Supplement | HBS Case Collection | September 1993

Manufacturing at ALZA: The Right Prescription? (C)

by Dorothy A. Leonard

Abstract

ALZA, a drug delivery company, considers marketing its own and other companies' products. The primary issue is whether to build an internal sales force focused on a few niche markets, to finance a sales force through alliances, or to acquire a marketing company.

Keywords: Mergers and Acquisitions; Product Marketing; Alliances; Research and Development; Salesforce Management; Business Strategy; Pharmaceutical Industry;

Citation:

Leonard, Dorothy A. "Manufacturing at ALZA: The Right Prescription? (C)." Harvard Business School Supplement 694-021, September 1993.