References (49)


Citations (1)



Marketing, Product Differentiation and Competition in the Market for Antiulcer Drugs

Charles King III

Greylock McKinnon Associates; Pleiades Consulting Group, Inc.

September 16, 2002

HBS Working Paper No. 01-014

This paper investigates one of the largest pharmaceutical markets using a discrete choice model that allows marketing to affect product differentiation. Four main results emerge from an analysis of monthly panel data on antiulcer drugs from 1977 to 1993. Observed drug characteristics became less important relative to marketing in determining demand. Total marketing by all firms reduced product differentiation and raised the cost of entry significantly. Although increasingly rivalrous, marketing expanded the market, increasing social welfare. Finally, estimated returns to eliminating one adverse drug interaction in the pioneer drug approximately equal its first two years of sales.

Number of Pages in PDF File: 49

Keywords: Advertising, marketing, discrete choice, pharmaceutical market, product differentiation, simulation

JEL Classification: D12, L65, I11, M31, M37, C25

Open PDF in Browser Download This Paper

Date posted: March 23, 2006  

Suggested Citation

King, Charles, Marketing, Product Differentiation and Competition in the Market for Antiulcer Drugs (September 16, 2002). HBS Working Paper No. 01-014. Available at SSRN: https://ssrn.com/abstract=891128 or http://dx.doi.org/10.2139/ssrn.891128

Contact Information

Charles (Kip) King III (Contact Author)
Greylock McKinnon Associates ( email )
One Memorial Drive
Cambridge, MA 02142
United States
617-871-6900 (Phone)
617-871-6949 (Fax)
Pleiades Consulting Group, Inc. ( email )
P.O. Box 531
Lincoln, MA 01773
United States
Feedback to SSRN

Paper statistics
Abstract Views: 3,017
Downloads: 569
Download Rank: 36,160
References:  49
Citations:  1