The Detail of Drugs: Horizontal Distribution Alliances in the International Pharmaceutical Industry

Ursula Y. Sullivan and Anne T. Coughlan
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Ursula Y. Sullivan: U of Illinois at Urbana-Champaign
Anne T. Coughlan: Northwestern U

Working Papers from University of Illinois at Urbana-Champaign, College of Business

Abstract: The primary contribution from this research lies in the uncovering of the factors that predict the formation of horizontal distribution alliances (HDAs) as well as their success. HDAs are characterized by the joining of two firms??from the same industry??to distribute a product owned by one of the firms into a new market. Resource Dependence and Transaction Cost Analysis are the two organization theories integrated with firm?specific strategic concerns to formulate predictions on how these alliances are formed and structured to achieve success. Empirical, dyadic research is conducted in the global pharmaceutical industry. Findings suggest that certain environmental constraints as well as strategic motivations will affect the entrant firm's choice to form an alliance. Results also indicate that a certain level of dependence is required to achieve a successful alliance for both partners; however, too much dependence can negatively affect alliance satisfaction.

Date: 2004-08
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