Publications
Publications
- March 1994 (Revised March 1995)
- HBS Case Collection
Astra/Merck Group
By: Frank V. Cespedes and Marie Bell
Abstract
Astra/Merck (A/M), originally a joint venture of AB Astra and Merck & Co., is preparing to be an independent company in 1993. Since the company does not engage in basic research and development of drugs, it is essentially a distribution organization. Fundamental to A/M's strategy is a new approach to the marketing of prescription drugs. The case outlines this approach, developments in the pharmaceuticals industry, and issues raised by A/M's attempts to implement a new marketing process in an industry where promotion-oriented "detailing" has dominated distribution practices.
Keywords
Cost Vs Benefits; Marketing Strategy; Distribution; Performance Evaluation; Research And Development; Risk And Uncertainty; Sales; Competitive Strategy; Pharmaceutical Industry
Citation
Cespedes, Frank V., and Marie Bell. "Astra/Merck Group." Harvard Business School Case 594-045, March 1994. (Revised March 1995.)
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