Pharmaceutical Enterprises' Market Entry Strategies

Diāna Arāja, Erika Sumilo

Research output: Chapter in Book/Report/Conference proceedingChapterpeer-review


The pharmaceutical sector encompasses a wide range of business activities – research and product
development, manufacturing, marketing, international business, wholesale, retail and services. Consequently, it is
facing the contemporary challenges of globalisation, sustainable development, social, economic and political change.
At the same time, pharmaceuticals have a significant impact on the provision of health care, which limits the freedom
of business. In framework of this research the applicability of the International business theories to pharmaceutical
sector, as well as the major factors influencing the enterprise’ choice of the market entry mode are explored. The
organisation of healthcare and its financing system are important external factors influencing the market entry strategy
of the pharmaceutical company. Focusing on the healthcare market as a platform for medical entrepreneurship and
significant regulatory interventions, it should be noted that, in a context of globalization, healthcare is characterised
as both an international business and an area to strong government influence and demand generation. In the process
of market entry strategy development, pharmaceutical enterprises more often choose the direct exporting, contractual
modes and foreign direct investments as the market entry modes. In these circumstances, the Managed Entry
Agreements become topical to ensure the availability of new medicines for patients and to encourage the
pharmaceutical enterprises to come into market.
Original languageEnglish
Title of host publicationNew Challenges of Economic and Business Development : 2020
Subtitle of host publicationEconomic Inequality and Well-Being : Proceedings
Place of PublicationRiga
PublisherUniversity of Latvia
ISBN (Electronic) 978-9934-18-598-4
Publication statusPublished - 2020
Event12th International Scientific conference "New Challenges in Economic and Business Development – 2020: Economic Inequality and Well-Being" - University of Latvia, Riga, Latvia
Duration: 2 Oct 20202 Oct 2020
Conference number: 12


Conference12th International Scientific conference "New Challenges in Economic and Business Development – 2020: Economic Inequality and Well-Being"
Internet address


  • market entry strategy
  • pharmaceutical enterprise
  • Managed Entry Agreements

Field of Science*

  • 3.1 Basic medicine
  • 5.2 Economy and Business

Publication Type*

  • 3.1. Articles or chapters in proceedings/scientific books indexed in Web of Science and/or Scopus database


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