Finale, complete thesis oktober 2015 Yvette Oswald (2)
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Transcript of Finale, complete thesis oktober 2015 Yvette Oswald (2)
The visibility of CEOs within pharmaceutics
The impact on corporate reputation and the effect on patients
Y.J. OswaldOctober, 2015
Executive International Master of Science in Corporate CommunicationErasmus University Rotterdam Dr. G.A.J.M. Berens
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The copyright of the Master thesis rests with the author. The author is responsible for its contents. RSM is only responsible for the educational coaching and cannot be held liable for the content.
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Management Summary
Does the visibility of a CEO within the pharmaceutical industry impact the reputation of his or her company and does it affect patients?
Do powerful CEOs have the ability, by using their visibility, to increase the reputation of their company? There are many examples of CEOs whose visibility were important and inNluenced the reputation of their companies in a positive way, for instance Richard Bransons (Virgin), Steve Jobs (Apple), Bill Gates (Microsoft), and Anita Roddick (Body Shop). Do we recognize visible leaders in the pharmaceutical industry, and are these CEOs able to inNluence the reputation of their companies? During the past decades pharmaceutical industry’s most important stakeholder groups were investors, prescribers, insurance companies and media (e.g. Kessel, 2014). However, research (e.g. Grogan, 2014) found out there is a growing importance of the patient. But, are patients aware of, and interested in the company and the CEO behind their medication?
In the last decades the pharmaceutical industry saw an increase in corporate misconducts (Mattera, 2012), with negative impact on the reputation of pharmaceutical companies (PWC, 2015). A survey in 2012 by Baum, about the reputation of 29 global pharmaceutical companies, found a decline of 19% in corporate reputation. A company’s reputation is among its most valuable assets: The percentage of a company’s value attributed to tangible assets decreased from 90% to 25%, whereas the intangible asset of a company (including reputation) represents 40% to 60% of a corporation’s market capitalization (Brigham and Linssen, 2010; Gaines-‐Ross, 2008). Important reputation drivers of pharmaceutical companies are being a responsible, reliable, ethical, transparent company, offering high quality products, and being a good corporate citizen. (Reputation Institute 2015). An important driver of corporate reputation is the reputation of its CEO (e.g. Shandwick, 2011; Murray and White, 2005). A company is a reNlection of its CEO (Hambrick and Mason, 1984). A CEO is the personiNication, the embodiment of a company and responsible for its successes (Ranft et al, 2006). About 45% of the corporate reputation and market value is estimated to be an attribution of its CEO’s reputation (Weber Shandwick, 2015a). The way CEOs behave inNluences the opinion of stakeholders about pharmaceutical companies (Global Economic Crime Survey, 2014). An important way to improve the industry’s reputation is the increase of engagement between the pharmaceutical sector and patients (Dewulf 2015), it gives possibilities to a better understanding of patients’ needs and wants (e.g. Abelson et al, 2003) and it realizes trust and conNidence in the health system (Wiseman et al, 2003). With an increase of patients empowering and engaging in health care issues on the Internet, pharmaceutical companies, represented by its CEO, should use the opportunity to become part of the conversation by explaining what their companies stand for (Weber Shandwick, 2015b; 2013,). Online presence, the use of social media is the platform to connect and build engagement between a pharmaceutical company and its patients (Dewulf, 2015).To be able to discover if a visible CEO within the pharmaceutical industry in the Netherlands increases the reputation of his/her company, and to Nind out whether his or her visibility is relevant for a target group of growing importance, the patient, it was necessary to identify a visible CEO. I found one visible CEO within pharmaceutics: Marcel Joachimsthal, CEO of GlaxoSmithKline Netherlands (GSK). GSK is expert in the area of pulmonology. To investigate his visibility, the visibility of his company and products, and the effect of his visibility related to the reputation of his company, I got the chance to compose and expand an online survey (July 2015) among 900 lung patients, members of the patient advocacy group (PAG): ‘Longfonds’, (response rate 51%, n=464) (appendix c). The results of the survey suggest a visible CEO of a
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pharmaceutical company specialized in pulmonology in The Netherlands, is not visible among his lung patients. Not even for respondents, who could be deNined as involved in, and having knowledge of their lung disease and treatment. Almost all respondents (99.8%/463) were not able to mention the name of the CEO of the company of their medication, nor were able to answer the question whether a CEO could have inNluenced their image of the pharmaceutical company of their medication. 2% of the respondents (11) answered they knew the man presented on the picture (Joachimsthal) in the questionnaire. 50% of the respondents (234) would like to receive information from the pharmaceutical company, of which: 78% about medication, 19% about the pharmaceutical company and 5% about the CEO.This moment Dutch lung patients do not see the relevance of a (visible) CEO nor the (personal) advantages a visible CEO of the company of their medication could offer. An important reason for CEOs invisibility in The Netherlands is related to the legislation and regulation of the pharmaceutical industry. Industry’s unawareness about the attribution a CEOs reputation could deliver to (the value of) a company’s reputation could also be a reason of CEOs invisibility. One of the implications of this study is the development of communication activities initiated by Nefarma (Association for Dutch branches of innovative pharmaceutical companies), to increase awareness within the pharmaceutical industry in The Netherlands about the importance of reputation, corporate reputation and CEO’s reputation in relation to company’s reputation, resulting in positive effects towards their stakeholder groups. Another implication is related to the strict regulation of the industry with regard to the direct communication between the industry and its patients, deNined by the CGR (Code of conduct for pharmaceutical advertising). With an increase of patients searching health information online, the distance between a pharmaceutical company and its patient is decreasing. More patient health engagement will result in a growing demand and supply of health information, resulting in (more) direct communication between company and patient, which causes a blurred boundary between industry and patient, between information (permissiveness) and advertising (prohibition). Clarity throughout the industry is needed, both CGR (revising regulation) as well as Nefarma (information and communication) have to take their responsibilities.
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Table of Contents
Introduction 4
Theoretical framework 5-‐ Corporate Reputation 5-‐ The pharmaceutical industry and its reputation 6-‐ Patient empowerment and engagement in healthcare 8-‐ The importance of Chief Executive OfNicer for corporate reputation 8-‐ The inNluence of Chief Executive OfNicer for corporate reputation 10-‐ The role of CEO in pharma 13-‐ Conclusion theoretical framework 15
Research 16-‐ Methodology 16-‐ Validity 20-‐ Conclusion research 21
Discussion 22
Theoretical implications 24
Implications for practice 25
Acknowledgment 26
Literature 27
Appendix 33a. Pharmaceutical market b. The visibility of Marcel Joachimsthal c. Survey
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1. Introduction
The pharmaceutical industry is one of the most innovative and relevant industries in the world, by its development, production and delivery of medicines, to prevent and treat al kind of diseases with the aim of saving of human lives (Appendix a). The estimated worldwide sales in 2020 will amount to almost one trillion dollars in 2020 (EvaluatePharma, 2015; Appendix a). But, although the pharmaceutical industry once belonged to the most admired industries, the reputation of the pharmaceutical industry is under pressure, due to many malpractices mainly caused by the big Nive (Novartis, PNizer, Roche, SanoNi and GlaxoSmithKline (GSK)). GSK paid $492 million in 2014 to settle charges relating to bribery in Chine: British executive, Mark Reilly, and four Chinese employees were sentenced to prison. GSK was found guilty for the use of payments to doctors and hospitals (CBC, 2014). GSK paid $3 billion (the largest payment ever by a pharmaceutical company) in 2011, to settle federal investigations (the largest healthcare fraud settlement in U.S. history): GSK targeted drugs for uses they were not approved for, unlawful promoted its drugs, misleading medical journal articles and providing doctors with special treatments, and failed to give the FSA safety data. (Reuters, 2012, Mattera, 2012). Novartis paid $422 million in 2010 to settle charges related to illegally marketed medication (Mattera, 2012). AstraZeneca paid 520 million to settle charges relating to the marketing of its drug in 2010. (Mattera, 2012). PNizer paid $2.3 billion in 2002 to settle charges related to illegal promotion of its drug, prior to its being taken off the market because of unsafety (Mattera, 2012). The main driver of these scandalous corporate misconducts was the need to increase proNit, to maximize sales (Mattera, 2012). Bribery and corruption have severe impact on the reputation of pharmaceutical companies, according to 40% of pharmaceutical executives (PWC, 2015). The reputation of a company is of growing importance and more important than ever before (e.g. Brigham, Linssen, 2010; Gaines-‐Ross, 2008). People are aware of the performance of a company, and there is a growing consciousness about the behavior of a company (Weber Shandwick, 2015). The question that arose during the masterclasses about corporate reputation at Erasmus University was whether powerful CEOs have the ability to make the difference, do CEOs have the possibility, by using their visibility, to increase the reputation of their company? There are many examples of CEOs whose visibility were important and inNluenced the reputation of their companies. Without Richard Branson’s charismatic performance, innovative ideas, skills and visiblity the corporate reputation of Virgin would not have been as high as it is (De Vries, 1996), belonging to the top companies worldwide (e.g. again Virgin airlines is ranked number one in overall performance in the US (Forbes). Steve Jobs, the creative genious with innovative technical skills made Apple the most succesfull and strongest company in the world. Bill Gates (Microsoft) Michael Duke (Wal-‐Mart), Jeff Bezos (Amazon), and Anita Roddick (Body Shop) are more examples of visible CEOs with positive effect on the reputation of their companies. Do we recognize powerful leaders in the pharmaceutical industry? Are these CEOs able to inNluence the reputation of their companies, and the pharmaceutical industry, facing an increase in malpractice and unethical behaviour (Reuters, 2012; Mattera, 2012). During the past decades pharmaceutical industry’s most important stakeholder groups were investors, prescribers, insurance companies and media (e.g. Kessel, 2014). However, research (e.g. Grogan, 2014) found out there is a growing importance of the Ninal consumer. Patients are more than ever aware of aspects of their disease and treatment cq medication. They are getting information from the Internet, fellow patients, patient advocacy groups, physicians, pharmacies and pharmaceutical companies. But, are patients aware of, and interested in the company and its CEOs behind their medication? Do patients need more information about the company and its CEO? And if so, what could be the best way to communicate, taking regulations and restrictions into consideration. And what about the qualiNications, competences of a ‘visible’ CEO? Before getting answers to these questions, it is necessary to get insight into the pharmaceutical market, its developments, reputation and stakeholder groups.
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2. Theoretical framework
Corporate Reputation
Corporate reputation is based on an attitude of an organization by its constituencies (analysts, investors, customers, partners and employees) formed by their experience of its brands and images. An attitude is a learned capacity, to behave (positively or negatively) to a certain item based on evaluations of former experiences. (Bagozzi et al, 2002; Eagly and Chaiken, 1993; Schiffman and Kanuk, 1997). ‘Attitude is considered to be highly correlated with one’s intentions, which in turn is a reasonable predictor of behavior’ (Ajzen and Fishbein, 1980, p 264). A positively perceived corporate reputation increases the company’s attraction and its success. 301 Business leaders from 29 countries in 28 industries, who participated in the ‘2014 Reputation Leaders Study’ (Reputation Institute 2014), mentioned following tangible beneNits derived from a good reputation:-‐ Competitive differentiation (60%), -‐ Top talent acquisition (49%), -‐ Ability to collaborate/partner with key opinion leaders or policy makers (43%), -‐ Improve crisis management and post crisis recovery (37%), -‐ Reduce risk of increased regulations (28%), -‐ Support entry into new markets (24%), -‐ Ability to charge premium prices (18%)
Corporate reputations evolve from the images stakeholders have about company’s key dimensions of performance: Products & services (quality, innovation, satisfaction, industry), Leadership (CEO/team), Governance (vision, ethics credibility), Responsibility (environment, society, governance), Financial performance (responsibility, usage of corporate assets, soundness), Employees (workspace, treatment, development, diversity), Communication (transparency, engagement (Van Riel 2015; Weber Shandwick, 2015; Van Riel and Fombrun, 2007). Corporate reputation concerns to the beliefs of stakeholders about the possibility that a Nirm will bring value on the key dimensions of performance (Rindova and Fombrun, 1999), most important are related to product quality and Ninancial performance (Fombrun and Shanley, 1990; Shapiro, 1983). These expectations are acquired mainly from a Nirm’s past actions (Weigelt and Camerer, 1988), resource developments (Dierickx and Cool, 1989) and performance (Fombrun and Shanley, 1990).The success of a company depends on the support, which depends on trust of its stakeholders. The degree of trust, admiration, esteem and feeling of stakeholders towards a company depends on whether a company kept (and realized) its promises towards these stakeholders. The higher the degree of trust, admiration feeling and esteem the higher a company’s reputation. Based on research by Harrison, a person’s past experience with a certain company can account for about 2/3 of their perception of that company (Harrison, 2014). According to Brigham and Linssen (2010), the percentage of a company’s value attributed to tangible assets has decreased from 90% to 25%. Other estimates (Brigham, Linssen, 2010, and Gaines-‐Ross, 2008) suggest that it is the intangible asset of a company (including reputation) nowadays represents 40–60% of a corporation’s market capitalization. Conclusion: a company’s reputation is among its most valuable assets.Research done by the Reputation Institute (2014) shows one of the drivers of reputation is leadership. 65% of business leaders said reputation management is top priority for CEOs. Thus building and managing a (successful) reputation depends largely on the characteristics and visibility of a Nirm’s CEO.
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The pharmaceutical industry and its reputation
There are a lot of critical remarks against the pharmaceutical industry: The industry is accused for medicalization (‘the making’) of a disease and the realization of excessive proNits (in high proNitability markets) as a result of overcharging: the industry is proNiting from illness. To inNluence (to bribe) the prescriber the industry developed dubious marketing practices (withholding negative data about marketed products, gifts and hospitalities (travel and accommodation expenses), industry-‐sponsored publications etc.). Pharmaceutical companies publish successful trial data and withhold negative data from publication, and improve study designs in a way to increase favorable outcomes that could affect clinical decision-‐making by regulators (Kessel, 2014; Badcott, 2012). Many pharmaceutical companies were found guilty of illegal activities and/or other forms of malpractice, and were condemned (e.g. J&J, GSK, Eli Lily, PNizer, and Abbot). Finegold and Moser pointed out pharmaceutical companies realize the growing importance of being ethic, and therefore many of the Nirms include ethics in their vision and mission statements. The industry has the responsibility to act ethically, because of the death and life impact of pharmaceuticals. But the behavior of the industry, the way it produces and markets the products, is conNlicting in what it communicates. The unethical behavior of the industry will therefore come under greater ethical scrutiny. Analysts and the media criticize the disconnection between the announcements of ‘high ethical standards’ and the reality of pharma’s conduct. The fraudulent practices of the pharmaceutical industry cost billions of dollars each year, these malpractices are more difNicult to identify because of a more global environment (Finegold and Moser, 2006). And although building trust and transparency are crucial in the new policy on CSR in the pharmaceutical industry (Valverde, 2012; Reputation Institute 2015), the reputation of the pharmaceutical industry came under attack concerning this lack of transparency. A survey in 2012 by Baum, about the reputation of 29 global pharmaceutical companies, among 600 patient groups (80% from Europe, 20% US), found a decline of 19% in the perception of the reputation of pharmaceutical companies. Reasons behind this decline were:-‐ Perceived lack of transparency, especially in reporting the disappointing results of clinical trials.-‐ Failing to assist patients in countries with a difNicult economic environment. -‐ Offering drugs with only short-‐term health beneNits.-‐ Not doing enough to discover chemical entities suitable for neglected patient groups.-‐ Inappropriate marketing of drugs (including those for off-‐label indications).-‐ Drug prices that, in some cases, are still unaffordable to many patients or their payers. (Baum, 2013)Familiarity with pharma companies remains low compared to other global companies (RepTrak® 100). Global reputation research found out about 50% of the public is unsure about what pharmaceutical companies are doing on all seven dimensions (Reputation Institute, 2015). The public is aware of company’s wrongdoing, the opinions of pharmaceutical companies are often affected by what CEOs and other executives say and do. (Global Economic Crime Survey, 2014).
The outcomes of the reputation study in 2015, about the pharma’s industry reputation with consumers (n= 20.789) in 15 countries found that the global pharma’s reputation is mixed: 34% of respondents perceive the industry as having an excellent reputation. 23% perceive the industry’s reputation as weak/poor (Reputation Institute, 2015).
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Although the reputation of the pharmaceutical industry is damaged by malpractices, its global reputation score (RepTrak®) remained average 65.9 over years*. Possible reason for maintaining an average reputation score is due to the fact that even when observers were confronted with negative information, they resist changing their reputational assessments (Wartick, 1992).
The reputation drivers of pharmaceutical companies are:-‐ Being a responsible company that behaves ethical, is open and transparent in its business dealings. -‐ Offering high-‐quality excellent products and reliable services.-‐ Being a good corporate citizen that supports good causes and protects the environment (Reputation Institute 2015).
The key personality drivers of pharmaceutical companies are: -‐ Honest, sincere, trustworthy, social responsible. -‐ Reliable, secure, hardworking. -‐ Concerned, reassuring, supportive, agreeable. -‐ Friendly, pleasant, open, straight forward. -‐ Imaginative, up-‐to-‐date, exciting, innovative. -‐ Technical, corporate. -‐ Ambitious, achievement oriented, leading. -‐ Prestigious, exclusive, reNined. (Reputation Institute, 2015).
The reputation of the world’s most reputable pharmaceutical companies are ranked ‘Average (60-‐69)’ (Reputation Institute, 2015). The reputations maintain stable for most pharmaceutical companies. Lilly, GSK and BMS improved their reputations, Novo Nordisk and Novartis faced signiNicant declines. There is no direct relation between market share and reputation score (Novartis is market leader with the lowest reputation score).
Company Reputation 2015 Company Reputation 2014 MS 2014
Bayer 68.4 (-‐0.8) Bayer 69.2 2.2%Roche 67.6 (-‐0.1) Roche 67.5 5.4%Abbot 66.9 ( 0.0) Abbott 66.9 < top 20Eli Lilly 66.5 (+1.4) Novartis 66.1 6.2%GSK 65.5 (+1.2) Eli Lilly 65.0 2.2%BMS 65.5 (+0.9) GSK 64.3 4.1%Novo Nordisk 65.1 (-‐1.8) BMS 64.6 1.6%AstraZeneca 65.0 (+0.1) Novo Nordisk 66.9 2.1%PNizer 65.0 ( 0.0) AstraZeneca 64.9 3.5%SanoNi 64.9 (+0.2) PNizer 65.0 6.0%Merck & Co 64.1 (+0.7) SanoNi 64.8 5.1%Novartis 63.6 (-‐2.4) Merck & Co 64.8 4.9%
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Patient empowerment and engagement in healthcare
The pharmaceutical industry realizes a growing importance of the Ninal users of their products: the patient. 85% of pharmaceutical executives agreed that patient-‐centricity is the best route to future proNitability (Grogan, 2014). The relation between the pharmaceutical industry (the producer) and its patients (the users) is indirect. Direct communication towards the patient takes place by prescriber (medical practitioner) and supplier (the pharmacist). It is forbidden for pharmaceutical companies having direct communication with their Ninal users, due to regulations (with the exception of US and New Zealand). To ensure compliance with the restriction of direct-‐to-‐patient promotion (e.g. CGR), pharma simpliNied the message of ‘do not promote to patients’ into ‘do not talk to patients’. Engagement with patients is allowed as long as there is no intervention (with the aim to inNluence a decision). This non-‐promotional patient engagement, with the purpose of learning about and from the patient is possible in most/all countries, due to the fact most countries do not have any speciNic regulation or compliance framework. Direct engagement with patients, with the aim of gaining a deeper understanding of their experience, needs and expectations, is essential for the development of better solutions (e.g. medicines). Patient involvement in healthcare decision-‐making helps in legitimating decisions (Abelson et al, 2003; South et al., 2005; Truc et al, 2008) and in dealing with societal and economic developments, such as increasing demand for healthcare and higher patient expectations in relation to budgetary constraints (Leys et al, 2007). Moreover it should lead to more trust and conNidence in the health system (Wiseman et al., 2003) and engage communities and patients in health action (Becher et al, 2008; South, 2005).Nowadays, most patients are no longer uninformed and passive recipients of healthcare. The main reason of their growing empowerment and engagement has been the Internet. Since 2000, the web informed patients about medical issues, on treatment opinions, and increasingly on provider options. Information from patients to patients about experiences help patients in making decisions about health providers and therapies (Dewulf, 2015). In 2013, 72% of the US and European adults have looked for health information on line (PewReserachCenter, 2013).
Well deNined (communication) strategies with the aim to engage patients and health stakeholders in dialogues will improve the reputation of a pharmaceutical company. Social media has become of growing importance due to the fact it became the Nirst opportunity for the pharmaceutical industry to engage with groups of people (patients). Social media is a platform where caregivers, physicians and especially patients exchange information. From an issue management perspective, social media is very important to be able to know what people are saying and work on how to reply. The more you understand patients, the more you learn about their needs, concerns the better you are able to develop solutions and programs, with the Ninal aim to build trust (Dewulf, 2015).
The importance of the Chief Executive OfHicer for corporate reputation
A CEO is a person at the top of an organization whose personal reputation can have immediate and long lasting impact on the organization. A CEO is often seen as the personiNication of a company and responsible for the successes as well the failures of all aspects of the organization (Ranft et al, 2006). Many Nirms invest a lot in the selection, compensation, and retention of CEOs because they believe that CEOs play strategically an important role (Harris, 2002; Roth, 1995). CEOs are selected based on their reputation related to: ‘Education and performance’ (Harvard -‐ Whitman/Ebay), ‘Experience’ (Global strategist -‐ Holland/McKinsey), ‘Turnaround specialist’ (Dunlap/Sunbeam) ‘Extraordinaire salesman’ (Hurd/HP) (Ranft et al, 2006).
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There is a difference between a regular CEO and a celebrity CEO. Celebrity refers to an individual ‘whose name has attention-‐getting, interest-‐riveting and proNit-‐generating value’ (Rein, Kotler and Stoller, 1987:15). Characteristic for a celebrity is that he or she is a social person, attracting, and getting the attention of a large number of people (more attraction means more value), and generating emotional responses from these people. Positive responses are realized because of the positive behavior of the celebrity (Trope and Libermann, 2000). Positive responses are generated because the celebrity is able to realize positive emotional forces, is able to fulNill speciNic needs of his or her audience (need for gossip, fantasy, identiNication, status, afNiliation, and attachment) (O’Guinn, 2000; Gamson, 1994; Adler and Adler, 1989). There are many different perspectives in how to become a celebrity. For example Gamson mentioned two perspectives, one: ‘fame is deserved and earned, related to achievement and quality’’, and: ‘The publicity machine focuses attention on the worthy and the unworthy alike, churning out many admired commodities, called celebrities, famous because they have been made to be’ (Gamson, 1994:15-‐16). Rindova, Pollock and Hayward (2006) focus on the relationships a celebrity has with his or her audience. Frank and Cook deNine a celebrity as ‘people of enormous talent, energy and drive’ (Frank and Cook, 1995:8) who become winners of contests of the top positions in winner-‐takes-‐it-‐all markets. McCracken (1989) argues that the attractiveness of nowadays celebrities derive from their ability to symbolize the lifestyle aspirations of audiences. In summary: a celebrity can be created resulting in short lived celebrities, individuals with a real ability and unique style becomes ‘stars or cultural icons (O’Guinn, 2000; Dyer, 1997; Gamson, 1994; McCracken, 1989; Reeves, 1988). The extension of one’s celebrity status inNluences his or her economic possibilities. Employing a celebrity CEO could be valuable for the Nirm, because the reputation of the CEO increases his or her ability to access resources (human capital, capital markets, raw materials), exploit opportunities that may increase a Nirm’s competitive advantage and may convince stakeholders about Nirm’s positive prognoses and can therefore be seen as an intangible asset of the Nirm, (Ranft et al, 2006; Daily and Johnson, 1997; Fombrun, 1996). The key role of the CEO and his management team (TMT) is to develop work processes and inNluence organizational results (Finkelstein and Hambrick, 1996, Hambrick and Mason, 1984). Celebrity CEOs have speciNic characteristics in which they differ from regular CEOs. These speciNic characteristics are the key components of the reputation CEOs perform when they interact with stakeholders. The most important characteristics of these CEOs are: They have a clear vision, are globally focused, are decisively, authentic, honest, open, ethical and humble. And they are terriNic communicators, engagers, motivators and inspirers (Weber Shandwick, 2015a; Murray 2014; Ranft et al, 2006). Apart from their performance, once a CEO reaches the ‘celebrity-‐status’, they charge and get a higher compensation package. Beside the increase of compensation arise an increase in power and autonomy. The increase of power and autonomy allows these CEOs to change the company in a way they feel needed, and at the same time increase their reputations by fulNilling expectations that the organization and stakeholders have about them. A CEO could have the ability to realize success, but in the absence of success, he or she could be accused for failure. (Ranft et al, 2006).There is a strong link between CEO’s pay and Nirm’s performance (Collins, 2003; Barkema and Pennings, 1998; Gomez-‐Mejia et al, 1987). Payment inNluences the perception of CEOs about equity and legitimacy, payment motivates their behavior Ninally resulting in a positive inNluence of Nirm’s performance (Gomez-‐Mejia and Wiseman, 1997; Jensen and Murphy, 1990; Finkelstein and Hambrick, 1988). CEOs will involve in competitive actions with the hope to improve Nirm’s performance with the aim to increase their personal gain (e.g. incentive pay-‐outs) (Vroom, 1964). Goals, specially challenging ones that are valued by the CEO, are the most potent drivers of focused and persistent behavior (Locke and Latham, 1990). Higher CEO incentives result into more competitive creativity and thus more long lasting effects on the Nirm. A study by Offstein and Gnyawali (2005) shows that within pharmaceutical Nirms in the US, incentives short term (bonuses) as well as long term (stock options) of a CEO are positively related to the competitive aggressiveness of the Nirm. Research (by e.g. Blinder, 1990; Jenkins, 1985; Lawler and Hackman, 1971) concludes that incentives powerfully inNluence human
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decisions and behavior. Frank and Cook (1995) suggested that a ‘winner-‐take-‐all’ compensation effect exists among CEOs. Being certiNied as a celebrity CEO has positive effects on annual compensation despite any difference in performance between celebrity CEOs and regular CEOs. Research also suggested a ‘Matthew effect’ (Merton, 1968) where high status CEOs receive greater rewards than others for performing similar or even identical tasks (Rao, 1994). Management researchers identify CEOs as individuals who develop and strength the climate of a Nirm. This opinion is conNirming to scholars in organizational behavior, socio-‐cognitive psychology, and social comparison to characterize Nirms as a reNlection of their CEOs (Hambrick and Mason, 1984). Based on the principle of Scheider (1987) where the organizational culture, climate and practices are deNined by the people inside the organization, new company members, also executives will be attracted, selected and rewarded according to the character of the Nirm, reNlected by the CEO. Song (1982) showed that a CEO’s background and earlier experience had implications for Nirm’s strategy and the selection of other executives. The essential role of top management is shaping work processes and inNluencing organizational outcomes (Hambrick and Mason, 1984). After a period, CEOs’ background effects -‐ cognitive abilities, skills, experience, talent and other human factors, (Hambrick, 1994) -‐ are more reinforced and increased when CEOs develop unique styles (Keck and Tushman, 1993). Examples of styles: Preferences for strategy formulation and implementation (Gabarro, 1987), ‘Instincts’ to save their basis of power (Finkelstein and Hambrick, 1988), Interest in their professional heritage (Westphal and Zajac, 1995). Even celebrity CEOs are often selected, recruited, or promoted based on a perception of Nit with functional priorities, such that a reinforcing spiral will to occur (Michel and Hambrick, 1992; Miles and Snow, 1978).
The inHluence of Chief Executive OfHicer for corporate reputation
The behavior of the CEO both inNluences the management’s charisma as well a Nirm’s performance (Peterson et al, 2003, Carmeli et al, 2011), and inNluences in the development of a strong and believable reputation of the company. (Weber Shandwick, 2015a). Research (e.g. Shandwick, 2011; Murray and White, 2005) found out CEOs’ reputation is an important driver of corporate reputation. A CEO inNluences the success of the organization and became one of its most valuable and competitive assets. CEO reputation is becoming a premium form of currency and wealth in an environment where companies compete on their reputations. The public is aware of the way a company operates, and the publics’ opinion about Nirms are often inNluenced by CEO’s behavior: The way a CEO performs makes or breaks company’s reputation (Weber Shandwick, 2015a). CEOs reputation greatly impacts consumer images of companies: 66% of US consumers say that their perceptions of CEOs affect their opinions of corporate reputations (Weber Shandwick, 2012). The effect a CEO’s reputation has on a company can be immediate and tangible. A CEO is often seen as the embodiment of the company, responsible for both the successes and the failures of all parts of the organization. Global executives estimated that 45% of their company reputation and 44% of their company’s market value is attributed to the reputation of their CEO. They also conNirm that positive CEO reputation will attract investors, generates positive media attention, will protect in crisis, and attracts and retains employees (Weber Shandwick, 2015a).Lefebvre and Lefebvre (1992) demonstrated that CEO characteristics, such as personality, are positively related to the Nirm’s reputation. The CEO (and TMT) reNlects the Nirm’s structure and processes (Hambrick and Mason, 1984), and integrates the diverse perceptions, judgments and orientations of the TMT members into a set of speciNic strategic behaviors (Hambrick, 2007).
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Attributing organizational performance to the CEO (and TMT) is difNicult to do due to the fact organizational performance is affected not only by the decisions of the CEO (and TMT), but also by risk factors operating at the industry (Holmstrom (1982). The importance of the TMT is more evident in companies with strong reputations. 56% of executives in highly reputable companies believe a company’s overall reputation is greatly affected by the reputation of the TMT, compared to only 30% in companies with weak reputations (Weber Shandwick, 2015a).The cultivation of CEOs reputation is realized by managing the reputation via political skill and impression management, and pushed by the media (Ranft et al, 2006). Media plays an important role by publicizing and interpreting organizational performance information (Johnson et al, 2005; Pollock and Rindova, 2003; Rao, Greve, and Davis, 2001; Deephouse, 2000), and it is acceptable that positive media coverage will improve corporate reputation (Carroll and McCombs, 2003; Wartick, 1992; Fombrun & Shanley, 1990). Sometimes media based interpretations about company’s reputation are related to certiNication contests in which CEOs and organizations are compared to each other and evaluated in a way that powerful performers are identiNied and recommended (Rao,1994; Scott, 1994). CertiNication contests (e.g. Fortune) are useful measures of status, because they combine a lot of individual judgments on consistent criteria, thus facilitate consistent concise comparisons (e.g. Fombrun, 1996, Rao, 1994). The resulting rankings are important because of the behavioral impact and effect they have on the organization and its stakeholders (e.g. Elsbach and Kamer, 1996).
CEOs bring with them skills (see before) that were relevant in their previously developed personal reputations. New hired CEOs (and their reputations) by organizations, were broadly announced by media to its stakeholders. When positive publicity increases, CEO’s reputation and the reputation of the organization both will increase. A positive perceived CEO attracts a large scale of public and realizes positive emotional response. These emotional responses, realized by the media, are the result of CEOs relations with the public, and is based on directed information about CEOs personal features, skills, successes and styles. In explaining the performance of an organization as if it is concentrated on a CEO, the media has the inclination to think CEOs should be viewed as celebrities. (Ranft et al, 2006). A negative effect could occur when CEOs do not fulNill the expectations of their reputations. This could restrict CEOs behavior so that they are more concerned with caring for their own reputations than for the organization, this could lead to organizational inactivity and stagnation. When the decision to hire a celebrity CEO has been made by the TMT, they have to justify themselves, and will be more closely watched by the media. The accountability of the board is intensiNied, they have to justify their choice of the selected CEO and, at the same time they have to leave power to the new CEO by increased autonomy. For that reason celebrity CEOs and his TMT are affected to exaggeration, delusion, and manipulation of information provided to the public and media. The increased scrutiny by the media and the public intensify CEO’s need to make decisions consistent with those that built his or her reputation. When the autonomy of a CEO increases, it restricts his or her decisions and actions because of their need maintaining his or her reputation. (Ranft et al, 2006). A survey, in 2003, by Burson-‐Marsteller found that respondents believe that half of a company’s reputation is attributable to the CEO’s reputation. The CEO is the ultimate spokesperson for the organization, the embodiment of the brand, and the ofNicial storyteller who aligns company’s past, present, and future. As company’s reputations rise and fall today, CEOs are the ‘reputation-‐protectors’ and are expected to pass it along to the next generation of CEOs in a better condition than before. When selecting CEOs management skills and reputation is becoming a factor in measuring CEOs performance and awarding compensation. (Gaines-‐Ross and Burson-‐Marsteller, 2003a).
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The visibility of a CEO depends on the willingness of the CEO to be approachable on communication platforms. It is of growing importance for CEOs to have a visible public proNile for a company to be able to generate public attention and create engagement. CEO visibility means having a greater presence with a greater purpose. CEOs are more likely to be perceived as good at engaging the public, comfortable with the news media, winners of awards and recognition and social media participants. Engagement activities, public presence, need to be strategically planned and thoughtfully managed (Weber Shandwick, 2015b).
Important platforms to realize CEOs visibility are:-‐ Presentations at industry conferences, -‐ Interview with media -‐ Visible at company’s website -‐ Share news with public -‐ Active in local community -‐ Visible on corporate video channel -‐ Speak at leadership events -‐ Hold leadership position outside company -‐ Public take position on society issues -‐ Participate in social media -‐ Publicity take positions on political issues (Weber Shandwick, 2015b)
Highly regarded CEOs, like Richard Branson, have a higher social media participation rate than the average CEOs. Executives see online engagement, as an opportunity for their CEOs to increase the reputation of their companies by sharing their companies’ stories. In 2010, the majority of CEOs from global largest companies, were not socially engaged, and they therefore missed the opportunities to join conversations with their (potential) customers (Weber Shandwick, 2010). Research found out an increase in the sociability of the top CEOs, in 2015, many of the world’s top CEOs are using social networks and other online tools. A CEO is considered to be social online when he or she: Has a public and veriNiable social network account, like Facebook or LinkedIn; Engages on the company website through messages (e.g. letters, quotes), pictures or video; Appears in a video on the company YouTube channel; And are authors of an external blog (Weber Shandwick, 2015b).
Today ‘CEO social engagement’ is a must for building reputation. Business leaders are increasingly present on digital platforms to share their company story, reach broader networks of stakeholders and join online conversations where their company is already being talked about. CEOs who don’t use online communications take the risk of being ‘left behind” (Weber Shandwick, 2015b). Research (2014) found that 80% of CEOs from the world’s top companies are social, either through their company website (68%), company YouTube channel (38%) or a social network (28%). CEO online engagement increased 122% since Nirst research by Weber Shandwick in 2010, this growth leads to the believe that companies and their executives recognize the importance of online engagement. Communicating online is the norm for today’s CEOs, they need to use online tools to stay competitive in today’s digitally dominated landscape (Weber Shandwick, 2015b).
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The role of CEO in pharma
The management responsibilities of CEOs in pharmaceutical organizations are interesting because in most cases they lead scientists and technologists without having the scientiNic knowledge or having worked in such roles (Haystead, 2003). Research (Harvard Business School, 2004) among 20 CEOs within the US pharmaceutical industry, about their background found out: 18 of 20 CEOs held at least one graduate degree (8 of them MBA). Their early career fell into four general categories: sales/marketing, research/science, engineering/consulting and Ninance. Donald Hayden EVP and president of BMS (US): ‘CEOs are actually business people who have ‘scientiNic knowledge with the desire to expand their scientiNic knowledge base’. Gerhard Mayr EVP of Lilly: “A formal degree in science is not critical for the executive track’. There is an ‘either – or’ mentality: Someone is either a science expert or a business man, but not both. Pharmaceutical CEOs spent on average 91% of their career in the healthcare industry, and 78% with their current employer. The skills they learned and challenges they faced during their international career were identiNied as key experiences that ultimately led to their success and prepared them for executive level. Jan van Heek, EVP at Genzyme, stated: ‘Experience in a multicultural environment, success in a global environment, and experiences in different cultures’, was the reason he was selected for his position. The CEOs declared that managing turnarounds and receiving early ‘stretch’ assignments were critical for their success, because these situations gave them an opportunity to demonstrate leadership and be identiNied with success. Gilmartin, CEO of Merck described Nive speciNic characteristics a senior executive must have: Character (and corresponding ethics), Competence (the ability to get the job done and to delegate), Ability to develop others (selecting people and giving them opportunities), Good communication skills, the ability to inspire conNidence and trust. ‘Employees must believe that you have their best interest in mind and that you will do what you say you will do’. Integrity in pharmaceutics is important: Gilmartin: ‘Need for all the managers at Merck to act with utmost integrity’, Bernard Poussot, EVP and president of Wyeth Pharmaceuticals: ‘We create products that the customer can’t identify as defective by just looking at them, we therefore must maintain a level of integrity second to none’. The role of a CEO in a pharmaceutical company differs from any other industry because of its unique combination of extensive government control and high Nixed costs of development and relatively low costs of production. The increase of scrutiny, its laws and regulation cause a greater impact on the misbehavior, malpractices, compared to other industries. Regulation is developed to protect the public and to ensure that production, trade, and use of medicines are regulated, and the public has access to correct information on medicines. In contrast to other industries, the consumer has no way to determine the product and its quality. CEOs within pharmaceutics have the opportunity to Nill this gap by providing relevant information, joining conversations, to be able to build and strengthen relationships between industry and patient, with the Ninal aim the increase of company’s reputation.
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The position of CEO’s related to worldwide rankings of Market share and Reputation 2014.
MS Ranking MS Ranking REP CEO Education CEO SinceCEO Since
1 Novartis 4 Joseph Jimenez BSc Stanford, MBA 2010 * 2 PNizer 10 Ian Reed (1953) BSc Chemical Engineering,
BSc Accountancy2006 *
3 Roche 2 Severin Schwan (1967) MSc Economics, Law, Research 2008 * 4 SanoNi 11 Oliver Brandicourt (1956) MSc Medicine and Biology 2015 5 Merck & Co 12 Kenneth Frazier (1954) MSc Law 2011 6 GSK 6 Andrew Witty (1964) BSc Economics 2008 * 7 AstraZenea 9 Pascal Soriot (1959) BSc Veterinary, MBA 2012 8 Gilead Sciences -‐ John Martin (1951) PhD uni Chicago, MBA 2008 9 Abbvie/Abbot 3 Richard Gonzalez (1953) No degree 201310 Amgen -‐ Robert Bradway (1963) BSc Biology, MBA 201211 Teva Pharmaeut -‐ Erez Vigodman (1959) BSc Economics, BSc Accounting 201412 Eli Lilly 5 John Lechleiter (1952) PhD Organic Chemistry 200513 Bayer 1 Marijn Dekkers (1957) PhD Chemical Engineering 201014 Novo Nordisk 8 Lars Rebien Sorenson MSc Forestry, BSc Int Economy 2000 *
There is no relation between worldwide rankings of market share and reputation: Novartis is market leader with a reputation ranking ‘4’. Bayer has the highest ranked reputation with a market share position of ‘14’. In 2014, three out of Nive CEOs of the Big Five pharmaceutical companies belong to the most inNluential people in pharma. (Jimenez: Novartis; Reed: PNizer; Schwan: Roche; Witty: GSK; and L. Rebien Sorenson: Novo Nordisk) (Bloomberg Business *=One of the 25 most inNluential pharma people 2014; EvaluatePharma, 2015).
The position of CEO’s related to Dutch ranking of Market share and worldwide Reputation 2014.
MS Ranking MS Ranking REP CEO Education CEO Since
1 Novartis 4 Alfred Bein ? ? 2 PNizer 10 Wiebke Rieb ? ?
3 Roche 2 Bart Vanhauwere MSc Pharmaceutical medicine 2010 4 SanoNi 11 Richard Kemper PhD Medicine 2014 5 Merck & Co 12 Uloff Muenster PhD Medicine, MBA 2014 6 GSK 6 Marcel Joachimstal Ir Mining and Ore technology 2010 7 AstraZenea 9 Hans Sijbesma PhD Pharmacology,
PhD Philosophy, MSc Biology2009
8 Gilead Sciences -‐ Rob Joosjen Insead MBA, BSBA Finance 2015 9 Abbvie/Abbot 3 Michele Manto Insead MBA, MSc Politics 201310 Amgen/AbbVie -‐ Jasper van Grunsven MSc Health sciences, MBA 201411 Teva farma -‐ Emile Loof ? 201412 Eli Lilly 5 Michel Collard BSc marketing, MSc Public Aff ?13 Bayer 1 Adri Koersvelt ? ?14 Novo Nordisk 8 Sanne Groenemeijer Harvard Business School 2012
CEOs within the Dutch pharmaceutical industry are hard to Nind on the Internet. Names of CEOs were not given by pharmaceutical companies, and they are hardly known by Nefarma (Association for Dutch branches of innovative pharmaceutical companies). Industry’s cautious attitude is due to the fact pharmaceutical companies have been attacked (also individuals) by ‘animal liberation organizations’, and are following the strict ‘safety’ regulations deNined by CGR (Code of conduct for pharmaceutical advertising).
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Conclusion theoretical framework
The pharmaceutical industry is growing, with an expectation of an annual increase of 5% until 2020. Total worldwide prescription drugs sales 2014: $743 billion, an increase of 2.8% vs 2013. The latest report forecasts the worldwide prescription to almost 1 trillion in 2020. There is a conNidence in the industry motivated by an increase in R&D productivity, restructuring with an emphasis on Ninancial efNiciency and efNicacy and introductions (and approvals) of breakthrough drugs. Disadvantages for the industry are global pricing and market access. There is a growing reluctance of governments and private healthcare providers to fund expensive drug treatments (EvaluatePharma, 2015, Appendix a). Although the reputation of the pharmaceutical industry has come under Nire because of a lot of criticisms about its illegal and unethical practices, fraud, bribery and corruption (PWC, 2014), it did not damage the reputation of the industry: it remains average over years (Reputation Institute, 2015). Building trust and transparency are necessary in the new policy on CSR in the pharmaceutical industry (Valverde, 2012, Reputation Institute 2015). The general public is aware of company wrongdoing. Public’s opinions of pharmaceutical companies are often affected by what CEOs and other executives say and do (Global Economic Crime Survey, 2014).There is a strong link between the reputation of a Nirm and its CEO (Weber Sandwick, 2013; RanNit et al, 2006). Having a CEO who is visible in a world where transparency is of growing importance. With an increase of patients empowering and engaging in health care issues on the Internet, the pharmaceutical industry needs to join and be part of the conversation. And although there are barriers (regulation), CEOs should use the opportunity to become social. With CEO reputation having a greater value for the overall reputation of the company than ever before, it is important to increase the reach and content of CEO communications. CEO’s company stakeholders, especially patients, increasingly get their information online, which means that social CEOs have an advantage in reaching them by becoming visible. CEOs and their company reputations are constantly shifting because of what is being said in the media, on social media, blogs etc. CEOs should therefore join conversations by explaining what their companies stand for and why it is important to hear what they have to say. Social media is an important platform. Especially in the pharmaceutical industry where a greater number of patients are seeking health information online and are engaging in conversations with other patients and caregivers in social media, the healthcare industry has entered an interesting period (Weber Shandwick, 2015b; 2013). CEO’s online engagement, having a visible public proNile, is a chance to share the stories of their companies and strengthen the reputation of these companies. Online channels and social media are important tools for CEOs to increase their external visibility.
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3. Research
To be able to discover if a visible CEO within the pharmaceutical industry in the Netherlands increases the reputation of his/her company, and to Nind out whether his or her visibility is relevant for a target group of growing importance, the Ninal patient, it was necessary to identify a visible CEO. After searching (online/ofNline) I identiNied one visible CEO within pharmaceutics: Marcel Joachimsthal, CEO of GlaxoSmithKline Netherlands (GSK). GSK is expert in the area of pulmonology. Marcel Joachimsthal is active online (YouTube, LinkedIn) and ofNline (e.g. presentations at industry, present in media about industrial and societal issues) (Appendix b), and should therefore be visible for all of his stakeholders, including the patient.To investigate the visibility (awareness) of Marcel Joachimsthal, his company and products, and the effect of his visibility related to the reputation of his company, I got the chance to compose and expand a survey among 900 lung patients, members of the patient advocacy group (PAG): ‘Longfonds’. During the period July 22nd until July 28th , an online survey has been send by email to 900 members of ‘Longfonds’ (Appendix c).
Methodology
Research designBecause of privacy of patient’s (health) information, it was not possible to select respondents (randomly) among the one million lung patients in The Netherlands (Longfonds, 2014). Therefore I took a probability sample among 35,000 members of the PAG. The response rate of 52% (n=464) conforms to the reliability level of 95% (minimal 384 respondents were needed (Journalinks)).
Main question:Does the visibility of a CEO within the pharmaceutical industry impact the reputation of his or her company and does it effect patients?
Sub questions:-‐ Do you know the name of your medication?-‐ Do you know the name of the pharmaceutical company of your medication?-‐ What is your image of the pharmaceutical company of your medication?-‐ Do you know the name of the CEO of the pharmaceutical company of your medication?-‐ Does this CEO inNluence the image of the pharmaceutical company?-‐ Do you know the CEO of GSK (the company of the medication)?-‐ Would you like to receive information about the pharmaceutical company of your medication?-‐ What kind of information would you like to receive?-‐ How will you receive this information?
Goals of investigation:-‐ Awareness by patients about the name of the pharmaceutical company of their medication-‐ Awareness by patients about the CEO of the pharmaceutical company of their medication-‐ Relevance of visibility CEO by patients-‐ Relation between visibility CEO and reputation pharmaceutical company
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RespondentsGeneral characteristics of respondents: 62% of respondents have had their lung disease > 10 years, 23% 5-‐10 years. 27% of the respondents have had higher professional education, 8% university.87% of the respondents read daily news. 65% of the respondents visits weekly Facebook and/or LinkedIn and/or YouTube.
Pharmaceutical companies, pulmonology products/medicationAstraZeneca Bricanyl, Duaklir Genuair, Eklira Genuair, Oxis Turbuhaler, Pulmicort, Rhinocort, Symbicort Turbuhaler.GlaxoSmithKline Anoro, Flixotide, Incruse, Relvar, Servent, Seretide, Ventolin.Novartis/Sandoz Foradil, Onbrez, Seebri Breezhaler, Tobi, Ultibro Breezhaler, Xolair.Boehringer Ingelheim Atrovent, Berodual, Combivent, Spiriva, Striverdi.Chiesi Atimos, Foster, Nexthaler, Bramitob, Hyaneb.Teva Pharmacie Qvar.Takeda Alvesco, Daxas.
Results A. Knowledge about medication and pharmaceutical company.
Question 1: Do you know the name of your lung medication?100% of respondents (464) answered the question.95% of the respondents (442) answered the question with ‘yes’ and were able to mention names of their medications. The pulmonary products of GSK were mentioned most 158x (30%). Number of product names mentioned: 531*GlaxoSmithKline: 158 (29.76%)Boehringer Ingelheim 142 (26.74%)Chiesi: 74 (13.93%)AstraZeneca: 59 (11.11%)Tadeka: 40 ( 7.53%)Novartis: 35 ( 6.59%)Teva: 23 ( 4.33%)* Many patients use more than one lung medication.
Question 2: Do you know the name of the company name of your lung medication?93% of the respondents (432) answered the question. 64% answered the question with ‘no’.34% of the respondents (157) were able to mention the names of the company of their medication.GSK as a company was mentioned most: 46x (35%).Number of company names were mentioned: 133 GlaxoSmithKline: 46 (34.58%) Boehringer Ingelheim: 27 (20.30%)AstraZeneca: 26 (19.54%) Chiesi: 15 (11.27%)Novartis: 11 ( 8.27%)Teva: 5 ( 3.75%)Tadeka: 3 ( 2.25%)
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B. Reputation of the pharmaceutical company.
Question 3: Mark three words corresponding with your image of the pharmaceutical company.61% of respondents (282) did not answer the question.39% of the respondents (182) were able to describe the images (3) of their pharmaceutical company of their medication.Most mentioned images:FulNilled expectations (68%)Trustworthy (67%)Responsible (27%)
C. Knowledge about CEO pharmaceutical company.
Question 4:Do you know the name of the CEO of the company of your medication?60% of the respondents (278) did not answer the question. 40% answered with ‘no’.-‐> One person answered the question with ‘Yes’.
Question 5:Does this CEO inNluence your company’s image?99.8% of the respondents (463) did not answer the question. -‐> One person answered the question with ‘no’.
Question 6:If you had known the CEO, could this have inNluenced your image of the pharmaceutical company?63% of the respondents (293) did not answer the question. 30% answered the question with ‘no’.-‐> 6% of respondents answered the question with ‘yes’.
Question 7:Do you know this man?94% of the respondents (427) answered the question (6% (27) respondents did not answer the question)-‐> 2% (11 respondents) answered they knew the man on the picture.
99.8% of the respondents (463) could not mention the name of the CEO of the company of their medication, and did not answer the question whether a CEO could have inHluenced their image of the pharmaceutical company of their medication. 2% Of the respondents (11) answered they knew the man on the picture showed in the questionnaire.
D. Information from pharmaceutical company.
Question 8:Would you like to receive information from the company of your medication?95% of the respondents (439) answered the question, of which 44% with ‘no’.-‐> 50% of the respondents (233) would like to receive information from the company of their medication.
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Question 9:I would like to receive information about following subjects:50% of the respondents (234) answered the question, they would like to get information about:EfNicacy medication (39%)Composition medication (38%)Company (19%)CEO of company medication ( 5%)50% of the respondents would like to receive information from the pharmaceutical company, of which: 78% about medication, 19% about the pharmaceutical company and 5% about the CEO.
Question 10:How would you like to receive the information?50% of the respondents (233) answered the question, they would receive this information via:Information letter by email (38%)An App with information about medication, company and CEO (14%)Information folder by post (13%)A blog on website company of medication ( 5%)Presentation by CEO on location in neighborhood ( 3%)Presentation by CEO on YouTube ( 2%)The respondents would like to receive information via email (38%), App (14%), post (13%).Information by a CEO, personal of by YouTube is less wanted (3% and 2%).
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Validity
Internal validityGeneral An online survey does not control the way respondents answer the questions (= knowledge). For example the question could have been answered with help from others or in this case, the names of the medication and/or the company could have been checked on the package.
Demand characteristics-‐ Question 1 and 2 about respondent’s knowledge of their medication and pharmaceutical company: The ‘yes’ answer does not give information about the relation between the answer and the correctness of the answer: Question 7 does not give information about the relation between recognition of the picture and the exactness of the answer.-‐ Question 1: About knowledge medication. Total answers 442, 531 product names were mentioned of which 12 wrong answered (device or company name).-‐ Question 2: About knowledge company name of medication. Total answers 177, of which 20 mentioned the medication name instead of the company name (157 right answers).-‐ Question 7: About recognition of Marcel Joachimsthal 2% of the respondents (11) recognized the person on the picture, but not known is whether they knew it was Marcel Joachimsthal.
External validity Selection-‐ 100% of the respondents are members of the PAG Longfonds. Which leads to the expectation that they are highly involved in their disease and treatment, related to their membership of Longfonds: 100% of the respondents is member of the Longfonds and the duration of illness: 62% > 10y. (3,49% of Dutch lung patients (1 million) is member (34,900) of Longfonds (Jaarverslag Longfonds, 2014).-‐ 85% of the respondents have had their lung disease > 5 years (62% > 10 years). Which expects more knowledge and involvement about disease and treatment. -‐ 35% of the respondents have a higher professional education, 8% university. Which expects more knowledge about disease and treatment, compared to 27% of Dutch citizens who are higher educated (CBS, 2015).-‐ 87% of the respondents read daily news. Which expects a higher rate of social interest, and knowledge than average, compared to 50% of Dutch citizens who read daily news (Sociaal en Cultureel Planbureau, 2015). Or could implicate socially desirable answers.-‐ 65% of the respondents visit a social medium at least once a week (Facebook, LinkedIn, YouTube). Which expects more social interest compared to 52% of Dutch population is active on social media weekly (Marketingfacts, 2014). Or could implicate socially desirable answers.-‐ 100% of the respondents are lung patients. Because of the speciNic characteristics of the research population, we cannot translate the research outcomes to other patient populations and/or medical areas.
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Conclusion
The results of the survey suggest a visible CEO of a pharmaceutical company specialized at pulmonology in The Netherlands is not visible among his lung patients. Not even for respondents, who could be deNined as involved in -‐ and having knowledge of -‐ their lung disease and treatment. This involvement is caused by their PAG membership, duration of their disease, their education and social consciousness and engagement. We could expect that information related to lung disease and treatment among these respondents should have been noticed. But not even the most visible CEO within the pharmaceutical industry in The Netherlands was visible for his patients. But even if the respondents had known their CEO, they said it would not have changed their image of the company. Only few respondents were interested in getting information about and from the CEO of their pharmaceutical company, so we can therefore conclude this moment a CEO of a pharmaceutical company is not relevant and not an issue among lung patients. Due to the speciNic characteristics of our research population, we have to deal with a limitation of the Nindings. Therefore we cannot generalize, the outcomes may not be representative to other patient populations, and or other diseases.
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4. Discussion
The percentage of a company’s value related to its intangible assets represents about 50% of a company’s market capitalization (Brigman and Linssen, 2010). Important driver of corporate reputation is the reputation of its CEO (e.g. Shandwick, 2011; Murray and White, 2005). A company is a reNlection of its CEO (Hambrick and Mason, 1984). A CEO is the personiNication, the embodiment of a company and responsible for its successes (Weber Shandwick, 2015a; Ranft et al, 2006). About 45% of the corporate reputation and market value is estimated to be an attribution of its CEO’s reputation (Weber Shandwick, 2015a). Scholars point out the strong relation between corporate and CEO’s reputation. Online engagement is an opportunity for CEOs to increase the reputation of their companies (Weber Shandwick, 2010). CEOs should become visible on public platforms to be able to get public attention, and to generate engagement (Weber Shandwick, 2015b). 80% of CEOs from global top companies are visible online, mainly through their company’s website (Weber Shandwick, 2014). During the last decades the pharmaceutical industry saw an increase in corporate misconducts (Mattera, 2012), with negative impact on the reputation of pharmaceutical companies (PWC, 2015). The way CEOs behave inNluences the opinion of stakeholders about pharmaceutical companies (Global Economic Crime Survey, 2014). An important way to improve the industry’s reputation is the increase of (non-‐promotional) engagement between the pharmaceutical sector and patients (Dewulf 2015), it gives possibilities to a better understanding of patients’ needs and wants (e.g. Abelson et al, 2003) and realizes trust and conNidence in the health system (Wiseman et al, 2003). Online presence, the use of social media is the platform to connect and build engagement between a pharmaceutical company and its patients (Dewulf, 2015).
The survey suggest a visible CEO (Appendix c) of a pharmaceutical company specialized in pulmonology (GSK) in The Netherlands is not visible: Almost none of the respondents, lung patients, were aware of a CEO of one of the most important companies related to lung disease and medication. Different reasons could cause CEO’s invisibility.An important reason could be in the legislation and regulation of the industry. First the code of conduct, rules related to medicine communication deNined by the CGR, it describes that any form of inNluencing by the pharmaceutical industry (including its CEOs) with the aim of endorsing the prescription, supply or use of medicinal products is prohibited. Secondly industry’s association Nefarma developed safety guidelines to protect (the privacy of) its members against violence caused by NGO’s. The industry could be typiNied as a ‘regulation industry’ where all members strictly follow its rules (Nefarma, 2015). Regulation and legislation are important reasons related to industry’s invisible CEOs and employees.Another reason is probably industry’s short-‐sightedness of the importance of being transparent in all corporate activities, especially in an industry where rebuilding a damaged corporate reputation, due to its unethical behavior, is a necessity. Especially nowadays, where more corporate responsibility and (patient) engagement are needed (Bashe, 2015).Unawareness or a lack of knowledge about the attribution a CEOs reputation could deliver to -‐ the value of – a company’s reputation might also be a reason of CEOs invisibility. Is there a relation between CEOs ‘invisibility’ and the pharmaceutical industry or does it hold for all industries in The Netherlands. Strict regulation gives limitation of visibility to pharmaceutical CEOs in comparison to CEOs of other industries in The Netherlands, but still we see restraint of CEOs visibility throughout Dutch industries compared to CEOs in the US (Burson-‐Marsteller, 2003).Or perhaps it is just, as Nefarma conNirmed: ‘The pharmaceutical industry in The Netherlands has no powerful, visible leaders’ (Nefarma, 2015). If this is the case, for what reason we do not have reputable CEOs in the Dutch pharmaceutical industry? Is it about compensation, career challenges, fear, market-‐size?
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On the other hand, what would be the effect for the pharmaceutical industry’s reputation when CEOs increase their visibility? Scholars conNirm the impact would be positive for both industry’s reputation as well as the corporate reputations. And what about company’s opportunities when stakeholders knew more about CEOs and their pharmaceutical companies? Perhaps it would matter to them as part of their choice between one company or brand over another, or at least feeling more trustful. This moment Dutch patients do not see the relevance of a CEO nor the (personal) advantages a visible CEO of the company of their medication could offer, because they are not accustomed being confronted with CEOs. Research about CEO’s reputation and visibility mainly took place in the US. US citizens have, compared to citizens in The Netherlands, (already) experienced the advantages of a visible CEO and his or her company (Weber Shandwick, 2012).As a reaction caused by customer’s need for more corporate transparency and insight in company’s (responsible) behavior, there is an increase in company’s visibility (e.g. corporate communication, branding, endorsed strategies), this need is not perceptible (yet) related to the visibility of CEOs.Probably this moment we face a period of change, the industry is in transition: The outreach of pharmaceutical CEOs might be changing caused by the fact more companies (and their CEOs) are using social media. It could be that pharmaceutical companies will change in the next 5 to 10 years (although they have not changed (much) now). Finally we cannot translate the conclusions based on the literature study to the pharmaceutical market situation in The Netherlands, because of the differences in regulation and legislation. CEOs of pharmaceutical companies in the US are not restricted to communicate directly to all of their stakeholders, and thus are also able to communicate with their patients.
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5. Theoretical implications
Scholars demonstrated the effect CEOs reputation has on the reputation of their company (e.g, Weber Shandwick, 2015a; 2011; Ranft et al, 2006; Murray and White, 2005). The purpose of this master was to gather information to be able to prove whether the visibility of a CEO in the pharmaceutical industry could affect the reputation of his or her company, and the relevance of this visibility towards the end users of company’s products, the patient. Scholars (mainly from the US) demonstrated the strong relationship between the personal reputation of the CEO and the reputation of his or her company, and underlines the importance of CEOs becoming visible, especially on online platforms. With an increase of patients empowering and engaging in health care issues on the Internet, the pharmaceutical industry needs to join and become part of the conversation. And although there are barriers (regulation), CEOs should use the opportunity to become social (Weber Shandwick, 2015b, 2013; 2012).The survey demonstrated pharmaceutical CEOs, their reputation and visibility are not an issue in The Netherlands. A CEO’s reputation is also not relevant for their Ninal stakeholders. Qualitative research (in-‐depth interviews) among CEOs and their TMT could be developed to get more insight in the reasons why a CEO’s reputation, and their visibility, is not an issue. Quantitative research could be developed to investigate the relevance of a visible CEO per different stakeholder group. It could be interesting to get more insight in the needs and wants of different patient groups, not only selected on socio-‐demographical criteria, but also on medical indication area, to be able to compare research data per patient group and to investigate correlations and/or differences.
It is necessary to be able to prove (by numbers) the effect of CEOs reputation related to the corporate reputation. Like the RepTrak® Pulse for countries and companies, a RepTrak® Pulse for CEO could bring a solution.
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6. Implications for practice
Research had been initiated to Nind out whether the most visible CEO of a pharmaceutical company in The Netherlands was noticed by his patients, and whether his visibility affected the reputation of his company. Research proved the relation and relevance of reputation and visibility of CEOs for the reputation of their company (Grogan, 2014). The patient is of growing importance in the pharmaceutical industry, because of patients’ increasing engagement and knowledge in their disease and medication as a result of the availability of online information (Dewulf, 2015). The survey demonstrated respondents (patients) were not aware of the most visible CEO within their medical indication area. We can cautiously conclude the pharmaceutical industry (including companies and their CEOs) in The Netherlands is not aware of the importance of CEO’s reputation, and visibility related to the to the reputation of the pharmaceutical company. The pharmaceutical industry is not aware about the necessity and effects of patient engagement. CEOs reputation and visibility is important for building and managing corporate reputation, for all of their stakeholder groups, but not yet for patients.One of the implications of this study could be the development of communication activities initiated by Nefarma, to increase awareness throughout the pharmaceutical industry in The Netherlands about the importance of reputation, corporate reputation and CEO’s reputation in relation to company’s reputation resulting in positive effects towards all of their stakeholder groups.Another implication is related to the strict regulation of the industry with regard to the direct communication between the industry and its patients. With an increase of patients searching health information online, the distance between a pharmaceutical company and its patient is decreasing. More patient health engagement will result in a growing demand and supply of health information. Resulting in (more) direct communication between company and patient. The boundary between industry and patient, between information (permissiveness) and advertising (prohibition) is becoming blurred. Clarity throughout the industry is needed, both GCR (revising regulation) as well as Nefarma (information and communication) have to take their responsibilities.
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7. Acknowledgment
Foremost, I would like to express my sincere gratitude to my supervisor dr Guido Berens, assistant Professor of Corporate Communication at Rotterdam School of Management. His support, motivation, knowledge, and advice helped me during the research and the writing of this thesis.
Special thanks also go to drs Larissa Exalto, Projectmanager at Longfonds, and drs Paul Wouters, Head of communication at Nefarma, for offering me relevant research and background information.
And last but not the least, I would like to thank my sons: Boris van Bruggen for his hospitality during my elective courses in Rotterdam and Gijs van Bruggen for his support and patience during my study and his control of the spelling and grammar of the thesis. Finally my sister Ellen Oswald for her support, motivation, warm hospitality, and Ninal spellcheck of the thesis.
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http://www.reputationdividend.com/Niles/1514/3515/4447/US_2015_Reputation_Dividend_Report_-‐_Final.pdfhttp://www.Niercebiotech.com/special-‐reports/25-‐most-‐inNluential-‐people-‐biopharma-‐todayhttp://www.bloomberg.com/research/stocks/people/personhttp://www.businessdictionary.com/deNinition/blockbuster-‐drug.html#ixzz3exHslCqehttp://grants.nih.gov/grants/peer/tree_glossary.pdfhttp://medcitynews.com/2012/07/gsk-‐to-‐plead-‐guilty-‐pay-‐3b-‐in-‐largest-‐healthcare-‐fraud-‐settlementhttp://www.cuttingedgepr.com/articles/corprep_important.asp,http://www.cbc.ca/news/business/glaxosmithkline-‐Nined-‐492m-‐by-‐china-‐in-‐bribery-‐scandal-‐1.2771423http://www.reuters.com/article/2012/07/03/us-‐glaxo -‐settlement-‐idUSBRE8610S720120703http://manhattanresearch.com/Products-‐and-‐Services/Physician/Taking-‐the-‐Pulse-‐Global/Taking-‐the-‐Pulse-‐Europe-‐2014http://www.nu.nl/media/3995617/krant-‐lezen-‐geen-‐dagelijkse-‐routine-‐meer.htmlhttp://www.cbs.nl/nl-‐NL/menu/themas/bevolking/cijfers/extra/bevolkingsteller.htmlhttps://d3dercthehil0h.cloudfront.net/imce/LF_Jaarverslag%20Patiënten%20ver.%202014%20HR.pdfhttp://www.scp.nl/Publicaties/Alle_publicaties/Publicaties_2015/Media_tijd_in_beeldhttp://statline.cbs.nl/StatWeb/publication/?VW=T&DM=SLNL&PA=82816NED&LA=NLhttp://journalinks.be/steekproef/http://www.pewinternet.org/2013/01/15/health-‐online-‐2013/http://www.evaluatgroup.com/pubic/pressrelease/annual-‐evaluatePharma-‐world-‐preview-‐report-‐to-‐launch-‐at-‐bio-‐2015.aspxhttp://www.pwc.com/gx/en/services/advisory/consulting/forensics/economic-‐crime-‐survey.htmlhttp://manhattanreserach.com/produc-‐and-‐Services/Physician/Taking-‐the-‐Pulse-‐Global/Taking-‐the-‐Pulse-‐Europe-‐2014. http://www.pm360online.com/can-‐the-‐shine-‐be-‐restored-‐to-‐pharmas-‐tarnished-‐reputation-‐crown/http://www.communicatieonline.nl/nieuws/nederlandse-‐ceo-‐onzichtbaar
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Appendix
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a. The Pharmaceutical market
1. MarketThe Pharmaceutical industry researches, develops, produces and distributes medical products that are used to diagnose, treat, and prevent disease. Most leading pharmaceutical companies are besides the pharmaceutical market active in other markets: consumer health, animal health, nutritional products, and medical devices. (PSA, 2014). The Pharmaceutical industry is characterized as a high technology industry where Nirms compete based on scientiNic and managerial learning, innovation and technological superiority (Mc Carthy, 2003; Salazar et al., 2003). With an emphasis on learning, creativity and discovery, Nirm’s human capital is the most important asset in enabling pharmaceutical Nirms to complete and achieve a competitive advantage (Daily and Johnson, 1997).
RegulationThe market for pharmaceutical products is highly distinctive, due to the degree of legal regulation that frames the ethical sale of medicines. All industries face come degree of regulation, including employment legislation, consumer and company law, as well as taxation and other consequences of government’s general economic policy. Pharmaceutical products are highly regulated in terms of the continuing need to demonstrate efNicacy and safety. Pharmaceutical companies are typically prohibited from selling many of their most signiNicant products directly to patients. The patient who consumes ethical medicines is given access to them only through a complex system of gate-‐keepers within the health service (with prescribing physicians working within the restrictions of national formularies). The ultimate patient rarely pays either directly or in full for the pharmaceutical product. The consumption of pharmaceuticals is thus not linked in any way to demand, but rather to a more defuse notion of need. The marketing of products is also regulated. With few exceptions (e.g. US and New Zealand) direct to consumer advertising is prohibited. The legal framework for patenting entails that companies have exclusive rights over the production and sales of a new product for an extremely limited time. (Edgar A. 2013).
Restructuring: Focus on efNiciency and efNicacyRestructuring is an ongoing issue with a greater emphasis on Ninancial efNiciency and efNicacy. The move to value by its key constituents is forcing pharma to take a serious look at how it engages with these constituents. (PSA, 2014). The industry is searching to Nind ways to accommodate the expectations of its “spoiled” stockholders, who have been used to double-‐digit growth and stable or increasing stock prices over the past four decades. Growth and improving stock prices have not been realized since 2008. Instead of supporting broad-‐based drug development programs in Big Pharma, Wall Street tends to promote cost-‐saving measures and companies buying their own stock to prop up falling share prices (Bartfai & Lees, 2013).
Pharmaceutical Nirms have engaged in a series of major mergers with each other, undertaken waves of acquisitions involving smaller drug discovery Nirms (LaMattina, 2011). The biggest pharma companies become heavily focused on differentiated, high cost specialty pharmaceuticals. They leave a gap in the beleaguered primary care markets. Specialty pharma companies are taking over these activities with new commercial models. Complex generics and bio-‐betters are also part of their business. Support for the hybrid business model combining generics and branded drugs, is gaining ground. Big Pharma is searching for strategic alternatives for their established products business units. (PSA, 2014).
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CMO’s (Contract Manufacturing Organizations) have gained business formerly done in-‐house at pharmaceutical majors. The rise of virtual pharma companies, small drug-‐development Nirms that own few assets aside from intellectual property, is also contributing to increased outsourcing. CMO’s are eager to get in on generic drug manufacturing. “A lot of companies are investing in generics,” (Trochu). Big Pharma is still investing in research, but many of those dollars are going to small, asset-‐light, virtual pharma companies. Such companies’ main asset is typically intellectual property related to a molecule, and Big Pharma will partner with them and often buy them out if the drug proves successful and marketable. While Big Pharma outsourcing is on the rise, small innovators often outsource even more, many of these companies are staffed by scientists laid off from Big Pharma (Trochu).
Big Pharma is cutting research and development programs (Bartfai and Lees, 2013). The industry is increasingly outsourcing R&D to external research organizations, which is perceived to improve efNiciency (Baum, 2010). They closed R&D sites, particularly in Europe and the US; sought cost savings through rationalization (LaMattina, 2011) and opened R&D laboratories in emerging countries with large markets such as India and China (Anon, 2010). The perceived relocation of pharmaceutical activities is often accompanied by stories of European weakness in comparison to the US (Tijssen, 2009). Given the relative importance of the pharmaceutical industry in various European economies, and its position as one of the (few) high-‐tech industries with a dominant European base, the potential decline of this sector has been a regular concern in the EU (e.g. Pammolli et al. 2011; Tijssen, 2009).
Eli Lilly CEO, John Lechleiter, highlighted the problems in the R&D Nield: “Our industry is taking too long, we’re spending too much, and we’re producing far too little … ironically, the crisis in our innovation model comes at a time when we have vastly more scientiNic knowledge and data than ever before … but unless we change the way we do research, we won’t translate this knowledge into advance” (Bartfai, 2013). Pharmaceutical corporations face rapidly rising production costs due to globalized competition. Batch production processes are dominant in the pharmaceutical industry and continuous Pharmaceutical Manufacturing (CPM) to be often more efNicient, decrease costs and foster proNitability (Schaber et al., 2011; Kockmann et al., 2008; Behr et al., 2004).
ProductsThe lists of drugs approved show the results of the evolution in the industry: More biologicals, more orphan drugs, more new uses for old drugs, fewer drugs from Big Pharma, fewer new drugs, and fewer patients served by more me-‐too products.The period 2008–2013 may go down in history as the period when large pharmaceutical companies took a short-‐term view and only wanted to develop drugs for very large indications. Competition forces companies to improve drugs in a class and open new markets by novel classes of drugs that treat as yet untreated diseases or treat diseases by utilizing a novel mechanism of action, i.e., being “FIRST in class.” Biotech and small pharma are under extreme pressure to be innovative as they will not be able to achieve many sales of a me-‐too drug when faced with the superior and overwhelming marketing of Big Pharma, no matter how strongly they promote their being “BEST in class (Rafols et al, 2014) .
Blockbusters and genericsGenerics’ consumption is growing mostly because of lower costs, which puts them in reach of the emerging-‐market middle class and makes them attractive to insurers. The growth of generics can be an issue for Big Pharma, which often relies on patent-‐protected blockbuster drugs for revenue streams. Prices for generics are lower, proNit margins are thinner, and competition is Nierce. (G. Whelan, Dr. Reddy’s). Pharma’s pipelines are running out of blockbusters with patent
37
protection; the big companies are largely unable to replace their blockbusters with other blockbusters. New blockbusters can be found in underserved diseases where the existing standard of treatment is so low that there is effectively no existing care. Major obstacle is the lack of drug targets being supplied by basic research. Pharma companies make efforts to extend patent protection for a considerable time with new formulations. The generic drug manufacturers are dependent upon pharma’s research, discoveries, marketing, and sales. The generics business is lucrative, so most Big Pharma now produces its own generics, which are identical to the original specialty. Purely research-‐based pharmaceutical companies are becoming a relative rarity. Generic producers are also ambitious enough to move into drug discovery (Bartfai and Lees, 2013).
Biologicals Novel drug treatments often involve biologicals, they cost signiNicantly more than existing treatments (Bartfai and Lees, 2013). Venture capital money is Nlowing into biotech (J. Michnick, Cambrex). The possibility to treat more rare conditions with biologicals steers the industry, and helps its growth, and brings more people under the pharma umbrella. Biologicals were mostly developed within the biotech industry enabled the treatment of rare diseases. Big Pharma joined the biological revolution by acquiring the pioneering biotechs. The character and number of compounds being approved has been changing over recent years with a greater proportion of biologicals; the trend over the past decades is that the price of each approved drug is increasing (Bartfai and Lees, 2013).
Personalized medicineMedical, technical, and scientiNic basis for being able to develop personalized medicines is improving. Very few drugs are currently approved only for patients with a genetically determined proNile. The pharma industry still obtains more revenues from “one size Nits all” drugs (Bartfai and Lees, 2013).
DiagnosticsDiagnostics is a growing portion of healthcare activity and budget. Its cost is growing at twice the rate of drug cost. It is a very proNitable portion because of the value it brings in identifying the disease and assisting the timing and selection of therapy and thus optimizing treatment, and reducing cost and suffering. Abbott and Roche are diagnostics as well as pharma giants. The FDA standards for approved diagnostics will give larger Nirms a great advantage because to carry out many years-‐long trials to acquire approval for a diagnostic protocol is outside the capital and lifetime of most smaller diagnostics Nirms. Outsourcing hospital laboratory testing to central laboratories like LabCorporation (Roche) is growing (Rafols et al, 2014).
ScientiNic and technological developmentsScientiNic foundation is improving exponentially, thanks to massive increases in processing power, advances in genetics and genomics and new data management tools. By 2020 genetic testing will be part of mainstream medical practice in some countries. Technological developments have also paved the way for electronic medical record (EMR) systems that capture vast quantities of outcomes data. Many healthcare Nirms are building the necessary infrastructure to be able to share, process en mine data, so scientists can easily collaborate and share information. Technologies for collecting biological data are improving. Technologies for synthesizing and analyzing that data are becoming cheaper and more efNicient. These advances will help pharma break through some of the barriers that have previously held it back (Drummy, 2012.)
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DemographicsThe demand for pharmaceutical products is rising as the global population increases, ages and becomes more sedentary. In 2010 there were an estimated 6.9 billion people, by 2020 there will be more than 7.4 billion (Population Division of the Department of Economic and Social Affairs of the United Nations Secretariat, World Population Prospects: the 2000 Revision). More than 30% of the population won’t get enough physical exercise (World Health Organization, Global status report on non-‐communicable diseases 2010 (2011), more than 20% will be overweight or obese (World Health Organization, Preventing chronic disease: a vital investment (2005), and more than 13% will be 60 or older (Population Division of the Department of Economic and Social Affairs of the United Nations Secretariat). These are all factors that increase the risk of developing heart disease, diabetes and cancer. The number of people reaching really old age is also mounting, and the prevalence of dementia doubles every Nive years after the age of 65 (Alzheimer’s disease International, The Prevalence of Dementia Worldwide (2006). Global incidence of infectious diseases is increasing as well. That’s partly because some diseases have become drug-‐resistant. Over the past few decades new pathogens such as HIV and MRSA have emerged. There are more people, and more sick elderly people, in the world today than ever before. More people have access to affordable healthcare, and by 2020 access may well be regarded everywhere as a basic human right.
Cost of medical careThe cost of medical care in the developed world is growing. Regulatory agencies do not yet require that the new drug is better than others used to treat the same disease. The ‘number to treat’ becomes an important concept and leads to ethical dilemmas. European governments are introducing the concept of quality adjusted life year (QALY) costs. This represents progress in determining whether it is worth prescribing an expensive drug (Rafols 2014).
Financial relationshipsFinancial relationships and business transactions between physicians and the health care industry are common (Lo and Field, 2009). These relationships take a variety of forms including payments to physicians in exchange for consulting services, reimbursement of physician travel expenses when attending medical device and pharmaceutical educational conferences, physician ownership in life science company stocks, and the provision of free drug samples (Morgan, 2006).These relationships can create negative inNluences on physician judgment that compromise patient care and jeopardize the public’s trust (Morgan et al). In response Congress passed the Patient Protection and affordable Care Act (ACA) in 2010, to mandate a greater transparency regarding these Ninancial relationships by including a provision known also the Physician Payment Sunshine Act. This act forced the industry to self-‐report and thereby expose their Ninancial relationships with physicians (Sclar and Keilty, 2012). Under the purview of the Center for Medicare and Medicaid Services (CMS) the Sunshine Act has been re-‐labeled in the ‘Open Payments’. The collected date were posted on the Open Payments website on September 2014. The policy for this online database is to increase public awareness of Ninancial relationships between drug and health care providers, so that patients can make better-‐informed decisions when choosing healthcare providers and also to deter inappropriate Ninancial relationships (Federal Register 66, February 2013)
Intervention of government Governments are increasingly focusing public sector funding on ‘translational’ research (Collins, 2011). Unless there is intervention from society and government, Big Pharma will not be developing the drugs that society increasingly needs. Governments are already involved in funding certain clinical trials, giving tax relief for orphan diseases, and providing vaccination programs. Governments share the desire to treat important diseases, since some diseases’ high prevalence
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affect the economic output of society. Yet the decisions as to which drugs will be developed are strictly in private hands. The understanding and willingness of governments to step in as a partner and Ninancier is not apparent. The economic cost of these diseases, in terms of reduced productivity and medical costs to treat the disease, is enormous. The importance of further government investment in basic research is apparent when industry does not want to, or cannot anymore afford it. As Big Pharma drops out of important therapeutic areas, it is not promising to assume that government can step into the vacancy. There has to be a serious effort to Nind a formula by which the government forces the industry to continue its efforts (Bartfai and Lees, 2013).
Pharmaceutical stakeholdersThe pharmaceutical industry has a network of stakeholders: Employees, Shareholders, Governments and formulary committees, Prescribers, Hospital managers, Patients and Patient Advocacy Groups. While the need to inNluence public opinion is left implicit, Pesse et al. (2006) understand that no individual decides about drug use and therefore the pharmaceutical company needs to exert inNluence on a number of agents in order to shape the broad social and political environment which prescribing occurs. Pharmaceutical companies use their power to its ability to exploit its relationship with PAGs, in order to shape (inNluence) public opinion about the desirability of products. PAG’s are formed to advance the interests of those who suffer from a speciNic disease. They act through providing information and support to members, funding research, and lobbying and consulting with governments over policy (Jones 2008). They are crucial mediators in the shaping of the framework that regulates Big Pharma’s as well as physicians’ activities. Pharmaceutical companies and PAG’s may have clear overlapping interests. It is in the interests of the patient represented by a PAG to receive the best therapy available. It is in the interests of the company that manufactures that therapy to have it supplied to the patient. If the PAG can lobby effectively for the provision of that therapy, then it servers both the patients and the company. The pharmaceutical company will provide funds that allow the PAG to pursue its objectives in return the company can use the PAG as a channel of communication, not just with the patients it represents, but also with government bodies, and with the general public by PR. (Buttle and Boldrini, 2001).
Worldwide prescription salesTotal worldwide prescription drugs sales 2014: $743 billion (including generics: $74 bn), an increase of 2.8% vs 2013. The latest report on the world healthcare industry forecasts the worldwide prescription drug sales from $734 billion in 2015 to 987 billion dollars in 2020 (CAGR: 4.8% per year between 2014 and 2020).
In 2014 US prescription drug sales increased with 8.9% -‐ Europe with 2.4%-‐ Japanese sales (yen) decreases by 2.6%. R&D expenditures 2014: $141.6 billion an increase of 3.1% vs 2013 ($137.3 billion).R&D pipeline values increase to $492.8 billion from $418.5 billion in 2014.Gilead’s potential new combination hepatitis C product valued highest at $24.8 billion.Humira (Abbvie) remained the top-‐selling product in 2014 with sales of $13.9 billion. Sovaldi (Gilead) debuts at number two with sales of $10 billion.FDA approves 50 new drugs in 2014 with a 43 percent increase in Nive-‐year post launch sales potential. Bristol-‐Myers Squibb’s Opdivo was the number one approval.Novartis will remain the number one pharmaceutical company through 2020 with total prescription drug sales of $53.3 billion.Value of M&A transactions almost doubled to $116 billion in 2014; value of venture Ninancing deals leapt 36 percent to $8.2 billion. (World preview 2015, outlook to 2020, EvaluatePharma 2015)
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Worldwide (WW) Prescription Drug Sales ($bn) last four years and forecast 2016 (EvaluatePharma, June 2015).
2012 2013 2014 2015 2016Prescription (Rx) 716 723 743 734 772Growth per year -‐1.6% +1.0% +2.8% -‐1.2% +5.1%Generics 66 69 74 79 86Rx excl. generics 650 654 669 655 685Growth per year -‐1.9% -‐0.6% +2.3% -‐2.1% +4.6
Reported Government Data for Prescription Drug Sales in USA, Europe (Top 5 countries-‐Germany, France, UK, Italy and Spain) and Japan (EvaluatePharma, June 2015).
Sales ($bn)Sales ($bn)Sales ($bn)Sales ($bn) Growth (US$) Growth (US$) Growth (US$) Growth (US$) Country 2011 2012 2013 20142011 2012 2013 20142011 2012 2013 20142011 2012 2013 2014 2011/12 2012/13 2013/142011/12 2012/13 2013/142011/12 2012/13 2013/142011/12 2012/13 2013/14USA 263.0 263.3 271.1 290.7 +0.1%+0.1% +3% +7.2%Europe (top 5) 147.3 134.8 141.0 na 8.6% 8.6% +4.6% naJapan 76.6 84.1 84.8 na +9.8%+9.8% +0.7% naSubtotal (3) 486.8 482.2 496.9 na -‐1.0 -‐1.0 +3% naOther 240.3 233.8 226.1 naTotal WW Rx Sales 727.1 716.0 723.0 743.1 -‐1.6 +1.0%+1.0% +2.8%
Worldwide Prescription Drug Sales (2014-‐2020) and market share (EvaluatePharma, June 2015).
CompanyWorldwide Rx Sales ($bn)2014 2020 CAGRWorldwide Rx Sales ($bn)2014 2020 CAGRWorldwide Rx Sales ($bn)2014 2020 CAGR
Worldwide Market share2014 2020 chg rankWorldwide Market share2014 2020 chg rankWorldwide Market share2014 2020 chg rankWorldwide Market share2014 2020 chg rank
1.Novartis 46.1 53.3 +2% 6.2% 5.4% -‐0.8pp +02. PNizer 44.5 44.9 +0% 6.0% 4.5% -‐1.4 pp +03.Roche 40.1 44.7 +2% 5.4% 4.5% -‐0.9 pp +04.SanoNi 38.2 38.9 +0% 5.1% 3.9% -‐1.2 pp -‐15.Merck & Co 36.6 42.0 +2% 4.9% 4.3% -‐0.7 pp +16.Johnson&Johnson 30.7 32.7 +1% 4.1% 3.3% -‐0.8 pp +07.GlaxoSmithKline 30.3 31.4 +1% 4.1% 3.2% -‐0.9 pp +08.AstraZenea 25.7 27.8 +1% 3.5% 2.8% -‐0.6 pp -‐19.Gilead Sciences 24.5 26.9 +2% 3.3% 2.7% -‐0.6 pp -‐110.Abbvie 19.9 26.0 +5% 2.7% 2.6% -‐0.0 pp -‐111.Amgen 19.3 22.8 +3% 2.6% 2.3% -‐0.3 pp -‐112.TevaPharmaeut 17.5 15.3 -‐2% 2.4% 1.6% -‐0.8 pp -‐613.Eli Lilly 16.3 18.9 +2% 2.2% 1.9% -‐0.3 pp -‐214.Bayer 16.3 18.0 +2% 2.2% 1.8% -‐0.4 pp -‐215.Novo Nordisk 15.8 22.6 +6% 2.1% 2.3% +0.2 pp +216.Boehringer Ingel 13.4 15.2 +2% 1.8% 1.5% -‐0.3 pp -‐317.Takeda 13.0 14.9 +2% 1.7% 1.5% -‐0.2 pp -‐318.BMS 12.0 22.0 +11% 1.6% 2.2% +0.6 pp +419.Actavis 11.1 28.4 +17% 1.5% 2.9% +1.4 pp +1120.Celgene 7.5 16.8 +14% 1.0% 1.7% +0.7 pp +9Total Top 20 478.9 563.4 +3% 64.4% 57.1% -‐7.3Other 264.2 423.4 +8% 35,7 43.0%Total 743.1 986.8 +5% 100% 100%
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European Prescrip.on Drug Sales (2011-‐2014). Top 10 companies (EvaluatePharma, June 2015).
US Rx Sales ($bn)Company 2011 2012 2013 2014 US Rx Sales ($bn)Company 2011 2012 2013 2014 US Rx Sales ($bn)Company 2011 2012 2013 2014 US Rx Sales ($bn)Company 2011 2012 2013 2014 US Rx Sales ($bn)Company 2011 2012 2013 2014
Growth (US$)2011/12 2012/13 2013/14 Growth (US$)2011/12 2012/13 2013/14 Growth (US$)2011/12 2012/13 2013/14
1.Novartis 17.6 16.0 17.2 17.5 -‐ 9.3% +7.4% +1.8%2.SanoNi 16.2 13.5 13.3 13.1 -‐16.5% -‐1.7% -‐1.1%3.PNizer 14.2 11.8 11.0 10.9 -‐17.1% -‐6.2% -‐0.9%4.Roche 9.3 9.6 10.0 10.3 +2.7% -‐4.6% +3.2%5.Merck & Co 10.6 9.8 9.6 9.6 -‐8.2% -‐1.3% -‐0.4%6.GlaxoSmithKline 9.1 7.9 8.1 8.1 -‐13.4% +2.1% +0.1%7.AstraZeneca 9.7 7.7 6.7 6.6 -‐21.5% -‐6.8% -‐0.3%8.Bayer 5.1 4.7 5.2 5.8 -‐7.1% +10.1% +12.2%9.TevaPharmaceutical 6.3 5.8 6.0 5.8 -‐8.2% +3.3% -‐2.8%10.Gilead Sciences 3.1 3.3 3.6 5.4 -‐6.7% +8.4% +50.6%Total 137.9 124.3 127.4 130.4Currency impact >2011 -‐11.4 4.1 4.2
Worldwide R&D Spend by Pharma & biotech Companies (last four years and forecast 2016 (EvaluatePharma, June 2015).
2012 2013 2014 2015 2016Pharma R&D Spend 135 137.3 141.6 140.8 143.8Growth per year -‐0.8% +1.7% +3.1% -‐0.5% +2.1%WW Rx Sales 716 723 743 734 772R&D % WW Rx Sales 18.9% 19.0% 19.1% 19.2% 18.6%Generics 66 69 74 79 86Rx excl. Generics 650 654 669 655 685R&D as % of Rx 20.8% 21.0% 21.2% 21.5% 21.0%
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b. The visibiliby of Marcel Joachimsthal
1. Has a public and veriNiable social network account: Linkedin.
2. Engages on the company website through messages (e.g. letters, quotes), pictures or video: There are articles and quotes available like: ‘3e Nationale Reputatie Congres, March 2012, Marcel Joachimsthal introduced the theme ‘What’s gets measured gets done’ (http://www.gsk.nl/nieuws/nationalereputatiecongres.html).
3. Appears in a video on the company YouTube channel: ‘TEDxMaastricht Marcel Joachimsthal: Healthy user data’, published in 2012. Marcel Joachimsthal, discussed the topic interaction between patient and physician’ from a personal view and does this from 3 perspectives: Patient, Professional, Dutch citizen (www.tedxmaastricht.nl/2012/04/marcel-‐joachimsthal-‐healthy-‐user-‐data).
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c. Survey
Period: 22.07.2015 – 28.07.2015.Total respondents: n=464
General QuestionsWhen have you been diagnosed with lung disease?62% of respondents have their lung disease > 10 years, 23% 5-‐10 years.
Answer Number % Question % TotalNot answered 26 0 6 Answered 438 0 94
< 1 year 0 0 01-‐5 years 44 10 95-‐10 years 105 24 23> 10 years 289 66 62
Do you read the daily news?87% of the respondents read daily news
Answer Number % Question % TotalNot answered 25 0 5 Answered 439 0 95
Yes 403 92 87No 36 8 8
Do you visit more than once a week Facebook and/or LinkedIn and/or YouTube?65% of the respondents visit weekly Facebook and/or LinkedIn and/or YouTube
Answer Number % Question % TotalNot answered 26 0 6 Answered 438 0 94
Yes 300 68 65No 138 32 30
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What is your highest level of education?52% of the respondents have a middle or higher professional education.
Answer Number % Question % TotalNot answered 29 0 6 Answered 435 0 94
No education Ninished 0 0 0Elementary education 1 0 0Lower vocational education (LTS, LHNO, LEAO etc)
35 8 8
Short middle vocational education (VMbo, KMbo)
12 3 3
Secundary education (MAVO, ULO etc) 75 17 16Middle professional education (MBO) 115 26 25Secundary general education (HAVO, VWO etc)
29 7 6
Higher professional education (HBO) 124 29 27University 29 7 6Post academic education 9 2 2Others 6 1 1
1. Do you know the name of your inhaler?464 respondents answered the question of which 442 respondents (95%) with ‘yes’.531 product names were mentioned: 158 products of GlaxoSmithKline (30%), followed by Boehringer Ingelheim (142/27%), Chiesi (74/14%), AstraZeneca (59/11%), Takeda (40/8%),Novartis (35/7%), Teva (23/3%). (Many patients use more than one medication).
Answer Number % Question % TotalNot answered 0 0 Answered 464 100
Answered No 22 5 5Answered Yes, namely 442 95 95
Products of company 531 100 Glaxo SmithKline 158 30 Boehringer Ingelheim 142 27 Chiesi 74 14 AstraZeneca 59 11 Takeda 40 8 Novartis 35 7 Teva 23 3
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2. Do you know the name of the pharmaceutical company of your inhaler?432 answered the question of which 157 respondents (34%) with ‘yes’.132 company names were mentioned: 46x GlaxoSmithKline (35%) followed by 27x Boehringer Ingelheim (20%), 26x AstraZeneca (20%), 15x Chiesi (11%), 11x Novartis (8%), 5x Teva (4%) and 3x Tadeka (2%).
Answer Number % Question % TotalNot answered 32 7 Answered 432 93
Answered No 275 64 59Answered Yes, namely 157 36 34
Name of company 122 100 GlaxoSmithKline 46 38 Boehringer Ingelheim 27 22 AstraZeneca 26 21 Chiesi 15 12 Teva 5 4 Takeda 3 3
3. Mark three words corresponding with your image of the pharmaceutical company.182 respondents (39%) answered the question.The three most mentioned images of the pharmaceutical company: FulNilled expectations (68%), Trustworthy (67%), and Responsible (27%)
Answer Number % Question % TotalNot answered 282 61 Answered 182 39
Trustworthy 122 67 26Untrustworthy 1 1 0Personal 2 1 0Impersonal 42 23 9FulNill expectations 124 68 27Dissatisfy 9 5 2Innovative 34 19 7Old fashioned 10 5 2Open 5 3 1Opaque 15 8 3Approachable 22 12 5Inhibited 18 10 4Responsible 50 27 11Irresponsible 1 1 0
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4. Do you know the name of the CEO of the pharmaceutical company of your inhaler?186 respondents (40%) answered the question, of which one respondent could mention a name of the CEO of his/her pharmaceutical company.
Answer Number % Question % TotalNot answered 278 60 Answered 186 40
Answered Yes 1 1 0Answered No 185 99 40
5. Does this CEO inNluenced your image of the pharmaceutical company? (See question 3)One respondent answered the question with ‘no’ whether a CEO inNluenced his or her image of the company.
Answer Number % Question % TotalNot answered 463 99.8Answered 1 0.2
Answered No 1 0.2 0Answered Yes positively 0 0 0Answered Yes negatively 0 0 0
6. If you had known the CEO, could this have inNluenced your image of the pharmaceutical company?171 respondents (37%) answered the question of which 30 respondents (6%) answered a CEO could have inNluenced their image of the company.
Answer Number % Question % TotalNot answered 293 0 63 Answered 171 0 37
Answered No 141 82 30Answered Yes 30 18 6
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7. Do you recognize the man in the picture below?437 respondents (92%) answered the question of which 11 respondents (2%) recognized the person in the picture.
Answer Number % Question % TotalNot answered 27 0 6 Answered 437 0 94
Answered No 426 97 92Answered Yes 11 3 2
8. Would you like to receive information form the pharmaceutical company?439 respondents answered the question, and 233 respondents (50%) would like to receive information form the pharmaceutical company.
Answer Number % Question % TotalNot answered 25 0 5 Answered 439 0 95
Answered No 206 47 44Answered Yes 233 53 50
9. I would like to receive information about following subjects.234 respondents (50%) answered the question. They would like to receive more information about the effect of the medication (180/39%) and information about composition and use of medication (177/38%). Information about the company (89/19%) and about in the CEO of the company of medication (22/5%).
Answer Number % Question % TotalNot answered 230 0 50 Answered 234 0 50
About the effect of the medication 180 77 39About the composition and use of the medication
177 76 38
About the company (location, employees, vision etc.) of the medication
89 38 19
About the CEO of the company of the medication
22 9 5
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10. How do you prefer to receive the information?233 respondents (50%) answered the question. They would like to receive information by mail (177/38%) by App (67/14%) and by post (58/13%). Information by the CEO by YouTube is mentioned 10x (2%) and by a f2f presentation 15x (3%).
Answer Number % Question % TotalNot answered 231 0 50 Answered 233 0 50
An informative message by mail 177 76 38An informative message by post 58 25 13A presentation by the CEO by YouTube 10 4 2A presentation by the CEO on a location in your neighborhood
15 6 3
A blog on the website of the company of your medication
23 10 5
An App with information about the medication, the company and the CEO
67 29 14
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