodation of potentially disruptive technologies are collaboration portfolios and digital servitization. First, established firms should devise a portfolio of collaboration formats by diversifying breadth of partners (including competitors), and by covering all activities in their value chain. Second, incumbent firms should innovate in the value they offer and how they deliver it to mainstream and new customer segments though bundling their products with complementary services, especially those that are digitally enabled. Digital services serve for back-coupling customers’ needs with the producer. Besides advancing theory on disruptive innovation, the recommended business model design elements can be directly used by top midsize pharmaceutical firms (e.g., Fresenius or Servier) and firms from other industries to commercialize other potentially disruptive technologies. This research supports policy makers in devising strategies for the promotion of the commercialization of potentially disruptive innovations in their specific contexts.

The diploma thesis deals with the history of the production of medicines and medicinal products, the company of Zdeněk Klan and a partial inventory of specialties. The aim of the thesis was to map the time, which was characterized by the industrial production of drugs and medicines, the so-called specialties. Zdeněk Klan was able to take advantage of the situation and build his own company Dr. Mr. Zdeněk F. Klan pharmaceutical-chemical laboratory, operating in the years 1924-1948. He was able to compete with other companies with his products. The production was focused mainly on application forms for internal medicine. In addition to human preparations, he also produced preparations for veterinary use. The Klan Company succumbed to the process of nationalization in 1948, when all companies with more than 50 employees were nationalized and subsequently abolished. On the basis of the study of mainly archival sources stored in the Czech Pharmaceutical Museum in Kuks, a thesis was prepared describing this company from its establishment to nationalization. His CV was also prepared. In addition to processing information about Klan's company, the task was to invent a part of the collection of specialties and thus make it available for subsequent museum-research use through the resulting inventory. These...