Master of Business Administration - Specialization in
Pharmaceutical Marketing and Management
| The MBA in Pharmaceutical Marketing and
Management program offers a comprehensive curriculum
designed to provide professionals with the skills needed
to gain a competitive edge when pursuing a career in
pharmaceutical sales, management and marketing. It also
provides pharmaceutical executives and sales representatives
with a recognized degree which will prove invaluable
when pursing growth and promotion opportunities into
advanced management positions or areas of product specialization. |
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The MBA in Pharmaceutical Marketing and Management program
will enable students to develop a broad understanding of
the major management areas of the pharmaceutical sales industry.
Courses cover areas specific to pharmaceutical marketing,
ethics, regulation, portfolio development, managed care,
and sales force management. Additionally, the program covers
the core MBA topic courses in Finance, Quantitative Analysis,
Managerial Economics, Accounting, and Organizational Behavior.
Successful completion of the program will enable graduates
to make calculated business decisions and apply current
techniques in management and marketing aimed specifically
at the pharmaceutical industry. The program provides the
adult professional with a comprehensive overview and application
of essential business concepts and the necessary business
acumen for successful business operations, in addition to
preparing individuals to assume larger roles in managing
fiscal policy and operations.
Program Goals
The goals of the MBA in Pharmaceutical Marketing and Management
program are to provide students with:
- Ethical standards, as they relate to the pharmaceutical
sales industry to provide a framework for responsible
decision making.
- Increased facility in critical analysis, planning, problem
solving and communication skills.
- Management and organizational skills essential for career
advancement in the pharmaceutical sales industry.
- A solid foundation of advanced business essentials allowing
students to communicate with authority and make sound
decisions on topics of marketing, accounting, analysis,
finance, and organizational structure.
- A solid understanding of the portfolio development process
necessary to gain employment in the discipline, for students
new to the pharmaceutical industry.
Anticipated Student Learning Outcomes
Upon successful completion of the MBA in Pharmaceutical
Marketing and Management program students shall be able
to demonstrate specific behaviors, skills, and attributes.
We expect graduates to:
- Apply fundamental management functions of planning,
decision-making, organizing, leading, and controlling,
as well as the tools and techniques of managing people
and processes in the work environment.
- Demonstrate critical thinking, analytical, and interpersonal
skills applicable to real-world problems.
- Construct and interpret financial statements, generate
budgets, and use accounting data for strategic and management
purposes with an emphasis on profitability.
- Apply necessary quantitative tools for analyzing data,
modeling problems, and making informed decisions.
- Apply market research and analysis to the pharmaceutical
sales process, and develop effective marketing strategies
through segmentation, targeting, and positioning.
- Employ microeconomic theory to business management to
enhance decision-making.
- Apply the framework, concepts, and tools for analyzing
financial decisions by applying the fundamental principles
of modern financial theory.
- Apply corporate ethics and the role of moral leadership
as they perform their roles in the pharmaceutical industry.
- Employ marketing concepts with a focus on the pharmaceutical
industry, with an awareness of the regulatory, ethical,
and organizational considerations.
- Exemplify leadership, professionalism, ethical behavior,
and advocacy in the performance of pharmaceutical industry
and sales duties.
- Competently assess, interpret, and communicate information
using oral, written, and electronic methods.
Completion Requirements
36 total credits consisting of 11 3-credit Core Courses
(including a final Capstone Project) and one 3-credit elective
course.
Core Courses:
502 Sales Force Management
510 Accounting
520 Quantitative Analysis
532 Healthcare Marketing
540 Managerial Economics
550 Finance
562 Pharmaceutical Ethics
582 Advanced Concepts in Managed Care
583 Pharmacy Management and Leadership
590 Organizational Behavior
599 Capstone Project
Electives (Select one):
572 - Pharmaceutical Portfolio and Career
Planning
554 - Pharmaceutical Regulation
Course Descriptions:
502 Sales Force Management
To function effectively as managers, students must know
how salespeople perform their jobs. This course covers the
concepts and applies the theories associated with managing
a sales force. It is designed to help students learn sales
management concepts and to apply them to solve business
problems in the pharmaceutical industry. The focus is primarily
on the activities of field sales managers.
Prerequisites: 510, 590
510 Accounting
Accounting, the language of business, provides crucial decision-making
information to business organizations. This course prepares
students to construct and interpret financial statements,
generate budgets, and to use accounting data for strategic
and management purposes with an emphasis on profitability.
Legal and ethical issues in accounting are also discussed.
Prerequisites: None
520 Quantitative Analysis
Quantitative analysis is a valuable process for decision-makers
and professionals who are responsible for guiding their
organizations in today's dynamic business environment. This
course provides the necessary quantitative tools for analyzing
data, modeling problems, and making informed decisions.
The focus is on construction of models, interpretation of
results, and critical evaluation of assumptions.
Prerequisites: None
532 Healthcare Marketing
This course examines foundational knowledge of the principles
of marketing and their application in healthcare. This course
also focuses on the perspective of how the application of
marketing principles must shift in terms of their strategic
application to respond to the changing environmental forces
of the marketplace. Included in the course are examples
from a wide array of health care providers, health systems,
HMOs, physician-hospital organizations, and more; the chapters
cover market research, strategy, and the strategic marketing
process.
Prerequisites: 502
540 Managerial Economics
Managerial economics form the overall theory and foundation
for the workings of a corporation. This course deals with
applying microeconomic theory to the management of the firm
by focusing on the use of microeconomics to enhance decision-making.
By exploring the complex relationships between a manager's
decisions and the resulting impact of those decisions on
the demand for the company's products and the profitability
of the firm, students come to understand the economic environment
in which the firm operates and learn how to think strategically
within this environment.
Prerequisites: None
550 Finance
This course provides the framework, concepts, and tools
for analyzing financial decisions by applying the fundamental
principles of modern financial theory. Major topics include
the time value of money and capital budgeting.
Prerequisites: None
554 Pharmaceutical Regulation
This course explains the ever-changing FDA rules and regulations
pertaining to the pharmaceutical industry. Topics include
the Federal Food, Drug, and Cosmetic Act as they apply to
human drug and device development, research, manufacturing,
and marketing. It also examines on the drug approval process,
quality compliance, and documentation requirements.
Prerequisites: 532
562 Pharmaceutical Ethics
The course examines the important moral, scientific and
public policy challenging the relationship between the pharmaceutical
industry and society in a market driven, profit seeking
economy. Major topics include intellectual property rights
and patents, the moral and economic considerations of research
and clinical trials, drug pricing, marketing, and advertising.
Prerequisites: 554
572 Pharmaceutical Portfolio and Career Planning.
This course provides an overview of the biopharmaceutical
industry including industry trends, and current issues and
challenges. The course also offers concepts on leadership
development and plan/portfolio development. Students will
complete the class with a personalized portfolio that they
can develop to assist with the interview process for entrance
into the pharmaceutical industry and for future advancement
and professional development.
Prerequisites: 582
582 Advanced Concepts in Managed Care
This course explains managed care and insurance roles in
the pharmaceutical industry. Students will explore the dynamics
and trends of the evolving healthcare system and review
managed care's impact on pharmaceutical industry. The course
explains the fundamentals of developing and operating a
successful managed care pharmacy benefit, and also supplies
insightful guidance on professional careers in the field.
Students will assess managed healthcare market segments
in order to better determine the needs of this customer
and to identify the potential business opportunities for
their company's brands, and develop strategies for success
with the managed care customer.
Prerequisites: 562
583 Pharmacy Management and Leadership
This course focuses on developing leadership, professionalism,
and advocacy in the pharmaceutical sales industry. You will
explore unique perspectives from leaders in the field who
share stories, real life dilemmas, experienced perspectives,
and rare career insights.
Emphasis is also placed on issues such as personal stress
management, finances, customer service, people-management
skills, marketing, and value-added services. Numerous models
and case studies are provided to solidify the concepts presented.
Prerequisites: 582
590 Organizational Behavior
Today, businesses run on hardware, software, and human capital
more than ever before. This course focuses on the people
in the organization and how they work and behave in the
work environment. It examines the behavior of individuals,
the dynamics of teamwork, the processes of small groups,
decision-making, problem-solving, conflict management, and
ways to eliminate barriers to effective communications within
the workplace.
Prerequisites: None
599 Capstone Project
The capstone project allows students to apply the knowledge
and skills acquired in their courses to the work environment.
This project is completely individualized; students are
encouraged to select work-related projects that are of particular
interest to them and that will result in professional growth
and benefit the organization.
Due to the extensive evaluation process, and the quantity
of work and research involved, the Capstone course has a
time limit of 6 months.
Prerequisites: All program courses
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