The Strategic Pricing of Pharmaceuticals

by Kolassa, E. M.

• ISBN13: 9780982371503
• ISBN10: 0982371500
• Format: Paperback
• Copyright: 2009-05-01
• Publisher: Pathway Book Service

Summary

The Strategic Pricing of Pharmaceuticals explains how pharmaceutical prices are, and should be set, in the US and international markets. The book discusses how pharmaceuticals are different from other products in terms of value and why typical assumptions and approaches to pricing fail to consider the true nature of pharmaceuticals or to capture their value. This book provides pharmaceutical marketers with needed guidance through the use of in-depth discussions and analyses of the factors that should be considered when setting and managing pharmaceutical prices.

Author Biography

Dr. Kolassa is chairman and managing partner of Medical Marketing Economics, LLC (MME), which provides strategic guidance in the development of pricing, competitive strategies, and market research for the global pharmaceutical industry. He is also an adjunct professor of pharmaceutical marketing at the University of Mississippi and at the University of the Sciences in Philadelphia. He is the former editor of the Journal of Pharmaceutical Marketing Management, coauthor of Pharmaceutical Marketing, and author of Elements of Pharmaceutical Pricing, and has held several positions in academia and the pharmaceutical industry.

Table of Contents

About the Contributors	p. iii
Acknowledgments	p. ix
Foreword	p. xi
Why Is Pharmaceutical Pricing Different?	p. 1
Basic Pricing Principles	p. 11
Pricing Flow and Terminology	p. 31
The Role of Value in the Pricing of Pharmaceuticals	p. 49
The Role of Price in Medical Decision Making	p. 73
Patient and Disease Characteristics	p. 91
The Role of Reimbursement in Pricing	p. 109
Competition	p. 127
Public Relations and Policy	p. 147
Company Needs and Abilities	p. 157
Pharmaceutical Pricing Research	p. 163
Managing the Pricing Function	p. 179
The Process for New Product Pricing	p. 197
Generic Markets	p. 223
Pharmaceutical Contracting Basics	p. 237
International Pharmaceutical Pricing	p. 255
The Future of Pharmaceutical Pricing	p. 281
Index	p. 287
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