INTRODUCTION

Question 1

a process that starts with identifying and understanding the needs and wants of the customer (demand) and then fulfilling those needs and wants (supply)

Answer 1

Marketing

Question 2

a business that focuses on a particular type of product within a specific market segment

Answer 2

Nicher

Question 3

the inherent property of a body that makes it oppose any force that would cause a change in its motion

Answer 3

Inertia

Question 4

a process by which the market for pharmaceutical care is actualized

Answer 4

Pharmaceutical Marketing

Question 5

broad area of biology, involving the use of living systems and organisms to develop or make products

Answer 5

Biotechnology

Question 6

involved in discovering new or improved therapies that treat unmet medical and consumer needs

Answer 6

pharmaceutical industry

Question 7

TOP 10 PHARMACEUTICAL COMPANIES IN THE WORLD (2019)

Answer 7

1. Pfizer
2. Roche
3. Sanofi
4. Johnson & Johnson
5. Merck & Co.
6. Novartis
7. AbbVie
8. Gilead Sciences
9. GSK
10. Amgen

Question 8

an American biopharmaceutical company headquartered in California that specializes in developing novel human therapeutics

Answer 8

Amgen

Question 9

AMGEN PRODUCTS (RBP)

Answer 9

● Repatha (Evolucumab) - cardiovascular drug
● Blincyto (Blinatumomab) - ALL
● Prolia (Denosumab) - osteoporosis

Question 10

a leading British pharmaceutical company that specializes in a broad range of therapy areas but is particularly successful in the fields of HIV/AIDS, respiratory and vaccine

Answer 10

GlaxoSmithKline (GSK)

Question 11

GSK PRODUCTS

Answer 11

● Tivicay (Dolutegravir) - integrase inhibitor
● Triumeq (Abacavir/Dolutegravir/Lamivudine) integrase inhibitor
● Incruse (Umeclidinium) - Anticholinergic
● Nucala (Mepolizumab) - IL-4

Question 12

research-based biopharmaceutical company based in California that has historically found great success as leaders in HIV/AIDS research and in treating Hepatitis infections

Answer 12

Gilead Sciences

Question 13

GILEAD PRODUCTS

Answer 13

● Epclusa (Velpatasvir/Sofosbuvir)
● Harvoni (Ledipasvir/Sofosbuvir)
● Truvada (Emtricitabine/Tenofovir)

Question 14

originated as a spin-off of Abbott Laboratories

Answer 14

AbbVie

Question 15

ABBVIE PRODUCTS

Answer 15

● Humira (Adalimumab)
● Imbruvica (Ibrutinib)

Question 16

This multinational company focuses on a wide range of disease areas, including oncology, immunology/dermatology, neuroscience, and respiratory. This company is based in Switzerland.

Answer 16

Novartis

Question 17

NOVARTIS PRODUCTS (GGS)

Answer 17

● Gleevec (Imatinib mesylate)
● Gilenya (Fingolimod)
● Cosentyx (Secukinumab)

Question 18

known as MSD (Merck Sharp & Dohme)

Answer 18

Merck &Co.

Question 19

MSD PRODUCTS (GJK)

Answer 19

● Gardasil 9 - Human Papillomavirus 9-valent vaccine
● Januvia (Sitagliptin)
● Keytruda (Pembrolizumab)

Question 20

Janumet

Answer 20

Sitagliptin & Metformin

Question 21

an American multinational company that was established over 130 years ago and has become a staple household name thanks to popular consumer goods like Aveeno, Neutrogena, and Listerine

Answer 21

Johnson & Johnson

Question 22

J&J PRODUCTS

Answer 22

● Stelara (Ustekinumab)
● Zytiga (Abiraterone acetate)
● Darzalex (Daratumumab)
● Imbruvica (Ibrutinib)

Question 23

This French multinational company saw 4.2% revenue growth within its pharmaceutical sector, which contributes 85.44% of the company’s total revenue.

Answer 23

Sanofi

Question 24

SANOFI PRODUCTS (LAL)

Answer 24

● Lovenox (Enoxaparin)
● Aubagio (Teriflunomidum)
● Lantus (Insulin glargine)

Question 25

The Switzerland multinational company develops innovative drugs and devices in a number of key indications, such as oncology, immunology, infectious diseases, and neuroscience

Answer 25

Roche

Question 26

ROCHE PRODUCTS (HAR)

Answer 26

● Herceptin (Trastuzumab) ● Avastin (Bevacizumab) ● Rituxan (Rituximab)

Question 27

The world’s largest multinational pharmaceutical company, headquartered in Connecticut, USA.

Answer 27

Pfizer

Question 28

PFIZER PRODUCTS

Answer 28

● Eliquis (Apixaban) ● Ibrance (Palbociclib) ● Xeljanz (Tofacitinib)

Question 29

Pfizer and BioNTech’s vaccine

Answer 29

Comirnaty

Question 30

First to authorization in the U.S. and first to a full approval. mRNA-based COVID-19 shot

Answer 30

Comirnaty

Question 31

Tx autoimmune diseases and moderate to severe active rheumatoid arthritis

Answer 31

HUMIRA (ADALIMUMAB)

Question 32

Patent drug by AbbVie created competitive opportunities for biosimilars products.

Answer 32

HUMIRA (ADALIMUMAB)

Question 33

Company: Moderna

Answer 33

Spikevax

Question 34

Company: Merck & Co. Diseases: Melanoma, non-small cell lung cancer, head and neck cancer, Hodgkin lymphoma, urothelial carcinoma, gastric cancer and more

Answer 34

PEMBROLIZUMAB (Keytruda)

Question 35

It is produced by Bristol-Myers Squibb (U.S.) and Pfizer (U.S.).

Answer 35

ELIQUIS (APIXABAN)

Question 36

Anticoagulant used in treatment of atrial fibrillation and Deep Vein Thrombosis (DVT).

Answer 36

ELIQUIS (APIXABAN)

Question 37

produced by Celgene (U.S.), for the treatment of multiple myloma

Answer 37

REVLIMID (LENALIDOMIDE)

Question 38

companies: AbbVie, Johnson & Johnson

Answer 38

IMBRUVICA (IBRUTINIB)

Question 39

It is manufactured by Johnson & Johnson (U.S.). This drug is used for treating plaque psoriasis.

Answer 39

Stelara (Ustekinumab)

Question 40

It is produced by Bayer (Germany) and Regeneron Pharmaceuticals (U.S.)

Answer 40

EYLEA (AFLIBERCEPT)

Question 41

Diseases: Wet age-related macular degeneration, diabetic macular edema, diabetic retinopathy, macular edema

Answer 41

EYLEA (AFLIBERCEPT)

Question 42

Company: Gilead Sciences Disease: HIV

Answer 42

bictegrav-emtricit-tenofov ala (Biktarvy)

Question 43

TOP 10 BEST SELLING DRUGS IN 2022

Answer 43

1. Comirnaty 2. Humira (Adalimumab) 3. Spikevax 4. Keytruda (Pembrolizumab) 5. Eliquis (Apixaban) 6. Revlimib (Lenalidomide) 7. Imbruvica (Ibrutinib) 8. Stelara (Ustekinumab) 9. Eylea (Aflibercept) 10. Biktarvy

Question 44

main supplier of raw materials to the pharmaceutical industry

Answer 44

chemical industry

Question 45

cover vast distribution needs of the pharmaceutical industry

Answer 45

Supply chain intermediaries

Question 46

help pharmaceutical industry’s R&D achieve challenging routes of administration

Answer 46

Drug delivery specialist

Question 47

Several experts have suggested the following requirements for an effective globalization:

Answer 47

⬛a.) local expertise ⬛b.) sales capabilities ⬛c.) customer service network ⬛d.) supply base

Question 48

External Influences

Answer 48

Demographic shift Epidemiological changes Changing geopolitics Emerging ethical issues Healthcare system changes Regulatory changes State cost-containment

Question 49

Customer Dynamics

Answer 49

Increased sophistication Increased copayment More health-conscious Consumerism Social changes Patient advocacy movement Negative perception of industry

Question 50

Industry Dynamics

Answer 50

Technology advances Economic pressure Shortage of innovation Diversification Increased rivalry Generic competition Virtualization Consolidation Globalization Integration Pharmacoeconomics Patient expiration Direct-to-consumer marketing

Question 51

The market drivers in the pharmaceutical industry

Answer 51

Major stakeholders

Question 52

____________ stakeholders include every single company employee

Answer 52

Internal

Question 53

Kotler and Clarke (1987) categorize these external stakeholders into three (3) main groups

Answer 53

⬛1. Inputting ⬛2. Mediators ⬛3. Consumers

Question 54

include suppliers, regulators, and politicians

Answer 54

Inputting stakeholders

Question 55

include prescribers, university professors, and other health care professionals who stand between the company and its final customer – the patients

Answer 55

Mediators

Question 56

include not only the patients and their families or advocacy groups, but the media, general public, and competitors too

Answer 56

Consumer

Question 57

Groups are individually identified and characterized according to their type (_____________, ________________, _________________)

Answer 57

influencing, supporting or conflicting

Question 58

Pharmaceutical companies promoting different therapeutic categories come in contact with various physician categories and specialization

Answer 58

Prescribers

Question 59

based on professional rank or title

Answer 59

Categorization criterion

Question 60

Categorization criterion

Answer 60

⬛Entry-level medical resident ⬛Progressing to academic ranks – lecturer ⬛Assistant professor ⬛Full professor

Question 61

Medical service rank

Answer 61

⬛Consultant ⬛Registrar ⬛Senior registrar ⬛Clinic director

Question 62

Professional ranking of physicians creates a ______________________ that is observed and respected in all markets.

Answer 62

hierarchical tree

Question 63

The pyramid of influence

Answer 63

Opinion Leaders (OL) Clinic Directors or Department Heads Medical Specialist General Practitioner (GP)

Question 64

usually full university professors or leaders of medical associations

Answer 64

Opinion Leaders (OL)

Question 65

lead a team of various ranking institutional physicians

Answer 65

Clinic Directors or Department Heads

Question 66

experts in their field following long years of focused training and practice

Answer 66

Medical Specialist

Question 67

General Practitioner is also known as

Answer 67

Pathologist or Family physician

Question 68

come in contact with a large number of diverse medical cases

Answer 68

General Practitioner (GP)

Question 69

The _______________________ describes the ongoing flow of knowledge and influence from the OL all the way to the GP.

Answer 69

pyramid of influence

Question 70

OTHER INFLUENCERS (supporting)

Answer 70

●Pharmacists and other health care professionals (nurses, psychologists, social and rehabilitation workers) ●Supply chain intermediaries (distributors, wholesalers, suppliers) ●Hospital administrators ●External consultants ●Medical sales representatives

Question 71

the pharmaceutical industry is one of the most ____________ government-regulated industrial sector

Answer 71

Regulators

Question 72

provide resources to a healthcare system such as insurances and employers

Answer 72

Financers

Question 73

Their motives are open accessibility for all citizens and employees to health care, fairness, transparency, accountability, and cost-containment.

Answer 73

Financers

Question 74

Involved in decision-making and involvement in the purchase of pharmaceuticals.

Answer 74

Patients

Question 75

Low involvement Routine decision-making

Answer 75

Inertia

Question 76

High involvement Routine decision-making

Answer 76

Brand loyalty

Question 77

High involvement Extended decision-making

Answer 77

Complex

Question 78

Low involvement Extended decision-making

Answer 78

Variety seeking

Question 79

Different Stakeholder Needs Patients

Answer 79

Optimal Care Informed decision Less costs

Question 80

Different Stakeholder Needs Prescribers

Answer 80

Scientific rationale Cost containment

Question 81

Different Stakeholder Needs Opinion Leaders

Answer 81

Maintain Leadership

Question 82

Different Stakeholder Needs Financers

Answer 82

Balance benefits vs costs

Question 83

Different Stakeholder Needs Regulators

Answer 83

Ensure efficacy and safety

Question 84

Top Corporation in the Philippine Pharmaceutical Market, 2014

Answer 84

1. Unilab 2. Pfizer 3. Abbot Laboratories 4. GSK 5. Boehringer ingelheim 6. Sanofi aventis 7. Novartis 8. Roche 9. Merck Sharpe & Dohme 10. Bayer

Question 85

WHAT ARE THE LEADING CAUSES OF MORTALITY IN THE PHILIPPINES?

Answer 85

1. Diseases of the Heart 2. Diseases of the Vascular System 3. Malignant Neoplasms 4. Pneumonia 5. Accidents** 6. Tuberculosis, all forms 7. Chronic lower respiratory diseases 8. Diabetes Mellitus 9. Nephritis, nephrotic syndrome, and nephrosis 10. Certain conditions originating in the perinatal period

Question 86

constitute the major part of a country’s production and marketing effort

Answer 86

Physical goods

Question 87

As economies advance, a large proportion of their activities is focused on the production of services.

Answer 87

Services

Question 88

Marketers promote events. Events can be trade shows, company anniversaries, entertainment award shows, local festivals, health camps, and so on.

Answer 88

Events

Question 89

Marketers create experiences by offering a mix of both goods and services. A product is promoted not only by communicating features but also by giving unique and interesting experiences to customers.

Answer 89

Experiences

Question 90

Due to a rise in testimonial advertising, celebrity marketing has become a business.

Answer 90

Persons

Question 91

Place marketers are largely real estate agents and builders. They are using mega events and exhibitions to market places

Answer 91

Places

Question 92

Properties can be categorized as real properties or financial properties. Real property is the ownership of real estates, whereas financial property relates to stocks and bonds. Properties are bought and sold through marketing.

Answer 92

Properties

Question 93

The organization’s goodwill promotes trust and reliability. The organization’s image also helps the companies in the smooth introduction of new products.

Answer 93

Organizations

Question 94

The production, packaging, and distribution of information is a major industry.

Answer 94

Information

Question 95

Every market offering includes a basic idea. Products and services are used as platforms for delivering some idea or benefit. Social marketers widely promote ideas.

Answer 95

Idea

Question 96

General Concepts and scope of Marketing

Answer 96

1. Goods 2. Services 3. Events 4. Experiences 5. Persons 6. Places 7. Properties 8. Organizations 9. Information 10. Idea

Question 97

Focuses on CUSTOMER needs

Answer 97

MARKETING

Question 98

Begins BEFORE production

Answer 98

MARKETING

Question 99

Continues after sale

Answer 99

MARKETING

Question 100

COMPREHENSIVE term in terms of meaning

Answer 100

MARKETING

Question 101

Philosophy of Business

Answer 101

MARKETING

Question 102

Profits through CUSTOMER SATISFACTION

Answer 102

MARKETING

Question 103

Let the SELLER be aware

Answer 103

MARKETING

Question 104

INTEGRATED approach

Answer 104

MARKETING

Question 105

LONG-TERM perspective

Answer 105

MARKETING

Question 106

CUSTOMER first then product

Answer 106

MARKETING

Question 107

Focuses on SELLER needs

Answer 107

SELLING

Question 108

Begins AFTER production

Answer 108

SELLING

Question 109

Comes to an end with sale

Answer 109

SELLING

Question 110

NARROW term in terms of meaning

Answer 110

SELLING

Question 111

Routine day to day physical process

Answer 111

SELLING

Question 112

Profits through SALES VOLUME

Answer 112

SELLING

Question 113

Let the BUYER be aware

Answer 113

SELLING

Question 114

FRAGMENTED approach

Answer 114

SELLING

Question 115

SHORT-TERM perspective

Answer 115

SELLING

Question 116

PRODUCT first then customer

Answer 116

SELLING

Question 117

Marketing Environment

Answer 117

Macro Micro Internal