Abstract
German pharmaceutical sales now exceed over EUR 22.5B, but never in the history of the industry have the prospects for growth and improvement of shareholder value been more challenging. Historically, pharmaceutical companies have been able to generate sales through introduction of innovative therapeutics and promoting these through ever increasing ‘armies’ of sales representatives. However, recently the pace of innovation has slowed. In fact, the number of new chemical entities launched in the German market has steadily declined from a high of 44 in 1997 to 27 in 2001. Low R&D productivity is not confined to just German pharmaceutical companies — it is challenging the pharmaceutical industry worldwide.
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© 2003 Betriebswirtschaftlicher Verlag Dr.Th. Gabler GmbH, Wiesbaden
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Andrade, S., Andiel, M. (2003). Leveraging Customer Relationship Management Strategies To Deliver Greater Shareholder Value. In: Breuer, R., Becker, W., Fibig, A. (eds) Strategien für das Pharma-Management. Gabler Verlag. https://doi.org/10.1007/978-3-322-87010-0_11
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DOI: https://doi.org/10.1007/978-3-322-87010-0_11
Publisher Name: Gabler Verlag
Print ISBN: 978-3-409-12371-6
Online ISBN: 978-3-322-87010-0
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