... informants from the pharmaceutical industry. Findings The findings of this study reveal that (i) MA can be seen as a relational-driven activity with specific features owing to the highly regulated nature of the pharmaceutical industry, (ii) there is a multiplicity of business, and NBAs involved in the MA...

... a value-co creation and, thus, a more client-centered, selling model in the pharmaceutical industry. From an organizational point of view, applying a SAM model is not a process to be taken lightly, as it is not possible to develop a “one-size-fits-all” structure applicable to all situations; hence...

..., is that instability with respect to relative influence changes can help organizations to become more competitive in new product development. Integration Pharmaceutical industry New product development Relative influence changes New product development (NPD) is a complex process that involves different...

... loyalty). This dynamic adds yet another layer of complexity for competitors to attempt to dissect and imitate. © Emerald Group Publishing Limited 2015 Marketing strategy Innovation Pharmaceutical industry R&D Strategic alliances Resources Why examine the role of alliances...

... an early adopter of sales force automation was the pharmaceutical industry. An early report from the industry indicated that as little as a 1 per cent increase in pharmaceutical sales force productivity brought about by sales force automation could generate a 6.7 per cent increase in sales (Petersen, 1997...