GlaxoSmithKline: U.S. Sales Practices

Published 29 Jun 2015
Reference 6024
Industry Pharmaceuticals
Region Global
Summary

In 2012, GlaxoSmithKline negotiated the largest health-fraud settlement to date with the U.S. Government over allegations of off-label marketing, bribing doctors, and failure to report drug safety problems. As well as the $3 billion settlement, GSK signed a five-year Corporate Integrity Agreement, which included corrective measures in sales and marketing practices.

Teaching objectives

1. To demonstrate the value of healthcare compliance management. 2. To explore challenges to effective compliance implementation, including the role of leadership and company culture. 3. To examine the tensions that can exist between sales goals and salesforce management practices that are consistent with corporate ethics, compliance and the long-term reputation of the firm.

Keywords
  • Healthcare compliance
  • Pharmaceutical industry
  • Off-label marketing
  • Product safety
  • Whistleblowers
  • Ethics
  • Salesforce management
  • Corporate reputation
  • Q41415