International Journal of Research in Marketing最新文献

The literature on pharmaceutical marketing devotes little attention to the promotion of branded drugs after generic competitors enter the market. This paper addresses this gap in the literature and explores how the sales of branded drugs respond to specific promotional strategies following generic entry. We focus on physician detailing, and specifically, firms’ post-generic-entry decisions regarding overall detailing spending and physician-level allocation (i.e., which physicians to visit). We utilize a novel, custom-built dataset containing information on aggregate-level sales, prescriptions, and promotional budget for 72 brands and their competitors; our dataset further includes detailed physician-level data on detailing visits and prescription behavior for 25 of these brands. We first describe the detailing strategies that brands use in practice, and then analyze the outcomes associated with changes in detailing spending and allocation. Our analyses reveal that, on average, brands’ detailing spending decreases after generic entry, yet the ROI on such spending increases compared to before generic entry. Refocusing of detailing efforts after generic entry such that physicians with higher brand preference are targeted is more likely to lead to an increase in detailing ROI than other allocation strategies post entry. However, in practice, many brands do not undertake such reallocation and do not enhance their ROIs. Our findings are of clear practical relevance to manufacturers of branded drugs, as well as to policy makers who wish to curb detailing efforts for branded drugs when generic alternatives are available, so as to lower healthcare costs.

This paper identifies and discusses the main issues luxury brands should focus on when building relationships with content creators. We build on the most recent scholarship into luxury brand management as well as emerging evidence from recent initiatives put in place by some pioneers in the field, as recounted in interviews by both luxury brand managers and creator economy stakeholders. Specifically, our contribution wants to address two major challenges that luxury brands are facing in setting the right content creator ecosystem: how should creators be incorporated as strategic partners in luxury brands and how to leverage creators innovate luxury brands. Both theoretical implications and a clear set of managerial guidelines to orient luxury brands’ actions in the content creator economy are provided.

A systematic review of sustainable consumer behaviors in five prominent consumer research journals revealed that green behaviors with greater potential for climate mitigation (e.g., plant-based consumption) have not been broadly studied, indicating promising opportunities for future research. In an exploratory survey, we conceptually replicate this finding using a sample of consumer researchers with a general interest in studying higher-potential behaviors. We explore potential explanations, including researchers' focus on construct-to-construct mapping, preference for behaviors they personally experience or find easy to implement, lack of clear incentives to study higher-potential behaviors, and inadequate understanding of mitigation potential. To help shift consumer researchers’ focus on higher-potential behaviors, we offer concrete recommendations, such as proactively considering mitigation potential both as authors and reviewers, and utilizing phenomenon-to-construct mapping for enhancing theoretical contributions. In sum, this research will help interested consumer researchers to provide more relevant answers to the urgent challenge of climate change mitigation.