Department of Industrial and Enterprise Systems Engineering, University of Illinois, Urbana, IL, USA.
Health Care Manag Sci. 2010 Mar;13(1):54-64. doi: 10.1007/s10729-009-9109-8.
This paper analyzes pricing strategies for pediatric combination vaccines and their impact on the United States pediatric vaccine market. Three pharmaceutical companies compete pairwise with each other over the sale of vaccines containing two or three antigens per injection. Specific emphasis is placed on examining the competition between two pentavalent vaccines: GlaxoSmithKline's Pediarix (DTaP-HepB-IPV) and Sanofi Pasteur's Pentacel (DTaP-IPV/Hib). The main contribution of the paper is to provide a methodology for analyzing pricing strategies of directly competing, partially overlapping, and mutually exclusive combination vaccines in the United States pediatric vaccine market, with the goal of maximizing each pharmaceutical company's expected revenue. The resulting analysis shows that Pentacel is not competitively priced when compared to Pediarix, its strongest competitor, for federal contract prices ending 31 March 2010. Accordingly, Sanofi Pasteur should expect to generate low revenue upon market entry, while Pediarix remains well priced, with GlaxoSmithKline able to generate a high level of revenue at the expense of Sanofi Pasteur. The proposed pricing approach suggests an appropriate price for Pentacel whereby a substantial increase in expected revenue can be realized.
本文分析了儿科联合疫苗的定价策略及其对美国儿科疫苗市场的影响。三家制药公司两两竞争，销售每针含两种或三种抗原的疫苗。本文特别关注两种五联疫苗之间的竞争：葛兰素史克的潘太欣（DTaP-HepB-IPV）和赛诺菲巴斯德的沛儿（DTaP-IPV/Hib）。本文的主要贡献在于提供了一种分析美国儿科疫苗市场中直接竞争、部分重叠和相互排斥的联合疫苗定价策略的方法，目的是使每家制药公司的预期收入最大化。分析结果表明，与最强竞争对手潘太欣相比，沛儿在截至 2010 年 3 月 31 日的联邦合同价格上没有竞争力。因此，赛诺菲巴斯德预计在进入市场时收入会很低，而潘太欣的定价仍然合理，葛兰素史克可以牺牲赛诺菲巴斯德的利益获得高收入。拟议的定价方法建议沛儿采用适当的价格，从而可以实现预期收入的大幅增长。
